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Way back?

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Yeah, way back.

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Way back.

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All four years ago, Mr. 28-year-old.

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Yeah, yeah.

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I was going to be an architect.

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And then I found out those guys, they really

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go through some turmoil with the economy

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and it was like, okay, I'll be an engineer.

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And so then when I was an

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engineer, it just seemed logical to

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go to manufacturing. There was a number

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of lanes to go to. That one

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looked, and I'm just so damn happy I've been

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there. I mean, it's

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manufacturing is where

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it's at. It's where the action is.

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I mean, people are doing stuff

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that people are doing. Did you ever worry you'd have to move to China?

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Huh? Did you ever worry you'd have

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to move yourself to China? No.

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No. Never worry about

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that. I went through the spell where

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people said, man,

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good luck finding something. All the manufacturing

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has left this country. And I'm like, no,

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no, it didn't. No, it didn't.

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You're listening to the news.

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And then, of course, a

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lot did leave, but then,

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as we all know over the last, whatever,

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eight or ten years or something like

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that, it's really been coming back.

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That's awesome. Yeah.

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See, I've also been

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hearing that from some of the

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leaders in the world lately, that there's

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a big flux of

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manufacturing that's coming back. So

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what

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was so stable in the manufacturing

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industry that

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made you so certain, like, man, this is

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huge here. What were we doing?

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What were we manufacturing here in the US

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that you know is never

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leaving? There wasn't

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that kind of an attraction.

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I mean, first

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off, when I declared I was going to be an engineer, my dad

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said, what do you want to do that for? All they do is

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get laid off. And

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I mean, and they do. It happens.

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It's happened more than once. And I

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know people that it's happened to more than once.

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But it's, I would tell you

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now, looking in retrospect, what's so damn

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cool about manufacturing? People go to

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work every day, and at the end of the day, they can look over there and say, I made all that stuff.

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And you go to

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a lot of other types of businesses, and they go,

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well, I moved a lot of paper,

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or I did a lot of stuff

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on my computer, or I talked to a lot

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of people. They can't see it, but the people

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that work in manufacturing,

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they're creating.

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It's happening right in front of them.

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And at the end of the day, it's on a truck, and

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it's leaving, kind of thing.

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So it's really awesome.

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I gotta clarify my question, too.

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What areas of manufacturing

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have been super stable in the United

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States?

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From an industry perspective?

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Yeah, from an industry perspective. I'm pretty layman's

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when it comes to manufacturing.

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Yeah, there's

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just a lot.

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I don't even know where

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to start to answer that question yet, because

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I've been somebody who has

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not been somebody who went to a company and stayed there forever

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in that industry.

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I've worked in a variety of industries,

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a couple of times

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at the huge corporate conglomerates,

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but many times at the medium

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or certainly the small

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family-owned, P.E. owned

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manufacturing companies in arguably

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niche industries.

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What are some of these products, if you could

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rattle some off? What are some of the ones that you went through?

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So, I've done Med

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Device, done some of that.

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I call it Bombs and Bullets.

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That's like millions of products

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by itself. Sorry, go ahead.

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It is, really. And that stuff was arguably

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with catheters and stents

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in your heart and things like that.

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I call it Bombs and Bullets.

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When I worked with a defense contractor, we

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got to build that stuff right so we can protect this country.

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That was very early on.

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I've been in one that made window and door components.

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You know, the window jams

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and the casings and all that kind of stuff.

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I've been in one that's made squeegees

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and components that go on commercial

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floor cleaning equipment. So the

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stuff that runs up and down the hallways in the

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building, you know, somebody's driving around.

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I've been at

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companies

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that a lot of stuff where components

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go in the big bridge crane assemblies.

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That was always funny. People said,

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you have a sample product you can show me.

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And I'd say, sure. Back a 40-foot

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flatbed up and we'll load one up for you.

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Because it was big,

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heavy steel stuff.

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A company that made punch press tooling.

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You know, people buy

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the punch presses they need to tool. It's like the

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drill bits that go in your drill, right?

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So the

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tooling for that.

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Window and door components,

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med device. Yeah, I don't know.

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That's a lot of it right there.

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But it's all different industries.

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You were Tony Stark at one point.

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All right. Welcome in

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to Vision Pros Live.

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With Jackson Calame. I'm your show host.

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We'll be doing interviews for visionary entrepreneurs

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and guest leaders who are

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building fantastic visions out there.

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What's up and welcome

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into another episode of Vision Pros Live.

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I'm your show host Jackson Calame, founder and

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CEO of First Class Business.

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I'm excited to have Bruce Roles on today.

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We got an OG

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of the manufacturing industry.

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Bruce may not know that term, but an original

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gangster from the

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manufacturing industry who has such

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a depth of knowledge from

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the years that he spent in the business

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that this is a type

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of person that entrepreneurs need

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to be sitting down with. Entrepreneurs of

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all industries and understanding the perspective

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and the decades of his wisdom.

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I honor that.

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I find it sacred

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when you can crack open the mind

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of somebody who has

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just as much depth of background as he

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has in economy. So we're going to be talking

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about operational leadership. We're going to be talking about

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manufacturing and I'll throw some curve

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balls in there as well, of course.

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Then there's the sponsors. Before we dive

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in. So we got ColdClick. ColdClick

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is what we use for our LinkedIn

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automation. It's a big part of

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our top of funnel distribution plan.

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By the way, I talk

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about this all the time. I could probably even

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put Facebook as a sponsor and

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Facebook ads. I could probably, you know, a lot of different

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things that we use for distribution. My

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virtual assistants who help us with that. There's

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a lot of mechanisms. You don't want your eggs

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in one basket typically, at least.

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I think that's a good principle to follow.

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But with that said, this is the one

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I like to share with our audience frequently

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because I like promoting Art

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Hoffman. He

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is not Mark Zuckerberg,

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but he is a wonderful man who

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has done a lot to

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make sure to help our business with our

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growth. So with LinkedIn automation,

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the point is not to

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be pesky to as many people as possible.

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It's to intrigue and attract

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as many people as possible so

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that the right people who are in the right position

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can move forward and say, hey, you know what,

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I kind of need that. Or hey, yeah, I want to work together

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on that. And then that flows

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really well. You got to get

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your messaging right for it. Number two

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is Simply Fast websites. Came across

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this program from

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Shane Michael and I was like, man,

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if I was in a position where I was starting

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over or I

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didn't have a website and I was brand new to

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the game, this would have saved me

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hundreds of hours, possibly

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I think thousands of hours. In addition

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to making sure that I, you know,

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somebody could just sat me down and said, Jackson,

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don't focus on your website. Focus

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on building your productivity

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for your business model and talking to

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people. Let somebody like Shane just

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do the website for 179 bucks

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and give him the information he needs

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and just forget about it for a while. Move forward

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with the profitable aspects

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of your business. Busy as

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broke, my friends. Getting stuck playing

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with websites. It's

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not the end all solution. My

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oh, I don't know, third or fourth website.

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I launched a web development

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company. This is a great

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story, by the way. jcaldigital.com

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you can check it out. That was my original agency

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after several different companies.

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It wasn't even finished. If you scrolled

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down, you would have seen header one,

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header two, header three. I

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signed five website

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clients with a unfinished

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website myself. Why?

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Because I had a background in web development

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and I had other clients to showcase.

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But what it proved to me is you don't

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have to be perfect to win.

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You have to be great at what you do.

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You have to be a great communicator. You have to be willing to serve

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and get the work done. If you show up for that type of

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ambition, tenacity, diligence,

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then you have a very good shot at winning

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contracts and helping people move forward their

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projects. They really don't care about

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you. They care about what you're able to do

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to serve and help them when

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you're a stranger knocking on their doors.

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So I digress from that.

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But best wishes to all of you who are getting started

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in the entrepreneurial space.

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Make wise decisions. Be efficient with your time.

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The Water Project.

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We are so blessed and lucky to

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have access to this

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in most of our houses. I don't think there's

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very many people this CNN who don't have

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quick and easy access to water. I love

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promoting the Water Project. They're

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helping millions of people. Well,

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there's millions of people who need help.

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They help as many people as we help fund

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them to help. And what's really cool

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is they actually let you pick the community

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that you're providing

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the money to. And so

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if you don't have the money to give right

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now, I know COVID economics has been hard

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on people, then make sure that

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you share this with people. That's an opportunity

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to hopefully give back. Maybe

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your cousin or your relative

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ends up giving $10,000. You never know.

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But what's really cool is if you give to this,

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you get to see the outcome of the project

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because they track it with photos.

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You know, and they showcase

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what they built in the community and area.

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And having a

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water well or a sand dam

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that creates, you know, they teach you about how this

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process works too, which is kind of cool.

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But there's just so many people

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in this world that help. So if you can think of

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a cause that you feel in your heart

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is more important or more effective,

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do me a favor and just drop that in the

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comments. We're not here to fight about it.

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We're here to give. We're here to help.

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We would love to see your participation in that.

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So without further ado, I'm going to

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be bringing Bruce on. Let me

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go to his page real quick just so you can

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kind of see that right before I bring him

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on stage. And

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there we go. So here's Bruce.

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He's got BMRBUSOP.com.

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OK. And this

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web BMRBUSOP,

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it'll be in the show notes. You're welcome

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to check it out there. So fractional

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COO, director GM

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and leveraging leadership

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experience in manufacturing, actually

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like getting into the nitty gritty with the

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business that needs manufacturing

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support. We'll see what areas he

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helps with. Beyond that, I'll get

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his take on who should be listening. Without further

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ado, Bruce, welcome to Vision

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Pros Live.

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Good morning. Glad to be here. Morning.

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Happy to have you, man.

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So as I mentioned right

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there, Bruce, who do you feel should

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be listening right now?

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And why beyond the 30 years of

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experience? What are some nuts and bolts of why they

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should be listening?

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The

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who is, I guess, anybody

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that's either interested in

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how some of this

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independence base works with

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the kind of opportunities

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that are there for them. And then at the

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other side of that, obviously, are the

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small and medium-sized

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business owners,

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CEOs, presidents, those

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sorts of people.

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There's a real transformation

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00:11:20,000 --> 00:11:22,000
going on out there

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in terms of the kinds of

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resources that are available

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to companies that are small

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in size that never were

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available before.

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An example is there's

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been financial folks out

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there that help small companies with their cash flow

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00:11:38,000 --> 00:11:40,000
and all those sorts of things. But when

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you transition into what's going on,

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I only know a handful of people doing

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what I'm doing, which provides

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00:11:46,000 --> 00:11:48,000
that operations leadership

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to small manufacturing companies.

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00:11:50,000 --> 00:11:52,000
Before this transformation

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that's going on out there happened,

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00:11:54,000 --> 00:11:56,000
those small companies

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couldn't get to people like me.

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They couldn't afford them, and

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or there wasn't enough work to justify

356
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bringing them on. And they

357
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had to wait until their company grew to that

358
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size. Well, the way things are working

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now in this transformation

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that's happening, these

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small companies now have access to

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people like me that are

363
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senior level, executive

364
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level people in

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literally every discipline, whether it's

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finance or marketing or HR

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or operations

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to be able to come in and help them at a

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price that they can afford and

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work on that content they have.

371
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It might only be a day or two

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a week. And now

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it's a resource that's available.

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So, again,

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this transformation, small

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companies

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that have never had access, the

378
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senior, experienced

379
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level people now do.

380
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There's a whole lot of

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people that can sit in on this and learn from

382
00:12:54,000 --> 00:12:56,000
all of that.

