WEBVTT 00:00:49.420 --> 00:00:56.039 to Andy Wilson. I have 16 years of experience 00:00:56.039 --> 00:01:02.640 in the green industry. And today we want to dive 00:01:02.640 --> 00:01:07.200 into something that is more powerful than your 00:01:07.200 --> 00:01:12.120 equipment. It's more powerful than your marketing 00:01:12.120 --> 00:01:17.920 strategies. It's more powerful than even your 00:01:17.920 --> 00:01:26.109 customer. client list. And that is your mindset. 00:01:29.069 --> 00:01:32.549 We're calling this episode, Change Your Mind 00:01:32.549 --> 00:01:38.730 and You Can Change Your Business. Because the 00:01:38.730 --> 00:01:44.409 truth is, your business will only grow to the 00:01:44.409 --> 00:01:49.500 level that you grow. Let me say that again because 00:01:49.500 --> 00:01:54.799 it is a powerful statement. Your business will 00:01:54.799 --> 00:02:03.680 only grow to the level that you grow. Before 00:02:03.680 --> 00:02:07.260 we dive in, let's hear a word from our show sponsor, 00:02:07.620 --> 00:02:12.780 Eartha Pro. It's a lawn care software designed 00:02:12.780 --> 00:02:16.539 for the solo operator or the small business. 00:02:16.939 --> 00:02:20.620 Let's listen to what they have to say. Tired 00:02:20.620 --> 00:02:22.699 of chasing payments and losing track of jobs? 00:02:24.000 --> 00:02:26.319 Eartha Pro Backoffice software makes it simple 00:02:26.319 --> 00:02:29.479 for solo guys and small lawn care and landscaping 00:02:29.479 --> 00:02:33.259 crews. Schedule, invoice, and organize all in 00:02:33.259 --> 00:02:35.919 the same place. We also have a mobile app and 00:02:35.919 --> 00:02:38.639 integrate into QuickBooks. Sign up at earthapro 00:02:38.639 --> 00:02:42.300 .com with promo code TheLawnHustle11 for a $50 00:02:42.300 --> 00:02:45.719 Amazon gift card, 10 % off, and personalized 00:02:45.719 --> 00:02:48.340 onboarding. Earth a pro. You run the outside 00:02:48.340 --> 00:02:52.479 work, we run the office. So tonight we want to 00:02:52.479 --> 00:02:57.500 talk about changing your mind, your mindset. 00:02:59.479 --> 00:03:03.000 Scripture tells us, as a man thinketh, so is 00:03:03.000 --> 00:03:09.080 he. If you think your business cannot be successful, 00:03:10.280 --> 00:03:14.960 and you cannot thrive in the green industry, 00:03:15.599 --> 00:03:20.840 you might as well stop now. Because if you think 00:03:20.840 --> 00:03:25.439 you're a loser, you've already lost. But if you 00:03:25.439 --> 00:03:30.139 think you are a winner, there is absolutely nothing 00:03:30.139 --> 00:03:36.539 that can stop you from being successful. So I 00:03:36.539 --> 00:03:39.159 want to give you some tips tonight on how to 00:03:39.159 --> 00:03:44.599 change your mind. Most of us get into lawn care 00:03:45.259 --> 00:03:51.500 because we are good at work. We know how to stripe. 00:03:52.659 --> 00:03:56.500 We know how to trim a clean edge. We know how 00:03:56.500 --> 00:04:01.080 to keep properties looking sharp. But here's 00:04:01.080 --> 00:04:07.599 the thing, being a great operator doesn't always 00:04:07.599 --> 00:04:15.009 equal being a great business owner. The difference 00:04:15.009 --> 00:04:23.529 is mindset. If you see yourself as a guy with 00:04:23.529 --> 00:04:29.930 a mower, that's how the world will treat you. 00:04:31.110 --> 00:04:37.970 He's just a guy with a mower. But the moment 00:04:37.970 --> 00:04:43.459 you decide, I am a business owner, I am running 00:04:43.459 --> 00:04:50.300 a company. I am building something bigger than 00:04:50.300 --> 00:05:00.740 me. Everything changes. Stop thinking job to 00:05:00.740 --> 00:05:08.720 job and start thinking long term growth. Let 00:05:08.720 --> 00:05:13.329 me say that again. Stop thinking job to job and 00:05:13.329 --> 00:05:18.389 start thinking long term growth. I'm in this 00:05:18.389 --> 00:05:24.490 for the long term. I'm setting a long term goal. 00:05:25.389 --> 00:05:30.149 And I'm going to do everything within my power 00:05:30.149 --> 00:05:36.889 to make that goal become reality. Number two. 00:05:38.959 --> 00:05:45.420 Let me break down a few mindset traps that I 00:05:45.420 --> 00:05:50.959 see in the green industry. Number one, scarcity 00:05:50.959 --> 00:06:00.660 thinking. If I raise my price, I'll lose my customers. 