WEBVTT 00:00:21.689 --> 00:00:26.170 Hello and welcome to the Business Abundance podcast. 00:00:26.190 --> 00:00:30.550 Hi. I've got Ian and Rowan here today and we're 00:00:30.550 --> 00:00:34.060 going to be diving into the biggest decisions 00:00:34.060 --> 00:00:37.759 business owners feel they'll face, which is should 00:00:37.759 --> 00:00:40.759 I scale my business and how do I do it right? 00:00:41.100 --> 00:00:44.219 Because, yeah, I feel like people get confused 00:00:44.219 --> 00:00:46.799 about when the right time is or how they do it, 00:00:46.799 --> 00:00:48.679 whether they just employ people, what happens 00:00:48.679 --> 00:00:51.740 if there's not enough work. The options are endless 00:00:51.740 --> 00:00:55.079 about when people come to us and worry about 00:00:55.079 --> 00:00:57.179 where their business is heading. And it's been 00:00:57.179 --> 00:01:01.299 a future proofing. So when we look about it, 00:01:01.340 --> 00:01:06.299 look at it, What do you reckon the biggest issues 00:01:06.299 --> 00:01:08.760 are? Because it could be quite simple to be like, 00:01:08.859 --> 00:01:10.980 I'm going to employ new employees and then I'm 00:01:10.980 --> 00:01:13.340 just going to grow and it's going to be all hunky 00:01:13.340 --> 00:01:16.219 -dory. What stops people from doing that? I don't 00:01:16.219 --> 00:01:17.939 think anything really stops people from doing 00:01:17.939 --> 00:01:19.959 it, from my experience. They just sort of go 00:01:19.959 --> 00:01:22.319 and do it. And then it gets out of control. And 00:01:22.319 --> 00:01:24.459 then they're like, oh, what have I done? Or people 00:01:24.459 --> 00:01:26.760 don't do it. And they're like, oh, I'm not sure 00:01:26.760 --> 00:01:28.909 exactly what you said. Should I employ someone 00:01:28.909 --> 00:01:30.549 or how does that work? And they just get stuck 00:01:30.549 --> 00:01:32.730 at that point. That's me. Or they just grow and 00:01:32.730 --> 00:01:35.790 grow. Hey, mate. Hey. They just grow and grow 00:01:35.790 --> 00:01:37.370 and grow and grow. And then they're like, man, 00:01:37.450 --> 00:01:39.689 this is out of control. It was so interesting. 00:01:39.730 --> 00:01:42.129 I was listening to a podcast earlier today and 00:01:42.129 --> 00:01:45.069 they were saying like, if you have sales people 00:01:45.069 --> 00:01:46.930 that produce really good results, why don't you 00:01:46.930 --> 00:01:48.829 go and employ in a hundred? What's the problem 00:01:48.829 --> 00:01:53.349 with that? Makes sense to me. Makes sense. But 00:01:53.349 --> 00:01:55.650 then you think about... the operational side 00:01:55.650 --> 00:01:57.450 of trying to support the amount of work that's 00:01:57.450 --> 00:02:00.269 going to bring in, and that's where it just gets 00:02:00.269 --> 00:02:03.590 a bit sad. But in theory, employ as many people 00:02:03.590 --> 00:02:05.670 as you can in a successful business and you'll 00:02:05.670 --> 00:02:07.909 grow. Well, in theory, correct. So if you've 00:02:07.909 --> 00:02:10.710 got something successful, and it's making a dollar 00:02:10.710 --> 00:02:12.830 and going well, and you can replicate it, then 00:02:12.830 --> 00:02:15.150 that's probably a good recipe for when to scale. 00:02:16.069 --> 00:02:18.210 And if you've got something that's successful, 00:02:18.789 --> 00:02:21.409 but not going well, or not going well, but successful, 00:02:22.090 --> 00:02:25.099 or makes a dollar and is hard to do, or It's 00:02:25.099 --> 00:02:26.319 just a little bit more complicated than that. 00:02:26.319 --> 00:02:28.939 It makes it very hard to scale because you're 00:02:28.939 --> 00:02:31.919 just scaling whatever mess you have. The effort. 00:02:32.439 --> 00:02:35.719 Yeah. Yeah. At what point do you look at a business, 00:02:36.060 --> 00:02:39.400 let's say a sole trader, who is being successful, 00:02:39.639 --> 00:02:43.219 has got money coming in, and then at what point 00:02:43.219 --> 00:02:45.419 in the cash flow equation do you go, you need 00:02:45.419 --> 00:02:47.240 a salesman or you need to hire someone to do 00:02:47.240 --> 00:02:49.000 this so that you can concentrate on the business? 00:02:49.580 --> 00:02:51.360 It's different for everyone, isn't it? Yeah, 00:02:51.360 --> 00:02:54.150 that's kind of my point. as a sole trader who 00:02:54.150 --> 00:02:56.189 has a business partner for the last seven years. 00:02:56.889 --> 00:02:58.129 This is a counseling session about to happen. 00:02:58.129 --> 00:03:03.650 This is our experience and we've just maintained 00:03:03.650 --> 00:03:06.629 a certain level that keeps us comfortable. Probably 00:03:06.629 --> 00:03:09.669 could look at scaling, wouldn't know where to 00:03:09.669 --> 00:03:14.300 start. Yeah, I'm very excited about this podcast. 00:03:16.419 --> 00:03:18.099 It's funny, like you have a consultant on hand 00:03:18.099 --> 00:03:20.000 to talk to. Anyway, Z, what were you going to 00:03:20.000 --> 00:03:23.199 say? I was just going to say that probably the 00:03:23.199 --> 00:03:25.680 foundation of all of this is you can scale, but 00:03:25.680 --> 00:03:30.620 don't scale your effort, scale the success, like 00:03:30.620 --> 00:03:33.120 you're replicating that success. And if you're 00:03:33.120 --> 00:03:35.139 scaling and it creates more stress and it creates 00:03:35.139 --> 00:03:37.680 more burnout, you're not doing it right or you're 00:03:37.680 --> 00:03:41.449 scaling the wrong thing. I think it's important 00:03:41.449 --> 00:03:43.789 to think of the business as an entity or a model. 