10x Mastermind Call

The five key takeaways from this meeting are: 

1. Operations and Service Delivery Focus: This meeting emphasized the importance of operations and service delivery, including processes, systems, customer service, and client retention. It stressed how delivering on what has been sold is crucial for business success.

2. Flexibility in Business Ownership: John highlighted the need for flexibility among business owners due to the diversity in businesses and approaches to operations. This includes addressing various questions and concerns live, acknowledging that not all businesses fit into a strict framework.

3. Strategic Importance of Operations: The group the strategic role of operations in transitioning from a self-employed to a business owner mindset, as inspired by Robert Kiyosaki's Cashflow Quadrant. It underscored the distinction between businesses that depend entirely on the owner and those that operate independently through established systems and processes.

4. Real-World Application and Success Stories: They shard success stories, including a detailed case of a fencing company that managed to operate and grow significantly in the owner's absence, demonstrating the practical application of effective operations and service delivery systems.

5. Emphasis on Systematization and Delegation: John also stressed the importance of systematization and delegation within businesses for scalability and freedom. This included practical tips on how to document processes and the importance of hiring the right people to manage operations effectively, using technology and tools like CRM systems to streamline operations further.

Key Points discussed in the meeting include:

1. Focus on Sales and Masterminding: The primary focus of this meeting is on sales and any other relevant topics participants wish to discuss. Attendees are encouraged to bring up their questions and topics for discussion.

2. Teaching Salesmanship to Group Members: A group member suggests conducting a quarterly breakout session to educate their team on how to be effective salespeople. The idea is to enable all 25 group members to act as a sales team, emphasizing the importance of personal experience with the product or service before selling it.

3. Experience-Based Selling Strategy: John emphasizes the importance of having firsthand experience with a product or service before attempting to sell it. He suggests offering free strategy sessions to group members so they can genuinely understand and effectively refer the services to others.

4. Reciprocity in Referrals: The strategy of giving referrals to get referrals is discussed. It's suggested to actively help clients in their business ventures, thereby creating a reciprocity loop that leads to receiving more referrals.

5. Effective Networking and Referral Strategy: The conversation shifts to effective networking and referral strategies, including identifying and working with 'Persons of Influence' (POIs). This involves regular meetings with POIs, sharing leads, and understanding how to approach different personality types for successful business growth and networking.

The key points discussed in the meeting are as follows: 

1. Discussion on One-Page Business Plans: The group revisited their one-page business plans for 2024, focusing on finalizing key components such as vision, mission, and objectives. Specific attention was given to completing the strategy and plans section of the business plan.

2. Strategies and Action Plans: The conversation shifted to strategies for achieving business objectives, emphasizing that a strategy should not be a mere checkbox but an ongoing effort. Examples included setting a certain number of calls or meetings per quarter and adding new members to a business network.

3. Application of the Miracle Morning Routine: The Miracle Morning routine by Hal Elrod was discussed as a key strategy for personal development and business success, involving activities like silence, affirmations, visualization, exercise, reading, and scribing.

4. Goal Setting and Database Management: The participants talked about their specific business goals, such as closing a certain number of deals or reaching a sales target. They also discussed the importance of managing and segmenting their contact databases for effective outreach and networking.

5. Leveraging LinkedIn and Networking: The importance of using LinkedIn effectively for business growth was highlighted, with strategies for enhancing profiles to attract more connections and leveraging the network for business opportunities. The concept of Power Base calls and networking groups was also discussed as a means of expanding business reach and accountability.

The five key points in this meeting include:

1. Focus on Personal Development: The speaker emphasizes the importance of developing a positive mindset and personal growth for 2024, particularly through daily routines like meditation, journaling, and affirmations. They underscore the significance of morning routines in setting the tone for the day and enhancing energy levels.

2. Planning and Goal Setting: The discussion revolves around the importance of annual planning and setting clear goals. The concept of a one-page plan is highlighted as a tool for focusing on key objectives for the year. There is also an emphasis on planning the upcoming year in detail, including personal habits and routines.

3. Professional Growth Strategies: Strategies for professional success are discussed, including the practice of getting adequate sleep, having a productive morning routine, and setting up the first part of the day for high productivity. The speaker also talks about reviewing and tweaking professional strategies periodically.

4. Mindset and Productivity Techniques: Participants share their personal techniques for maintaining a positive mindset and productivity. These include visualizing the day ahead, writing down tasks, scheduling effectively, and using specific methodologies like reading and re-reading impactful books to deepen understanding and application.

5. Balancing Personal and Professional Life: The conversation includes a focus on balancing personal relationships with professional obligations. The speaker discusses the idea of prioritizing significant relationships, like scheduling time with a spouse before engaging with the outside world, to enhance overall life quality.

Key takeaways from the meeting:

Key Takeaways from the meeting: 

1. Focus on Individuality in Sales: John emphasizes the importance of not trying to emulate others in sales, highlighting the need for individuality and personal style. Renowned figures like Donald Trump and Grant Cardone are mentioned as examples, not to be copied, but to illustrate that success comes from being unique and true to oneself.

2. Effective Networking Strategies: John also discusses techniques for successful networking, such as engaging in meaningful conversations, identifying common interests (using the FORM acronym: Family, Occupation, Recreation, Message), and focusing on lead generation rather than immediate sales at networking events.

3. Importance of Mindset in Sales: The meeting touches on the significance of having the right mindset in sales. It suggests a mental shift from comparing oneself to others to focusing on personal growth and development.

4. Building Relationships and Adding Value: John advises to approach networking with the intention of building relationships and adding value, rather than just pursuing immediate business opportunities. The text stresses the importance of asking open-ended questions and genuinely getting to know people.

5. Leveraging Networking Groups and Referrals: He also encourages participation in or creation of networking groups to enhance business opportunities. The approach should be about how one can help others and contribute to the group, leading to a more resourceful and beneficial network for all involved.

Here is a summary of the key points from the meeting:

1. Administrative Rescheduling and Meeting Priorities: John emphasizes the importance of the meeting by rearranging their Monday schedule, which was originally set aside for administrative tasks, indicating the significance of the discussion and its priority over routine tasks.

2. Recording and Publishing Conversations: There's a mention of recording a conversation with Jack and making it publicly available, suggesting the value or relevance of the content of this conversation to a wider audience.

3. Referral and Client Network: A significant portion of the discussion revolves around leveraging client referrals to expand business. The speaker shares an experience of how referrals have been a key growth factor, mentioning a client who was referred by another client, indicating a strong, trust-based client network.

4. POI (Point of Interest) Strategy for Business Growth: The conversation delves into a detailed discussion on the POI strategy used for business growth, especially in IT companies. This includes building personal relationships with referral partners, ensuring mutual benefits, and maintaining a select group of high-quality referral partners.

5. Client Engagement and Value Addition: John also discusses comprehensive strategies for engaging with potential clients, including offering detailed IT and business assessments, adding value through problem-solving and efficiency improvements, and proposing customized solutions based on thorough evaluations of a client's business needs. This section also highlights the importance of making clients feel valued and understood, which is crucial for business growth and client retention.

These points cover the main themes of the meeting, including strategic scheduling, the importance of meaningful conversations and referrals, detailed strategies for business growth, and the emphasis on adding value to client interactions.

Here is a summary of the key points from the meeting:

• The discussion focuses on marketing and sales strategies for real estate and mortgage professionals.
• They talk about how to request a 10 minute call with potential clients or referral partners. The goal is to build rapport, understand their needs, and position yourself as someone who can help.
• They roleplay a scenario where Kevin asks for 10 minutes of Isa's time. He emphasizes his ability to build deeper relationships with clients and generate referrals.
• John gives feedback that Kevin should focus on the benefits he provides rather than just selling his services. He should find out what problems he can solve for them.
• They discuss using online content and networks to research potential referral partners rather than cold calling. Look for realtors who are struggling now to build relationships with.
• John stresses the importance of building a network and nurturing relationships before you need them. Be a resource for people's problems whether business or personal. Say yes first, then find a solution.
• John suggests studying competitors' successful content to create your own. Use tools like transcript summarizers and video clip generators. Focus on the one key takeaway for each piece of content.
• The key is differentiating yourself by the unique value and network you provide, not just the mortgage or real estate service itself.

Here are a the key takeaways from the meeting:

• The topic was how to finish the year strong and head into next year with momentum.
• John talked about doing a "baseline strategy" - looking at your goals and results so far this year, figuring out what's working, what to add, modify or remove, and picking one thing to focus on adding before year-end.
• There was discussion around evaluating relationships - different types like acquaintances, friends, best friends, etc. John emphasized being selective about who you spend time with based on who adds value to your life.
• The importance of investing in yourself was emphasized - reading, listening to audios, associating with positive people who lift you up. Having an uplifting circle of friends and influences is critical.
• Looking back at how far you've come can build confidence and gratitude. Seeing progress from the past to today can motivate you to keep growing.
• The key themes were evaluating and improving your baseline, relationships and personal growth habits to finish the year strong.

Here is a summary of the key points from the conversation:

• The group discussed strategies for developing a "perfect client" profile, including going through past clients to identify commonalities of ideal clients. This exercise should be done twice a year.
• The group talked about the importance of focusing not just on business growth but personal growth in areas like faith, family, fitness, friends, and fun. Shared a "life commitments worksheet" for setting quarterly goals in all aspects of life.
• They Emphasized getting an accountability partner to help achieve goals and having a "clean slate" mindset each day to stay focused.
• They shared principles like learning, doing, and teaching to continually grow, and setting laser focused daily goals tied to monthly targets to ensure achievement.
• They discussed building deep relationships with clients, conducting quarterly business reviews, and positioning oneself as a consultant to solve all their business problems, not just IT needs.
• Overarching themes in this session were personal development, accountability, goal-setting, and mindset to drive success in business and life.

Key Points from the Episode: 

• The group discussed operations, processes, systems, and HR in their businesses.
• Having clear processes and systems documented is important, especially for hiring, onboarding, and offboarding employees. Things like offer letters, paperwork, and checklists help ensure legal compliance.
• Getting feedback from employees through assessments and interviews can provide valuable insights into improving company culture and operations. But leaders must balance caring about employee opinions with making decisions in the best interest of the business.
• Understanding your own strengths and weaknesses via assessments can help you put the right people in the right roles on your team. A balanced team covers all quadrants of the DISC profile.
• The goal of systems and processes is often to automate, delegate or outsource your weaknesses so you can focus on your strengths and high-level strategy.
• Ongoing review of systems, processes, marketing plans, etc. helps maximize effectiveness rather than waiting until year-end.

