WEBVTT

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And in addition, yeah, so you served in Argentina,

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your son served in Brazil. I served in Uruguay.

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And since then, I'm twice divorced, actually.

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Not a collection of trophies I want in my life,

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but a reality that happens sometimes. And I learned

00:00:19.559 --> 00:00:21.239
some really important leadership things there.

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But my second ex is from Mexico. I only speak

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Spanish. So I learned a lot more Spanish through

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that relationship. And most of my team members

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are from Colombia. And I've got a couple in Peru,

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Panama, Mexico, and then other places throughout

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the world. But those are, I probably spend three

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to five hours per day speaking in Spanish. And

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my little one, my littlest daughter, she speaks

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predominantly Spanish as well. Yeah. English

00:00:52.780 --> 00:00:56.159
is now hard. I could definitely tell by the by

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the language that, you know, yeah, you're definitely

00:00:58.280 --> 00:01:02.020
a more speaker. You haven't Americanized the

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Spanish that you once learned. Right. Yes. It's

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it's such a dangerous reality, too. And the guy's

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vision, vision, vision, vision. All of this is

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about vision, connecting with cultures, understand

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how the world's connecting, learning that, you

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know. By the way, none of our clients know when

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they start with us that almost all of our team

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only speaks Spanish. And they're like, what?

00:01:24.040 --> 00:01:28.659
They do everything in English. How? And I'm like,

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ChatGPT is an amazing tool. All the AI tools.

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And they can interact with you. They can build

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relationships with you. Everything. And so it's

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opened a whole new door of opportunity for people

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who are looking to grow revenues, for people

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who are looking to build visions. We just have

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to get out of our comfort zone. and not fear

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the unknown and if we can do that we can open

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so many possibilities for ourselves we've got

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ryan westfall on today he's also a business guru

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he's got this uh this concept rev revolutionizing

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making sure that we're looking at the opportunities

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that exist with revenue, getting the right type

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of support that we want in business. We're both

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Texans, so we're automatically family, just so

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y 'all know that's how this Texan thing works.

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We both happen to serve missions, like the stars

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aligned for this one. So returning to that topic,

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Ryan, you got international experience too. Am

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I wrong? Am I right? Would you like to double

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down on that and share your thoughts? How do

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we... maximize our abundant opportunities and

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open our doors to maybe insecurity and doubt

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and fears that really are the gateways to unlocking

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more full potential. No, absolutely. There was

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a book I just read, another gentleman, which

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we share a lot of similarities with, Ben Ward.

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He's actually in California. And he wrote a book

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called Pluck the FUD, F -U -D. And at first you're

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like, wait, wait, what? And you're reading it.

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But yeah, it stands for fear, uncertainty, and

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doubt. And his whole mindset, he does a lot of

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sales coaching and things like that. that theme

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is, is absolutely 100 % correct. You know, those

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fears and those uncertainties and doubts that

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we have and entrepreneurs. I mean, if you're

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a business owner, you know what this is like.

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I mean, you, you have this extreme fear, maybe

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when you wake up or maybe when you went to bed

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and then you had this amazing success moment

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at 11 o 'clock and then you had this other. put

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out the fire at three o 'clock and we just call

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it Monday. You know, that's just, you know, that's

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what leaders, especially SMB world is. I mean,

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my grandfather was an entrepreneur. My father

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was a serial entrepreneur, still is. I mean,

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you know, so I just grew up in that. I didn't

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know anything different. I didn't know what corporate

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world or anything like that was. But yeah, you're

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right. I've had the privilege of working in about

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15 different countries. So I've had a chance

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to fly out to different places. And like you

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said, languages I don't understand, cultures

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I don't understand. But when you're kind of just

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thrown into it and you see the people, you know,

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a smile is a smile. A handshake is a handshake.

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A hug is a hug. And those things don't change

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just because. skin color or language you know

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those things just don't change those are universal

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languages they really are they really are and

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so so you're you're spot on jackson i mean when

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when we talk about the business aspects i mean

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though those pieces shouldn't be fierce they

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you know of course there's going to be some uncertainties

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just because here's where i lean into this too

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for all you listening in this is not about my

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ego at all all right i'm just jackson At the

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end of the day, I'm just Jackson. I see myself

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in the mirror every day. I've been the same guy

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since a little kid. Stephen Bartlett believes

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the same thing. Patrick Lincione believes the

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same thing. Simon Sinek believes the same thing.

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John Maxwell believes the same thing. I'm trying

00:05:06.420 --> 00:05:10.100
to help visionaries get in front of people who

00:05:10.100 --> 00:05:12.000
they can say, you know what? Maybe I want a track

00:05:12.000 --> 00:05:14.000
record like them. And that's what I see in Ryan

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Westphal as well. So I'm looking. I'm like, okay.

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I'm like, here's a guy who's got that experience.

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Ryan, I'm going to put you on a hot seat. 15

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countries. um you know name some of them what

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are some of these countries because that again

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that gets these visionaries centered around oh

00:05:27.750 --> 00:05:29.649
wait maybe i can relate a little bit more to

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where he's been and what he's done maybe he hasn't

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just lived in um you know texas his whole life

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and doesn't know anything outside that box like

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a lot of texans right so Where have you been?

00:05:39.319 --> 00:05:42.079
Well, I was actually born and raised in Arizona,

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so I'm a transplant to Texas. But given my mission

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in Argentina and speaking Spanish, that opened

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up my first international projects where it was

00:05:53.459 --> 00:05:56.079
right across the border in Mexico. And so I was

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running EPCM, Engineering, Procurement, Construction

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Management, for... mining operations so my first

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project it was a 50 million dollar project and

00:06:04.360 --> 00:06:06.360
we were building you know this new stuff and

00:06:06.360 --> 00:06:07.939
they looked around well who can do the best job

00:06:07.939 --> 00:06:10.699
and hey you speak and so that that was that was

00:06:10.699 --> 00:06:13.199
literally two two weeks after my second child

00:06:13.199 --> 00:06:15.339
my daughter was born i had to you know i was

00:06:15.339 --> 00:06:18.879
quote deployed down to mexico to you know manage

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an army of Mexican ants in, you know, building

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concrete and structures. And so, you know, whether

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it's Mexico, I've done Panama, I've done a host

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of countries in South America, Africa, so Zambia,

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South Africa, Liberia. The name is escaping me.

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There's a couple of other countries there. I've

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been to Mongolia. I've been to Armenia, Australia.

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So there's a number. I mean, Mongolia was pretty

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neat because it was right there in the Gobi Desert.

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And when you talk desert, I mean, I'm from Arizona,

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southern Arizona. So there's not much there.

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But at least we have the saguaro cactus. But

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in the Gobi Desert, there ain't nothing. And

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the facility we put up, they actually put up

00:07:03.639 --> 00:07:06.259
signs. Initially, they put up like a, you know,

00:07:06.259 --> 00:07:08.439
you think of a stop sign with a wooden post.

00:07:08.600 --> 00:07:10.839
Well, people came and took the wooden post because

00:07:10.839 --> 00:07:12.600
they could use it as fuel because there's nothing

00:07:12.600 --> 00:07:17.300
out there. Oh, my gosh. Wow. Those perspectives,

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right? The opportunities to be in those places,

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exchange, you know, really break bread, right,

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with people in those environments. There's so

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many intangibles that we learn from those opportunities.

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um that are priceless they're things that teach

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us again how we can connect with others and at

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the end of the day visionaries learning to connect

00:07:37.310 --> 00:07:40.170
your vision in a way that is clear and effective

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for others to be able to know where you're going

00:07:42.050 --> 00:07:44.089
what you're doing that's going to be one of the

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greatest gifts that i believe ryan and i can

00:07:45.589 --> 00:07:47.589
can give you is learning how to continue to do

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just that so you mentioned one resource already

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so i'm gonna i'm gonna cheat on that um normally

00:07:53.509 --> 00:07:55.750
i ask people for three resources so ben ward

00:07:55.750 --> 00:07:59.829
uh takes takes number one um pluck the fud and

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um what other what are two other resources ryan

00:08:03.029 --> 00:08:06.110
that have helped you get to where you are on

00:08:06.110 --> 00:08:08.670
building out your vision and helping others oh

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one i'm actually just started here just recently

00:08:11.610 --> 00:08:16.959
was uh where is it chris voss Never split the

00:08:16.959 --> 00:08:18.959
difference. Never split the difference. You're

00:08:18.959 --> 00:08:21.560
absolutely right. It's been one of those. It

00:08:21.560 --> 00:08:24.300
was on the back burner for a while, but I actually

00:08:24.300 --> 00:08:26.870
started going through it. As I'm thinking about

00:08:26.870 --> 00:08:29.550
it, if you're familiar with it, you already know,

00:08:29.629 --> 00:08:34.110
FBI scenario, hostage, and you can't lose, right?

00:08:34.250 --> 00:08:36.730
I mean, you have to win the negotiation, otherwise

00:08:36.730 --> 00:08:40.350
people die. And so as he's going through it,

00:08:40.389 --> 00:08:43.470
he does a really great job at painting that picture

00:08:43.470 --> 00:08:46.350
of just how to negotiate, how to mirror, how

00:08:46.350 --> 00:08:49.090
to get to the no, not the yes, and just various

00:08:49.090 --> 00:08:52.299
topics. Definitely, that's another one. I love

00:08:52.299 --> 00:08:55.019
that. I'll interject. Those of you who are visionaries

00:08:55.019 --> 00:08:57.539
at the next level, right? You're really starting

00:08:57.539 --> 00:08:59.220
to get after it. You're starting to crush it.

00:08:59.259 --> 00:09:00.940
You're starting to understand your infrastructure

00:09:00.940 --> 00:09:02.840
is built out. You got the right types of teams.

00:09:03.379 --> 00:09:05.519
I'm not saying if you're a beginner, you can't

00:09:05.519 --> 00:09:07.679
read the Never Split the Difference book. All

00:09:07.679 --> 00:09:11.200
I'm saying is that is a very, very powerful book.

00:09:11.460 --> 00:09:14.580
And I hope you do have a very strong foundation

00:09:14.580 --> 00:09:17.509
as you use it. Because it's going to be like

00:09:17.509 --> 00:09:19.470
drinking from a fire hydrant of opportunity.

00:09:19.809 --> 00:09:22.370
And you only get a cup of water in your hand,

00:09:22.450 --> 00:09:25.210
you know, if you're brand new. So that's a huge

00:09:25.210 --> 00:09:28.090
book. If you're new. Blaze through it and then

00:09:28.090 --> 00:09:31.490
read it again in five years because that book

00:09:31.490 --> 00:09:34.429
is exceptional when it comes to understanding

00:09:34.429 --> 00:09:37.470
how to relate to people in the world. And that's

00:09:37.470 --> 00:09:38.950
one of the biggest things we have to do when

00:09:38.950 --> 00:09:40.789
we're talking about a future that doesn't exist.

00:09:41.049 --> 00:09:42.970
It's like, how do you relate to somebody if you're

00:09:42.970 --> 00:09:44.730
constantly talking about something that you want

00:09:44.730 --> 00:09:46.809
to build that people can't tangibly hang on to?

00:09:46.909 --> 00:09:49.269
So glad you mentioned that book. That's a huge

00:09:49.269 --> 00:09:51.450
resource. What's another one? What's the last

00:09:51.450 --> 00:09:54.610
one? Another one that I've been going through,

00:09:54.750 --> 00:09:58.549
Travis Perry. He's actually out of Utah. He has

00:09:58.549 --> 00:10:01.230
his second book out. It's Marry and Grow Rich.