00:03:44.610 --> 00:03:48.330 So that if that model is capable of being scaled 00:03:48.330 --> 00:03:51.389 without your, like you're saying, increased effort, 00:03:51.990 --> 00:03:55.469 that's a good indication you can scale. If it 00:03:55.469 --> 00:03:58.169 means if you scale that model and you have increased 00:03:58.169 --> 00:04:00.050 effort, there's only so many hours in the day. 00:04:00.650 --> 00:04:03.710 So you're gonna have a natural bottleneck. So 00:04:03.710 --> 00:04:06.270 the fundamental is there to, in your model, keep. 00:04:06.509 --> 00:04:08.949 taking out the bottlenecks until it's reasonably 00:04:08.949 --> 00:04:11.550 seamless. But it's a lot more complex than that. 00:04:11.889 --> 00:04:15.909 And sometimes people lack the context or perspective 00:04:15.909 --> 00:04:20.370 to do that. It's an interesting one. But at what 00:04:20.370 --> 00:04:22.209 point do you do it? Once you're finding, hey, 00:04:22.209 --> 00:04:24.790 this is working really well, we can replicate 00:04:24.790 --> 00:04:27.790 this with other people's effort or with a machine 00:04:27.790 --> 00:04:29.769 or with a process or whatever that is, we can 00:04:29.769 --> 00:04:31.790 replicate it. People are happy to buy it, it 00:04:31.790 --> 00:04:34.069 makes a bit of money and that model looks good. 00:04:34.470 --> 00:04:36.399 That's a great time to scale it. and go back 00:04:36.399 --> 00:04:38.220 to doing it as a salesperson, well, if that's 00:04:38.220 --> 00:04:39.920 going to help Scarlett and all that other stuff 00:04:39.920 --> 00:04:42.279 makes sense, probably a good time. If all that 00:04:42.279 --> 00:04:43.740 other stuff doesn't make sense and they're just 00:04:43.740 --> 00:04:45.160 selling stuff for the work for you to do and 00:04:45.160 --> 00:04:47.100 you're already busy, there's no point. If we're 00:04:47.100 --> 00:04:48.819 only employing a salesperson because we can't 00:04:48.819 --> 00:04:50.480 do it and we're hoping they will, probably not 00:04:50.480 --> 00:04:52.079 great because we're not telling them what to 00:04:52.079 --> 00:04:53.540 sell, how to sell or anything like that. We're 00:04:53.540 --> 00:04:56.079 hoping they'll sell stuff for us, which generally 00:04:56.079 --> 00:04:58.959 doesn't work too well. Everyone always says like 00:04:58.959 --> 00:05:02.620 start small and then build on that. What happens 00:05:02.620 --> 00:05:06.180 for the small business owner that did start, 00:05:06.560 --> 00:05:09.300 they're the single person and then they employed 00:05:09.300 --> 00:05:12.319 two technicians and then they employed a salesperson 00:05:12.319 --> 00:05:15.079 and then before they know it they have 10 employees 00:05:15.079 --> 00:05:17.399 and they're like this is unmanageable but also 00:05:17.399 --> 00:05:20.439 my goal is for the business to grow. I mean 10 00:05:20.439 --> 00:05:22.279 years ago when they were just the sole trader 00:05:22.279 --> 00:05:24.860 what they're at now is what they dreamed of being 00:05:24.860 --> 00:05:27.759 but it's just not done well. They're probably 00:05:27.759 --> 00:05:29.100 at that point and say what do we do now that 00:05:29.100 --> 00:05:31.089 they're all being told or thinking, oh, now I 00:05:31.089 --> 00:05:33.029 need an operations manager. I need someone to 00:05:33.029 --> 00:05:35.149 run the business for, it's out of control. And 00:05:35.149 --> 00:05:38.129 then they employ someone that, yeah, it's worse. 00:05:38.329 --> 00:05:41.829 Yeah. It's the 90 % of the time. Yeah. Or in 00:05:41.829 --> 00:05:44.490 retail where they've just, they wanted to grow, 00:05:44.550 --> 00:05:46.610 so they bought more stock and then they employed 00:05:46.610 --> 00:05:50.910 a couple of floor staff and then it just... the 00:05:50.910 --> 00:05:52.430 stock is too much and that's where all their 00:05:52.430 --> 00:05:56.649 money is and I know it's so sad. But that is 00:05:56.649 --> 00:05:57.910 a lot of businesses and then you've got the ones 00:05:57.910 --> 00:06:00.170 that do push through and follow through and it 00:06:00.170 --> 00:06:01.790 might just be that they get the right employee 00:06:01.790 --> 00:06:04.170 that fills a gap and helps them take that to 00:06:04.170 --> 00:06:05.970 the next level. There's a bit of luck, maybe 00:06:05.970 --> 00:06:08.709 they've had good advice or they've had a really 00:06:08.709 --> 00:06:11.370 good plan, a good business model and they've 00:06:11.370 --> 00:06:13.709 driven through. But it's kind of like winning 00:06:13.709 --> 00:06:15.589 the lotto, you know, we all hope to win the lotto 00:06:15.589 --> 00:06:16.949 and everyone's buying a ticket, but only some 00:06:16.949 --> 00:06:19.069 people win it. And so when you see a successor, 00:06:19.149 --> 00:06:21.009 oh, they did it. You don't know how lucky they 00:06:21.009 --> 00:06:22.829 were along the way. And you don't know how many 00:06:22.829 --> 00:06:26.329 people didn't do it. That's right. It's never 00:06:26.329 --> 00:06:29.889 easy to scale. That's for sure. But it's going 00:06:29.889 --> 00:06:33.470 back to having a really good model and, you know, 00:06:33.629 --> 00:06:35.720 sticking to the basics, being patient. Scaling 00:06:35.720 --> 00:06:37.240 doesn't sound patient. It's like, let's have 00:06:37.240 --> 00:06:39.660 a crack. I hear scaling. I'm like, yeah, let's 00:06:39.660 --> 00:06:43.279 go, send it. But it is probably more being patient 00:06:43.279 --> 00:06:45.819 than doing that because you've got to make sure 00:06:45.819 --> 00:06:47.939 you've got this right and this right and this 00:06:47.939 --> 00:06:49.480 training down the path. And then once you do 00:06:49.480 --> 00:06:52.259 that, you can press go, but you've got to really 00:06:52.259 --> 00:06:54.339 be pretty disciplined about doing the right things 00:06:54.339 --> 00:06:59.220 and sticking to that. Yeah. So if we have, let's 00:06:59.220 --> 00:07:03.319 just say it is the sole trader and they want 00:07:03.319 --> 00:07:05.759 to grow. What's that signal or that sign that 00:07:05.759 --> 00:07:09.519 it is time or possible? Yeah, I think if you're 00:07:09.519 --> 00:07:11.579 pretty busy, you're making a good dollar, customers 00:07:11.579 --> 00:07:14.040 are happy and you think someone else can do what 00:07:14.040 --> 00:07:17.339 you do. Perfect. Got the funds to support it. 00:07:17.379 --> 00:07:20.439 Yeah. I often think to say to people, it's not 00:07:20.439 --> 00:07:23.319 so much whether you think that will pay for itself 00:07:23.319 --> 00:07:25.720 or et cetera, et cetera. It's probably more being 00:07:25.720 --> 00:07:28.699 at peace with what the worst thing that can happen 00:07:28.699 --> 00:07:33.000 will be. So if you can take that stress out of 00:07:33.000 --> 00:07:35.740 the The equation makes life each day easier. 