383
00:12:56,000 --> 00:12:58,000
Now, I'm going to guess here, and you can say, no

384
00:12:58,000 --> 00:13:00,000
Jackson, that's wrong. Here's what it is.

385
00:13:00,000 --> 00:13:02,000
The transformation you're talking about,

386
00:13:02,000 --> 00:13:04,000
are you talking about fractional leadership?

387
00:13:04,000 --> 00:13:06,000
Yes, that's a label that

388
00:13:06,000 --> 00:13:08,000
people have put in front of it. Turns out

389
00:13:08,000 --> 00:13:10,000
this kind of stuff's been around for a lot

390
00:13:10,000 --> 00:13:12,000
longer than that term's been around.

391
00:13:12,000 --> 00:13:14,000
Fractional has really become

392
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the term in the last

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four or five years. You're talking about it coming

394
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out as mainstream now.

395
00:13:20,000 --> 00:13:22,000
Now the supply and demand is

396
00:13:22,000 --> 00:13:24,000
much clearer, so the connection

397
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between executives and companies

398
00:13:26,000 --> 00:13:28,000
is happening at a faster rate. Is

399
00:13:28,000 --> 00:13:30,000
that correct? Yes, and it's the

400
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rate that what it's happening at is

401
00:13:32,000 --> 00:13:34,000
the rate at which these small and medium

402
00:13:34,000 --> 00:13:36,000
sized companies become

403
00:13:36,000 --> 00:13:38,000
aware of these resources

404
00:13:38,000 --> 00:13:40,000
that are available.

405
00:13:40,000 --> 00:13:42,000
There's a little bit of a two piece sell job.

406
00:13:42,000 --> 00:13:44,000
You've sort of got to get them to understand what's available

407
00:13:44,000 --> 00:13:46,000
to them, and then you can talk about

408
00:13:46,000 --> 00:13:48,000
what you provide.

409
00:13:48,000 --> 00:13:50,000
And I really

410
00:13:50,000 --> 00:13:52,000
bridge that and come at it a little bit differently

411
00:13:52,000 --> 00:13:54,000
than some of the fractional people do,

412
00:13:54,000 --> 00:13:56,000
in that I just merely say,

413
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you know what, I provide operations leadership

414
00:13:58,000 --> 00:14:00,000
support to small

415
00:14:00,000 --> 00:14:02,000
and growing manufacturing companies.

416
00:14:02,000 --> 00:14:04,000
So if you're small and growing and you need some ops

417
00:14:04,000 --> 00:14:06,000
leadership help, we can

418
00:14:06,000 --> 00:14:08,000
call it whatever we want. We can call it fractional, we can

419
00:14:08,000 --> 00:14:10,000
call it whatever we want. I'm available

420
00:14:10,000 --> 00:14:12,000
and people like me

421
00:14:12,000 --> 00:14:14,000
in their disciplines are

422
00:14:14,000 --> 00:14:16,000
available in bite sized pieces

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00:14:16,000 --> 00:14:18,000
that they can afford.

424
00:14:18,000 --> 00:14:20,000
I love it, man. And you know,

425
00:14:20,000 --> 00:14:22,000
I'm going to pick on your age.

426
00:14:22,000 --> 00:14:24,000
I hope that's okay.

427
00:14:24,000 --> 00:14:26,000
It's something that, I mean,

428
00:14:26,000 --> 00:14:28,000
so in marketing, you have

429
00:14:28,000 --> 00:14:30,000
a unique selling proposition,

430
00:14:30,000 --> 00:14:32,000
and there's another term in marketing most marketers don't know,

431
00:14:32,000 --> 00:14:34,000
and that's the UA, the unfair advantage.

432
00:14:34,000 --> 00:14:36,000
Right? So for instance,

433
00:14:36,000 --> 00:14:38,000
when somebody says,

434
00:14:38,000 --> 00:14:40,000
hey man, like, how do you know this is cancerous?

435
00:14:40,000 --> 00:14:42,000
And they go, I'm a doctor.

436
00:14:42,000 --> 00:14:44,000
Mic drop.

437
00:14:44,000 --> 00:14:46,000
You know, like,

438
00:14:46,000 --> 00:14:48,000
okay, that makes sense.

439
00:14:48,000 --> 00:14:50,000
Right? You know, how do you know about

440
00:14:50,000 --> 00:14:52,000
operational leadership? You know,

441
00:14:52,000 --> 00:14:54,000
30 years in manufacturing.

442
00:14:54,000 --> 00:14:56,000
Yeah.

443
00:14:56,000 --> 00:14:58,000
I do this. I go,

444
00:14:58,000 --> 00:15:00,000
this brain here.

445
00:15:00,000 --> 00:15:02,000
Right. The hair color

446
00:15:02,000 --> 00:15:04,000
or the brain, one of those two.

447
00:15:04,000 --> 00:15:06,000
Yeah. It's all about the color.

448
00:15:06,000 --> 00:15:08,000
It's all about the color.

449
00:15:08,000 --> 00:15:10,000
It's getting fun. It is.

450
00:15:10,000 --> 00:15:12,000
But here's the key, though.

451
00:15:12,000 --> 00:15:14,000
There's so many people, Bruce,

452
00:15:14,000 --> 00:15:16,000
who are scared to make the plunge

453
00:15:16,000 --> 00:15:18,000
or who aren't aware

454
00:15:18,000 --> 00:15:20,000
of this opportunity. So I'm really glad

455
00:15:20,000 --> 00:15:22,000
that you called that out because you're right. The opportunity

456
00:15:22,000 --> 00:15:24,000
is broader. Yes, on the

457
00:15:24,000 --> 00:15:26,000
ownership and business side.

458
00:15:26,000 --> 00:15:28,000
But if we're calling more people

459
00:15:28,000 --> 00:15:30,000
and you're inspiring more people with

460
00:15:30,000 --> 00:15:32,000
your depth to come into play here,

461
00:15:32,000 --> 00:15:34,000
it's going to be a great thing for the economy

462
00:15:34,000 --> 00:15:36,000
and for everybody. The more

463
00:15:36,000 --> 00:15:38,000
people are realizing this is a great opportunity.

464
00:15:38,000 --> 00:15:40,000
So when you mentioned resources available,

465
00:15:40,000 --> 00:15:42,000
do you mind expanding on that, too?

466
00:15:42,000 --> 00:15:44,000
What are the resources are you referring to

467
00:15:44,000 --> 00:15:46,000
that made this possible?

468
00:15:46,000 --> 00:15:48,000
The people. The people

469
00:15:48,000 --> 00:15:50,000
are the resources. The people like me

470
00:15:50,000 --> 00:15:52,000
that have stepped into the space

471
00:15:52,000 --> 00:15:54,000
and are now providing

472
00:15:54,000 --> 00:15:56,000
businesses with

473
00:15:56,000 --> 00:15:58,000
access to us

474
00:15:58,000 --> 00:16:00,000
that they didn't have before.

475
00:16:00,000 --> 00:16:02,000
And where is it

476
00:16:02,000 --> 00:16:04,000
going to go in the economy? We're

477
00:16:04,000 --> 00:16:06,000
so much at the front end

478
00:16:06,000 --> 00:16:08,000
of this thing. I don't

479
00:16:08,000 --> 00:16:10,000
think we even know. But

480
00:16:10,000 --> 00:16:12,000
the numbers

481
00:16:12,000 --> 00:16:14,000
I know people that have jumped into

482
00:16:14,000 --> 00:16:16,000
LinkedIn and done searches on

483
00:16:16,000 --> 00:16:18,000
Fractional. And you go back

484
00:16:18,000 --> 00:16:20,000
four years ago and it was maybe in the

485
00:16:20,000 --> 00:16:22,000
thousands. And now you go on

486
00:16:22,000 --> 00:16:24,000
LinkedIn and you do that. And the number

487
00:16:24,000 --> 00:16:26,000
of people that are showing up in that space

488
00:16:26,000 --> 00:16:28,000
are literally in the tens of thousands

489
00:16:28,000 --> 00:16:30,000
and growing every day.

490
00:16:30,000 --> 00:16:32,000
And it's not just here. It's not

491
00:16:32,000 --> 00:16:34,000
just this country. It's happening

492
00:16:34,000 --> 00:16:36,000
everywhere. I've got people reaching

493
00:16:36,000 --> 00:16:38,000
out to me from across the

494
00:16:38,000 --> 00:16:40,000
pond wanting to talk about

495
00:16:40,000 --> 00:16:42,000
Fractional workspace. And I'm

496
00:16:42,000 --> 00:16:44,000
a manufacturing ops guy. And so that's

497
00:16:44,000 --> 00:16:46,000
an intrigue for them to talk to. This is

498
00:16:46,000 --> 00:16:48,000
happening everywhere. This is not a US

499
00:16:48,000 --> 00:16:50,000
deal. You got a really great

500
00:16:50,000 --> 00:16:52,000
point. I'm really happy you keyed in on that because

501
00:16:52,000 --> 00:16:54,000
I've been kind of hard on the Fractional reality

502
00:16:54,000 --> 00:16:56,000
lately. I'm kind of speaking not

503
00:16:56,000 --> 00:16:58,000
against it, but

504
00:16:58,000 --> 00:17:00,000
dampering the process. Art Hoffman from

505
00:17:00,000 --> 00:17:02,000
Coldclick and I had a chat. He wanted me to target

506
00:17:02,000 --> 00:17:04,000
Fractionals. So we did that for a little

507
00:17:04,000 --> 00:17:06,000
while, which is I think how you and I got

508
00:17:06,000 --> 00:17:08,000
connected. And I

509
00:17:08,000 --> 00:17:10,000
started to notice a trend though. And

510
00:17:10,000 --> 00:17:12,000
that's that with any Red Ocean,

511
00:17:12,000 --> 00:17:14,000
right, and this is becoming a Red Ocean,

512
00:17:14,000 --> 00:17:16,000
where there's lots of people involved

513
00:17:16,000 --> 00:17:18,000
in the opportunity.

514
00:17:18,000 --> 00:17:20,000
You then have to learn how to sort

515
00:17:20,000 --> 00:17:22,000
the pretenders from the contenders.

516
00:17:22,000 --> 00:17:24,000
And so there's a lot of young people,

517
00:17:24,000 --> 00:17:26,000
not that that's the only

518
00:17:26,000 --> 00:17:28,000
qualifier, but a lot of them

519
00:17:28,000 --> 00:17:30,000
have never been an executive in their

520
00:17:30,000 --> 00:17:32,000
life. And they've also never

521
00:17:32,000 --> 00:17:34,000
been a chief officer.

522
00:17:34,000 --> 00:17:36,000
And now they're claiming these titles of

523
00:17:36,000 --> 00:17:38,000
Fractional chiefs.

524
00:17:38,000 --> 00:17:40,000
And so there's a byproduct

525
00:17:40,000 --> 00:17:42,000
of that too. There's a lot of companies that are

526
00:17:42,000 --> 00:17:44,000
hiring irresponsibly. They don't actually know what a

527
00:17:44,000 --> 00:17:46,000
chief is. They bring in a chief by title

528
00:17:46,000 --> 00:17:48,000
who has no idea how to work

529
00:17:48,000 --> 00:17:50,000
across the sea level plain. And

530
00:17:50,000 --> 00:17:52,000
that's just part of the progress. So I need

531
00:17:52,000 --> 00:17:54,000
to get off my high horse with that.

532
00:17:54,000 --> 00:17:56,000
Realize, because I was saying Fractionals

533
00:17:56,000 --> 00:17:58,000
fracture companies.