Key Points from the Episode: 

• The group discussed operations, processes, systems, and HR in their businesses.
• Having clear processes and systems documented is important, especially for hiring, onboarding, and offboarding employees. Things like offer letters, paperwork, and checklists help ensure legal compliance.
• Getting feedback from employees through assessments and interviews can provide valuable insights into improving company culture and operations. But leaders must balance caring about employee opinions with making decisions in the best interest of the business.
• Understanding your own strengths and weaknesses via assessments can help you put the right people in the right roles on your team. A balanced team covers all quadrants of the DISC profile.
• The goal of systems and processes is often to automate, delegate or outsource your weaknesses so you can focus on your strengths and high-level strategy.
• Ongoing review of systems, processes, marketing plans, etc. helps maximize effectiveness rather than waiting until year-end.

• Jack and John discussed the need for Jack to update his camera. Mr. mentioned his progress with moving Crunchy Cottage into the TRC building and finishing up the AI branding tool. - PLAY @0:07
• John discussed his journey from failure to success in the sales industry, highlighting the importance of understanding customer pain points and leading them through the sales process. He emphasized the need for honesty, integrity, and enthusiasm in selling, as well as the significance of asking questions to uncover customer needs. - PLAY @7:00
• John discussed his approach to asking questions to buyers and sellers in order to understand their needs and preferences. He emphasized the importance of listening and using the information gathered to present a tailored solution, ultimately leading to successful sales outcomes. - PLAY @14:13
• John discussed the importance of role-playing presentations and proposals for better results in business. Jack asked about the use of different security frameworks in IT companies and how to present them effectively to clients. - PLAY @20:45
• John and Jack discussed the importance of understanding the needs and priorities of clients in order to effectively communicate and provide solutions. They emphasized the significance of asking relevant questions and having a clear understanding of when to use specific services or solutions. - PLAY @27:00
• John discussed how the duration of his IT solutions presentation varied depending on the personality type of the audience. He mentioned that presentations could range from 30 to 45 minutes for a group setting and 15 to 20 minutes for a one-on-one presentation, with the goal of presenting just enough for the audience to make a decision. - PLAY @33:49
• In the conversation, E and Mr. discussed the importance of shifting from traditional sales approaches to building genuine relationships with potential clients. They emphasized the use of pre-selling mechanisms, such as VSLs, to provide information and social proof upfront, saving time and ensuring that the prospects are already interested before engaging in sales conversations. - PLAY @39:48
• John and Mr. discussed the importance of keeping the sales process short and finding joy in what you're selling. They emphasized the need to be excited about waking up in the morning and talking to people about your business and services. - PLAY @45:30
• John and Mr. discussed the importance of genuinely helping clients and building relationships in sales. They emphasized the value of creating content based on customer questions and experiences to provide helpful information and establish trust. - PLAY @52:53

Here are a few key takeaways from the marketing mastermind discussion:

- Use AI tools like ChatGPT and Anthropic to generate content ideas, draft posts, emails, etc. Train the AI on your niche so it understands your brand voice.

- Take an education-based marketing approach - provide valuable content to attract and nurture leads. Books like Chet Holmes' The Ultimate Sales Machine provide this framework. 

- Clearly define your target audience and ideal client avatar so you can create content specifically for them. Understand their needs, challenges, archetypes, etc.  

- Be authentic and share real stories/struggles in your content. Ask questions to get audience engagement. Done is better than perfect when creating videos and content.

- Consistency is key - consider a 30-day challenge posting short videos on social media about health, wealth and relationships.

- Introduce clients to experts like Adrian to help with marketing so they grow, need more technology/support, and stay sticky. It's a win-win.

- Leverage AI, but customize and add your own spin. The technology saves time but you provide the strategic expertise.

- Document processes, frameworks, branding - if you get hit by a bus tomorrow, your knowledge is gone. Put it into systems.

Let me know if you need any clarification or have additional questions!

johnpyron.com or (916) 765-2596

Here are a few key takeaways on marketing and branding from the discussion:

- Be clear on your brand purpose and story. Your unique story is what differentiates you.

- Take an education-based marketing approach - provide valuable content to attract and nurture leads. Books like Chet Holmes' The Ultimate Sales Machine provide this framework.

- Know your target audience and ideal client avatar. Create content specifically for them.

- Be authentic and share real stories/struggles in your content. Ask questions to get audience engagement. 

- Consistency is key - consider a 30-day challenge posting short videos on social media.

- Repetition and practice will help improve your content/video skills. Batch record videos to save time.

- Document your processes, frameworks, branding - if you get hit by a bus, your knowledge is gone without systems.

- Introduce clients to experts like Adrian for marketing so they grow, need more support, and stay sticky. It's a win-win. 

- Leverage AI tools like ChatGPT and Anthropic, but customize and add your own spin.

Let me know if you need any clarification or have additional questions!

Go to johnpyron.com for more information..