00:10:01.970 --> 00:10:06.330
But really, his whole aspect is entrepreneurs

00:10:06.330 --> 00:10:10.549
in building their relationship and how that combination

00:10:10.549 --> 00:10:15.870
with your spouse is so important to the success

00:10:15.870 --> 00:10:19.730
and or failure of your business, of your entrepreneurship.

00:10:20.909 --> 00:10:24.350
That is a book I wish I had read long before

00:10:24.350 --> 00:10:28.350
I got married the first time and long before

00:10:28.350 --> 00:10:31.340
I got married the second time. That is a book

00:10:31.340 --> 00:10:35.379
that will go right on my list. You want to prepare

00:10:35.379 --> 00:10:38.039
before you get into those scenarios, my friends.

00:10:38.159 --> 00:10:41.639
At least I wish I had. I wish I had had all the

00:10:41.639 --> 00:10:43.779
right resource for those experiences. So I'm

00:10:43.779 --> 00:10:45.580
glad we ranged the spectrum. We got some stuff

00:10:45.580 --> 00:10:47.299
in the here and now that's helping you grow into

00:10:47.299 --> 00:10:50.000
your future and your current vision. And we got

00:10:50.000 --> 00:10:52.279
some that also apply to those of you who might

00:10:52.279 --> 00:10:54.019
be at the beginning stages. We're going to come

00:10:54.019 --> 00:10:56.179
back. We're going to talk about Ryan's depth

00:10:56.179 --> 00:10:58.139
of vision, where he's going, what he's up to.

00:10:58.200 --> 00:11:00.350
We're going to continue to interlace. revenue

00:11:00.350 --> 00:11:02.370
into this. I want to put a caveat there because

00:11:02.370 --> 00:11:05.309
as y 'all know, I'm more touchy feely. I'm more

00:11:05.309 --> 00:11:07.429
driven around the purpose aspect, but what I'm

00:11:07.429 --> 00:11:09.450
not driven towards is what I used to say. I used

00:11:09.450 --> 00:11:11.870
to say, I don't care about the money. Guess what?

00:11:11.889 --> 00:11:14.389
The money didn't care about me either. When we

00:11:14.389 --> 00:11:17.149
don't pay attention to being wise stewards of

00:11:17.149 --> 00:11:19.649
the resources that God gives us, y 'all know

00:11:19.649 --> 00:11:22.970
I'm Christian. I speak about God. If I tell God,

00:11:23.029 --> 00:11:25.389
Hey God, I don't care about your money, but please

00:11:25.389 --> 00:11:28.399
give me some. That's not a really good way to

00:11:28.399 --> 00:11:30.919
inspire God to say, yeah, let me trust you with

00:11:30.919 --> 00:11:32.639
these resources you're not going to care about.

00:11:32.799 --> 00:11:35.240
So it's super important that as visionaries,

00:11:35.240 --> 00:11:37.720
we don't shy away from the value of resources.

00:11:38.570 --> 00:11:41.009
that will build the vehicles to help us move

00:11:41.009 --> 00:11:42.470
our visions forward. We got to dive right into

00:11:42.470 --> 00:11:44.090
that. So we've got an expert to help us in that

00:11:44.090 --> 00:11:46.409
today, Ryan. We'll be right back and we'll dive

00:11:46.409 --> 00:11:48.990
into Ryan's vision. All right. Welcome in to

00:11:48.990 --> 00:11:52.009
Vision Pros Live with Jackson Callum. I'm your

00:11:52.009 --> 00:11:54.470
show host. We'll be doing interviews for visionary

00:11:54.470 --> 00:11:57.230
entrepreneurs and guest leaders who are building

00:11:57.230 --> 00:12:08.960
fantastic visions out there. What's up, everybody?

00:12:09.080 --> 00:12:11.059
And welcome in to another episode of Vision Pros

00:12:11.059 --> 00:12:13.360
Live. I'm your show host, Jackson Callum, founder

00:12:13.360 --> 00:12:15.940
and CEO of First Class Business. And I'm super

00:12:15.940 --> 00:12:19.120
excited to dive in today about growing your revenues

00:12:19.120 --> 00:12:22.299
with your visions. And we've got an expert named

00:12:22.299 --> 00:12:25.820
Ryan Westfall on today, who is all set and ready

00:12:25.820 --> 00:12:29.480
to help you revenutionize your business. I really

00:12:29.480 --> 00:12:31.460
like the twist and the play on that. I'm a big

00:12:31.460 --> 00:12:34.080
fan of puns. I'm a big fan of dad jokes. It goes

00:12:34.080 --> 00:12:35.559
right in there. It's a little bit squirrely,

00:12:35.600 --> 00:12:38.620
but I love it. We need to have... gamified processes

00:12:38.620 --> 00:12:40.919
to help inspire us to move the things forward

00:12:40.919 --> 00:12:42.600
that matter for bringing our vision to life.

00:12:42.899 --> 00:12:45.000
Before I bring Ryan back on board, I want to

00:12:45.000 --> 00:12:46.960
give you some other resources to look at and

00:12:46.960 --> 00:12:48.860
to keep in mind as you move your lives forward.

00:12:49.000 --> 00:12:51.340
So especially your visions, home studio mastery,

00:12:51.620 --> 00:12:54.860
huge shout out to the MVP of building out studios,

00:12:55.179 --> 00:12:57.840
Junaid Ahmed himself. That's his studio. It looks

00:12:57.840 --> 00:13:00.879
like a Lamborghini compared to mine. I love how

00:13:00.879 --> 00:13:03.080
he builds these state -of -the -art podcast studios

00:13:03.080 --> 00:13:05.360
out. The video you're about to see, I got to

00:13:05.360 --> 00:13:07.100
go. I was taking this video, by the way. get

00:13:07.100 --> 00:13:09.460
a little bit of credit. He did the studio for

00:13:09.460 --> 00:13:11.279
the hair restoration clinic and we built the

00:13:11.279 --> 00:13:15.279
studio out for three PG advisors as well. That's

00:13:15.279 --> 00:13:17.039
the studio that he was building out for them.

00:13:17.159 --> 00:13:19.720
And it is so awesome to create these studio environments

00:13:19.720 --> 00:13:22.860
where these individuals are ready to become next

00:13:22.860 --> 00:13:25.700
level industry leaders. You want to say in modern

00:13:25.700 --> 00:13:28.230
world that you're an industry leader? Have a

00:13:28.230 --> 00:13:30.929
studio like this available to showcase to the

00:13:30.929 --> 00:13:33.509
industry, to the PR and media professionals who

00:13:33.509 --> 00:13:35.169
are looking for people like you and the show

00:13:35.169 --> 00:13:36.730
to the world that you know what you're talking

00:13:36.730 --> 00:13:38.570
about and start hammering out videos related

00:13:38.570 --> 00:13:41.549
to the frequently asked questions about your

00:13:41.549 --> 00:13:43.629
industry, about your product, about your service.

00:13:43.809 --> 00:13:45.470
And you can build a legacy where people will

00:13:45.470 --> 00:13:47.590
say, dang, these people are super committed.

00:13:48.039 --> 00:13:49.639
They know what they're doing. They're taking

00:13:49.639 --> 00:13:51.980
things to the next site. Well, that's the definition

00:13:51.980 --> 00:13:54.360
of an industry leader. It's a very, very easy

00:13:54.360 --> 00:13:57.000
way to get on the map in a bigger way. And Junaid

00:13:57.000 --> 00:13:59.419
does all the details necessary to pull that together

00:13:59.419 --> 00:14:01.200
for his clients. I'm super impressed with them.

00:14:01.419 --> 00:14:03.620
If you're looking for a bigger studio, great

00:14:03.620 --> 00:14:06.200
distribution. He also has a podcast in the top

00:14:06.200 --> 00:14:09.600
2 % globally. Yes, he is one of my business partners

00:14:09.600 --> 00:14:13.159
now at First Class Business. In addition to Junaid,

00:14:13.200 --> 00:14:15.419
we're going to move on to Dr. Danny Brassell.

00:14:15.559 --> 00:14:18.639
Dr. Danny Brassell is a worldwide speaker. He's

00:14:18.639 --> 00:14:22.059
hilarious. He's awesome. He has that insane ability

00:14:22.059 --> 00:14:24.539
to motivate you quickly. What he does, though,

00:14:24.620 --> 00:14:27.440
he inspires parents. He teaches parents how to

00:14:27.440 --> 00:14:30.620
inspire their kids to love and have a passion

00:14:30.620 --> 00:14:33.889
for reading. Reading and education are two of

00:14:33.889 --> 00:14:35.750
the most powerful resources to move this world

00:14:35.750 --> 00:14:38.090
forward. He's taught all over the world how to

00:14:38.090 --> 00:14:41.450
do this. The reading habit is his homegrown program.

00:14:41.750 --> 00:14:44.330
I've been working with Danny on launching the

00:14:44.330 --> 00:14:47.610
reading habit, not just as a cheap resource,

00:14:47.789 --> 00:14:50.100
right? One that everybody can afford. But we've

00:14:50.100 --> 00:14:51.860
now moved Danny's program, The Reading Habit,

00:14:51.860 --> 00:14:55.200
to a freemium business model. Why? Because the

00:14:55.200 --> 00:14:57.360
more he distributes this process to the world,

00:14:57.379 --> 00:14:59.379
one, the more lives that it touches. But I have

00:14:59.379 --> 00:15:01.039
found in my life, the more we give, the more

00:15:01.039 --> 00:15:03.120
we get. And if you want to see the truth of that

00:15:03.120 --> 00:15:05.259
as a visionary, look no further than Google,

00:15:05.480 --> 00:15:09.450
Snapchat, TikTok. WhatsApp, Instagram, Facebook.

00:15:09.590 --> 00:15:11.289
I can keep going. They're all billion dollar

00:15:11.289 --> 00:15:14.269
companies. There's something magical and powerful

00:15:14.269 --> 00:15:16.629
about empowering the world. And Danny's just

00:15:16.629 --> 00:15:19.009
done that. So if you've got kids that don't have

00:15:19.009 --> 00:15:20.769
a passion for reading, maybe they like to, but

00:15:20.769 --> 00:15:22.950
they don't love to. I highly recommend checking

00:15:22.950 --> 00:15:25.190
this out because I don't think there's more that

00:15:25.190 --> 00:15:26.690
there's too many more things in life that have

00:15:26.690 --> 00:15:29.190
done more for my children than helping them understand

00:15:29.190 --> 00:15:30.889
the value of education, understanding reading.