00:07:35.740 --> 00:07:37.379 So you're not on such a rollercoaster. But for 00:07:37.379 --> 00:07:39.959 example, your sole trader, some person working 00:07:39.959 --> 00:07:43.660 for themselves, by themselves. If they go, I 00:07:43.660 --> 00:07:47.699 put another person on, I'm earning $60 ,000 less 00:07:47.699 --> 00:07:52.240 myself if they don't do anything. And they drive 00:07:52.240 --> 00:07:53.980 me out the wall because I don't like them. That's 00:07:53.980 --> 00:07:55.680 the worst thing that can happen. Okay. But if 00:07:55.680 --> 00:07:57.519 that happens, I can do this. So I'm not going 00:07:57.519 --> 00:07:59.180 to lose 60 ,000 because I'll sack them after 00:07:59.180 --> 00:08:01.259 three months. If they drive me out the wall, 00:08:01.360 --> 00:08:03.980 I'll find someone else after a month. So you 00:08:03.980 --> 00:08:05.420 can sort of, okay, well, that's not going to 00:08:05.420 --> 00:08:06.379 happen. That's probably not the worst thing that's 00:08:06.379 --> 00:08:07.379 going to happen. The worst thing that's going 00:08:07.379 --> 00:08:09.019 to happen is I'm going to lose three months wages, 00:08:09.199 --> 00:08:12.180 15 grand, and I can try again. Okay. Are you 00:08:12.180 --> 00:08:17.459 happy to invest 15 grand to potentially achieve 00:08:17.459 --> 00:08:19.740 the goal that you want to achieve? That's much 00:08:19.740 --> 00:08:21.939 easier decision than worrying about what it'll 00:08:21.939 --> 00:08:23.839 be like in two years. What about this? What about 00:08:23.839 --> 00:08:26.579 this? I find that pretty, pretty good way to 00:08:26.579 --> 00:08:29.339 do it. One bite at a time then. Yeah, correct. 00:08:31.040 --> 00:08:33.340 Yeah, I would have a good hard look at what what 00:08:33.340 --> 00:08:37.080 does work. So for example, you know that the 00:08:37.080 --> 00:08:40.480 software that you have works and you're on the 00:08:40.480 --> 00:08:43.759 basic, what's the word, subscription. It's like 00:08:43.759 --> 00:08:46.879 job management. Yeah, job management for the 00:08:46.879 --> 00:08:49.879 business owner. You know it works and you know 00:08:49.879 --> 00:08:53.580 that you've got one other person and you know 00:08:53.580 --> 00:08:56.500 that they're reliable and so you sort of give 00:08:56.500 --> 00:08:58.899 them more responsibility which takes stuff off 00:08:58.899 --> 00:09:01.860 your plate and then you you upgrade that subscription, 00:09:01.980 --> 00:09:03.980 which might seem like a really small thing, but 00:09:03.980 --> 00:09:07.799 it means that you're giving them investment in 00:09:07.799 --> 00:09:10.039 their job or responsibility within their job. 00:09:10.259 --> 00:09:13.179 And that means that you can then take a step 00:09:13.179 --> 00:09:15.879 back and look at the bigger picture of the business. 00:09:16.460 --> 00:09:22.220 I think I just have, I see it so often when The 00:09:22.220 --> 00:09:24.960 business owner is the one who takes on more work 00:09:24.960 --> 00:09:27.200 as the business grows and then all of a sudden 00:09:27.200 --> 00:09:28.919 they're the marketer and the salesperson and 00:09:28.919 --> 00:09:30.899 then they're looking at business development 00:09:30.899 --> 00:09:33.980 and it just Snowballs, so I would set up the 00:09:33.980 --> 00:09:36.220 foundations first of can I trust the people that 00:09:36.220 --> 00:09:39.899 I work with? To lead to that job and then you 00:09:39.899 --> 00:09:42.460 can sort of grow with their help as well. No, 00:09:42.500 --> 00:09:45.059 it's an interesting perspective Perspective to 00:09:45.059 --> 00:09:47.440 look at it from and it reminds me of a conversation 00:09:47.440 --> 00:09:50.360 I had with someone very similar example, actually, 00:09:50.379 --> 00:09:52.100 they had one employee, but they're talking about 00:09:52.100 --> 00:09:54.820 putting on an apprentice. When does it make sense 00:09:54.820 --> 00:09:57.820 to do that? And again, we just discussed all 00:09:57.820 --> 00:10:02.500 of that. And so like, well, is there something 00:10:02.500 --> 00:10:04.700 for them to do? Oh, they could do this, this 00:10:04.700 --> 00:10:06.879 and this. Is that going to create more work for 00:10:06.879 --> 00:10:09.279 you to teach them or monitor them or et cetera, 00:10:09.340 --> 00:10:12.679 et cetera? Yeah, probably would, you know, et 00:10:12.679 --> 00:10:14.700 cetera, et cetera, et cetera. And they're like, 00:10:14.700 --> 00:10:16.779 oh yeah, but at the end of the day, like I can 00:10:16.779 --> 00:10:18.860 just... I could do some more work and I could 00:10:18.860 --> 00:10:20.320 get the money and then I'll sort of cover the 00:10:20.320 --> 00:10:22.600 cost even if they cost me something. And I was 00:10:22.600 --> 00:10:24.059 like, hang on, if you're going to get an employee, 00:10:24.200 --> 00:10:25.539 are you going to have to carry them or are they 00:10:25.539 --> 00:10:28.580 going to help you? So, and again, someone was 00:10:28.580 --> 00:10:30.259 talking about bringing a business partner in, 00:10:30.500 --> 00:10:31.779 completely different sort of business. They're 00:10:31.779 --> 00:10:33.259 going really well. They're looking to get a business 00:10:33.259 --> 00:10:35.500 partner in to help with the management of the 00:10:35.500 --> 00:10:36.799 business that they didn't really understand. 00:10:37.419 --> 00:10:38.860 And this person had some runs on the board in 00:10:38.860 --> 00:10:42.610 a different industry and whatever. And like, 00:10:42.789 --> 00:10:44.289 oh yeah, they want this, and they want this guarantee, 00:10:44.309 --> 00:10:45.850 and they want this guarantee, and all these sort 00:10:45.850 --> 00:10:48.289 of financial metrics. Like hang on, they start 00:10:48.289 --> 00:10:49.490 coming in, they're saying they're gonna look 00:10:49.490 --> 00:10:50.809 after the business side for you, and they wanna 00:10:50.809 --> 00:10:52.309 be your partner, and all this sort of stuff. 