534
00:17:58,000 --> 00:18:00,000
How can they not? They're Fractional.

535
00:18:00,000 --> 00:18:02,000
That's exactly what happens. But

536
00:18:02,000 --> 00:18:04,000
that there's also, there's room

537
00:18:04,000 --> 00:18:06,000
for, if I could find just

538
00:18:06,000 --> 00:18:08,000
people who, if I could learn

539
00:18:08,000 --> 00:18:10,000
as a business owner, right, as a business

540
00:18:10,000 --> 00:18:12,000
owner, if business owners learn to

541
00:18:12,000 --> 00:18:14,000
filter and interview

542
00:18:14,000 --> 00:18:16,000
properly, now

543
00:18:16,000 --> 00:18:18,000
you're going to end up with Fractional execs

544
00:18:18,000 --> 00:18:20,000
who actually know what they're doing and

545
00:18:20,000 --> 00:18:22,000
actually know how to make moves

546
00:18:22,000 --> 00:18:24,000
without having to spend the 40 hour work

547
00:18:24,000 --> 00:18:26,000
weeks to do so. Fair said? Fairly

548
00:18:26,000 --> 00:18:28,000
said? Yeah.

549
00:18:28,000 --> 00:18:30,000
There's a

550
00:18:30,000 --> 00:18:32,000
number of thoughts that run through my mind.

551
00:18:32,000 --> 00:18:34,000
And some

552
00:18:34,000 --> 00:18:36,000
of this is,

553
00:18:36,000 --> 00:18:38,000
when things catch fire and go fast,

554
00:18:38,000 --> 00:18:40,000
crazy stuff happens.

555
00:18:40,000 --> 00:18:42,000
Right. And I

556
00:18:42,000 --> 00:18:44,000
don't use the term Fractional

557
00:18:44,000 --> 00:18:46,000
when I talk about myself,

558
00:18:46,000 --> 00:18:48,000
because it's literally gotten to the point where

559
00:18:48,000 --> 00:18:50,000
I don't know who I'm talking to, what

560
00:18:50,000 --> 00:18:52,000
their understanding is Fractional is.

561
00:18:52,000 --> 00:18:54,000
They might have zero understanding, they don't even

562
00:18:54,000 --> 00:18:56,000
know what it is. Right. So they think

563
00:18:56,000 --> 00:18:58,000
they know what it is and they don't.

564
00:18:58,000 --> 00:19:00,000
They think it's something different.

565
00:19:00,000 --> 00:19:02,000
I mean, I talked to a president of a company

566
00:19:02,000 --> 00:19:04,000
and he was talking to me about a Director

567
00:19:04,000 --> 00:19:06,000
of Ops position and I thought he was talking

568
00:19:06,000 --> 00:19:08,000
to me about it in the space that I'm in.

569
00:19:08,000 --> 00:19:10,000
And I said, well, you know, I'm not interested in W2

570
00:19:10,000 --> 00:19:12,000
work. And he said,

571
00:19:12,000 --> 00:19:14,000
that's okay. I'm not interested in

572
00:19:14,000 --> 00:19:16,000
Fractionals either. And I, so I

573
00:19:16,000 --> 00:19:18,000
thought I'd have a little, see where this goes,

574
00:19:18,000 --> 00:19:20,000
kind of thing. And I said, well, I don't do Fractionals.

575
00:19:20,000 --> 00:19:22,000
He goes, oh, what do you do? And I explained

576
00:19:22,000 --> 00:19:24,000
what I do, which is really the, in

577
00:19:24,000 --> 00:19:26,000
the realm of the definition of a Fractional.

578
00:19:26,000 --> 00:19:28,000
And he found it very intriguing.

579
00:19:28,000 --> 00:19:30,000
And so I don't know what his definition of

580
00:19:30,000 --> 00:19:32,000
Fractional was. Can you give us what that was? What did you say to him?

581
00:19:32,000 --> 00:19:34,000
What did I say?

582
00:19:34,000 --> 00:19:36,000
I say, I come in and engage with companies

583
00:19:36,000 --> 00:19:38,000
wherever they're at in their processes

584
00:19:38,000 --> 00:19:40,000
from an operations perspective,

585
00:19:40,000 --> 00:19:42,000
try to understand where the problems are,

586
00:19:42,000 --> 00:19:44,000
sit down with the leadership of the company,

587
00:19:44,000 --> 00:19:46,000
peel back the layers to understand the revenue

588
00:19:46,000 --> 00:19:48,000
flow, what's the growth of the company

589
00:19:48,000 --> 00:19:50,000
look like, and make sure that what they think

590
00:19:50,000 --> 00:19:52,000
are the problems that they, that

591
00:19:52,000 --> 00:19:54,000
they have are really the problems

592
00:19:54,000 --> 00:19:56,000
and not symptoms of the

593
00:19:56,000 --> 00:19:58,000
real problem. And then we'll

594
00:19:58,000 --> 00:20:00,000
put a plan together around that.

595
00:20:00,000 --> 00:20:02,000
It may be that there's already

596
00:20:02,000 --> 00:20:04,000
somebody who's trying to be an ops leader there.

597
00:20:04,000 --> 00:20:06,000
My job is not to come in and

598
00:20:06,000 --> 00:20:08,000
displace them, it's to come in and try to

599
00:20:08,000 --> 00:20:10,000
enhance them and help them.

600
00:20:10,000 --> 00:20:12,000
They could have got moved into something where the company's

601
00:20:12,000 --> 00:20:14,000
grown so fast, they don't know what they're doing.

602
00:20:14,000 --> 00:20:16,000
And they come in and augment that

603
00:20:16,000 --> 00:20:18,000
and raise that person.

604
00:20:18,000 --> 00:20:20,000
And when I went through that kind of

605
00:20:20,000 --> 00:20:22,000
an explanation, and when I got done, he goes,

606
00:20:22,000 --> 00:20:24,000
that's really intriguing.

607
00:20:26,000 --> 00:20:28,000
And we continued on and had more conversation.

608
00:20:28,000 --> 00:20:30,000
That's why I don't use a Fractional.

609
00:20:30,000 --> 00:20:32,000
So many people started to,

610
00:20:32,000 --> 00:20:34,000
oh, you're an independent whatever you are,

611
00:20:34,000 --> 00:20:36,000
you're a Fractional.

612
00:20:36,000 --> 00:20:38,000
No, no,

613
00:20:38,000 --> 00:20:40,000
there are this or there are that.

614
00:20:40,000 --> 00:20:42,000
I know of another guy that

615
00:20:42,000 --> 00:20:44,000
he suddenly discovered

616
00:20:44,000 --> 00:20:46,000
the term Fractional, he goes, oh, I guess I have a Fractional

617
00:20:46,000 --> 00:20:48,000
business. And he

618
00:20:48,000 --> 00:20:50,000
started to pile into that.

619
00:20:50,000 --> 00:20:52,000
And along the way, him and I had a conversation

620
00:20:52,000 --> 00:20:54,000
and I think he had gotten to the point where

621
00:20:54,000 --> 00:20:56,000
no, there's consultants,

622
00:20:56,000 --> 00:20:58,000
there's Fractional's, and

623
00:20:58,000 --> 00:21:00,000
there's contractor project people.

624
00:21:00,000 --> 00:21:02,000
And he continued to talk to people

625
00:21:02,000 --> 00:21:04,000
and I watched his postings on LinkedIn.

626
00:21:04,000 --> 00:21:06,000
He finally got up to 13 lanes

627
00:21:06,000 --> 00:21:08,000
that people can be in in an

628
00:21:08,000 --> 00:21:10,000
independent state

629
00:21:10,000 --> 00:21:12,000
doing something.

630
00:21:12,000 --> 00:21:14,000
And he quit counting after that.

631
00:21:14,000 --> 00:21:16,000
And the point is there's a lot of different things

632
00:21:16,000 --> 00:21:18,000
people can do independently, but if you're going to put

633
00:21:18,000 --> 00:21:20,000
the label Fractional on yourself,

634
00:21:20,000 --> 00:21:22,000
it's something very specific.

635
00:21:22,000 --> 00:21:24,000
And it's this engaging in the company

636
00:21:24,000 --> 00:21:26,000
on a part-time basis, so to speak.

637
00:21:26,000 --> 00:21:28,000
And you've got to be

638
00:21:28,000 --> 00:21:30,000
willing to straddle the strategic

639
00:21:30,000 --> 00:21:32,000
with the tactical in that you're

640
00:21:32,000 --> 00:21:34,000
going to put the vision and the plan together

641
00:21:34,000 --> 00:21:36,000
for them. And then I believe ops

642
00:21:36,000 --> 00:21:38,000
leaders have got to be a bit

643
00:21:38,000 --> 00:21:40,000
of a visionary, seeing around corners,

644
00:21:40,000 --> 00:21:42,000
where is this company heading? What is this operation

645
00:21:42,000 --> 00:21:44,000
got to look like? You got to be able to see what

646
00:21:44,000 --> 00:21:46,000
others don't. And then you've got to

647
00:21:46,000 --> 00:21:48,000
roll up your sleeves and get your hands dirty and get in

648
00:21:48,000 --> 00:21:50,000
there with them because these smaller companies just don't

649
00:21:50,000 --> 00:21:52,000
have the resources to do that

650
00:21:52,000 --> 00:21:54,000
work. And that, I believe, applies to, I don't care

651
00:21:54,000 --> 00:21:56,000
if you're in finance or in marketing or

652
00:21:56,000 --> 00:21:58,000
in operations.

653
00:21:58,000 --> 00:22:00,000
And some of these people just want to be strategy

654
00:22:00,000 --> 00:22:02,000
and I'm like, no, that's more consulting. Nothing

655
00:22:02,000 --> 00:22:04,000
wrong with that. But know who you are

656
00:22:04,000 --> 00:22:06,000
and know how to present yourself.

657
00:22:06,000 --> 00:22:08,000
Thanks for geeking out with me on what's

658
00:22:08,000 --> 00:22:10,000
called the features.

659
00:22:10,000 --> 00:22:12,000
This is a phenomenal lesson for

660
00:22:12,000 --> 00:22:14,000
people who need to understand salesmanship

661
00:22:14,000 --> 00:22:16,000
and the difference in features and benefits.

662
00:22:16,000 --> 00:22:18,000
The difference in pitching somebody

663
00:22:18,000 --> 00:22:20,000
and listening to somebody, right?

664
00:22:20,000 --> 00:22:22,000
And what their needs are, not getting caught up on

665
00:22:22,000 --> 00:22:24,000
the semantics or the word choice

666
00:22:24,000 --> 00:22:26,000
of title and things like

667
00:22:26,000 --> 00:22:28,000
that. So, Bruce, let's dive in

668
00:22:28,000 --> 00:22:30,000
to manufacturing and operational

669
00:22:30,000 --> 00:22:32,000
leadership. What's your vision for

670
00:22:32,000 --> 00:22:34,000
those who you serve?

671
00:22:34,000 --> 00:22:38,000
I'll start it in the arguably

672
00:22:38,000 --> 00:22:40,000
unassumable that

673
00:22:40,000 --> 00:22:42,000
when that company has reached out

674
00:22:42,000 --> 00:22:44,000
to me, that leader, that CEO,

675
00:22:44,000 --> 00:22:46,000
that president has reached out

676
00:22:46,000 --> 00:22:48,000
to me and said, you know, we need to connect

677
00:22:48,000 --> 00:22:50,000
and have a conversation.

