Crafting the Dream Team for Billion Dollar Growth

Summary

• You can't build a business without help. It's essential to grow leaders within the business to handle responsibilities.
• Leadership responsibilities should be shared. Always think of who can take on a task you find necessary.
• Transparency and honesty are key values I live by. Documenting and sharing both successes and mistakes helps others learn.
• Mistakes should be seen as information for improvement instead of reasons for failure.
• Workshops are a valuable way to empower people. They provide an opportunity to answer burning questions that can change lives.
• It’s important to adjust your people strategy to match the vision and growth of your company.
• Sharing responsibilities and training team members to be capable leaders ensures sustainable growth.
• The goal is to create a team with multiple skills, rather than relying on professional presenters who may not understand the subject deeply.
• Continual improvement comes from iterating and eliminating friction in processes.
• I always prepare and rehearse for presentations to ensure they are effective and impactful.
• Practice techniques like drilling help in mastering presentations and handling real situations confidently.
• Hiring people who align with your culture is more important than just their skills.
• A supportive environment that nurtures growth and avoids a cutthroat culture is essential for long-term success.
• Invest in your team even if it means they might leave eventually; it’s better than suppressing their growth.
• Each event should be better than the last. Focus on continuous improvement in experiences and processes.

Video

How To Take Action

I would suggest implementing some key strategies from the insights. First, build a supportive team. Look for potential leaders within your business. Delegate responsibilities to them to avoid being the only leader with too many direct reports. This doesn't require any money, just trust and empowerment.

Be transparent and honest. Document and share your successes and mistakes with your team and customers. This builds trust and helps everyone learn from every experience.

Embrace mistakes as opportunities for improvement. Instead of seeing errors as failures, view them as learning points. This mindset shift doesn't cost anything but can hugely impact your personal growth and business culture.

Invest in workshops. Whether formal or informal, workshops can empower your team. Use them to answer questions and provide valuable learning moments. These don’t have to be expensive; even team huddles can serve this purpose if done regularly and with intention.

Create a people strategy that fits your company's vision. Align your team’s roles and responsibilities with your business goals. Regularly update this strategy to match your company’s growth.

Form a multi-skilled team. Train your team members to handle various tasks rather than relying solely on specialists who may not deeply understand their subjects. This can save money and create a more versatile team.

Practice and prepare regularly for any presentations or key meetings. This doesn’t require spending money and ensures you’re always on top of your game.

Focus on hiring for cultural fit, not just skills. A good cultural fit will contribute positively to your company environment and long-term success.

Lastly, continuous improvement should be a goal. Always look for ways to make your processes and experiences better. This iterative approach will help you stay ahead and grow steadily.

Quotes by Leila Hormozi

"You can't build a business without having people help you"

– Leila Hormozi

"Figuring out what to do is usually significantly harder than doing it"

– Leila Hormozi

"Successful people use mistakes as information to determine what they do next"

– Leila Hormozi

"I wanted to show you guys something we got the catch boxes"

– Leila Hormozi

"They learn from people who actually do the thing"

