WEBVTT 00:00:00.000 --> 00:00:02.160 I used to use back in the days when laptop batteries 00:00:02.160 --> 00:00:04.719 didn't last a super long time, and there wasn't 00:00:04.719 --> 00:00:07.259 Wi -Fi everywhere, is I would go to a cafe with 00:00:07.259 --> 00:00:10.279 my laptop and no power adapter and knock it on 00:00:10.279 --> 00:00:12.259 the Wi -Fi. And I'd have a little sticky note 00:00:12.259 --> 00:00:13.720 with like the one to three things I had to get 00:00:13.720 --> 00:00:16.620 done while I was there. So typically where I 00:00:16.620 --> 00:00:19.359 see business owners get blocked, growing from 00:00:19.359 --> 00:00:20.920 a solopreneur to what I call a true business 00:00:20.920 --> 00:00:24.800 owner, is in a few areas. One of those, but here's 00:00:24.800 --> 00:00:28.280 the really important part. Finding out if people 00:00:28.280 --> 00:00:31.780 actually want to solve the problem with the solution 00:00:31.780 --> 00:01:09.879 you have in mind. What if the way you've been 00:01:09.879 --> 00:01:12.340 told to grow your business is exactly what's 00:01:12.340 --> 00:01:15.379 keeping you stuck? Jeremy Shapiro has spent over 00:01:15.379 --> 00:01:18.540 25 years helping entrepreneurs break free from 00:01:18.540 --> 00:01:21.620 burnout, uncover hidden opportunities, and scale 00:01:21.620 --> 00:01:24.219 in ways that actually create freedom. He's a 00:01:24.219 --> 00:01:26.799 serial entrepreneur, a mentor to business owners 00:01:26.799 --> 00:01:29.019 around the world, and the author of the brand 00:01:29.019 --> 00:01:32.480 new book, Your Business Growth Playbook. In this 00:01:32.480 --> 00:01:34.799 episode, Jeremy shares the proven strategies 00:01:34.799 --> 00:01:38.140 to get unstuck, scale profitably, and design 00:01:38.140 --> 00:01:40.700 a business that fuels your life instead of training 00:01:40.700 --> 00:01:44.180 it. If you've ever felt stuck in the grind, this 00:01:44.180 --> 00:01:47.980 conversation might just change everything. Hey 00:01:47.980 --> 00:01:50.879 there. Look, my hope is that the Thravo journey 00:01:50.879 --> 00:01:54.239 meets you exactly where you are and helps you 00:01:54.239 --> 00:01:57.950 rise into who you're here to be. It's 2025, and 00:01:57.950 --> 00:01:59.950 this is your year to thrive despite what the 00:01:59.950 --> 00:02:02.310 world is throwing at us. And our desire is that 00:02:02.310 --> 00:02:05.150 our conversations inspire you, bring clarity, 00:02:05.310 --> 00:02:07.530 and give you a reason to breathe deeper. So our 00:02:07.530 --> 00:02:10.469 ask is that you take a moment to subscribe, download 00:02:10.469 --> 00:02:13.469 the episode, and follow us on your favorite RSS 00:02:13.469 --> 00:02:16.189 platform. Your support doesn't just help the 00:02:16.189 --> 00:02:18.830 show grow, it helps build a space that's rooted 00:02:18.830 --> 00:02:21.569 in your evolution. And that means everything 00:02:21.569 --> 00:02:24.610 to me and the TTJ team. Now... If you're ready 00:02:24.610 --> 00:02:27.830 to go beyond the episodes, come join our private 00:02:27.830 --> 00:02:30.310 Thrive Wheel journey discussion group on Facebook. 00:02:30.849 --> 00:02:33.330 We're walking through a 22 -week series built 00:02:33.330 --> 00:02:36.770 to anchor each week in intention, purpose, and 00:02:36.770 --> 00:02:39.830 meaningful connection. I do so look forward to 00:02:39.830 --> 00:02:41.610 hearing your voice and can't wait to see you 00:02:41.610 --> 00:02:44.289 in the group. But for right now, let's get into 00:02:44.289 --> 00:02:52.960 it. back to the Thrivable Journey. I just want 00:02:52.960 --> 00:02:56.319 to first welcome Jeremy Shapiro. He is coming 00:02:56.319 --> 00:02:59.340 back for the second time here on the Thrivable 00:02:59.340 --> 00:03:03.300 Journey podcast. Jeremy, we just had an amazing 00:03:03.300 --> 00:03:06.479 conversation. How are you doing today? I'm doing 00:03:06.479 --> 00:03:07.960 great. Thank you so much for inviting me back. 00:03:08.199 --> 00:03:11.280 It's great to be here and see how well and wonderfully 00:03:11.280 --> 00:03:13.919 the podcast has grown. Thank you, man. And thank 00:03:13.919 --> 00:03:16.580 you for just who you are and the things that 00:03:16.580 --> 00:03:19.610 you're showing up. for entrepreneurs and people 00:03:19.610 --> 00:03:24.030 in general, you are a gift and I appreciate that. 00:03:24.310 --> 00:03:28.030 And before we dive into business growth and strategies 00:03:28.030 --> 00:03:31.969 that you have to share, I really wanna ask something 00:03:31.969 --> 00:03:36.210 of everyone who's listening, which is, what does 00:03:36.210 --> 00:03:38.949 thriving look like for you right now in your 00:03:38.949 --> 00:03:40.990 work, your health or your relationships? And 00:03:40.990 --> 00:03:44.069 if that's a question that you can't answer, just 00:03:44.069 --> 00:03:46.490 ponder on that as we go through the conversation 00:03:46.490 --> 00:03:49.770 with Jeremy. And, you know, as we always start 00:03:49.770 --> 00:03:53.430 with an intrinsic kind of reflection question, 00:03:54.330 --> 00:03:57.169 Jeremy, how do you personally define thriving, 00:03:58.229 --> 00:04:01.250 both in your business and in your just life? 00:04:02.210 --> 00:04:05.090 You know, it's funny, we do something In our 00:04:05.090 --> 00:04:08.009 family and in business and at the table and with 00:04:08.009 --> 00:04:10.789 friends and before vacations and everything Which 00:04:10.789 --> 00:04:12.550 is this one question that's so close to what 00:04:12.550 --> 00:04:15.009 you're asking right there Which is how do you 00:04:15.009 --> 00:04:17.410 define success and we picked it up from a friend 00:04:17.410 --> 00:04:19.589 of ours years ago? when we're gonna be going 00:04:19.589 --> 00:04:23.230 away to a lake cabin for a weekend and It was 00:04:23.230 --> 00:04:25.350 such a good question because when you figure 00:04:25.350 --> 00:04:28.009 out what success looks like you can know if you've 00:04:28.009 --> 00:04:30.180 hit it And if you don't have that conversation 00:04:30.180 --> 00:04:32.339 ahead of time, then at the end of a trip or the 00:04:32.339 --> 00:04:33.660 end of a meeting or the end of a conference, 00:04:33.680 --> 00:04:35.899 the end of a, you know, whatever you can walk 00:04:35.899 --> 00:04:38.360 away and start ticking off the boxes of what 00:04:38.360 --> 00:04:39.920 didn't happen and what you missed or what you 00:04:39.920 --> 00:04:42.339 wish could have been. And so when you don't know 00:04:42.339 --> 00:04:44.779 what you want or what success looks like, you'll 00:04:44.779 --> 00:04:47.279 never know if you're there. So I just want to 00:04:47.279 --> 00:04:48.560 acknowledge you asking that great question of 00:04:48.560 --> 00:04:50.839 our listeners and of me. It's so good to know 00:04:50.839 --> 00:04:53.759 what that means. Yeah. And what I, what I gather 00:04:53.759 --> 00:04:55.920 from what you just stated is like success looks 00:04:55.920 --> 00:04:57.560 different for everybody. Like you have to define 00:04:57.560 --> 00:05:01.230 what that is for you. And again, it just looks 00:05:01.230 --> 00:05:05.110 different for everybody, right? Yeah. So it could 00:05:05.110 --> 00:05:06.910 be a matter of, you know, one person saying, 00:05:06.910 --> 00:05:08.649 you know, look, it's important to me that, you 00:05:08.649 --> 00:05:10.129 know, I get a hike in and someone else is like, 00:05:10.170 --> 00:05:12.089 I want to make sure, you know, we have big family 00:05:12.089 --> 00:05:13.949 meals together. And someone else says it's important. 00:05:13.949 --> 00:05:16.170 We get to, you know, play games. And once you 00:05:16.170 --> 00:05:18.649 know that, you know, if you make that thing happen, 00:05:19.410 --> 00:05:21.069 everyone's had a great time. And everything beyond 00:05:21.069 --> 00:05:23.269 that is, you know, it's gravy, right? And if 00:05:23.269 --> 00:05:24.689 you're going to a conference, right? When was 00:05:24.689 --> 00:05:26.269 the last time you went to a business conference 00:05:26.269 --> 00:05:29.720 with no plan? And you walk out afterwards with 00:05:29.720 --> 00:05:32.279 ideas and feeling inspired, but like, was it 00:05:32.279 --> 00:05:35.120 a success? Right. When you go in with a plan 00:05:35.120 --> 00:05:37.839 of like, look, I want to meet 10 new partners 00:05:37.839 --> 00:05:41.279 and I want to find 30 new prospects or whatever 00:05:41.279 --> 00:05:44.500 it is. Right. You then know what it looks like 00:05:44.500 --> 00:05:48.079 and how to get from here to there. So it's great. 00:05:48.339 --> 00:05:50.379 But to answer your question. In terms of how 00:05:50.379 --> 00:05:53.019 do I know what thriving looks like? For me, a 00:05:53.019 --> 00:05:55.480 lot of it comes down to a measure of how time 00:05:55.480 --> 00:05:58.800 is used and how restricted or unrestricted my 00:05:58.800 --> 00:06:01.920 time in a given day is. And so thriving for me 00:06:01.920 --> 00:06:05.100 means having an optionality and knowing I get 00:06:05.100 --> 00:06:09.939 to choose what my day looks like and build the 00:06:09.939 --> 00:06:12.959 business and build whatever else I'm doing around 00:06:12.959 --> 00:06:18.149 the schedule that matters for me. around the 00:06:18.149 --> 00:06:21.189 schedule that works for you. So, in our culture, 00:06:22.069 --> 00:06:24.029 and I would say the American culture, people 00:06:24.029 --> 00:06:28.889 have tied success to burnout. How can we separate 00:06:28.889 --> 00:06:32.209 the two so that, you know, like we don't have 00:06:32.209 --> 00:06:35.410 to be burned out to acquire success for ourselves? 00:06:35.730 --> 00:06:38.250 How do you separate the two? You know, there's 00:06:38.250 --> 00:06:41.290 a lot of folks who I think have an identity with 00:06:41.290 --> 00:06:43.629 how busy they are. Right. And we've all got these 00:06:43.629 --> 00:06:45.529 friends. You have a social conversation with 00:06:45.529 --> 00:06:48.790 them and they just go into list mode of all the 00:06:48.790 --> 00:06:51.250 stuff going on and how quadruple committed they 00:06:51.250 --> 00:06:54.269 are at any given time. And on the one hand, that 00:06:54.269 --> 00:06:57.410 seems like a badge of pride, right? To be able 00:06:57.410 --> 00:07:00.490 to show I'm so busy, I'm falling apart of the 00:07:00.490 --> 00:07:03.870 seams. Right. But when you think about the inverse 00:07:03.870 --> 00:07:06.290 of that, how good of a job do you think people 00:07:06.290 --> 00:07:08.839 are doing at any one of those things? If you're 00:07:08.839 --> 00:07:10.759 with your kids and also looking at your phone 00:07:10.759 --> 00:07:13.600 and half responding to an email while also on 00:07:13.600 --> 00:07:17.240 a call, are you fully present on that call? Are 00:07:17.240 --> 00:07:19.360 you present with your kid? Are you writing a 00:07:19.360 --> 00:07:21.699 good email? You're probably doing a terrible 00:07:21.699 --> 00:07:23.620 job at all of those things at the same time. 00:07:24.040 --> 00:07:28.439 So if instead we become less busy but more intentional 00:07:28.439 --> 00:07:31.500 with how we spend our time, and we do simple 00:07:31.500 --> 00:07:34.199 things, we talk about time blocking. And being 00:07:34.199 --> 00:07:36.879 undistracted for a period of time with a single 00:07:36.879 --> 00:07:38.519 objective of what you want to get done in that 00:07:38.519 --> 00:07:42.600 time period, you can do meaningful work in bite 00:07:42.600 --> 00:07:45.399 -sized chunks with every one of those, quote, 00:07:45.500 --> 00:07:50.060 shipping or delivering value. So yeah, we can 00:07:50.060 --> 00:07:53.600 be busy and wear that as a badge of honor. Or 00:07:53.600 --> 00:07:57.560 there's a lot of folks who are quiet about what 00:07:57.560 --> 00:07:59.589 they're working on. And they're intentional about 00:07:59.589 --> 00:08:00.970 what they're working on. And then, and they're 00:08:00.970 --> 00:08:04.889 not wearing that as, you know, as a success symbol, 00:08:05.529 --> 00:08:07.670 but they're successful in their own right. And 00:08:07.670 --> 00:08:10.089 I think for a good reason, because they've chosen 00:08:10.089 --> 00:08:12.089 to take back control of the time and how they 00:08:12.089 --> 00:08:15.009 spend their time. So a couple of things showed 00:08:15.009 --> 00:08:17.670 up for me when you said that there, there are 00:08:17.670 --> 00:08:21.930 what I, what I started to do was on Sunday nights 00:08:21.930 --> 00:08:25.420 before my week starts. So even though It really 00:08:25.420 --> 00:08:27.120 doesn't matter, because a week is a week is a 00:08:27.120 --> 00:08:30.860 week to me. Monday's a Monday. It's not the beginning 00:08:30.860 --> 00:08:34.120 of the week or whatever. But on Sundays, I really 00:08:34.120 --> 00:08:40.240 begin to block out how my days go. Because I 00:08:40.240 --> 00:08:44.919 have businesses, what I want to do is create 00:08:44.919 --> 00:08:48.460 spaces to where I'm intentionally focused on 00:08:48.460 --> 00:08:54.509 that specific thing at that time. You know, I'm 00:08:54.509 --> 00:08:58.889 not overlapping, you know, the the the the businesses 00:08:58.889 --> 00:09:02.289 or whatever it is, but just mentally I'm focused 00:09:02.289 --> 00:09:06.509 on what that one thing is. That then gives me 00:09:06.509 --> 00:09:10.570 space just to be free freed up for that moment 00:09:10.570 --> 00:09:12.370 said I'm not thinking about twelve different 00:09:12.370 --> 00:09:15.169 things at one time. I'm just that's my space. 00:09:15.169 --> 00:09:17.730 That's my block for that one thing and then I 00:09:17.730 --> 00:09:21.929 focus on it and it it helps me out. It helps 00:09:21.929 --> 00:09:25.210 me out. completely. What do you say to people 00:09:25.210 --> 00:09:27.889 that, you know, that are not necessarily they 00:09:27.889 --> 00:09:31.009 they don't, what would you recommend for people 00:09:31.009 --> 00:09:33.169 to do if they have multiple things going on at 00:09:33.169 --> 00:09:38.190 one time, so that they can begin to live that 00:09:38.190 --> 00:09:41.870 hustle free burnout kind of life? You know, the 00:09:41.870 --> 00:09:45.169 idea of trying to balance a bunch of the plates, 00:09:45.610 --> 00:09:49.509 or in our case, right, multiple businesses is 00:09:49.509 --> 00:09:53.100 a very possible thing. Right? Uh, so I've been 00:09:53.100 --> 00:09:55.580 in business now almost 30 years as a serial entrepreneur, 00:09:55.740 --> 00:09:57.379 always in the service of other entrepreneurs. 