678
00:22:50,000 --> 00:22:52,000
My first assumption is they got

679
00:22:52,000 --> 00:22:54,000
some kind of problem. There's

680
00:22:54,000 --> 00:22:56,000
something's going on and they don't know how

681
00:22:56,000 --> 00:22:58,000
to fix it. And

682
00:22:58,000 --> 00:23:00,000
so my, that vision

683
00:23:00,000 --> 00:23:02,000
becomes about, let's go in,

684
00:23:02,000 --> 00:23:04,000
let's make sure, like I said earlier,

685
00:23:04,000 --> 00:23:06,000
let's make sure we're really talking about the real problem.

686
00:23:06,000 --> 00:23:08,000
And when

687
00:23:08,000 --> 00:23:10,000
we talk about those things, we can both understand

688
00:23:10,000 --> 00:23:12,000
it. So we understand where we're

689
00:23:12,000 --> 00:23:14,000
starting at. Then we can talk about

690
00:23:14,000 --> 00:23:16,000
where do we need to get to?

691
00:23:16,000 --> 00:23:18,000
And as we dial that together,

692
00:23:18,000 --> 00:23:20,000
the underlying plan becomes,

693
00:23:20,000 --> 00:23:22,000
okay, how do I get out of here?

694
00:23:22,000 --> 00:23:24,000
My goal is not

695
00:23:24,000 --> 00:23:26,000
to come in and stay.

696
00:23:26,000 --> 00:23:28,000
My goal is to come in and help them through

697
00:23:28,000 --> 00:23:30,000
wherever they're at and to move on.

698
00:23:30,000 --> 00:23:32,000
And if they're growing fast enough or they don't have

699
00:23:32,000 --> 00:23:34,000
an ops leader, maybe I'm that

700
00:23:34,000 --> 00:23:36,000
bridge to when they, you know what, you need

701
00:23:36,000 --> 00:23:38,000
to get somebody in here full time now and I'll help you

702
00:23:38,000 --> 00:23:40,000
find them because I know, I know

703
00:23:40,000 --> 00:23:42,000
what you need. If it's that they've

704
00:23:42,000 --> 00:23:44,000
got somebody in there who's trying to live up

705
00:23:44,000 --> 00:23:46,000
to it, help them through that assessment

706
00:23:46,000 --> 00:23:48,000
of making sure they've got what they

707
00:23:48,000 --> 00:23:50,000
think they have there and then help

708
00:23:50,000 --> 00:23:52,000
that person become

709
00:23:52,000 --> 00:23:54,000
what they need to be and then get

710
00:23:54,000 --> 00:23:56,000
out of there. And I help

711
00:23:56,000 --> 00:23:58,000
them not just by telling them what they need to do, but

712
00:23:58,000 --> 00:24:00,000
it's their coaching and mentoring and doing

713
00:24:00,000 --> 00:24:02,000
the work with them. Again, we're back to getting our hands

714
00:24:02,000 --> 00:24:04,000
dirty.

715
00:24:04,000 --> 00:24:06,000
And it's a little bit like the parent behind

716
00:24:06,000 --> 00:24:08,000
the kid on the bike learning to ride the two wheel. Your

717
00:24:08,000 --> 00:24:10,000
hand's on the seat, it's off the seat. It's on

718
00:24:10,000 --> 00:24:12,000
the seat, it's off the seat. And all of a sudden the kid turns

719
00:24:12,000 --> 00:24:14,000
around, they're two blocks down the road,

720
00:24:14,000 --> 00:24:16,000
and you're way back there and they go, oh, I guess I know

721
00:24:16,000 --> 00:24:18,000
how to do this now. And that's when I

722
00:24:18,000 --> 00:24:20,000
leave. So when do I

723
00:24:20,000 --> 00:24:22,000
leave?

724
00:24:22,000 --> 00:24:24,000
I like that. You articulate

725
00:24:24,000 --> 00:24:26,000
that journey really well. So they get

726
00:24:26,000 --> 00:24:28,000
to the end of that, they get to that vision. Now

727
00:24:28,000 --> 00:24:30,000
what's life like?

728
00:24:30,000 --> 00:24:32,000
For them?

729
00:24:32,000 --> 00:24:34,000
Yeah. Yeah. Well, they're

730
00:24:34,000 --> 00:24:36,000
on to, you know, if it's the point where

731
00:24:36,000 --> 00:24:38,000
I left because we hired

732
00:24:38,000 --> 00:24:40,000
somebody full time, yeah, they're in the

733
00:24:40,000 --> 00:24:42,000
next chapter of growth. Good luck.

734
00:24:42,000 --> 00:24:44,000
And you send them on their way.

735
00:24:44,000 --> 00:24:46,000
If it's that there was somebody

736
00:24:46,000 --> 00:24:48,000
there and you're trying to bring them along and

737
00:24:48,000 --> 00:24:50,000
elevate them into what they really need to be and

738
00:24:50,000 --> 00:24:52,000
how that all needs to work

739
00:24:52,000 --> 00:24:54,000
in the world of operations,

740
00:24:54,000 --> 00:24:56,000
then I

741
00:24:56,000 --> 00:24:58,000
fade out of there and watch them

742
00:24:58,000 --> 00:25:00,000
continue on their way. And maybe they need

743
00:25:00,000 --> 00:25:02,000
to bring me back at some other point

744
00:25:02,000 --> 00:25:04,000
because now we're dealing with this

745
00:25:04,000 --> 00:25:06,000
kind of thing. So

746
00:25:06,000 --> 00:25:08,000
yeah.

747
00:25:08,000 --> 00:25:10,000
Does that answer that? Yeah.

748
00:25:10,000 --> 00:25:12,000
It does. It's I mean, it gets right

749
00:25:12,000 --> 00:25:14,000
down to the nuts and bolts of it.

750
00:25:14,000 --> 00:25:16,000
You know, and I you know, as well as I do,

751
00:25:16,000 --> 00:25:18,000
you can you can paint a

752
00:25:18,000 --> 00:25:20,000
vivid, beautiful picture with words,

753
00:25:20,000 --> 00:25:22,000
but that that outcome is going to look

754
00:25:22,000 --> 00:25:24,000
different for everybody on what they want to do.

755
00:25:24,000 --> 00:25:26,000
They want to play more golf. Do they want to

756
00:25:26,000 --> 00:25:28,000
run their office full time? Do they want to have more

757
00:25:28,000 --> 00:25:30,000
balance their family? There's lots of realities,

758
00:25:30,000 --> 00:25:32,000
but that's the thing is you're

759
00:25:32,000 --> 00:25:34,000
not boxing people in. I'm okay with

760
00:25:34,000 --> 00:25:36,000
that. Yeah. Yeah.

761
00:25:36,000 --> 00:25:38,000
So what's your vision for you? Maybe

762
00:25:38,000 --> 00:25:40,000
box you in a little bit. So what

763
00:25:40,000 --> 00:25:42,000
do you see for yourself on the horizon?

764
00:25:42,000 --> 00:25:44,000
Well, I

765
00:25:44,000 --> 00:25:46,000
this was a growth thing. I didn't have any

766
00:25:46,000 --> 00:25:48,000
I didn't have anybody doing what I was doing

767
00:25:48,000 --> 00:25:50,000
as I came into this. So I

768
00:25:50,000 --> 00:25:52,000
had to go through a process of what does this even

769
00:25:52,000 --> 00:25:54,000
look like? And I heard about other

770
00:25:54,000 --> 00:25:56,000
fractional people having

771
00:25:56,000 --> 00:25:58,000
you know, four, five, six, seven

772
00:25:58,000 --> 00:26:00,000
clients at a time. Well, I figured out when I

773
00:26:00,000 --> 00:26:02,000
got the three that that was too many.

774
00:26:02,000 --> 00:26:04,000
And I and I coupled

775
00:26:04,000 --> 00:26:06,000
that with the kind of lifestyle I was trying

776
00:26:06,000 --> 00:26:08,000
to live. Part of why did I get in the business

777
00:26:08,000 --> 00:26:10,000
for myself? And I went, it's too

778
00:26:10,000 --> 00:26:12,000
many. I can't service all of them. It's too many.

779
00:26:12,000 --> 00:26:14,000
It's taken up too much of my time. It's too many.

780
00:26:14,000 --> 00:26:16,000
And I had paired that back until

781
00:26:16,000 --> 00:26:18,000
I found that sweet spot

782
00:26:18,000 --> 00:26:20,000
of it's kind of one client at

783
00:26:20,000 --> 00:26:22,000
a time, maybe two. And it's sort of a

784
00:26:22,000 --> 00:26:24,000
24, 30 hour

785
00:26:24,000 --> 00:26:26,000
a week kind of an engagement

786
00:26:26,000 --> 00:26:28,000
that ebbs and flows. And

787
00:26:28,000 --> 00:26:30,000
that gives me enough time to run and build this business.

788
00:26:30,000 --> 00:26:32,000
And spend a lot of time doing

789
00:26:32,000 --> 00:26:34,000
what I like to do, which is networking with

790
00:26:34,000 --> 00:26:36,000
other people and trying to find ways

791
00:26:36,000 --> 00:26:38,000
to help them and elevate them.

792
00:26:38,000 --> 00:26:40,000
It's just, you know, what do you call that?

793
00:26:40,000 --> 00:26:42,000
Pro bono or what? You know,

794
00:26:42,000 --> 00:26:44,000
I'm not charging for that.

795
00:26:44,000 --> 00:26:46,000
And yet have enough

796
00:26:46,000 --> 00:26:48,000
personal time. And I

797
00:26:48,000 --> 00:26:50,000
finally, I think I've found that.

798
00:26:50,000 --> 00:26:52,000
The business has done well enough.

799
00:26:52,000 --> 00:26:54,000
I've been doing this for almost four years.

800
00:26:54,000 --> 00:26:56,000
The business has been doing well enough.

801
00:26:56,000 --> 00:26:58,000
I'm able to, you know, when there's no clients,

802
00:26:58,000 --> 00:27:00,000
that's OK. Let's breathe.

803
00:27:00,000 --> 00:27:02,000
Let's go do some other things, redirect.

804
00:27:02,000 --> 00:27:04,000
And now I'm finally at a stage in life.

805
00:27:04,000 --> 00:27:06,000
We're back to this again.

806
00:27:06,000 --> 00:27:08,000
How much more to this

807
00:27:08,000 --> 00:27:10,000
do I want to do? And what level of engagement

808
00:27:10,000 --> 00:27:12,000
do I want? And so it's really

809
00:27:12,000 --> 00:27:14,000
I'm clipping over to that lifestyle

810
00:27:14,000 --> 00:27:16,000
side going, what do I want life

811
00:27:16,000 --> 00:27:18,000
to look like? And where

812
00:27:18,000 --> 00:27:20,000
does this fit into that?

813
00:27:20,000 --> 00:27:22,000
And part of what I want it

814
00:27:22,000 --> 00:27:24,000
to look like, I want to stay engaged with

815
00:27:24,000 --> 00:27:26,000
people out there and helping them.

816
00:27:26,000 --> 00:27:28,000
There's so many people trying to start businesses like

817
00:27:28,000 --> 00:27:30,000
this that I'm able to help. There's so many

818
00:27:30,000 --> 00:27:32,000
people in job transition, particularly

819
00:27:32,000 --> 00:27:34,000
at the executive levels

820
00:27:34,000 --> 00:27:36,000
that I'm able to help. There's a lot of things that are

821
00:27:36,000 --> 00:27:38,000
the same about those with messaging

822
00:27:38,000 --> 00:27:40,000
that you're putting out about yourself and what

823
00:27:40,000 --> 00:27:42,000
are you about? And I want to spend time

824
00:27:42,000 --> 00:27:44,000
doing that. And if I can work with a client,

825
00:27:44,000 --> 00:27:46,000
you know, a couple of days a week,

826
00:27:46,000 --> 00:27:48,000
that income's nice too. And it

827
00:27:48,000 --> 00:27:50,000
just keeps augmenting what we're going to do

828
00:27:50,000 --> 00:27:52,000
in the next phase.