00:06:04.300 --> 00:06:11.680 You're probably not charging enough. You've got 00:06:11.680 --> 00:06:18.240 to come to realize that being busy doesn't equal 00:06:18.240 --> 00:06:25.879 being successful. Running yourself ragged instead 00:06:25.879 --> 00:06:35.079 of focusing on profit. You cannot be afraid of 00:06:35.079 --> 00:06:40.100 delegation. Believing no one can do it as good 00:06:40.100 --> 00:06:44.600 as you. If that's the case in your business, 00:06:45.040 --> 00:06:50.540 you're failing at training. You're failing at 00:06:50.540 --> 00:06:55.740 casting a vision. You're failing at sharing a 00:06:55.740 --> 00:07:05.639 dream. So you will stay stuck doing everything 00:07:05.639 --> 00:07:12.339 yourself. Don't be afraid to delegate and then 00:07:12.339 --> 00:07:19.300 do not micromanage. When you give someone a job 00:07:19.300 --> 00:07:27.079 to do, give them room and space to do it. And 00:07:27.079 --> 00:07:30.120 there's more than one way to do something as 00:07:30.120 --> 00:07:37.449 long as the end result matches what you would 00:07:37.449 --> 00:07:41.629 do as the business owner. And that comes down 00:07:41.629 --> 00:07:46.730 to training, training your employees, casting 00:07:46.730 --> 00:07:52.129 a vision, helping them buy into your company. 00:07:54.610 --> 00:08:00.310 So you don't want to get stuck in short term 00:08:00.310 --> 00:08:05.699 survival mode. Let's recap here. Number one, 00:08:05.939 --> 00:08:11.920 scarcity thinking. Number two, business equals 00:08:11.920 --> 00:08:17.920 or busyness equals success. Number three, fear 00:08:17.920 --> 00:08:24.259 of delegation. And number four, short -term survival 00:08:24.259 --> 00:08:31.120 mode. Instead of planning systems that allow 00:08:31.120 --> 00:08:35.590 freedom, you're stuck. just trying to survive 00:08:35.590 --> 00:08:39.889 the day. There's no vision, there's no goal, 00:08:40.549 --> 00:08:46.350 there's no ambition, there's no motivation. So 00:08:46.350 --> 00:08:52.009 you've got to start thinking different. If you 00:08:52.009 --> 00:08:56.789 find yourself in one of these traps, number one, 00:08:56.809 --> 00:08:59.009 don't beat up yourself because we've all been 00:08:59.009 --> 00:09:05.090 there. The key is to recognize it. and to shift 00:09:05.090 --> 00:09:13.590 from it. So, how do you change your mindset? 00:09:18.289 --> 00:09:27.830 Your mind can change your business. Here are 00:09:27.830 --> 00:09:32.129 three steps that I use. Number one, define your 00:09:32.129 --> 00:09:40.330 identity. Stop saying, I cut grass. Start saying, 00:09:40.909 --> 00:09:49.970 I run a professional lawn care company. Identify 00:09:49.970 --> 00:09:56.769 the drives and the actions. And work in those 00:09:56.769 --> 00:10:06.970 areas. So you can't get stuck. in your identity. 00:10:09.450 --> 00:10:17.450 Stop selling yourself short. Number two, think 00:10:17.450 --> 00:10:24.610 in systems, not task. Instead of asking, how 00:10:24.610 --> 00:10:28.970 can I get this one done faster, ask yourself, 00:10:30.509 --> 00:10:37.090 how can I set up systems? so anyone on my team 00:10:37.090 --> 00:10:45.129 can do this lawn efficiently. Stop thinking about 00:10:45.129 --> 00:10:50.470 the task and set good systems to help you run 00:10:50.470 --> 00:10:56.529 a smoother, more efficient business that serves 00:10:56.529 --> 00:11:03.299 your clients with honesty and integrity. Number 00:11:03.299 --> 00:11:08.639 three, invest in yourself as much as you do your 00:11:08.639 --> 00:11:19.259 business. We drop thousands of dollars on mowers, 00:11:20.440 --> 00:11:27.279 trailers, handheld equipment, but we hesitate 00:11:27.279 --> 00:11:34.000 to invest in training, in books, and coaching 00:11:34.000 --> 00:11:44.960 or masterminds, the truth is what? Your mind 00:11:44.960 --> 00:11:54.559 is your best piece of equipment. Let me give 00:11:54.559 --> 00:11:57.779 you some quick examples from my own journey. 