Transcript: All right, welcome to this week's edition of the business owners not my call, John Pyron, the business stalker, your host, and several of you are going to be listening to the recording. So definitely want to should be here today, this is gonna be a fun call. And I want to remind everybody the format when you're here on the live call, you can talk about whatever you want. Okay, I'm going to talk about a very specific topic. In the first week is marketing. The second Monday is sales. The third Monday is operations, service delivery, which is what we're talking about today. And then the fourth one is administrative finance. So just FYI, for next week, I'm gonna be on vacation, but I'm gonna have Adrian lead the call again, except he's going to have a special guest, leading Madeline Ferguson, or the owner of the company, and they are my go to bookkeeping company. And so they're going to talk about admin and finance. And we are very action packed calls. So when you show up here, definitely write down your biggest business problems or challenges, anything you want to talk about, that you can use the group's help on. And so with that said, I'm gonna share my screen here real quick. And let me introduce you guys to a really cool tool. Where is screensharing? There it is. So so. So if you're not familiar with checked GPT, or GBT, or whatever it's called GPT check GPT. It's an AI tool. There's a lot of talk about chat, GBT, it's the top one in the market. But I'm like, I don't want to learn this, I want nothing to do with it, I would rather hire somebody and outsource it. And so you know, which is exactly what we're talking about today. At some point in your business, you're going to want to create processes and systems and things like that. So this specific mastermind that we're involved in here is you are not putting 100 grand in your pocket after all expenses. And everything else is said and done. You're not doing that yet. And so everything we talk about is geared towards that. So when you start getting into 250 400 $500,000, Business, operations and service delivery in systems and processes become extremely important and extremely valuable. What I want to let you know, after having built all these businesses and consulting a lot of business owners start the operations and service delivery process now, while you're small while you're the one doing everything. You want to have systems in place. By the time you get to the point where you have to outsource that skill because there's just not enough time in the week left for you. And thing I like about this like okay, what are the All I did was I went in there ago, what are the top 1010 challenges facing small business owners as it relates to operations and service delivery. And immediately it came back with this list right here. It says small business owners face a variety of challenges when it comes to operations and service delivery. These challenges can vary depending upon the industry location and the specific nature of the business. However, there are 10 common challenges that many small business owners may encounter. And I'm not going to read this whole thing. I'm just going to hit the highlights limited resources cashflow management, customer acquisition and retention, technology integration, compliance and regulation, staffing issues, inventory management, scalability, quality control and supply chain disruptions. And so these are the things that ultimately you have to solve. When you're first starting out, the limited resources and cashflow management, customer acquisition and retention are really I agree with this top three. You got to figure out how to get that dealt with. You're only one man show one or one man or one woman show. And so when it comes to tools, a tool like a chat GBT it's free. When you do the paid for version, I'm thinking this is only 20 bucks a month really? And you can type in whatever you want. Okay, so like yesterday I was talking to or last week I was talking to Kevin, right and Kevin's an awesome mortgage person. So I was just curious. I'm like, Okay, what are the top 10 The challenges mortgage lenders are going through right now. Right? What are the top 10 challenges facing mortgage lenders in 2023? Because Kevin, and I'm gonna give Kevin some props here, because his is now going to be coach Kevin. And so all of you that are going to listen to snippets of this, I, I am coaching, consulting Kevin on how to be a great coach and consultant in this space. So you can definitely count on the fact when you hire Kevin, as a coach, you're getting me to, okay, so, and I've consulted well over almost 800 business owners now 1000s of mortgage people, 1000s of realtors. And so working with Kevin, it's not just Kevin, you're getting a team associated with it. And so one of the biggest tips I gave him is you create a video on these top 10 things, right? And so it'd become, it becomes a system. So the first exercise, he's going to create 10 videos around the top 10 things facing his target market. And once he goes through the efforts of doing that, okay, how do I do the video? What do I say? How do I say it? Do I edit it? Do I cut all the things that are associated with creating 10 videos 10 Separate videos, it's going to become a process. And and you'll want to definitely document how you did it? What tools did you use? What were the results. And that way you have a process and a system that you can train somebody else on that. Okay, so when you're building a new business from scratch, or you're a small business owner, and you're not at a level where you can afford to hire somebody, or you can afford to outsource, at some point, you're going to want to outsource it. And the easiest place to start is document what you're doing right now. So there's a couple tools I want to give you today. Number one is see when number one is going to be let me get rid of this screen here. One of the tools that I want to encourage you to get is going to be a thing called Brain toss. B R A INTOSSK. Brain toss. Brain toss is an app that goes on your phone. And it allows you to take a photo, it allows you to do a quick voice memo, I think the max is 30 to 45 seconds. And then it has a place for you to text or do voice to text. And the moment you press send, it goes to your email. Now you could customize the backend to go wherever you want it to go. In my case, I have a folder setup called Brain toss. I have a rule in my inbox that says if you get any emails from this brain toss thing, automatically routed to this folder. So I've been doing that for well over two years. The reason this is going to become super valuable, is I think, double check something tomorrow morning. I am going to be talking with a guy named Andy Sharma, which I highly recommend at this point because I've vented their company heavily. Matt, he has a company called get virtual services is a huge team of people out of India. And I'm going to be doing a call from with him at 8am to 8:30am. Because I'm I'm at a point where I'm like Okay, kids back in school, gone through my three year hiatus of not purposely not growing and expanding. And now I want to grow and expand. The very first hire that I'm gonna make is an octopus is a personal assistant of virtual personal assistant. And my, my, I'm going to finalize what I'm looking for with him tomorrow. But essentially what I'm going to tell me tomorrow is I'm gonna say Listen, I need someone that I can have a either a a chat dialogue with, or a zoom call for about five about probably about 10 minutes at 8:30am. Monday through Friday. Okay, that's number one criteria, that person has to be available 8:30am Monday through Friday to do what's called a daily huddle. Right. You have a team of people or you got to be a daily huddles are was really that term was coined by John Rockefeller when he was building his competence and he called it the name and the value is i is I'm gonna go there I'm going to have all this stuff over the last 24 hours, that I have tossed into brain toss, okay, all the ideas, all the things I'm going to do, what I want to do this email that I want to send out, all these things that go through our heads as entrepreneurs, I use that tool to just toss it out of my head. It's why it's called Brain tossing, apparently, okay. 8:30am, what I'm going to train this person how to do is to organize my thoughts before our call, right? So when I talked to him, I'm like, I need someone who has a skill set, that I can, I can get on a phone call with that person, dump all the crap off of my plate onto their plate. And they have to figure out what to do with it. If I don't want to train them how to do anything, I don't want to train them to go do it, I want them to ask me very important questions, and I want them to be better than me. That's my number one criteria. So Andy, you need to find somebody that has at least a bachelor's degree in business, somebody who is organized, somebody who is resourceful, I'm going to assess them with an assessment to make sure that they have the skills. And then every Monday, every morning at 830, I'm going to show up. And before I even show up on the call, she is going to she or he is going to look at my brain toss folder, because I'm going to give him access to and they're going to add they're gonna write down all their questions. So when a three happens, I'm on Zoom, we hit record. And I'm gonna say, Hey, here's what I want you to do. Boom, boom, boom, boom, boom, boom, boom, she's gonna ask some clarification questions, I'm going to properly delegate to her. In other words, I'm only going to give her stuff I know, she can actually do. And I'm gonna say, hey, I want you to send this email, or I want you to create this social media post, or I want you to write this document, or I want you to take over this process. And and here's the folder where I have recorded over the years how I actually do that. I want you to master how I do it first. And then once you have mastered how I do it first, then you're going to show me that you know how to do it exactly how I've done it. That's the next step. And then from that point forward, you have my permission 100% to make it better, make it more streamlined. You own it from this point forward. Okay, I'm gonna take one thing at a time. So brain toss is a tool. The other one is fathom, like you're seeing right here since John Pyron, is recording his call this call for note taking purposes. And it's called fathom, it's free dot video, it's right there on the screen. Okay, highly recommend, it's actually part of the Zoom app stack, it's, you go to zoom and you look up apps, it's part of their stack. Now, you just add it to your zoom. And this thing takes notes, I can highlight certain sections of this call, it will tell me if I'm going on too long. Right? It has a monologue detector, okay. And, and so forth. So, but I'm going to take that tool, one would bring to us, and those are going to be and probably otter, I'm trying, I'm getting away from otter more and more, because they have gotten so proud of themselves that they've tripled the fee on that. So we're gonna get rid of that. But I'm gonna have these systems in place so that we when I do ultimately outsource to someone, which I'm doing, when I get back from vacation, I'm just going to interview for the person tomorrow. I already have a ton of stuff on my Google Drive, of how I've done lots of things. And it's going to make me onboarding her so much less stressful, and so much easier and faster, because I've collected how I do things over the years. So knowing that one day, this day is going to come. The other thing that I'm going to toss in here is a four list. If you go into your resources section and dropbox folder, look up for list, business systems audit. I'm going on vacation next week. So somebody else is going to run the call next week. But while I'm on vacation, I'm going to update my for list business systems on it. Because I'll be on a ship and there'll be plenty of downtime. And I'm going to update my list of all the crap I don't want to do no more. Yeah, when I get back, and I hired this person person and cost me $5.50 an hour when everything's said and done. It's cheap, guys, it's been it's been that on a Well, my thing might go to Starbucks thing is a is a grande vanilla latte with an extra shot. It's about $5.50. Okay, so, exactly. So I'm going to break it down, I'm going to get her for 20 hours a week. So we have 440 bucks a month. And once I get her dialed in on my stuff, and this is a tip for you, Kevin, once I get her dialed in on my stuff, then I'm going to turn around and have her do stuff for my clients, and I'm going to charge my clients $25 an hour. So I'm gonna have certain clients, not you guys, obviously, you're a part of this, because you already know this trick, I'm gonna hire that person, and I'm going to build them out to somebody else. So I'm gonna make about 20 bucks an hour off this lady. I want once I have that nailed down, give her up to 40 hours a week, and I'm gonna go find four or five more. Why? Because why not? So when I have a business owner plant, there's all kinds of things that they they pay 20 to $25 an hour for those challenges. They have to put them on payroll. And, and they have to cover workers comp, and all this other stuff. And I can go into business or go let your let me have my VA worklog work for you for 10 hours a week. Yeah. So knowing that getting your four lists down will tell you what is the next step who is the next skill set that you should hire? Right. So I hope that's been valuable for you. I'm gonna open it up for q&a. Kevin, you were here first. So would you like some coaching? You want to comment on anything we've talked about? Or would you like some coaching on some other stuff? For your VA, your setup, I assume that you just the price is based on a flat fee, so much per so many hours for the month kind of thing. They want me to commit to 20 hours minimum per week. Okay? It's $5.50 an hour. It's month to month, so there's no long term contract there. I actually got it. I've worked with a lot of VAs like this, I had an entire team going before COVID. And I just had to put it all on home. So times 20 hours a week. And it's 110 a week, times 4.3 weeks in a month. So that's gonna cost me about 475 bucks a month. But this person is dedicated to me. And I'm sure this agreement comes my employee. Okay. And before COVID I had Sonia, she was costing me $10.50 an hour. But she, she ran the show on a lot of things in my business like she ran it, because over time she really learns Yeah. But the guy that was the the Jedi Master of this is Tim Ferriss, he wrote a book called Four Hour Workweek. Sure, and