00:10:52.610 --> 00:10:56.309 Like, you're carrying him. And, oh yeah, yeah, 00:10:56.309 --> 00:10:58.269 but they're not gonna have these problems solved, 00:10:58.289 --> 00:10:59.730 because they're gonna do it a lot. No, it's assuming 00:10:59.730 --> 00:11:01.309 he's gonna solve the problem, but if you can't 00:11:01.309 --> 00:11:04.269 commit to, I'm gonna make that stack up for myself, 00:11:04.870 --> 00:11:08.269 he wants you to make a stack up for him, it sounds 00:11:08.269 --> 00:11:09.350 like he'll probably get you to solve the problems 00:11:09.350 --> 00:11:11.289 too. and you're talking about working harder 00:11:11.289 --> 00:11:13.669 or doing some more work or giving them work so 00:11:13.669 --> 00:11:15.610 that they can hit their target, so they can guarantee. 00:11:15.730 --> 00:11:17.950 And I was like, well, if you're going back to 00:11:17.950 --> 00:11:20.009 what you're talking about, yeah, let's look at 00:11:20.009 --> 00:11:22.850 it. Are they gonna solve problems for you? Are 00:11:22.850 --> 00:11:24.490 they gonna actually make your life better so 00:11:24.490 --> 00:11:26.590 you can do other work? Or are you gonna have 00:11:26.590 --> 00:11:28.049 to then go into marketing, you're gonna go on 00:11:28.049 --> 00:11:29.269 the tools, you're gonna have to be sales and 00:11:29.269 --> 00:11:31.029 all these things just to be able to pay their 00:11:31.029 --> 00:11:33.909 wage or fix the problems they create. I always 00:11:33.909 --> 00:11:35.730 have to check myself when I'm answering some 00:11:35.730 --> 00:11:38.029 of those questions and I hear myself say, yeah, 00:11:38.049 --> 00:11:41.230 yeah, but. It's like hang on a second. That's 00:11:41.230 --> 00:11:46.210 probably not a good idea It's um, you find you 00:11:46.210 --> 00:11:48.330 make excuses for the decision that you've already 00:11:48.330 --> 00:11:52.210 made. Yeah. Yep. Yeah 100 % maybe even going 00:11:52.210 --> 00:11:55.049 on that topic but a different topic so I'm looking 00:11:55.049 --> 00:11:57.129 to buy a business recently and it's stacked up 00:11:57.129 --> 00:11:59.730 with what was provided and then more information 00:11:59.730 --> 00:12:02.250 as we we dived in we made it stack up less and 00:12:02.250 --> 00:12:03.690 less and less to the point where it was actually 00:12:03.690 --> 00:12:05.070 going to cost some money to have the business 00:12:05.070 --> 00:12:08.799 and and it's like, oh yeah, but we could do this 00:12:08.799 --> 00:12:10.840 and this and I could, I wouldn't have that much 00:12:10.840 --> 00:12:12.080 wage because I'll be doing the work. And it's 00:12:12.080 --> 00:12:13.620 like, no, hang on. Now we're talking about having 00:12:13.620 --> 00:12:15.600 a terrible job and paying them for it. It's all 00:12:15.600 --> 00:12:18.759 your bonus, not theirs. So go to, okay, well, 00:12:18.759 --> 00:12:21.740 if we're gonna choose to employ someone, what 00:12:21.740 --> 00:12:23.539 are they doing? How's it improving the business? 00:12:23.799 --> 00:12:25.659 Being okay with the worst thing that can happen, 00:12:25.960 --> 00:12:30.320 but they need a role. So let's maybe think of 00:12:30.320 --> 00:12:32.039 what point can you, if you don't have anyone, 00:12:32.039 --> 00:12:34.940 can you get someone? You need. either a product 00:12:34.940 --> 00:12:37.259 or a service that can be replicated. You know 00:12:37.259 --> 00:12:38.879 how to train them on it. It can be delivered 00:12:38.879 --> 00:12:42.519 by someone other than yourself. So I had a sleep 00:12:42.519 --> 00:12:45.700 test once for sleep apnea. Didn't have it, thank 00:12:45.700 --> 00:12:49.559 you, I'm okay. But the lady who I went in to 00:12:49.559 --> 00:12:52.399 see for my $300 to put the equipment on me and 00:12:52.399 --> 00:12:55.919 do the tests and stuff, she'd been there one 00:12:55.919 --> 00:12:59.519 week and she followed a folder with however many 00:12:59.519 --> 00:13:03.070 steps and I was her test dummy pretty much. And 00:13:03.070 --> 00:13:05.450 she got it done, and that was it. And that's 00:13:05.450 --> 00:13:07.470 a national company with sites throughout the 00:13:07.470 --> 00:13:09.889 country that's delivering a pretty useful service 00:13:09.889 --> 00:13:13.049 for people with a manual. Most small business 00:13:13.049 --> 00:13:15.210 owners are like, oh, he couldn't do that. He 00:13:15.210 --> 00:13:16.549 definitely couldn't do it. That's how all the 00:13:16.549 --> 00:13:18.950 big companies are doing it. But the thing is, 00:13:19.370 --> 00:13:22.210 we might in business, being smaller, go, here's 00:13:22.210 --> 00:13:25.309 our service. It's really niche. It's very high 00:13:25.309 --> 00:13:27.450 touch because we can deliver that, whereas other 00:13:27.450 --> 00:13:30.049 people, our competitors can't. But then that's 00:13:30.049 --> 00:13:31.980 really hard to scale, isn't it? So you actually 00:13:31.980 --> 00:13:33.899 got to go, well, what's high value that we can 00:13:33.899 --> 00:13:36.720 do that other people can do for me without my 00:13:36.720 --> 00:13:38.740 need for extra effort. And we also got to take 00:13:38.740 --> 00:13:40.620 that ego out of it, don't we? Because there's 00:13:40.620 --> 00:13:43.480 a lot of the times I look at what I do and I 00:13:43.480 --> 00:13:45.240 think, well, I'm pretty good at it, but there's 00:13:45.240 --> 00:13:46.600 plenty of other people who are good at it as 00:13:46.600 --> 00:13:47.840 well. Yeah, mate, I tell you that every day. 00:13:48.220 --> 00:13:51.159 Yeah, you are pretty good. There's plenty of 00:13:51.159 --> 00:13:53.559 people out there who can do what you do. There's 00:13:53.559 --> 00:13:55.379 billions of people. So when we're looking at 00:13:55.379 --> 00:13:58.379 a business model, it needs to be something that's 00:13:58.379 --> 00:14:02.389 rip. be able to be repeated by other people and 00:14:02.389 --> 00:14:04.429 not with the buts. Oh, but if they were a good, 00:14:04.649 --> 00:14:06.110 if they knew what they were doing or if they 00:14:06.110 --> 00:14:07.549 were smart, oh, there's no smart, but there's 00:14:07.549 --> 00:14:09.929 no good people out there. Maybe your service 00:14:09.929 --> 00:14:12.809 is too complicated for this or maybe it's just 00:14:12.809 --> 00:14:15.950 you need to do it. So I think that first point 00:14:15.950 --> 00:14:18.470 when you get someone else in, can they do something 00:14:18.470 --> 00:14:21.250 effectively be shown and deliver that? And then 00:14:21.250 --> 00:14:23.750 like you said, it's one thing off the plate that 00:14:23.750 --> 00:14:26.269 then you can go to. the next step in the business. 