00:11:59.639 --> 00:12:05.700 There was a time when I thought every client 00:12:05.700 --> 00:12:11.960 that called, I should get the job. I thought 00:12:11.960 --> 00:12:18.480 it was the key to growth, to secure every potential 00:12:18.480 --> 00:12:27.539 job that I was called on for an estimate. Now... 00:12:30.960 --> 00:12:34.879 The mindset that I had at that time, I've got 00:12:34.879 --> 00:12:39.279 to get every job I bid. You know what it done? 00:12:40.779 --> 00:12:47.220 It left me overworked, underpaid, and frustrated. 00:12:49.059 --> 00:12:54.220 But when I shifted my mindset to I only take 00:12:54.220 --> 00:13:00.389 clients that fit my business model. I only take 00:13:00.389 --> 00:13:06.669 clients that respect my value. Everything changed. 00:13:08.250 --> 00:13:15.950 I worked less. I earned more. And I attracted 00:13:15.950 --> 00:13:23.929 the right customers. That's what a mindset shift 00:13:23.929 --> 00:13:31.409 and not a more upgrade. will do for you. You 00:13:31.409 --> 00:13:35.789 can buy the newest mower, the latest and greatest 00:13:35.789 --> 00:13:39.370 thing on the market, and if your mind's not right, 00:13:39.549 --> 00:13:46.370 you still won't be right. So you've got to realize 00:13:46.370 --> 00:13:50.789 I've got to change my mindset. I don't have to 00:13:50.789 --> 00:13:56.090 secure every job I bid. As a matter of fact, 00:13:56.429 --> 00:14:00.389 If I am getting, I would say if I'm getting 70 00:14:00.389 --> 00:14:05.129 to 90 % of the jobs that I bid, I'm too cheap. 00:14:07.490 --> 00:14:12.129 It's time to raise your price. Yes, you might 00:14:12.129 --> 00:14:17.190 not have as many customers, but you can make 00:14:17.190 --> 00:14:24.110 as much or more money. And we're in business 00:14:24.110 --> 00:14:34.889 to make a profit. So there is value in changing 00:14:34.889 --> 00:14:45.350 the way you think. When Jesus won the victory, 00:14:45.830 --> 00:14:50.730 it was in his mind. Edgar Gartha, a place of 00:14:50.730 --> 00:14:54.990 the skull, is where he won the victory. And that's 00:14:54.990 --> 00:15:00.970 where he prayed, not my will, but your will be 00:15:00.970 --> 00:15:06.320 done. and he went to the cross. He died for our 00:15:06.320 --> 00:15:10.659 sins. They laid him in a borrowed tomb. Three 00:15:10.659 --> 00:15:16.100 days later, he got up with all power in his hand. 00:15:16.840 --> 00:15:20.519 It's because he won the victory at Golgotha, 00:15:21.059 --> 00:15:27.120 the place of the skull. If you are going to be 00:15:27.120 --> 00:15:33.799 successful in business, If you are going to learn 00:15:33.799 --> 00:15:40.779 how to increase your bottom dollar revenue, if 00:15:40.779 --> 00:15:44.940 you're going to learn how to scale your business 00:15:44.940 --> 00:15:50.559 and take it to the next level, then you've got 00:15:50.559 --> 00:15:54.740 to stop thinking of yourself as just a man or 00:15:54.740 --> 00:16:00.000 a woman with a mower. You got to start thinking 00:16:00.000 --> 00:16:06.039 I am a legitimate business. I'm running a growing 00:16:06.039 --> 00:16:16.860 thriving company And I'm turning a profit So 00:16:16.860 --> 00:16:21.340 you've got to change your mind change the way 00:16:21.340 --> 00:16:28.889 you think you're not just trying to survive every 00:16:28.889 --> 00:16:33.110 day. But you have a vision, you have a goal, 00:16:33.970 --> 00:16:38.090 you have ambition, you have motivation, and you're 00:16:38.090 --> 00:16:47.129 going to work until you find success. Now I challenge 00:16:47.129 --> 00:16:55.070 