– Leila Hormozi

Full Transcript

you can't build a business without having people help you without further Ado please welcome Le so what I want to show you is actually a sneak peek of our new training division at acquisition. comom this is just the beginning of this I'm nervous about pie of this take it out cuz I to offend him I just like streams of tears just start pouring down my face and I know what this company's going to become and I want people to see that I make mistakes and that things don't go right all right awesome how's everybody doing all right fantastic thank you guys for coming out some anybody uh International hands thank you for making inter wow okay well thank you for making across maybe an ocean we spent a long time thinking about what we're going to do whether we're going to do these workshops at all one thing is impressed upon you which is that the people who are on stage or people who actually do this figuring out what to do is usually significantly harder than doing it and so a lot of times we spend a lot of time not doing the right stuff watch it sound terrible honestly a lot of times what we do with businesses is having outside eyes it's like bleeding you need a Band-Aid no don't use a Band-Aid and I think there's a Yiddish saying your mouth is an inch under your nose but need someone else to tell you that your breath smells a couple slides 941 953 and so sometimes it's just nice to have outside eyes outside ears on your business to give you a little bit more perspective on what might be wrong and definitely do feel like it's it is Flowing better way I feel it too now lela's going to lead you guys to an activity make some of those numbers we talk about real for you I think you're going to like it a lot I did my best we started doing these workshops I expected myself to feel the same way I did 10 or 12 years ago which is like not liking to be in crowds of people not liking to be asked a lot of questions not liking to feel like the spotlight is on me it was so weird because the first time it happened I realized that I have changed so much it's the opposite I actually love being around a lot of people and mostly the reason for that is because if I can sit here for an hour or two hours and make sure I answer every one person's like burning question like that could change their entire life thank you guys again so much for coming we appreciate it Lea you guys ready break down the three-part framework to find the who to solve your what and Happ every audience is different and so even if you're doing the same event like we're running these workshops it's a different crowd every time and every crowd actually receives me differently I want you guys to have Crystal Clarity around what you're going to do differently it is uncomfortable but can you all commit to this for me love it amazing let's go a lot of the fear actually comes around like does this crowd like me do they know me are they more fans of Alex are they more fans of mine like are they going to say something we say gym owners why because we know that that's going to attract the type of gym that buys our product I think it's gone from like being generally just like terrified that I'm not going to perform like I performed enough times feeling like and terrified I don't question that so much as I question things that feel a little bit outside of my control and that I haven't mastered yet this is the basic stuff that a lot of people avoid but will make more money in the long term than any sexy tactic will cuz you have to get the right people there the more you do something the more that you can do it despite whatever condition is [Applause] present this was incredible because it went in the same level of depth and Clarity that Heros is trademarked in the sophistication and simplicity behind what was being taught and yet the effectiveness of it it's more than the value that I put in it's going to lead to huge differences in my company over time and I mean it was everything I thought it would be and more the more that I do speeches it used to be just Absolute General nervousness like am I going to flop am I going to fail is it not going to be good that has dissipated and now more it is nervousness around how is my tonality going to come off what's the fine line of like lighting a fire under their but not leading to like fear and Punishment there's a difference between punishment and consequences and if you don't hit these measurements for x amount of time that means you don't have job trying to build the team inar you can also do it written like on slack or whatever you might use as your medium like that can absolutely be a way to build a culture as well if you had a full-time employee would you be able to get more done to grow the business definitely than do it now are you going to be able to make the new thing successful while having the old things still alive for years or is it more important to you to have the cash flow so that you feel comfortable with the new thing you would want to put a new operator on a new business but you do want to put a new operator on Old business like a lot of traditional sales people like have a hard time selling to somebody of that stature the people that are running it and then it's quality but you will avoid growing your business if you don't try and get good people it sounds the most daunting but it's actually the least LIF back in 2017 I met Tony Robbins for the first time and like the first thing he did was he just like put hand on my shoulder and grabbed my hand and he was like you are such a beautiful person I can just feel the energy it was like Euphoria right cuz he was my hero he changed my life it gave me so much confidence during that time he didn't know was like we were like almost bankrupt we had just started the business