WEBVTT 00:00:07.080 --> 00:00:10.599 Welcome to the Business Abundance podcast, providing 00:00:10.599 --> 00:00:13.039 the tools and knowledge to help small business 00:00:13.039 --> 00:00:16.339 owners succeed. For additional resources, visit 00:00:16.339 --> 00:00:22.480 www .businessabundance .online. Hello. Hi. Whoa. 00:00:22.739 --> 00:00:26.239 Whoa, cut off your intro. Here we go. That's 00:00:26.239 --> 00:00:29.519 going to be one of those ones. Okay. Yellow one's 00:00:29.519 --> 00:00:32.659 up. Welcome back to the Business Abundance podcast. 00:00:32.939 --> 00:00:36.579 I'm Z and I'm here with Rowan and Ian. Totally 00:00:36.579 --> 00:00:39.640 mess with your flow there. I know. She just went 00:00:39.640 --> 00:00:41.840 straight back into it. Yeah. See? Skill. Chill. 00:00:42.460 --> 00:00:46.500 Adaptility. Must be getting old of this. Adaptability. 00:00:47.140 --> 00:00:51.820 Oh, English. That's a big word. Anywho, today 00:00:51.820 --> 00:00:54.520 we're going to be chatting about trying to be 00:00:54.520 --> 00:00:57.600 everyone. No, everything for everyone. I think. 00:00:58.460 --> 00:01:01.799 No. The topic today is thinking about what you 00:01:01.799 --> 00:01:04.780 do in business. Yeah, that's what I heard. Yeah. 00:01:05.260 --> 00:01:08.260 That is what I said. Yeah. Before the episode 00:01:08.260 --> 00:01:11.859 started. Now you've pivoted. Now we're being 00:01:11.859 --> 00:01:13.280 everything to everyone. Is that not the same? 00:01:13.599 --> 00:01:15.180 I don't know if it is. We thought about what 00:01:15.180 --> 00:01:17.439 we're going to do and we're going to do it. Yeah. 00:01:17.579 --> 00:01:20.019 So we're going to stick with that. Yeah. Oh my 00:01:20.019 --> 00:01:22.640 gosh. I see what you guys are doing here. That's 00:01:22.640 --> 00:01:25.609 cool. I don't see what we're doing at all. No, 00:01:25.609 --> 00:01:29.569 we do. Oh, cool. Excellent. I'll just be the 00:01:29.569 --> 00:01:31.870 dumb guy in the corner as usual. That's good 00:01:31.870 --> 00:01:34.549 from you. The number one thing we see is people 00:01:34.549 --> 00:01:36.230 are doing stuff, they're working hard, but they're 00:01:36.230 --> 00:01:37.310 not thinking about what they should be doing. 00:01:37.549 --> 00:01:41.469 Ain't that the truth? No one thinks about what 00:01:41.469 --> 00:01:43.549 they should be doing. What should they be doing? 00:01:44.230 --> 00:01:46.590 Whatever they want to be doing. Oh, the right 00:01:46.590 --> 00:01:48.569 things. Oh, then I wouldn't be working at all. 00:01:48.569 --> 00:01:50.510 For their business. The right things. Ah, whatever 00:01:50.510 --> 00:01:52.810 they want to be doing. Well Ian, you have a business. 00:01:52.969 --> 00:01:57.730 Yes. And you do websites. Yes, sometimes. Mostly 00:01:57.730 --> 00:02:00.950 logos and branding. Well then why do you do websites? 00:02:01.390 --> 00:02:03.709 Because it's a natural extension. What about 00:02:03.709 --> 00:02:06.629 social media? Don't even get me started. I'm 00:02:06.629 --> 00:02:09.430 not even allowed to talk about it. Rowan put 00:02:09.430 --> 00:02:13.430 a gag on me. That's so Ruthless. Yeah, that was 00:02:13.430 --> 00:02:17.090 Ruthless from you. So we think about like in 00:02:17.090 --> 00:02:18.909 business, the number one thing people do, they 00:02:18.909 --> 00:02:21.210 do what they do and they're hard at work, they 00:02:21.210 --> 00:02:22.550 get up and they're like, I've got this and this 00:02:22.550 --> 00:02:24.050 and this to do and they go do all those things 00:02:24.050 --> 00:02:25.469 and they generally like doing the things that 00:02:25.469 --> 00:02:27.590 are easier for them to do or the things that 00:02:27.590 --> 00:02:29.430 are more painful. The fun stuff. Perching them 00:02:29.430 --> 00:02:33.289 at the time so they go deal with that and I'll 00:02:33.289 --> 00:02:35.569 give you an example with my to -do list is always 00:02:35.569 --> 00:02:37.610 quite extensive and there's things that don't 00:02:37.610 --> 00:02:41.849 get done very often. but generally the things 00:02:41.849 --> 00:02:45.150 that have a large impact or consequence get done 00:02:45.150 --> 00:02:48.110 and that that's a fluid thing but I do make sure 00:02:48.110 --> 00:02:49.830 every day I think about what's what is the most 00:02:49.830 --> 00:02:51.789 important thing today even though I said last 00:02:51.789 --> 00:02:53.289 week I'll get that done by Wednesday and then 00:02:53.289 --> 00:02:55.430 that's got closer it's like well is that still 00:02:55.430 --> 00:02:57.990 the most important thing because we only have 00:02:57.990 --> 00:03:01.830 so many hours we only have so much time and it's 00:03:01.830 --> 00:03:03.909 not just us with our time but it's about our 00:03:03.909 --> 00:03:05.349 business what's going to give us the biggest 00:03:05.349 --> 00:03:09.129 impact so for most business owners they're busy 00:03:09.129 --> 00:03:12.250 doing things but they're not at any time thinking 00:03:12.250 --> 00:03:15.669 about what they should be doing. What other people 00:03:15.669 --> 00:03:18.129 should be doing. Well, they looked at it two 00:03:18.129 --> 00:03:21.870 years ago and they never revisited it. And that's 00:03:21.870 --> 00:03:25.229 where we're on the grind, we're running on the 00:03:25.229 --> 00:03:27.409 hamster wheel, and we might be making money, 00:03:27.449 --> 00:03:31.389 we might not, but we're just working. That's 00:03:31.389 --> 00:03:40.590 it. I have to bring up social media But that's 00:03:40.590 --> 00:03:42.889 the I should I be doing tick -tock because everyone 00:03:42.889 --> 00:03:46.009 else is doing tick -tock debacle or Everyone's 00:03:46.009 --> 00:03:49.389 on Instagram. Why am I on Instagram? Oh, they're 00:03:49.389 --> 00:03:51.810 on social media. Why am I on social media? Those 00:03:51.810 --> 00:03:54.990 sort of things that do I need a website where 