that's where this whole VA craze started going very well the key to vas. And the key word I told Andy is I need someone who talks perfect English, and understands perfect English, right? Because this person is going to be responsible for all the other VAs that I'm going to hire. Okay, I only want one person to manage. And that is my assistant, she's going to find the videographer, she's going to find the content editor, she's going to find all these people that are going to be you know, speak her language, I don't care if they talk English or not. Right? I want her to be able to talk to them. Right? Because I've learned the hard way trying to manage VAs myself, it's it drives me crazy. So I just won't do it. So if I can't find somebody in his organization to be that person, I'll find somebody right here in the United States to be that person. Right? But I'm gonna fight I'm gonna find somebody that can give me an hour a day of doing nothing but managing John Pyron. And getting all the stuff John wants to get done through other people. So the difference is the between a 2x jump in the business versus a 10x jump in the business, which you have the book and you know, what I'm talking about is I'm looking at okay, how do I make that 10x leap? Not that 2x leap and there's about 80% of the stuff I do right now that's gotta be outsourced, delegating, automated or go by the wayside. In reference, to get to that next level and so clarifying question. Yeah, I was more just, I mean, I have other questions about vas, but I can come back to those. It's really around logistics and more compliance things. So it's a little more specific. That's really all I had. I don't have much about it. I I'm kind of in that place where I still need to be better at documenting what it is I do that there is for brand new small business owners. I just had this conversation with another client this morning. Michael Gerber used to be the go to guy for that space. He's now at an age where he's going to retire not producing the more books. his protege David Jennings, who he hired to for six months to promote his last book. Michael Gerber wrote the foreword to the new book called system ology. System. ology is by David Jenny's. And it's, it's kind of Michael Gerber's work. We engineer for startup businesses. And there's a whole system online about it. But I love the work that the guy has done. He's basically taking Gerber's work. There's a lot of Gerber's work, because you're already established, right? You have a big business, and you know, but there's that gap between startup and having a team that this guy fills that spot. And, and so I would highly endorse, you're looking to build systems, and you've never gone through the process of building systems. Definitely get that resource. And that's going to help you a lot. Okay, Lisa, any comments, feedback? Questions about the topic that we've talked about? Yes. So how did you find this VA? Would you care to share them? Or? I mean, because I'm looking for vas. And it just seems like there's so many out there, and it's hard to find one that actually syncs, you know, and also like, they're in Philippines, or they're in the Pakistan, or they're in India, and it's kind of like, hard for me to, to like, trust them, if I don't have, like a referral that's had already worked with them, because I don't know, you know, like, where, or whom do I pull the trigger? So I'm gonna put his contact info in the chat window. Tell him I referred you. I've vetted him and about five other companies. And references and also their stuff. And they're legit. So it's, it's secured through contracts. Companies like this, I hire a company versus an individual. Because the company, they have lots and lots of US based clients. And so what I ended up doing for this with this guy is I had him give me five references of USPS people that have used his services. And then I called each one of them and had conversations with them about him and his company, man, and it's legit, so they're in business to increase their hours with you. That is why they're in business. And so depending on the type of like, in your case, neither one of you have these types of regulations. But if I'm like, an IT company, or I'm dealing with sensitive data type stuff, then I have to get my clients permission to use somebody like this. Because there is a potential exposure to a foreign content. country with data. Okay. In this case, having known for companies, I have a really good security in place with Google Drive. And now I have my Google Drive setup, that they don't need to do jack without my approval. Yep. So and they would be slicing their own throat, if they did something with my stuff. So where people go wrong is they'll get somebody that they really like with a company like this. And they'll go hey, how about we just work directly together? Yeah, only trying to bypass the company. But it happens. challenges when you're dealing with a company, they have insurances, they have cybersecurity insurances, they have all the stuff that protects you, their customer. And you're going directly with an individual. Again, you don't know it's not like I can sue them in small claims court. Yeah. Right now, I think I'm very careful on what I give them access to. And I never give them the keys to the kingdom. So that makes sense. Yeah. Okay. All right, before we get to you guys's individual needs us or anything else that you guys like to talk about on this topic. Nope. Okay. So Kevin, what can what can we help you out with today? I mean, I, not much I need just be more in action. So I, there's not much you can help me to. Yeah, I mean, I got plenty to do today. And I don't know that there's much to figure out about it. It's more just doing it. Right. So do you have your the two videos you just sent me? Do you have them on your computer? On my phone, okay. Feel free to send it, put it up in in their Facebook group. And that way you can get feedback from everybody. Okay, yeah. Do you want feedback from everybody? Kevin? I don't, but I really need it. So. Right. Absolutely. Because this is your target. So getting feedback from from the group is just going to help improve it all. So yes, I agree. You got this natural speaking ability, which is really cool. And it's just gonna get better, the more you do it. Thank you, Lisa, what can we help you out with today? Well, I like scaling my business, how do I like break out of this mold of just working with like, my current status quo. And like, you know, I'm thinking about making a leap of just doing more commercial and bigger deals. So how do I make that leap? I know like the market right now. It's kind of like a scare mentality, right? Or that, you know, market it's tight. Interest rate is crazy. No one can afford anything. And so it's like, you know, what, what is like a good precision for me, just like stepped out at this moment is like, you know, yeah, work on the bigger things are bigger deals. You want to do more commercial, right? Yes. And so thank you. I'm just I have a client named Maggie Capitano. And she's in Yuba City of Marysville. And one of the strategies that we went through last week is because of what farmers is doing to the insurance industry in California, she's going to have to diversify. And now farmers is requiring 1818 minimum, either commercial or life insurance policies per quarter. Okay, for all farmers agencies, they want more and more life insurance, and they want more and more commercial insurance because they get they're getting decimated in the state with their residential stuff. Right. So her thing is exactly what you're talking about us, okay, how do I go after commercial? Successful because it's a bigger sale. Right? There should be, unless you tell me differently, there should be a lot more inventory in the commercial space, then because a lot of you aren't coming back to work. And so it's relationship driven, that that space right there is very, very, very relationship driven. So the very first thing I would do is make a list of potential poi relationships. Making some notes here. person of influence relationships have. So let's say who would be the person of influence relationships, give me a second. I'm gonna pull up the data. They get a great list here. See if I can pull it up on some of the screen and I'll share it while I'm finding this So, there is an organization in Sacramento called BOMA, which stands for business owners Management Association or building owners Management Association and they have a Sacramento Chapter so you know, hang out where this building owners and management organizations hang out if you want to get access to those people talk with the categories commercial say that again, have you done commercial before? Yes, I have a little or a lot and what kind? Well, I'm, I'm you know, I do like the smaller owner user kind of commercial like I did a couple retail strip did a couple of come mean commercial residential stuff. mixed use properties. Yeah. Yeah. wherever they come from. sphere of influence. Cool. So go ahead, John. Sorry. Categories LIS, right. Definitely, you want a commercial lender? Someone that when Kevin can do commercial lending, but what you're looking for is somebody who's only focused on commercial bank. That's all they do. They don't want to they're anxious in or in residential, Nebraska, wants somebody who has insurance and commercial lending. And I'm just making some notes here for you. I have a few and commercial lending, they're actually even better because they can pay you a referral fee. Absolutely. Yeah. Somebody who specializes in commercial insurance, specifically commercial insurance. Right out the gate. Let me refer you to is a huge presence in the San Francisco market. He just moved here three years ago, and he has only focused in life is commercial. And so his name is Dimitri Golodryga. Alright, I just texted you his cell number contact info everything. He's got a connection for you because he's been wanting more and more to expand the into the Sacramento region. He lives in Rockland. You've got eight or nine people that work for him. So he's an agency like he's got 1000s of commercial properties and commercial businesses that he does insurance for. Yeah, I don't know if he has a realtor in this market that is specifically focused on that space. A good commercial banker business banker my go to business banker is Renae Anderson, the tri Counties Bank. She moved up here from LA and this woman has been able to get more stuff done with business owners I've referred her to then all these other documents referred to their own well they can't get them they can't get it done. She doesn't take that tactic. She was like hey once once you once she has she is clenched like I if I can't get it done, I got lots of resources help me get whatever you want done business. commercial lending buying buildings things like that. Good solid CPA that specifically focuses on companies that are 1 million and over a business attorney so make a list here for you It managed services bank card services I'm gonna land the plane here in just a second just helping you build your network here remodeling contractor signs and banners are printer what can you keep react as long as they're focused on like the bookkeeper I refer to she's going to be here next Monday. Their main focus is one to 1 million plus businesses and $1 million a year revenue. So that's that's their go to don't take everybody. But when it comes to their focused marketing, it's going to be that business that is between one and $5 million and security systems now, this is 1-234-567-8910 11 I'll scroll snapshot this to you, I'll snapshot this and text it to you. But the strategy is this we need to find people in this space that are vetted that you enjoy talking to that can become what's called poi for you you only really going to need for to get to your goals quickly. For people and my goat my requirements are listen I have that five part video series in the Google Drive called poi you just look it up follow it to the tee but I look forward to I like them are they actually act? What is their say? Are they actually out constantly, you know going after new business in aside I'm going to put a star next to to a couple of things here so insurance banker CPA, it managed services bookkeeper, security systems. I'm specifically looking for an employee II in that space, not the owner of the company. Okay, now the reason this that is is because I'm looking for the salesperson that has a quota on their head that they have to hit every month with new business. Okay, so I'm looking for a commercial insurance broker who has an employee that's a commercial sales rep that I can develop a relationship with because that employee is required to hit certain numbers every month. They're very active in their sales approach a cabling company just started a couple other people cabling company, office furniture you follow the money trail. When I buy a building, or at least a building. I'm going to use a commercial real estate versus commercial leasing agent commercial real estate versus all those buildings. Okay, we're gonna need ti work. They're gonna be cabling infrastructure. They're gonna need office furniture and we blinds and shades and, and all this all the stuff that these commercial spaces do. That's why BOMA is probably a really good organization to join. If you're going to go after the space because you get access to all the vendors that are BOMA members. Then it comes down to relationships. Who who going through this list now there's 13 on this list, all you need is for you is finding somebody in each one of these spaces here, that can be your go to person, when it comes to a commercial person, so you meet Joe Smith, Joe comes to you, he wants to buy a building. Or Joe Smith comes to you, and he wants to lease a building. And you're like, hey, let's talk. So all of a sudden, you, he agrees that you're going to be his real. So you're going to meet, okay, this is what you're looking for, this is the exact spatial or go forward, this is a square footage, if it's a lease, this is the terms of the lease that you're looking for. And once that all happens, and Joe goes, Great, let me sign the lease, let me you know, I'm gonna buy this building. And you get to that point, so you either hook him up with the banker, or the commercial lender, or, you know, you get them to sign the lease. And now you need all you need any relationships and all these other spaces. Because you want to have your IT company in there, you want to have your model, contracting your contract, when they're remodeling, you're gonna want signs and banners, you're gonna want security