00:15:31.009 --> 00:15:33.629
And Danny has a superpower that I believe very

00:15:33.629 --> 00:15:36.659
much that it takes a tribe. to build up a child

00:15:36.659 --> 00:15:38.740
not just one single parent we need resources

00:15:38.740 --> 00:15:41.279
and help he's loving he's awesome check it out

00:15:41.279 --> 00:15:43.240
if you're a parent as you know i'm super passionate

00:15:43.240 --> 00:15:44.980
about parent subjects so i'm gonna move into

00:15:44.980 --> 00:15:47.259
the water project now the water project right

00:15:47.259 --> 00:15:49.460
before i bring ryan back on this is something

00:15:49.460 --> 00:15:51.779
that is near and dear to my heart not because

00:15:51.779 --> 00:15:54.000
i've experienced it because i meditated on it

00:15:54.000 --> 00:15:56.460
my hope is that you will do the same when i find

00:15:56.460 --> 00:15:58.399
out when i found out there's millions of people

00:15:58.399 --> 00:16:01.039
who actually live without knowing where they're

00:16:01.039 --> 00:16:02.840
going to get their next source of clean water

00:16:02.840 --> 00:16:05.840
for their family or for themselves And I started

00:16:05.840 --> 00:16:07.360
to think through the reality that these kids

00:16:07.360 --> 00:16:09.299
often have to leave school to get water. The

00:16:09.299 --> 00:16:11.259
parents have to leave work and perhaps even lose

00:16:11.259 --> 00:16:13.899
their job just to provide the most basic resource

00:16:13.899 --> 00:16:16.539
for their families to survive. And I meditated

00:16:16.539 --> 00:16:18.340
on, wow, what would that feel like as a dad?

00:16:18.809 --> 00:16:21.769
Right. I couldn't take that. You know, I went

00:16:21.769 --> 00:16:23.750
ahead and I picked out one of these projects

00:16:23.750 --> 00:16:25.330
where you actually get to choose the project

00:16:25.330 --> 00:16:27.590
you're contributing to. It tells you how much

00:16:27.590 --> 00:16:29.009
it's going to cost to complete it. And they show

00:16:29.009 --> 00:16:30.889
transparently exactly what they're building.

00:16:31.029 --> 00:16:32.950
And they show you once you've contributed to

00:16:32.950 --> 00:16:34.730
it, they send you email updates of where they're

00:16:34.730 --> 00:16:36.230
at with the project and pulling it to fruition.

00:16:36.450 --> 00:16:38.730
I absolutely love the transparency that they

00:16:38.730 --> 00:16:41.490
live with. This picture always strikes my heart.

00:16:41.750 --> 00:16:45.330
These kids are celebrating water the way my kids

00:16:45.330 --> 00:16:48.029
celebrate Christmas Day. and you have the opportunity

00:16:48.029 --> 00:16:50.389
to work with me to empower these individuals

00:16:50.389 --> 00:16:52.629
even further. If you're not in a financial position

00:16:52.629 --> 00:16:56.090
to contribute to this, that's okay. My hope is

00:16:56.090 --> 00:16:58.269
that you will follow that feeling of inspiration

00:16:58.269 --> 00:17:00.809
and say, who can I tell about this? Who can I

00:17:00.809 --> 00:17:02.889
talk about this with over dinner? Or who could

00:17:02.889 --> 00:17:05.809
I tell, who could I send or tag in a social media

00:17:05.809 --> 00:17:07.869
post about the Water Project and spread the word?

00:17:07.970 --> 00:17:09.869
You never know how many people you'll touch,

00:17:10.009 --> 00:17:12.609
but I do know we've got about 8 billion people

00:17:12.609 --> 00:17:14.970
in this world that really need our help. And

00:17:14.970 --> 00:17:16.670
if I'm going to rock this microphone for a living,

00:17:16.750 --> 00:17:18.490
then I'm going to use it to also try to inspire

00:17:18.490 --> 00:17:20.269
others to do the same. So let's jump into that.

00:17:20.829 --> 00:17:23.349
It's going to bring to you more than you even

00:17:23.349 --> 00:17:25.630
bring to them. And it'll make a generational

00:17:25.630 --> 00:17:28.730
impact on a society that very much will make

00:17:28.730 --> 00:17:31.170
an impact to change the world. So with that said,

00:17:31.269 --> 00:17:34.170
Ryan Westfall, welcome back to Vision Pros Live.

00:17:35.589 --> 00:17:37.309
Well, thanks, Jackson. I'm not sure you need

00:17:37.309 --> 00:17:39.309
me back anymore. Just keep going with those commercials.

00:17:40.210 --> 00:17:41.990
I was like, oh, I didn't know about that. Well,

00:17:42.049 --> 00:17:45.640
let me write that down. Oh, man. I love it, man.

00:17:45.700 --> 00:17:48.519
I'm excited about it. And we don't need you back,

00:17:48.660 --> 00:17:51.039
right? It's that abundance factor. You don't

00:17:51.039 --> 00:17:53.900
need me either, guys. You need God. Beyond that,

00:17:53.960 --> 00:17:56.000
everything's a bonus and a blessing. Ryan is

00:17:56.000 --> 00:17:58.680
so ready to bless us with a bonus. And we're

00:17:58.680 --> 00:18:00.640
going to dive in very simply with what his vision

00:18:00.640 --> 00:18:03.680
is. And so, Ryan, you've built a lot. You've

00:18:03.680 --> 00:18:05.099
done a lot with your life. You've lived very

00:18:05.099 --> 00:18:08.460
purposely. Tell me about your vision. What do

00:18:08.460 --> 00:18:14.700
you see ahead? My vision, what I see ahead. is

00:18:14.700 --> 00:18:17.680
as I was going through these different countries

00:18:17.680 --> 00:18:20.519
and I did this for probably the better part of

00:18:20.519 --> 00:18:25.420
almost a decade and I'd go in cold turkey. I

00:18:25.420 --> 00:18:30.079
mean, I'd communicate maybe with HQ or something

00:18:30.079 --> 00:18:32.740
like that, but I would go into these facilities

00:18:32.740 --> 00:18:36.000
and they'd range anywhere from a $50 million

00:18:36.000 --> 00:18:41.140
facility to a $6 billion facility. And so very

00:18:41.140 --> 00:18:43.160
massive, very large scale. Some of them might

00:18:43.160 --> 00:18:47.339
have 40, 50, 60 people. Some of them have thousands

00:18:47.339 --> 00:18:49.700
of people. I'm going to put a tiny bit of context

00:18:49.700 --> 00:18:52.000
for those of us who've lived in a very real,

00:18:52.140 --> 00:18:55.170
like non. multi -billion or million dollar world

00:18:55.170 --> 00:18:58.349
right i worked at lifetime fitness guys the lifetime

00:18:58.349 --> 00:19:02.269
fitness platinum facilities are 36 million dollar

00:19:02.269 --> 00:19:04.869
facilities so if you know what a lifetime fitness

00:19:04.869 --> 00:19:07.970
is you have a decent idea of the big infrastructure

00:19:07.970 --> 00:19:11.549
we're talking about and you took that up by 14

00:19:11.549 --> 00:19:14.609
million and then jumped to billions like i my

00:19:14.609 --> 00:19:17.390
mind can't even fathom that to be honest yeah

00:19:17.390 --> 00:19:20.700
when it when it takes uh That $6 billion project,

00:19:21.019 --> 00:19:23.799
you can look it up. It was in Panama. And it

00:19:23.799 --> 00:19:26.059
was a copper facility. But the thing is, they

00:19:26.059 --> 00:19:28.460
had to build the entire infrastructure and ports

00:19:28.460 --> 00:19:31.059
and everything associated with that. So it wasn't

00:19:31.059 --> 00:19:34.019
just the facility and equipment itself. You had

00:19:34.019 --> 00:19:36.400
to build all of the infrastructure to it, the

00:19:36.400 --> 00:19:38.500
port, the transport. And so there was so much

00:19:38.500 --> 00:19:41.900
more. involved than, than typical. And so there's

00:19:41.900 --> 00:19:43.640
a quick analogy here. I'm going to, I'm sorry,

00:19:43.700 --> 00:19:45.079
keep your train of thought. Don't lose. Don't,

00:19:45.079 --> 00:19:47.500
don't follow me. But visionaries, I'm thinking

00:19:47.500 --> 00:19:49.940
of you, all you people who think it's just a

00:19:49.940 --> 00:19:51.539
book that you're ready to launch, right? It's

00:19:51.539 --> 00:19:53.420
just the book. You just need to no, no, no, no,

00:19:53.420 --> 00:19:56.019
no. There's a whole infrastructure behind making

00:19:56.019 --> 00:19:58.500
sure that book launch is successful or that website

00:19:58.500 --> 00:20:01.220
or that landing page or that Facebook ad or that

00:20:01.220 --> 00:20:03.880
group that you want to run. There's so much opportunity

00:20:03.880 --> 00:20:06.720
for infrastructure, not to overwhelm you. But

00:20:06.720 --> 00:20:09.000
to help you see that, okay, you want to build

00:20:09.000 --> 00:20:11.619
a foundation and infrastructure if you want these

00:20:11.619 --> 00:20:13.980
resources to last. So thank you for that. Again,

00:20:14.079 --> 00:20:16.380
let's keep going. You got this. No, absolutely.

00:20:16.500 --> 00:20:21.000
So I would go into these facilities solely for

00:20:21.000 --> 00:20:22.900
the purpose of performing an audit, an evaluation.

00:20:23.880 --> 00:20:26.380
People didn't know I was there until I got there.

00:20:26.799 --> 00:20:29.440
And then they were introduced. Hey, here's Ryan.

00:20:29.579 --> 00:20:31.880
He's going to be. looking at some things. And

00:20:31.880 --> 00:20:35.920
that was literally all I was given. And so I'd

00:20:35.920 --> 00:20:39.400
spend days, weeks, sometimes almost a month just

00:20:39.400 --> 00:20:43.440
at any given facility. And when I started doing

00:20:43.440 --> 00:20:48.759
this, I felt like my responsibility back to quote

00:20:48.759 --> 00:20:51.180
unquote, management to ownership, leadership

00:20:51.180 --> 00:20:53.779
was to say, Hey, here's the things that I noticed.

00:20:53.859 --> 00:20:56.220
And this happened bad, or this was wrong. And

00:20:56.990 --> 00:21:00.569
But the more and more I did it, the more I realized

00:21:00.569 --> 00:21:06.569
those were one -offs. And my responsibility lied

00:21:06.569 --> 00:21:10.170
more so in finding the patterns, the things that

00:21:10.170 --> 00:21:13.250
were repeatedly happening, not just the, hey,

00:21:13.289 --> 00:21:15.529
this was a one -off situation or this thing happened,

00:21:15.630 --> 00:21:18.990
but actually finding the patterns that were both

00:21:18.990 --> 00:21:21.670
good as well as the ones that were not good.

00:21:22.069 --> 00:21:25.309
And the better I got at finding those patterns.

00:21:26.220 --> 00:21:29.950
That... always ended in a better result. I mean,

00:21:30.009 --> 00:21:32.049
at the end of it, sometimes, you know, I was

00:21:32.049 --> 00:21:36.069
paid $20 ,000, $40 ,000, $60 ,000 just for that

00:21:36.069 --> 00:21:38.990
audit, just for that evaluation. And then to

00:21:38.990 --> 00:21:41.390
say, okay, well, here's how we're going to change

00:21:41.390 --> 00:21:44.910
that over the next 12, 18 months. And, you know,

00:21:44.930 --> 00:21:46.849
here's the millions of dollars of work that need

00:21:46.849 --> 00:21:48.809
to be done for this and that. And so I'd come

00:21:48.809 --> 00:21:51.230
up with this big old giant proposals and things

00:21:51.230 --> 00:21:54.269
like that. But I realized over and over and over

00:21:54.269 --> 00:21:55.890
again, when I started doing these, regardless,

00:21:56.519 --> 00:21:58.839
like we said earlier, regardless of where I was,

00:21:58.880 --> 00:22:00.960
whether I was in Mongolia, whether I was in Africa,

00:22:01.119 --> 00:22:03.380
whether I was in South America or even here in

00:22:03.380 --> 00:22:08.579
the States or Canada, the patterns I saw repeated

00:22:08.579 --> 00:22:12.359
very, very similar patterns, regardless of who,

00:22:12.460 --> 00:22:14.740
regardless of what, regardless of skill level,

00:22:14.859 --> 00:22:17.319
there were just patterns that I kept seeing repeated

00:22:17.319 --> 00:22:20.059
over and over and over and over again. And so.