829
00:27:52,000 --> 00:27:54,000
And I think I've finally found it.

830
00:27:54,000 --> 00:27:56,000
People tell me when I talk about it, they say, boy,

831
00:27:56,000 --> 00:27:58,000
it seems like you found it.

832
00:27:58,000 --> 00:28:00,000
And I am. I'm so

833
00:28:00,000 --> 00:28:02,000
glad I've gone down

834
00:28:02,000 --> 00:28:04,000
the path that I've gone.

835
00:28:04,000 --> 00:28:06,000
I got asked one time by a person trying

836
00:28:06,000 --> 00:28:08,000
to consider this. And I think what he was looking for

837
00:28:08,000 --> 00:28:10,000
is the reason why not to go down this path.

838
00:28:10,000 --> 00:28:12,000
He said, what's your biggest regret?

839
00:28:12,000 --> 00:28:14,000
And I said,

840
00:28:14,000 --> 00:28:16,000
biggest regret? He goes, yeah. And I said,

841
00:28:18,000 --> 00:28:20,000
I don't even have a regret.

842
00:28:22,000 --> 00:28:24,000
That's how good this path

843
00:28:24,000 --> 00:28:26,000
has been for me.

844
00:28:26,000 --> 00:28:28,000
It's not a path for everybody,

845
00:28:28,000 --> 00:28:30,000
just like everything else out there

846
00:28:30,000 --> 00:28:32,000
isn't a path for everybody.

847
00:28:32,000 --> 00:28:34,000
Not everybody can do what you do,

848
00:28:34,000 --> 00:28:36,000
Jackson. That's your path. That's where

849
00:28:36,000 --> 00:28:38,000
you found your spot and

850
00:28:38,000 --> 00:28:40,000
your place. And there's a lot of people

851
00:28:40,000 --> 00:28:42,000
doing that. Yeah, doing what you

852
00:28:42,000 --> 00:28:44,000
do or doing something similar to what you do.

853
00:28:44,000 --> 00:28:46,000
But that's their

854
00:28:46,000 --> 00:28:48,000
path. I couldn't do what you do.

855
00:28:48,000 --> 00:28:50,000
I think it's really cool. I think it's really

856
00:28:50,000 --> 00:28:52,000
neat. But

857
00:28:52,000 --> 00:28:54,000
I end up being on this side of the interview

858
00:28:54,000 --> 00:28:56,000
process and these sorts of things.

859
00:28:56,000 --> 00:28:58,000
Well, it's vice versa.

860
00:28:58,000 --> 00:29:00,000
That's a beautiful

861
00:29:00,000 --> 00:29:02,000
factor of if we

862
00:29:02,000 --> 00:29:04,000
could help the world, if I had

863
00:29:04,000 --> 00:29:06,000
one massive wish that could occur,

864
00:29:06,000 --> 00:29:08,000
it would be that everybody

865
00:29:08,000 --> 00:29:10,000
moves into a life of abundance.

866
00:29:10,000 --> 00:29:12,000
Right? It's to have

867
00:29:12,000 --> 00:29:14,000
the ability to have confidence

868
00:29:14,000 --> 00:29:16,000
without being accused of arrogance.

869
00:29:16,000 --> 00:29:18,000
To know you're beautiful without

870
00:29:18,000 --> 00:29:20,000
feeling like you're calling everybody else ugly.

871
00:29:20,000 --> 00:29:22,000
And realize that it's

872
00:29:22,000 --> 00:29:24,000
OK that everybody wins.

873
00:29:24,000 --> 00:29:26,000
That you don't have to win at somebody else's

874
00:29:26,000 --> 00:29:28,000
expense. And that's what you're referring to.

875
00:29:28,000 --> 00:29:30,000
And I know what I'm

876
00:29:30,000 --> 00:29:32,000
capable of. And I'm like,

877
00:29:32,000 --> 00:29:34,000
as I talk to people

878
00:29:34,000 --> 00:29:36,000
that come to me

879
00:29:36,000 --> 00:29:38,000
so spun up on some things and I

880
00:29:38,000 --> 00:29:40,000
start to unravel it.

881
00:29:40,000 --> 00:29:42,000
I've had people say, I wish I would have talked to you

882
00:29:42,000 --> 00:29:44,000
two years earlier. You would have saved me a lot of time.

883
00:29:44,000 --> 00:29:46,000
Or, God, I love

884
00:29:46,000 --> 00:29:48,000
your brutal, blunt honesty. I tell people,

885
00:29:48,000 --> 00:29:50,000
I'm just going to tell you the way I see it from my chair.

886
00:29:50,000 --> 00:29:52,000
And if you don't like it,

887
00:29:52,000 --> 00:29:54,000
treat it as one man's opinion. And on the way

888
00:29:54,000 --> 00:29:56,000
out the door, throw it in the trash.

889
00:29:56,000 --> 00:29:58,000
I'm sorry, that's

890
00:29:58,000 --> 00:30:00,000
me. But what I try to get people to understand

891
00:30:00,000 --> 00:30:02,000
is really, look at that

892
00:30:02,000 --> 00:30:04,000
personal side of life.

893
00:30:04,000 --> 00:30:06,000
How do you want to live? What do you want to do?

894
00:30:06,000 --> 00:30:08,000
And then when you cross over in this spot about,

895
00:30:08,000 --> 00:30:10,000
OK, I need some money. I've got to generate revenue.

896
00:30:10,000 --> 00:30:12,000
Where's that

897
00:30:12,000 --> 00:30:14,000
passion?

898
00:30:14,000 --> 00:30:16,000
Where's that stuff that you're really interested in

899
00:30:16,000 --> 00:30:18,000
intersect

900
00:30:18,000 --> 00:30:20,000
with what you're really good at?

901
00:30:20,000 --> 00:30:22,000
Because I don't care what it is. I don't

902
00:30:22,000 --> 00:30:24,000
care if it's skiing, skating, doing what

903
00:30:24,000 --> 00:30:26,000
you do, do what I do. Somebody's

904
00:30:26,000 --> 00:30:28,000
making money at it.

905
00:30:28,000 --> 00:30:30,000
Go find

906
00:30:30,000 --> 00:30:32,000
your space.

907
00:30:32,000 --> 00:30:34,000
And if you can get it to find well enough,

908
00:30:34,000 --> 00:30:36,000
you will find

909
00:30:36,000 --> 00:30:38,000
there's plenty of people out there that want to help you

910
00:30:38,000 --> 00:30:40,000
succeed at that. And they're

911
00:30:40,000 --> 00:30:42,000
not going to charge you an arm and a leg to do it.

912
00:30:42,000 --> 00:30:44,000
Because

913
00:30:44,000 --> 00:30:46,000
they relish in

914
00:30:46,000 --> 00:30:48,000
the fact the lights are coming in

915
00:30:48,000 --> 00:30:50,000
for you and you're succeeding and you're moving

916
00:30:50,000 --> 00:30:52,000
forward. That's what I find

917
00:30:52,000 --> 00:30:54,000
to experience.

918
00:30:54,000 --> 00:30:56,000
I love it. That's why we launched passionpro.org

919
00:30:56,000 --> 00:30:58,000
as well.

920
00:30:58,000 --> 00:31:00,000
So we've got a whole free program

921
00:31:00,000 --> 00:31:02,000
on helping people uncover their passions.

922
00:31:02,000 --> 00:31:04,000
And it works for those

923
00:31:04,000 --> 00:31:06,000
who, it works very well

924
00:31:06,000 --> 00:31:08,000
for those who take it seriously.

925
00:31:08,000 --> 00:31:10,000
And it doesn't work for those who don't.

926
00:31:10,000 --> 00:31:12,000
And that's OK. You know you

927
00:31:12,000 --> 00:31:14,000
and whether you're willing to be open

928
00:31:14,000 --> 00:31:16,000
about those realities or not.

929
00:31:16,000 --> 00:31:18,000
Let's dive into a darker area.

930
00:31:18,000 --> 00:31:20,000
What's your worst leadership experience

931
00:31:20,000 --> 00:31:22,000
ever, Bruce?

932
00:31:22,000 --> 00:31:24,000
It's going to be a leader that

933
00:31:24,000 --> 00:31:26,000
you've been led by,

934
00:31:26,000 --> 00:31:28,000
one that you've seen and witnessed

935
00:31:28,000 --> 00:31:30,000
on television, or your own

936
00:31:30,000 --> 00:31:32,000
experience. I've been on the

937
00:31:32,000 --> 00:31:34,000
receiving end of some

938
00:31:34,000 --> 00:31:36,000
pretty harsh things.

939
00:31:36,000 --> 00:31:38,000
If I go back to early in my career,

940
00:31:38,000 --> 00:31:40,000
literally,

941
00:31:40,000 --> 00:31:42,000
I don't think I was out of

942
00:31:42,000 --> 00:31:44,000
college three or four

943
00:31:44,000 --> 00:31:46,000
years. And the

944
00:31:46,000 --> 00:31:48,000
company I was working for, we had a big,

945
00:31:48,000 --> 00:31:50,000
it was a program that they won

946
00:31:50,000 --> 00:31:52,000
and we were going to need to set up

947
00:31:52,000 --> 00:31:54,000
new manufacturing operations

948
00:31:54,000 --> 00:31:56,000
to be able to absorb this and

949
00:31:56,000 --> 00:31:58,000
make these products. And we needed to do

950
00:31:58,000 --> 00:32:00,000
it quickly. And

951
00:32:00,000 --> 00:32:02,000
there was a team of three of us and we put this

952
00:32:02,000 --> 00:32:04,000
package together and it was going,

953
00:32:04,000 --> 00:32:06,000
back in the day, it was going to be a few million dollars

954
00:32:06,000 --> 00:32:08,000
so you can imagine what it would be today.

955
00:32:08,000 --> 00:32:10,000
And we walked in and met

956
00:32:10,000 --> 00:32:12,000
with the leadership

957
00:32:12,000 --> 00:32:14,000
of the company for that division.

958
00:32:14,000 --> 00:32:16,000
We sat down and put it all out in front of them

959
00:32:16,000 --> 00:32:18,000
and I started to talk about it. And

960
00:32:18,000 --> 00:32:20,000
the leader literally said, I don't like the

961
00:32:20,000 --> 00:32:22,000
format any of this is in. It's not the format

962
00:32:22,000 --> 00:32:24,000
that we're looking for.

963
00:32:24,000 --> 00:32:26,000
And he pushed, there was some paper

964
00:32:26,000 --> 00:32:28,000
there and he pushed it hard enough that it

965
00:32:28,000 --> 00:32:30,000
got just a little airborne.

966
00:32:30,000 --> 00:32:32,000
It hit me.

967
00:32:32,000 --> 00:32:34,000
And I'm like,

968
00:32:34,000 --> 00:32:36,000
wow.

969
00:32:36,000 --> 00:32:38,000
Okay. I mean, I'm a

970
00:32:38,000 --> 00:32:40,000
greenhorn, right?

971
00:32:40,000 --> 00:32:42,000
This is how business works?

972
00:32:42,000 --> 00:32:44,000
Okay.