and I was like this guy thinks that I'm awesome I think when I did the first Workshop I realized that I am that person for people I have the responsibility to do that for them that was done to me and it's not cuz I'm special or I'm any like it's none of those things but I think it's just like people see me and they say like I want to get to where you are and they are more likely to get there if somebody who is where they want to be says you can do it too I think that's just something I realize is really important to me all right we'll see you tomorrow thank you very much yeah thanks me you yeah I look at it like what are you trying to learn what do I have to give looking to make sure they're a match so I'll talk to you soon so on this morning I got to the office early and the team all gathered and basically what I was going over is just the vision of where specifically the workshop division is going and how we're going to adjust our people strategy to support it it's been such an amazing experience like I'm super excited yeah we really like it was it was like fun it was a great choice I just like all of a sudden was like it feels higher Stakes when people are like why would you document all the stuff that you're doing in acquisition. comom that's not new that you haven't done before all these things it's like because I wish that I had had that and I want people to see that I make mistakes that we make mistakes that our team makes mistakes and I want people to see that how we handle those mistakes successful people use mistakes as information to determine what they do next unsuccessful people use mistakes as a reason why they should fail and a reason why they shouldn't try again I always wish that I documented the Journey of building gym launch and it's the journey it's not the outcome it would have been insane content to like see me as a 23-year-old like flying over the country and you know then hiring a whole bunch of people and like scaling it that would have been really cool for somebody to watch I do regret not doing that because I just think it would have been really helpful for people and now with me doing this I think I look at it more as just like living the values that I preach which is like one of the biggest ones for me is being transparent and honest for me it's just a way to live out my values by showing people behind the scenes behind the curtains dude today is like so much different it's a lot feels weird yeah it's like in one minute it depends on to kind of paint a picture for where workshops is going to go and what the vision has been where we're at right now this is what it's going to end up looking like in the next I'm going to say 12 12 months that's what this brings me to is really like what's our people strategy around this I think I have come to a conclusion that what I thought would be the strategy from the get-go is not the right strategy and so the original way that we talked about structuring workshops with portfolio with really everything is like let's build a new team for workshops and I actually thought about myself and when we first started acquisition. comom and how I had just been doing in gym launch you know I wasn't teaching I wasn't making content you know maybe yes I was teaching the team and such but I realized that when I started making content I got way better at what I was doing it's ironic but in order to learn something better you must teach it and so I actually think that it's a huge advance for everybody in here because if we want to learn how we do our jobs better then we teach and we could go out there and we could a bunch of like I don't know professional presenters to do this or we could create one big team that is has multiple different skills and not put too much pressure on anyone person but share the load over a larger group of people honestly I think everybody in this room and out of this room they came here to learn I decided to switch to having our team present and I'll be honest I think I had a lot of outside influence making me think like we couldn't do both it would be too hard logistically but I just took a step back and I was like would I want to would attend an event where people were just professional presenters I detest those events and when I painted that vision for them I think everyone was really excited because you know it's more growth opportunity there's more skills that they get to learn there's more activities and variant in their job like the attendees learn from people who actually do the thing they actually have the credibility like I don't want to put somebody up there who can just talk but doesn't know the subject they're talking on because I don't think that would actually teach people so building the workshop team the schedule the speaker training so we can reliably fulfill this already has become an issue because I realized that I probably won't be present at the April you Frank has stepped up and he's like I'm going to take your spot to present and then it made me think I'm like how many more people can learn to present you know and then I was like I should expedite this who that you need so my commitment to you is that by the end of this time together you will know how to solve the constraint in your business without more of your time so what's different why should they work for you and not the other company down the street why should they work for your marketing agency and not his marketing agency yeah there we go what's different yep all right so do we say EVP or don't even say that word I just say what's your unique what's your unique value proposition yeah they know that cool all right exercise four what would compel your who to work for your company I had the goal of essentially like me getting out of any presenting at the workshops and me just taking