Giving Honest Leadership Advice to 7 Business Owners
Summary
- Practice patience by focusing on one task at a time, as juggling multiple responsibilities often slows progress.
- Prioritize tasks and ensure each one contributes to your overarching goals, avoiding activities unrelated to those goals.
- Understand that saying "no" to opportunities can lead to sustainable, long-term success by preventing overextension.
- Develop an 'end goal' and align all actions and decisions with reaching that goal, cutting out distractions.
- Recognize the need for focus and patience within organizational and personal growth, particularly when feeling overwhelmed.
- When considering expanding your business, ensure you have a solid foundation and fully understand your existing operations before franchising.
- Franchising can complicate business operations and may not always benefit franchisees, so explore corporate ownership as a scalable alternative.
- Invest in tools, resources, or courses that improve your skills and productivity, especially if they contribute to client satisfaction and business growth.
- Seek a balance between enhancing client service and investing in your professional growth.
- Articulate the added value of your skill improvements to clients, potentially sharing costs for mutual benefit.
- Aim to understand and align business outcomes with client expectations, rather than just meeting client demands for views or impressions.
- Educate clients on the impact of your work and how it relates to sales or business growth, establishing yourself as an industry expert.
- Seek to hire people who can perform your current role, allowing you to focus on the strategic, revenue-generating tasks of your business.
- Identify the work you enjoy and are skilled at; structure your business so that it allows you to do that work without burnout.
- Consider creating a system or business model that generates passive income, or requires less direct involvement, to prepare for retirement.
- Think about products that align with your expertise, and develop a membership program or a backend product library to provide value while reducing individual workloads.
Video
How To Take Action
I would suggest starting with the basics. If you're feeling like you're doing too much at once, try to focus on one task at a time. It might feel slow but it'll actually make you faster because you're not splitting your energy.
Make sure to work on things that are really important for your goals. If it's not helping your big goal, it's okay to say no to it. This will keep you from getting too tired and help you stay on track for what matters most.
When you're doing something, think about your end game—what you really want in the long run. Every choice you make should help you get there. This will help you say no to stuff that gets in the way.
If you have so much to do that you feel stressed, it means you need to focus more. It's especially important when things are really busy. Patience and focus will help a lot.
If you're planning to make your business bigger, first make sure you really understand it well. If you're thinking about making your company a franchise, remember it can make things more complicated. Consider keeping control over the business as it grows.
Spend money on tools or classes that will make you better at your work. When you do that, you can do a better job for your customers. If you learn something new, tell your customers how it can help them too.
It's good to get better at what you do for your clients, but also put some time and money into your own growth. That balance will help you and your business get stronger.
Show your clients how your work helps them make more money or grow their company. Don't just focus on how many people see their stuff. This helps them see you as an expert who knows a lot about the industry.
Think about hiring someone to do some of your work so you can focus on big plans that will make more money. Look for people who can do your job well.
Find the work you love and are great at, and build your business so you can keep doing that without getting too tired.
For retirement, think about making money in ways that don't need you to do all the work yourself. Maybe create a service or product that brings in money even when you're not there.
Good luck! Remember, you've got this!
Quotes by Leila Hormozi
"Patience is just figuring out what to do in the meantime until you hit the goal"
– Leila Hormozi
"Build the machine, don't be the machine"
– Leila Hormozi
"I don't think we got 12 months. I think it's gonna take a little longer"
– Leila Hormozi
"If you want to set yourself up for retirement then I think that you would want to commit to putting a few more years in of work now to set yourself up for that"
– Leila Hormozi
"Recruit my best teammates like the one that you described"
– Leila Hormozi
Full Transcript
appreciate you all being here we're gonna go ahead and kick it off and I'm just gonna go and try and like Hammer through as many people as possible how's it going Chris so what's your business Go Global world yeah so without going too too far into a rabbit hole here I'm gonna just give you the question right off the bat and then I'll layer it with the context so you being you know you've gone through so much and you you exemplify patience in a in a way that I wish me and a whole lot of other people have so first how do you apply patience in an or in an organization and in your personal life when you're going from one kpi or Milestone to another context I'm balancing a lot right now I help operate the startup go uh Go Global World first of all it is an AI investor to matching startup and vice versa investor to Startup founder so they can go off and do what they need to do and come back because that's one less sales call they can do that's one less all that stuff they can do and then everything will be good and we have worldwide customers things are going well LTV to cats fine and I've I've learned this over the past few months then I have TVA Texas Venture Alliance it's a non-profit in Texas that we're basically just trying to making ecosystem people don't know what's going on in San Antonio Houston Austin Dallas Austin it's kind of messy but we're trying to fix that and on top of all that I'm messing with the little bit of Angel Investing and all of this because I want to get I kind of stumbled upon this but trying to get back into the Venture Capital space um and it looks like there's some light at the end of the total uh quarter four I'm just trying to do a good job do do right by people but yeah that's kind of where I'm at right now I don't want to be doing the operator thing forever I want to do good