systems, cabling, office furniture, all these things that go into buying a building, or leasing a commercial space. And if a word gets out that you're the go to person to make a move easy, you're gonna get a reputation. Okay? So it's taking, usually, if it's a big company, when they're looking for 20,000 square feet, or 30,000 square feet, you're usually dealing with the office manager at that point that first right? I would imagine that with MLS or any other systems that you guys have access to, you can get a list of all the leases that are coming up for renewal. Yeah, these people probably are tired of leasing and they want to buy it's a great time to buy. You see I'm saying so if you're wanting to break into that space, you've developed relationships with people that already have the middle like the cabling company. Typically the it cabling the cabling company are usually or the the banker are usually the first people to know that I'm interested in moving around interested in buying because that's the infrastructure that has to be done. So, your homework will be to take this list and create for poi relationships in the space take a picture of this and these are all people that you want to develop a relationship with overtime. So now you become the go to commercial realtor from them. So and you build this team, and and this, this system, if you will, to buy a commercial building this commercial space. That's how to even turn it into a system. So Am I answering your question? Am I Am I the academy any feedback here? I was gonna ask you, John, did you start at the new love tip? Chapter were you able to? Wow We're starting to win in Marysville. Oh, Marysville. Okay. I'm still that's not going to happen till October. I'm still looking for someone that wants to start one in where you're at. Oh, Grover, wherever you're at. Elk Grove southern Park. This if you look at this screen here, these top uz it's the top four here, the top four or you can go look at any of the tip chapters across the country. Usually the top four categories here, or even the top 10 but mainly the top four are the people that usually start these because once once they have the group, those categories have never opened ever again for a long time. You know, Bill hoagie is the founder of the tip of Carmichael. They've been around for 36 years. And he's built his company. He's got about 12 people on staff and about 85% of his businesses come through. That's it. Millions and millions, millions doors. So he didn't leave anytime soon. That category will not be open until he retires or dies. Yeah. And then gonna probably have an employee ticker. So, but yeah, you want to be the go to person to start tip chapter. You said oh growth? Yeah, self Sacco growth? Yeah, I mean, that's no growth is an untapped market. And, and I'd be more than happy to help you build it. And so all the homework, I would give you same homework, I gave Maggie Capitano. Open Marysville is getting the top 10 list here, you probably know somebody in there and just go out and say, Hey, we're thinking about starting leave a tip chapter, you know, growth. You're the you're the mortgage person that I know, you're the financial advisor. I know, you're the property and casualty insurance person I know. Would you like to have a conversation with John Pyron, about what that entails? And while you say yes or no, either way, if you decide you're going to start it, there's going to be a line out the door with certain categories here. Because I'm gonna go, I could all I got to do is to do a couple of social media posts. And listen, I'm starting with Chapter Millgrove. And it's first come first serve your property casualty insurance company, you want to get a spot because what's taking stake in those categories get fed a lot of business. So the only commitment that you actually have to make is I want to start with and because I'm going to do the lion's share of the work for the first three or four months to build out this chapter. And the tip is excited that I decided to do this. Because I want to speak at the convention in April. What's the annual fee for the tip 440 to join, that can be split out at $200 a month to $200 down 125 a month. And then the annual renewal is $360. That's up directly to the tip. Work. If you bring in two people or if you bring in six people into the tip anywhere in the country, you never clear any. And once you get to where you brought in 25 members into the tip, you have what's called a gold badge, which is what I am because I I wouldn't go back because I never wanted to pay the tip and never die. So once you hit 25 members, your lifetime member you'll never pay another dime. Yeah. The only fee only reoccurring fee that you have is each chapter has their own chapter dues, which covers either breakfast or lunch, whether it is whether it's a lunch chapter or a morning chapter in your case, because you're wanting residential, or you're wanting to real estate type connections. It needs to be a morning in the morning group that started about seven o'clock, till about 830. The reason morning groups are successful is because a lot of contractor type people. Once they're once they leave the meeting, they're not coming back to the lunchmeat. There's not many successful contractor real estate center groups that are lunch means there are mostly afternoon means and if you want to check it out in real time. Carmichael Lipton of Carmichael is the best example in the region of a real estate based chapter. They meet 7am North Ridge Country Club in Carmichael. And like I said, Chad has been around for 36 years. If you want to attend, I just got to let them know that you're a realtor, you're gonna come and attend as a guest just to see how the chapter runs because you're thinking about starting your own shop. And they'll be okay. You just won't be able to get a commercial as a realtor in that. In that group meeting. You just fly on the wall to see how the meeting ends. Yeah, I joined the one in West sac last month. It was eye opening. It was an impressive West SAC is a yeah, this in West SAC, you know with who was it a duck Coville and oh, you join the chapter. I mean, I didn't join them. I did a visit. Okay, okay. She did the Sakhalin champ. Yes. Was that one goal? Second Chapter. Oh, that is the Sacramento Chapter. Okay. Yeah. With Want to say what's her name? Oops. I can't hear you now. No, I'm still here. I'm just pulling up some. Okay. Yeah. So if you go chapters, Northern California, Sakhalin was the largest chapter. region. And the nice thing is, is once you're part of the team, you get access to all this nationwide. So they meet Tuesdays seven o'clock. And they're president is keep Kamala, she's the bank. Yeah. But this chapter has been around for 20 years, they said, Yeah. See that? The oldest member in the group is John and Troy and COVID. So you guys are real here. Financial Advisor, mortgage loans and residential real estate. Yep. And then since 1992, okay, those chapters, those categories have not been opened. So, whenever will be so long as these people are alive. So but yeah, it wouldn't be hard at all to duplicate this in your so f4 at 25 members of group averages about $1.5 million in shared business. At 30 people, they average about $2 million in shared business amongst themselves. If 44 members there, that group probably averaging about $4 million in shared revenue per year, shared commissions, because they're realtors, they don't report the value of the sale, they report their commission. So, but the nice thing is, is and how the only reason I actually joined looks it is let me share my screen. is I want to I wanted to go to my client and say yes. And so they wouldn't say okay, do you know, they like had somebody recently? It's like, Hey, do you know of a family law attorney? Absolutely. All I do is I go here and I go, attorney. Family Law was 28 of them. With guns 28. searched by the area here. And a man in Northern California, all the way home. He called me. Yes, sir. We have two family law attorneys in my backyard. So I just click on Dominic. And I happen to know Dominic, not from experience just being their manager. And I'm just going to pick up the phone and I'm gonna call Dominic, the one person that's the hardest to get a hold of on this planet as an attorney. But when I call their office, their receptionist is going to answer. Can I tell him he was calling? I'm gonna say yes. It's John Pyron. From the tip. Hold on. Just a second, sir. Yes, let me pass you through. Okay, I actually get to talk to the guy. And and he'll actually returned my call. Because I haven't I mean, no tip. And then I'll say, Hey, I got this person looking for a family law attorney. Are you are you taking new clients yet? Let me do a referral to them. So now I go here. And I'm going to give him the defaults to my chapter, which is the one I'm a part of. And all you got to do is take this filter off. And I'm going to look up Dominic. And here he is, I'm gonna send him this is also on my phone too. I can do this on my phone. And I have personal contact company name, phone number, email address, where the details are, I'm actually marked as a private tip because if it's a family law attorney, it's probably a personal thing. Right? And I'm going to hit submit, it's going to give an email and a text that I just gave him a referral. We only pass warm referrals here. We only have passed a referral where I've actually had the conversation with the person I would refer him said, Hey, I talked to Dominic, he's open to talking to you do you want me to refer him to absolutely is a warm referral So and I have access to everybody nationwide. There's 4900 members nationwide to earn 12 chapters. So I can meet my client's needs anywhere. Where this comes into strategy for both of you. Right? Is there's only one other business consultant in this whole region. Her name is Gina macaroons, socialism tip of Carmichael. And I don't think there is a business coach, there used to be a business coach in the Sacramento Chapter, but he retired. So the business coach and business consultant category is wide open anywhere in this region set for my chapter in Carmichael. But once you join, now you get access to all these people nationwide and where your categories not represented. You can talk to the people in that group, about you and your services, and so forth. So as a commercial realtor, if you join, if you start your own chapter, you're gonna get access to this. And now you're gonna build your network of vetted resources, you're gonna go in there, though, who's who's the electrical contractor, who's the business, commercial number, who's this and you've ever looked at the categories and call them and say, Hey, I just joined the tip, I'm going to be going after a lot of commercial business, and I'm looking for go to partners to refer my clients to your in luck tip, I'm gonna tip love to have loved to have a phone conversation, I will do a phone conversation. Too many people want to have a coffee and a meet and greet, no lunch and all this other stuff. And it's a waste of time. Until you know you like the person. So that's how I would approach that. And like I said, if you want to start your own chapter, just let me know. Because Celerina just paperwork. We don't even you don't even sign up on anything until you go, I want to do it. And then we'll say, Okay, three weeks from now, we're going to have a meeting. And our goal between now in that meeting is to find five other people just like you that want to join, we have a meeting. Here's what we're thinking about doing. Here's what we're going to do. And you have a meeting of the people that would be a part of that initial group. And everybody says, Yep, we're going to, we're going to, we're going to do it. Okay, so everybody signs up, the tip sends you the kit, I come down there once a week help you run the meeting until you can learn on your own. And I'm gonna add a bunch of people to the group. So that's how you do it. How many hours do you think you have to spend on on this like a week or dedicated to your case, probably, while the meeting time, obviously, which is going to drive to the meeting, I don't know, hours, yeah, I would, I would obviously, select a location close to your home, since you're the one store, you get to control all these decisions. Close to the freeway is the best, you know, easy access. And, and so once you decide on that, then the meeting time, you know traveled to and from the meeting time and the meeting time itself, and then probably an extra hour to two hours a week at the most. Because those those two hours are going to be spent building your own power base in that group. So we're not just going to add members, we're going to add people that can keep you business up to everybody else to add people that will feed them business. But we're going to be very selfish in the beginning. And which is definitely what I've recommended everybody is you're going to add people that can feed your business and you can feed them business. Just fine. Turn the Fill box. So yeah, wouldn't Would I be able to say okay, I'll take the real estate category, both residential and commercial, one category, each category is represented by one member, and conflicts of interest are disallowed. Okay? If you want both categories, then you sign up for a company membership under the real estate residential. And you have somebody else in your company come to the same meeting and they sign up as a real estate commercial company name now you both are part of the group. So like Kevin has Michael working with him under his broker's license, and Kevin wanted to be the realtor or the mortgage person in the group? both commercial and residential? Yeah, man MicroPen join under the same company name. The benefit of doing the company membership versus the personal membership. There's no cost difference it's the company owns the membership, not the person So if Michael and Kevin part ways, Kevin keeps the membership and just find somebody else to represent. So, that's how that works. So, alright guys, I've just noticed the time. So have a blessed day. And I will see you in two weeks. Adrian boisdale will be leading the call next Monday. And let me ask you two questions real quick. Someone put it out is Adrian and I are thinking about teaming up on this mastermind call. Because both of us have massive networks. And we're thinking about just blowing this thing up. So would you guys find it more valuable? Having more and more people on this call? Or do you like it small and intimate like this? I think we can invite more people. Well, yeah. All right. Well have a blessed day. All right. Thank you. You guys said