00:03:54.990 --> 00:03:58.189 everyone else does so I need a website those 00:03:58.189 --> 00:04:02.319 sort of Issues I guess I guess the easy easy 00:04:02.319 --> 00:04:06.879 way to triage any of that is What's your intention 00:04:06.879 --> 00:04:12.659 and what are your expected outcomes? so it's 00:04:12.659 --> 00:04:15.539 It's used a lot in business and and it's a trend 00:04:15.539 --> 00:04:18.639 now in the educational realm as well that here 00:04:18.639 --> 00:04:21.220 are our learning intentions So what are our intentions 00:04:21.220 --> 00:04:23.779 for starting a social media page, and then what 00:04:23.779 --> 00:04:27.220 are the outcomes I? I desire to achieve from 00:04:27.220 --> 00:04:29.699 having a social media page. What's the intention 00:04:29.699 --> 00:04:35.439 of having a website? Or even go full macro, what's 00:04:35.439 --> 00:04:37.439 the intention of even having a business? And 00:04:37.439 --> 00:04:40.420 what outcomes do I want from this business? And 00:04:40.420 --> 00:04:45.860 then funnel it down into little niches of opportunities. 00:04:47.300 --> 00:04:49.920 But then you look at Rowan's which is sort of 00:04:49.920 --> 00:04:55.269 on the not so... big picture but important day 00:04:55.269 --> 00:04:59.629 -to -day tasks is me responding to that sales 00:04:59.629 --> 00:05:01.470 inquiry actually going to make a difference today 00:05:01.470 --> 00:05:04.430 or can it be done later? Yeah, do we take the 00:05:04.430 --> 00:05:08.470 loss? What's the impact we're looking for? It's 00:05:08.470 --> 00:05:11.629 not just our time. It's the activities that we're 00:05:11.629 --> 00:05:13.970 doing that day. It's the which processes do we 00:05:13.970 --> 00:05:16.290 have its what prices are we setting or products? 00:05:16.290 --> 00:05:18.649 We're offering we had a client a few weeks back 00:05:18.649 --> 00:05:20.810 and we went through pricing We're looking at 00:05:20.810 --> 00:05:22.790 different jobs and they price them all the same 00:05:22.790 --> 00:05:24.850 way and we we have a little way to do it Which 00:05:24.850 --> 00:05:27.089 which is pretty cool and you can see what's actually 00:05:27.089 --> 00:05:29.149 the most profitable which is completely different 00:05:29.149 --> 00:05:33.290 my favorite and This guy's gone. Oh, I've known 00:05:33.290 --> 00:05:35.149 that for six months. I should be doing more of 00:05:35.149 --> 00:05:36.810 that It's like we're the mayor's I hate these 00:05:36.810 --> 00:05:39.209 other ones. We're not for it. It's like six months 00:05:39.209 --> 00:05:40.839 a banging his head against the wall dealing with 00:05:40.839 --> 00:05:43.920 his stuff and he could have spent two days just 00:05:43.920 --> 00:05:47.699 not done anything else taking the pain and dealt 00:05:47.699 --> 00:05:50.660 with it and changed it and I think that's where 00:05:50.660 --> 00:05:52.860 most people probably you can relate it doesn't 00:05:52.860 --> 00:05:55.079 have to be on those topics but you think about 00:05:55.079 --> 00:05:56.720 it man I spent a little bit of the time thinking 00:05:56.720 --> 00:05:58.240 about what's the right thing to do and then I 00:05:58.240 --> 00:05:59.480 just changed what I did to be the right thing 00:05:59.480 --> 00:06:03.199 again like when you start a business you you're 00:06:03.199 --> 00:06:04.939 hustling you're doing what you need to do you're 00:06:04.939 --> 00:06:06.339 getting the work in you're making money and then 00:06:06.339 --> 00:06:08.470 it grows and then you stop making money People 00:06:08.470 --> 00:06:11.089 often say that, and it's because you stop thinking 00:06:11.089 --> 00:06:12.810 about what's the right thing to do. People are 00:06:12.810 --> 00:06:15.329 doing stuff, but when you start, you are doing 00:06:15.329 --> 00:06:16.670 the right thing to do because you know what you 00:06:16.670 --> 00:06:18.829 need to do that day. And then as it gets bigger 00:06:18.829 --> 00:06:21.689 and as it gets more complex, people lose that 00:06:21.689 --> 00:06:24.490 ability to go, does that actually make sense? 00:06:24.990 --> 00:06:28.350 How do they then identify? So let's say you've 00:06:28.350 --> 00:06:32.389 been in business for 24 months, two years, and 00:06:32.389 --> 00:06:33.970 you've got through the grind, you've got a steady 00:06:33.970 --> 00:06:37.060 flow of customers, and you're busy. you're finding 00:06:37.060 --> 00:06:40.779 yourself 65, 70 hours a week, maybe more. How 00:06:40.779 --> 00:06:44.959 do you then triage your to -do list? Well, if 00:06:44.959 --> 00:06:46.779 you're looking at your list, what's having the 00:06:46.779 --> 00:06:51.040 biggest value? So it might be a tangible, like 00:06:51.040 --> 00:06:53.379 mean money or something happening, or it might 00:06:53.379 --> 00:06:56.240 be an intangible as someone feels, or a result 00:06:56.240 --> 00:06:58.639 with a person for example, and you prioritise 00:06:58.639 --> 00:07:01.339 what are the big hitters here that I should be 00:07:01.339 --> 00:07:04.680 spending my time on? And what are the things 00:07:04.680 --> 00:07:07.750 on there that are important but don't have too 00:07:07.750 --> 00:07:10.329 much consequence or I need to change resources 00:07:10.329 --> 00:07:12.730 to someone else to be learning to do those. And 00:07:12.730 --> 00:07:15.990 I think there's never really a case where someone 00:07:15.990 --> 00:07:18.629 else can't do something and there's very few 00:07:18.629 --> 00:07:20.029 things that happen in business that are going 00:07:20.029 --> 00:07:23.170 to be critical as far as this destruction if 00:07:23.170 --> 00:07:26.730 it goes wrong. And if you're dealing with a doctor, 00:07:27.709 --> 00:07:29.610 it takes three months to go see a specialist. 00:07:30.360 --> 00:07:32.379 and we expect that. You want to talk to your 00:07:32.379 --> 00:07:34.220 lawyer, that's two weeks free. You get an appointment. 