leave things better than where I found them but it's just the whole patience thing and I think this is something that we all kind of encounter in life because I don't want to do this out of like making a lot of money I see like the Gap in startup Founders and underrepresented women people of color I just want to get back in that space and work there for a while so I'm not sure if I went in a rabbit hole but well it sounds you've got a lot going on yeah it's kind of making me 27 feeling like I'm 47 I'm going to be 100 honest with you yeah it's like the first thing I was thinking as I was like I mean like the more you have going on the more patient you have to be because it's a lot harder to do multiple things at once it's like they kind of all go slower you know what I mean yeah and I guess oh sorry you have like a priority of like order of operations of these things or do you view them more as like being symbiotic um wow that thank you for asking a hard question I kind of feel like that I need to because if it's not one thing I'm flipping over to the other and back and forth and back and forth and I think now that you kind of layer that to me that might be kind of the I want to use the word anxiety I I think but yeah a little bit about me like I was in the military for five years and I never got anxious but here I am now kind of feeling that way yeah okay that's actually really common though I've worked a tons of people from the military and they're like I don't know why I'm stressed in business there's like people dying and I'm like it's a different context so I I think give yourself a break there I guess my like I understand what your question was about the patients I just am more interested in like you have so many things going on why yeah so it kind of started out with Go Global I started out as like one of their like content creators because they're literal customer base is family offices investor startups and I was like okay you know maybe I'll go you know I'll run the daily podcast meet with them and stuff and yeah maybe I'll just get plugged in with the firm and then turned into hey while you're interviewing doing all this stuff uh why don't you go come get some operator experience and then I said yes and you know me not knowing had at the time what was that going to entail maybe I was a little bit of a yes man but I don't regret it I'm learning a lot and I feel like that makes me look more favorable on top of the people I just feel like I say yes a lot like even even last week there was a firm that came up to me hey help us write some family office money I'm like all right let's cross the internal rate of return let's effing get it and now I'm stressing out about that too you gotta say no did you see Alex's video recently on that I did and I need to actually apply some of that yeah here's the thing I Relish in saying no because it has served me so many times in my life because I have seen and I've just played it out and you can learn from what I've seen rather than experience it yourself that like every single person that they may have in the short term because they took on multiple opportunities or more opportunities what seemed like a lot of things at once they might have you know leveled up faster than me but because I've stayed focused the thing that I have been able to build every time has been sustainable therefore it's never had to break at different you see what I'm saying and so what happens when you spread your attention like that is like it's going to grow much slower in the long run maybe not in the short run you know what I mean so I think I guess the question for you is what's the end goal that you have because I think if if things are not contributing to the greater goal and maybe you don't have a greater goal which is totally fine but I think then if we don't have one let's design one if we do have one let's not do anything that doesn't lead to it here's an example for you right it's like um I've had people they're like you'd be really good at doing this though like a thing right like a business or something I'm like right I'd also be really good at running a gas station and I don't do it and so it's like you might be really great at all the things you're doing right now does that mean that you should do all of those things yeah I totally get what you're saying yeah do you have a goal right now with all the things that you have going on because it sounds like you expressed that one thing but that's not is that tied to every single thing you're doing and even if it is should you still be doing all them at once that's yeah so to answer first question yes and I I look at it I plan I plan forward and then I do a lot of backwards planning so so far so good I mean this time in quarter four um actually there's there's a really good CVC that I've been in contact with Bain and Company you've probably heard of them and uh yeah you know I got a good relationship with them and uh get so the end goal get back into the VCS uh associate role everyone can be really great at something if they focus on that one thing and I think I would just cut any of those side quests I would not focus on anything else and then the question won't be how do I how am I going to be more patient because a lot of times we need patience because things are moving slow because we spread our attention and like yes you're going to still have to be patient because everyone wants more faster better now but it'll be easier than this which is like stressful patience I think the best thing for you to do is to figure out what is the one thing that's going to get you on track to the goal that you have and then I would cut everything else based on the goals that you have each of those opportunities how's it going to benefit you now later and way later uh DM me and let me know what you decide I want to know um so my question to you a little backstory um so my senior year of high school I worked in Property Management I saw an opportunity in the junk removal business um so I quit my property management job graduated high school started a junk removal business did about 30 to 40K our books weren't very clean back then probably the first summer and then January we opened a new location back up in Wisconsin in Milwaukee again so we have two locations now one here in Tampa one Wisconsin how do I know when it's the right time to franchise that's really what I want to do with the business and how do I not only attract the right Talent the franchise but how do I get people to take me seriously as an 18 year old franchising probably 19 20 at the time when I do franchise so why do you want a franchise and not just do corporate owned I think