00:09:57.820 --> 00:10:00.899 I've almost always had multiple businesses running 00:10:00.899 --> 00:10:03.519 at the same time, right? Sometimes different 00:10:03.519 --> 00:10:05.940 teams of people that need to be managed different, 00:10:05.940 --> 00:10:07.659 you know, customers, different projects, different 00:10:07.659 --> 00:10:09.620 product plans, different, everything between 00:10:09.620 --> 00:10:12.840 the businesses. And there are a lot of ways to 00:10:12.840 --> 00:10:16.379 approach it, but the cognitive load of shifting 00:10:16.379 --> 00:10:19.299 between tasks is high, right? You think about 00:10:19.299 --> 00:10:21.639 what it what it takes to ramp it back up and 00:10:21.639 --> 00:10:23.580 get your mind focused on the new task at hand. 00:10:24.000 --> 00:10:27.720 And then how all that bursts and goes away when 00:10:27.720 --> 00:10:30.779 your phone dings or someone walks in your office 00:10:30.779 --> 00:10:33.679 or something comes up. And then you shift gears 00:10:33.679 --> 00:10:38.899 to what that is and that change time is taxing. 00:10:39.100 --> 00:10:41.740 So when we get in that focus time on one thing 00:10:41.740 --> 00:10:44.879 at a time, we do a better job overall. And more 00:10:44.879 --> 00:10:47.039 importantly, we can get the more meaningful projects 00:10:47.039 --> 00:10:51.350 done. So when we talk about prioritization or 00:10:51.350 --> 00:10:53.370 categorizing what needs to get done, there's 00:10:53.370 --> 00:10:56.190 a few ways to approach that. But if we use the 00:10:56.190 --> 00:10:58.269 Eisenhower matrix, for example, one of my favorites, 00:10:59.509 --> 00:11:02.590 one of the categories that you think about is 00:11:02.590 --> 00:11:04.870 the do now, which is where most entrepreneurs 00:11:04.870 --> 00:11:07.470 live. This is the firefighting mode. Everything 00:11:07.470 --> 00:11:09.690 is always to the growing list in front of you 00:11:09.690 --> 00:11:12.529 and you have to do it all. But one of the other 00:11:12.529 --> 00:11:14.769 categories, which is a do later category, is 00:11:14.769 --> 00:11:17.250 really where the bigger opportunities are. Those 00:11:17.250 --> 00:11:19.789 are the things that can change and grow the business, 00:11:20.289 --> 00:11:22.730 but the things you've got to schedule, right? 00:11:22.970 --> 00:11:24.929 You don't come up with your bigger strategic 00:11:24.929 --> 00:11:27.950 plan for the year in little 30 second bites of 00:11:27.950 --> 00:11:31.070 time. That's something that needs concentrated 00:11:31.070 --> 00:11:33.110 focus time. You don't come up with your next 00:11:33.110 --> 00:11:36.309 product plan in little bite size pieces, right? 00:11:36.370 --> 00:11:38.190 So when you think about the things that really 00:11:38.190 --> 00:11:40.909 move your business forward, that takes dedicated 00:11:40.909 --> 00:11:43.470 blocks of time. So just like you're doing, it's 00:11:43.470 --> 00:11:45.710 a practice I use as well, which is blocking out 00:11:45.710 --> 00:11:49.029 the time ahead of time. And figuring out in this 00:11:49.029 --> 00:11:54.950 meeting I have with myself, the one to three, 00:11:54.950 --> 00:11:57.549 I'd say max things I want to get done. And so 00:11:57.549 --> 00:11:59.750 a strategy I used to use back in the days when 00:11:59.750 --> 00:12:02.029 laptop batteries didn't last a super long time. 00:12:02.309 --> 00:12:04.730 And there wasn't Wi Fi everywhere is I would 00:12:04.730 --> 00:12:07.590 go to a cafe with my laptop and no power adapter 00:12:07.590 --> 00:12:10.210 and knock it on the Wi Fi. and I'd have a little 00:12:10.210 --> 00:12:11.529 sticky note with like the one to three things 00:12:11.529 --> 00:12:15.250 I had to get done while I was there. And so the 00:12:15.250 --> 00:12:17.570 distractions of the office or home or anything 00:12:17.570 --> 00:12:20.190 else were gone because I was in a physically 00:12:20.190 --> 00:12:24.009 different environment. Right. I also knew what 00:12:24.009 --> 00:12:26.309 the definition of success was. So I knew what 00:12:26.309 --> 00:12:29.250 I had to get done. And I also had a limited time 00:12:29.250 --> 00:12:31.789 window before the battery died and or before 00:12:31.789 --> 00:12:33.730 I just had to get home or the cafe closed or 00:12:33.730 --> 00:12:37.450 whatnot. So it was. You know, a self enforced 00:12:37.450 --> 00:12:40.870 do or die moment of what had to get done during 00:12:40.870 --> 00:12:42.509 that time. So at some point you've got to ship 00:12:42.509 --> 00:12:46.169 it as business business owners. Like the good 00:12:46.169 --> 00:12:48.409 news is we're we're our own boss. We can call 00:12:48.409 --> 00:12:50.970 the shots. We can set the deadlines. But the 00:12:50.970 --> 00:12:54.490 challenge is we're our own boss and we can move 00:12:54.490 --> 00:12:57.029 the goalpost and change those timelines. Right. 00:12:57.269 --> 00:12:59.750 That is so many business owners get used to this 00:12:59.750 --> 00:13:01.389 idea of like, oh, I didn't get it done. I'll 00:13:01.389 --> 00:13:05.190 just try tomorrow. That undone to do item just 00:13:05.190 --> 00:13:08.610 keeps getting kicked down the road. But if you 00:13:08.610 --> 00:13:11.129 had a flight to catch, you'd make that flight, 00:13:11.269 --> 00:13:13.169 wouldn't you? If you had a meeting with someone, 00:13:13.590 --> 00:13:15.649 you'd show up to that meeting. So somehow we're 00:13:15.649 --> 00:13:17.850 able to show up to things when there's an external 00:13:17.850 --> 00:13:21.610 place, person, accountability, and so on. And 00:13:21.610 --> 00:13:23.590 yet we don't have that self -respect to do that 00:13:23.590 --> 00:13:27.049 for ourselves. And so start flexing that muscle 00:13:27.049 --> 00:13:30.179 and building that habit of setting out to accomplish 00:13:30.179 --> 00:13:33.019 a certain thing in a certain block of time. And 00:13:33.019 --> 00:13:36.360 then you become a machine. You become used to 00:13:36.360 --> 00:13:38.919 it. You build that habit of setting a place in 00:13:38.919 --> 00:13:41.600 a time and a task and getting it done. And it's 00:13:41.600 --> 00:13:43.419 the important work, not just the fire of the 00:13:43.419 --> 00:13:47.000 day. Right. Show up for yourself, right? Bring 00:13:47.000 --> 00:13:49.799 the integrity of your word, not only to help 00:13:49.799 --> 00:13:52.279 other people, but for yourself, like bring integrity 00:13:52.279 --> 00:13:55.580 for you and show up for you so that your business 00:13:55.580 --> 00:13:58.299 can move forward and grow as a human being. Right. 00:13:58.320 --> 00:14:03.100 Yeah. The question I really want to ask you is 00:14:03.100 --> 00:14:04.399 this. Well, there's a lot of questions I'm going 00:14:04.399 --> 00:14:09.179 to ask you in this conversation. But you've worked 00:14:09.179 --> 00:14:11.799 with entrepreneurs, and this is your deal. You 00:14:11.799 --> 00:14:15.960 are an entrepreneur for entrepreneurs. And I 00:14:15.960 --> 00:14:19.720 find myself almost finding myself falling in 00:14:19.720 --> 00:14:26.860 this trap, which is you see solopreneurs fall 00:14:26.860 --> 00:14:29.990 into when they fall into one that's just trying 00:14:29.990 --> 00:14:33.970 to grow their business, and they're always in 00:14:33.970 --> 00:14:39.490 it. What do you see as the most dangerous trap 00:14:39.490 --> 00:14:41.570 for solopreneurs that are trying to grow their 00:14:41.570 --> 00:14:45.409 business and become entrepreneurs? Yeah, so being 00:14:45.409 --> 00:14:47.870 a solopreneur, by the way, is great, right? And 00:14:47.870 --> 00:14:50.549 that's a really good starting point in your business. 00:14:50.990 --> 00:14:53.330 Now, can you grow to a seven figure business 00:14:53.330 --> 00:14:57.210 as a solopreneur? Like, yes, you can. But that 00:14:57.210 --> 00:14:59.009 also means everything is going to block on you. 00:14:59.929 --> 00:15:02.330 So typically where I see business owners get 00:15:02.330 --> 00:15:04.750 blocked, growing from a solopreneur to what I 00:15:04.750 --> 00:15:07.509 call a true business owner, is in a few areas. 00:15:07.970 --> 00:15:11.370 One of those is in this idea of letting someone 00:15:11.370 --> 00:15:14.370 else do something, whether it's a VA, a part 00:15:14.370 --> 00:15:16.789 -time contractor, a part -time employee, full 00:15:16.789 --> 00:15:19.370 -time employee, a team, whatever, right? It's 00:15:19.370 --> 00:15:21.590 this idea of letting go of certain things that 00:15:21.590 --> 00:15:23.970 you're just used to doing or that you should 00:15:23.970 --> 00:15:27.240 do. and allowing someone else to do those on 00:15:27.240 --> 00:15:28.980 behalf of the business so you don't have to, 00:15:29.360 --> 00:15:32.259 right? So sometimes there's a fear of letting 00:15:32.259 --> 00:15:34.879 go. Other times, it's just a lack of systems. 00:15:35.220 --> 00:15:37.500 If you haven't documented how to do the things 00:15:37.500 --> 00:15:41.120 that you do, you might not get the result you're 00:15:41.120 --> 00:15:42.840 looking for when someone else steps in to do 00:15:42.840 --> 00:15:46.000 that, right? So step one, I usually advise folks, 00:15:46.220 --> 00:15:48.679 is to start to document, like, where do you spend 00:15:48.679 --> 00:15:50.779 your time? What are the repeatable things that 00:15:50.779 --> 00:15:53.610 you do again and again in your business? that 00:15:53.610 --> 00:15:55.929 maybe you don't have to block on you, right? 00:15:56.009 --> 00:15:58.149 So for many business owners, that can be things 00:15:58.149 --> 00:16:01.230 like bookkeeping, right? Customer service or 00:16:01.230 --> 00:16:04.809 customer support, onboarding, right? Any of these 00:16:04.809 --> 00:16:07.309 kinds of things that are the same again and again 00:16:07.309 --> 00:16:10.470 and again, you can document down. So first step 00:16:10.470 --> 00:16:12.409 is to just document what it is that you're doing. 00:16:13.509 --> 00:16:15.629 Then follow your own system and you'll realize 00:16:15.629 --> 00:16:17.090 that things you're doing you forgot to write 00:16:17.090 --> 00:16:18.590 down or the things you wrote down that you don't 00:16:18.590 --> 00:16:21.159 actually do and so on. And then you can bring 00:16:21.159 --> 00:16:24.080 someone on and hire them for the role of running 00:16:24.080 --> 00:16:27.460 that system. When you have hires or team members 00:16:27.460 --> 00:16:29.620 you bring on and it's unclear to them what they're 00:16:29.620 --> 00:16:31.740 even trying to do or they're supposed to do or 00:16:31.740 --> 00:16:33.860 what that measurement of success is, like we 00:16:33.860 --> 00:16:36.100 were talking about, that makes it difficult for 00:16:36.100 --> 00:16:37.720 them to know how they're doing what they're supposed 00:16:37.720 --> 00:16:40.179 to do. But if during the hiring process, you're 00:16:40.179 --> 00:16:42.559 going over what the systems and responsibilities 00:16:42.559 --> 00:16:45.460 and definitions of success are, they'll be able 00:16:45.460 --> 00:16:47.620 to know if they're doing a good job. You'll be 00:16:47.620 --> 00:16:49.309 able to know if they're doing a good job. But 00:16:49.309 --> 00:16:51.490 more importantly, they'll be able to get a consistent 00:16:51.490 --> 00:16:54.549 result. And you won't be the one responsible 00:16:54.549 --> 00:16:57.090 for doing that every single day. That starts 00:16:57.090 --> 00:16:59.370 to move you towards that freedom, so that your 00:16:59.370 --> 00:17:01.750 business can grow and be less dependent on you. 00:17:01.809 --> 00:17:04.289 And you get to step out of that hustle space 00:17:04.289 --> 00:17:06.089 that maybe you're used to being in as a business 00:17:06.089 --> 00:17:11.089 owner. Right. You know, you said freedom. I have 00:17:11.089 --> 00:17:15.470 a question here. What can anyone learn from entrepreneurship 00:17:15.470 --> 00:17:17.849 about designing a life that supports freedom 00:17:17.849 --> 00:17:23.089 and purpose? Think about that. But here's, here's 00:17:23.089 --> 00:17:27.789 another area I want to go into. So with business 00:17:27.789 --> 00:17:31.490 now, you have a lot of people who start the business, 00:17:31.730 --> 00:17:34.430 you know, back in the day, you would start a 00:17:34.430 --> 00:17:36.450 business with a business plan. Now, there's a 00:17:36.450 --> 00:17:39.670 lot of entrepreneurs that I know of and partly 00:17:39.670 --> 00:17:42.329 me, that really have an idea. You kind of write 00:17:42.329 --> 00:17:44.970 it down and you try to go after it, but there's 00:17:44.970 --> 00:17:49.569 no true business plan, right? And I'm talking 00:17:49.569 --> 00:17:55.470 really in the world of digital businesses and 00:17:55.470 --> 00:18:00.369 online businesses and things like that. Before 00:18:00.369 --> 00:18:04.009 we get into your book, what do you say to those 00:18:04.009 --> 00:18:09.750 people who are entrepreneurship minded, But they 00:18:09.750 --> 00:18:11.950 don't know back in the day when we used to create 00:18:11.950 --> 00:18:16.069 a business plan, an actual business plan to draw 00:18:16.069 --> 00:18:21.349 from to grow our business. So the plan is important. 00:18:21.789 --> 00:18:25.089 It doesn't need to be as formal as a 20 page 00:18:25.089 --> 00:18:30.289 slide deck, right? Back in the day. Right? Personally, 00:18:30.410 --> 00:18:32.490 I'm a fan of just organizing my thoughts in a 00:18:32.490 --> 00:18:34.910 document, right? Just a bullet list, a few indentations, 00:18:35.009 --> 00:18:38.029 just getting stuff out of my head and into a 00:18:38.029 --> 00:18:40.920 document. helps me to just organize what I'm 00:18:40.920 --> 00:18:44.579 going after. But I'm really a fan of like shipping 00:18:44.579 --> 00:18:47.880 an MVP and delivering some value as early as 00:18:47.880 --> 00:18:50.920 possible. So like my development processes, typically 00:18:50.920 --> 00:18:53.839 I have a hair brand idea. I think it sounds neat. 00:18:54.140 --> 00:18:56.500 I want to buy it myself. I get all excited as 00:18:56.500 --> 00:18:59.859 entrepreneurs do. And I get the ideas down on 00:18:59.859 --> 00:19:01.500 paper and then I do a little research to see 00:19:01.500 --> 00:19:03.730 what the marketplace is like. And sometimes I 00:19:03.730 --> 00:19:05.849 find there are businesses that serve that space 00:19:05.849 --> 00:19:07.950 I didn't even know about that would totally solve 00:19:07.950 --> 00:19:10.309 the problem of doing a good job. So that tells 00:19:10.309 --> 00:19:12.430 me, hey, it's not a great business idea. It's 00:19:12.430 --> 00:19:14.069 being solved. I can go pay someone else to get 00:19:14.069 --> 00:19:16.650 the solution I want. Right. Other times I'll 00:19:16.650 --> 00:19:18.130 see that their company is trying to solve it 00:19:18.130 --> 00:19:20.589 and doing not a very good job or they don't have 00:19:20.589 --> 00:19:22.029 the angle I'm looking for. And so that tells 00:19:22.029 --> 00:19:24.410 me there might be an opportunity. Ideally, I 00:19:24.410 --> 00:19:25.930 find out that like no one's solving this and 00:19:25.930 --> 00:19:28.529 it's an unsolved problem. And that's really great 00:19:28.529 --> 00:19:30.789 because that can be a good opportunity. But here's 00:19:30.789 --> 00:19:34.279 the really important part. Finding out if people 00:19:34.279 --> 00:19:37.779 actually want to solve the problem with the solution 00:19:37.779 --> 00:19:40.559 you have in mind. And so, you know, I think back 00:19:40.559 --> 00:19:42.660 to there's this really high -end mastermind group 00:19:42.660 --> 00:19:45.859 that I was part of and I had an idea for a business 00:19:45.859 --> 00:19:49.019 that would solve a need that my business at the 00:19:49.019 --> 00:19:51.880 time had. And the question was like, do I go 00:19:51.880 --> 00:19:54.400 start this new business to solve my current business's 00:19:54.400 --> 00:19:56.240 plans? Because that would like distracting me 00:19:56.240 --> 00:19:58.220 from my current business. And maybe it's not 00:19:58.220 --> 00:20:01.960 a great idea. So who knows? So. They're informally 00:20:01.960 --> 00:20:03.819 literally back of the envelope idea a few notes 00:20:03.819 --> 00:20:06.940 jotted down. I started asking around like, you 00:20:06.940 --> 00:20:08.339 know, here's what I'm thinking of doing to build 00:20:08.339 --> 00:20:11.240 for myself. Like is does this have legs? Is this 00:20:11.240 --> 00:20:13.819 a good idea? And the feedback I got was like, 00:20:13.839 --> 00:20:15.819 no, it's a terrible business idea. But like I 00:20:15.819 --> 00:20:18.500 would totally buy that from you. When can I start 00:20:18.500 --> 00:20:21.279 paying you for that solution? And I'm like, wait 00:20:21.279 --> 00:20:24.319 a minute, I'm hearing two things, right? The 00:20:24.319 --> 00:20:27.500 key complaint from folks was that it was too 00:20:27.500 --> 00:20:29.460 small of an addressable market. Which was fair. 00:20:29.519 --> 00:20:31.960 It was a really, really small niche. However, 00:20:32.140 --> 00:20:33.660 like most of these folks were in that niche. 