973
00:32:44,000 --> 00:32:46,000
Well, we got through that. We got them what they

974
00:32:46,000 --> 00:32:48,000
wanted. We got the project approved and we moved on.

975
00:32:48,000 --> 00:32:50,000
But you remember

976
00:32:50,000 --> 00:32:52,000
that as a,

977
00:32:52,000 --> 00:32:54,000
my God, don't ever be like that.

978
00:32:54,000 --> 00:32:56,000
No matter what you do.

979
00:32:56,000 --> 00:32:58,000
Later in

980
00:32:58,000 --> 00:33:00,000
my career more recently

981
00:33:00,000 --> 00:33:02,000
with a company I was working on with

982
00:33:02,000 --> 00:33:04,000
some lean transformation stuff,

983
00:33:04,000 --> 00:33:06,000
was trying to get the leadership team more

984
00:33:06,000 --> 00:33:08,000
engaged with the VPs and everybody.

985
00:33:08,000 --> 00:33:10,000
And they were all willing to accept the leader of the company.

986
00:33:10,000 --> 00:33:12,000
And we were in

987
00:33:12,000 --> 00:33:14,000
his office and the people were up on the table

988
00:33:14,000 --> 00:33:16,000
and it was everything I needed to know about what

989
00:33:16,000 --> 00:33:18,000
you're talking about is right over there in that drawer

990
00:33:18,000 --> 00:33:20,000
over there and

991
00:33:20,000 --> 00:33:22,000
case closed.

992
00:33:22,000 --> 00:33:24,000
And we were talking about stuff that involved

993
00:33:24,000 --> 00:33:26,000
culture transformations and things

994
00:33:26,000 --> 00:33:28,000
like that. And I was like,

995
00:33:28,000 --> 00:33:30,000
whoa, there's another

996
00:33:30,000 --> 00:33:32,000
data point. Don't

997
00:33:32,000 --> 00:33:34,000
be like that. Listen to the people.

998
00:33:34,000 --> 00:33:36,000
And I really have

999
00:33:36,000 --> 00:33:38,000
tried to become somebody who

1000
00:33:38,000 --> 00:33:40,000
when I work with

1001
00:33:40,000 --> 00:33:42,000
a business there's problems and they need

1002
00:33:42,000 --> 00:33:44,000
to be solved. And the people

1003
00:33:44,000 --> 00:33:46,000
that know where the real problems are

1004
00:33:46,000 --> 00:33:48,000
and what's really broken

1005
00:33:48,000 --> 00:33:50,000
and not working

1006
00:33:50,000 --> 00:33:52,000
are the people doing the work.

1007
00:33:52,000 --> 00:33:54,000
I don't care what their job

1008
00:33:54,000 --> 00:33:56,000
is. I don't care if it's making widgets on the floor

1009
00:33:56,000 --> 00:33:58,000
or a buyer in the

1010
00:33:58,000 --> 00:34:00,000
purchasing department.

1011
00:34:00,000 --> 00:34:02,000
They know where the problems are. Now if

1012
00:34:02,000 --> 00:34:04,000
we're going to go fix things

1013
00:34:04,000 --> 00:34:06,000
we have to go talk to those people. We have

1014
00:34:06,000 --> 00:34:08,000
to build relationships with those people

1015
00:34:08,000 --> 00:34:10,000
and let them know we want

1016
00:34:10,000 --> 00:34:12,000
to know what they're struggling with.

1017
00:34:12,000 --> 00:34:14,000
And I want to know what they think we should

1018
00:34:14,000 --> 00:34:16,000
do about it.

1019
00:34:16,000 --> 00:34:18,000
No matter how absurd it might seem to me.

1020
00:34:18,000 --> 00:34:20,000
And we've got to get behind those

1021
00:34:20,000 --> 00:34:22,000
people and let them drive

1022
00:34:22,000 --> 00:34:24,000
those solutions.

1023
00:34:24,000 --> 00:34:26,000
And again, I don't care what kind of business you're in.

1024
00:34:26,000 --> 00:34:28,000
And empower them.

1025
00:34:28,000 --> 00:34:30,000
They know where the problems are. They've got

1026
00:34:30,000 --> 00:34:32,000
ideas. Some of those might take the company

1027
00:34:32,000 --> 00:34:34,000
to the knees. So you might want to go cautiously

1028
00:34:34,000 --> 00:34:36,000
about how you go about some of this stuff.

1029
00:34:36,000 --> 00:34:38,000
And let them lead it.

1030
00:34:38,000 --> 00:34:40,000
And I just get behind them and go, let me

1031
00:34:40,000 --> 00:34:42,000
know where the problems are and I'll go get those out of your way.

1032
00:34:42,000 --> 00:34:44,000
I love this.

1033
00:34:44,000 --> 00:34:46,000
Some of that comes from some

1034
00:34:46,000 --> 00:34:48,000
of that early stuff I ran into

1035
00:34:48,000 --> 00:34:50,000
where, now this is

1036
00:34:50,000 --> 00:34:52,000
the way it is.

1037
00:34:52,000 --> 00:34:54,000
It doesn't

1038
00:34:54,000 --> 00:34:56,000
mean I've been perfect at that over

1039
00:34:56,000 --> 00:34:58,000
my journey. It doesn't mean I haven't

1040
00:34:58,000 --> 00:35:00,000
stubbed my toe and banged my head

1041
00:35:00,000 --> 00:35:02,000
into the wall and stuff. But you try to

1042
00:35:02,000 --> 00:35:04,000
learn from it and go, okay, what did I do

1043
00:35:04,000 --> 00:35:06,000
wrong there so I don't do

1044
00:35:06,000 --> 00:35:08,000
that again?

1045
00:35:08,000 --> 00:35:10,000
Here's what I learned from my generation though.

1046
00:35:10,000 --> 00:35:12,000
There's some really valuable truths in this.

1047
00:35:12,000 --> 00:35:14,000
So that first person who

1048
00:35:14,000 --> 00:35:16,000
pushed that contract back at you and it

1049
00:35:16,000 --> 00:35:18,000
hit you. They're fairly aggressive.

1050
00:35:18,000 --> 00:35:20,000
Maybe in modern society we

1051
00:35:20,000 --> 00:35:22,000
would label them harsher than that.

1052
00:35:22,000 --> 00:35:24,000
And you

1053
00:35:24,000 --> 00:35:26,000
guys still won the

1054
00:35:26,000 --> 00:35:28,000
contract.

1055
00:35:28,000 --> 00:35:30,000
Did I understand that correctly?

1056
00:35:30,000 --> 00:35:32,000
You still brought them on as a client.

1057
00:35:32,000 --> 00:35:34,000
We had gotten

1058
00:35:34,000 --> 00:35:36,000
the contract to manufacture

1059
00:35:36,000 --> 00:35:38,000
this stuff. What I was working on

1060
00:35:38,000 --> 00:35:40,000
was the proposal, the management,

1061
00:35:40,000 --> 00:35:42,000
about what we were going to have to set up

1062
00:35:42,000 --> 00:35:44,000
for a manufacturing line, how much money we were

1063
00:35:44,000 --> 00:35:46,000
going to spend to do that. And we needed

1064
00:35:46,000 --> 00:35:48,000
the approval to do that so we could go do what we were supposed to do.

1065
00:35:48,000 --> 00:35:50,000
Here's my point. You guys made it work.

1066
00:35:50,000 --> 00:35:52,000
You made

1067
00:35:52,000 --> 00:35:54,000
it work. You saw the bigger picture.

1068
00:35:54,000 --> 00:35:56,000
In modern society,

1069
00:35:56,000 --> 00:35:58,000
a lot of young leaders

1070
00:35:58,000 --> 00:36:00,000
want to execute

1071
00:36:00,000 --> 00:36:02,000
the leader with flaws.

1072
00:36:02,000 --> 00:36:04,000
It's, no, I'm done.

1073
00:36:04,000 --> 00:36:06,000
I'm out of here. I'm not doing this.

1074
00:36:06,000 --> 00:36:08,000
And there's this finite judgment of

1075
00:36:08,000 --> 00:36:10,000
they offended me, I'm done.

1076
00:36:10,000 --> 00:36:12,000
They don't speak to me that way, I'm

1077
00:36:12,000 --> 00:36:14,000
out.

1078
00:36:14,000 --> 00:36:16,000
There's

1079
00:36:16,000 --> 00:36:18,000
a healthy point of

1080
00:36:18,000 --> 00:36:20,000
there's toxic relationships

1081
00:36:20,000 --> 00:36:22,000
that should not be

1082
00:36:22,000 --> 00:36:24,000
engaged with,

1083
00:36:24,000 --> 00:36:26,000
of course. However,

1084
00:36:26,000 --> 00:36:28,000
we also run the risk

1085
00:36:28,000 --> 00:36:30,000
of leaving the entire

1086
00:36:30,000 --> 00:36:32,000
organization susceptible to

1087
00:36:32,000 --> 00:36:34,000
far worse misery

1088
00:36:34,000 --> 00:36:36,000
if we don't give the leader

1089
00:36:36,000 --> 00:36:38,000
with flaws grace

1090
00:36:38,000 --> 00:36:40,000
and come in and make a

1091
00:36:40,000 --> 00:36:42,000
profound impact in areas that

1092
00:36:42,000 --> 00:36:44,000
systematically improve the lives

1093
00:36:44,000 --> 00:36:46,000
of others. I think there's a harmonic

1094
00:36:46,000 --> 00:36:48,000
balance in between those

1095
00:36:48,000 --> 00:36:50,000
two realities that you showcased

1096
00:36:50,000 --> 00:36:52,000
in that particular scenario that,

1097
00:36:52,000 --> 00:36:54,000
again, modern leaders,

1098
00:36:54,000 --> 00:36:56,000
especially young leaders, and I say leaders,

1099
00:36:56,000 --> 00:36:58,000
I'm talking about the people that were

1100
00:36:58,000 --> 00:37:00,000
in your positions, the people

1101
00:37:00,000 --> 00:37:02,000
who are the rookie leaders coming in,

1102
00:37:02,000 --> 00:37:04,000
they're able to make an impact,

1103
00:37:04,000 --> 00:37:06,000
and we've,

1104
00:37:06,000 --> 00:37:08,000
if our society opens

1105
00:37:08,000 --> 00:37:10,000
back up to being more graceful

1106
00:37:10,000 --> 00:37:12,000
with people's flaws,

1107
00:37:12,000 --> 00:37:14,000
all ships will rise.

1108
00:37:14,000 --> 00:37:16,000
Personal opinion.

1109
00:37:16,000 --> 00:37:18,000
Yeah.

1110
00:37:18,000 --> 00:37:20,000
I think

1111
00:37:20,000 --> 00:37:22,000
I concur, well, I know I concur with it.

1112
00:37:22,000 --> 00:37:24,000
I think I would phrase some of it

1113
00:37:24,000 --> 00:37:26,000
this way, that maybe back in the day the

1114
00:37:26,000 --> 00:37:28,000
pendulum was too far one way,

1115
00:37:28,000 --> 00:37:30,000
and now it's

1116
00:37:30,000 --> 00:37:32,000
swung way too far the other way.

1117
00:37:32,000 --> 00:37:34,000
Right. And we gotta find

1118
00:37:34,000 --> 00:37:36,000
that middle where

1119
00:37:36,000 --> 00:37:38,000
you're not gonna like what

1120
00:37:38,000 --> 00:37:40,000
your leader says sometimes. You're gonna

1121
00:37:40,000 --> 00:37:42,000
disagree with them. Yep.

1122
00:37:42,000 --> 00:37:44,000
Welcome to life.