there's just a higher cap on franchising ultimately I think corporately owned I think I could corporately owned a lot of them but maybe like five to ten would be like really a lot I feel like compared to franchising where I could think we could do hundreds I would usually just ask you questions but like I'm not a fan of you franchising anytime soon and here's the reason why is because people often just want to get like enough so they they can franchise but those franchises are not the ones that do well in the long run they're a flash in the pan and then they go and then they're gone because their reputation is bad so like you need to have maximize the opportunity you have now have the unit economics down maximize the margin as much as possible figure out what's your value prop as corporate like as headquarters like are you going to help do the marketing for them are you going to help facilitate sales for them like what do you do versus what do they do and what's the value prop to the person coming in and then you have to understand like what's your I guess like target audience are you looking for like an investor are you looking for an actual operator those are the things that you have to think through with the franchising the people that I know that have been the absolute most successful with franchising have had like 10 locations of their own first and in much more simple businesses than yours I think this is like a little more I wonder if it would be more of an investor type business but and then the second thing to think to that is you know Logan like you're going to make less money on your franchise locations than you're going to make on your corporate on locations you know why do you think that you could only have five to ten corporate owned I think there's a lot of um you want to have the local Fields kind of to um to the business so ideally our franchisees would be operators as well to start um I think if we were to privately own all of them you have to kind of have call center I think and I think it would just be a lot of friction really where you're not able to see what's going on because if we're across the whole U.S and I like I'm struggling to kind of find other companies who have privately owned a lot of locations I also think franchising would be good because let's say just rough numbers let's say we took 10 10 Revenue right now we're doing 25 margins maybe 20 margins it's like just a lot simpler um I think to franchise out the exact model because we have what works we know it works with marketing we know it works with our sales process on the phone we know how to get jobs scheduled our scheduling systems are really good so I think that system is very scalable so I wanted to win for you but why is it a win for them if you take 10 the margins only 20. I think they could get high Revenue numbers pretty quickly I think year one they could really be up there with with Revenue numbers so still working out all the The Kinks obviously and stuff but yeah no I hear what you're saying I I just the the thing is is that so many franchises benefit the franchisor and not the franchisees and they end up working well for you but then they don't end up working well for them and then eventually one day they have a mutiny or they're just and then they don't sell for a high multiple or that they can sell at all and so that's what I don't want for you and so that's the reason I'm asking this because in my eyes I'm like well I would just go those people that you think could start the franchise I would just go bring them in Chick-fil-A style as operators I would hire them and then their job is to build out the entire thing I hand them the Playbook like I would have handed a franchisee I pay them a salary that's a high good salary it's a say a REV share slash a profit share I put them on a plan like that and then I would run that model because you'll make more money from it they'll be very delighted to have a high-paying job where they have autonomy and it makes it you could scale it just like you could scale a franchise it's just a different structure plus you don't have all the litigation or I'm sorry not the litigation but like all the legal that surrounds a franchise that you have to go through that would slow you down so I don't know I would think about the two models just because like dude I know so many people who own franchises and their corporate owned locations always beat their franchise locations and half the time they end up scaling back the franchise to build up the corporate locations because they're not making the money that they thought they would I know some people very high up in the franchising space that knows some of the biggest ones in the world and they're like yeah franchising not the way to go so I'm not just saying this is somebody I'm like but not biased I'm like I have a lot of Industry experts that I'm friends with and I I'm just not as big of a fan and so I would say like get yourself to 10 locations and then decide do you want a franchise or do you want a corporate own but I think that I would make that The Benchmark no matter what sounds good cool that you're doing this at your age like really badass and you don't sound like you're not 20 yet so yeah I appreciate that awesome cool sweet thank you hey Andrew hey how's it going good how are you I'm great thank you so much for having me I feel really grateful to be on the show today um my question was what's the difference between sort of going above and beyond for your client and getting taken advantage of um especially when you're doing under 10k a month um for context I'm a video editor I have one client that pays 5000 a month and I feel like I can always put in like more time to make the videos better or spend more money on a better laptop and stuff like that but the more I do that the less money and time I have to kind of take care of and invest in myself what was the expectation at the beginning of the relationship yeah so at first I told him I would do three uh 20 minute YouTube videos a week and five shorts um based on the last job I had I figured if I invested that much time into working with this client I could probably get that done and as we it went on he had a hard time knowing how long the video would be like while he's recording it so he'd send me like a lot of longer videos and podcasts and stuff like that and I kind of just said yes I'll do that um because I didn't want to lose them I want to make him happy and stuff like that and then the more I thought about it kind of learning about exciting expectations and that kind of thing if I don't if the expectations are kind of changing it doesn't really matter how much time