00:20:34.359 --> 00:20:37.099 So what I was hearing was I was going to be solving 00:20:37.099 --> 00:20:39.920 a problem that a bunch of us had. It just wasn't 00:20:39.920 --> 00:20:42.019 a huge market. It wasn't going to be, you know, 00:20:42.440 --> 00:20:44.279 a nine, 10 figure business. Here on the Thrival 00:20:44.279 --> 00:20:46.940 Journey, we talk a lot about not just surviving, 00:20:47.460 --> 00:20:50.359 but thriving. And a big part of that for me has 00:20:50.359 --> 00:20:52.920 been understanding my health on a deeper level. 00:20:53.160 --> 00:20:55.460 That's why I partnered with Livegood and brought 00:20:55.460 --> 00:20:58.450 it under my company, Orion's Health. Not just 00:20:58.450 --> 00:21:00.410 because I believe in the products, but because 00:21:00.410 --> 00:21:03.470 I've seen what they can do firsthand. I've walked 00:21:03.470 --> 00:21:05.769 through some hard health chapters in my life, 00:21:06.109 --> 00:21:09.190 including cancer and a kidney transplant. And 00:21:09.190 --> 00:21:12.490 I know what it feels like when your body's working 00:21:12.490 --> 00:21:15.430 against you. That's why we're offering two free 00:21:15.430 --> 00:21:18.650 tools that help me and can help you too. First, 00:21:18.829 --> 00:21:22.529 go to MyFreeHealthReport .com for slash Orients 00:21:22.529 --> 00:21:25.029 Health. Take our quick health questionnaire and 00:21:25.029 --> 00:21:27.470 get a personalized report created by Dr. Ryan 00:21:27.470 --> 00:21:29.910 Goodkin, Livegood's Director of Product Development. 00:21:30.390 --> 00:21:33.910 It's clear, actionable, and totally free. Second, 00:21:34.109 --> 00:21:37.829 visit MyFreeDetox .com and get a free chlorophyll 00:21:37.829 --> 00:21:40.470 and zeolite detox bottle with your first product 00:21:40.470 --> 00:21:43.369 order. It's a gentle, natural way to clear out 00:21:43.369 --> 00:21:45.849 toxins and start fresh, something I personally 00:21:45.849 --> 00:21:49.609 use and stand behind. This isn't just a sponsorship. 00:21:49.750 --> 00:21:51.730 It's part of my mission through Orion's Health. 00:21:51.880 --> 00:21:55.460 to help people thrive in body, mind and spirit. 00:21:55.980 --> 00:21:58.339 Of course, of course, always, always, always 00:21:58.339 --> 00:22:00.500 consult your physician before starting any new 00:22:00.500 --> 00:22:02.920 supplement or health regimen. Your body is unique 00:22:02.920 --> 00:22:05.160 and your health care provider should always be 00:22:05.160 --> 00:22:07.500 part of the conversation. The links are in the 00:22:07.500 --> 00:22:10.380 show notes. Now tap in and take your next step 00:22:10.380 --> 00:22:13.259 toward thriving. But it absolutely would have 00:22:13.259 --> 00:22:17.000 customers. And so I knew I had people who'd be 00:22:17.000 --> 00:22:19.119 interested in beta testing or giving early feedback. 00:22:19.460 --> 00:22:21.619 So I was able to ship a really early version 00:22:21.799 --> 00:22:24.460 that I could start using and these folks could 00:22:24.460 --> 00:22:27.500 start using and get it to the point where it 00:22:27.500 --> 00:22:30.660 was ready to share with the world. And the day 00:22:30.660 --> 00:22:33.500 I launched, all those existing beta customers 00:22:33.500 --> 00:22:36.380 of mine were able to become paying customers. 00:22:36.880 --> 00:22:40.019 So before I had any expenses for the CRM or for 00:22:40.019 --> 00:22:41.720 marketing or any of these things, before any 00:22:41.720 --> 00:22:44.460 of those expenses came due, I already had new 00:22:44.460 --> 00:22:46.940 revenue coming in the door from customers who 00:22:46.940 --> 00:22:48.359 had been using the product since before it was 00:22:48.359 --> 00:22:52.069 ready for release. So I tested the earliest version 00:22:52.069 --> 00:22:55.609 possible out to validate it by doing some research, 00:22:56.130 --> 00:22:58.609 revising the product based on what the market 00:22:58.609 --> 00:23:01.950 was looking for so that when I launched, it was 00:23:01.950 --> 00:23:04.650 cashflow positive since day one, which is a theme. 00:23:04.670 --> 00:23:06.650 Almost all my businesses, I look to find how 00:23:06.650 --> 00:23:08.890 I can be cashflow positive on day one of launching 00:23:08.890 --> 00:23:11.789 the business. And the only way you do that is 00:23:11.789 --> 00:23:14.910 by shortening the cycle to test your idea out, 00:23:15.869 --> 00:23:18.190 to validate against real potential customers. 00:23:18.430 --> 00:23:21.910 And then C, is that true based on if they're 00:23:21.910 --> 00:23:24.569 actually willing to, for real, pay for the idea 00:23:24.569 --> 00:23:26.730 you have and get it off the ground? And that's 00:23:26.730 --> 00:23:30.069 a model I've used again and again. Yeah, that's 00:23:30.069 --> 00:23:34.650 a great approach. I mean, you've been doing businesses, 00:23:34.710 --> 00:23:38.910 what, you're like 10? High school, I had my first, 00:23:38.990 --> 00:23:41.430 I would say real business then, meaning generating 00:23:41.430 --> 00:23:43.150 revenue, building out a team, you know, scaling 00:23:43.150 --> 00:23:45.089 up a business, systems, and all the things we're 00:23:45.089 --> 00:23:47.859 talking about. But ever since then, yeah, almost 00:23:47.859 --> 00:23:51.519 30 years now. So that's, that's a great approach. 00:23:52.440 --> 00:23:54.759 Um, for people, cause you know, I think people 00:23:54.759 --> 00:23:56.660 get the idea of wanting to start a business. 00:23:56.960 --> 00:23:59.960 They don't really know if it's a problem that 00:23:59.960 --> 00:24:04.299 should be solved. It may be a great idea or something. 00:24:04.539 --> 00:24:07.559 Some people may want what they're trying to create, 00:24:07.559 --> 00:24:09.880 but it may not just be, it may not be a business 00:24:09.880 --> 00:24:13.880 business itself. Um, so testing is a really. 00:24:14.089 --> 00:24:16.109 really good solid approach to, you know, figuring 00:24:16.109 --> 00:24:18.549 out for themselves. And I want to differentiate 00:24:18.549 --> 00:24:20.509 there, though. There's a difference between like, 00:24:20.509 --> 00:24:23.809 you know, focus groups, right? And true testing, 00:24:24.109 --> 00:24:26.910 right? The difference is like a focus group or 00:24:26.910 --> 00:24:30.490 asking informally gives you a signal. You're 00:24:30.490 --> 00:24:32.450 on to something. Someone's like, Oh, yeah, sure. 00:24:32.589 --> 00:24:35.789 I would buy that or oh, that's a valuable idea 00:24:35.789 --> 00:24:38.809 to me. That is a good positive signal. You're 00:24:38.809 --> 00:24:40.549 on the right track, but that's still very different 00:24:40.549 --> 00:24:42.569 than when someone puts a credit card down and 00:24:42.569 --> 00:24:45.230 actually transacts with you. So for me, that's 00:24:45.230 --> 00:24:48.210 always a good signal. I had a business, even 00:24:48.210 --> 00:24:51.109 before the one we were just talking about, where 00:24:51.109 --> 00:24:53.789 we were getting the website online. We weren't 00:24:53.789 --> 00:24:55.809 even ready to accept credit cards and take orders. 00:24:56.150 --> 00:24:59.210 And we had people like buying. And we weren't 00:24:59.210 --> 00:25:02.049 ready to start delivering. And so that was this 00:25:02.049 --> 00:25:05.089 really encouraging signal of people were already 00:25:05.089 --> 00:25:07.049 starting to buy from us. And the product wasn't 00:25:07.049 --> 00:25:08.690 even fully launched. The website wasn't even 00:25:08.690 --> 00:25:11.819 fully online. To this day, I still have no idea 00:25:11.819 --> 00:25:14.579 how they even found us. But we were getting real 00:25:14.579 --> 00:25:16.519 customers who were then circling back after purchasing, 00:25:16.819 --> 00:25:19.799 hey, when can I get access to the service? And 00:25:19.799 --> 00:25:23.420 it was great to get that early validation. So 00:25:23.420 --> 00:25:27.339 look for not just the market research question, 00:25:27.779 --> 00:25:30.720 but actual customers to transact and buy. That 00:25:30.720 --> 00:25:33.279 is how you know you've got an interested customer 00:25:33.279 --> 00:25:39.980 base. There you go. You have been an employer, 00:25:40.339 --> 00:25:41.880 not an employer, but an entrepreneur, excuse 00:25:41.880 --> 00:25:46.140 me, for entrepreneurs for quite some time. And 00:25:46.140 --> 00:25:48.640 one of the main, one of the reasons why you're 00:25:48.640 --> 00:25:51.420 here today is because you have, you've been working 00:25:51.420 --> 00:25:57.940 on your book and it's not quite out yet, but 00:25:57.940 --> 00:26:00.559 you've been doing something that I've kind of 00:26:00.559 --> 00:26:04.480 been a part of and you've been really getting 00:26:04.480 --> 00:26:09.059 feedback. And I'm shifting this way because this 00:26:09.059 --> 00:26:10.500 is basically what you're doing with the book 00:26:10.500 --> 00:26:15.539 as as you just described getting feedback and 00:26:15.539 --> 00:26:19.299 Really creating something that is valuable to 00:26:19.299 --> 00:26:24.079 people entrepreneurs and people alike and this 00:26:24.079 --> 00:26:27.480 is the your business growth playbook and I'm 00:26:27.480 --> 00:26:30.859 gonna look at Before I go into some of the things 00:26:30.859 --> 00:26:34.579 you have because of the way that you approach 00:26:35.960 --> 00:26:39.940 putting your book out, you've gotten some feedback. 00:26:41.380 --> 00:26:45.339 One from one of our mutual partners that we know, 00:26:45.420 --> 00:26:49.720 which is Alex Sanfilippo from PodMatch, and it 00:26:49.720 --> 00:26:52.200 says, your business growth playbook is exactly 00:26:52.200 --> 00:26:55.779 that. A playbook for smart business owners that 00:26:55.779 --> 00:26:58.700 helps them avoid the hustle while achieving greater 00:26:58.700 --> 00:27:03.619 results. Jeremy, you. is helping entrepreneurs 00:27:03.619 --> 00:27:08.339 step out of the struggle and into scale. And 00:27:08.339 --> 00:27:13.099 there's just many, many, many other reviews that 00:27:13.099 --> 00:27:22.539 I've gotten praise for your book. And first of 00:27:22.539 --> 00:27:26.079 all, it was cool to be a part of it. And from 00:27:26.079 --> 00:27:30.859 the book itself to the the cover book and the 00:27:30.859 --> 00:27:35.920 cover of the book and everything. What inspired 00:27:35.920 --> 00:27:39.119 you to write the book? And did you write it just 00:27:39.119 --> 00:27:40.859 for entrepreneurs or who did you write it for? 00:27:41.660 --> 00:27:44.579 Yeah. So first of all, thank you for asking that. 00:27:45.460 --> 00:27:48.900 It's been an incredibly educational journey. 00:27:49.579 --> 00:27:51.640 Before you and I hopped in the studio, we were 00:27:51.640 --> 00:27:53.579 having a conversation and just talking about, 00:27:53.579 --> 00:27:55.799 you know, personal growth, all the things we 00:27:55.799 --> 00:27:57.720 learn, right? We're all students of life growing 00:27:57.720 --> 00:28:00.200 every day, sometimes not knowing where the journey 00:28:00.200 --> 00:28:03.359 will be until we jump in there. So if we look 00:28:03.359 --> 00:28:06.519 back, let me ask a few of your questions here 00:28:06.519 --> 00:28:10.700 together. The idea for the book has been there 00:28:10.700 --> 00:28:12.579 for a while, right? There's strategies I've been 00:28:12.579 --> 00:28:15.059 using with clients and with businesses and in 00:28:15.059 --> 00:28:17.900 my own businesses for almost 30 years. And I 00:28:17.900 --> 00:28:20.380 realized when I look back thematically that there 00:28:20.380 --> 00:28:22.400 was like the same playbook of strategies I draw 00:28:22.400 --> 00:28:25.819 from. There's three variable formula, and there 00:28:25.819 --> 00:28:29.420 are strategies that you can use to improve each 00:28:29.420 --> 00:28:31.059 one of those three variables in the equation 00:28:31.059 --> 00:28:34.079 to increase overall revenue and profits in a 00:28:34.079 --> 00:28:36.819 business. So when I looked at that playbook that 00:28:36.819 --> 00:28:40.519 was in my mind, I realized I could codify this. 00:28:40.579 --> 00:28:42.539 I could put this on paper. And that way, when 00:28:42.539 --> 00:28:44.420 people are feeling stuck in their business and 00:28:44.420 --> 00:28:46.640 wanting to get back to growth, there's something 00:28:46.640 --> 00:28:50.019 they can read that's tactical that they can go 00:28:50.019 --> 00:28:53.119 use. There's a lot of books, and we've all read 00:28:53.119 --> 00:28:55.819 these, where they get you excited with the why, 00:28:56.180 --> 00:28:58.359 and they may even get into the what, but then 00:28:58.359 --> 00:29:01.000 they kind of hold back and don't actually tell 00:29:01.000 --> 00:29:03.880 you the how. And as a reader, I always found 00:29:03.880 --> 00:29:06.180 that frustrating. You get all hot and bothered 00:29:06.180 --> 00:29:08.000 and excited, and then you don't have anything 00:29:08.000 --> 00:29:11.259 to do with that energy. So for me, the books 00:29:11.259 --> 00:29:13.839 I've always loved are the tactical ones that 00:29:13.839 --> 00:29:15.900 show me what to do and tell me the how. So that 00:29:15.900 --> 00:29:17.880 was really, really important for me to have in 00:29:17.880 --> 00:29:20.319 this. And this is why your business growth playbook, 00:29:20.490 --> 00:29:23.529 has that word playbook in there. This is like 00:29:23.529 --> 00:29:25.029 a playbook. You can flip through the section 00:29:25.029 --> 00:29:27.589 you need, use one of the strategies, rinse and 00:29:27.589 --> 00:29:30.309 repeat. And so as I got into this whole book 00:29:30.309 --> 00:29:33.089 writing journey, I learned a ton. One of the 00:29:33.089 --> 00:29:35.630 things was we talk in business about having your 00:29:35.630 --> 00:29:38.490 ideal customer profile, your ICP, or knowing 00:29:38.490 --> 00:29:43.210 who your ideal customer is. This lets you adjust 00:29:43.210 --> 00:29:45.349 your marketing copy to them, your products, your 00:29:45.349 --> 00:29:48.009 services, your languaging, your everything. And 00:29:48.009 --> 00:29:51.210 so for a book, that's the same thing. But in 00:29:51.210 --> 00:29:53.029 book writing parlance, that's what we call your 00:29:53.029 --> 00:29:55.410 reader profile, knowing who it is you want to 00:29:55.410 --> 00:29:59.069 read your book. So I knew who that would be, 00:29:59.150 --> 00:30:01.670 which, to your question, is an established business 00:30:01.670 --> 00:30:06.690 owner. They've seen success. They have proven 00:30:06.690 --> 00:30:09.950 sales process. People are buying their product. 