00:22:20.969 --> 00:22:23.029
doing this for a number of years. And then I

00:22:23.029 --> 00:22:25.329
ended up leaving that and I, and I came to Texas

00:22:25.329 --> 00:22:29.410
actually for an oil and gas venture. And my partners

00:22:29.410 --> 00:22:31.930
that I partnered up with up in Oklahoma city,

00:22:32.009 --> 00:22:34.950
I brought in a private equity. We were launching

00:22:34.950 --> 00:22:37.069
some new technology and building some stuff.

00:22:37.069 --> 00:22:38.730
And that was all about eight months right before

00:22:38.730 --> 00:22:42.789
COVID. So you can see how that future kind of

00:22:42.789 --> 00:22:46.180
went, but. What kind of led me now as to where

00:22:46.180 --> 00:22:48.940
I am now is last year, I finally made the decision.

00:22:49.099 --> 00:22:50.920
And I always had this kind of nagging feeling

00:22:50.920 --> 00:22:53.740
like, hey, I need to write a book. I mean, that's

00:22:53.740 --> 00:22:56.339
how the thought started. But OK, write a book

00:22:56.339 --> 00:22:58.460
about what? What am I doing? What am I promoting?

00:22:58.640 --> 00:23:01.299
What am I talking about? And then you're asking

00:23:01.299 --> 00:23:05.640
me, what is this vision? And what is near and

00:23:05.640 --> 00:23:09.670
dear to me is the SMB. Right. I told you my grandfather

00:23:09.670 --> 00:23:11.869
was an entrepreneur. My father's a serial entrepreneur.

00:23:12.230 --> 00:23:14.750
I've got 10 uncles and nine of them are entrepreneurs.

00:23:15.049 --> 00:23:18.089
And, you know, it's just always been about entrepreneurship

00:23:18.089 --> 00:23:22.269
and what that does to a community. I mean, capitalism

00:23:22.269 --> 00:23:27.289
is by far the biggest benefit to any community.

00:23:28.329 --> 00:23:31.250
We share a massive bias on this, by the way.

00:23:31.309 --> 00:23:34.730
Those of you who are listening in and I got a

00:23:34.730 --> 00:23:37.329
second, you know, I got to really say what. Ryan

00:23:37.329 --> 00:23:40.150
mentions means so much to me because my mom's

00:23:40.150 --> 00:23:42.150
an entrepreneur. My dad's an entrepreneur. My

00:23:42.150 --> 00:23:44.329
stepdad's an entrepreneur. My stepmom's an entrepreneur.

00:23:44.430 --> 00:23:46.210
My grandparents on both sides were entrepreneurs.

00:23:46.849 --> 00:23:49.809
Same thing. And the pros and the cons that exist

00:23:49.809 --> 00:23:51.670
always, there's always going to be them in life.

00:23:51.789 --> 00:23:53.960
But the amount of freedoms that we had. the amount

00:23:53.960 --> 00:23:56.000
of time that we had to be able to be with family,

00:23:56.119 --> 00:23:59.119
the amount of opportunities that we had to learn

00:23:59.119 --> 00:24:01.339
and to live and to do things so many other people

00:24:01.339 --> 00:24:04.079
didn't get the chance to do. When you grow up

00:24:04.079 --> 00:24:06.019
in that, and that's kind of your bubble, you

00:24:06.019 --> 00:24:08.319
may not realize it growing up, but then when

00:24:08.319 --> 00:24:10.480
you see the rest of the world and how corporate

00:24:10.480 --> 00:24:14.059
America works and jobs, I remember telling my

00:24:14.059 --> 00:24:16.220
mom, Ryan, I said, I came home from school in

00:24:16.220 --> 00:24:18.359
middle school. She was so mad at me. I said,

00:24:18.380 --> 00:24:24.210
mom, being an employee, having a job, is the

00:24:24.210 --> 00:24:28.269
same definition of indentured slavery we were

00:24:28.269 --> 00:24:31.450
reading i was literally the definition how old

00:24:31.450 --> 00:24:35.910
were you i was like 12 um and and she was so

00:24:35.910 --> 00:24:38.549
mad um and uh she's like no that's not right

00:24:38.549 --> 00:24:40.690
i was like okay so i did i was i just didn't

00:24:40.690 --> 00:24:42.670
torture about anymore but i was like push the

00:24:42.670 --> 00:24:46.470
button um so what she wanted me to go that safe

00:24:46.470 --> 00:24:49.630
route Right. We tend to see things that grass

00:24:49.630 --> 00:24:52.529
is greener on the other side. Right. But no,

00:24:52.809 --> 00:24:55.150
I would say the grass is much greener on the

00:24:55.150 --> 00:24:58.230
entrepreneur side if you do it the right way.

00:24:58.509 --> 00:25:01.569
So please continue on this. SMBs helping SMBs

00:25:01.569 --> 00:25:04.730
right there with you. So so with that, I mean.

00:25:06.950 --> 00:25:12.329
We get into trouble as countries, as you know,

00:25:12.329 --> 00:25:14.450
you can go to the political spectrum anytime

00:25:14.450 --> 00:25:19.940
there's a lack. of leadership and ability of

00:25:19.940 --> 00:25:23.400
SMBs to exist, you're always going to run into

00:25:23.400 --> 00:25:29.059
other trickle down ripple effect issues. So knowing

00:25:29.059 --> 00:25:31.700
that and seeing that amongst all these different

00:25:31.700 --> 00:25:34.559
cultures, I thought, well, what can I do to help

00:25:34.559 --> 00:25:37.819
SMBs? I mean, I've been in it, I've sweated,

00:25:37.859 --> 00:25:41.160
I've, I've lost, you know, my bank account's

00:25:41.160 --> 00:25:43.559
been depleted multiple times, you know, and,

00:25:43.640 --> 00:25:45.380
and any true entrepreneur is going to tell you

00:25:45.380 --> 00:25:48.940
the same. I mean, it's a rough road, but, but

00:25:48.940 --> 00:25:52.400
when you're, when you know those things, okay,

00:25:52.480 --> 00:25:57.599
how do we help others, you know, move away from

00:25:57.599 --> 00:25:59.900
that? So, so that's, that's where I started saying,

00:25:59.960 --> 00:26:01.799
okay. That's where I'm going to write, and I

00:26:01.799 --> 00:26:04.500
call it the own your revenue process or program.

00:26:04.680 --> 00:26:09.059
And that's where Revenutionize and Pep Slim and

00:26:09.059 --> 00:26:12.000
all of these different acronyms that I've built

00:26:12.000 --> 00:26:15.559
come into play because I realized it's taking

00:26:15.559 --> 00:26:20.559
way too long for SMBs to be successful. Yeah.

00:26:20.660 --> 00:26:22.880
A hundred years running and we're still at 96

00:26:22.880 --> 00:26:27.279
% failure rates. Exactly. I mean, 96 % failure

00:26:27.279 --> 00:26:30.240
rate. Why? Would we ever accept that of a school

00:26:30.240 --> 00:26:33.380
for our children? No, we wouldn't accept like

00:26:33.380 --> 00:26:36.220
a 10 % failure rate. Like that's not okay. And

00:26:36.220 --> 00:26:40.480
we're eating that all day, every day as a society.

00:26:40.740 --> 00:26:42.519
And so thank you. Thank you for championing this

00:26:42.519 --> 00:26:45.140
because we're not getting going visionaries.

00:26:45.160 --> 00:26:47.099
We're not pessimistic. There's a big difference.

00:26:47.380 --> 00:26:51.099
We're talking about. Optimistic realism. The

00:26:51.099 --> 00:26:54.859
reality is this is a stat that has continued

00:26:54.859 --> 00:26:57.640
to dominate our country. And we're one of the

00:26:57.640 --> 00:27:00.220
most successful countries in the world. And that

00:27:00.220 --> 00:27:04.319
is our rate of failure. We can fix that. That's

00:27:04.319 --> 00:27:06.640
the optimism is we can find the solutions. And

00:27:06.640 --> 00:27:09.200
whether it's your acronyms, Ryan, or other people

00:27:09.200 --> 00:27:12.640
building gaps, too, as well, like those are opportunities

00:27:12.640 --> 00:27:15.269
for all of us to step up and say. Let's stop

00:27:15.269 --> 00:27:17.990
ignoring this. Let's stop pretending all entrepreneurs

00:27:17.990 --> 00:27:21.210
are successful. And let's start looking at what

00:27:21.210 --> 00:27:24.089
are the real variables that are going to actually

00:27:24.089 --> 00:27:26.569
move the needle and the principles. And you were

00:27:26.569 --> 00:27:29.009
alluding to that with your process of seeing,

00:27:29.130 --> 00:27:31.109
you're seeing all these universal principles,

00:27:31.369 --> 00:27:33.430
but you also have your past with SMBs. You're

00:27:33.430 --> 00:27:34.890
able to pull it together. I'm going to give one

00:27:34.890 --> 00:27:36.910
small snippet. Those of you who feel completely

00:27:36.910 --> 00:27:38.349
lost right now, you're like Jackson and Ryan

00:27:38.349 --> 00:27:40.789
are nuts. They're way on a totally different

00:27:40.789 --> 00:27:42.329
level. So we're not, no, no, no. Let me help

00:27:42.329 --> 00:27:46.420
you. Go to ChatGBT. and just confirm what we're

00:27:46.420 --> 00:27:49.319
talking about. Ask it. How does a society get

00:27:49.319 --> 00:27:52.660
affected by not having SMBs? What proof exists

00:27:52.660 --> 00:27:54.180
out there in different countries? What is it

00:27:54.180 --> 00:27:57.160
like for Mexico? I saw this firsthand in Puerto

00:27:57.160 --> 00:28:00.740
Rico and I am still traumatized by the few weeks

00:28:00.740 --> 00:28:02.539
that I spent. Yes, the beaches are lovely. Yes,

00:28:02.660 --> 00:28:05.319
the food was, the people were lovely too. I am

00:28:05.319 --> 00:28:09.259
so traumatized by how horrific my experience

00:28:09.259 --> 00:28:12.500
was with people trying to send me to Amazon.

00:28:14.210 --> 00:28:18.930
Walmart, and Marshalls to get close. Nobody wanted

00:28:18.930 --> 00:28:21.269
to admit or talk about the local stores that

00:28:21.269 --> 00:28:23.529
existed. And the local stores that existed were

00:28:23.529 --> 00:28:26.710
suffering so badly. And the disconnect between

00:28:26.710 --> 00:28:29.369
those who are wealthy and those who don't have

00:28:29.369 --> 00:28:32.809
anything. The wealthy people there said, everybody

00:28:32.809 --> 00:28:34.990
speaks English here. I talked to over 100 people

00:28:34.990 --> 00:28:38.349
about this. But I went 20 minutes outside the

00:28:38.349 --> 00:28:41.640
city. Nobody spoke English. Not a single one

00:28:41.640 --> 00:28:43.140
of them. They might have had a few words here

00:28:43.140 --> 00:28:45.200
and there, but not to the point where they could

00:28:45.200 --> 00:28:48.019
be on a call center team. Not to the point where

00:28:48.019 --> 00:28:49.579
they could get a legitimate work opportunity.