1123
00:37:44,000 --> 00:37:46,000
They're gonna use the wrong word

1124
00:37:46,000 --> 00:37:48,000
to describe, I've done that.

1125
00:37:48,000 --> 00:37:50,000
I've used a word that meant something to some people

1126
00:37:50,000 --> 00:37:52,000
that I had no idea it meant that.

1127
00:37:52,000 --> 00:37:54,000
Had I known that, I wouldn't have said

1128
00:37:54,000 --> 00:37:56,000
that. I did some

1129
00:37:56,000 --> 00:37:58,000
real serious fence mending.

1130
00:37:58,000 --> 00:38:00,000
And

1131
00:38:00,000 --> 00:38:02,000
I've been there.

1132
00:38:02,000 --> 00:38:04,000
I speak Spanish. It happens to me all

1133
00:38:04,000 --> 00:38:06,000
the time in the Spanish language.

1134
00:38:06,000 --> 00:38:08,000
It's not easy to do that.

1135
00:38:08,000 --> 00:38:10,000
I,

1136
00:38:10,000 --> 00:38:12,000
people are gonna do that.

1137
00:38:12,000 --> 00:38:14,000
And we gotta find a way to work with

1138
00:38:14,000 --> 00:38:16,000
that. We're not, you know,

1139
00:38:16,000 --> 00:38:18,000
you're right, there's times where somebody

1140
00:38:18,000 --> 00:38:20,000
in the leadership role says something and right

1141
00:38:20,000 --> 00:38:22,000
away it's behead him.

1142
00:38:22,000 --> 00:38:24,000
Yeah. Send him to the gallows.

1143
00:38:24,000 --> 00:38:26,000
He's done. She's done. Yeah. Or

1144
00:38:26,000 --> 00:38:28,000
does something incredibly human and

1145
00:38:28,000 --> 00:38:30,000
selfish, right?

1146
00:38:30,000 --> 00:38:32,000
And we're executing people for being

1147
00:38:32,000 --> 00:38:34,000
human. And that's a real

1148
00:38:34,000 --> 00:38:36,000
reality. And we gotta find

1149
00:38:36,000 --> 00:38:38,000
that middle.

1150
00:38:38,000 --> 00:38:40,000
We'll win more if we find that middle. I think

1151
00:38:40,000 --> 00:38:42,000
so. Yeah. I mean, I hope people

1152
00:38:42,000 --> 00:38:44,000
experience like.

1153
00:38:44,000 --> 00:38:46,000
I was just gonna add that I tell people

1154
00:38:46,000 --> 00:38:48,000
in

1155
00:38:48,000 --> 00:38:50,000
leadership, there's times

1156
00:38:50,000 --> 00:38:52,000
where you gotta be prepared to be the

1157
00:38:52,000 --> 00:38:54,000
and it starts with a D.

1158
00:38:54,000 --> 00:38:56,000
And if you're not willing

1159
00:38:56,000 --> 00:38:58,000
to be that on occasion, you're not

1160
00:38:58,000 --> 00:39:00,000
gonna make it. Yep. I mean,

1161
00:39:00,000 --> 00:39:02,000
you don't do that as a habit.

1162
00:39:02,000 --> 00:39:04,000
You don't do that as routine. But sometimes

1163
00:39:04,000 --> 00:39:06,000
somebody's gotta step up and be the boss.

1164
00:39:06,000 --> 00:39:08,000
And say, this

1165
00:39:08,000 --> 00:39:10,000
is what we're doing.

1166
00:39:10,000 --> 00:39:12,000
And then you

1167
00:39:12,000 --> 00:39:14,000
can step back and now we move forward.

1168
00:39:14,000 --> 00:39:16,000
It starts with a D.

1169
00:39:16,000 --> 00:39:18,000
You gotta be willing to be a dummy

1170
00:39:18,000 --> 00:39:20,000
at times. You gotta be

1171
00:39:20,000 --> 00:39:22,000
willing to be the dirt bag

1172
00:39:22,000 --> 00:39:24,000
at times.

1173
00:39:24,000 --> 00:39:26,000
I guess. You gotta be willing to be the

1174
00:39:26,000 --> 00:39:28,000
difficult leader at

1175
00:39:28,000 --> 00:39:30,000
times. I got you. I picked it up.

1176
00:39:30,000 --> 00:39:32,000
Yep.

1177
00:39:32,000 --> 00:39:34,000
All right, Bruce.

1178
00:39:34,000 --> 00:39:36,000
Let's dive into that best leadership experience.

1179
00:39:36,000 --> 00:39:38,000
What does that look like?

1180
00:39:38,000 --> 00:39:40,000
What's been the best leadership experience

1181
00:39:40,000 --> 00:39:42,000
you've been in?

1182
00:39:42,000 --> 00:39:44,000
You know, a lot of

1183
00:39:44,000 --> 00:39:46,000
it centers around probably the last full-time

1184
00:39:46,000 --> 00:39:48,000
job I had. And ultimately, when

1185
00:39:48,000 --> 00:39:50,000
I came in there, you looked at operations,

1186
00:39:50,000 --> 00:39:52,000
the manufacturing floor, and it was really

1187
00:39:52,000 --> 00:39:54,000
chaotic in

1188
00:39:54,000 --> 00:39:56,000
nature. Stuff was

1189
00:39:56,000 --> 00:39:58,000
going back and forth, inventories all over

1190
00:39:58,000 --> 00:40:00,000
the place. You name it and you could

1191
00:40:00,000 --> 00:40:02,000
put your finger on it.

1192
00:40:02,000 --> 00:40:04,000
And it was, this vision

1193
00:40:04,000 --> 00:40:06,000
started to develop about, we gotta

1194
00:40:06,000 --> 00:40:08,000
transform

1195
00:40:08,000 --> 00:40:10,000
this operation out here. We're not

1196
00:40:10,000 --> 00:40:12,000
gonna get where we need to get to

1197
00:40:12,000 --> 00:40:14,000
in the efficiencies. And I partnered with

1198
00:40:14,000 --> 00:40:16,000
the person who was the leader of the

1199
00:40:16,000 --> 00:40:18,000
supply chain side of the business.

1200
00:40:18,000 --> 00:40:20,000
They didn't like the way the warehousing

1201
00:40:20,000 --> 00:40:22,000
was, and so we were gonna transform

1202
00:40:22,000 --> 00:40:24,000
this. And so a smaller

1203
00:40:24,000 --> 00:40:26,000
group of us on leadership talked about

1204
00:40:26,000 --> 00:40:28,000
how to block the building out

1205
00:40:28,000 --> 00:40:30,000
in terms of what's the flow gonna

1206
00:40:30,000 --> 00:40:32,000
be. So port trucks are always moving one

1207
00:40:32,000 --> 00:40:34,000
direction. We got those big

1208
00:40:34,000 --> 00:40:36,000
pieces, and

1209
00:40:36,000 --> 00:40:38,000
then I turned it over to the production teams

1210
00:40:38,000 --> 00:40:40,000
and said,

1211
00:40:40,000 --> 00:40:42,000
your department's gonna be over here.

1212
00:40:42,000 --> 00:40:44,000
Your material's gonna come here and it's

1213
00:40:44,000 --> 00:40:46,000
gonna leave there. I need you guys to

1214
00:40:46,000 --> 00:40:48,000
tell me what that layout, where

1215
00:40:48,000 --> 00:40:50,000
do you wanna put what machines,

1216
00:40:50,000 --> 00:40:52,000
where do you wanna, how do you wanna do this?

1217
00:40:52,000 --> 00:40:54,000
And we turned it over to

1218
00:40:54,000 --> 00:40:56,000
the production supervisors and the production

1219
00:40:56,000 --> 00:40:58,000
people, the people that ran

1220
00:40:58,000 --> 00:41:00,000
the machines, to come up

1221
00:41:00,000 --> 00:41:02,000
with the layouts.

1222
00:41:02,000 --> 00:41:04,000
And all we did was just coach a little bit.

1223
00:41:04,000 --> 00:41:06,000
I might challenge them on a couple things, and I'm not

1224
00:41:06,000 --> 00:41:08,000
seeing this right, and there would be

1225
00:41:08,000 --> 00:41:10,000
some tweaks. But really what happened

1226
00:41:10,000 --> 00:41:12,000
in every department in terms of, and we moved

1227
00:41:12,000 --> 00:41:14,000
everything over the course

1228
00:41:14,000 --> 00:41:16,000
of about a year or so. We

1229
00:41:16,000 --> 00:41:18,000
moved, everything was in a new spot.

1230
00:41:18,000 --> 00:41:20,000
So big machines,

1231
00:41:20,000 --> 00:41:22,000
everything. And,

1232
00:41:22,000 --> 00:41:24,000
but that was those people

1233
00:41:24,000 --> 00:41:26,000
coming up with the way that

1234
00:41:26,000 --> 00:41:28,000
building should be laid out

1235
00:41:28,000 --> 00:41:30,000
and functioning, and they

1236
00:41:30,000 --> 00:41:32,000
owned it. And boy did they

1237
00:41:32,000 --> 00:41:34,000
help make it work as we transformed

1238
00:41:34,000 --> 00:41:36,000
it going forward. Yeah.

1239
00:41:36,000 --> 00:41:38,000
I love that example.

1240
00:41:38,000 --> 00:41:40,000
That, yeah.

1241
00:41:40,000 --> 00:41:42,000
I love that example. I think I got

1242
00:41:42,000 --> 00:41:44,000
that part, that one right.

1243
00:41:44,000 --> 00:41:46,000
So.

1244
00:41:46,000 --> 00:41:48,000
Well, here's what's really cool. You know,

1245
00:41:48,000 --> 00:41:50,000
the best leadership experience is often

1246
00:41:50,000 --> 00:41:52,000
often referred to as

1247
00:41:52,000 --> 00:41:54,000
the best mentor that somebody's had,

1248
00:41:54,000 --> 00:41:56,000
you know, and that's

1249
00:41:56,000 --> 00:41:58,000
one, and there's nothing wrong with that. But

1250
00:41:58,000 --> 00:42:00,000
what's really cool about your story is you're talking

1251
00:42:00,000 --> 00:42:02,000
about empowering the people

1252
00:42:02,000 --> 00:42:04,000
that you're supposed to be serving

1253
00:42:04,000 --> 00:42:06,000
as the leaders, and they

1254
00:42:06,000 --> 00:42:08,000
leveled up to the cause. What's really cool

1255
00:42:08,000 --> 00:42:10,000
if you're listening in right now, there's

1256
00:42:10,000 --> 00:42:12,000
a campaign that that reminds

1257
00:42:12,000 --> 00:42:14,000
me of that you can double down and learn

1258
00:42:14,000 --> 00:42:16,000
even more from. Look up

1259
00:42:16,000 --> 00:42:18,000
the Domino's Pizza

1260
00:42:18,000 --> 00:42:20,000
advertisement campaigns.

1261
00:42:20,000 --> 00:42:22,000
And you're going to have to go through probably

1262
00:42:22,000 --> 00:42:24,000
several on YouTube. I imagine some have changed.

1263
00:42:24,000 --> 00:42:26,000
But several years ago, it was almost a

1264
00:42:26,000 --> 00:42:28,000
decade now, the CEO or

1265
00:42:28,000 --> 00:42:30,000
president owner came out and said, Listen,

1266
00:42:30,000 --> 00:42:32,000
our pizza downright sucks.

1267
00:42:32,000 --> 00:42:34,000
It's awful.

1268
00:42:34,000 --> 00:42:36,000
And we realized that we've cut corners.