00:30:10.269 --> 00:30:12.960 But what got them to where they are now, isn't 00:30:12.960 --> 00:30:15.460 getting them the next step, right? They've plateaued 00:30:15.460 --> 00:30:17.740 and they want to get back to growth and they're 00:30:17.740 --> 00:30:19.259 looking for that breakthrough. Like how do I 00:30:19.259 --> 00:30:22.180 get back to the exciting growth that was so fun 00:30:22.180 --> 00:30:25.599 and supportive and energizing earlier on in my 00:30:25.599 --> 00:30:29.799 business and isn't working anymore, right? So 00:30:29.799 --> 00:30:32.900 I flushed out that profile and then I did this 00:30:32.900 --> 00:30:34.880 editor process we've been talking about. I reached 00:30:34.880 --> 00:30:37.529 out to my audience and I asked like, hey, Here's 00:30:37.529 --> 00:30:39.190 what I've got for my reader profile. How does 00:30:39.190 --> 00:30:41.210 this resonate with you? What did I miss? What 00:30:41.210 --> 00:30:43.130 do you like? What don't you like? And so on. 00:30:43.609 --> 00:30:46.109 And I got some really great feedback about a 00:30:46.109 --> 00:30:48.470 word being confusing or something not being well 00:30:48.470 --> 00:30:51.250 -defined enough. So for example, I'd originally 00:30:51.250 --> 00:30:54.609 said this was for founders. And then I had someone 00:30:54.609 --> 00:30:58.710 say to me, look, here's founder A, right? They've 00:30:58.710 --> 00:31:01.470 got a nine figure business and a hundred person 00:31:01.470 --> 00:31:05.230 team. And here's founder B, they've got one person 00:31:05.230 --> 00:31:07.759 on their team. Are they both going to use the 00:31:07.759 --> 00:31:10.779 book in the same way? Like, is that who you're 00:31:10.779 --> 00:31:12.700 writing for? And so I took the feedback to heart 00:31:12.700 --> 00:31:14.700 and sort of dialed in all these little pieces 00:31:14.700 --> 00:31:17.700 for exactly who this is. And then this whole 00:31:17.700 --> 00:31:20.000 publishing process, writing this book for the 00:31:20.000 --> 00:31:21.940 audience has been iterative, just like we've 00:31:21.940 --> 00:31:23.720 been talking about with like this MVP of a product 00:31:23.720 --> 00:31:26.819 and incrementally shipping. Instead of just creating 00:31:26.819 --> 00:31:28.559 a book and shipping it to the world and hoping 00:31:28.559 --> 00:31:31.519 people like it, I've invited folks to join me 00:31:31.519 --> 00:31:33.680 on that journey and get early access to that 00:31:33.680 --> 00:31:37.339 manuscript. and start giving feedback and reading 00:31:37.339 --> 00:31:40.940 the entire manuscript and telling me what's confusing, 00:31:41.339 --> 00:31:44.319 what's been helpful, what their thoughts were, 00:31:44.720 --> 00:31:46.660 what they would change, what they didn't like, 00:31:46.680 --> 00:31:50.460 what was slow, what needs more. And so having 00:31:50.460 --> 00:31:52.440 that feedback before it's ready for an editor 00:31:52.440 --> 00:31:55.380 was so, so valuable. So by the time it went to 00:31:55.380 --> 00:31:58.019 an editor, I had a manuscript that had been read 00:31:58.019 --> 00:32:01.319 by my ideal reader that I'd already gotten the 00:32:01.319 --> 00:32:04.869 feedback on. So now... with a physical book in 00:32:04.869 --> 00:32:07.549 hand, it's not a first draft. It's been refined 00:32:07.549 --> 00:32:11.470 by my ideal readers in mass and perfected me 00:32:11.470 --> 00:32:14.250 and then gone through editing and then actually, 00:32:14.250 --> 00:32:16.849 you know, gone and shipped. And the other piece 00:32:16.849 --> 00:32:19.670 that which I love is all that early feedback 00:32:19.670 --> 00:32:22.329 I've been getting through that process. These 00:32:22.329 --> 00:32:24.890 are early reviews. These are people who have 00:32:24.890 --> 00:32:26.849 enjoyed what they've read and want to share that 00:32:26.849 --> 00:32:29.369 early feedback with me, which I'll tell you, 00:32:30.250 --> 00:32:32.190 they the entrepreneurial journey can be lonely 00:32:32.190 --> 00:32:34.490 at times. Right. Especially in the publishing 00:32:34.490 --> 00:32:36.210 space, we think of writers out, you know, by 00:32:36.210 --> 00:32:38.410 the lake, typing a typewriter overlooking, you 00:32:38.410 --> 00:32:40.910 know, the dock, right? Right. It's always so 00:32:40.910 --> 00:32:44.049 the writers are always idealized as a solo pursuit. 00:32:44.130 --> 00:32:46.309 And so to have people providing feedback has 00:32:46.309 --> 00:32:48.930 been so supportive and encouraging along the 00:32:48.930 --> 00:32:51.509 way. And it's validating to know that my message 00:32:51.509 --> 00:32:53.369 is resonating and that this has been helpful 00:32:53.369 --> 00:32:56.769 to people. And that's really helpful to get a 00:32:56.769 --> 00:33:01.950 launch just right. Yeah. extremely different 00:33:01.950 --> 00:33:05.490 than, and I say extremely different because a 00:33:05.490 --> 00:33:08.970 lot of people say, turn your podcast into a book, 00:33:09.349 --> 00:33:12.910 but you turn your book, which is not out yet, 00:33:12.910 --> 00:33:19.450 it will be here this September, correct? But 00:33:19.450 --> 00:33:23.309 you turn your book, your playbook into a podcast. 00:33:26.529 --> 00:33:30.170 And like that was opposite of what is pretty 00:33:30.170 --> 00:33:33.670 like not written, but, you know, kind of state 00:33:33.670 --> 00:33:38.490 it. So what made you do that? As opposed to, 00:33:38.509 --> 00:33:39.730 you know, the other way around. I don't think 00:33:39.730 --> 00:33:41.829 you had a podcast. So that's one thing. Yeah. 00:33:41.930 --> 00:33:45.369 So, you know, I've been invited on to and been 00:33:45.369 --> 00:33:46.950 a guest on, you know, well over 100 podcasts 00:33:46.950 --> 00:33:49.210 and very often hosts will ask me like, well, 00:33:49.230 --> 00:33:51.869 how come you don't have a podcast? Right. And 00:33:51.869 --> 00:33:55.190 it's not something I was looking to do per se. 00:33:55.269 --> 00:33:57.309 I've had ideas for podcasts. But, you know, when 00:33:57.309 --> 00:34:00.039 we're talking about time blocking before, right? 00:34:00.079 --> 00:34:02.220 It's important to know what it is you want to 00:34:02.220 --> 00:34:04.579 create and build and what the time commitment 00:34:04.579 --> 00:34:07.740 will be for that. You know, I'm known for saying 00:34:07.740 --> 00:34:11.079 no to a lot of things, but when I say yes, I'm 00:34:11.079 --> 00:34:13.940 saying yes, 110%. So like, I do a lot of great 00:34:13.940 --> 00:34:16.300 volunteer work, which the prize for that, by 00:34:16.300 --> 00:34:17.900 the way, is you get asked to do more volunteer 00:34:17.900 --> 00:34:21.239 work, which is wonderful. And I appreciate being 00:34:21.239 --> 00:34:23.400 asked, but I'm really clear on like, if something 00:34:23.400 --> 00:34:25.920 is in my area of genius, then yes, I'll make 00:34:25.920 --> 00:34:28.550 the time and I'll be amazing at that. But if 00:34:28.550 --> 00:34:30.090 it's kind of off base, you're just looking for 00:34:30.090 --> 00:34:32.030 a warm body, like there'll be better people who 00:34:32.030 --> 00:34:34.889 can do a better job and can commit the time, 00:34:35.250 --> 00:34:37.550 like save the ask for when I can really over 00:34:37.550 --> 00:34:40.329 deliver and be, you know, be really great with 00:34:40.329 --> 00:34:42.309 that. So in the same way, while working on the 00:34:42.309 --> 00:34:45.269 book to also then be putting together a podcast 00:34:45.269 --> 00:34:48.210 and running my businesses and so on, didn't make 00:34:48.210 --> 00:34:50.030 a whole lot of sense. And the direction I wanted 00:34:50.030 --> 00:34:52.050 to go with the podcast wasn't really congruent 00:34:52.050 --> 00:34:54.769 with what I was working on with the book. But 00:34:54.769 --> 00:34:58.210 over the summer things sort of gelled and I realized 00:34:58.210 --> 00:35:01.690 that you know I now have people using these strategies 00:35:01.690 --> 00:35:03.769 that I have in your business growth playbook 00:35:03.769 --> 00:35:07.489 in their own business and I know people past 00:35:07.489 --> 00:35:09.429 clients and people I've worked with mastermind 00:35:09.429 --> 00:35:12.949 members and so on where they have used the strategies 00:35:12.949 --> 00:35:15.650 that I talk about in the playbook before is codified 00:35:15.650 --> 00:35:18.030 and They've seen great success and breakthroughs 00:35:18.030 --> 00:35:20.380 in their business. So That's when I realized 00:35:20.380 --> 00:35:22.880 it kind of clicked. Oh my gosh. What if I bring 00:35:22.880 --> 00:35:25.239 people on to talk about their journey as a business 00:35:25.239 --> 00:35:28.760 owner where they got stuck and then how they 00:35:28.760 --> 00:35:32.460 broke through because I'm a tactical guy. I like 00:35:32.460 --> 00:35:35.179 the blueprint and the plan, but I also know a 00:35:35.179 --> 00:35:37.579 lot of people really like the stories and seeing 00:35:37.579 --> 00:35:39.159 that the journeys and identifying with other 00:35:39.159 --> 00:35:40.880 people who've been through what they're going 00:35:40.880 --> 00:35:43.340 through because you know, we listen to podcasts. 00:35:43.699 --> 00:35:45.559 We hear people's stories and we say, oh my gosh. 00:35:46.000 --> 00:35:49.139 That was me too, or I hope that'll be me or I'm 00:35:49.139 --> 00:35:51.900 glad that wasn't me right like we can suddenly 00:35:51.900 --> 00:35:53.820 Connect with stories in a whole nother level 00:35:53.820 --> 00:35:57.079 and this is you know my way of bringing these 00:35:57.079 --> 00:36:00.400 these tactics to life Through people's real -world 00:36:00.400 --> 00:36:02.420 stories or breakthroughs in their very own business. 00:36:03.000 --> 00:36:05.380 Yeah, you talk about the the left brain the right 00:36:05.380 --> 00:36:10.000 brain in the intro or the The first chapter. 00:36:10.159 --> 00:36:14.900 I'm not really sure Expound on that a little 00:36:14.900 --> 00:36:18.250 bit Yeah, so some of us connect with stories 00:36:18.250 --> 00:36:20.590 and we, you know, like a fable, right? Like why 00:36:20.590 --> 00:36:22.349 do fables exist and why do these stories that 00:36:22.349 --> 00:36:23.869 have been around for hundreds of thousands of 00:36:23.869 --> 00:36:26.969 years persist? It's because there's stories that 00:36:26.969 --> 00:36:28.710 are passed down verbally and then, you know, 00:36:28.869 --> 00:36:31.690 written down and so on that that teach a point. 00:36:31.849 --> 00:36:33.869 This is how we used to teach us through stories 00:36:33.869 --> 00:36:35.750 because we remember the emotional connection 00:36:35.750 --> 00:36:39.170 we have to the stories, right? Right. There's 00:36:39.170 --> 00:36:42.130 the saying, you know, facts tell stories sell. 00:36:42.769 --> 00:36:45.230 Right. You know that the sale is made emotionally, 00:36:45.250 --> 00:36:50.130 but then justified logically. So for me, like 00:36:50.130 --> 00:36:53.869 I enjoy a story, but I tend to make decisions 00:36:53.869 --> 00:36:56.010 far more logically. And I want to see the playbook 00:36:56.010 --> 00:36:58.090 and the tactics and all that. Right. But I also 00:36:58.090 --> 00:37:00.909 know that I'm not necessarily my own reader, 00:37:01.309 --> 00:37:02.650 which by the way, for our listeners, there's 00:37:02.650 --> 00:37:05.590 a really important lesson. Recognize that typically 00:37:05.590 --> 00:37:07.949 in your business, you're not your own customer. 00:37:08.489 --> 00:37:12.090 Right, you have so much more knowledge in the 00:37:12.090 --> 00:37:14.789 stuff you specialize in than your customers probably 00:37:14.789 --> 00:37:17.269 do and you can't always speak at your level because 00:37:17.269 --> 00:37:20.050 that might not be where they are and you also 00:37:20.050 --> 00:37:22.590 By definition of you doing the thing you're doing 00:37:22.590 --> 00:37:24.530 would not be the kind of person who would buy 00:37:24.530 --> 00:37:27.269 the thing that you're offering So just remember 00:37:27.269 --> 00:37:29.469 that you're serving an audience. That's not you 00:37:29.469 --> 00:37:32.389 and you got to speak to what works for them So 00:37:32.389 --> 00:37:37.239 stories are a great way to make a point And then 00:37:37.239 --> 00:37:39.940 you can reinforce that. So one of the things 00:37:39.940 --> 00:37:42.239 I do as an author is at the end of each one of 00:37:42.239 --> 00:37:46.420 the tactics in the playbook, I've got an action 00:37:46.420 --> 00:37:48.380 box. And it sort of sums up everything you've 00:37:48.380 --> 00:37:50.460 just read and puts it in the tactics that I like 00:37:50.460 --> 00:37:53.300 at the end of a chapter in the form of a few 00:37:53.300 --> 00:37:55.320 questions. This is like the coach and me coming 00:37:55.320 --> 00:37:58.800 out. I ask a few questions that get you thinking 00:37:58.800 --> 00:38:00.639 about what was just covered in that chapter. 00:38:01.099 --> 00:38:03.780 So you can read the story. You can see the examples. 00:38:04.199 --> 00:38:07.179 You can relate to a tactic. And then I give you 00:38:07.179 --> 00:38:09.900 the thought question to either inspire you to 00:38:09.900 --> 00:38:11.699 write down the action item of what you'll do 00:38:11.699 --> 00:38:14.000 or if you to journal about or for you to really 00:38:14.000 --> 00:38:19.480 digest what you've just taken. Now that's important 00:38:19.480 --> 00:38:22.260 because you're actually not only reading and 00:38:22.260 --> 00:38:25.199 reading is great reading this fundamental, but 00:38:25.199 --> 00:38:29.820 you also get the the tactics like you saying 00:38:29.820 --> 00:38:32.900 to really apply some of these strategies and 00:38:32.900 --> 00:38:34.980 one of the strategies that you talked about. 00:38:35.519 --> 00:38:37.239 is let's talk about the first chapter, which 00:38:37.239 --> 00:38:40.760 is the biggest obstacle to growth and profit. 