00:28:49.920 --> 00:28:53.960
The divide was so devastating in a country that

00:28:53.960 --> 00:28:56.400
is so close to ours. Made me realize like, oh

00:28:56.400 --> 00:28:59.700
my gosh, how many other countries are suffering

00:28:59.700 --> 00:29:02.039
from this type of division? So I'm trying to

00:29:02.039 --> 00:29:03.559
bring it back to the real world I can relate

00:29:03.559 --> 00:29:05.339
to a little bit. But Ryan, keep going, man, because

00:29:05.339 --> 00:29:07.180
you are on to something that we need to hear.

00:29:07.939 --> 00:29:13.400
Yep. So so with that, I mean, those facilities

00:29:13.400 --> 00:29:16.279
that I was helping, we were really I've always

00:29:16.279 --> 00:29:18.140
used the term and I use it with my kids all the

00:29:18.140 --> 00:29:22.500
time. Aim small, miss small. Right. And the purpose

00:29:22.500 --> 00:29:27.000
being, hey, if I aim for a very specific target,

00:29:27.259 --> 00:29:29.839
even though I may not achieve the whole thing,

00:29:30.000 --> 00:29:33.119
I'm going to move that needle. And I'm you know,

00:29:33.160 --> 00:29:35.440
if I if I do miss, I'm going to be I'm still

00:29:35.440 --> 00:29:37.619
going to be on the target. You know, I'm not

00:29:37.619 --> 00:29:39.920
going to be off the target, so to speak. And

00:29:39.920 --> 00:29:44.960
so with that, as I look at those patterns and

00:29:44.960 --> 00:29:47.819
I saw repeating patterns over and over and over

00:29:47.819 --> 00:29:49.579
again, different cultures, but they were the

00:29:49.579 --> 00:29:54.960
same. And so I started to see those. And this

00:29:54.960 --> 00:29:57.359
is probably the mechanical engineer in me, right,

00:29:57.440 --> 00:29:59.420
where I come back like, hey, where's the process?

00:29:59.460 --> 00:30:02.240
Where's the detail? I mean, my first, not to

00:30:02.240 --> 00:30:05.059
get off the topic, but my first job out of college

00:30:05.059 --> 00:30:07.259
was right on missile systems, you know, and so

00:30:07.259 --> 00:30:09.240
we were building these cool things to just blow

00:30:09.240 --> 00:30:11.220
things up. And so that's a cool job, by the way.

00:30:11.440 --> 00:30:14.940
But taking that approach and saying, okay, let's

00:30:14.940 --> 00:30:17.539
compartmentalize, let's break things down, let's

00:30:17.539 --> 00:30:21.099
analyze and see this. How can we put this into

00:30:21.099 --> 00:30:27.390
a system? into a flow so it doesn't take 12,

00:30:27.609 --> 00:30:34.019
18, 24 months to start capitalizing on are resources

00:30:34.019 --> 00:30:37.740
that we have internally. Because every SMB, whoever

00:30:37.740 --> 00:30:39.640
you are, you're going to be limited on resources.

00:30:39.900 --> 00:30:42.240
And those resources might be cash. Resources

00:30:42.240 --> 00:30:45.059
might be your inventory. It might be your leadership

00:30:45.059 --> 00:30:48.680
skills, your people. I mean, you're going to

00:30:48.680 --> 00:30:50.980
see - You can repeat the leadership skills one.

00:30:51.279 --> 00:30:55.980
Yeah. You're going to see those. And so that

00:30:55.980 --> 00:30:59.039
PEP SLIM, it's an acronym. It's a seven -part

00:30:59.039 --> 00:31:04.039
acronym. And every company - can fit into those

00:31:04.039 --> 00:31:06.740
seven parts you have people you have equipment

00:31:06.740 --> 00:31:09.680
you have process you have strategy leadership

00:31:09.680 --> 00:31:13.980
inventory and money and everything you do will

00:31:13.980 --> 00:31:18.769
fit somewhere in there And every exercise, I

00:31:18.769 --> 00:31:21.650
mean, I've created this kind of process as we

00:31:21.650 --> 00:31:24.809
start going through it. It takes me on average

00:31:24.809 --> 00:31:27.289
about four months to get completely through it

00:31:27.289 --> 00:31:30.809
with any SMB. And as we do it, I mean, I was

00:31:30.809 --> 00:31:33.630
one month into it here just last month. This

00:31:33.630 --> 00:31:36.269
was a financial advisory group. The guy is on

00:31:36.269 --> 00:31:40.369
his second agency, 17 years running. And he said,

00:31:40.650 --> 00:31:44.130
Ryan, what I'm learning here probably would have

00:31:44.130 --> 00:31:47.359
taken me. 12 to 14 months to learn on my own.

00:31:47.640 --> 00:31:50.700
Yeah. Right. And we did it in about two weeks.

00:31:51.200 --> 00:31:54.420
And so, you know, the whole purpose is to expedite

00:31:54.420 --> 00:31:56.519
and speed everything up because when you find

00:31:56.519 --> 00:32:00.240
patterns in your own company, when you realize

00:32:00.240 --> 00:32:02.920
what those patterns are and you intentionally

00:32:02.920 --> 00:32:05.619
develop the patterns that you want, patterns

00:32:05.619 --> 00:32:09.039
are the key to scalability. Well, I want to tie

00:32:09.039 --> 00:32:12.539
that to something. You tied patterns to principles.

00:32:13.309 --> 00:32:16.009
um right ray dalio style right he's got the book

00:32:16.009 --> 00:32:18.490
on principles but you tied the patterns to the

00:32:18.490 --> 00:32:21.309
principles and you've created this acronym that

00:32:21.309 --> 00:32:23.269
because of where i'm at in business right and

00:32:23.269 --> 00:32:25.690
what i'm able to know like as much as when i

00:32:25.690 --> 00:32:28.650
saw pepsi i was like huh um but now that you've

00:32:28.650 --> 00:32:30.589
broken down what the each letter is it's like

00:32:30.589 --> 00:32:34.569
okay um i can see how each one of those mechanisms

00:32:34.569 --> 00:32:36.910
is something where you have to put your business

00:32:36.910 --> 00:32:39.519
in a position of strength And you have an opportunity

00:32:39.519 --> 00:32:41.240
to do that. If you do that across that board,

00:32:41.380 --> 00:32:43.319
you're talking about making sure the pillars

00:32:43.319 --> 00:32:45.519
are good. The suspension cables are good. The

00:32:45.519 --> 00:32:47.799
road is good. The maintenance process is good.

00:32:47.859 --> 00:32:50.799
I can see that with what you did with that acronym.

00:32:50.880 --> 00:32:54.900
And most entrepreneurs that I meet are in the

00:32:54.900 --> 00:32:57.859
entrepreneur stage where they don't even know

00:32:57.859 --> 00:33:00.640
what they don't know. And they're accidentally,

00:33:01.140 --> 00:33:03.680
you know, it's a process of ignorance that stops

00:33:03.680 --> 00:33:06.519
feeling blissful. Within a few months, you know,

00:33:06.519 --> 00:33:08.579
of going down that route. And it's like, OK,

00:33:08.700 --> 00:33:12.279
well, they told me that I need to work on my

00:33:12.279 --> 00:33:15.039
people skills. And so I better focus my entire

00:33:15.039 --> 00:33:18.640
next year on just that or the six months on just

00:33:18.640 --> 00:33:21.980
that. And no, you know, the human body and people

00:33:21.980 --> 00:33:24.640
like, well, you know, we can't we can't do complicated.

00:33:24.859 --> 00:33:27.619
Oh, no. The human body is simple enough that

00:33:27.619 --> 00:33:30.380
my child can draw it. But it's complex enough

00:33:30.380 --> 00:33:32.500
that I still have to be disciplined to understand

00:33:32.500 --> 00:33:35.759
whether I need water. food whether i have allergies

00:33:35.759 --> 00:33:38.299
whether any vitamins etc there's a lot that goes

00:33:38.299 --> 00:33:41.299
in to making sure that great things are successful

00:33:41.299 --> 00:33:43.559
so i love that you've done that because that

00:33:43.559 --> 00:33:47.000
gives me a clear map where i can i can use that

00:33:47.000 --> 00:33:50.240
to self -assess and make some room but i'm gonna

00:33:50.240 --> 00:33:52.099
i'm gonna stop myself right there visionaries

00:33:52.099 --> 00:33:55.880
i would be an idiot to attempt to do that on

00:33:55.880 --> 00:33:59.680
my own without the person who invented that way

00:33:59.680 --> 00:34:02.500
of thinking Ryan, I'm like all in. I'm like,

00:34:02.559 --> 00:34:04.339
OK, like I'm seeing this. So I'm going to switch

00:34:04.339 --> 00:34:08.440
questions here. What is your vision for those

00:34:08.440 --> 00:34:10.820
that you serve? What's the outcome look like

00:34:10.820 --> 00:34:15.579
for them? The outcome is I wrote this note right

00:34:15.579 --> 00:34:19.260
before our call. I keep kind of a running tab

00:34:19.260 --> 00:34:24.619
and there's business is full of feelings and

00:34:24.619 --> 00:34:29.500
numbers. And we have both of them, right? I mean,

00:34:29.579 --> 00:34:34.280
SMBs are emotion -based. That's usually, I mean,

00:34:34.280 --> 00:34:36.699
if you look at any SMB, hey, why'd you start

00:34:36.699 --> 00:34:39.119
that? It's because there was a passion about

00:34:39.119 --> 00:34:41.800
something. they were they loved what they did

00:34:41.800 --> 00:34:44.360
they were good at a certain skill or whatever

00:34:44.360 --> 00:34:47.579
it is i mean a pain or a pleasure they uncovered

00:34:47.579 --> 00:34:50.739
or purpose yep yeah something that resonated

00:34:50.739 --> 00:34:53.599
with them and then they said hey i'm gonna run

00:34:53.599 --> 00:34:55.280
that and be an entrepreneur and then you all

00:34:55.280 --> 00:34:58.949
of a sudden realize oh i got legal i got tax

00:34:58.949 --> 00:35:02.750
i got leadership i got i mean you start running

00:35:02.750 --> 00:35:05.809
into all the inventory and money and well crap

00:35:05.809 --> 00:35:09.409
this i i wasn't ready for all this and so that

00:35:09.409 --> 00:35:12.809
there's so much more to it so really my vision

00:35:12.809 --> 00:35:16.420
for those that i serve is to say let's Holistically,

00:35:16.699 --> 00:35:19.559
look at the entire, you know, we all know it's

00:35:19.559 --> 00:35:21.579
there. We all know it's important. Let's don't

00:35:21.579 --> 00:35:24.420
ignore it. You're saying face the fear of the

00:35:24.420 --> 00:35:28.260
unknown. Face that fear. And, oh, by the way,

00:35:28.420 --> 00:35:34.119
let's use mechanisms to leverage our ability

00:35:34.119 --> 00:35:38.679
to overcome all of those uncertainties. Yes.

00:35:38.760 --> 00:35:41.400
So there's going to be, Hey, you might be really

00:35:41.400 --> 00:35:43.079
good with people, but your equipment or your

00:35:43.079 --> 00:35:45.139
process or your inventory or your money sucks.