00:14:26.789 --> 00:14:28.850 I always look at your franchises when it comes 00:14:28.850 --> 00:14:31.929 to that sort of thing. And KFC is a good example 00:14:31.929 --> 00:14:33.990 because it's got secret herbs and spices. It's 00:14:33.990 --> 00:14:36.269 a niche. There's only one person who knows it. 00:14:36.389 --> 00:14:37.870 When it first started, there was only one person 00:14:37.870 --> 00:14:40.490 who knew how to make this chicken. And now they're 00:14:40.490 --> 00:14:43.210 everywhere. So if they can do it, you can do 00:14:43.210 --> 00:14:47.169 it is my message, I suppose. Yeah, great. I just 00:14:47.169 --> 00:14:50.149 want to jump back, back to the sort of signs 00:14:50.149 --> 00:14:53.549 you're ready, because there is sort of a checklist 00:14:53.549 --> 00:14:55.870 essentially because you can't now I'm excited. 00:14:56.769 --> 00:14:59.210 You can't see what we got. You can't scale if 00:14:59.210 --> 00:15:01.750 you're not profitable. Well, I mean, you can. 00:15:01.990 --> 00:15:05.389 You can, but it's going to be profitable in business 00:15:05.389 --> 00:15:08.110 value or cash cash flow. You know, some people 00:15:08.110 --> 00:15:10.509 scale and don't make profit, but the business 00:15:10.509 --> 00:15:12.970 value is going up. So yes, that would still effectively 00:15:12.970 --> 00:15:15.409 be profitable in the way you mean it. You've 00:15:15.409 --> 00:15:19.470 got the clear processes. So that's that's the 00:15:19.529 --> 00:15:23.309 KFC example, you've got a strong team foundation, 00:15:23.450 --> 00:15:27.389 which is the employee situation that you've got 00:15:27.389 --> 00:15:30.250 going on there. Customer attention is pretty 00:15:30.250 --> 00:15:35.669 high. You'd have some sort of ability. So say 00:15:35.669 --> 00:15:38.330 a bit of translation there. So if you're doing 00:15:38.330 --> 00:15:40.210 work for people and then they never want to come 00:15:40.210 --> 00:15:42.389 back, you probably shouldn't duplicate that. 00:15:42.389 --> 00:15:45.129 Probably should fix the service. But once customers 00:15:45.129 --> 00:15:48.389 are happy, then it's duplicate. Yeah, they're 00:15:48.389 --> 00:15:51.230 lining up. two days in advance to buy a new phone 00:15:51.230 --> 00:15:53.590 that they could get for half the price if they 00:15:53.590 --> 00:15:58.330 wait a week. Yes, that makes sense. And that 00:15:58.330 --> 00:16:01.149 you know that your product and service is actually 00:16:01.149 --> 00:16:05.889 wanted. I would argue that that's probably the 00:16:05.889 --> 00:16:09.450 checklist of whether you need to or you can. 00:16:09.690 --> 00:16:11.269 Yep, and probably just you have the resource 00:16:11.269 --> 00:16:14.409 to do so. So the resource could be space in the 00:16:14.409 --> 00:16:16.350 office, it could be money, it could be finding 00:16:16.350 --> 00:16:19.450 the right person. But yeah, you can adequately 00:16:19.450 --> 00:16:22.730 bankroll it. And if supply is X, then demand 00:16:22.730 --> 00:16:26.830 needs to be X plus two. A little bit more demand 00:16:26.830 --> 00:16:32.129 than you can supply. We don't do maths. I'm talking 00:16:32.129 --> 00:16:36.870 to the two numbers guys. Never mind. Always have 00:16:36.870 --> 00:16:39.549 more demand than supply. So we already talked 00:16:39.549 --> 00:16:44.860 about the team side of it and how we can... make 00:16:44.860 --> 00:16:47.620 that easier for you. We've also got things like 00:16:47.620 --> 00:16:51.259 automation, which sometimes is a dirty word to 00:16:51.259 --> 00:16:55.019 some business owners because it feels like it 00:16:55.019 --> 00:16:57.500 loses that human touch. And such a good word 00:16:57.500 --> 00:17:01.299 to so many others. Yeah. or it's dirty because 00:17:01.299 --> 00:17:03.419 it feels like you're replacing people's jobs, 00:17:03.519 --> 00:17:05.240 which in small business generally is like... 00:17:05.240 --> 00:17:06.819 So good because you don't have to deal with people. 00:17:08.119 --> 00:17:10.420 Historically, whenever they've talked about people 00:17:10.420 --> 00:17:12.940 replacing jobs, you look at Henry Ford with his 00:17:12.940 --> 00:17:15.460 production lines and then robots. People had 00:17:15.460 --> 00:17:17.119 to service the robots, people had to learn how 00:17:17.119 --> 00:17:19.519 to program the robots, people had to learn how 00:17:19.519 --> 00:17:21.940 to do different skills. So you're not so much 00:17:21.940 --> 00:17:26.980 replacing a job as creating new jobs. Yep. So 00:17:26.980 --> 00:17:31.039 you need to make... automation, your friend, 00:17:31.720 --> 00:17:35.279 I think. So using that job management software, 00:17:35.440 --> 00:17:38.880 not using just Excel. I suppose it's not necessarily 00:17:38.880 --> 00:17:40.599 the word automation. I suppose most things can 00:17:40.599 --> 00:17:42.420 be automated now, but we're talking systems and 00:17:42.420 --> 00:17:45.200 processes, loosely translated to run on a stand. 