00:38:40.780 --> 00:38:44.500 And one of the stories that you that you that 00:38:44.500 --> 00:38:48.940 you used in here was the story of the wagoner 00:38:48.940 --> 00:38:51.780 in Hercules. Yeah. I really like that. Can you 00:38:51.780 --> 00:38:56.179 expound on that for people so that just expound 00:38:56.179 --> 00:38:59.340 on that? And then I'll ask later. Sure. So we've, 00:38:59.340 --> 00:39:00.980 we've heard the phrase, you know, feeling stuck 00:39:00.980 --> 00:39:04.579 in a rut before. And you know, I sort of I knew 00:39:04.579 --> 00:39:08.260 what that meant, but when I was researching putting 00:39:08.260 --> 00:39:10.280 things together for the book and found the story 00:39:10.280 --> 00:39:12.820 of Hercules in the Wagoneer, it all clicked for 00:39:12.820 --> 00:39:16.900 me. So the story is that there's this guy out 00:39:16.900 --> 00:39:19.320 there. He's got a cart with his two oxen are 00:39:19.320 --> 00:39:21.039 pulling it and he's going along on this road. 00:39:22.820 --> 00:39:25.219 And what do you know? But the cart sort of veers 00:39:25.219 --> 00:39:27.519 off the road, the oxen or lettuce tray, who knows? 00:39:28.019 --> 00:39:30.659 And the wagon gets stuck in this little rut on 00:39:30.659 --> 00:39:33.239 the side of the road. And, you know, the wheel 00:39:33.239 --> 00:39:37.380 is, you know, jammed up there. And so this wagging 00:39:37.380 --> 00:39:40.039 or the guy who drives this wagon gets off and 00:39:40.039 --> 00:39:42.480 is, you know, all distraught because he's literally 00:39:42.480 --> 00:39:46.699 stuck in a rut and praise to Hercules. And he's 00:39:46.699 --> 00:39:49.400 like, ah, like, help me out. Like, I'm stuck 00:39:49.400 --> 00:39:51.800 in this rut. So Hercules comes down and looks 00:39:51.800 --> 00:39:54.699 at this guy who's who's done nothing to fix his 00:39:54.699 --> 00:39:57.280 problem. Right. He's gotten into a situation 00:39:57.280 --> 00:39:59.360 that he didn't necessarily put himself into that 00:39:59.360 --> 00:40:02.000 was out of his control. But instead of doing 00:40:02.000 --> 00:40:03.860 something about it, he just stops and sort of 00:40:03.860 --> 00:40:05.500 throws up his hands literally to the sky and 00:40:05.500 --> 00:40:08.440 is like, help me out of this rut. So Hercules 00:40:08.440 --> 00:40:10.820 is like, come on, man, like you didn't even do 00:40:10.820 --> 00:40:13.480 anything. Like, did you urge your oxen to pull 00:40:13.480 --> 00:40:15.480 the cart to try and get it forward? Did you lean 00:40:15.480 --> 00:40:17.199 in and put a shoulder into the cart to kind of 00:40:17.199 --> 00:40:20.159 push and help help them out? Like, do something, 00:40:20.500 --> 00:40:22.420 right? Take action and then I can help you out. 00:40:22.920 --> 00:40:25.340 And so the wagoner is like, oh, OK. And so he 00:40:25.340 --> 00:40:26.840 leans in and pushes the cart forward. He's like, 00:40:26.880 --> 00:40:29.219 come on, Oxen, like, let's go and urges them 00:40:29.219 --> 00:40:31.989 while leaning into the cart. And then with that 00:40:31.989 --> 00:40:34.670 effort, and then we imagine some help from Hercules, 00:40:34.829 --> 00:40:38.309 the cart is freed and is on its way. And the 00:40:38.309 --> 00:40:40.670 big takeaway for me in all this is there are 00:40:40.670 --> 00:40:43.670 things out of our control, whether that's a changing 00:40:43.670 --> 00:40:45.929 marketplace or changing customers or just the 00:40:45.929 --> 00:40:49.730 trends or politics or whatever that you don't 00:40:49.730 --> 00:40:53.730 control. What we can do is choose how we react. 00:40:54.010 --> 00:40:55.969 What do we do in that situation? What is the 00:40:55.969 --> 00:41:00.230 action that we take? Because our best ideas Those 00:41:00.230 --> 00:41:03.130 don't drive change, right? When we go to a conference, 00:41:03.429 --> 00:41:05.110 when we hear a speaker, when we watch a video 00:41:05.110 --> 00:41:07.789 or hear a podcast and we feel great and we feel 00:41:07.789 --> 00:41:11.690 inspired, that's good. But then what do you do 00:41:11.690 --> 00:41:14.050 with that? What's the action you take from there? 00:41:14.690 --> 00:41:18.130 And so if you take your ideas and then put it 00:41:18.130 --> 00:41:20.130 into action, that's how you see a result. If 00:41:20.130 --> 00:41:22.110 you lean into that cart and you push it and urge 00:41:22.110 --> 00:41:24.590 those auction forward, well, that's how you drive 00:41:24.590 --> 00:41:27.610 change is by doing something. So whatever book 00:41:27.610 --> 00:41:30.269 you read, whatever podcast you listen to, however 00:41:30.269 --> 00:41:33.030 inspired you are, make sure you write down like 00:41:33.030 --> 00:41:34.670 what your action plan is and what you plan to 00:41:34.670 --> 00:41:37.389 get done. And then actually put it on your calendar 00:41:37.389 --> 00:41:40.369 and block the time to accomplish those things 00:41:40.369 --> 00:41:43.989 and get them done. It's good to feel good, right? 00:41:44.090 --> 00:41:46.469 And it's good to feel inspired, but take that 00:41:46.469 --> 00:41:49.570 inspired to action, make that action and expire 00:41:49.570 --> 00:41:53.869 and expire inspired action. And I think that's 00:41:53.869 --> 00:42:01.320 probably when you have so much to look at and 00:42:01.320 --> 00:42:04.900 about Bart it was so much information um sometimes 00:42:04.900 --> 00:42:08.860 I would assert that people don't know what next 00:42:08.860 --> 00:42:10.860 action to take whatever it may look like but 00:42:10.860 --> 00:42:14.639 I think that um you put it together like put 00:42:14.639 --> 00:42:17.260 it together really well it's like you know get 00:42:17.260 --> 00:42:20.159 your boxes and and and really technically look 00:42:20.159 --> 00:42:23.900 at what's the next very next step for you to 00:42:23.900 --> 00:42:29.929 get you know, the next thing done. And, you know, 00:42:30.070 --> 00:42:36.289 one of the, you talked about the, where is that? 00:42:36.769 --> 00:42:39.730 Oh, shoot, where is it at? I think it's shiny 00:42:39.730 --> 00:42:42.170 object, right? The shiny object entrepreneur, 00:42:42.750 --> 00:42:46.010 where the entrepreneur is like, you know, ooh, 00:42:46.010 --> 00:42:47.409 that looks good, ooh, that looks good, ooh, that 00:42:47.409 --> 00:42:50.210 looks good. And pretty much all that ooh looks 00:42:50.210 --> 00:42:53.019 good. It could be good, you know, for particular 00:42:53.019 --> 00:42:55.280 person that's looking for a specific particular 00:42:55.280 --> 00:42:59.159 thing but we need to get focused on you know 00:42:59.159 --> 00:43:02.000 what the next step is for us in moving the needle 00:43:02.000 --> 00:43:04.699 so that we can create growth and you talk about 00:43:04.699 --> 00:43:09.739 plateau as well um can you just go into uh go 00:43:09.739 --> 00:43:12.719 just go into a little depth about the shiny object 00:43:12.719 --> 00:43:16.840 uh mentality and really stopping to Really create 00:43:16.840 --> 00:43:19.119 something for yourself so you can move your business 00:43:19.119 --> 00:43:22.380 forward. Yeah, I think there's three sort of 00:43:22.380 --> 00:43:25.139 gates that every entrepreneur has to get through 00:43:25.139 --> 00:43:27.880 to have a business right and to really be an 00:43:27.880 --> 00:43:31.159 entrepreneur because look the truth is Entrepreneurship 00:43:31.159 --> 00:43:33.719 isn't for everyone like it really is for a select 00:43:33.719 --> 00:43:35.639 few weirdos out there that should be doing this 00:43:35.639 --> 00:43:38.739 right and that's okay the first thing that I 00:43:38.739 --> 00:43:43.760 see commonality of entrepreneurs is we See the 00:43:43.760 --> 00:43:45.980 problem out there We see the gap in the marketplace. 00:43:46.199 --> 00:43:48.139 We see what could be better. Whereas I think 00:43:48.139 --> 00:43:49.960 most folks just accept things that face value 00:43:49.960 --> 00:43:53.820 for what it is. We see, you know, a problem in 00:43:53.820 --> 00:43:55.860 an experience that we have as a consumer or that 00:43:55.860 --> 00:43:58.000 we have in our life. And so that's sort of that 00:43:58.000 --> 00:44:00.800 first thing that we see the opportunity. We might 00:44:00.800 --> 00:44:03.480 be accused of by, you know, friends or spouses 00:44:03.480 --> 00:44:06.800 or family members, whatever of being distractible. 00:44:06.860 --> 00:44:10.059 Right. You know, squirrel, you can get distracted 00:44:10.059 --> 00:44:13.460 by the shiny. Right. And that's often said as 00:44:13.460 --> 00:44:17.159 a negative, but almost every entrepreneur that 00:44:17.159 --> 00:44:20.679 I've worked with or connected with has that aspect. 00:44:20.760 --> 00:44:23.659 And that's because we see the opportunities. 00:44:23.800 --> 00:44:26.360 Right. Whereas others are just tunnel vision. 00:44:26.760 --> 00:44:28.500 We see the opportunities. That's sort of one. 00:44:28.900 --> 00:44:32.800 The second thing is that we have an idea for 00:44:32.800 --> 00:44:35.039 a solution. We see a gap in the marketplace. 00:44:35.539 --> 00:44:39.320 We have an idea for a marketplace that can be 00:44:39.320 --> 00:44:42.659 served. But then that second thing is we know 00:44:42.659 --> 00:44:45.900 what we can do with that. So while some other 00:44:45.900 --> 00:44:49.280 people might see the problem, they'll complain 00:44:49.280 --> 00:44:51.719 about it. They're not talking about a solution. 00:44:51.760 --> 00:44:54.940 They'll just talk about the problem. We entrepreneurs 00:44:54.940 --> 00:44:59.980 see the problem and create the solution. So that's 00:44:59.980 --> 00:45:01.699 two things. But none of that matters without 00:45:01.699 --> 00:45:04.329 the third piece here. And that third is that 00:45:04.329 --> 00:45:07.829 we take action. Some folks are paralyzed by taking 00:45:07.829 --> 00:45:10.989 action. And so they'll see a problem. They'll 00:45:10.989 --> 00:45:13.869 create a solution for it. But then they do nothing 00:45:13.869 --> 00:45:17.110 with it. And until you actually do something 00:45:17.110 --> 00:45:19.489 to bring your solution to market and solve that 00:45:19.489 --> 00:45:23.070 problem for people, it's just another idea. And 00:45:23.070 --> 00:45:25.329 none of the rest of it matters. And so that comes 00:45:25.329 --> 00:45:27.050 back to what we're talking about before, which 00:45:27.050 --> 00:45:30.929 is take action, not just see the idea, not just 00:45:30.929 --> 00:45:33.369 have the solution to it. but do something with 00:45:33.369 --> 00:45:36.530 it do something with it let's talk about that 00:45:36.530 --> 00:45:38.909 a little bit because i think that there are a 00:45:38.909 --> 00:45:42.110 lot of people who not a lot but there are people 00:45:42.110 --> 00:45:45.409 that see the problem and see a solution to the 00:45:45.409 --> 00:45:47.710 problem but they won't take action like you said 00:45:47.710 --> 00:45:52.530 um what's stopping them do you think it's just 00:45:52.530 --> 00:45:57.320 fear or um just the lack of understanding of 00:45:57.320 --> 00:45:59.639 what to do next. What do you think that is? Because 00:45:59.639 --> 00:46:02.019 I know that there's somebody listening that may 00:46:02.019 --> 00:46:05.360 be in that situation for themselves. Yeah. So 00:46:05.360 --> 00:46:10.460 a big piece of it that I see oftentimes is the 00:46:10.460 --> 00:46:12.579 fear piece, right? And that's usually the fear 00:46:12.579 --> 00:46:14.699 of the unknown, right? Or the self -doubt of, 00:46:14.800 --> 00:46:17.179 can I do something with it? Right. Oftentimes, 00:46:18.309 --> 00:46:20.570 The reality is just gets relegated to the back 00:46:20.570 --> 00:46:22.369 burner. You feel inspired, you have an idea and 00:46:22.369 --> 00:46:24.050 then like life comes calling and you're back 00:46:24.050 --> 00:46:27.510 to the job and the family and the other obligations. 00:46:28.230 --> 00:46:30.630 But if you're committed to doing something with 00:46:30.630 --> 00:46:33.789 it, then it's a matter of creating that plan 00:46:33.789 --> 00:46:35.730 like we're talking about and starting down the 00:46:35.730 --> 00:46:37.570 path towards executing that idea and bringing 00:46:37.570 --> 00:46:40.010 it to market. And the truth is you're not going 00:46:40.010 --> 00:46:42.610 to have all the answers, right? No matter how 00:46:42.610 --> 00:46:44.469 many times I launch a new business, I'm always 00:46:44.469 --> 00:46:46.719 starting it with a whole bunch of unknowns. Right. 00:46:46.940 --> 00:46:49.099 Exactly. When you when you leave the house, you 00:46:49.099 --> 00:46:51.400 know, in the car, you don't have all green lights 00:46:51.400 --> 00:46:54.039 the whole way. You don't know where every construction 00:46:54.039 --> 00:46:55.800 is going to be every crosswalk, every, you know, 00:46:55.900 --> 00:46:58.639 dog crossing the road. You leave anyways and 00:46:58.639 --> 00:47:00.760 you start down and along the way you find out 00:47:00.760 --> 00:47:02.699 like, oh, there's construction and there's a 00:47:02.699 --> 00:47:05.420 red light and oh, school school's going. So traffic 00:47:05.420 --> 00:47:06.900 is, you know, a little slower on the crosswalk 00:47:06.900 --> 00:47:09.440 and so on and so on. But that doesn't stop us 00:47:09.440 --> 00:47:12.739 because we have comfort with the fact that when 00:47:12.739 --> 00:47:14.659 we get out on the road, we'll figure this out 00:47:14.659 --> 00:47:17.170 and we'll get there. Right. And so it's about 00:47:17.170 --> 00:47:18.889 bringing that same confidence into launching 00:47:18.889 --> 00:47:21.190 a business idea, knowing you don't have all the 00:47:21.190 --> 00:47:24.789 answers, asking for help, taking that next right 00:47:24.789 --> 00:47:26.989 step, whatever it might be, and knowing you'll 00:47:26.989 --> 00:47:30.610 uncover things as you go. When I first went to, 00:47:30.610 --> 00:47:33.849 you know, to publish my book, I put pen to paper, 00:47:34.570 --> 00:47:37.789 and man, I was confident three, four weeks, I'd 00:47:37.789 --> 00:47:41.110 have this thing print to PDF on Amazon and like 00:47:41.110 --> 00:47:44.550 the book is done. That's it. And boy, each step 00:47:44.550 --> 00:47:46.570 of the way, I got a little deeper and realized 00:47:46.570 --> 00:47:49.369 that no, there's intentionality that goes into 00:47:49.369 --> 00:47:51.690 writing this and getting that early reader feedback 00:47:51.690 --> 00:47:54.110 and getting designs done and working with an 00:47:54.110 --> 00:47:57.429 editor and so on and so forth. Things I didn't 00:47:57.429 --> 00:48:00.190 know to look out for until I jumped in the deep 00:48:00.190 --> 00:48:03.170 end. So you got in. Yeah. Yeah. Every one of 00:48:03.170 --> 00:48:06.050 my peak life experiences when I look back has 00:48:06.050 --> 00:48:09.639 always come from saying yes to a dumb idea. from 00:48:09.639 --> 00:48:11.960 jumping in with both feet saying, yeah, let's 00:48:11.960 --> 00:48:14.320 figure this out because that bigger picture thing 00:48:14.320 --> 00:48:16.699 we're talking about, that sounds great. I don't 00:48:16.699 --> 00:48:19.619 know how I'll get there right now, but I am committed 00:48:19.619 --> 00:48:22.239 to whatever that bigger idea is. So for listeners, 00:48:22.280 --> 00:48:24.800 if you've got that idea for a business, right? 