that same time and just putting it into talking to more people networking answering people's questions I'm not going to be in them less I'm just going to be putting my effort towards more individual attention rather than like one to many speaking and then what I didn't realize is that I decided to go through a process of freezing my eggs I basically started the process and then I realized that the surgery was going to be the week of these events and so I was like holy I have to expedite this as fast as possible to get some people to cover me I asked Frank you know I didn't just throw them to the wolves like I put together like a whole speaker training plan and then I was like they can do it I will help them it will be fine dud once you like rehearse it multiple times it's going to be butter it's it's good in my bedroom it's good in my I think I walk too much but I'll stop that I I don't think the walking I think the tonality The Walking the volume of your voice I think that's all on point it's just knowing the slides more and we'll just go through them more I was really happy that Frank stepped up Neil stepped up you know the whole team did that was that was really good on a short time frame I think practicing up there is good though yeah I agree practicing up there is good that's why I did it this is already part of the bigger plan which the bigger plan is that we have like four people that can do my presentation I wanted to show you guys something we got the catch boxes so this is because deina and I were trying to run around give people microphones uh by the time we got to them they already halfway through their question so Leila reminded me of the catch boxes we use at gym lo I was thinking of two on each side but I don't think they want to use during presentations this time no no no no QA but Q&A yes Q&A each time we have an event I'm writing down the things that I see that we can do differently where there's friction and so for example passing a mic to somebody when they want to ask me a question and I'm doing a Q&A it takes like 10 seconds to get them the mic versus there's these boxes and you can throw it to somebody and then they going to have it instantly when we do Q&A we might want to just say something very brief like because are you still going to be picking the person and the person before is going to be throwing it to the person that you picked or are they going to be popcorning it so just something to think about we we don't do popcorn for that no me more so like you know whoever it to next yeah if you're iterating something if you want to improve something constantly look for ways to eliminate friction rather than ways to make it better guys excited I got to get I got to get excited so I'm going to pretend to be Alex and now Lea's going to lead you through an activity to make some of these numbers real for you we've actually spread it out so that we have people practicing in the mornings and we have PR people practicing in the evenings whenever I'm available and somebody's doing it I'll go up there and I will be a student just like anybody else and they're like redo it redo it again again and I'm like okay but it's like that's what it takes awesome did you guys like that yes nice I never want people to think it's something it's not I don't want people to come to these workshops and think there's like this unreachable team that like I could never become it's like why could you not accomplish these things it makes it easier for people to conceptualize accomplishing it if they see what it looks like behind the scenes so it's a brand new idea that we have to help companies that are not portfolio ready but could be in the next 18 to 24 months until now there's no way that we could help companies that weren't portfolio qualified or weren't already in our portfolio we couldn't help people who wanted more and honestly when we started acis.com I had no idea the amount of people that would want help and the gap between the amount of people that wanted it and the amount of people that would actually be getting it but after 4 years of doing a retro after years of doing but after doing a retroactive I need to change this myself Trevor and Alex that kind of built this way of practicing as somebody's practicing especially if it's my presentation if they get to a part where they get stuck they don't say the slide correct redo we will only do three things one confirm the constraint two identify the solution and then three break the actions down step by step so you know exactly what to do next the same stuff we do with our own portfolio companies we're just going to do it with you often times what ends up being is that we get through like the first 20 minutes of our presentation because we continue to say hey if that part wasn't good we're not going to keep going we're going to go back and redo it two three times and now we'll move forward because then they can move forward with confidence rather than knowing that they messed up all these different parts we've just seen that to work really well mostly because of the latency of the feedback the likelihood they do it again correctly is very high grab your scorecards from earlier everyone can actually grab something so I want to this is the piece I want to time can I see it as soon as he showed me then they broke this I was like I could have just made them like back to you know what I mean so the back of one is one but we'll do it next time okay cool rip it out if you want to rip it out or you can just flip back and forth if you look at like some of the best athletes basically what they would do is every night after a game they would watch it immediately to know what to do differently the next day for practice I think it's just like the latency of the feedback is very important in these [Applause] situations the math just makes me nervous but really okay so Neil's going to get started I think that the the strategy that I set out is likely to get us to our goal faster because loading a team with people who have very specialized skills yes it works but there's also a cost of extra communication extra hand off and like the more people you add that exponentially grows the amount of communication Pathways there are in a company I have always looked at it like as you grow a company you want to eliminate communication Pathways G thank you buddy Neil I'm just waiting to get my computer and then so I can just take notes if there's like any pieces that are sticky yeah yeah for sure I appreciate ladies the lighting on the stage looks way better I yeah I I had the same feedback too it looks awesome you look lit up I look lit up I got a I got a 540 on uh Interstate 2 [Music] I think that it doesn't make sense for a lot of people because a lot of people don't want to invest this much into their people people don't do this because they're scared people will leave them people will leave me and that is okay I will take that cost because I think that lots of people will stay you can either have somebody leave you because you suppress them or you can have them leave you because you've invested so much in them they don't need you anymore I would rather be the ladder because I don't suppress people are we ready to start or we is there something with them the mic is is not working oh nice so I'll ask that you guys be participants when he calls on anything and I'm going to be taking any notes answer any questions fake answers does that work two participants nice full house today so did everyone enjoy break had a good time got to meet some people part of the real value I in this Workshop is you get to meet each other and connect with other people who are just like you I am Neil by the way I'm the portfolio operating partner here at acis.com I am responsible for overseeing the portfolio I will be presenting but also you actually get to go through a worksheet that should be in front of you as well so next we're going to talk about risk but before I do that I have one thing which is you guys get to take a break we'll be back here in 15 minutes thank you super smooth thank you appreciate it really well done I made a note on what I thought pacing the first three value adders faster than the last three faster yeah awesome like overall really great delivery love the lollipop engagement yeah yeah the thing that's different about this is we are now magnifying and accelerating our efforts this was definitely new experience for me I've done some presentations it's not like completely new to me but definitely doing this as consistently as we have and as many people as we have with an audience as capable as the audience is uh for these events like that's just totally new and can be a little bit intimidating at times but I think that like having done a few of these and seeing the impact that it drives so where before I would work with maybe like 10 portfolio companies now every single Workshop I get to work with a 100 different companies and a lot of times people are leaving that they get like tons of value from just being able to ask us questions learn learn from our experience the pattern recognition that I've learned by dealing with our portfolio I get to hand that to others and see them actually make it make an impact on their business these events are just so powerful when you look at it through that lens to me one of the biggest ways to improve technique called drilling you just do it over and over and over again and so I'm drilling my presentations we're drilling Our Round Table questions I'm working with portfolio companies and thinking about how can I take some of the learnings from that and apply it to a workshop these are all great things to learn but until you actually step foot on stage then it becomes real that's the game situation that sound cool exciting thank you you guys get how was it I was good yeah was good really engaged oh cool I think there's some good questions ask oh great they're going to love your session I would say that the approach wasn't like how do we monetize the deal flow but a friend of mine said something really interesting to me which he was like you just aren't giving people what they actually want you are just not giving it to them because you're afraid which was more what it was of like the vision we started acquisition. comom I'll tell you it had workshops involved I was like I want to have a campus the brand grew especially Alex's brand cuz his grown so much faster than mine I started feeling afraid of what to do with acquisition. comom because I was like now he he goes on and has content that's like talking about all this stuff giving away all this free value I'm like how are people going to feel when acquisition. comom which is different from Alex launches these workshops and events and like all these other things that we want to do in the future and so I just kind of stayed stuck for like a year just had this Epiphany one day where I was like this is so stupid I'm just going to be honest with people and if they don't like that then then they're are not for me and I'm not for them and that's fine this is what I like doing what's what my team likes doing it's what we're good at and if you know running the portfolio it takes time but we have lots of excess resources and so I look at it like what can you do with the sawdust that's left over after youve chopped the wood or sawed the wood or whatever this looked like a great option that produces content helps people who can't be or one day will be portfolio companies but aren't yet especially people from out of country which is like having all those excess resources having