or effort I put into this so we changed it now and where I just work eight hours a day Monday to Friday um and just whatever gets done gets done we basically renegotiated but now you have a job but what was the goal when you got this person in the first place was it to start your own business was it to consult um so my last job I felt I wasn't really improving or learning anything new so with this one it was to um make at least like four grand a month work remote have a good culture and be learning some kind of skill that compounds like sales or video editing something along those lines I'll work on the videos and I'd be like dang if my laptop was faster I could do better or if I maybe if I bought this course I could make him happier um but he's happy right now so it's like should I invest more and more in like making his results even better or should I save up because my my goal right now um is to save up six months of living census plus uh ten thousand dollars for a course I want to buy I guess like video editing um it's on starting an agency so okay do you want to do that okay yeah I guess I was really excited about it a while ago but I was like don't pull the trigger just like wait and I guess my excitement for that's waned a little bit but just it's more of like I guess yeah no no I get what you're saying should you reinvest in yourself yes but like the way I look at it is like if somebody is on my team and they want to reinvest in themselves then like why should they have skin in the game yes but that's divorced from should they pay for it if we're I'm going to benefit for from it greatly in the next however many years then I have no problem paying for it as long as they have skin in the game of some short of some sort so like you know something that you could do is say you know I need a new laptop and then break down the case for him of how much more you can do in those eight hours every day with that laptop do the work for him so he doesn't have to think through it of how much better it's gonna be at that laptop because I actually can tell you when we started our team and we brought on editors they were like we need new laptops I was like why you know it's a great like I don't get it it's a great laptop you know and then they're like here's how much time we'll save and I was like oh it'll save time which then they tied to money which then makes sense to me so I think if you could make that argument to him I think I I don't see why you couldn't say like can you get this laptop and then as long as I work here I can use the laptop okay yeah so kind of building the sales argument around it and um maybe this is nitty-gritty what happens is he says no yeah okay you know what I mean but I think and even with like if there's courses that you see that are going to make you better at what you're doing like there's nothing wrong with bringing that being like I was really interested in this course you know is this something you would be willing to pay for here's why I I want it here's why I would increase my skill set I respect people who do that on my team and I really think it's admirable because I love that they're investing themselves so you know I don't know this person obviously but I think it's definitely worth you bringing it to them they can have the so the course for example you know you can make the login under their email or a company email so then other people in the company can use it too and it can become training that you can help for other people on the team I mean it doesn't need to be just for you and if you're only going to be there 12 months you could say this is how I'm going to train the person after me I'll help train that person before I leave I had a quick follow-up question also sort of about business boundaries like if my client gets a lot of views but they still don't necessarily make money from that how do I help them if I've never owned a business exactly like theirs I guess like how much responsibility of their business should I take on it's a tough one this is why some agents like agencies have tough times so do consultants on the marketing side is because the client believes if I get more views I get more customers but you know that's not true in fact some people with less views get more customers because they have deeper content that's Niche and it speaks to the Right audience so I think this is an education Gap and it's an opportunity for you to also position yourself as an expert by educating them on what is better for their business so when I think of sales I just think of telling the truth which is like if somebody comes on and they're like I want views be like okay do you know what views mean they don't mean more sales in fact sometimes we see and educating them on the difference in that so when these people are coming to you they don't know that views don't mean sales and so I would just say you have to educate them on that and explain to them that there are a million other things that equate to making more sales that's what I would do in my opinion because I think it positions you as an expert it builds trust and you're more likely to set up better expectations together than they understand this isn't the only thing I am going to have to do to make more sales I'm gonna have to get this person to get more views then I'm gonna have to get somebody to qualify those views then I'm gonna have to build the funnel to funnel all the you know what I'm saying yeah like it's not just musical money they have to have a good offer and follow up with leads and that kind of thing right and I the thing is is like most people end up like being this like hodgepodge type of service because they just say oh well you know what uh a common one is they do sales for a business they say you know I do sales for this business but now I've got to do marketing because their marketing sucks and if it's affecting the sales and then they're like actually you know what the product sucks too so I've got to take over the product what now you're running the whole business you know if you'd like and there's no amount of money someone could pay you to do that well yeah so stick with your lane and educate them on all the components outside of your lane that are going to affect it but that's super helpful yeah thank you thank you so much and again really great grateful to be on the show cool all right Andrew well have a good rest of your day you too thank you see ya hey Elizabeth hello hello this is so weird I watch you all the time and now I'm like actually that's totally cool so we do Amazon advertising management so it's like pay-per-click management kind of thing I hired somebody who's an a player who can