1269
00:42:36,000 --> 00:42:38,000
We've started using, you know,

1270
00:42:38,000 --> 00:42:40,000
not natural goods.

1271
00:42:40,000 --> 00:42:42,000
We've destroyed this and we're done.

1272
00:42:42,000 --> 00:42:44,000
You know, being a really crappy

1273
00:42:44,000 --> 00:42:46,000
pizza company. And they start

1274
00:42:46,000 --> 00:42:48,000
taking pizzas to one star

1275
00:42:48,000 --> 00:42:50,000
review people's houses and

1276
00:42:50,000 --> 00:42:52,000
saying, Hey, we're going to try the new

1277
00:42:52,000 --> 00:42:54,000
pizza. And they made this big turnaround, right? That was

1278
00:42:54,000 --> 00:42:56,000
step one. Step two, though, is

1279
00:42:56,000 --> 00:42:58,000
what I'm referring to. And step two,

1280
00:42:58,000 --> 00:43:00,000
they went to their general managers

1281
00:43:00,000 --> 00:43:02,000
and their workers and they said,

1282
00:43:02,000 --> 00:43:04,000
What do you hate

1283
00:43:04,000 --> 00:43:06,000
about working at Domino's?

1284
00:43:06,000 --> 00:43:08,000
And what do you want to see

1285
00:43:08,000 --> 00:43:10,000
happen? And so they did this

1286
00:43:10,000 --> 00:43:12,000
campaign where they actually publicized

1287
00:43:12,000 --> 00:43:14,000
it and they let the general managers

1288
00:43:14,000 --> 00:43:16,000
take sledgehammers to the

1289
00:43:16,000 --> 00:43:18,000
actual physical location

1290
00:43:18,000 --> 00:43:20,000
because that's what they hated most. And they

1291
00:43:20,000 --> 00:43:22,000
transformed the style of service

1292
00:43:22,000 --> 00:43:24,000
they were providing from within.

1293
00:43:24,000 --> 00:43:26,000
But it was a really neat way to

1294
00:43:26,000 --> 00:43:28,000
kind of do the type

1295
00:43:28,000 --> 00:43:30,000
of leadership you're talking about and also

1296
00:43:30,000 --> 00:43:32,000
leverage the ability to

1297
00:43:32,000 --> 00:43:34,000
rebrand themselves with that

1298
00:43:34,000 --> 00:43:36,000
opportunity. So thank you for

1299
00:43:36,000 --> 00:43:38,000
sharing that type of experience because

1300
00:43:38,000 --> 00:43:40,000
there are models out there.

1301
00:43:40,000 --> 00:43:42,000
There's people like you out there who can showcase

1302
00:43:42,000 --> 00:43:44,000
how to do that

1303
00:43:44,000 --> 00:43:46,000
effectively.

1304
00:43:46,000 --> 00:43:48,000
I'll have to go look that up because I

1305
00:43:48,000 --> 00:43:50,000
guess I'm aware of some of that.

1306
00:43:50,000 --> 00:43:52,000
But as you told it there,

1307
00:43:52,000 --> 00:43:54,000
they started in the right spot and that

1308
00:43:54,000 --> 00:43:56,000
was with VOC, Voice of the

1309
00:43:56,000 --> 00:43:58,000
Customer. Let's start there

1310
00:43:58,000 --> 00:44:00,000
and find out what's wrong with our stuff

1311
00:44:00,000 --> 00:44:02,000
and if we're going to change it, what's

1312
00:44:02,000 --> 00:44:04,000
right about what we think it

1313
00:44:04,000 --> 00:44:06,000
should be and not just

1314
00:44:06,000 --> 00:44:08,000
a bunch of Domino's folks in the

1315
00:44:08,000 --> 00:44:10,000
back room going, You know what, here's how we got to

1316
00:44:10,000 --> 00:44:12,000
make our pizza. Everybody will like this.

1317
00:44:12,000 --> 00:44:14,000
Let's go out and talk to the customers.

1318
00:44:14,000 --> 00:44:16,000
And in some

1319
00:44:16,000 --> 00:44:18,000
regard in that whole manufacturing

1320
00:44:18,000 --> 00:44:20,000
transformation I talked about,

1321
00:44:20,000 --> 00:44:22,000
my customers are those people

1322
00:44:22,000 --> 00:44:24,000
running those machines.

1323
00:44:24,000 --> 00:44:26,000
How do I help them?

1324
00:44:26,000 --> 00:44:28,000
How do I clear

1325
00:44:28,000 --> 00:44:30,000
their way? How do I take the frustration

1326
00:44:30,000 --> 00:44:32,000
out of the day when it took them

1327
00:44:32,000 --> 00:44:34,000
10 minutes to find the calipers?

1328
00:44:34,000 --> 00:44:36,000
Because somebody else thought it was better

1329
00:44:36,000 --> 00:44:38,000
to have two calipers on the floor

1330
00:44:38,000 --> 00:44:40,000
instead of one at every station.

1331
00:44:40,000 --> 00:44:42,000
You know, how do I

1332
00:44:42,000 --> 00:44:44,000
tell me where that stuff is

1333
00:44:44,000 --> 00:44:46,000
and we'll fix it?

1334
00:44:46,000 --> 00:44:48,000
And they don't believe you at first.

1335
00:44:48,000 --> 00:44:50,000
So they give you some of my secrets.

1336
00:44:50,000 --> 00:44:52,000
I tell entrepreneurs, your

1337
00:44:52,000 --> 00:44:54,000
most overlooked and

1338
00:44:54,000 --> 00:44:56,000
probably your most important funnel

1339
00:44:56,000 --> 00:44:58,000
is your recruiting

1340
00:44:58,000 --> 00:45:00,000
an HR funnel.

1341
00:45:00,000 --> 00:45:02,000
If you're forgetting

1342
00:45:02,000 --> 00:45:04,000
the value of those that you serve on a daily

1343
00:45:04,000 --> 00:45:06,000
basis within your own walls, you're not

1344
00:45:06,000 --> 00:45:08,000
paying attention to their needs,

1345
00:45:08,000 --> 00:45:10,000
they're going to have a really hard time paying attention

1346
00:45:10,000 --> 00:45:12,000
to the needs of the rest of the people you're trying to

1347
00:45:12,000 --> 00:45:14,000
serve outside of your walls.

1348
00:45:14,000 --> 00:45:16,000
So, yep, it's

1349
00:45:16,000 --> 00:45:18,000
both great. And yes, I agree with

1350
00:45:18,000 --> 00:45:20,000
VOC as well. Great, great call.

1351
00:45:20,000 --> 00:45:22,000
Well, with that said,

1352
00:45:22,000 --> 00:45:24,000
we are a little

1353
00:45:24,000 --> 00:45:26,000
behind schedule because there was just

1354
00:45:26,000 --> 00:45:28,000
so many powerful lessons already shared.

1355
00:45:28,000 --> 00:45:30,000
So for those of you who are listening,

1356
00:45:30,000 --> 00:45:32,000
in fact, I'll give you 30 seconds,

1357
00:45:32,000 --> 00:45:34,000
Bruce. If you had 30 seconds

1358
00:45:34,000 --> 00:45:36,000
to share one final powerful lesson

1359
00:45:36,000 --> 00:45:44,000
with visionaries, what would it be?

1360
00:45:44,000 --> 00:45:46,000
Here's how I talk about

1361
00:45:46,000 --> 00:45:48,000
them. When they start their businesses,

1362
00:45:48,000 --> 00:45:50,000
they

1363
00:45:50,000 --> 00:45:52,000
know there's a market for whatever they're stepping

1364
00:45:52,000 --> 00:45:54,000
into. And they get so

1365
00:45:54,000 --> 00:45:56,000
busy with that

1366
00:45:56,000 --> 00:45:58,000
their heads down and they're going

1367
00:45:58,000 --> 00:46:00,000
as fast as they can go and they're

1368
00:46:00,000 --> 00:46:02,000
doing as much as they can do.

1369
00:46:02,000 --> 00:46:04,000
And all of a sudden they

1370
00:46:04,000 --> 00:46:06,000
run out of their abilities to keep it going.

1371
00:46:06,000 --> 00:46:08,000
Too much to do,

1372
00:46:08,000 --> 00:46:10,000
can't handle it all. It's moving

1373
00:46:10,000 --> 00:46:12,000
into a new sphere that's beyond where

1374
00:46:12,000 --> 00:46:14,000
their wheelhouse is.

1375
00:46:14,000 --> 00:46:16,000
I just, I

1376
00:46:16,000 --> 00:46:18,000
I'll say two things. I hope

1377
00:46:18,000 --> 00:46:20,000
they lift their head up in time

1378
00:46:20,000 --> 00:46:22,000
to look around and go, oh,

1379
00:46:22,000 --> 00:46:24,000
my God, I need help.

1380
00:46:24,000 --> 00:46:26,000
Before they hit the wall.

1381
00:46:26,000 --> 00:46:28,000
And I

1382
00:46:28,000 --> 00:46:30,000
I say this with a little bit of jest.

1383
00:46:30,000 --> 00:46:32,000
We all hear about people that own and run

1384
00:46:32,000 --> 00:46:34,000
businesses. And if they're successful,

1385
00:46:34,000 --> 00:46:36,000
that is arguably not their first one.

1386
00:46:36,000 --> 00:46:38,000
That's probably their third one or maybe

1387
00:46:38,000 --> 00:46:40,000
their fourth one. And I say,

1388
00:46:40,000 --> 00:46:42,000
I think what happened was on that one

1389
00:46:42,000 --> 00:46:44,000
that was successful, they

1390
00:46:44,000 --> 00:46:46,000
picked their head up soon enough

1391
00:46:46,000 --> 00:46:48,000
they could get the help they needed before

1392
00:46:48,000 --> 00:46:50,000
they hit the wall. And I

1393
00:46:50,000 --> 00:46:52,000
would say to those

1394
00:46:52,000 --> 00:46:54,000
entrepreneurs, those visionaries in

1395
00:46:54,000 --> 00:46:56,000
those businesses,

1396
00:46:56,000 --> 00:46:58,000
the help's available now.

1397
00:46:58,000 --> 00:47:00,000
In this so-called

1398
00:47:00,000 --> 00:47:02,000
transactional space, the help's available.

1399
00:47:02,000 --> 00:47:04,000
You can afford it. You can get it.

1400
00:47:04,000 --> 00:47:06,000
It doesn't mean you're a failure

1401
00:47:06,000 --> 00:47:08,000
because you've got to go get help. It just

1402
00:47:08,000 --> 00:47:10,000
means you're at the next level.

1403
00:47:12,000 --> 00:47:14,000
Vision Pros, you heard it from Bruce

1404
00:47:14,000 --> 00:47:16,000
Rolls himself. The landing

1405
00:47:16,000 --> 00:47:18,000
page will contain all the links that you

1406
00:47:18,000 --> 00:47:20,000
need to reconnect. Don't hesitate to

1407
00:47:20,000 --> 00:47:22,000
comment if you have a question.

1408
00:47:22,000 --> 00:47:24,000
Like, share this with people. I think

1409
00:47:24,000 --> 00:47:26,000
it was an awesome, awesome interview. Bruce,

1410
00:47:26,000 --> 00:47:28,000
thanks for joining us today on Vision Pros Live.

1411
00:47:28,000 --> 00:47:30,000
Thanks for having me. I'm

1412
00:47:30,000 --> 00:47:32,000
glad to be here. I hope I helped somebody.

1413
00:47:32,000 --> 00:48:00,000
Everybody have a fantastic day. We'll see you on the next show.