this vision for what acis.com is to become I felt like it was a good step to accelerate that vision and I think the only thing that stopped me from prior to now is just fear well cool I'm going to go thank you guys enjoy the rest of lunch how to go about building a billion dollar business I'm just guessing you know the way that I do things is very different from a lot of the people I know that do have businesses at that size maybe it won't work I'm going to try because I would rather not hit the goal and at least know I stuck with my values than not stick with my values and hit the goal all right everybody if you don't mind about that you take your seats welcome back you guys had a good lch i' love hearing the roar in here good conversations people get to know each other grabing some of our subject matter experts awesome the next presentation is one that I know you guys will all love and there's no one better to talk about this I me to help you guys get there then our CEO so our next presentation how to get your who is going to be done by very own Heros Ro yeah all right well I feel like this is a py crow I kind like it okay I like it temperature check is good let's go I think there's a difference between learning a new speech and practicing one that you have done many times like a firsttime speech I tend to over prepare out of compulsion I'll literally even practice while I'm doing my hair just because what I'm trying to do memorize the words so that when I present it's not me reading slides it's me knowing the presentation that that's for a first time once you have something that you're regularly presenting the same thing I still always will practice at least one time the morning of because I want it to be top of mind for me for me to show up my best self we going to talk about how to get your who whether you guys have two teammates or you've got 200 whether you're making $100,000 or $100 million we're going to dive into a couple things which is really how to attract interview and select for The Who that you need I think if anything you just learned that there are no shortcuts and that you have to prepare more than anybody else if you're somebody who really cares and really puts a lot of weight on the things you do you take yourself seriously you take your job seriously you take your company seriously you take what you do for your customer seriously you're going to have to practice because easy to do a lot of things and you don't give a but if you really care and you put that pressure on yourself you're going to really have to practice and I think that's just what I've learned from myself is I practice because I care and I care because I practice it's like a reinforcing Loop but like because I care so much about everything I do I practice more otherwise the nerves are too much and then I don't show up well in any of the situations I probably compulsively practice and compulsively over prepare simply just because I think that's what's required for my personality I just like give a lot of this is the last reminder for you guys that the faster you implement this and what you've heard here today the faster you learn I appreciate you guys thank you how was play the St value we're going to start Q&A session with Alex so after my presentation Alex then made his way to the stage for his Q&A so I'd like to introduce the next speaker please welcome Alex Heros how's it going sweet good launch all right hopefully I don't get the insulin dip okay so I'm going to answer as many questions I can I'm heavily stimulated um and so I'm gonna talk fast uh and so I will give you the advice that I say everybody which is just listen fast cool so who's got be first one this side actually right here legit I've seen your content for years man even when you wrote out gym launch Secrets I didn't even own a gym I read it and it was incredible every time someone asks you a question you almost always frame it with here's a framework my question is how do you go about creating these Frameworks I create Frameworks so that I can remember stuff if I have to do something more than once I don't want to have to rethink of the answer again after a certain amount of reps you're like okay a lot of it is actually just looking at the data and trying to figure out what do these all have in common now makes sense you're the best air here uh soft skills training and development companies so we're having a hard time quantifying the ROI of our training and coaching we're seeing a lot of companies asking for hard cases with those numbers yeah if you can drive a financial outcome then obviously it's going to be really easy to sell part of your onboarding process is great we need to fill out this intake form together let's fill it out does that make sense cool all right Miss Pink we partnered up she created a hair extension line that is a rapid install 10 minutes versus 2 hours I think we made the mistake of making the hair extension certification and the Consulting offer two separate offers instead of one to get people in the door for the hair extension certification much lower cost to acquire a client sure the holding on to that client doesn't happen when they just do that extension certification so too much drop off do I just combine them this is a really interesting business case I see this as not two businesses but a front and back end number one I would stop marketing this only Market the other one so you sell that to sell this let's use common sense there's way more people who want to buy this they want to buy this so you might have 10 or 100 times bigger Market of people who might potentially buy this thing so sell the thing that the market wants and then the only action item for you guys in my opinion is you grease this group is you have to create a choreographed upsell process