00:07:34.300 --> 00:07:35.540 They didn't even read what they were going to 00:07:35.540 --> 00:07:37.279 do. They're going to read in front of you. Then 00:07:37.279 --> 00:07:38.660 we look at our business and we're like, if we 00:07:38.660 --> 00:07:41.660 didn't get something done in two hours, that 00:07:41.660 --> 00:07:43.899 customer's going to be upset. That's the small 00:07:43.899 --> 00:07:47.360 business mindset. So the worst thing that can 00:07:47.360 --> 00:07:49.139 happen is we didn't respond to that inquiry. 00:07:49.180 --> 00:07:50.759 Requirements are really important. Oh, they never 00:07:50.759 --> 00:07:53.279 got back to me. Bad word of mouth. But if something 00:07:53.279 --> 00:07:55.560 else was going to get you $100 ,000 worth of 00:07:55.560 --> 00:07:58.379 work or you stopped the job going bad, that was 00:07:58.379 --> 00:08:00.750 going to cost you five grand. what was more important. 00:08:01.689 --> 00:08:05.269 I think having the ability just each day look 00:08:05.269 --> 00:08:06.670 at that and go what's important, what's not, 00:08:06.689 --> 00:08:08.569 which ones I'm going to do first. So we're kind 00:08:08.569 --> 00:08:11.329 of flipping it to the lesser of evils I guess. 00:08:12.029 --> 00:08:14.329 Yeah. So instead of thinking about what's the 00:08:14.329 --> 00:08:16.670 best, what's the worst case scenario on my list, 00:08:17.509 --> 00:08:19.449 all right I better deal with that one. Yeah well 00:08:19.449 --> 00:08:20.990 it could be the worst case scenario. It could 00:08:20.990 --> 00:08:22.110 be the best. It doesn't actually matter that 00:08:22.110 --> 00:08:24.170 much. That would be terrible, that happens, but 00:08:24.170 --> 00:08:25.949 this one's better, so you know let's do that. 00:08:26.689 --> 00:08:30.980 But you can't do everything every day. So, it's 00:08:30.980 --> 00:08:33.360 a difficult one because a lot of people go into 00:08:33.360 --> 00:08:36.059 business and they want to make everyone happy. 00:08:36.539 --> 00:08:38.080 I want all my customers to be happy. Everyone 00:08:38.080 --> 00:08:39.559 wants that. Yeah, the only way you're gonna do 00:08:39.559 --> 00:08:41.639 that is selling ice cream. We can't, we can't. 00:08:41.740 --> 00:08:44.299 There's lactose -free people. Yeah, well, there's 00:08:44.299 --> 00:08:45.200 lactose -free ice cream. And there's people who 00:08:45.200 --> 00:08:46.840 don't like ice cream. Yeah, I know, weirdo, he's 00:08:46.840 --> 00:08:51.519 my son. Crazy. Well, it's mint, that's it. But 00:08:51.519 --> 00:08:55.340 anyway, toothpaste. Yeah, freeze your toothpaste, 00:08:55.480 --> 00:08:58.240 put it in a cone. Well, it's a market. Everyone's 00:08:58.240 --> 00:09:00.379 favorite topic is themself, is where I was headed 00:09:00.379 --> 00:09:02.139 with that. And so you're going to have a disappointed 00:09:02.139 --> 00:09:04.919 customer, no matter what you do, eventually. 00:09:06.480 --> 00:09:13.120 So again, why, why burn yourself out? It sounds 00:09:13.120 --> 00:09:14.940 terrible, but here's a customer who's going to 00:09:14.940 --> 00:09:17.019 spend a hundred bucks a year, once in their life. 00:09:17.259 --> 00:09:18.679 Or a hundred thousand. Or a hundred thousand. 00:09:18.700 --> 00:09:22.980 Here's a customer here. Yep. Yep. And then here's 00:09:22.980 --> 00:09:26.610 a lifelong customer. over here who has consistently, 00:09:27.370 --> 00:09:29.289 they've learned how you communicate, you've had 00:09:29.289 --> 00:09:33.389 them for five years and they're going to forgive 00:09:33.389 --> 00:09:37.570 you a mistake here or there. Who's getting your 00:09:37.570 --> 00:09:39.879 attention? Who's getting your attention? And 00:09:39.879 --> 00:09:41.299 sometimes you've got to be ruthless. People don't 00:09:41.299 --> 00:09:42.940 think about that and they'll go, this new client, 00:09:43.080 --> 00:09:44.480 we need to get this new client in. So you said 00:09:44.480 --> 00:09:47.159 in another episode, like, we have a car, I could 00:09:47.159 --> 00:09:48.700 do work with that person in the future. They're 00:09:48.700 --> 00:09:50.279 not paying me at the moment. It could be one 00:09:50.279 --> 00:09:52.600 in the future. And they never focus back on that 00:09:52.600 --> 00:09:54.159 old client. It's like, if you've got a client 00:09:54.159 --> 00:09:56.480 that, you know, rings me. They get my full attention 00:09:56.480 --> 00:09:57.740 regardless of what's going on. I might not be 00:09:57.740 --> 00:09:58.759 able to help them straight away. I might then 00:09:58.759 --> 00:10:00.059 say, Hey, it's going to be a couple of days, 00:10:00.259 --> 00:10:02.419 but you get my attention. And if there's someone 00:10:02.419 --> 00:10:04.220 new coming in, they're not getting the attention. 00:10:04.340 --> 00:10:06.379 Like we could get something out of it, but it's 00:10:06.379 --> 00:10:08.299 what's, what's the priority. That's, that's one 00:10:08.299 --> 00:10:11.360 section with, with customers, but it's, it's 00:10:11.360 --> 00:10:14.059 what services are we offering? Okay. This service 00:10:14.059 --> 00:10:16.600 is something that everyone in our industry offers 00:10:16.600 --> 00:10:18.840 or a product, but it fundamentally doesn't make 00:10:18.840 --> 00:10:20.240 sense. We don't make money. We're not good at 00:10:20.240 --> 00:10:22.659 it. It's annoying. It annoys everyone. Should 00:10:22.659 --> 00:10:24.220 we bother or should we be with the one business 00:10:24.220 --> 00:10:28.679 that doesn't do it? This so basically if you 00:10:28.679 --> 00:10:32.980 want like the You want to see an example of it? 00:10:33.139 --> 00:10:38.100 Oh, yeah random, but Gordon Ramsay so he visits 00:10:38.100 --> 00:10:41.620 Restaurants, it's you know goes and visits the 00:10:41.620 --> 00:10:43.379 restaurants. I'm sure people have all seen these 00:10:43.379 --> 00:10:45.559 clips never heard of it