00:48:25.039 --> 00:48:26.980 Flesh it out, right? Start getting some feedback 00:48:26.980 --> 00:48:29.079 from folks. Figure out what that next step is 00:48:29.079 --> 00:48:31.340 to validate that. But more importantly, look 00:48:31.340 --> 00:48:33.940 at what you can do to get it to market and have 00:48:33.940 --> 00:48:36.380 someone say yes to being a customer, right? You 00:48:36.380 --> 00:48:38.280 get a few of those. And you start to get the 00:48:38.280 --> 00:48:40.619 momentum and you start to validate the idea. 00:48:41.079 --> 00:48:42.460 And next thing you know, you look in the rear 00:48:42.460 --> 00:48:44.500 view and you've got a business and you've got 00:48:44.500 --> 00:48:46.139 customers and you've got a product and the rest 00:48:46.139 --> 00:48:48.500 of the stuff you can figure out as you go. Yeah. 00:48:48.500 --> 00:48:50.579 Don't be scared to put yourself out there. Well, 00:48:50.599 --> 00:48:53.659 I think a lot of people are so addicted to the, 00:48:53.659 --> 00:48:57.119 you know, being accepted factor and you gotta 00:48:57.119 --> 00:49:00.019 forget about that. The first one to accept it 00:49:00.019 --> 00:49:01.960 needs to be you, right? The rest of the world 00:49:01.960 --> 00:49:05.280 would catch up with you. Right. You have a quote 00:49:05.280 --> 00:49:08.699 I've never heard before. Um the secret of getting 00:49:08.699 --> 00:49:11.840 ahead is getting started. The secret of getting 00:49:11.840 --> 00:49:14.639 started is breaking your complex overwhelming 00:49:14.639 --> 00:49:19.480 task into small manageable task and then starting 00:49:19.480 --> 00:49:22.739 on the first one, Mark Twain, right? And that's 00:49:22.739 --> 00:49:24.539 kind of what we're speaking to like no matter, 00:49:24.800 --> 00:49:26.420 you know, like you said, what size of the business 00:49:26.420 --> 00:49:30.679 it is like really just get started and don't 00:49:30.679 --> 00:49:33.039 just don't fear the unknown. Yeah. Just put yourself 00:49:33.039 --> 00:49:35.659 out there. Yeah, I mean this we've we've probably 00:49:35.659 --> 00:49:37.699 all heard the phrase like how do you eat an elephant? 00:49:38.320 --> 00:49:41.119 You know one bite at a time Yeah, I didn't hear 00:49:41.119 --> 00:49:43.360 that before and then somebody posed that question 00:49:43.360 --> 00:49:46.059 to me and I was like One bite at a time. I just 00:49:46.059 --> 00:49:48.860 figured that out. But it's just so funny that 00:49:48.860 --> 00:49:50.920 I've never heard that saying before but that's 00:49:50.920 --> 00:49:53.039 the only thing that came to mind Yeah, well we 00:49:53.039 --> 00:49:54.820 look at anything we want to do right and especially 00:49:54.820 --> 00:49:58.440 if it's bigger it can be overwhelming So when 00:49:58.440 --> 00:50:01.579 you break down to like what is the the minimum? 00:50:01.880 --> 00:50:04.039 piece of value you can ship that you can get 00:50:04.039 --> 00:50:07.239 out there to move things forward. And so when 00:50:07.239 --> 00:50:10.360 we talk about heading out to the coffee shop 00:50:10.360 --> 00:50:13.079 or your separate workspace, whatever it is, and 00:50:13.079 --> 00:50:14.659 having an idea of the one to three things you 00:50:14.659 --> 00:50:17.159 want to get done, none of those are these big 00:50:17.159 --> 00:50:20.780 overwhelming tasks like launch business. That's 00:50:20.780 --> 00:50:24.019 a big fuzzy thing. But when you break it down 00:50:24.019 --> 00:50:26.780 to what is that next thing I can do, you can 00:50:26.780 --> 00:50:28.429 get that done. And so you've been with me on 00:50:28.429 --> 00:50:30.269 this book publishing journey, for example. So 00:50:30.269 --> 00:50:32.429 it's like, great. Well, what are the bigger things 00:50:32.429 --> 00:50:34.030 I need to get done? Well, we've got to finalize 00:50:34.030 --> 00:50:37.010 the book title. That's kind of important. A lot 00:50:37.010 --> 00:50:39.250 of things block on that. That's a manageable 00:50:39.250 --> 00:50:41.030 task. But even within that, it's like, all right, 00:50:41.030 --> 00:50:43.909 well, what's the formula for success of what 00:50:43.909 --> 00:50:45.909 a good book title is? All right, what's the research 00:50:45.909 --> 00:50:47.429 that needs to get done to figure that out? What 00:50:47.429 --> 00:50:49.170 are the keywords we're going for? Who's the reader 00:50:49.170 --> 00:50:53.829 profile? It all sort of backfills to, aha, let 00:50:53.829 --> 00:50:56.940 me. Sit down and dial in my reader profile and 00:50:56.940 --> 00:50:59.920 get that locked in and get some feedback. Let 00:50:59.920 --> 00:51:02.420 me write an email out to my list and ask a question 00:51:02.420 --> 00:51:04.900 about this thing and get that done. Let me do 00:51:04.900 --> 00:51:07.000 the research on this thing and finish that up 00:51:07.000 --> 00:51:09.239 before I walk out the door and get that done. 00:51:09.480 --> 00:51:11.920 Right. And each step of the way is the next thing 00:51:11.920 --> 00:51:14.900 you can do that moves you forward. If you think 00:51:14.900 --> 00:51:16.360 about like the compartments in the submarine, 00:51:16.360 --> 00:51:19.000 right. As you go through each one of those compartments, 00:51:19.039 --> 00:51:20.960 you turn around and you turn that watertight 00:51:20.960 --> 00:51:24.420 lock behind you and you move forward. Right, 00:51:24.420 --> 00:51:26.360 and then you can open that next one and step 00:51:26.360 --> 00:51:29.000 through that and close that one up But if we're 00:51:29.000 --> 00:51:32.079 not actually finishing things Then we're just 00:51:32.079 --> 00:51:34.760 starting a thousand tasks and until they ship 00:51:34.760 --> 00:51:37.039 and they get out there. They don't have any value 00:51:37.039 --> 00:51:40.300 So we actually get things done and ship them 00:51:40.300 --> 00:51:45.480 and get the value back Yeah, and that that Speaks 00:51:45.480 --> 00:51:48.460 to scaling business as well, right? Yeah, very 00:51:48.460 --> 00:51:53.710 much. Yeah and you talked about there's a story 00:51:53.710 --> 00:51:59.969 that you used. What was it? There was someone 00:51:59.969 --> 00:52:03.769 and I wanted to kind of shift into your your 00:52:03.769 --> 00:52:05.849 your mastermind. So that's why I use the story. 00:52:06.190 --> 00:52:08.550 There's a story of someone in the mastermind 00:52:08.550 --> 00:52:12.449 that didn't know how to play. Their businesses 00:52:12.449 --> 00:52:15.230 has plateaued, and they didn't know how to scale 00:52:15.230 --> 00:52:17.289 it. But they talked to someone in the mastermind. 00:52:17.469 --> 00:52:19.289 And this is what I want to talk about, which 00:52:19.289 --> 00:52:24.400 is Get yourself connected with other entrepreneurs 00:52:24.400 --> 00:52:29.039 that are doing things like you or better than 00:52:29.039 --> 00:52:34.360 you or just safe. I can't even tell right now. 00:52:34.539 --> 00:52:37.340 They're facing the same problems and really wanting 00:52:37.340 --> 00:52:40.539 to grow their business as well. And entrepreneurship, 00:52:40.780 --> 00:52:45.320 the journey can feel uh lonely right but there 00:52:45.320 --> 00:52:47.699 are ways to really include other entrepreneurs 00:52:47.699 --> 00:52:49.900 in your journey you were in their journey so 00:52:49.900 --> 00:52:52.059 that you can continue to move forward would you 00:52:52.059 --> 00:52:58.539 and you have a um a uh the mastermind and i can't 00:52:58.539 --> 00:53:02.139 see it's not it's the bay is a baby it's not 00:53:02.139 --> 00:53:06.480 bay watch bay area mastermind yeah bay area i'm 00:53:06.480 --> 00:53:09.239 sorry i didn't write it down on my note so it's 00:53:09.239 --> 00:53:13.099 bay area mastermind and you have i'm sorry But 00:53:13.099 --> 00:53:16.619 you have other entrepreneurs that really are 00:53:16.619 --> 00:53:20.320 really growing from your mastermind. And can 00:53:20.320 --> 00:53:23.260 you talk about maybe a story that you can share 00:53:23.260 --> 00:53:26.920 that someone has really grown or got a great 00:53:26.920 --> 00:53:30.260 outcome from being in your mastermind? Yeah. 00:53:30.699 --> 00:53:33.260 So you touched on this idea that I talk about 00:53:33.260 --> 00:53:35.880 a lot, which is the journey of entrepreneurship 00:53:35.880 --> 00:53:40.420 is lonely. And whatever the journey is that you 00:53:40.420 --> 00:53:42.099 are going on in your life, whether it's becoming 00:53:42.099 --> 00:53:44.260 a parent for the first time, whether it's caring 00:53:44.260 --> 00:53:48.460 for an older family member, whether it's launching 00:53:48.460 --> 00:53:50.639 a business, whether it's learning to ride bikes, 00:53:50.840 --> 00:53:54.880 whatever it is, find or create your community 00:53:54.880 --> 00:53:57.400 of other people to be around you who are also 00:53:57.400 --> 00:54:00.659 on that same journey, but naturally will be at 00:54:00.659 --> 00:54:02.199 different steps or having different experiences. 00:54:02.719 --> 00:54:06.599 Because that's how we learn about not just the 00:54:06.599 --> 00:54:09.019 things that we want to learn about, right? We 00:54:09.019 --> 00:54:10.539 don't just get answers to questions we have. 00:54:10.880 --> 00:54:13.440 We learn about things we didn't even know existed, 00:54:14.199 --> 00:54:16.500 knowledge we wouldn't have had before, right? 00:54:16.820 --> 00:54:18.559 So like knowledge kind of falls into one of three 00:54:18.559 --> 00:54:20.400 categories, right? There's the stuff you know 00:54:20.400 --> 00:54:22.840 you know, right? The things you confidently talk 00:54:22.840 --> 00:54:24.300 about, the things that you can teach on, the 00:54:24.300 --> 00:54:26.280 things that you can have a really great conversation 00:54:26.280 --> 00:54:29.539 around, right? There's the things you know you 00:54:29.539 --> 00:54:32.739 don't know. These are the categories of things 00:54:32.739 --> 00:54:35.860 you search online for. The things that you ask 00:54:35.860 --> 00:54:38.059 people about, that you seek out mentors and experts 00:54:38.059 --> 00:54:40.519 on, that you find books and courses on, and so 00:54:40.519 --> 00:54:42.659 forth. Because you know you don't know it and 00:54:42.659 --> 00:54:46.119 you want to find an answer. But the huge giant 00:54:46.119 --> 00:54:48.579 part of that pie chart is the stuff you don't 00:54:48.579 --> 00:54:51.659 know you don't know. So when you surround yourself 00:54:51.659 --> 00:54:53.820 with people on a similar journey, that's where 00:54:53.820 --> 00:54:56.260 you find out about all this, is by hearing them 00:54:56.260 --> 00:54:57.980 share their stories about what's going on, the 00:54:57.980 --> 00:54:59.539 challenges they're facing, the accomplishments 00:54:59.539 --> 00:55:02.380 they've had. And you understand about pitfalls 00:55:02.380 --> 00:55:05.360 that You might have narrowly avoided and he didn't 00:55:05.360 --> 00:55:07.980 even know it, right? Or that might be ahead of 00:55:07.980 --> 00:55:10.860 you on this path and you start to get, you know, 00:55:10.980 --> 00:55:12.619 answers to questions you didn't know you have. 00:55:13.440 --> 00:55:15.260 And that is where I've seen growth so often. 00:55:15.280 --> 00:55:17.000 So I think one of the stories you're alluding 00:55:17.000 --> 00:55:20.260 to is, um, you know, we had two business owners 00:55:20.260 --> 00:55:22.840 across the table from each other in very different 00:55:22.840 --> 00:55:24.360 businesses, right? One had a brick and mortar 00:55:24.360 --> 00:55:27.059 retail store and one had an e -commerce business, 00:55:27.300 --> 00:55:29.639 right? So one's like fully in person and one's 00:55:29.639 --> 00:55:31.949 fully online. They've both been growing their 00:55:31.949 --> 00:55:34.909 business and seeing success. They have customers 00:55:34.909 --> 00:55:37.630 buying from them every single day. It's like 00:55:37.630 --> 00:55:39.570 that's not a problem, but their growth only got 00:55:39.570 --> 00:55:43.050 them so far. And by being in that room and talking 00:55:43.050 --> 00:55:44.469 about what was going on in their business and 00:55:44.469 --> 00:55:47.150 the wins they were having and so forth, there 00:55:47.150 --> 00:55:49.289 was this really interesting knowledge transfer. 00:55:49.809 --> 00:55:52.050 So the e -commerce business owner was hearing 00:55:52.050 --> 00:55:54.489 about this brick and mortar retail store who 00:55:54.489 --> 00:55:58.289 was using direct mail. They were sending out 00:55:58.289 --> 00:56:00.389 physical mailing to people to get them to come 00:56:00.389 --> 00:56:03.250 into the store. And that was working. Every time 00:56:03.250 --> 00:56:05.369 they would send mail out, people came in the 00:56:05.369 --> 00:56:07.730 store and bought, and they could look at how 00:56:07.730 --> 00:56:09.510 much was spent on this and how much new revenue 00:56:09.510 --> 00:56:12.449 came in and see their return on investment, their 00:56:12.449 --> 00:56:16.030 ROI on the direct mail campaigns. Now, the e 00:56:16.030 --> 00:56:17.769 -commerce guy is running an online business and 00:56:17.769 --> 00:56:20.889 using pay -per -click and ads and digital media 00:56:20.889 --> 00:56:23.289 and all these things to bring customers in and 00:56:23.289 --> 00:56:26.730 using email very successfully, but hadn't even 00:56:26.889 --> 00:56:29.090 looked at direct mail, didn't even know the term, 00:56:29.309 --> 00:56:31.030 wouldn't have even known how to start with that. 00:56:31.929 --> 00:56:34.469 So if you don't even know a channel exists, you 00:56:34.469 --> 00:56:36.030 can't go looking for answers because you don't 00:56:36.030 --> 00:56:39.309 even know the right questions to ask. And on 00:56:39.309 --> 00:56:40.949 the flip side, this brick and mortar retail store 00:56:40.949 --> 00:56:44.190 owner wasn't even collecting email addresses 00:56:44.190 --> 00:56:48.090 of customers. There was no email list. There 00:56:48.090 --> 00:56:52.340 was no email marketing to be done. simply by 00:56:52.340 --> 00:56:54.239 these two business owners sharing the strategies 00:56:54.239 --> 00:56:56.699 that were working because this e -comm guy would 00:56:56.699 --> 00:56:59.699 send an email and money would come in. He could 00:56:59.699 --> 00:57:01.480 look at his earnings per click and all these 00:57:01.480 --> 00:57:03.000 stats and metrics that the retail store owner 00:57:03.000 --> 00:57:05.800 had never heard of. And so just by sharing the 00:57:05.800 --> 00:57:07.699 strategies over the course of the month between 00:57:07.699 --> 00:57:10.760 the two meetings, the e -commerce store owner 00:57:10.760 --> 00:57:13.039 used the best practices that they learned about 00:57:13.039 --> 00:57:15.539 and bought a list of people who'd never heard 00:57:15.539 --> 00:57:17.800 of the business before, created a mail piece, 00:57:17.960 --> 00:57:20.079 worked with the mail house, sent out the direct 00:57:20.079 --> 00:57:23.909 mail campaign, had new business coming in from 00:57:23.909 --> 00:57:26.829 new customers in a totally, you know, blue ocean 00:57:26.829 --> 00:57:29.289 of opportunity, right, and was able to share 00:57:29.289 --> 00:57:32.710 the results. That brick and mortar retail store 00:57:32.710 --> 00:57:37.070 owner came back in excited to show that they 00:57:37.070 --> 00:57:39.110 were now collecting email addresses from customers 00:57:39.110 --> 00:57:40.829 when they came into the store and building out 00:57:40.829 --> 00:57:43.670 their list, permission based list. They were 00:57:43.670 --> 00:57:45.630 sending out emails and when they sent an email 00:57:45.630 --> 00:57:48.130 out, customers came in the store and bought. 