00:17:46.019 --> 00:17:49.420 So yeah. Having the manual for the CPAP machine 00:17:49.420 --> 00:17:51.720 specialist. Yeah. Okay. So if we're going to 00:17:51.720 --> 00:17:54.259 sell more websites, as an example, in your case, 00:17:54.339 --> 00:17:57.660 well, How can someone do a website exactly the 00:17:57.660 --> 00:18:00.960 same as I can do it or? With the parameters to 00:18:00.960 --> 00:18:03.180 be a good result like I do it and you could very 00:18:03.180 --> 00:18:06.819 easily write down a Simple to follow. Yep. Here's 00:18:06.819 --> 00:18:08.660 here's the process Yeah, and then you have a 00:18:08.660 --> 00:18:10.220 little process that you're reviewing certain 00:18:10.220 --> 00:18:12.279 things to make sure certain boxes are ticked, 00:18:12.440 --> 00:18:15.039 you know So we've got there with the right headings 00:18:15.039 --> 00:18:16.519 and other headings that are going to result in 00:18:16.519 --> 00:18:18.420 most traffic and you know a few bits and pieces 00:18:18.420 --> 00:18:21.019 like that Here's an SEO checklist. Yeah. Yep. 00:18:21.160 --> 00:18:22.960 So that data in the website They talk to the 00:18:22.960 --> 00:18:24.339 client the client has a relationship with them. 00:18:24.339 --> 00:18:26.359 So they a bit of a bond, they're going to learn, 00:18:26.799 --> 00:18:28.460 but technically at the end it's getting checked 00:18:28.460 --> 00:18:30.960 and it's going to be suitable as well. Fundamentally, 00:18:30.980 --> 00:18:33.599 that can be replicated through countless businesses, 00:18:34.420 --> 00:18:36.799 whereas we might think without that, although 00:18:36.799 --> 00:18:38.700 it's not quite going to do it as well as us. 00:18:39.599 --> 00:18:41.900 But it's not true, it's never the case. Yeah, 00:18:41.940 --> 00:18:45.079 I think if you're thinking that this person can't, 00:18:45.180 --> 00:18:47.839 or there isn't anybody out there who can do it 00:18:47.839 --> 00:18:50.160 as well as I can, you probably need to check 00:18:50.160 --> 00:18:52.599 yourself. Have a look in the mirror. and go, 00:18:52.940 --> 00:18:55.279 do I want someone to be able to do it as well 00:18:55.279 --> 00:18:58.240 as I can? This is why I think I can't find anyone. 00:18:58.480 --> 00:19:00.119 Because if there's somebody else out there who 00:19:00.119 --> 00:19:02.779 can do what I can, now there's a threat. Whereas 00:19:02.779 --> 00:19:05.700 actually employ that person. So it's one of these 00:19:05.700 --> 00:19:07.559 barriers to scaling from what I've noticed in 00:19:07.559 --> 00:19:09.759 small businesses. People want it to revolve around 00:19:09.759 --> 00:19:12.660 them for their ego or the fear of someone stealing 00:19:12.660 --> 00:19:15.059 it. So if you do want to scale, you've actually 00:19:15.059 --> 00:19:17.319 got to go, well, I want everyone involved in 00:19:17.319 --> 00:19:21.369 this to outgrow it. Because then that's following 00:19:21.369 --> 00:19:23.269 the business, there's more positions in the business, 00:19:23.349 --> 00:19:25.509 you know, or they're learning and they can't, 00:19:25.509 --> 00:19:26.869 they've gone further in the business, they go 00:19:26.869 --> 00:19:29.529 elsewhere. But that model needs to have people 00:19:29.529 --> 00:19:31.410 coming through it and learning and opportunities. 00:19:31.930 --> 00:19:34.630 What's the saying? It's train people enough that 00:19:34.630 --> 00:19:36.930 they can leave, but have a good enough culture 00:19:36.930 --> 00:19:40.630 that they don't want to. Yeah. That's lovely. 00:19:41.690 --> 00:19:45.289 I'm full of all the heart and feels today. Yeah, 00:19:45.329 --> 00:19:47.769 or it's frustrating when you train them and they 00:19:47.769 --> 00:19:50.960 leave. What happens if you... don't train them 00:19:50.960 --> 00:19:53.180 and they stay. Yeah, yeah. It's a whole lot worse. 00:19:53.680 --> 00:19:57.980 Yours is more cynical than mine. People talk 00:19:57.980 --> 00:19:59.960 about employees and employment and downsides 00:19:59.960 --> 00:20:02.380 usually from a negative, like humans, we'd like 00:20:02.380 --> 00:20:06.720 to go complain first. Negative bias. So scaling, 00:20:07.700 --> 00:20:09.920 we have one of the steps to scale. We need to 00:20:09.920 --> 00:20:12.200 find a model that makes sense that we can replicate, 00:20:12.740 --> 00:20:15.660 that's profitable. and we have resource for. 00:20:15.720 --> 00:20:17.740 So we have the ability to find clients, we have 00:20:17.740 --> 00:20:19.980 the ability to find people, we have the ability 00:20:19.980 --> 00:20:22.319 to find equipment or supplies or whatever that 00:20:22.319 --> 00:20:25.079 is we need to do. And then we need to be able 00:20:25.079 --> 00:20:27.599 to turn that into a documentation and training 00:20:27.599 --> 00:20:29.859 in a way so that it can be repeated and repeated 00:20:29.859 --> 00:20:33.519 as it scales. That's the fundamentals to do it. 00:20:33.779 --> 00:20:36.000 Doing it quickly and just employing someone. 00:20:36.240 --> 00:20:38.240 You're deciding one night I'm going to scale 00:20:38.240 --> 00:20:39.859 because that's my goal and I'm going to make 00:20:39.859 --> 00:20:41.440 that choice and tomorrow I'm going to employ 00:20:41.440 --> 00:20:43.259 someone. And hoping they'll deliver it. That's 00:20:43.259 --> 00:20:44.880 pretty risky. You might get the right person, 00:20:45.180 --> 00:20:47.259 but most of the time it doesn't work out and 00:20:47.259 --> 00:20:49.519 you blame them and it's like, well, no, the model's 00:20:49.519 --> 00:20:51.019 got to be solid and they've got to come into 00:20:51.019 --> 00:20:54.519 that. Generally in life, if you're hoping for 00:20:54.519 --> 00:20:56.559 some success in something, you probably haven't 00:20:56.559 --> 00:20:59.920 got your systems in place and you haven't really 00:20:59.920 --> 00:21:02.539 thought it through. Hope's a dangerous word. 00:21:02.920 --> 00:21:05.700 What would happen? That's super negative. Yeah, 00:21:05.720 --> 00:21:08.480 I know. Don't take my hope away, mate. Well, 00:21:08.539 --> 00:21:10.980 I had that really high point of love and everything, 00:21:11.059 --> 00:21:13.079 so I thought I'd bring it back to cynicism. I 00:21:13.079 --> 00:21:16.920 was going to add, have courage. Have the hope, 00:21:17.079 --> 00:21:20.019 have the courage. And growth, that's your goal. 00:21:21.299 --> 00:21:23.359 Having a plan is better than hope, is my point. 