from hair extensions to the backend consultant and send me a postcard when you make millions of dollars I came from a painting background and then I realized that all of my customers leave me for 20 years when I finish painting their house then I said what if I do something that's recurring like window cleaning and so now that we're scaling we just hit about 4 and a half million and we're wondering From marketing's perspective like how far down that road do we go of building out the deck people as a seemingly different business do we take that uh marketing strategy and do it for the six other services that we offer or does it become too operationally heavy yeah if I were transp the CEO into this business tomorrow I would continue to market the thing that is converting the highest percentage of the audience and then I would be really really intentional about my Ascension process or cross sale process from Windows to paint but after you close the first sale like the next time you got to be like hey by the way last time we were here we were painting the windows we couldn't help but notice you have this leak here you've got this leak here and we could we could paint all over that and actually you're kind of behind I don't know if you you saw the Johnson's down the street we actually did those too we have a uh a painting partner it's kind of a sister company of ours that handles all that stuff would that be of interest to you make it happen on purpose I wanted to figure out how to get better at ads and the second thing that I wanted to figure out was how to go after hiring a leadership team through this process what I realized was that I don't just need to have a leadership team probably need to solve both problems with one solution which is hiring a director of marketing and one of the big unlocks is that I've kind of been avoiding that major hire hiring someone who's much smarter than me Leila said it like very directly to me which was at the end of the day you're going to it up either you're going to it up now and then you're going to figure it out in 6 months and then you're going to start making an extra million dollars a year or you're going to wait two years and then you're going to do it and then you just lost all of that money that you would have made in between now and the two years when you decideed to start doing it so you might as well just start now make your ways peacefully to each of your assigned spots the thing is we as speakers will rotate and uh enjoy I am so excited for today after like the first two presentations yesterday I just like felt like I already gotten the value I want it out of the event so just the fact that there's like a second day it's like oh my God like yeah an entire like another Sunday so many cherries we have all of our portfolio team doing what we call roundtables which is where people can come up and they can ask their one question to that subject matter expert about that specific topic so I want to make sure we get around to everyone so I'll kind of start this way and we'll go around one question then we'll go for a second cool let's do it awesome questions you can ask me is anything cuz I probably have seen it across the portfolio and so anything related to customer Journey do we have upsell questions do we have Ascension questions the next question that a lot of people have when it comes to creating content is how do I keep variety the variety will be the human so like you still need to learn something you can't just hire someone when you know nothing and hope that they're going to be great because might somebody's terrible I mean you can probably get away with a marketing director but make sure they have experience at least 3 to 5 years in Med and so anytime I look at like diving into a sales process I look at what fall off coins do we have selling to a completely different audience and results better you want to test two different audiences you want one that is an open Target the second is a more targeted audience based on demographic information you have or the audience signals you're aware of your audience type which means you just have to have a lot of conversations with people and the first few are going to feel like really awkward but you're just asking them questions because I would not hold anything back all the value that you give in the group I would show back externally pull in your heads of marketing your sales team your product when we see a business that we think is inefficient in the way that it is monetizing itself it is because they have not figured out how to take these assets package them in a way that creates the greatest outcome ensure that it is a line with the the goals strategies of the company you invent ideas and then you build Financial LS it will demonstrate excellence and it will build trust okay thank you yeah you invite me after than after the round table the guests now are going to take their seats for my Q&A all right we'll kick off the Q&A I get like the leftovers of the leftovers now which is basically first you guys get to talk to the whole team ask them all your questions then you get Alex you get the one question answer by him I don't even know I'm here anymore but we're going to go for it so if you've got a question shoot your hand up as high as possible so I can see it all right you shot your hand up first question is mostly where to find top talent I think based on the roles that you're looking looking for and based on how big your company needs to be how many of these people you need in a role you approach it differently so it's like what are the companies that are similar to yours in some way and then looking at the people that are in those companies if that makes sense so trying to get like someone from another company or yeah okay I mean the best