be client facing I'm like okay now I know what an a player looks like now I know how much she takes off my plate and she actually came in for another position was interested in doing the management rose up to be like one of my best people who I can throw anything at her so I was like okay I can either try and find talent and try and find somebody who not only has talent but it's an a player but it's super In Demand right now cost of those people is really high as it should be or I could try and look for a players and then realize this skill a lot of it's mathematics if you get it you get it it's just navigating the thing and then navigating the client so I'm thinking now what I probably would rather do is just build like a really solid internal training and at some level I know it's kind of like a course the thing is I know the industry really well so I'm like so deep in it so it's not like I need to build out okay you know the basics I'm thinking now I need to build a to z know nothing to Rockstar gets the whole thing and I kind of staring that guy down going what does that look like or is there touch points along the way what should I be thinking about if I'm thinking okay I want to have this system here that I could bring people through with minimal I know there needs to be involvement but I guess I just I'm facing down this thing that I'm not sure what it looks like so I was just curious on your advice on that yeah so I think of it two different ways which is there's giving them context right and then there's training them on the skills and so giving them context is like what's the context that they need to understand about the business to be successful in the role so like within gym launch when we have that company and within many companies you know that means that they're going to have to go through like basically sitting in and pretending that they're a client so in order for some of the best support a client oftentimes you want to put them through the entire journey of a client so that they have context as to where they help that person and then what happens before what happens after so one of the first things that you can do is give them access to all the same materials a client would be seeing or experiencing and then put them through the client Journey as much as possible having them sit in on a sales call marketing call like the whole thing I know it sounds like it might be a little overboard I swear to God like don't regret it it really does work really well the second piece is skills so the best thing that you can do in terms of training somebody is I actually you know I think a lot of people explain strategy first and then the tactics but sometimes with roles like this it actually helps to teach step-by-step tactics and then they are going to see for themselves why it's working and then you start to bring in the strategy of why it works so I would actually be doing two things so one when I build trainings like this out I recruit my best uh teammates like the one that you described training because I don't want to build the training for someone to be mediocre and guess what I'm also not doing the job right I know the industry yeah the job well enough but I'm not the one doing it and so most of the time what I've done is brought someone internally to help me build the training and then I looked at okay what base level skills did they have versus did they not have and then start building it out from there for the criteria and so or somebody of this nature right like base level skills are things like you know teaching them to be on time teaching them to smile on calls teaching them to uh how they speak to a client you know giving them scripts right telling them be two minutes early to a call telling them you know check the client accounts daily things like that versus the skills of like clicking the buttons and placing the ads and doing those things I would build and what we did for this is like you they were built into Sops with uh videos embedded into them so that um basically people could almost like if you see like software q a like uh where you go yeah yeah yeah yeah yeah it was similar to build out to that so it's like it is both um video and written and then what we would do is basically at the end of say like a module because you would take all the pills and then kind of Chunk them up right like what are the the phases that they need to learn maybe it's first it's targeting and then it's you know placing an ad and then it's you know uh scaling the ad whatever that may be right and then you're gonna have a quiz at the bottom of each one and so you want to quiz them out so this is where you can be less involved and you can still uh help them self-evaluate because what you want Elizabeth is you want them to self-evaluate their progress so have them take a test and then it basically they have to continue going through the module and taking the test until they're able to pass it at a hundred percent and then they can move on to the next one cool awesome Elizabeth I appreciate you coming up have a good Friday thanks you too what's up Peter sweet what's going on um just start my life insurance business we do like burial insurance for seniors and basically I'm going to point now where all I know is sales and people are coming to work with me to sell I'm selling every day with my team but I want to remove myself and I'm like how am I going to lead my team effectively I'm 24 years old I have 40 year olds working for me if I don't sell if I don't show them what's possible how do I gain respect from those people and um ultimately in this we're on a mission to change the industry and it's it's actually going pretty well a frame switch that I would give you is rather than comparing yourself to like like Kobe or someone on the court but you've got to compare yourself to like John Wooden like the coach and the coach never gets on the court when the game's on the line right right so it's just a different skill set that you have to switch to now I guess the question is why do you think that they would respect you less given that you have a Tracker being successful in sales yeah and I guess it's like personally I'm like damn like I've spent six seven months in this industry proving and having like numbers like this can be done guys I expect you to see that this is possible because like everyone out there like there's people are like literally losing their houses and and they're like like I'm like 40 years old I've been promised to make 300 000 can I work for you and I'm like I just want to show you what's possible because I can share with you guys and then the moment I start selling stop selling to like