00:57:48.909 --> 00:57:52.400 So they were adding on incremental new business 00:57:52.400 --> 00:57:55.460 just by leveraging strategies they learned about 00:57:55.460 --> 00:57:58.300 in the room that they wouldn't have had the questions 00:57:58.300 --> 00:58:00.639 of the language to even ask about. They came 00:58:00.639 --> 00:58:03.019 in looking to solve a problem that was top of 00:58:03.019 --> 00:58:05.820 mind for them. And what they really got was so 00:58:05.820 --> 00:58:07.940 much more value by hearing from others sharing 00:58:07.940 --> 00:58:10.300 about what's going on in their business and what's 00:58:10.300 --> 00:58:17.059 working well. How does a person that is in a 00:58:17.059 --> 00:58:20.739 digital business that may be sending out or trying 00:58:20.739 --> 00:58:25.619 to accrue emails but not getting the same result. 00:58:27.199 --> 00:58:30.420 What steps would they take? To get better results 00:58:30.420 --> 00:58:32.119 with their email or to expand beyond that channel? 00:58:32.780 --> 00:58:35.780 To get better results with the email. Yeah, so 00:58:35.780 --> 00:58:38.119 if we want to nerd out on email marketing, a 00:58:38.119 --> 00:58:40.300 common challenge I see is what we call congruency. 00:58:40.599 --> 00:58:42.219 And this, by the way, applies to all your channels. 00:58:42.880 --> 00:58:45.960 You look at where someone first is exposed to 00:58:45.960 --> 00:58:48.780 your ad or your brand or something. And the whole 00:58:48.780 --> 00:58:51.320 journey they go through to becoming a customer 00:58:51.320 --> 00:58:53.380 and going through your new customer journey. 00:58:54.239 --> 00:58:56.940 At any point that you lose congruency in your 00:58:56.940 --> 00:58:59.280 messaging, in your marketing, or any of that, 00:58:59.619 --> 00:59:02.000 you're going to have a drop off. So there's an 00:59:02.000 --> 00:59:03.820 incremental process that I use in looking at 00:59:03.820 --> 00:59:06.039 any funnel to find the worst performing parts 00:59:06.039 --> 00:59:08.900 of it, improve that, rinse, repeat, and so forth. 00:59:09.639 --> 00:59:12.500 When we do a funnel evaluation, every funnel 00:59:12.500 --> 00:59:15.260 has holes in it. And that's actually OK to a 00:59:15.260 --> 00:59:17.880 certain extent. But there's different strategies 00:59:17.880 --> 00:59:20.579 we take to fix it. So in your case, if the example 00:59:20.579 --> 00:59:23.119 you're talking about of emails not getting the 00:59:23.119 --> 00:59:26.860 engagement, the first point is when someone signs 00:59:26.860 --> 00:59:29.320 up or opts in to be on that email list. What 00:59:29.320 --> 00:59:31.539 is it that got them to even give you the email 00:59:31.539 --> 00:59:34.019 address? And what was the the tacit agreement 00:59:34.019 --> 00:59:36.860 you had for why they get on there? Right. So 00:59:36.860 --> 00:59:39.719 a classic mistake I see is like somebody opts 00:59:39.719 --> 00:59:41.820 in to get a newsletter and then you've got like 00:59:41.820 --> 00:59:43.659 a hard sell email to sell something that's like 00:59:43.659 --> 00:59:46.460 a different brand. There's totally not congruency 00:59:46.460 --> 00:59:49.420 there. They wanted a weekly newsletter and you're 00:59:49.420 --> 00:59:51.460 now telling them, hey, go buy this thing from 00:59:51.460 --> 00:59:54.199 somebody else. There are ways to do that, but 00:59:54.199 --> 00:59:56.980 you've lost congruency there. Your highest open 00:59:56.980 --> 00:59:59.380 rates will be on the weekly newsletter they signed 00:59:59.380 --> 01:00:03.420 up for. Or someone buys and they're purchasing 01:00:03.420 --> 01:00:06.260 from you as a customer and they intentionally 01:00:06.260 --> 01:00:09.300 tick the box that says, yes, I want to receive 01:00:09.300 --> 01:00:11.619 offers from you by email. And then you follow 01:00:11.619 --> 01:00:13.940 up with an offer. Well, they wanted that. They 01:00:13.940 --> 01:00:15.619 were looking for that. And so you're delivering. 01:00:15.699 --> 01:00:18.039 So that'll be a higher open rate. All right. 01:00:18.619 --> 01:00:22.900 So there's what the agreement was to what the 01:00:22.900 --> 01:00:25.860 email is about. But the first point of contact 01:00:25.860 --> 01:00:29.099 on the email is that subject line. Is that subject 01:00:29.099 --> 01:00:31.400 line matching what you said they would be getting? 01:00:32.059 --> 01:00:34.579 And then does the subject line flow into what 01:00:34.579 --> 01:00:38.380 the email is about? Is there congruency between 01:00:38.380 --> 01:00:39.900 the subject line, which is the promise of what 01:00:39.900 --> 01:00:42.119 they get when they read the email? and then the 01:00:42.119 --> 01:00:44.380 actual email body. And then we go from what's 01:00:44.380 --> 01:00:46.179 in the email body to what's the offer or the 01:00:46.179 --> 01:00:47.639 next step if you're bringing them to your website 01:00:47.639 --> 01:00:50.519 to buy now, to sign up, to do whatever the action 01:00:50.519 --> 01:00:53.280 is, your call to action, your CTA. Is that congruent 01:00:53.280 --> 01:00:55.420 with what the text is? Then they get to the landing 01:00:55.420 --> 01:00:57.900 page for that. Is that congruent with the email, 01:00:57.940 --> 01:00:59.900 with the subject line and so forth? So you can 01:00:59.900 --> 01:01:01.980 see at any step of the way here, if we don't 01:01:01.980 --> 01:01:05.079 have congruency, people are gonna drop out and 01:01:05.079 --> 01:01:06.880 you'll have a low conversion point along that 01:01:06.880 --> 01:01:12.059 step of the way. Folks, that was worth $1 ,000 01:01:12.059 --> 01:01:16.500 per word. So I hope that people really look at 01:01:16.500 --> 01:01:18.039 that, listen to that. Because, I mean, that's 01:01:18.039 --> 01:01:20.400 what we get, what people get when they go to 01:01:20.400 --> 01:01:26.000 your mastermind group, when they look at their 01:01:26.000 --> 01:01:29.300 business and other people's business in areas 01:01:29.300 --> 01:01:32.340 that their business is working where the others 01:01:32.340 --> 01:01:36.739 are not. You talk about unknown unknown in the 01:01:36.739 --> 01:01:40.019 terms of variables. Is that what that speaks 01:01:40.019 --> 01:01:43.659 to or what is that exactly? Yeah. So the unknown 01:01:43.659 --> 01:01:47.179 unknowns is really just when you hear from others 01:01:47.179 --> 01:01:49.559 about what they're working on, right? We generally 01:01:49.559 --> 01:01:53.940 break everyone's hot seat down to like what's 01:01:53.940 --> 01:01:57.119 working, what's not and where you need help, 01:01:57.260 --> 01:02:00.579 right? So when people share about what's working, 01:02:00.639 --> 01:02:03.369 these are the wins. There's so much to learn 01:02:03.369 --> 01:02:05.409 from people sharing about the things they knocked 01:02:05.409 --> 01:02:07.389 out of the park because they're sharing the best 01:02:07.389 --> 01:02:09.710 of the best. What got a result? And generally, 01:02:09.730 --> 01:02:11.989 you can translate that into your business and 01:02:11.989 --> 01:02:14.809 also get a positive result. They also share about 01:02:14.809 --> 01:02:17.489 what's not working. And so you learn maybe what 01:02:17.489 --> 01:02:21.010 not to do. You generally also can provide some 01:02:21.010 --> 01:02:23.090 feedback and ask some good questions. And then 01:02:23.090 --> 01:02:24.690 where they need help is usually when people come 01:02:24.690 --> 01:02:27.650 in is looking for that big answer is what they're 01:02:27.650 --> 01:02:29.210 looking for. But here's what I find interesting. 01:02:29.789 --> 01:02:31.940 When people join us for the first time, They're 01:02:31.940 --> 01:02:33.679 usually coming in to answer one big question, 01:02:33.679 --> 01:02:35.320 right? Usually they're feeling stuck and they 01:02:35.320 --> 01:02:37.039 want to get back to growth or something's not 01:02:37.039 --> 01:02:40.099 working. They want an answer there. But the pages 01:02:40.099 --> 01:02:42.500 of notes they get when they leave the room is 01:02:42.500 --> 01:02:44.480 not from their hot seat or around that one question. 01:02:44.579 --> 01:02:47.400 It's from what everybody else was sharing. So 01:02:47.400 --> 01:02:50.500 for our listeners, wherever you are in life and 01:02:50.500 --> 01:02:52.920 business and so forth, find a way to surround 01:02:52.920 --> 01:02:55.480 yourself and create or join a community of people 01:02:55.480 --> 01:02:58.199 also on that journey. That's where you find out 01:02:58.199 --> 01:03:01.000 about all these big unknown unknowns. And also, 01:03:01.159 --> 01:03:03.940 when you go and you pick up books, you and I 01:03:03.940 --> 01:03:06.380 are both avid readers. This is one of many bookshelves 01:03:06.380 --> 01:03:09.500 we have around, full of books. I enjoy buying 01:03:09.500 --> 01:03:12.340 books and consuming books and learning from them, 01:03:12.480 --> 01:03:14.679 because I often learn so much when I pick up 01:03:14.679 --> 01:03:16.659 a new book, much more than I ever thought I'd 01:03:16.659 --> 01:03:19.659 get just from that cover alone. But you don't 01:03:19.659 --> 01:03:22.099 know until you get the book, and you still don't 01:03:22.099 --> 01:03:24.619 know until you crack the book open, and you still 01:03:24.619 --> 01:03:25.940 don't know until you actually go through that 01:03:25.940 --> 01:03:29.099 book. Each one of those is an incremental step, 01:03:29.239 --> 01:03:31.840 getting you closer to getting value. But you've 01:03:31.840 --> 01:03:34.860 got to take those individual steps. Individual 01:03:34.860 --> 01:03:41.519 steps. You have a ton of knowledge and a ton 01:03:41.519 --> 01:03:46.360 of skill that people can really learn from. But 01:03:46.360 --> 01:03:51.179 what lessons from your book that people can apply 01:03:51.179 --> 01:03:54.869 now or when they get your book? from who anyone 01:03:54.869 --> 01:03:57.090 who wants to thrive and not just entrepreneurs 01:03:57.090 --> 01:04:00.289 but you know people who may feel like they're 01:04:00.289 --> 01:04:04.010 plateaued in their career yeah what can go ahead 01:04:04.010 --> 01:04:07.530 so uh you may have had this experience yourself 01:04:07.530 --> 01:04:09.449 where there's a book on your bookshelf you you 01:04:09.449 --> 01:04:12.869 find yourself drawn back to you know years many 01:04:12.869 --> 01:04:15.090 years later and you crack it open and you start 01:04:15.090 --> 01:04:18.619 reading it again and you're like oh like who 01:04:18.619 --> 01:04:20.260 came in here when I wasn't looking at like put 01:04:20.260 --> 01:04:21.980 this new chapter in like this wasn't here the 01:04:21.980 --> 01:04:24.800 last time I read the book and it absolutely was 01:04:24.800 --> 01:04:26.780 it just didn't speak to you at that time in your 01:04:26.780 --> 01:04:28.519 life it didn't mean something to you you didn't 01:04:28.519 --> 01:04:31.599 need it right so when you go back and you reread 01:04:31.599 --> 01:04:34.800 a book again you find there's new value there 01:04:34.800 --> 01:04:37.199 right when you go back and you listen to a podcast 01:04:37.199 --> 01:04:39.760 episode you heard before and you're just at a 01:04:39.760 --> 01:04:41.340 different place in life or in business there's 01:04:41.340 --> 01:04:43.320 there's more value there than you got the first 01:04:43.320 --> 01:04:46.679 time right so yeah so don't always view something 01:04:46.679 --> 01:04:50.139 as one and done You can go back to courses, books, 01:04:50.659 --> 01:04:52.079 the knowledge you've brought into your life. 01:04:52.519 --> 01:04:53.900 There's so much untapped knowledge in there. 01:04:53.960 --> 01:04:57.019 Go back, rinse, repeat. And I was really intentional 01:04:57.019 --> 01:04:59.119 when I put your business growth playbook together. 01:04:59.699 --> 01:05:02.780 To have this broken out, there's three big sections, 01:05:02.820 --> 01:05:05.300 one for each of the three variables in my formula. 01:05:06.199 --> 01:05:09.039 And within those are tons of strategies that 01:05:09.039 --> 01:05:13.039 can adjust the lever in each of those three pieces. 01:05:13.880 --> 01:05:16.239 So when you go through, take an iterative approach. 01:05:16.400 --> 01:05:20.300 Right. Apply one tactic, get a result. Right. 01:05:20.420 --> 01:05:22.820 Measure it is really important. And then come 01:05:22.820 --> 01:05:26.239 back and apply a different strategy. And we repeat 01:05:26.239 --> 01:05:27.980 this. And there's a story I share in the book 01:05:27.980 --> 01:05:31.780 about the British cycling team. They were terrible. 01:05:32.119 --> 01:05:35.039 They consistently lost as a cycling team on the 01:05:35.039 --> 01:05:38.320 global race scene for decades until they brought 01:05:38.320 --> 01:05:40.599 in this new head coach who was all about what 01:05:40.599 --> 01:05:43.559 we call incremental gains. So he tests little 01:05:43.559 --> 01:05:45.980 things. to get a result. Some things worked, 01:05:46.039 --> 01:05:48.159 some things didn't, but it was all these little 01:05:48.159 --> 01:05:51.360 small things. But each of these little changes 01:05:51.360 --> 01:05:54.500 can make a 1 % difference. And when you start 01:05:54.500 --> 01:05:57.440 stacking these little 1 % differences, whether 01:05:57.440 --> 01:05:59.239 this was his players washing their hands before 01:05:59.239 --> 01:06:02.659 they eat. Sounds simple, but wouldn't you know 01:06:02.659 --> 01:06:05.239 if you're a competitive athlete and you get sick, 01:06:05.480 --> 01:06:07.619 that can set your training back weeks. And so 01:06:07.619 --> 01:06:10.800 it seems like a small change, but like... Does 01:06:10.800 --> 01:06:12.699 having the team wash their hands before they 01:06:12.699 --> 01:06:14.659 sit down and eat make a difference? What do you 01:06:14.659 --> 01:06:18.159 know? It does. Little thing about changing nutrition 01:06:18.159 --> 01:06:20.980 or changing hydration or changing what they fuel 01:06:20.980 --> 01:06:23.579 and when. Changing the seat position, the seat 01:06:23.579 --> 01:06:26.460 height, what they use for wheels and bars, all 01:06:26.460 --> 01:06:29.239 these little, little variables, they were always 01:06:29.239 --> 01:06:31.699 testing, looking for these little 1 % gains. 