you, this week write down one thing that is limiting 00:16:58.279 --> 00:17:04.539 what you believe your business can become. Write 00:17:04.539 --> 00:17:09.160 down one thing that is limiting what you think 00:17:09.160 --> 00:17:17.720 your business can become. Flip it into an overpowering 00:17:17.720 --> 00:17:24.079 belief system. And then take action that aligns 00:17:24.079 --> 00:17:30.079 with your new mindset. For example, I can't raise 00:17:30.079 --> 00:17:35.440 my price because I'll lose customers. The empowering 00:17:35.440 --> 00:17:44.619 belief is the right clients. They will value 00:17:44.619 --> 00:17:53.579 my work and will pay for quality. You see, when 00:17:53.579 --> 00:17:56.319 you change your mind, you stop thinking, I've 00:17:56.319 --> 00:18:00.250 got to take on every job. and you come up with 00:18:00.250 --> 00:18:06.009 your ideal client, your ideal customer, who you 00:18:06.009 --> 00:18:09.569 want to work for, what part of town do you want 00:18:09.569 --> 00:18:15.829 to work in, and then you find clients that will 00:18:15.829 --> 00:18:21.430 respect your value, respect your time, and you 00:18:21.430 --> 00:18:28.220 set the price according to your value. Charge 00:18:28.220 --> 00:18:33.019 what you charge, but be worth what you charge. 00:18:35.660 --> 00:18:41.140 And in the action, this week, raise the price 00:18:41.140 --> 00:18:47.880 on at least one customer. There is no sense in 00:18:47.880 --> 00:18:52.599 working yourself into exhaustion and being frustrated 00:18:52.599 --> 00:18:59.269 and broke and not making any money. So I encourage 00:18:59.269 --> 00:19:05.029 you raise your price on one two five customers 00:19:05.029 --> 00:19:12.609 Let them know It is a necessity for me to raise 00:19:12.609 --> 00:19:17.410 my price Because the cost of living has increased 00:19:17.410 --> 00:19:21.910 the price of grant gas has gone up the price 00:19:21.910 --> 00:19:26.569 of maintaining my equipment has gone up the price 00:19:26.569 --> 00:19:35.029 of Insurance has gone up. So I want to raise 00:19:35.029 --> 00:19:41.650 my price so I can still serve you and you still 00:19:41.650 --> 00:19:46.630 receive the best quality work. You see, you got 00:19:46.630 --> 00:19:50.349 to start thinking you're in business because 00:19:50.349 --> 00:19:56.450 you're serving people. You're serving your community. 00:19:57.799 --> 00:20:06.640 You have a heart of a servant. So you want to 00:20:06.640 --> 00:20:16.180 do that. Recognize what's limiting you. Make 00:20:16.180 --> 00:20:20.279 an empowering statement concerning what's limiting 00:20:20.279 --> 00:20:26.480 you and then take action to help you get through. 00:20:27.019 --> 00:20:34.240 the limitations. Here's the truth, mowers cut 00:20:34.240 --> 00:20:42.259 grass, but your mindset will cut and form your 00:20:42.259 --> 00:20:49.500 future. If you can change your mind, you can 00:20:49.500 --> 00:20:56.619 change your business. Don't stay trapped. in 00:20:56.619 --> 00:21:01.980 the same thinking that got you here. Because 00:21:01.980 --> 00:21:08.980 what got you here will not get you there. That 00:21:08.980 --> 00:21:13.960 is the truth. What got you here will not get 00:21:13.960 --> 00:21:18.640 you there. You see, you have to make adjustments. 00:21:20.480 --> 00:21:29.750 You have to constantly be fixing and changing 00:21:29.750 --> 00:21:33.490 and setting a new goal. I've reached this goal. 00:21:33.609 --> 00:21:37.569 Now I'm going to set another goal. You cannot 00:21:37.569 --> 00:21:43.529 stay set with where you are because that only 00:21:43.529 --> 00:21:53.569 got you so far. So think bigger, act bolder, 00:21:53.970 --> 00:22:00.890 and build your business like you deserve. Now 00:22:00.890 --> 00:22:03.430 I want to go back to one thing I said earlier. 