lead my like lead my team I'm like damn like I don't maybe it's like my insecurity like I need that hit from sales because I'm I'm selling every day I'm like this feels really good but I know deep down I need to remove myself from that sales floor and it's like one of the hardest things that I'm I guess I'm personally going through and um I don't know if that's that's normal or not but it is 100 normal so I made a video about this about two and a half years ago because the and it was basically like the reason why your top sales rep isn't often your sales manager but I actually don't think that's true anymore so what it really is is that in sales you're getting positive like reinforcement const on a daily basis it's like you're getting hits of dopamine people are saying great job your audience is telling you that you're doing a great job so like you have been constantly reinforced for making sales now when you go to coaching people to make sales and leading your team it takes a more strategic intelligent person to do that because the reward is delayed and not just by a day or two days but by weeks and months and so developing people which is now what you're moving into doing does not have an instant reward there's no instant gratification for it it is over time you start seeing people do better and then a little better and then and you're I mean the fruits of your labor you see in years not in months right when somebody's like they go from like they were good at sales like they're a new person with a new house and a family two years later and so the the thing that you have to figure out is the reason that people are able to do it is because they find something else that gives them reward so the question is how are you Peter going to get reward in the meantime I wrote this the other day patience is just figuring out what to do in the meantime until you hit the goal cool and so the question is what are you gonna do in the meantime rather than get the hit from sales you need something else that can give you that reinforcement what's it going to be and you just need to like honestly I know it sounds insane distract yourself from not selling with something else that can give you intermittent feedback like yes you're going to get the thing in two years where you've built this amazing team of people but what can you get in the short term that can distract you from not doing the sales anymore like work with what you've got we need to be distracted sometimes and I was thinking like when it comes to that the a player Talent is what we're looking for just to give you context in the last month I had 674 people apply to work with me and we only hired two so like my thing is how do you go through that cycle of like weeding out all that like we have a like a almost like acquisition.com like you go through all these funnels like do you just keep doing more and just expecting better is like just that right person to come along or we just kind of just deal at the marketplace is is this filled with bad sales I guess maybe that's a police that tells people that aren't trained or experienced I mean if your strategy is to hire people who are already great sales people you're going to be doing like you're going to be throwing out a ton and you're going to feel like is this wasting am I crazy like this feels ridiculous the other alternative is that you get good at training people from the ground up but I say you start with one and then add in the other later like I have I I think that I in past companies I started with training people from the ground up because I didn't have a brand or reputation to attract top talent and then once we had enough means that I could attract top talent with pay then I learned how to go out and find top talent and then I had the pay to actually give them when they were able to come through the funnel so for you if you've already been getting a players unless there's a problem that I don't see I would just keep doing that but is there something like a constraint um it's more of the people that come in it's like we're doing telesale so it's telesales only a lot of people comment where they're doing face-to-face sales or um that's like we need someone experience in the industry like you guys talk about skills and someone with the experience so that's the only constraint I'd see um how many sales reps do you need yeah well we're on track to do them like a million this year and we have four um in Revenue so just because our margins are so high in our business we're not here to like every other business in this insurance has like 600 recruits we only need like a hundred to do like five I'm sorry we only need um 10 to do like five million so it's like we don't need a lot we just need Savages and that's all we're looking for like really really high talent I might keep going at it a little bit longer trying to attract that Talent okay and just get better at what you don't want and being verbal about that in your messaging because I know for us for example like we get a ton of deal flow but like there's a lot of deal flow that doesn't fit and something that we were talking about the other day and I made in my new videos is like I want to talk about like what do we not work with you know and so I think for you to do the same would be really useful because I think that sometimes people hear what what you want but a lot of times you kind of also need to say what you don't want yeah so it's like attract what you want repel what you don't want maybe you have less coming through the funnel but they're higher qualified okay you know what I mean cool yeah yeah I guess the people who you want are also more attracted to you for saying it's like oh yeah I don't like those sales reps that are like that anyways yeah cool well this is so awesome I appreciate it I guess the last thing I'll let you run here is like my thing being insecure is like 24 like people are coming in they have families to feed and like we're jumping in we're making we're helping them make like three to four times off the Jump when they're first you know first month but like I'm like Instagram like damn like we I know what we're doing and I'm like am I like I want to help these people win so bad like I want my team to win I'm like am I not paying them enough and that's like the insecure I'm like like could I financially complicate them but I also have the video of like how do you know when you're overpaying or underpaying I know that you've talked about that typically in the beginning of a business I do see that owners feel like guilty feeling like I don't know if I'm paying people enough and the reason is you have not yet put in all the rest of the