Ramsey's kitchen nightmares 00:10:45.559 --> 00:10:51.240 So good anyway, so they go why am I started saying 00:10:51.240 --> 00:10:57.360 anyway? Too much time on TikTok. I don't have 00:10:57.360 --> 00:11:05.759 it. How? He's gone into this restaurant and he's 00:11:05.759 --> 00:11:09.419 looking at the menu and it's like 10 pages and 00:11:09.419 --> 00:11:14.059 it's got just recipe, item after item after item. 00:11:14.120 --> 00:11:16.879 Every restaurant he goes to. Yeah, but it's like 00:11:16.879 --> 00:11:20.159 got so many different cuisines and then they're 00:11:20.159 --> 00:11:22.419 also trying to mix cuisines and they're like, 00:11:22.419 --> 00:11:25.389 oh, we're going to have an Asian nachos or I 00:11:25.389 --> 00:11:26.830 don't know if that's possible it just came in 00:11:26.830 --> 00:11:30.669 my head. You can actually. Probably. But anyway 00:11:30.669 --> 00:11:33.850 but they they went in going we're going to be 00:11:33.850 --> 00:11:36.590 a steakhouse and now they've got this and this 00:11:36.590 --> 00:11:38.230 and this and all of a sudden they're doing this 00:11:38.230 --> 00:11:40.870 cuisine and this cuisine and this cuisine. Means 00:11:40.870 --> 00:11:44.190 they're rubbish at all of them basically. Part 00:11:44.190 --> 00:11:46.269 of the cost control right they've got more wastage. 00:11:46.730 --> 00:11:48.230 And then the chefs. Because they're not doing 00:11:48.230 --> 00:11:50.629 as many steaks. Yeah the chefs are just completely 00:11:50.629 --> 00:11:52.970 overwhelmed because they're trying to cook. 100 00:11:52.970 --> 00:11:55.409 different things that they're not used to. Yeah, 00:11:55.850 --> 00:11:58.610 and so that suffers and then the quality suffers 00:11:58.610 --> 00:12:03.490 and then the waiters and waitresses can't remember 00:12:03.490 --> 00:12:05.389 essentially what it is that's happening unless 00:12:05.389 --> 00:12:07.649 they're writing it down furiously instead of 00:12:07.649 --> 00:12:09.429 being like, oh, it's one of our 10 items that 00:12:09.429 --> 00:12:12.169 we excel at. They can't go in confidently because 00:12:12.169 --> 00:12:15.570 they've not tried the food and it all just crumbles 00:12:15.570 --> 00:12:17.750 and then the person sits there and like, oh, 00:12:18.250 --> 00:12:20.980 you don't actually have chicken wings. We'd better 00:12:20.980 --> 00:12:22.299 get chicken wings in because that's the market. 00:12:22.500 --> 00:12:24.700 And so they chuck that on the menu. It's just 00:12:24.700 --> 00:12:30.379 an absolute shambles. And that is the best representation 00:12:30.379 --> 00:12:32.700 of what it's like when you see a business who's 00:12:32.700 --> 00:12:34.320 like, oh, well, we could do that. So we're going 00:12:34.320 --> 00:12:37.120 to do that because someone asked for it. So we 00:12:37.120 --> 00:12:38.580 should be doing it because obviously there's 00:12:38.580 --> 00:12:41.059 a market for it. And now you've diluted your 00:12:41.059 --> 00:12:43.980 service offering. People are creatures of habit. 00:12:44.240 --> 00:12:46.440 So there's a majority of people that do whatever 00:12:46.440 --> 00:12:48.899 else does. and we feel good about that and safe 00:12:48.899 --> 00:12:51.360 about that. So providing those services sometimes 00:12:51.360 --> 00:12:53.200 are dealing with those people, but if you didn't 00:12:53.200 --> 00:12:56.639 give them that option, then it's not going to 00:12:56.639 --> 00:13:00.620 be an issue whatsoever. So I think that's one 00:13:00.620 --> 00:13:02.159 part of it. It's like what services do we offer, 00:13:02.259 --> 00:13:05.100 but what processes do we follow? So, you know, 00:13:05.100 --> 00:13:07.940 if we're dealing with a customer and we have 00:13:07.940 --> 00:13:09.320 to give them this paperwork, this paperwork, 00:13:09.379 --> 00:13:10.840 we've got to do this, we've got to do a handover 00:13:10.840 --> 00:13:13.340 afterwards, whatever that is, you know, are some 00:13:13.340 --> 00:13:16.139 of those things required or some of those things 00:13:16.139 --> 00:13:18.649 just kind of nice? Like, what are the big hitters 00:13:18.649 --> 00:13:20.909 there on the value chain that make any impact? 00:13:21.389 --> 00:13:22.830 What if you just did those and nothing else? 00:13:23.230 --> 00:13:25.129 Like, should we be doing the rest? Like, yeah, 00:13:25.129 --> 00:13:27.330 we could, but does it really matter? Like, that's 00:13:27.330 --> 00:13:30.629 the thing. Does it really matter? No. Get rid 00:13:30.629 --> 00:13:34.250 of it. Don't do the broccoli. Don't do the social 00:13:34.250 --> 00:13:37.309 media management. Yeah, a lot of people spend 00:13:37.309 --> 00:13:38.789 a lot of time on Facebook. They learn how to 00:13:38.789 --> 00:13:41.289 do it. They get the photos. Does it really matter? 00:13:41.769 --> 00:13:43.169 Or do you just need a few little jobs on there? 00:13:43.190 --> 00:13:44.230 People look at you and go, oh, they look pretty 00:13:44.230 --> 00:13:48.500 good. Like, every now and then. We found that 00:13:48.500 --> 00:13:50.179 focusing just on the branding side of things 00:13:50.179 --> 00:13:52.379 instead of, yes we'll still do websites here 00:13:52.379 --> 00:13:55.620 and there but not making that the core offering. 