00:22:04.589 --> 00:22:09.390 You've got to invest in yourself. As much as 00:22:09.390 --> 00:22:14.250 you invest in your business, you might not buy 00:22:14.250 --> 00:22:18.450 into that thinking. And that's okay. You'll stay 00:22:18.450 --> 00:22:24.029 in a rut. But when you are willing to invest 00:22:24.029 --> 00:22:33.220 in yourself, by purchasing books, courses, or 00:22:33.220 --> 00:22:39.319 going to events like Equip Expo coming up in 00:22:39.319 --> 00:22:45.720 October, or the LCR media. When you go to these 00:22:45.720 --> 00:22:50.940 events, you're investing in yourself. You see, 00:22:51.059 --> 00:22:54.500 you can never think, I've arrived, I've made 00:22:54.500 --> 00:22:57.759 it. I'm as far as I can go. I've learned all 00:22:57.759 --> 00:23:05.460 I can learn. I'm 60 years old. And I'm trying 00:23:05.460 --> 00:23:10.740 to learn something every day to make me a better 00:23:10.740 --> 00:23:15.000 man, a better husband, a better father, a better 00:23:15.000 --> 00:23:20.180 business owner, a better resident of my city. 00:23:22.160 --> 00:23:27.910 Because I want to be better tomorrow than I was 00:23:27.910 --> 00:23:32.490 today. Somebody's gotta be the best. It might 00:23:32.490 --> 00:23:35.950 as well be you, it might as well be me in my 00:23:35.950 --> 00:23:41.809 area. So I want to encourage you, don't get stuck 00:23:41.809 --> 00:23:50.529 in a rut and don't settle for what got you here. 00:23:52.079 --> 00:23:59.039 and don't be afraid to invest in yourself. Take 00:23:59.039 --> 00:24:04.279 some time, attend the conferences, buy the books, 00:24:04.500 --> 00:24:07.819 buy the course, and let me just make a book recommendation 00:24:07.819 --> 00:24:12.759 right now. I read it and it has changed the way 00:24:12.759 --> 00:24:18.279 I think about finances. Paul Jamieson, his latest 00:24:18.279 --> 00:24:29.009 book, your finances and your money. I want to 00:24:29.009 --> 00:24:34.369 encourage you, you need to go to Amazon and you 00:24:34.369 --> 00:24:37.750 need to purchase that book because I promise 00:24:37.750 --> 00:24:45.490 you the book will change your mindset and your 00:24:45.490 --> 00:24:50.890 life. It really will. And if you haven't read 00:24:50.890 --> 00:24:54.910 his other books, I encourage you to go and get 00:24:54.910 --> 00:24:58.450 them, cut that grass, make that cash, level up 00:24:58.450 --> 00:25:10.190 your money. 101 proven ways to increase efficiency 00:25:10.190 --> 00:25:16.630 and make more money in lawn care. Winning strategies, 00:25:17.210 --> 00:25:21.980 all of these books. are worth the purchase. And 00:25:21.980 --> 00:25:24.759 when you purchase those books, you're investing 00:25:24.759 --> 00:25:35.920 in yourself. Join a mastermind group. Join a 00:25:35.920 --> 00:25:41.720 private group on Facebook. Invest in yourself. 00:25:44.079 --> 00:25:47.519 Because when you invest in yourself, It changes 00:25:47.519 --> 00:25:53.140 your mindset. You will become who and what you 00:25:53.140 --> 00:26:00.240 associate with. So find you good people that 00:26:00.240 --> 00:26:06.779 you can receive guidance and they become your 00:26:06.779 --> 00:26:10.680 mentor and they invest in you because you invest 00:26:10.680 --> 00:26:16.950 in yourself. I just want to encourage you No 00:26:16.950 --> 00:26:21.109 man is an island, and there are times that we 00:26:21.109 --> 00:26:27.509 need each other. So thank you for tuning into 00:26:27.509 --> 00:26:32.509 the lawn hustle. If you got value from today's 00:26:32.509 --> 00:26:37.250 episode, share it with a fellow lawn pro. Leave 00:26:37.250 --> 00:26:41.809 us a five -star rating and a review on Apple 00:26:41.809 --> 00:26:47.039 Podcast. and make sure you're following us. Turn 00:26:47.039 --> 00:26:50.980 on the notifications so you don't miss an episode 00:26:50.980 --> 00:26:57.380 of the Lawn Hustle. Until next time, keep hustling, 00:26:57.720 --> 00:27:05.140 keep growing, and remember, change your mind 00:27:05.140 --> 00:27:08.640 so you can change your business.