00:21:23.519 --> 00:21:24.740 For a lot of people, they might be listening 00:21:24.740 --> 00:21:26.420 and going, well, you know, I've tried to scale. 00:21:26.519 --> 00:21:28.240 It's taken me four or five years. It sounds like 00:21:28.240 --> 00:21:30.289 it should be pretty quick. Well, it's different 00:21:30.289 --> 00:21:32.170 when you've got a job in the business as well. 00:21:32.170 --> 00:21:34.150 You've got limited time, so you're doing something. 00:21:34.289 --> 00:21:36.750 You don't necessarily know how to solve the particular 00:21:36.750 --> 00:21:39.250 things. So it can take time. You do bit by bit. 00:21:39.589 --> 00:21:41.609 But the thing is, John, to put parts of that 00:21:41.609 --> 00:21:44.950 business in little boxes, train, system, can 00:21:44.950 --> 00:21:47.630 it be repeated? Can we ensure quality? We can. 00:21:47.829 --> 00:21:49.710 All right, let's put someone in that box or something 00:21:49.710 --> 00:21:53.109 in that box and then go from there. And the way 00:21:53.109 --> 00:21:55.109 people can do it faster is, you know, they just 00:21:55.109 --> 00:21:58.230 have more money resource or people resource before 00:21:58.230 --> 00:22:00.380 they start. and they might get eight people together 00:22:00.380 --> 00:22:03.859 from sales and marketing and delivery and underwriting 00:22:03.859 --> 00:22:06.339 and all that sort of stuff. And I think Jack 00:22:06.339 --> 00:22:09.019 Daly has a few different books, but he talks 00:22:09.019 --> 00:22:12.039 about the finance company they set up. This is 00:22:12.039 --> 00:22:14.819 a finance company they set up in the US. By the 00:22:14.819 --> 00:22:17.519 end of it, he had 2 ,000 odd salespeople there. 00:22:17.960 --> 00:22:19.240 But there was eight of them and they sat down 00:22:19.240 --> 00:22:21.279 for two weeks and wrote up all the scripts and 00:22:21.279 --> 00:22:23.440 all the processes and the calls and all the forms 00:22:23.440 --> 00:22:26.640 and all of this before and after. And then they 00:22:26.640 --> 00:22:30.569 set up the system, the CRM. And then they got 00:22:30.569 --> 00:22:32.390 the people in and trained them. They did this 00:22:32.390 --> 00:22:34.309 all before they started. So there's a ton of 00:22:34.309 --> 00:22:36.430 upfront resource and cost going into that. But 00:22:36.430 --> 00:22:39.490 then it started and everyone's ready to go. So 00:22:39.490 --> 00:22:42.849 most people in small business don't or can't 00:22:42.849 --> 00:22:45.369 do that because you need to make money to get 00:22:45.369 --> 00:22:47.329 more resource at the same time. So don't feel 00:22:47.329 --> 00:22:49.690 bad if you're taking your oil. It's just different. 00:22:50.069 --> 00:22:52.589 I think even in the process of getting ready 00:22:52.589 --> 00:22:55.190 to scale, you're making your business better 00:22:55.190 --> 00:22:58.279 because you are setting. the foundations for 00:22:58.279 --> 00:23:00.299 a successful business. You're just, you're learning 00:23:00.299 --> 00:23:03.319 and testing. Yeah. And let's just say you do 00:23:03.319 --> 00:23:06.900 create that template of a phone call. For example, 00:23:07.140 --> 00:23:09.640 you're only going to end up hopefully with better 00:23:09.640 --> 00:23:11.859 customer attention. So it means that your model 00:23:11.859 --> 00:23:13.680 that you're creating now only gets better and 00:23:13.680 --> 00:23:16.720 better. And then as you scale, it becomes threefold. 00:23:17.039 --> 00:23:20.119 Yep. Look at resources as well. I was listening 00:23:20.119 --> 00:23:23.759 to a fella, acquire .com. I think he's the CEO. 00:23:24.250 --> 00:23:27.470 them and basically he finds small businesses, 00:23:27.750 --> 00:23:30.710 sole traders, small to mediums and helps them 00:23:30.710 --> 00:23:36.690 scale and invests as an equity partner. But he's 00:23:36.690 --> 00:23:40.029 made millions upon millions of businesses around 00:23:40.029 --> 00:23:43.309 the world get from zero to one million, one million 00:23:43.309 --> 00:23:44.950 to ten million, ten million to a hundred million, 00:23:45.009 --> 00:23:47.990 a hundred million to a billion. And these people 00:23:47.990 --> 00:23:53.039 are out there who think different to me. They 00:23:53.039 --> 00:23:56.220 just have this ability to look at something and 00:23:56.220 --> 00:23:58.339 go, yeah, you could scale that if you did this 00:23:58.339 --> 00:24:01.160 and this. How much is that worth to you? How 00:24:01.160 --> 00:24:03.660 much is that advice worth to you? That's what 00:24:03.660 --> 00:24:05.799 I see a lot. Hang on, I'm going to pump your 00:24:05.799 --> 00:24:09.240 tires up again. Oh, stop it. Oh, keep going. 00:24:09.599 --> 00:24:11.740 That's what I see a lot with the modeling days 00:24:11.740 --> 00:24:15.160 that you guys do. You take a small to medium 00:24:15.160 --> 00:24:18.259 or a soul trader and you crunch the numbers and 00:24:18.259 --> 00:24:20.559 you go, well, maybe you need to have someone 00:24:20.559 --> 00:24:22.759 doing this instead of you doing it. So now you've 00:24:22.759 --> 00:24:24.960 got an employee and now you've got to sell the 00:24:24.960 --> 00:24:26.660 products and now you need sales but before you 00:24:26.660 --> 00:24:28.779 know you've got 10 employees and you've gone 00:24:28.779 --> 00:24:30.900 from making 100 ,000 a year to a million dollars 00:24:30.900 --> 00:24:33.799 a year. Use the skills that are out there that 00:24:33.799 --> 00:24:35.880 you don't have and there's plenty of people. 