Transcript: All right, welcome to this week's edition of the 10x business owners mastermind group call John Pyron. Your host, the business doctor, and this is the third Monday of the month. So we're talking about operations and service delivery. And prior to starting call me and the group of people that are on here live, when we're talking about networking groups, specifically the tip, which is very similar to BNI, and specifically about this guy on the East Coast, that really has nailed down a mentoring process. And so it fits right into our topic today, because there's 212 chapters nationwide, almost 5000 members, and this guy has seemed to crack the code in attracting people giving them to a meeting and converting them into new members. And it's a process, it is a system. And so when you look at business processes, usually when you're first starting out in business, you just want to survive, you want to create money, and, and you don't care how much out how many hours it takes to do it, you want to create money and and that is your number one goal is to survive. Once you've gotten your income needs, that could vary to be $60,000 a year, it could be $150,000 a year, it's whatever that business owner has decided this is the income that I need to have to where I never have to go back to work for someone else. That's usually the first milestone. The next step is operations and service delivery. It's okay now that I know how to create money now that I know how to market my business now that I know how to generate leads and convert those leads. I have proven to myself that if I get a lead, I can walk them through a process and get them to give me money no matter what type of business you have. Okay. gratulations if that's you, because you have figured out the number one problem that most business owners have, the number one reason that 85% of all small businesses fail in the first five years is they can't figure that piece out. And they run through their savings. They run through the money. I have a guy that we're closing escrow on the sale of his business this Friday. He started this business in June of last year, took us two mines hired me to help them start the business been working with him ever since. And but he didn't he didn't want to he only wanted me to help him in sales. They want to help me, let me help him in any other area of the business. Which he's now looking back and going that was a huge mistake. Because he invested well over $250,000 and we're finalizing the sale on that business for $150,000 This week, because the wife said I'm retiring. Moving on going now. Now, he's hired me to sell it in some getting into the melon, oh man, you know, this is this right here, this right here, this right here, this right here, this right here really needed to be fixed and done correctly. This is well over $55,000 a month. But by the because of the inefficiencies of his processes of his systems. The net profit on that is extremely low. And so there's some things that you'll want to as you grow your business to remember that some day unless your whole goal and there's and I want to preface what I'm about to say there is nothing wrong with being a sole proprietor, a solo entrepreneur for the rest of your life. Okay, just just so I'm clear, okay. Challenges if something happens to you. The music stops Okay, so I have a very dear friend of mine, I'm not going to get into the name in but he has been in very high level ICT D for many, many years. I personally mentored him and coached him as a salesperson when I used to train salespeople. I turned into him into a badass sales engineer. Okay, he worked for an IT comp it managed service company. He was an engineer. He wanted to learn sales because you can either make money fixing computers or you can not only fix computers, but you can make even more money If you know how to sell, so I taught him how to sell, which ultimately made him number one in the company, which ultimately led Cisco to come and completely recruited his butt away. And then ultimately, Salesforce. But I kept telling him along the way, you need to get all this stuff out of your head, as to what you do when you give a lead, what you do, how you contact them, what you do, when you set the appointment, how you set the appointment, what you say, what the process that prospect goes through, to ultimately say yes, and the easiest way, if you have been in business, is to go back and look at the last 10 to 15 customers that you have, that you would like that you want more of, and reverse engineer from right now all the way to the back to the point where they they discovered who you are. Okay. And it's gonna leave a fingerprint. This is this works. This is like the number one strategy for real estate and mortgage is you have a buyer fingerprint. So an example would be if I got a lead, somebody wants to buy a home, somebody wants to sell a home, somebody wants to get a mortgage. My very first question, if I'm a realtor is tell me about the last home you bought. Tell me about the home that you bought. I mean, you're in a four bedroom, two and a half bath house two stories on a half an acre lot. Tell me about that process? What made you buy this home? What did you like about that home? You know, and I'm going to have them explain to me exactly what the process they went through to buy that home, because they're going to tell me exactly how to sell to them. Okay, how to walk them through the process, because they are have already been through that process, they obviously liked the process because they bought same thing with it. Same thing with the handyman, is you go back and you look at all your clients you've ever had, and reverse engineer the process. And the nice thing is, is if you just take this one little system, this little system will make you a ton of money. Okay, because every single time you get a client, you just reverse engineer that process. And you're gonna find that as you grow as you change over time, your process and your system is going to get tighter and tighter and more converting. The more you do this, is once you have the code once you know what the code is. So okay, how many people can I add to this, I was talking to my counterpart, Nancy, who by the way, is volunteered to be a guest on next week's call. And I'm going, I trained her to go from being real estate attorney to business consulting. And so next week, and in very specific niche, like she is a genius when it comes to operations systems. But more importantly, now that I'm the business owner, now that I actually have money, how do I maximize that money? And how do I keep that money. So she's going to do a whole training on business finance. So you definitely don't want to miss that. Definitely listen to the recording, but it's a process and it's a system. And so every single thing that you do in your business, always be thinking if I get hit by a bus, I get hit by a bus. If I went away for three weeks, if I went to Vacation for three weeks, you know, is it what aspects of my business has to run without me? Otherwise, if you stop the music stops, right? So personal story that I'm opening up for live q&a, as I've been on the hunt, specifically for one or two business partners, not employees, business partners. I've had three very actually 1234 Very successful partnerships. And so I'm like, why am I going to reinvent the wheel I can I can implement this funnel. It's on my wall here by myself, me myself and I with some employees and subcontractors, and at the end of the day own 100% of it. And I've been totally fine. What I found for me personally, is that's been on that wall for two since prior to COVID. Okay, and And I was already going down the road of implementing it COVID Hit and I'm like, I don't need the I really don't need to implement. But I am well, fully were aware of this. If I leave this house, something happens to me, all the music stops. Okay. And to me, that's unacceptable. This is the first business I've ever had in the last 25 years that completely depends on me. And so I'm like, You know what? Preston's back in school kids are back in school, that to foreign exchange students, they're back in school. Now's the time. So when found two business partners, I've been talking to him for a while we're forming a new company this week. And we're gonna build that funnel. By the time that funnel is said and done to me about 25 to 50, coaches, and consultants in all different disciplines where nothing depends on me or any of the other partners. The reason I'm bringing on partners, and here's the system, by the way, I will bust my ass a whole lot more. Okay, and do things that I really don't want to do, if I have a good solid business partner that I have respect for. Okay, the only other flip side is if I go out and hire a W two employee that will put a fire undermined by as well. But I would rather do it with a business partner. Because Adrian has incredible digital marketing skills. Chris is the other partner he's as incredible operational skills and getting things done. The three of us combined the Dream Team, when it comes to this type of consulting business. In the real estate business, right, there's a couple of ways you can do it. There is a you can duplicate yourself through other agents, if you're relatively nice is going to start your own brokerage. And so you can recruit other agents, you can also go and maybe become an exp realtor, build your own group, Kevin and Michael work together. So you can go and find another mortgage person, there's so many different ways that you could partner and, and really leverage each other. Right. And so I'm just one of those systems that I've used for years is divvying up the work responsibility. So that way, a year from now, which alone is going to probably only going to take six months to a year to have the business in such a way where if I am gone for three weeks, one, or both of my business partners who show up to this call, and rocket, like you guys will get a tremendous amount of value out of both of those guys, because they're both serial entrepreneurs, and they're both very successful at what they do. Okay. And so that's my, my two cents for today, as far as operations and systems is look at, okay, what is the next thing that needs to be duplicated in your business that will give you the most leverage and increase in revenue without you actually having to do all the work? Okay. So with that said, Any questions, comments, suggestions about what we've talked about? Or do you have something specific nonrelated? Go ahead, Josiah, do you want to talk about today? Hey, yes, just I have no more handyman of the group here. And I was just thinking about the the ways for myself specifically, to get ahead, in that respect of what you were just talking about. In my mind, I would either need to train someone, like my partner who I can do some like medium sized projects with how to do my quotes, because I have a specific way that I run everything from, you know, what I've found in my district to, you know, the not just the sales tax here, but my overhead and what I need to, you know, accomplish and Loomis and then the discounts that I can offer to my clients for multiple kinds of projects. So there's a lot that kind of goes in, you know, like you would know, like, you know, you know, building any business when you're starting from the beginning, how do I maybe not feel like I'm just kind of starting from scratch trying to get someone else up to date on everything that I've had to learn, so that, you know, I can maybe have them, put in some quotes and schedule them out and maybe I go on vacation for, you know, a week or something like that is there. Yes. Great question. So, if you pull this straight out of McCalla Watts his book called clockwork especially The big one, the one that just got revised. In that as a handyman, I would be investing in like a GoPro. Okay? And part of the agreement that you have a customer sign before you start work is releasing, you know, giving you authorization to use that GoPro when doing your work for them. Okay, now obviously, you want to wipe out any personally identifying parts of that video, right? So getting a good solid video person is gonna be key. But now all of a sudden you you're able to train, you're able to video you doing the actual work and walking people through, you know, walking yourself through the process, you're basically creating a training module, if you will for your company. So that's one thing. The other thing is using an app like otter, right, OTT II are using an app called Brain toss. And then having a Zoom account. Now, unless it's going to be longer than 40 minutes, a free Zoom account will suffice. And so when you're sitting down to do your estimates, you're sharing your screen. And with yourself, you're hitting a record, and you're walking through the process of doing an estimate. You're walking through the process of doing a quote, okay, it'd be a big pain in the beginning. But once you get the process down, you're done. Next process done. Next process done, there's only so many processes or systems that you're going to need. Put it in a Google Drive folder categorized in the four key areas of business marketing, sales, operations, service delivery, admin, and finance, start dropping that content in there. Don't worry about editing that, right. The only thing that you really need to edit is going to be the GoPro video stuff that you do. Okay, so now down the road, when you do want to bring on an apprentice. You already have all that stuff done. Okay. The flip side, okay, and there's there's actually a really solid book out there written by David Ginny's called system ology. So a whole culture that got released last year. Because Michael Gerber is his mentor, and the E Myth is really geared towards an established business. It's been around for a while. system, ology takes it from startup, like brand new. I just started my business just got my business license, to the point of being completely independent of your business, or your business, being completely independent of you is worksheets and all that stuff in there. But really, if I was there, give you a revert night, a lot of everybody on here, except for maybe Jack is old enough to remember, let me give you the Reader's Digest version. Right. And that is, well, maybe Michael is not old enough. Hey, I still had those. I know what those are. Yeah, back in the day, it was the Reader's Digest version of, of the book. And that is document as you go, especially when you're in startup mode. Because one day, you're gonna want to have somebody do that. And the thing that the number one problem that gets in the way of an a solo entrepreneur hiring somebody is there, they usually don't hire until they're completely maxed out. Until they're working 5060 hours a week, and then just the thought of bringing on