infrastructure you need to continue to grow so you have more excess cash than you're going to have in a year and two years but if you pay people now based on the cash you have available now you screw yourself in two and three and four years and this is where so many companies come to us and they have overpaid people and now what it means is you need to overpay everyone else who comes in your company but then margins start to go down because over time that's what happens in almost all companies as markets start to go down as you gain scale so like absolute margin yes it's up but actual marginal percentage is down do not feel guilty I do not think you can always pay people more it is very hard to go and say I'm going to pay you lesson Okay cool so get it get a little more retraction in I wouldn't worry about that right now if it's not a problem and then revisit it once you have some more infrastructure in place cool I look forward to seeing you guys soon I appreciate everything you guys do thank you thanks Peter have a good Friday bye-bye what's up Sam how you doing good how are you yeah good good thank you um uh just to give some context before I flow into the the question my my background's in sales I've had a relatively successful career there Built My comms up to 100K a month um basically off the philosophies from 100 million dollar offers so uh you probably guys might know who I was working with at the time so thank you for that book uh and I'm currently assessing my options when it comes to transitioning into business which I've learned they're two very different games between just being a sales operator and business uh so my question is given this situation from your experience what transition path would make the most sense to you and what idea vetting processes would you go through to determine whether a business model or idea is going to be worth the the time or financial investment well the first place I would start rather than the product is I would start with two things which is what does Sam want to do every day like what could Sam do every day and not get stressed out not get burnt out not feel like like is there something that you can identify that you would want to do every day for let's say five to seven years and then is there something that you want to do every day for the next five to seven years that you are also really good at is there something that comes to mind I like the rev up side of things in terms of I like writing I like analyzing data understanding numbers like I don't mind like obviously the sales side of things is good when you're in the right vehicle but spending every all day every day talking to people is not necessarily something that juices me for the long term uh I like looking at data and numbers and identifying bottlenecks and things like that hmm if that's your objective and that's the kind of business you want then it's really how do you create something that creates cash flow that takes the least amount of your time so it's it's more of a lifestyle business which I'll be frank like I've not done that before but I can I can figure that out right so the issue right now is that you are the delivery so you're doing the Consulting and you are the delivery in my opinion the way that you want to up this is you figure out how to get and I wouldn't say you do it for Equity because the thing is with Equity because it's long term it's kind of like marrying somebody because because they're good in bed it's like okay that's one of the like 10 things you need for marriage with like sales is one of the 10 things you need for a business and then once that thing's fixed and then they're like why the are you still here um which is what we tell people when they come to us yeah they're like we want to help with this I'm like no no we help you with the whole thing not just one thing um so I think that's a good idea I would think to myself the one skill that I think that you need is to be able to recruit people below you to maybe take over doing that skill for you and then you create a better more value-centric uh way of monetizing that skill below you so if you could build out a team of say like a couple you wouldn't even need that many of Consultants that can do what you did for the last few years and then create a better way to monetize those Consultants then that could free you up to do those things on the side so that helps a lot for me just given the context you gave of it doesn't need to be some huge Enterprise it's something that you wanted to take cash flow so you can put it into the other things you like does that make sense because that's a skill I feel like is the thing because you're thinking with like what is Sam gonna do to make money rather than what is Sam gonna build to make money yeah that's a good mindset shift um so that's essentially looking at areas of building leverage in versus because that has been the biggest constraint is the only lever I have to pull on is time at the moment building a structure that has a different lever that I can pull on that can still produce the cash flow exactly so the skill Gap that you have right now is how do I it's two things one how do I get those people how do I attract those people or train them and put them below me so that they can do what I've been doing and then the second piece is you just got to figure out the monetization for that which is like what is an equitable compensation for building out a sales function in someone's business or managing the sales function and it for that piece I'll just give you this nugget which is you want to find the value metric so for any company when you want to price you want to find what is the closest Value metric that I can price on so an example of that is that when we build Allen the we could have just said pay us a hundred dollars per month for the software and you get to use it and leads come in your door but instead we said okay what's the closest metric to value that the customer gets it's somebody walking in the door right because the whole point of using the software is to get someone to walk in your door so we build them on shows how many people showed to their appointment was what we build on and now that was complex on its own because it's software and it used AI to predict who's going to show but if you get what I'm saying so what's the closest metric to that it would probably be you know sales closed so it's just like it doesn't make sense to do Equity because that's like the whole business makes sense like how many sales are closed or you know total revenue uh generated from the sales or collected Revenue even that because if you're billing on just Revenue as a whole and they're