00:35:45.599 --> 00:35:48.000
Okay. Well, how are we going to address it? Let's

00:35:48.000 --> 00:35:50.719
stop running away from it and let's address it

00:35:50.719 --> 00:35:54.059
and let's overcome it so that your SMB doesn't

00:35:54.059 --> 00:35:57.280
fall into the 96 percentile and fails out, you

00:35:57.280 --> 00:35:59.119
know, after two or three years or whatever it

00:35:59.119 --> 00:36:03.480
is, but it actually becomes one of the now fifth

00:36:03.480 --> 00:36:08.820
percentile that survives. Right. And I love where

00:36:08.820 --> 00:36:12.179
you're going with this because you have a certain

00:36:12.179 --> 00:36:14.280
skill set. I can see your weaknesses too, by

00:36:14.280 --> 00:36:16.280
the way. I'll put that out there, my friends.

00:36:16.400 --> 00:36:18.219
And I'm actually going to take a little break

00:36:18.219 --> 00:36:20.199
to pull from this book. This is my mouse pad,

00:36:20.300 --> 00:36:22.420
favorite mouse pad of all time. The Effective

00:36:22.420 --> 00:36:25.539
Executive by Peter Drucker. And what would be

00:36:25.539 --> 00:36:27.800
really scary is if Ryan doesn't have weaknesses.

00:36:28.719 --> 00:36:33.360
Because this book says strong people always have

00:36:33.360 --> 00:36:36.119
strong weaknesses too. Where there are peaks.

00:36:36.780 --> 00:36:40.880
there are valleys and he goes on to say if you

00:36:40.880 --> 00:36:43.179
want somebody who doesn't appear to have weaknesses

00:36:43.179 --> 00:36:46.420
you will work with people who are mediocre in

00:36:46.420 --> 00:36:49.000
nature i do not see ryan as a mediocre individual

00:36:49.000 --> 00:36:52.500
um so i know because of those strengths he's

00:36:52.500 --> 00:36:55.059
got weaknesses on the flip side let me flip the

00:36:55.059 --> 00:36:58.579
camera i have lots of weaknesses and i have lots

00:36:58.579 --> 00:37:00.519
of extreme strengths too because i have extreme

00:37:00.519 --> 00:37:02.340
strengths i have extreme weaknesses those things

00:37:02.340 --> 00:37:04.820
really exist the reason why this is relevant

00:37:04.820 --> 00:37:07.170
to all of you visionaries especially the ones

00:37:07.170 --> 00:37:09.849
that typically follow the show. Most of us have

00:37:09.849 --> 00:37:12.730
non -product -based businesses. We have services.

00:37:12.909 --> 00:37:16.010
We don't have inventory at the same types of

00:37:16.010 --> 00:37:18.670
degree or levels as somebody who sells a physical

00:37:18.670 --> 00:37:22.550
product. We don't have manufacturing and products

00:37:22.550 --> 00:37:25.369
to worry about because of that either to a certain

00:37:25.369 --> 00:37:29.829
extent. But once again, I would be so short -sighted,

00:37:29.829 --> 00:37:33.269
naive, undisciplined, and unwise to say, wait

00:37:33.269 --> 00:37:37.530
a second. do I have gaps related to that lack

00:37:37.530 --> 00:37:41.610
of knowledge? And if I do have gaps, what types

00:37:41.610 --> 00:37:43.750
of people can I consult with to figure out where

00:37:43.750 --> 00:37:45.329
those are? Because they might be glaring red

00:37:45.329 --> 00:37:48.190
flag holes that I'm not used to looking at because

00:37:48.190 --> 00:37:50.650
I've never had to pay attention to those elements

00:37:50.650 --> 00:37:53.650
for the digital businesses that I serve. So I'm

00:37:53.650 --> 00:37:56.070
seeing this opportunity and saying, okay, there's,

00:37:56.070 --> 00:37:57.969
and you guys know, I don't think all of you know,

00:37:58.010 --> 00:38:00.110
so I'll share it. Our vision and our plan, we

00:38:00.110 --> 00:38:02.349
have the same type of acronym, which is an acronym

00:38:02.349 --> 00:38:06.389
for it. Vision, culture. leadership, marketing,

00:38:06.650 --> 00:38:12.349
sales, and support. So we've got our areas where

00:38:12.349 --> 00:38:15.590
we do our analysis. But again, it would be so

00:38:15.590 --> 00:38:18.829
incomplete of me to say, well, I've already got

00:38:18.829 --> 00:38:21.309
a skateboard. Why do I need a car? I've already

00:38:21.309 --> 00:38:24.309
got a car. Why do I need an airplane or a boat?

00:38:24.929 --> 00:38:28.130
It's such a scarcity mindset. So you are seeing

00:38:28.130 --> 00:38:30.090
me, guys. You're all seeing me bromance this

00:38:30.090 --> 00:38:33.420
and fall head over heels into... oh my gosh,

00:38:33.619 --> 00:38:36.780
Ryan's got systems that can open my eyes to how

00:38:36.780 --> 00:38:39.699
to be more universally valuable to all the different

00:38:39.699 --> 00:38:41.679
business owners out there. And to know that I

00:38:41.679 --> 00:38:44.260
can turn to this guy to do assessments for clients

00:38:44.260 --> 00:38:47.880
that I would never touch. And I would say, you

00:38:47.880 --> 00:38:49.699
know, I can get in, but I'm gonna have to do

00:38:49.699 --> 00:38:52.119
a bunch of research. And like your client said,

00:38:52.300 --> 00:38:55.760
probably take me not 12 months anymore. ChatGPT

00:38:55.760 --> 00:38:57.860
is amazing. It would probably take me a matter

00:38:57.860 --> 00:39:00.159
of six weeks. But I would be discovering something

00:39:00.159 --> 00:39:02.880
in six weeks that Ryan has already solved and

00:39:02.880 --> 00:39:05.300
he doesn't need to spend six minutes on. Now

00:39:05.300 --> 00:39:07.679
he can dive right into implementation. And when

00:39:07.679 --> 00:39:10.599
it comes to entrepreneurs and businesses, seconds

00:39:10.599 --> 00:39:14.159
matter, minutes matter, hours matter. They're

00:39:14.159 --> 00:39:16.900
almost always on the brink of some type of collapse.

00:39:17.039 --> 00:39:19.559
And we can move people from surviving to thriving

00:39:19.559 --> 00:39:22.659
by combining these types of formulas and making

00:39:22.659 --> 00:39:25.429
sure that we don't. overlook the potential variables

00:39:25.429 --> 00:39:27.889
that can disrupt it. So I love the vision for

00:39:27.889 --> 00:39:29.769
those that you serve. This helps me tremendously.

00:39:30.070 --> 00:39:31.909
We're almost out of time, but I've got three

00:39:31.909 --> 00:39:34.269
big questions that I want to hit. So I'm going

00:39:34.269 --> 00:39:36.090
to be brief on my responses. I'm not going to

00:39:36.090 --> 00:39:38.130
interrupt on these. And you're going to be a

00:39:38.130 --> 00:39:40.449
little bit more concise than them too. But we're

00:39:40.449 --> 00:39:43.170
going to dive into worst leadership, best leadership,

00:39:43.289 --> 00:39:46.329
and a powerful lesson. I want a lot of time for

00:39:46.329 --> 00:39:48.949
that powerful lesson one. So Ryan, to start with.

00:39:49.639 --> 00:39:52.119
So what's the worst, what's your worst leadership

00:39:52.119 --> 00:39:55.320
experience ever that you've had? It doesn't have

00:39:55.320 --> 00:39:57.179
to be yours. It can be something that you've

00:39:57.179 --> 00:39:59.639
observed. What we want is we want to learn from

00:39:59.639 --> 00:40:05.079
the depths of how do we avoid that? Worst leadership

00:40:05.079 --> 00:40:09.880
experience. One that comes to mind. is i was

00:40:09.880 --> 00:40:12.119
working for that epcm group shortly after the

00:40:12.119 --> 00:40:14.719
birth of my second child as you mentioned and

00:40:14.719 --> 00:40:18.400
i'd taken those roles and one client we had uh

00:40:18.400 --> 00:40:20.360
when you're working globally you have different

00:40:20.360 --> 00:40:25.579
time zones and so um i was handling all of the

00:40:25.579 --> 00:40:28.519
capital cost estimating and everything associated

00:40:28.519 --> 00:40:31.559
with the project it was about a 248 million dollar

00:40:31.559 --> 00:40:33.500
project so it's kind of important that you get

00:40:33.500 --> 00:40:37.780
those things right and so I would literally get

00:40:37.780 --> 00:40:41.579
calls direct to my cell phone at 4 a .m. from

00:40:41.579 --> 00:40:46.019
this project manager. And so as this happened

00:40:46.019 --> 00:40:48.440
day after day after day and week after week after

00:40:48.440 --> 00:40:50.760
week, I just adjusted my schedule. So I just

00:40:50.760 --> 00:40:54.380
started work earlier. But then I would leave

00:40:54.380 --> 00:40:59.079
work at 1, 2 in the afternoon. And a certain

00:40:59.079 --> 00:41:01.559
manager in the office noticed that I was, quote,

00:41:01.559 --> 00:41:05.139
leaving early and didn't say anything about it

00:41:05.139 --> 00:41:07.530
to me. I mean, I filled out my time card just

00:41:07.530 --> 00:41:10.070
like anybody else so that we could build a client.

00:41:10.570 --> 00:41:14.889
And two months go by or so, and we're sitting

00:41:14.889 --> 00:41:18.630
in the office. He brings the owner in, and he's

00:41:18.630 --> 00:41:20.489
holding this piece of paper. And I'm like, what's

00:41:20.489 --> 00:41:22.389
going on? And he hands me this piece of paper,

00:41:22.510 --> 00:41:25.469
says, I'm really concerned that you're not being

00:41:25.469 --> 00:41:28.199
truthful about your time. That you're charging

00:41:28.199 --> 00:41:31.019
the client. And he says, now is your opportunity

00:41:31.019 --> 00:41:34.360
to correct your time card. And I'm going to give

00:41:34.360 --> 00:41:36.179
it to you here with this red pin. And I want

00:41:36.179 --> 00:41:38.079
you to initial at the bottom with the corrected

00:41:38.079 --> 00:41:41.630
changes. Didn't even look at it. I initialed

00:41:41.630 --> 00:41:43.610
it. I shoved it right back in his face. I said,

00:41:43.630 --> 00:41:45.750
every hour is accurate. It's all accounted for.

00:41:46.610 --> 00:41:48.849
Lo and behold, I was only with that company for

00:41:48.849 --> 00:41:52.570
about another two more months. But it's one of

00:41:52.570 --> 00:41:56.190
those things when you put yourself in a box and

00:41:56.190 --> 00:41:58.769
you believe everybody should be in the same box.

00:41:59.690 --> 00:42:03.039
He didn't know I was supporting the client. in

00:42:03.039 --> 00:42:05.559
early hours because that's what the client wanted.