00:13:56.220 --> 00:13:58.259 The core offering is here's your pretty pictures 00:13:58.259 --> 00:14:01.120 and this will tell the whole world who you are 00:14:01.120 --> 00:14:04.519 and that's what we're good at. As soon as we 00:14:04.519 --> 00:14:09.480 did that life got amazing. Not just the fact 00:14:09.480 --> 00:14:12.779 that there was work but the fact that I enjoyed 00:14:12.779 --> 00:14:15.639 the work. And we weren't going, oh crap, now 00:14:15.639 --> 00:14:16.940 I've got to learn how to put this piece of code 00:14:16.940 --> 00:14:18.480 in here and this piece of code in here and now 00:14:18.480 --> 00:14:19.820 they want to do social media over here and they 00:14:19.820 --> 00:14:21.340 want to do this as well and oh yeah, we can probably 00:14:21.340 --> 00:14:22.659 do that as well, we'll charge you this, we'll 00:14:22.659 --> 00:14:24.299 do that, we'll add it on. It's all custom and 00:14:24.299 --> 00:14:26.399 different for everyone. Yeah. And that's fine 00:14:26.399 --> 00:14:29.279 if that's the aim, but if it's not. So you know, 00:14:29.419 --> 00:14:31.379 is this creating value for the business? Is this 00:14:31.379 --> 00:14:33.299 going to grow the business? Is it going to make 00:14:33.299 --> 00:14:35.720 someone's life better? If it's not really hitting 00:14:35.720 --> 00:14:38.899 those things, then there's no point. And I know 00:14:38.899 --> 00:14:41.039 people that have dealt with me personally will 00:14:41.039 --> 00:14:43.799 know that I don't care about everything. I'm 00:14:43.799 --> 00:14:46.059 very easy going with a lot of stuff. It doesn't 00:14:46.059 --> 00:14:47.519 really matter, it doesn't really matter. Most 00:14:47.519 --> 00:14:49.600 of the time, I'm super pedantic at the same time 00:14:49.600 --> 00:14:52.320 about some things that don't seem that important, 00:14:52.480 --> 00:14:54.379 but about 20 % of things that make 80 % of the 00:14:54.379 --> 00:14:56.720 difference. And you can get 80 % of things completely 00:14:56.720 --> 00:14:59.980 wrong, not bother with it, full stop. Any numbers? 00:15:00.340 --> 00:15:02.659 20, it's good. And so whether we're talking about 00:15:02.659 --> 00:15:03.919 pricing, we're talking numbers, we're talking 00:15:03.919 --> 00:15:06.740 about process of products, or people, or staff. 00:15:07.139 --> 00:15:09.200 So even how do you treat your staff? Sometimes 00:15:09.200 --> 00:15:10.460 you've got to think about it and look at it and 00:15:10.460 --> 00:15:14.419 go, well... Who's actually dominating and who's 00:15:14.419 --> 00:15:18.340 sort of not? Like, do I want to keep doing the 00:15:18.340 --> 00:15:20.580 not or do we want more dominators? We don't think 00:15:20.580 --> 00:15:22.799 about that. You know, we just go, well, that's 00:15:22.799 --> 00:15:25.220 our team. That's how it is. People will say they 00:15:25.220 --> 00:15:27.500 do, that frustrates them. But they don't get 00:15:27.500 --> 00:15:28.580 frustrated about it. They think about it that 00:15:28.580 --> 00:15:29.840 way. They want to think about what if I change 00:15:29.840 --> 00:15:32.860 it? What does that actually mean? OK, well, if 00:15:32.860 --> 00:15:34.460 I got rid of that person, oh, we're going to 00:15:34.460 --> 00:15:36.679 have to always work. OK, well, who would do that 00:15:36.679 --> 00:15:39.419 work? Well, we could probably get through it 00:15:39.419 --> 00:15:41.379 by doing this person and this person thing. Okay, 00:15:41.500 --> 00:15:44.340 well that will annoy them. Okay, we need another 00:15:44.340 --> 00:15:47.019 person coming in. We can get another person coming 00:15:47.019 --> 00:15:48.759 in. It's gonna take six months to train them. 00:15:49.120 --> 00:15:50.879 So, okay, well those three people. What if I 00:15:50.879 --> 00:15:52.100 talk to them? Hey, would you mind doing a bit 00:15:52.100 --> 00:15:54.000 of extra work for three months? Why? I've just 00:15:54.000 --> 00:15:55.940 got an opportunity coming up. Oh, yeah, I could 00:15:55.940 --> 00:15:57.940 probably suck it up for a couple of months. No 00:15:57.940 --> 00:15:59.879 worries. Okay, well we could get rid of them. 00:15:59.879 --> 00:16:01.940 We could replace them. We could train them. And 00:16:01.940 --> 00:16:04.220 then we get here. No one thinks about it in that 00:16:04.220 --> 00:16:05.600 detail. They just go, oh, it's so annoying. It's 00:16:05.600 --> 00:16:07.500 hard to find people. Oh. get someone in but they 00:16:07.500 --> 00:16:09.340 would have to train them. That's the level people 00:16:09.340 --> 00:16:13.299 think. So that was a very good insight into Rowan's 00:16:13.299 --> 00:16:16.639 brain just then. You've got to have seen that 00:16:16.639 --> 00:16:19.340 before. Oh yes, but maybe people haven't heard 00:16:19.340 --> 00:16:24.139 that before. I'm confused. No, just the depths 00:16:24.139 --> 00:16:27.120 of thinking that, again, you've said most people, 00:16:27.580 --> 00:16:32.259 ah, it's going to be too hard. Whereas you talk 00:16:32.259 --> 00:16:35.019 to Rowan and he goes, yeah, it is going to be 00:16:35.019 --> 00:16:38.169 hard, but... It's gonna be worth it if you do 00:16:38.169 --> 00:16:40.669 it this how do we get this? I was talking to 00:16:40.669 --> 00:16:43.149 someone this morning here, and it's like I don't 00:16:43.149 --> 00:16:46.110 mind having a problem Someone give me a problem 00:16:46.110 --> 00:16:48.070 even if I'm busy. I've got the worst stuff happening 00:16:48.070 --> 00:16:50.789 in the world Because it means I can put some 00:16:50.789 --> 00:16:52.730 time. I know I can allocate and we can get better 00:16:52.730 --> 00:16:55.710 I don't mind everyone being upset if we're gonna 00:16:55.710 --> 00:16:57.750 be better. I don't mind working harder if it's 00:16:57.750 --> 00:17:01.029 gonna get better I don't want to work hard Doing 00:17:01.029 --> 00:17:04.829 something because I have to yep And I don't think 00:17:04.829 --> 00:17:06.950 there's anyone in the world that would disagree 00:17:06.950 --> 00:17:08.910 with that. It's probably never been explained 00:17:08.910 --> 00:17:13.690 to them like that. Well, yeah. I don't know why 00:17:13.690 --> 00:17:15.849 the thinking is, but it's that what we're talking 00:17:15.849 --> 00:17:17.470 about here, we've got to think, are we doing 00:17:17.470 --> 00:17:20.329 the right thing? What makes sense? And we lose 00:17:20.329 --> 00:17:23.049 that when we're there day to day. Once you've 00:17:23.049 --> 00:17:25.329 rat -raced it up, you... It's easy for me because 00:17:25.329 --> 00:17:27.369 I