somebody becomes a few let me get this straight, dude. Do I have a root canal today? Or do I have open heart surgery? I mean, either one sounds good. But I'm kind of stuck now. Right? Don't wait. Right? Do it now. Get your processes and systems done now one of the time. And when you do go to hire somebody, it's not this big pain in the butt. That you think oh my god, I have to take out now how am I going to do all the work and keep the business going and make the money and now I'm responsible for an employee and I gotta take my time to train them. And I already work 65 hours a week, 70 hours a week. I might as well just do it myself because nobody can do it better than me. Right? That's the big trap. So that would be my answer as their seniors. Okay, different things that you want to implement. And before anything else on that one before we want to jack Thank you, Jack. Song along the lines that I did a big project. This is kind of Not this is one I raise my hand for. But that's funny. So I did a project I had probably a dozen people have a mother in law's house yesterday. So my dad owns a property. So I grew up pretty handy. I didn't need to do a lot of housework. So I divvied up people based on their skill level and what they could do. And so I tried to put people unfortunately, what I knew I can fix too. So if I had someone who wasn't skilled enough, they could do most of the way, right, it wasn't so wrong, that I can fix something. So I went and redid the whole basement floor over the day and a half. So, which was a lot of fun to do actually enjoyed that project. And then, you know, I see like some little small things that are missed upstairs. I'm like, You know what, that's what I get, you know, they're good enough. And I could, I tried to not beat him up. Why did you put the dropcloth down? No, I just kind of go the other way and say, Hey, listen, this might help you next time. So I have some of these things. So try not to beat up people on projects. And one thing I was also taught, was never be afraid to teach someone to become better than you at something. And you might show someone something. And they're like, like I like I'm really good with spackle. But there's this one guy I met who was almost a surgeon, and I was doing liquidation. And we had to do, we had to repair the whole building this is in. This is going back 10 years. And I want to say we were in Hamilton or something. And we had to patch every single hole in the wall. And I showed this guy a little bit of what I was doing. He was a machine, he was perfect. He's about four feet tall. So he needed a ladder. But he was absolutely great with everything he did. The other so mad enough, though, and actually thought this is interesting, because I've been listening to this recently to is when you're talking about also the people that you're able to work with, with these processes. What's important is Respect, respect and trust. It's not just that you like someone, when it comes to professional, you don't want to not like someone but respect and trust and to be a much more fundamental and higher on the list of priorities than whether or not you'd like someone, are they able to do the job without it becoming a problem is the system in place, you know, maybe maybe they are too sarcastic for you, but you don't care, they get the job done. But respect and trust is really important when it comes to systems. Do you trust that they can go through this system? And I do actually no, you said E Myth might be a little advanced. But I do think about the E Myth all the time about am I doing something that can be replicated to so if I find something that works really well. Even the other day I do with literally everything, whether it be work personal life, if I'm doing something more than one time, I'm gonna look at can I improve this every single time I put down a floor and I was trying to see is there a better way to get these tiles in place than what I was doing and continue to improve on the process? Even for something I've done before? Is there a new tool? Is there something that makes my life easier? Both ways? I just look at that every way. And I think as I just talked about, I think I actually got this from as a kid playing video games. Because you know, when you couldn't save a video game, you had to figure how to finish it. So you have to figure out which pattern you things you can do. So I do still know readers that I just grew up with a basic Nintendo at least. Not quite Atari. I know what it is. But I didn't have one. It wasn't the newest, newest, greatest thing. But that was my two cents. Trust. Weird transition age, I kind of had a typewriter too, when I was a kid, and then, you know, obviously that went away very quickly. Yeah. Any anybody else have anything they would like to go over today? How's everybody's business plans going? Okay, me actually questions that you can ask yourself is ask yourself this, are you on track with the action items in your plan for this month. Remember, action items in the one page plan or monthly strategies or quarterly objectives or annual mission very rarely changes. It's just what you do. Vision gets updated every year. Because it's a three to five year vision or 10 year vision. Even if it was a 10 year vision, like I have a client that's been able four and a half years together now they've hit every single objective they've ever set. Because every week I hold them accountable to their action items and their plan. Every quarter we adjust their strategies. Every year we adjust your objectives. They've gotten so confident now that they set a tenure objective for 102 employees and multiple locations. So you can see that far out well. Every year. It goes from a tenure plan to an nine year plan to an eight year plan to you know, so forth. Once it gets down to a five year that we reset and we add backup five more years. So the question comes down to I'll ask you guys the same question I asked every single one of my one on one clients is number one, are you still committed to your vision statement? And the answer is yes. or it's no. Now. Most of the time they say yes. So my next question to them is okay. Are you on track with completing your action plans? And your one page plan this month? Well, no, I'm not. Okay. So let me go back and ask the question, when are you 100% committed to your vision statement? Yes, then two things, one or two things has to happen. Either that vision statement has to change and lower itself to match your activity. Or your activity has to rise to a different level to match your vision. But and I tell him this, when I'm in a one on one situation with him, I go, I don't want my job is to prevent you from lying to yourself. Okay, so if you can't get your activity have to match your vision statement that we need to lower the vision statement to match your activity. Okay, so how about this? How about we just draw a line in the sand today and call it a clean slate and between Now in our next meeting next week, you get your activity up to match what you say you want. Okay, and so when in a one on one setting, that's what I do now. The reason I'm sharing this with you is, take a look at each one of you over this next week. Take a look at your one page plans. Next Monday is our final meeting of the month before we go into September. So now's a good time to get your plan updated and come prepared next Tuesday. To ask questions you are more than welcome to ask any question you want on this call about your one page plan and get mastermind you know, information from multiple people on this call about your plan. Right that's the advantage that you guys have over what my own one on one clients don't have. Okay, so go for Jack. So one question while I'm working my plan and continue to find that I was wondering what would you say if you want to if I want to keep reaching for bigger and higher clients, so bigger size clients? What are some ways that you can because I heard an interesting thing recently that a client had a one of his clients made up 50% of his business when he first signed him up that this point that guy same client only makes up 5% So keep searching for for Wales because the situation of ours is hard to reverse engineer or the owner ran into when the craps table decade plus ago. And they had 12 people now that just blew up. So it's hard to replicate that one unless I have a gambling problem. But for other ones trying to find larger clients how do you keep looking and searching and keep trying to jump up to the next level? So I'm going to open up a whiteboard here. And while it's opening I am going to and actually this applies Yeah, this would apply to everybody here. So hold on just a second here. So in your case we're talking now actually probably your level let's just say 10 to 50 users will be considered small business. And this is relative to everybody. Okay. This would be this in your case is going to be we're still sticking to what Microsoft's definition is going to be this right here like this whole whiteboard thing All right, anyways, you get the gist? All right, then we're talking, let's get up here. This is going to be large, which is going to be 250. Plus. The difference here is this small business. That was a quick, fast sale cycle. Okay? So in the real estate business as long as I can get somebody qualified, if I'm bernisa, and I find somebody a mate, that's a renter, my conversation is going to be like, Hey, how would you like to actually own your own home at some point? Oh, yeah, we just don't, most people don't even know how to even do that. Right? Or they don't think they qualify, or, you know, something's happened. It's like, you know, I've only connected with Michael or Kevin, hey, there were friends of mine during the mortgage business, let me just have you meet with them, and have them get you pre qualified, once they get you pre qualified that we can talk about your buying, but it might take a year for you to get pre qualified, I don't know. There might go to guys, right. And, and that can happen like that. Once you get to pre qualifying now I'm going to go and sell them a home. Because there are first time homebuyer and they're probably not going to go after a 500,700 50,000 $1 million home. Okay, the larger the deal, the longer the sales cycle. But in the meantime, I gotta pay bills. Okay, so if I'm trying to pay bills, and I'm in the mortgage industry, or the real estate industry, in the IT industry, I'm going after the smallest client, I can find the smallest job I can find some cash in right now. So the small business owner tend to fit to users, there's a ton of them. I like that space, just simply because they're too big to not have an IT person, they're too small to hire an IT person, they are outsourcing to a competitor. So in your case, Jack, I'm going to leverage all the information you didn't learn about business on this mastermind call or any other call and your whole focus is okay, Mr. Small business owner, what's your biggest problem that you have? How can I solve that problem so I can earn the right to talk to you about your it because I guarantee your current IT company ain't talking to you about how to build your business. Okay. So that's a shorter sales cycle, I could meet somebody today, I could have been on site meeting with them and their office manager tomorrow, I can have them signed up on a managed service agreement by this Friday. Okay, just boom, boom, medium sized company, typically going to have a CFO, typically going to have an office manager, typically going to have maybe a part time person or definitely a long term relationship with an IP company. Between that 51 and 100. user space, definitely going to have an IT company, once it gets 75 users and above, probably going to hire somebody internally that has screwed up their network to a point where it cannot operate without that individual, and he knows it or she knows it. And they think it's job protection. Okay. So those setup sales cycles could take anywhere from two weeks to six months. Okay? The large enterprise space in the payoffs bigger when it happens, right? The large enterprise space could take anywhere from six months to two years. Okay, so when I'm building an IT company, or consulting anybody in the IT space, I'm drawing this pyramid out, and we're setting goals on how we're going to go after all of this at the same time. This thing, I'm gonna send this to Jack, it should be a part of the recording. But I used to have this diagram on my wall. When I owned it companies, I knew exactly how many prospects and clients I had in small business space and medium business space, a large business space. The reason I built this like this jack, is on September 18 2008, Lehman Brothers announced that they're going bankrupt. Okay. One year prior September of 2007. I converted every single client from break fix to a managed service flat rate service agreement. Bunch of people in these different areas so when the economy collapsed the following year, I kicked me Karl politic kicked everybody's ass in this town. Right? And it's not. Now we just did is we converted our businesses to to protect the downside. So if I'm a handyman, right, I I'm going to have a ton of, you know, small jobs. Okay. I'm going to have a ton of small homeowners who give me little small jobs here and there. Okay, my medium size clients. I'm gonna start targeting more professional class homeowners. Okay? husband works. wife works. Both busy. Both make a shit ton of money, right? They don't want to be doing their own lawn on a Saturday. Okay? Because I'm a handyman. Well, well, your handyman, you're not a lawn guy. I know. But I'm a handyman. I'm your property management company. Okay, without you having to hire a property management company. You let me worry about how the lawn gets molded. You let me worry about how the pool gets cleaned up. Let me worry about how the HVAC gets maintained. I'm basically switching my hat from being the handyman doing the actual work to being the project manager and Property Management dude. Having my vendors in there doing all the damn work. Okay. And okay, clarify your grades ticket now. Go ahead. So, how do I get paid to organize that? I am charging a fee for that. So what I'm doing with a medium sized client like that, and then what then again, in your space, medium sized client, husband and wife work? Both professionals both make a boatload of money. Okay, both can pay me. Okay. So I'm going to come up with a package that basically says, Hey, any one or to our job, aside from materials cost, okay. Any one to two hour job? At least twice a month. I will just come in and do. Okay? Because you're going to be on my quarterly bi annual yearly subscription. Okay, now, this is advanced ship because no handyman does this stuff. Okay. But I'm going to create a package that says, Hey, pay me 250 bucks a month. And