00:42:05.619 --> 00:42:08.239
That's what they were used to. I wasn't making

00:42:08.239 --> 00:42:10.960
them fit in my box. So that would be definitely

00:42:10.960 --> 00:42:14.800
a not so good leadership experience. Well, and

00:42:14.800 --> 00:42:17.599
the powerful lesson on that for us as entrepreneurs,

00:42:17.820 --> 00:42:20.679
where do we accidentally represent that paper

00:42:20.679 --> 00:42:23.219
leader? And it's oftentimes with our virtual

00:42:23.219 --> 00:42:25.239
assistants where we're looking for the five -star

00:42:25.239 --> 00:42:27.079
perfect leader and we're looking for them to

00:42:27.079 --> 00:42:30.099
put in. you know the the work that we're asking

00:42:30.099 --> 00:42:31.920
for well most of those people are putting in

00:42:31.920 --> 00:42:33.900
far more than they're capable of and we're taking

00:42:33.900 --> 00:42:36.119
advantage of that situation rather than looking

00:42:36.119 --> 00:42:38.780
at how to create balance so had that leader come

00:42:38.780 --> 00:42:41.820
to you with praise and with the opportunity to

00:42:41.820 --> 00:42:44.530
understand you know like hey um can you teach

00:42:44.530 --> 00:42:47.289
me you know what you know what you're doing and

00:42:47.289 --> 00:42:48.909
how are you doing how can we support you best

00:42:48.909 --> 00:42:51.730
then you probably wouldn't have been inspired

00:42:51.730 --> 00:42:53.929
to leave within two months you probably would

00:42:53.929 --> 00:42:55.909
have been that type of rock star to say i love

00:42:55.909 --> 00:42:58.969
it here but they completely strangled you instead

00:42:58.969 --> 00:43:02.929
of Two months later, when I submitted my resignation,

00:43:03.250 --> 00:43:05.309
that owner came to me and said, we'll give you

00:43:05.309 --> 00:43:08.389
a $15 ,000 raise. We want you to stay. Don't

00:43:08.389 --> 00:43:09.829
go anywhere. You don't have to deal with him

00:43:09.829 --> 00:43:11.570
ever again. I was like, at that point, it's too

00:43:11.570 --> 00:43:15.409
late, guys. I mean, you know, there's principles

00:43:15.409 --> 00:43:19.789
surrounding the culture of a leadership. And

00:43:19.789 --> 00:43:23.039
when you abandon the trust. of the people that

00:43:23.039 --> 00:43:26.760
you work with because of, you know, accountability

00:43:26.760 --> 00:43:30.940
differences that it, it destroys a culture and

00:43:30.940 --> 00:43:33.119
that culture ultimately will destroy your, your,

00:43:33.199 --> 00:43:36.320
your business. Well, and you, again, I, I, I

00:43:36.320 --> 00:43:39.800
have never heard a story in business or I've

00:43:39.800 --> 00:43:42.119
overlooked it because I've only been paying attention

00:43:42.119 --> 00:43:44.420
to this for the last three or four years where

00:43:44.420 --> 00:43:48.000
somebody was that resolute about their healthy

00:43:48.000 --> 00:43:50.519
boundaries. And I know that most entrepreneurs

00:43:50.519 --> 00:43:52.739
would hose you for that. Most entrepreneurs would

00:43:52.739 --> 00:43:55.500
say, oh, he's stuck up. Oh, you know, he's not

00:43:55.500 --> 00:43:57.539
willing to be a team player. Oh, he's not willing

00:43:57.539 --> 00:44:00.639
to, you know, he expects perfection. No, you

00:44:00.639 --> 00:44:03.260
didn't. And so I love that you share that with

00:44:03.260 --> 00:44:05.179
such strong conviction because I think a lot

00:44:05.179 --> 00:44:08.260
of us, those of us who are people pleasers, right?

00:44:08.300 --> 00:44:10.880
Those of us who are, you know, we have good intentions

00:44:10.880 --> 00:44:14.639
to help make things right. We oftentimes take

00:44:14.639 --> 00:44:18.900
responsibility for the actions of others. justify

00:44:18.900 --> 00:44:20.940
it and stick around hoping things will change.

00:44:21.159 --> 00:44:23.639
But what you're helping me see, and I think a

00:44:23.639 --> 00:44:26.019
lot of other visionaries see is if you got a

00:44:26.019 --> 00:44:29.679
great leader, you've got to be in that high quality

00:44:29.679 --> 00:44:32.039
position of knowing how to respect healthy boundaries,

00:44:32.280 --> 00:44:34.500
knowing how to live with it. They are just going

00:44:34.500 --> 00:44:36.360
to move on. And it's not because they're a bad

00:44:36.360 --> 00:44:38.480
person. It's because they see the writing on

00:44:38.480 --> 00:44:40.980
the wall. And they know what their value is.

00:44:41.099 --> 00:44:43.320
And so as entrepreneurs, we've got to step even

00:44:43.320 --> 00:44:45.320
further into that leadership component of saying,

00:44:45.400 --> 00:44:48.880
how do we really honor and respect the great

00:44:48.880 --> 00:44:51.880
people who are around us and never jeopardize

00:44:51.880 --> 00:44:54.440
losing them? So let's dive right into the best

00:44:54.440 --> 00:44:56.039
because that also like that's like one of the

00:44:56.039 --> 00:44:57.639
best leadership experiences I've ever heard,

00:44:57.679 --> 00:44:59.719
too. But we're going to double down. What's the

00:44:59.719 --> 00:45:02.519
best leadership experience that you've ever had?

00:45:04.119 --> 00:45:10.119
Oh, best leadership that I've ever had. There's

00:45:10.119 --> 00:45:11.960
a lot of good ones that come to mind. I would

00:45:11.960 --> 00:45:16.019
say one of them was actually around a very bad

00:45:16.019 --> 00:45:20.000
situation. I mean, when you get around situations

00:45:20.000 --> 00:45:23.400
where partnerships, this one's always hard. Whenever

00:45:23.400 --> 00:45:29.010
you develop partnerships, expectations. The root

00:45:29.010 --> 00:45:32.969
of all heartache. Yeah, I mean, exactly. Expectations

00:45:32.969 --> 00:45:34.789
are the root of all disappointments or heartaches.

00:45:34.829 --> 00:45:39.329
You're 100 % correct. Shakespeare said it. One

00:45:39.329 --> 00:45:42.570
of my favorite quotes. And I've actually been

00:45:42.570 --> 00:45:44.670
actually using that with my kids and my wife.

00:45:44.730 --> 00:45:47.150
Like, hey, if you're disappointed and sad about

00:45:47.150 --> 00:45:49.150
something, it's because you would probably expect

00:45:49.150 --> 00:45:50.690
it more than what should have been expected,

00:45:50.909 --> 00:45:54.030
right? But setting our boundaries for expectations

00:45:54.030 --> 00:45:59.460
in this case. Sadly enough, yes, there was a

00:45:59.460 --> 00:46:07.840
partner of mine that had certain thoughts and

00:46:07.840 --> 00:46:10.320
certain dreams and started taking the business.

00:46:10.360 --> 00:46:14.340
He was actually the CEO and I was the other C.

00:46:14.559 --> 00:46:19.460
And as he started going one way, it went against

00:46:19.460 --> 00:46:23.440
myself as well as our private equity backer.

00:46:24.239 --> 00:46:27.699
And the moment that started to change and the

00:46:27.699 --> 00:46:34.360
moment his own desires started taking us a different

00:46:34.360 --> 00:46:38.659
route, you started seeing kind of an uncrumbling

00:46:38.659 --> 00:46:41.840
of things. And so when you're asking me, well,

00:46:41.880 --> 00:46:43.920
Ryan, how's this lead into the best leadership

00:46:43.920 --> 00:46:48.940
experience? The best leaders recognize when those

00:46:48.940 --> 00:46:53.030
issues are happening. And instead of letting

00:46:53.030 --> 00:46:57.789
them fester, you know, mold, right? Mold is best

00:46:57.789 --> 00:47:02.030
killed when we first see it. And when we address

00:47:02.030 --> 00:47:04.190
it, I told you I'm from Southern Arizona. I told

00:47:04.190 --> 00:47:07.110
my kids, we got rattlesnakes. And we lived on

00:47:07.110 --> 00:47:09.590
a, you know, a ranch and you can have them at

00:47:09.590 --> 00:47:11.349
any point in time. You can open the door and

00:47:11.349 --> 00:47:14.010
there it is sitting right at the, you know, it's

00:47:14.010 --> 00:47:16.530
right there. And so I told my kids, I said, whatever

00:47:16.530 --> 00:47:19.230
you do, do not, you know, keep your distance,

00:47:19.349 --> 00:47:21.849
but do not take your eye off of that snake. And

00:47:21.849 --> 00:47:24.369
you just keep yelling until somebody comes because

00:47:24.369 --> 00:47:26.389
sure enough, the moment you take your eye off

00:47:26.389 --> 00:47:28.090
of, you're going to come back around and where'd

00:47:28.090 --> 00:47:29.889
it go? Where'd it go? It's not there anymore.

00:47:30.369 --> 00:47:34.210
And so very similarly in this case, sadly, we

00:47:34.210 --> 00:47:37.920
had to. address the snake you know we had to

00:47:37.920 --> 00:47:42.320
address the issue um and it meant a lot of heartache

00:47:42.320 --> 00:47:45.920
it meant you know removing people it meant readjusting

00:47:45.920 --> 00:47:49.900
uh but ultimately the organization was better

00:47:49.900 --> 00:47:55.039
as a result so you know there's this phrase,

00:47:55.079 --> 00:47:57.420
I see it in my mind with the picture of a lion,

00:47:57.500 --> 00:47:59.800
everybody wants to be boss until it's time to

00:47:59.800 --> 00:48:03.719
make boss decisions. And that's very true of

00:48:03.719 --> 00:48:09.000
leadership. I'd say eat your frog first. Whatever

00:48:09.000 --> 00:48:12.519
that hard decision that you're facing and that

00:48:12.519 --> 00:48:15.380
thing that is just nagging at you, that's not

00:48:15.380 --> 00:48:18.159
meeting expectations, whatever it is, address

00:48:18.159 --> 00:48:22.650
it first would be the moral of the story. Big

00:48:22.650 --> 00:48:25.889
points. Huge. I got to ask, Ryan, we're right

00:48:25.889 --> 00:48:27.650
at the top of the hour and I want to respect

00:48:27.650 --> 00:48:30.309
the fact that you may have a hard stop. You got

00:48:30.309 --> 00:48:33.949
a hard stop? Nope, I'm good. Okay. We'll expand

00:48:33.949 --> 00:48:35.550
for a few more minutes because this has just

00:48:35.550 --> 00:48:37.929
been absolute gold. We've been honored. I don't

00:48:37.929 --> 00:48:40.550
want to push this off to the next show. I'd love

00:48:40.550 --> 00:48:43.130
to have you back for sure. I do want to make

00:48:43.130 --> 00:48:45.550
sure that we dive into my absolute favorite question.

00:48:46.110 --> 00:48:50.130
And that is, if this were the last time for you

00:48:50.130 --> 00:48:52.219
to speak. and share something with the world.

00:48:52.480 --> 00:48:55.260
What powerful lesson can other visionaries learn

00:48:55.260 --> 00:48:59.739
from your experience? Other visionaries? Well,

00:48:59.880 --> 00:49:06.679
as it relates to business and life. In business,

00:49:06.760 --> 00:49:11.329
I say revenue first. And I learned this from

00:49:11.329 --> 00:49:14.050
a gentleman of mine, Rick McPartland, many, many,

00:49:14.050 --> 00:49:17.750
many years ago when CRO was just becoming a new

00:49:17.750 --> 00:49:20.369
thing. And so I went and got my CRO, Chief Revenue

00:49:20.369 --> 00:49:23.070
Officer certification and all this other stuff.