consult the businesses. So I see them once 00:17:27.369 --> 00:17:29.109 a month or once every six months or whatever, 00:17:29.170 --> 00:17:31.349 once a week, whatever it is. I'm not there day 00:17:31.349 --> 00:17:33.089 to day. I don't see their struggle. It's, oh, 00:17:33.089 --> 00:17:34.970 I frustrated the tires more. I don't see any 00:17:34.970 --> 00:17:36.720 of that. Oh, you were going to do this a couple 00:17:36.720 --> 00:17:38.019 of months ago because it made sense. You haven't 00:17:38.019 --> 00:17:41.700 done it yet. Like, what are you doing? Oh, yeah, 00:17:41.700 --> 00:17:43.220 you're right. Oh, we couldn't do it because of 00:17:43.220 --> 00:17:44.960 this. Oh, no, you probably... No, I'll go do 00:17:44.960 --> 00:17:46.759 that tomorrow. It's a pretty valuable perspective 00:17:46.759 --> 00:17:50.220 to be able to have as well, which is the value 00:17:50.220 --> 00:17:53.559 that business abundance brings, I think, as an 00:17:53.559 --> 00:17:56.920 external entity, watching business abundance 00:17:56.920 --> 00:17:59.460 work and being able to walk into a business that 00:17:59.460 --> 00:18:04.730 is maybe very emotionally bankrupt. Perhaps in 00:18:04.730 --> 00:18:08.170 regards to worn down not emotionally bankrupt 00:18:08.170 --> 00:18:11.470 and as in treating clients like crap Just worn 00:18:11.470 --> 00:18:14.369 down had enough and then to have someone like 00:18:14.369 --> 00:18:17.829 yourself or Z or anyone from business money Yeah, 00:18:17.950 --> 00:18:22.730 it really is. Yeah, and then just taking that 00:18:22.730 --> 00:18:26.430 The blinkers of this is in front of me and I'm 00:18:26.430 --> 00:18:28.750 really stressed and oh my god And then having 00:18:28.750 --> 00:18:31.130 some other person go, you know, you'd be less 00:18:31.130 --> 00:18:33.200 stressed if you just did this this and this And 00:18:33.200 --> 00:18:36.220 they would know that's the answer, but they can't 00:18:36.220 --> 00:18:39.140 join the dots or they don't have the faith to 00:18:39.140 --> 00:18:41.500 emotionally attach to the outcomes. But there's 00:18:41.500 --> 00:18:43.960 also things like in my house, things get moved 00:18:43.960 --> 00:18:46.359 and I have no idea. Yep. And then, you know, 00:18:46.440 --> 00:18:48.730 Claire will be like... Did you see what I moved? 00:18:48.930 --> 00:18:50.029 See, I noticed all that stuff. It's obvious. 00:18:50.250 --> 00:18:52.789 And I have no idea. That's the difference. Complete 00:18:52.789 --> 00:18:55.130 no idea. But then certain thing happens in the 00:18:55.130 --> 00:18:57.349 house. Oh no, straight away. She's like, how 00:18:57.349 --> 00:19:00.289 does your brain work? Like, a room can change 00:19:00.289 --> 00:19:02.970 colour and you're like, dunno. You can walk past 00:19:02.970 --> 00:19:04.289 something that's been on the floor, you know, 00:19:04.390 --> 00:19:06.799 however many times, dunno. Didn't see it. The 00:19:06.799 --> 00:19:08.920 Kettle's facing the window instead of the lounge 00:19:08.920 --> 00:19:11.559 room. The Kettle's moved to somewhere that's 00:19:11.559 --> 00:19:13.059 slightly in the way of something else. Boom, 00:19:13.240 --> 00:19:16.440 straight onto it. It's like a like for like. 00:19:16.559 --> 00:19:18.700 It's just a little movement. If I don't see it 00:19:18.700 --> 00:19:21.140 as consequential, I don't know where it goes. 00:19:21.319 --> 00:19:24.599 Yep. But that's training. So I continually look 00:19:24.599 --> 00:19:28.150 for, okay, we're new baby at the moment. this 00:19:28.150 --> 00:19:29.710 one's pretty straightforward because we've already 00:19:29.710 --> 00:19:33.130 deep dived last time but the first time is this 00:19:33.130 --> 00:19:34.890 bottle is taking an hour and a half to feed this 00:19:34.890 --> 00:19:41.150 kit. Special needs. Those babies like an hour 00:19:41.150 --> 00:19:43.710 and a half for a bottle is ridiculous. Everything 00:19:43.710 --> 00:19:45.609 I could was how can we get this faster? Like 00:19:45.609 --> 00:19:47.130 this is ridiculous. I could get up here for three 00:19:47.130 --> 00:19:48.630 hours, it takes an hour and a half to feed, you've 00:19:48.630 --> 00:19:50.089 got an hour and a half to clean up and blah blah 00:19:50.089 --> 00:19:51.630 blah and then it's not even asleep anyway so 00:19:51.630 --> 00:19:54.410 then you've got it just doesn't make sense. So 00:19:54.410 --> 00:19:56.130 we bought every single kind of bottle. We tried 00:19:56.130 --> 00:19:58.740 every bottle. which is a lot of waste of time 00:19:58.740 --> 00:20:00.720 and a lot of effort, right? But then we got it, 00:20:01.000 --> 00:20:02.819 and we got down to 50 minutes, which is still 00:20:02.819 --> 00:20:03.819 long, but it's been a lot better than an hour 00:20:03.819 --> 00:20:06.440 and a half. And then we had burps because we 00:20:06.440 --> 00:20:09.180 had a vent and we had all this, you know, boom, 00:20:09.299 --> 00:20:11.230 and we figured it out. Sorry, the baby had a 00:20:11.230 --> 00:20:16.150 vent? No, the bottle. Details don't matter. The 00:20:16.150 --> 00:20:18.109 point was, we had this issue. Most people would 00:20:18.109 --> 00:20:19.750 be like, they'd fight and they'd go, I've just 00:20:19.750 --> 00:20:22.210 got to get through it. They'd complain to their 00:20:22.210 --> 00:20:24.869 friends and friends would emphasize and I just 00:20:24.869 --> 00:20:26.390 missed the part of my brain for empathizing. 00:20:26.450 --> 00:20:29.089 I could do it. But the default is like, how do 00:20:29.089 --> 00:20:30.650 we fix it so I don't have to listen to this anymore? 