I'm, I'm your property manager. Okay, any little minor jobs that are one to two hours, I'll just take care of right now. Any blonde stuff, any things like that? I'm not doing the work. But I'm going to coordinate the vendor to do the work and make sure they do the good job. Now, I'm just throwing out numbers here. This is not this is something you're going to want to look at and go okay, is it 250 bucks a month is a tuner $95 a month. You know, if I have a husband and wife, and they're both combined total income, probably $150,000 a year, divide that by 2000. At each hour of their time is were $72 An hour 72 point 12 times four hours a month is $288. Okay, $280 is how much time they're gonna spend trying to find somebody to do something that you already have a network of people that know how to do it. You see, I'm saying? So I'm gonna get myself into a reoccurring revenue model. And, I mean, I did this with a carpet cleaning did, I did this with scrap monkey, I did this with who was that client? Epic, he has a handyman, and he does pressure washing. Okay. And so we created these packages, that once somebody does a job with you once, all you got to do is have a conversation with them and go, Hey, you're probably going to have other stuff that breaks or other stuff that needs to be done. Do you really want to take your time and go and find the right person and vet them and make sure they're licensed? No, I liked the plan. I just it sounds also like, it has a lot more steps that may include doing something like you know, trying to build a plan like that or trying to you know, sell a package like that to someone like I work with, you know, property management companies, and I'm thinking they might be a particular side of the medium size type projects, especially since I get paid, at least like two weeks out from them usually. So now I think that's a great plan now but just someone thinking that I'm doing all of this by myself. Like when I mean, I guess I imagine you with these plans, you have to just build a plan that works to do it step by step, you know, to eat that elephant one bite at a time, right? Yeah. So, you know, once you do the math on this, it's like, let's just say that, let's just say it's 295 bucks, right? States $295, you know, a month, or if you pay the whole year in advance, I'll give you two months for free. So 2950, okay. And depending on the homeowner, not, it's not going to be a problem. Okay, but let's just say it's 295. And you get 10 of those people, that's 29 $150 a month, I can realistically hire a subcontract stay at home mom to coordinate everything, for a third of that cost. And so I'm no longer even having to do that shit. So it's back to operations and service delivery in my business, right? When I'm beginning, I'm the guy wearing all the hats on the guy doing all the work. My goal is to max is to create enough of that work, where I can hire a contractor or an employee to do the work. Then you build it one at a time. So my client, engineering client, a client of mine, than the other four and a half years of hiring their 11th employee, now, hey, we've averaged 1.5 to two employees per year, like clockwork, is every time we hire an employee, the owner goes back to work in that position and maxes himself out again. And then we hire the next one, then we max out again, then we hire next one. Now we've gotten to a point where we max out this employee we hired the next. Right, but each employee along the way is profit. So if we just hired the employee, he wouldn't play golf. Yeah. So, but it's how can I create leverage with my time, if I'm Kevin, if I'm Michael, if I'm Lisa, if any of you, I want to look at that for list exercise is shared with you guys. I think last month, go back and listen, go back and look at it. It's labeled for list exercise. Okay, under the recorded calls, I want to keep track of that. Because once I have a certain task, or a combination of tasks added, added more than 10 hours a week of my time, I'm gonna go hire somebody to do that shit. I'm gonna have to hire an employee. Now, I'm gonna go hire somebody to do that. Because now I've got 10 hours a week for my time back, etc. Now, if you're in mortgage real estate, I just had a conversation with Nancy, she's like, oh, man, nothing's happening here on the East Coast. And we, you know, we're not gonna we're not having, you know, the market is slowing down. Right, the market is slowing down. Alex has ever heard that my life and the market slowing now. I'm like, freaking badass man. What do you mean, I know, when the market slows down, all the non professionals retreat to the hills. Okay, they they they retreat. The ones that make the money are the ones that face that storm and drive right into it and go, Okay, I'm going to up my game from a sales from a content standpoint, I'm going to reach out to more people on the call more people on connect with more people, because your competitor is going back and getting a job somewhere. Because the easy mortgage or the easy refinance is gone. Or the easy house sale or listing or buyer is gone. Right? But go back and talk to anybody that was in real estate in 1980 81 and 82. When mortgage rates were 21% and ask them how many homes got sold that year, and I guarantee a bunch of homes got sold. Right? Why? Because all the people that were amateurs went back and got a job somewhere. That professional said, Okay, this is a huge opportunity for me. I'm just gonna go and plow, right? It's like, oh, it's upstairs in chapter I think chapter seven of the 10x rule book it talks about four levels of four degrees of action. Okay, and the third degree is the most dangerous which is normal levels of action. Yeah, comfort, love comfort zone. Comfort level. Need to be at a massive action level at all times is especially when the markets getting ready to switch Which in the real estate market is getting ready to switch in a big way? From everybody I've talked to, and everybody I know. And so most of your competition is going to head to the hills. They're going to reach. Press in. You're like, man, well, I know you'll get a job now. And so yeah, go go make your ends meet. But I'd be freaking taken every waking hour, sharpening my axe, sharpening my skills contacting more people, because nobody else is going to be doing it. Everybody else is gone. Yeah. So same thing as a handyman. No digital AI robot is going to come in and replace a bathroom showerhead. Okay, I've got a frickin you know, up in my, in my house here, all you have to do is pick up the phone and hack harass my wife. Okay. And because I already let you know, already said, Hey, man, I got work to do around here. Right? But I'm not gonna follow up with you. Because I'm busy. Right? And how many more people out there like me. They have a lot of crap to get done. But it's like, okay, well, shit. Yeah, the only reason I took apart that I'm looking out my window here, the only reason I took apart that damn bed is because I waited till the very last damn minute before that, check, check. Exchange Student Well, right here the other night. Now, I should have what I should have done. If you would have been harassing my wife, I wish and I just have to cycle over do the shit. I don't want to do this took me two hours to do that damn thing. Because the bolts were strapped and all this other crap. And I'm like, I'm like, I can go down to my garage and get my grinder and go to town. But I'm like, I just, I was gonna resell the thing. I'm screwed. I destroyed the thing. Because I got pissed when I could have sold the thing for a couple of 180 300 bucks and paid you 100 bucks to take it apart. You know? But, and then I wasted two hours of my time. Okay, so the point is, is in each one of your businesses talk to prospective prospects and ask them how can I help you? Okay, how, how often would you check back with people after you give them a quote? or speak with them initially? If I give you a quote, If I if you give somebody a quote? Yeah. Jack, let me ask you answer that question. So when somebody you give somebody a quote, what's your process Jack I start with trying to find the mute button, which is quite elusive at that point. So when I give someone a quote, If I don't leave with a signature, I'm leaving with a follow up step of when I'm doing the next step of talking to them. So and if it's needed to do a second presentation. So like, for some clients, I'll do a presentation put a quote in front of that, I know that there's more people involved in the decision making process, and I don't trust the telephone game. And I give them a story of how it's okay, you know, so and so client, I actually present the to each one of them. So instead of you trying to remember the whole thing I just went through, I'll just do it again, for them. You don't have to sit there and two, when's a good time for them to sit down. So if there's not this decision maker, I scheduled that same same thing scheduled appointment, don't wait for them to hear back from you. Always leave scheduling the next step. Because if you don't, it'll fall by this this undefined wait time, which you might not catch back up on. And again, like sales cycles are all gonna be different per person, per industry per every variable. It could be something simple, but if you I also start off before I get to the contract part, one of the first things I do my presentation is tell them to walk me through their buying process, whether they're buying a car or buying it services, they usually have well, you know, I kind of like to sit on a quote for a little bit, see how I feel about it, whether someone's like, Hey, this looks great. I'm firing away on it, because I know it solves a problem for me. So start in the beginning how they buy a product, whatever your product is, if you were to buy a new shower for a year, well, what do you would think, what's your process of buying a shower, they don't have one. You can give them examples. And you can see if one feels closer to them, you're trying to see if the you know, putting the right size shoe on their foot there. But so it starts in the beginning at the entry level. That's another step of what are you doing next. And I also took this thing from someone else that because I know a lot of times and I'm quoting and they're gonna go and get several quotes like everyone else. You're gonna shop up and they say, Hey, listen to your site. Can you just do me one favor? I know you're gonna look at a couple other companies here. So can we just say either way have a conversation at the end just so we can see where we stand on things to, even if we aren't your favorite war fits there? Or can be, hey, that we love what you put in front of us. What are next steps, we could start right away most of the time, it's what are next steps. I had a client who actually came back gave me my competitors quotes, which I hold on to because now I know more of my competitors in the industry near me. And we were we were actually the most expensive one. So they weren't shopping our price. They're shopping on the value and everything else I gave them. But I found that out by what they gave me. So I just told them that either way, have another conversation them because I told them how to read my clients contracts and look for the fine print and where they're going to lose their money. And appreciate that. Only you send them a quote. I mean, if you're sitting next to him, the best way to close deals presented, right? So hey, can I go over this with you? Right? If you can't do that, then send them a quote, I send them a text going, Hey, I just sent you a quote. Hey, got a couple of spots open this afternoon. Let's talk about it. If I don't hear from him, and you know, text always gets read. If I don't hear from him with it, by the end of the day, I'm picking up the phone and I'm calling him he gets a quote. Any questions? Are you ready to roll on this? Okay. Well, let me think about it. Okay. What do you need to think about? Okay, how about today is Monday? What do you think about it between now and 5pm? Tomorrow? And let me know what you think. Okay. Now the thing that works is put a put a expiration date on the quote, squats, Smith, told Friday. Like some guy booked a strategy session with me last week, he happens to be an old client of mine was scheduled for tomorrow. I told him I said, Hey, you got by Friday to pay that bill? And if you don't pay it, then it's gonna get rescheduled? Well, he didn't pay it. So I'm gonna send an email, basically canceling the appointment. Okay, and saying, Hey, if you want to reschedule, here's the link to my calendar to go to reschedule. And if you don't reschedule by the end of today, the price is going up if you do want to reschedule because I don't really care. Now, the reason you could do that is when you have a big old pipeline business. Right? A big pipeline. You can say stuff like that, because you don't need one person. Right, Kevin, you got a question? Or just gonna comment on kind of what y'all are talking about. For me, I'm a little softer than that most of my business is referred. And so I can pretty, I can stay on people pretty tight with the excuse that he listened. Steve referred me to you. I want to make sure I get back to Steve about how we're doing. Because the biggest problem people have is the job they want to get done. Doesn't ring. Friday night, they go back, I'm back on it. Should I need to do that? That pipe out in the back? Yeah. Okay. I'll call somebody on Monday. And they go on with their, their day, right? So he doesn't ring. And that's what I tell them. I say, Listen, I know that doesn't ring. So I'm going to bring your phone to make sure that you get done what you want to get done. And to I'm going to have I want to get back to Steve and tell him how I did. Because it's important to me that he knows I'm doing a great job following up with you. Otherwise, you won't be continuing for a business. Absolutely. So I want to go at the same pace you want to go. Like I want to follow up with you as fast as you want me to. But at the same time, I want to make sure I can report back to Steve, because I want to make sure that relationship is more importantly, honestly than me doing business with you today. I mean way but I say the way they understand. And the other thing I'm trying to do is see them for referring the business. Yeah, absolutely. Keep them informed and so forth. So very, very important. Very, very good stuff. So that's a great way to close out our call is solely refers you business. The most important thing I got from this and Thanks for the reminder, Kevin is the most important person in the referral process. Is the person referring you the business, not the referral itself? I liked that. That's a great quote. I'm gonna steal it. So there you go. All right, guys. Have a blessed day, man. Call me or text me if you need anything. I'll be going