00:49:23.329 --> 00:49:29.090
And it really drove home to me the aspect and

00:49:29.090 --> 00:49:34.039
the mindset of revenue first. Everything you

00:49:34.039 --> 00:49:36.059
can do in business, and I had a call yesterday.

00:49:36.179 --> 00:49:38.800
I had a lady that called me, and she's stressing

00:49:38.800 --> 00:49:40.659
out about her business. She's launching some

00:49:40.659 --> 00:49:42.739
things, and she's worried about how she's going

00:49:42.739 --> 00:49:44.920
to pay this and how she's going to do this. I

00:49:44.920 --> 00:49:47.679
asked her a few questions, but then I said, okay,

00:49:47.760 --> 00:49:50.099
let's go through your prospects. What do you

00:49:50.099 --> 00:49:53.019
got? What's the low -hanging fruit? When can

00:49:53.019 --> 00:49:57.360
you get now, next week? Forget about the expenses

00:49:57.360 --> 00:49:59.579
that are coming two, three months and the agreements

00:49:59.579 --> 00:50:02.309
and the contracts that you have. If you don't

00:50:02.309 --> 00:50:05.829
do this, none of that's going to matter. You've

00:50:05.829 --> 00:50:10.289
got to be revenue first minded. So everything

00:50:10.289 --> 00:50:13.070
you're doing when you're looking at your customers

00:50:13.070 --> 00:50:15.429
and how to best serve them, what is going to

00:50:15.429 --> 00:50:18.590
bring in revenue? Revenue is the lifeblood for

00:50:18.590 --> 00:50:23.079
any SMB. And if you're not feeling... your veins,

00:50:23.280 --> 00:50:26.639
your business veins with that blood, you're going

00:50:26.639 --> 00:50:28.940
to go into rigor mortis. You're going to pass

00:50:28.940 --> 00:50:31.280
out. You're not going to survive. You're going

00:50:31.280 --> 00:50:35.059
to be one of those 96 percenters. And now in

00:50:35.059 --> 00:50:40.480
a life lesson, as a leader, as a visionary, I

00:50:40.480 --> 00:50:46.659
like the acronym MIRN, M -I -R -N, most important

00:50:46.659 --> 00:50:52.119
right now. So every day we have the choice when

00:50:52.119 --> 00:50:55.199
we wake up. Hey, I can do this. I can do that.

00:50:55.239 --> 00:50:57.460
I can spend time with the family. I can do my

00:50:57.460 --> 00:51:00.780
work here. And it's going to vary. You know,

00:51:00.800 --> 00:51:03.239
like I said, I'm shipping my son off to Brazil

00:51:03.239 --> 00:51:06.760
for two years on Tuesday. So absolutely, what's

00:51:06.760 --> 00:51:09.599
most important right now for me is probably not

00:51:09.599 --> 00:51:12.199
that I'm spending so much time working, but maybe

00:51:12.199 --> 00:51:14.380
that I take off a little bit of time just to

00:51:14.380 --> 00:51:18.079
be with him. And, you know, so there's things

00:51:18.079 --> 00:51:22.599
in life as a leader. We are all stewards of a

00:51:22.599 --> 00:51:26.360
variety of things, not just our businesses. But

00:51:26.360 --> 00:51:29.119
we have spouses, we have children, we have parents,

00:51:29.280 --> 00:51:32.199
we have neighbors, we have, you know, we have

00:51:32.199 --> 00:51:35.960
all of this. So Mern, what is most important

00:51:35.960 --> 00:51:39.619
right now? And if you kind of ask yourself that

00:51:39.619 --> 00:51:43.079
question, I do it not just in the morning, but

00:51:43.079 --> 00:51:46.159
I do it multiple times through the day. You know,

00:51:46.179 --> 00:51:48.699
especially right after lunch is a great time.

00:51:48.780 --> 00:51:51.320
What's important right now? What's the next one,

00:51:51.420 --> 00:51:53.679
two, three hours? Regardless of what's on the

00:51:53.679 --> 00:51:58.250
calendar, what is most important? So that would

00:51:58.250 --> 00:52:00.309
be my lesson. I'm going to be the angel's advocate

00:52:00.309 --> 00:52:02.570
on this one, my friends. Some of you are not

00:52:02.570 --> 00:52:04.989
ready for that. And I think it's very important

00:52:04.989 --> 00:52:08.110
to recognize those of you who are listening in

00:52:08.110 --> 00:52:09.849
for the sake of I'm a visionary and I'm moving.

00:52:09.949 --> 00:52:13.590
I think you are. But I grew up in a family where

00:52:13.590 --> 00:52:17.309
what people were deciding to do as the most important

00:52:17.309 --> 00:52:21.789
thing right now was usually alcohol, drugs, pornography.

00:52:22.700 --> 00:52:24.719
things that were self -destructive and awful

00:52:24.719 --> 00:52:28.079
habits. And so I would caution that those of

00:52:28.079 --> 00:52:31.119
you who hear that, if you have destructive habits,

00:52:31.320 --> 00:52:34.639
right? If you don't quite have your internal

00:52:34.639 --> 00:52:38.320
compass aligned, then maybe start looking for

00:52:38.320 --> 00:52:41.300
first, who is the person? Who are the people?

00:52:41.380 --> 00:52:42.739
Where are the tribes? Where are the people who

00:52:42.739 --> 00:52:45.940
can help me start to reprioritize what is truly

00:52:45.940 --> 00:52:48.719
most important? We saw this throughout the scriptures

00:52:48.719 --> 00:52:51.539
with Christ, coming across people who did not

00:52:51.539 --> 00:52:54.889
understand almost ever what their most important

00:52:54.889 --> 00:52:57.050
right now mission was, whether it was Peter who

00:52:57.050 --> 00:52:59.289
would go back to fishing, you know, who had been

00:52:59.289 --> 00:53:02.190
with him all the time or somebody who, you know,

00:53:02.190 --> 00:53:05.389
was running around and doing things while he's

00:53:05.389 --> 00:53:07.690
trying to teach, you know, and trying to provide

00:53:07.690 --> 00:53:10.769
the most important lessons. So that is an internal

00:53:10.769 --> 00:53:14.789
compass that Ryan and I almost have a second

00:53:14.789 --> 00:53:18.469
nature because of the dedication that we've put

00:53:18.469 --> 00:53:20.449
into understanding where our source of wisdom,

00:53:20.570 --> 00:53:22.860
where our source of light comes from. I don't

00:53:22.860 --> 00:53:24.679
share that in arrogance. I share that in sacredness.

00:53:25.079 --> 00:53:27.039
My hope is that all of you as visionaries lean

00:53:27.039 --> 00:53:29.380
into that. I'm not here to tell you what to do.

00:53:29.940 --> 00:53:31.860
Ryan's not here to tell you what to do. Neither

00:53:31.860 --> 00:53:35.400
one of us are leading well if we ever tell you

00:53:35.400 --> 00:53:37.559
what you should do. And he didn't say that. He

00:53:37.559 --> 00:53:39.699
gave this as a perfect opportunity to say, if

00:53:39.699 --> 00:53:42.739
you're at that level, then of course, start leaning

00:53:42.739 --> 00:53:45.380
into what's most important right now with that

00:53:45.380 --> 00:53:49.019
spiritual discernment. My addition to... that

00:53:49.019 --> 00:53:51.599
opportunity is to remember that the whole reason

00:53:51.599 --> 00:53:54.400
why vision pros live exists is because my goal

00:53:54.400 --> 00:53:58.300
is to honor you as a visionary to make your own

00:53:58.300 --> 00:54:01.239
decisions to make sure that you are turning towards

00:54:01.239 --> 00:54:04.340
that source whether you call it the universe

00:54:04.340 --> 00:54:06.969
whether you call it god That doesn't matter to

00:54:06.969 --> 00:54:08.710
me. That's your personal decision where you're

00:54:08.710 --> 00:54:10.710
at. But if you follow your heart and your mind

00:54:10.710 --> 00:54:13.250
on your things, on things as Ryan's talking about,

00:54:13.289 --> 00:54:17.269
and those actions or those efforts are driven

00:54:17.269 --> 00:54:19.750
towards serving and helping others, I do not

00:54:19.750 --> 00:54:22.110
see how you could go wrong in this life. So Ryan,

00:54:22.230 --> 00:54:24.010
thank you so much for all the wisdom that you

00:54:24.010 --> 00:54:26.980
shared. you facilitated and uh you know this

00:54:26.980 --> 00:54:29.860
this environment um you know with me to be able

00:54:29.860 --> 00:54:31.760
to explore things at a deeper level i got a whole

00:54:31.760 --> 00:54:34.119
page full of amazing notes that i'm going to

00:54:34.119 --> 00:54:36.219
be excited to go back through resources that

00:54:36.219 --> 00:54:38.219
you've given those of you who want to connect

00:54:38.219 --> 00:54:40.699
with ryan i'm sure you can google him google

00:54:40.699 --> 00:54:43.139
is a very good resource but we'll also have the

00:54:43.139 --> 00:54:45.739
links below this below this video on the landing

00:54:45.739 --> 00:54:48.480
page we'll also have the resources that we talked

00:54:48.480 --> 00:54:51.119
out mapped out because again those are the wells

00:54:51.119 --> 00:54:53.760
of wisdom that have gotten us to where we're

00:54:53.760 --> 00:54:56.659
at today. And while I'm not the poster child,

00:54:56.840 --> 00:54:58.500
and I don't think we're the poster child for

00:54:58.500 --> 00:55:00.760
where you ultimately want to go, we do hope to

00:55:00.760 --> 00:55:02.739
be the friends that you can turn to and help

00:55:02.739 --> 00:55:04.380
you along your way throughout your journey. So

00:55:04.380 --> 00:55:06.320
you guys have a phenomenal time building out

00:55:06.320 --> 00:55:08.400
your vision and we'll see you all on the next

00:55:08.400 --> 00:55:10.820
episode of Vision Pros Live. Thank you for being

00:55:10.820 --> 00:55:12.739
here today. I'm really happy that you tuned in

00:55:12.739 --> 00:55:15.380
to Vision Pros Live. I'm looking forward to seeing

00:55:15.380 --> 00:55:18.420
your reactions as these episodes continue to

00:55:18.420 --> 00:55:20.139
move forward. This is going to get more and more

00:55:20.139 --> 00:55:24.969
fun. We'll have more and more. All right. I got

00:55:24.969 --> 00:55:27.130
to own something. I'm going to own this. Thank

00:55:27.130 --> 00:55:29.130
you for being here today. I'm really happy that

00:55:29.130 --> 00:55:31.150
you tuned in to Vision Pros Live. I'm looking

00:55:31.150 --> 00:55:34.409
forward to seeing your reactions as these episodes

00:55:34.409 --> 00:55:36.210
continue to move forward. This is going to get

00:55:36.210 --> 00:55:38.809
more and more fun. We'll have more and more engagement

00:55:38.809 --> 00:55:40.909
as well. We'll invite people to participate in

00:55:40.909 --> 00:55:43.090
the show. And thank you for giving us your time

00:55:43.090 --> 00:55:45.349
and attention. Have an excellent time building

00:55:45.349 --> 00:55:47.730
out your vision and becoming a vision pro yourself.