00:20:32.029 --> 00:20:34.549 If we fix it, everyone's happy. That's what I 00:20:34.549 --> 00:20:35.950 see. It's not that I don't care. It's like, we're 00:20:35.950 --> 00:20:37.369 all happy if I fix it. And everyone else is going, 00:20:37.529 --> 00:20:40.759 can we just complain about it? We're talking 00:20:40.759 --> 00:20:43.180 about thinking about doing the right thing. You're 00:20:43.180 --> 00:20:44.859 in your business every day, going back to the 00:20:44.859 --> 00:20:47.140 example of wall color changes, I don't notice, 00:20:47.160 --> 00:20:48.940 but if the kettle moves to next to the microwave 00:20:48.940 --> 00:20:50.799 and it's annoying, like I'll notice within a 00:20:50.799 --> 00:20:53.799 second, you see everything in your business with 00:20:53.799 --> 00:20:56.079 your eyes and see it every day, you're not picking 00:20:56.079 --> 00:20:57.660 them up. It's not just that you have blinkers 00:20:57.660 --> 00:20:59.119 on or you're stressed, you just don't notice, 00:20:59.220 --> 00:21:03.480 you don't see it. It's normal. If you went away 00:21:03.480 --> 00:21:04.799 for a month, you came back, you're like, what 00:21:04.799 --> 00:21:07.539 were we doing? But you don't have that chance 00:21:07.539 --> 00:21:10.210 to go away. I can confidently say that that's 00:21:10.210 --> 00:21:13.549 the first time I've heard a vent in a baby's 00:21:13.549 --> 00:21:15.650 bottle as a metaphor for fixing everything in 00:21:15.650 --> 00:21:22.769 your business. Outstanding. But... So just thinking 00:21:22.769 --> 00:21:25.769 about that... It's made my day. The would -be 00:21:25.769 --> 00:21:27.490 that if we had to feed every three hours and 00:21:27.490 --> 00:21:28.849 we had to do that twice feeding and all that, 00:21:28.950 --> 00:21:30.849 there was a lot of effort to go through to try 00:21:30.849 --> 00:21:32.670 to fix it when we're already under a bit of pressure. 00:21:32.710 --> 00:21:34.289 Yeah. But sometimes you've got to work hard. 00:21:34.529 --> 00:21:36.190 You do it, but you're doing the right thing. 00:21:36.660 --> 00:21:38.119 and that's the thing you don't have that focus 00:21:38.119 --> 00:21:40.279 to do the right thing but you know in their business 00:21:40.279 --> 00:21:41.740 sometimes we don't have the right model we don't 00:21:41.740 --> 00:21:44.299 have the right process so you know the receptionist 00:21:44.299 --> 00:21:46.180 can't do their job and they're frustrated and 00:21:46.180 --> 00:21:47.160 you know they're always getting told off because 00:21:47.160 --> 00:21:50.039 there's mistakes but have you got the right process 00:21:50.039 --> 00:21:53.059 like how can we change the process you know and 00:21:53.059 --> 00:21:54.579 then keep everyone happy oh no we can't do that 00:21:54.579 --> 00:21:55.880 because we're doing this and this okay but what 00:21:55.880 --> 00:21:57.339 if we could do that and we could do that we do 00:21:57.339 --> 00:22:00.019 that that way and then does it work oh i don't 00:22:00.019 --> 00:22:02.119 think so oh it does work let's give it a go see 00:22:02.119 --> 00:22:04.940 what happens i'll work it's very cool you know 00:22:04.940 --> 00:22:08.220 yeah it's like the You know that what you're 00:22:08.220 --> 00:22:12.180 doing is right. Don't just scrap it because it's 00:22:12.180 --> 00:22:14.640 not working exactly the way. So for example, 00:22:14.759 --> 00:22:18.920 you've got your service. You like it. It's what 00:22:18.920 --> 00:22:21.759 your business needs. Don't just scrap it and 00:22:21.759 --> 00:22:27.259 try something else completely because you think 00:22:27.259 --> 00:22:29.240 that's going to be better when it's just like 00:22:29.240 --> 00:22:31.700 completely pivoting your business. Just watching 00:22:31.700 --> 00:22:35.750 Rowan talk then made me think of passion. in 00:22:35.750 --> 00:22:39.369 a perfectly platonic way. We're going to talk 00:22:39.369 --> 00:22:41.670 about passion. You listen to Rowan talk about 00:22:41.670 --> 00:22:44.750 and watch, for those that don't get to see this 00:22:44.750 --> 00:22:47.950 in person, you watch Rowan talk about processes 00:22:47.950 --> 00:22:50.849 and improving businesses and he gets a spark. 00:22:52.109 --> 00:22:56.789 And I bet when you started your business, whoever's 00:22:56.789 --> 00:22:58.589 listening, when you started your business, that's 00:22:58.589 --> 00:23:00.609 what the reason you started your business was 00:23:00.609 --> 00:23:02.559 there was a spark. and it was something that 00:23:02.559 --> 00:23:05.700 you couldn't shut up about. You explained it 00:23:05.700 --> 00:23:07.500 in ways that made people go, geez, I want to 00:23:07.500 --> 00:23:11.200 be a part of that. And somewhere along the lines, 00:23:11.779 --> 00:23:13.680 and I see this every single day when talking 00:23:13.680 --> 00:23:18.740 to business owners, you lost that spark because 00:23:18.740 --> 00:23:21.980 the grind got you. You had to do this, you had 00:23:21.980 --> 00:23:23.900 to do that, you had to do this instead of, I 00:23:23.900 --> 00:23:26.559 want to change the world with this fuzzy widget 00:23:26.559 --> 00:23:31.660 that I've created. All of a sudden, You're now, 00:23:31.819 --> 00:23:34.019 I have to do this, otherwise I don't get to keep 00:23:34.019 --> 00:23:35.759 putting this fuzzy widget out into the world. 00:23:35.920 --> 00:23:37.519 But you don't have to do it. You can do whatever 00:23:37.519 --> 00:23:40.640 you want. Yeah. Think about it. It's very exciting. 00:23:42.640 --> 00:23:44.140 Yeah, you can always, the business is not going 00:23:44.140 --> 00:23:45.740 well, and yeah, you lose some money, but you 00:23:45.740 --> 00:23:47.140 can always shut it down and do something else. 00:23:47.319 --> 00:23:49.920 Yep. Some of the most successful clients lost 00:23:49.920 --> 00:23:52.460 50, 60 employee businesses and houses and things, 00:23:52.460 --> 00:23:54.519 and then they, you know, retired very successfully. 00:23:54.859 --> 00:23:58.220 Yep. So, you know, there's always, can we? Yeah, 00:23:58.220 --> 00:24:00.279 we can do that. You've got a different opportunity. 