00:24:36.759 --> 00:24:38.819 The last thing I'd like to add on scaling, like 00:24:38.819 --> 00:24:41.819 it is a complex thing so keep in mind this is 00:24:41.819 --> 00:24:45.099 a short podcast that I think we're nailing the 00:24:45.099 --> 00:24:48.240 fundamentals here, is that you don't have to... 00:24:48.660 --> 00:24:49.740 overcomplicate things. You don't have to have 00:24:49.740 --> 00:24:51.400 10 products and 10 services. You can just have 00:24:51.400 --> 00:24:53.799 one really good service that you do well. And 00:24:53.799 --> 00:24:56.660 maybe that's sleep apnea test. That's just the 00:24:56.660 --> 00:24:58.519 one thing they're doing from every single town 00:24:58.519 --> 00:25:00.640 and 300 bucks a pop. Yeah, let's just do that 00:25:00.640 --> 00:25:02.579 one service, nail that and then just go to a 00:25:02.579 --> 00:25:04.299 different town and do the same thing. You know, 00:25:04.299 --> 00:25:05.660 we probably try to go, oh, we can do that. And 00:25:05.660 --> 00:25:08.640 we can do that. Oh, we can do that too. And just 00:25:08.640 --> 00:25:11.220 hard to replicate that. So sometimes we just 00:25:11.220 --> 00:25:14.039 need to be boring and patient. And I love being 00:25:14.039 --> 00:25:16.230 on. a bit more interesting, but like in business, 00:25:16.250 --> 00:25:17.950 sometimes it's just a bit of patience. It's a 00:25:17.950 --> 00:25:19.490 bit of boredom. It's just about doing the same 00:25:19.490 --> 00:25:21.650 thing again and again. And then if you look at 00:25:21.650 --> 00:25:23.670 a lot of the companies that are in all the different 00:25:23.670 --> 00:25:25.650 towns, they're just doing one thing. They're 00:25:25.650 --> 00:25:27.029 building that muscle, then they're flexing that 00:25:27.029 --> 00:25:29.329 muscle. Oh, there you go. That's all about the 00:25:29.329 --> 00:25:31.369 ball. So yeah, don't be afraid to keep it simple. 00:25:31.670 --> 00:25:33.170 And you know, you don't have to be the biggest, 00:25:33.289 --> 00:25:34.269 you don't have to be the best, you don't have 00:25:34.269 --> 00:25:35.490 to do those things. You just need a good model 00:25:35.490 --> 00:25:37.349 in the niche and be able to replicate it really 00:25:37.349 --> 00:25:39.170 well and people will be happy to pay for it. 00:25:39.170 --> 00:25:41.430 People will have to work there. So if you can 00:25:41.430 --> 00:25:44.269 keep it simple, then That's a really good sign 00:25:44.269 --> 00:25:47.230 to scale. In the process of doing it, I can imagine 00:25:47.230 --> 00:25:49.509 it gets kind of humbling when you're kind of 00:25:49.509 --> 00:25:51.029 big picture. You look at your business and you 00:25:51.029 --> 00:25:53.769 go, there's no chance. If I add 10 more people, 00:25:53.910 --> 00:25:56.509 it's going to be so exhausted. Yeah, I'm going 00:25:56.509 --> 00:25:59.710 to be, I can't do it. Yeah. Which would be hard. 00:26:00.109 --> 00:26:01.910 But it's good if you are thinking that then it's 00:26:01.910 --> 00:26:04.809 good to change. What do you need to do differently? 00:26:04.890 --> 00:26:08.470 Yeah. And if your goal is to scale or be, I want, 00:26:08.609 --> 00:26:12.819 I want. 10 of this business in 10 different locations 00:26:12.819 --> 00:26:15.940 and Your first step is now this isn't going to 00:26:15.940 --> 00:26:19.299 work. Well, at least you know your goal is 10. 00:26:20.079 --> 00:26:23.720 Yeah Starting one have a devil's advocate as 00:26:23.720 --> 00:26:26.119 well find someone who's going to go know who 00:26:26.119 --> 00:26:27.380 that's not going to work That's not going to 00:26:27.380 --> 00:26:28.799 work. That's not going to work. That's not going 00:26:28.799 --> 00:26:30.759 to work and then work through it That's the resource 00:26:30.759 --> 00:26:33.519 if you don't know have the the knowledge resource 00:26:33.519 --> 00:26:35.619 get someone that does find a mother -in -law 00:26:39.210 --> 00:26:44.069 The mistakes would be scaling too soon. Not having 00:26:44.069 --> 00:26:47.829 under resourced. Yeah. Not having the operational 00:26:47.829 --> 00:26:50.730 foundation. Yep. Under resourced. Under resourced 00:26:50.730 --> 00:26:54.549 again. And leadership readiness. Under resourced. 00:26:54.849 --> 00:26:59.769 Resourced. Why don't you just say under resourced? 00:26:59.890 --> 00:27:01.930 I have these giant boxes in my head with many 00:27:01.930 --> 00:27:05.029 things on them just to make it easy for me. No, 00:27:05.029 --> 00:27:09.210 that's fair. 100%, underprepared, underfunded, 00:27:09.670 --> 00:27:12.730 no people, no clients, whatever, it's all under 00:27:12.730 --> 00:27:15.569 -resourced, just not organized. No systems. Yeah, 00:27:15.789 --> 00:27:18.329 no value, doesn't matter, not resourced, not 00:27:18.329 --> 00:27:20.849 resourced value. You might get lucky and scaling 00:27:20.849 --> 00:27:23.029 will happen, there's a chance that that works. 00:27:23.170 --> 00:27:25.309 Lighting strikes, people win the Powerball as 00:27:25.309 --> 00:27:27.430 well. And then going back to what I meant before 00:27:27.430 --> 00:27:28.990 about being okay with the worst that can happen, 00:27:29.170 --> 00:27:31.089 that's how you tick that under -resource box 00:27:31.089 --> 00:27:33.049 and all those different categories, this is the 00:27:33.049 --> 00:27:34.190 worst that can happen, can I deal with that if 00:27:34.190 --> 00:27:36.329 that happens, am I okay with that? Okay, if I 00:27:36.329 --> 00:27:37.910 am okay with that, you're probably resourced 00:27:37.910 --> 00:27:42.910 enough. Good to go. Yeah. Yeah. I want to see 00:27:42.910 --> 00:27:45.250 people get their goals. I just want to see them 00:27:45.250 --> 00:27:47.849 do it in a healthy, like, a way that doesn't 00:27:47.849 --> 00:27:51.529 stress them out. So, yeah, if you are scaling, 00:27:51.930 --> 00:27:53.990 make sure that you set that foundation first. 00:27:54.250 --> 00:27:57.470 And keep it simple. It's that easy. Advice as 00:27:57.470 --> 00:28:02.140 old as time. Keep it simple, stupid. All right. 00:28:02.339 --> 00:28:04.319 On that note, we'll wrap it up here. I wish you 00:28:04.319 --> 00:28:06.039 all the very best and we'll see you next time. 00:28:06.259 --> 00:28:06.500 So long.