01:06:32.519 --> 01:06:34.760 But those have this compounding effect that they 01:06:34.760 --> 01:06:37.070 build on each other. And then you look in the 01:06:37.070 --> 01:06:41.210 rear view that just by testing things out, you 01:06:41.210 --> 01:06:44.369 can move forward a little bit at a time. So come 01:06:44.369 --> 01:06:46.250 back to your business growth playbook, apply 01:06:46.250 --> 01:06:48.909 tactic, right? And then rinse and repeat. Don't 01:06:48.909 --> 01:06:50.789 be afraid to try things because that's how you 01:06:50.789 --> 01:06:53.090 find out what works and what doesn't. And it's 01:06:53.090 --> 01:06:55.369 okay if something doesn't work. It's better to 01:06:55.369 --> 01:06:57.949 fail fast and learn that and then come back and 01:06:57.949 --> 01:07:00.460 apply something else and go from there. If you 01:07:00.460 --> 01:07:02.739 fail, fail fast, fail fast and just bounce back 01:07:02.739 --> 01:07:06.059 with the experiments. I think you did talk about, 01:07:06.300 --> 01:07:08.199 you have three levers, levers, levers, however 01:07:08.199 --> 01:07:10.420 you wanna pronounce it in your book. I didn't 01:07:10.420 --> 01:07:12.280 know if you wanted to go through that real quick 01:07:12.280 --> 01:07:16.840 or if you wanted to, it's good. If not, it's 01:07:16.840 --> 01:07:20.380 okay. We can touch on a high level, right? Yes. 01:07:20.980 --> 01:07:24.389 When we look at this really important... a metric 01:07:24.389 --> 01:07:26.230 to look at in any business. I don't care what 01:07:26.230 --> 01:07:27.630 kind of business you have, this metric matters. 01:07:28.590 --> 01:07:32.010 It's customer lifetime value or CLV. And this 01:07:32.010 --> 01:07:35.530 is what a customer is worth revenue -wise to 01:07:35.530 --> 01:07:37.670 your business over their lifetime of doing business 01:07:37.670 --> 01:07:41.269 with you. So whatever business model you have, 01:07:42.030 --> 01:07:44.090 there is a customer lifetime value there. And 01:07:44.090 --> 01:07:47.969 you may think, but I only have one transaction 01:07:47.969 --> 01:07:50.650 with a customer and that's it. Well, I've worked 01:07:50.650 --> 01:07:52.349 with many businesses that could only transact 01:07:52.349 --> 01:07:56.329 one time. And we found a way, many ways, to increase 01:07:56.329 --> 01:07:58.690 that customer lifetime value. And there's three 01:07:58.690 --> 01:08:01.010 variables that go into that. Improve any one 01:08:01.010 --> 01:08:05.690 of those. You multiply F by A by Q. If you improve 01:08:05.690 --> 01:08:08.510 any one of those, that's a multiplicative result. 01:08:09.110 --> 01:08:13.949 You are multiplying the impact. So for example, 01:08:15.610 --> 01:08:17.930 a simple strategy most folks overlook is this 01:08:17.930 --> 01:08:21.229 idea of raising your prices. It feels silly. 01:08:21.850 --> 01:08:24.250 But when you raise the price, that raises how 01:08:24.250 --> 01:08:26.229 much someone spends when they do business with 01:08:26.229 --> 01:08:30.630 you. And what so many of us forget is that the 01:08:30.630 --> 01:08:33.770 price we charge is a perceived value that we 01:08:33.770 --> 01:08:37.710 have in our mind that a new customer doesn't 01:08:37.710 --> 01:08:40.029 know about until they see us for the first time. 01:08:40.609 --> 01:08:42.869 So whatever pricing model you have is probably 01:08:42.869 --> 01:08:44.930 stuck in years ago when you set that pricing 01:08:44.930 --> 01:08:48.750 model up and you never thought to revisit. So 01:08:48.750 --> 01:08:50.470 what would happen if you were to increase your 01:08:50.470 --> 01:08:53.369 prices? Well, first, you've got to become comfortable 01:08:53.369 --> 01:08:55.170 with that idea or step out of the comfort zone 01:08:55.170 --> 01:08:58.449 and do it anyways. But then we test. I'm not 01:08:58.449 --> 01:08:59.890 saying go to all your existing customers and 01:08:59.890 --> 01:09:01.590 say, guess what? You're going to pay us more 01:09:01.590 --> 01:09:04.210 money now, even though as consumers, we're used 01:09:04.210 --> 01:09:07.510 to companies doing that regularly. So you can 01:09:07.510 --> 01:09:09.029 do that, but you can test it out on your landing 01:09:09.029 --> 01:09:11.569 page. Split test your traffic. Some of your traffic 01:09:11.569 --> 01:09:15.590 sees a different price, and some sees your traditional 01:09:15.590 --> 01:09:18.569 pricing. And does that change things? What I 01:09:18.569 --> 01:09:21.560 can say is experimentally, very often, changing 01:09:21.560 --> 01:09:25.920 your pricing doesn't often impact the conversion 01:09:25.920 --> 01:09:29.039 rates, which means you've left money on the table 01:09:29.039 --> 01:09:31.479 for all the time it took you to become comfortable 01:09:31.479 --> 01:09:33.359 with the idea of raising your price. Now, you 01:09:33.359 --> 01:09:36.979 can't raise it beyond a certain limit. And we 01:09:36.979 --> 01:09:38.859 don't know what that is until we experiment because 01:09:38.859 --> 01:09:41.079 then you do start to hurt conversions. Sometimes, 01:09:41.140 --> 01:09:43.199 though, a price increase actually increases conversions 01:09:43.199 --> 01:09:46.539 because of a perceived value. Your customers 01:09:46.539 --> 01:09:50.479 view you as a more premium brand. So all that 01:09:50.479 --> 01:09:53.199 aside, If we just take simple numbers, and let's 01:09:53.199 --> 01:09:55.880 say you've got a subscription business. Let's 01:09:55.880 --> 01:09:59.500 say you charge $40 a month, and your profit margin 01:09:59.500 --> 01:10:04.720 is $10. So it costs you $30 to service this customer 01:10:04.720 --> 01:10:07.319 that's paying you $40 all in, and your profit 01:10:07.319 --> 01:10:09.420 margin that you clear off, that's $10 a month. 01:10:09.819 --> 01:10:13.859 Easy numbers. Let's say we experiment, and we 01:10:13.859 --> 01:10:15.779 bring that for a new customer to $50 a month. 01:10:16.920 --> 01:10:20.630 That's not that big of a deal. We have a 25 % 01:10:20.630 --> 01:10:22.789 price increase. That's not huge for a new customer 01:10:22.789 --> 01:10:26.270 who's never seen your business before. They probably 01:10:26.270 --> 01:10:28.770 wouldn't know or feel a difference. So let's 01:10:28.770 --> 01:10:31.569 just say you have the same conversion rate. But 01:10:31.569 --> 01:10:33.270 what does that mean for the profit margin? It 01:10:33.270 --> 01:10:34.829 costs you nothing more to get that customer or 01:10:34.829 --> 01:10:39.449 to service them. So even though the overall price 01:10:39.449 --> 01:10:42.649 only went up 25%, your profit margin just doubled. 01:10:42.649 --> 01:10:46.170 It went up 100%. Now you're seeing $20 profit 01:10:46.170 --> 01:10:49.789 a month instead of the 10. meaning you could 01:10:49.789 --> 01:10:54.989 actually convert far fewer customers and still 01:10:54.989 --> 01:10:57.770 have the same or more profit in the business. 01:10:59.010 --> 01:11:01.609 So your gross sales can go up incrementally, 01:11:02.029 --> 01:11:05.229 your profit margin can go up dramatically, and 01:11:05.229 --> 01:11:07.149 you can have a smaller customer base to serve 01:11:07.149 --> 01:11:09.649 while you're making more money overall, right? 01:11:09.970 --> 01:11:12.170 So that's like a simple change you can make that 01:11:12.170 --> 01:11:14.189 many business owners overlook in their business. 01:11:17.479 --> 01:11:22.159 That's detail. And I think that anybody who's 01:11:22.159 --> 01:11:24.060 listening and that has a subscription business 01:11:24.060 --> 01:11:26.720 or just a business at all, that has product where 01:11:26.720 --> 01:11:28.819 it could really like just take that little piece 01:11:28.819 --> 01:11:32.399 right there and apply it to their life and start 01:11:32.399 --> 01:11:34.920 to see conversions and higher profit mergers 01:11:34.920 --> 01:11:40.979 for themselves. And we could go on and on and 01:11:40.979 --> 01:11:47.000 on. And I want to first appreciate your skill 01:11:47.000 --> 01:11:50.520 and appreciate what you bring to a conversation 01:11:50.520 --> 01:11:55.039 and and to people's lives right it it really 01:11:55.039 --> 01:11:57.079 makes a difference if you would just sit and 01:11:57.079 --> 01:12:00.699 listen to what you have to share it really um 01:12:00.699 --> 01:12:03.439 it really makes a difference for entrepreneurs 01:12:03.439 --> 01:12:05.899 and people who are just probably and would you 01:12:05.899 --> 01:12:08.340 you will use the word plateaued in their lives 01:12:08.340 --> 01:12:12.020 or what have you um but as we come to a close 01:12:12.020 --> 01:12:16.739 on on this session um What's one thing that's 01:12:16.739 --> 01:12:18.319 on your heart or your mind that you would like 01:12:18.319 --> 01:12:23.060 to share as your last words on the podcast this 01:12:23.060 --> 01:12:25.920 time? Because I'm sure you'll be back. The world 01:12:25.920 --> 01:12:28.979 can be a big scary place, and it's mostly full 01:12:28.979 --> 01:12:31.479 of unknowns. There's very, very, very, very little 01:12:31.479 --> 01:12:33.539 we actually know about the world around us, right? 01:12:34.579 --> 01:12:37.659 And that's okay. We have all survived that as 01:12:37.659 --> 01:12:42.470 humanity for a very long time. You can too. Don't 01:12:42.470 --> 01:12:44.930 let that fear of the unknown get in the way of 01:12:44.930 --> 01:12:46.949 you stepping out the front door in the morning, 01:12:47.449 --> 01:12:49.510 of launching that business, of trying out that 01:12:49.510 --> 01:12:53.890 new sales channel, of taking a chance on a business 01:12:53.890 --> 01:12:56.449 partner or a new product idea or whatever it 01:12:56.449 --> 01:12:59.210 is. We've all heard nothing ventured, nothing 01:12:59.210 --> 01:13:01.810 gained. There's a lot of truth in that. Just 01:13:01.810 --> 01:13:04.909 be mindful of how you mitigate your risk because 01:13:04.909 --> 01:13:06.909 we can never really eliminate risk. We can just 01:13:06.909 --> 01:13:12.000 mitigate it. Take that step boldly forward, understand 01:13:12.000 --> 01:13:15.699 how to mitigate your risks, but be okay doing 01:13:15.699 --> 01:13:17.739 something to ship some incremental value out 01:13:17.739 --> 01:13:20.060 there to grow yourself personally or grow that 01:13:20.060 --> 01:13:22.100 business. But take action is really what that 01:13:22.100 --> 01:13:25.460 all comes down to. But take action. Jeremy, I 01:13:25.460 --> 01:13:27.819 can't thank you enough for coming back on the 01:13:27.819 --> 01:13:31.180 podcast and sharing your insights or skill. You're 01:13:31.180 --> 01:13:35.289 just, you're just. we're with all and understand 01:13:35.289 --> 01:13:39.489 of business and business growth and in your book. 01:13:41.949 --> 01:13:44.670 People just need to get it when it's when it 01:13:44.670 --> 01:13:47.869 when it comes out, but people can get the first 01:13:47.869 --> 01:13:50.409 chapter now and how do people get in contact 01:13:50.409 --> 01:13:52.329 with you and get that first chapter so they can 01:13:52.329 --> 01:13:56.810 begin to really shift their their business? Yeah, 01:13:56.909 --> 01:13:59.789 so if you head to yourbusinessgrowthplaybook 01:13:59.789 --> 01:14:02.729 .com, you can actually get access to the book 01:14:02.729 --> 01:14:05.989 early. We got a PDF out to you so you can see 01:14:05.989 --> 01:14:10.770 what this book is. You also find pre -order links 01:14:10.770 --> 01:14:12.369 online as well as order links for our listeners 01:14:12.369 --> 01:14:15.670 listening later on to buy the book. But for sure, 01:14:15.890 --> 01:14:18.569 we talked about funnels. When you come to yourbusinessgrowthplaybook 01:14:18.569 --> 01:14:22.170 .com, that's your opportunity to opt in to get 01:14:22.170 --> 01:14:25.739 early access PDF. be part of our community of 01:14:25.739 --> 01:14:27.460 like minded entrepreneurs and business owners 01:14:27.460 --> 01:14:32.039 and start that relationship to get you unstuck 01:14:32.039 --> 01:14:35.060 and back to the growth that we all deserve. Yeah, 01:14:35.380 --> 01:14:40.680 I love it. And it's been an eye opener and just 01:14:40.680 --> 01:14:43.100 a way of raising my understanding of businesses 01:14:43.100 --> 01:14:46.539 as well. Just being connected to you and what 01:14:46.539 --> 01:14:49.659 you have again. I mean, it's it's It's amazing. 01:14:49.800 --> 01:14:52.359 So just know that for yourself. And I'm sure 01:14:52.359 --> 01:14:55.079 you do, but just know that from my perspective, 01:14:55.560 --> 01:14:57.720 that's what you have to offer. So Jeremy, thank 01:14:57.720 --> 01:15:02.020 you for being here on the Thrive Bowl journey. 01:15:02.619 --> 01:15:05.560 And I wish all success to you and your book. 01:15:06.279 --> 01:15:08.939 And as we always say, let's make thriving our 01:15:08.939 --> 01:15:11.319 new normal. And we'll see you next week. Love 01:15:11.319 --> 01:15:13.399 it. Thanks for inviting me on and always great 01:15:13.399 --> 01:15:16.680 chatting with you. Absolutely. Absolutely. Before 01:15:16.680 --> 01:15:18.779 you go, I just want to say thank you. Thank you 01:15:18.779 --> 01:15:21.500 for being a part of the Thrabull journey. Every 01:15:21.500 --> 01:15:23.979 time you show up here, you're choosing growth, 01:15:24.500 --> 01:15:26.600 clarity, and the deeper work of becoming who 01:15:26.600 --> 01:15:28.939 you're meant to be in this world. And if you're 01:15:28.939 --> 01:15:31.680 ready to reconnect with what truly lights you 01:15:31.680 --> 01:15:34.380 up, I created something powerful that can help 01:15:34.380 --> 01:15:37.760 you. It's called The Empowered Path, Seven Days 01:15:37.760 --> 01:15:40.939 to Reclaim Your Purpose and Passion. It's a beautifully 01:15:40.939 --> 01:15:43.579 designed guided workbook that walks you through 01:15:43.579 --> 01:15:46.220 a week of powerful prompts, clarity building 01:15:46.220 --> 01:15:50.220 tools, and real mindset shifts. Now you can get 01:15:50.220 --> 01:15:52.960 instant access to it today. It's a small investment 01:15:52.960 --> 01:15:56.420 for a huge return. Your energy, your clarity, 01:15:56.739 --> 01:15:59.859 your alignment. And if you want to take it deeper, 01:16:00.060 --> 01:16:02.739 check this out. I'm offering a limited number 01:16:02.739 --> 01:16:05.380 of free 30 minute purpose coaching sessions. 01:16:05.579 --> 01:16:08.560 No pressure. No pitch, just space for you to 01:16:08.560 --> 01:16:10.739 reconnect with your direction, your gifts, and 01:16:10.739 --> 01:16:13.560 what's next. So you can grab the guide and book 01:16:13.560 --> 01:16:17.039 your session at the link in the show notes. Let's 01:16:17.039 --> 01:16:19.420 not just go through the motions. Let's really 01:16:19.420 --> 01:16:22.680 walk this path on purpose. I appreciate you. 01:16:22.800 --> 01:16:25.600 And like we always say, let's make thriving our 01:16:25.600 --> 01:16:27.500 new normal. And I'll talk to you soon.