00:24:01.609 --> 00:24:04.309 But it's, it's an interesting thing because I 00:24:04.309 --> 00:24:05.970 never used to think about it that way. It was 00:24:05.970 --> 00:24:09.029 like, well, if I lose my business, my metaphorical 00:24:09.029 --> 00:24:12.549 business, then it sucks. Like I've failed. I 00:24:12.549 --> 00:24:14.509 can't do it again. I'm going to lose all my money. 00:24:14.710 --> 00:24:16.410 All those sort of things. Well, we back up one 00:24:16.410 --> 00:24:18.470 job. It's the same thing. It's just, yeah, I'm 00:24:18.470 --> 00:24:20.730 not going to have any clients left. I'm done 00:24:20.730 --> 00:24:23.980 for. I'm going to be labeled a failure. But when 00:24:23.980 --> 00:24:26.039 you do think about it, let's just say business, 00:24:26.700 --> 00:24:28.980 you've decided it's not necessarily working and 00:24:28.980 --> 00:24:30.940 you're like, well, this is taking way too much 00:24:30.940 --> 00:24:33.559 effort and I could be doing something else. You 00:24:33.559 --> 00:24:38.099 just kind of remove the emotion attachment behind 00:24:38.099 --> 00:24:40.240 it. Yes, obviously you're attached to the idea, 00:24:40.440 --> 00:24:42.759 which is why we always talk about high purpose 00:24:42.759 --> 00:24:46.339 instead of what you actually do. Yeah. It means 00:24:46.339 --> 00:24:50.960 you can pivot eventually, but Yeah, you're removing 00:24:50.960 --> 00:24:52.839 the emotion behind it and going, nah, this is 00:24:52.839 --> 00:24:54.400 a waste of time. I'm going to do something else. 00:24:54.599 --> 00:24:56.880 And it's, well, I always think at least you tried 00:24:56.880 --> 00:24:58.740 and you're going to do something else. If you 00:24:58.740 --> 00:25:00.599 think about any sport, you know, the best sports 00:25:00.599 --> 00:25:03.539 people fail and then, you know, talked about 00:25:03.539 --> 00:25:05.779 for half a week and then two years later, no 00:25:05.779 --> 00:25:06.839 one remembers that. I just remember how good 00:25:06.839 --> 00:25:09.440 they were when they succeeded. So people love 00:25:09.440 --> 00:25:11.660 talking about failures, but people remember successes. 00:25:12.019 --> 00:25:14.460 So you, you know, you hit one six and everyone 00:25:14.460 --> 00:25:16.880 goes, wow, that was a big one. You suck 10 times 00:25:16.880 --> 00:25:18.039 and everyone just remember, oh gee, that can 00:25:18.039 --> 00:25:20.500 hit a long ball. You know, like that's the, that's 00:25:20.500 --> 00:25:22.740 the kind of things. But maybe just to help you 00:25:22.740 --> 00:25:25.299 ask the questions and think about what you're 00:25:25.299 --> 00:25:27.519 doing. If you can't do this yourself, you just 00:25:27.519 --> 00:25:30.119 need someone else to think about it for you. 00:25:30.640 --> 00:25:32.680 But a couple of different areas that you might 00:25:32.680 --> 00:25:34.319 look at. It's not all about making money, but 00:25:34.319 --> 00:25:38.180 does this protect us? Okay. process that we're 00:25:38.180 --> 00:25:39.720 doing or this thing that we're doing protecting 00:25:39.720 --> 00:25:43.000 us. So that might be risk, it might be reputation, 00:25:43.160 --> 00:25:45.480 it could be a few different things. Does it make 00:25:45.480 --> 00:25:49.420 us money? A pretty big one on business. Does 00:25:49.420 --> 00:25:53.180 it create us, does it give us any clarity? So 00:25:53.180 --> 00:25:54.960 does it help us make good decisions or does it 00:25:54.960 --> 00:25:57.660 help us see what's going on? So maybe this part 00:25:57.660 --> 00:25:59.559 of the process doesn't make us any money, doesn't 00:25:59.559 --> 00:26:02.319 make us any value for a client but allows us 00:26:02.319 --> 00:26:03.880 to see what's happening in our business to make 00:26:03.880 --> 00:26:06.400 good decisions that could be highly valuable. 00:26:07.819 --> 00:26:09.759 And does this help us help the right clients? 00:26:10.420 --> 00:26:13.339 Okay, so we don't need to help every client. 00:26:13.940 --> 00:26:16.079 Probably there's 20 % of you, the age 20 rule, 00:26:16.200 --> 00:26:18.099 blah, blah, blah, blah, blah. There's 20 % of 00:26:18.099 --> 00:26:19.900 the clients that cause most of the problems. 00:26:19.960 --> 00:26:22.339 They call the most, they annoy the most, and 00:26:22.339 --> 00:26:24.799 there's probably two or three that everyone hates 00:26:24.799 --> 00:26:27.440 dealing with. If you got rid of them, you'll 00:26:27.440 --> 00:26:31.500 have 80 % less work to do admin -wise. So we're 00:26:31.500 --> 00:26:33.400 not talking about how does this help us look 00:26:33.400 --> 00:26:35.970 after the bad clients. Okay, we need to put this 00:26:35.970 --> 00:26:37.609 in our process so the bad client won't be upset. 00:26:38.109 --> 00:26:39.170 No, don't worry about it if you don't want to 00:26:39.170 --> 00:26:41.609 be upset. What do the good clients want? Our 00:26:41.609 --> 00:26:44.029 best clients, does this help us deliver value 00:26:44.029 --> 00:26:46.529 to them? That's the only bit that matters. I 00:26:46.529 --> 00:26:48.970 think those four questions really cover quite 00:26:48.970 --> 00:26:52.910 a lot. If I'm thinking about something, it's 00:26:52.910 --> 00:26:54.829 not just money, but it's also are we doing the 00:26:54.829 --> 00:26:56.650 right thing for the right people? Are we making 00:26:56.650 --> 00:26:58.609 money? Can we see what's going on? And is it 00:26:58.609 --> 00:27:04.670 safe? That's the factors. Yep. And on that note... 00:27:04.720 --> 00:27:07.460 I don't think there's anything, I think it's 00:27:07.460 --> 00:27:09.420 just take some time to jot that down if you're 00:27:09.420 --> 00:27:12.980 listening and do a bit of self reflection. Go 00:27:12.980 --> 00:27:15.759 have a think about yourself. Go get a mirror, 00:27:15.900 --> 00:27:17.960 have a good eye on yourself. A proper think. 00:27:19.359 --> 00:27:21.940 Alright everyone, we'll chat to you in the next 00:27:21.940 --> 00:27:23.140 episode. See you.