people have jobs I mean best would be 40 businesses that you can reach out to specific people that you know have the skill set so a little context you may be the only person that can answer this question um I've been with my wife since I was 15 started my first company when I was 17 had some really successful stuff and we lost everything in our 20s and she's always been just loyal loyal supporter of mine 7 years later I brought her into the company she's grown up now as our director of operations it's pretty much Gr the whole thing the real question is how do I help her overcome her security of how great she really is uh one of our friends did this exercise and he came to our house and said what's the one thing that if I did or didn't do would make me the most powerful version of myself I then took that question asked every person I knew and every person came back to me and all all six people said the same thing which was like you actually don't know how good you are and you don't act like it and you act very insecure so I can resonate with that I think she has no motivation I didn't feel a need to change until we started acquisition. comom because I was behind the scenes the whole time and I was totally cool with the fact of like nobody knew who I was and they thought I was just like I was the secretary I was like whatever I'm give because I was scared to be honest like putting myself out there and being more prominent in that way and so I think that when I realized that in order for us to build and fulfill the vision that we had for acquisition. comom I had to rid myself of that insecurity and I was like I can't be that person and run that business that was when the pain of remaining how I was became greater than the pain of changing I think that she's in a position right now where the pain is not high enough so it makes complete sense why would she change I would think of some big project to give her that if she did it she would have to get over that insecurity ask her to take it on from a position of like I really need your help I can't do this it could probably put her in a position where remaining the same she feels like she would let you down and I think that she' probably change and I think that is just helping her become a better version or something I agree fantas right here in the white shirt in the middle so I want to know your take on a great person in a role that knows exactly what they're doing how to get you to this problem but maybe not a perfect culture fit and then what your take was on it if they're not a perfect culture that I wouldn't do it I would rather take somebody who has less of the skill that I need and train them up to the best of my ability or or facilitate their training through something else then I would sacrifice on the culture because it's just always it always becomes a bigger problem later down the road and then you're like I shouldn't have done it got thank you guys thank you so much I appreciate you all thank you okay thank you guys I I can say like this is where everything's going to go but like I think it's a matter of how you build it and something I've been very adamant about my whole team knows is like I don't want to be the typical place that churns people out yells at people and like that's not the kind of boss I want to be that's not the kind of environment that I want to walk into every day that's not the kind of environment I want people to work in thank you guys for coming up if everyone wants to grab a glass of champagne just want to take a second to say like crushed it this week like murdered like this is unheard of we are the team that will scale This and like the foundation we're setting right now is for everyone else that's about to come in over the next 12 to 24 months and I just really appreciate every single person here you can't build a business without having people help you you know like one person cannot build a business and so I don't understand why you would not want to grow people within the business to become leaders because eventually if you don't have those people then you become the only leader with like tens of people reporting to you and that's just like not tenable and so I just want to say like I appreciate all the work that you all put in this week because you guys were all helping each other you all got here early you all stayed late you were all amazing to the guests you all tried to get there to make sure that you could help like and you guys were just ultimately like competitive greatness to the max and I just want to say like I appreciate all of you and this is just the beginning of this constantly thinking like when I'm doing something that's necessary to make something work who can I pass this off to as quickly as possible because if you want the business to grow then you have to grow if you want the business to change then you have to change and so it all starts at the top yeah just so you guys know like like I know that there's all this stuff that like we feel like is going wrong and it's like oh these little cracks and things people say and you'll hear one person complain but like the little things can feel loud but that speaks volumes I just want to put that out there for you guys cuz I also am somebody who cares about the little things yeah we started January liketh but like seeing that that means more than any little thing that could go wrong or whatever like you're all awesome so cheers to all of you but that concludes our event I think that in terms of measurement of success it was better than the last one and that is what I focus on each time is like each one The Experience gets better and better and I think I can say that it was absolutely a success in that way is it perfect no but is it better than the last time yes and so I'm really proud about that