not collecting all of it then there's going to be discrepancy they're not going to feel good about it so I would say closed sales or total revenue Collective would be like the best metric you could bill on yeah that makes sense um and especially uh focusing on that conversion mechanism conversion percentage at the end uh has been especially using the philosophies in 100 million offer et cetera um like you see a huge conversion rates when you actually Implement that system fully um so yeah that makes sense um and then I I guess it's just building the mechanism right as the last step and making that full transition you just need to get a couple big wins so get you know people under you to train up on what you've been doing hit it out of the park for a couple I would say of the accounts or people that are coming to you and there's not much more you're gonna need to do from there to generate the revenue you need to if you get sizable companies that you can do a REV split on or bill on the you know total collected like do a web share off that like you don't need that much of that to make the cash flow to them put into the other things to get them going enough to give you that lifestyle yeah okay that that makes sense um thank you for that mindset shift um yeah I just need to get out of that uh Hands-On me do everything mentality and build something that enables other people to to operate I agree like build the machine don't be the machine um thank you for taking the time thanks Sam I appreciate the question and I hope you have a good rest of your uh Friday hi hi so I'm a therapist and coach and I help leaders and Visionaries clear the stubborn blocks that are in the way of them reaching their next level in their business and life and I have loved what I've been doing I've been doing it for 20 years and yeah and it's amazing but I'm turning 50 this year and I'm kind of burning out on the one-on-one thing and I'm also looking at retirement and really wanting to set myself up more financially I'm just not sure like what kind of a product or what kind of a route would make the most sense to build the most wealth in my business but also not have me married to you know having to do all of the service delivery all the time how do you currently acquire customers um JV Partnerships and referrals oh interesting so what are the JV Partnerships so I'll typically do a launch and then have affiliates for like during my launch and that will bring in new new people okay so how much like in terms of do you do 100 of the coaching right now or do you what does your employee uh look like do you have employees is just vendors and Affiliates yeah it's just vendors and Affiliates I've even tried multiple times to like build out my team by getting a VA and I just haven't hired well after listening to you I feel more equipped to hire someone better but it's um just like having trouble getting out of the solar solo printer thing and um I just started an awesome program that I'm doing with a colleague of mine she's the president of a large Tech firm and we are co-leading a program and then that will move into a membership so this is the first time I've like collaborated on something but really it's just so she'll be part delivering but really it's just me for my business got it and then as the delivery on that is it a membership back-end type deal yes yeah interesting so I mean I think that there's a couple of different ways you can look at it the one thing I'll say is this if you want to set yourself up for retirement then I think that you would want to commit to putting a few more years in of work now to set yourself up for that the reason being okay cool just want to be on the same page I was like I'm I don't think we got 12 months I think it's gonna take a little longer um because I think that there's really two routes that you can go when it comes to this kind of model that I've seen be successful with therapists and I would say coaches um one there's like you um build a product typically it starts niched in terms of like what are you absolutely best at coaching people on and then you kind of expand from there so you have like different categories right like I know somebody it's like they have like you know being overweight drinking smoking like it's like they and then they keep adding on things like products to their back end um and you start it like that where like basically you are the face you're driving people into a membership program that has those on the back end and then you don't have any one-on-one of any sort you just have I would say like group facilitators that host um I would say sessions where people who have bought the product can attend and they can ask questions they can like help troubleshoot along the way um I have seen that as one model now the other model that I've seen is scaling coaches um this I think is much harder I do think that if it done well is it very you know ethical product but it is hard to scale because essentially what you have to get really good at is if you wanted to just get a bunch of mini Lexi's in there then you have to get really good at recruiting and training coaches because typically and usually what that involves is the model that I've seen work well is that you actually put out a you know say a whatever you build some name right you have a certification where you basically teach people how to do what you do and then from that pool of coaches that complete the certification which is like a membership but not for clients it's for coaches um you take the ones that are like the highest performers and then you job offer them to be a coach that has more complexity though you can obviously charge people more for it because it provides more value because they have a one-on-one coach so if I were you just based on where you're at right now I might say the least risky option to start with is that first option where you build that back end so that's basically saying like what are all of the I would say like when somebody comes to you and they need help what is the problem that they have and I would actually think of it more like putting problem buckets and then organizing those in a manner that would create a membership back end because really what you're doing is you're helping people solve their problems in many ways right and so I would say what are those things and those all become little mini products that then lead to like a big library of products that you can sell people in to the membership of that's probably the route that I would go first because I think it's a lot less complex and it's less to manage you know what I mean very cool thank you this is so helpful I'm wishing you and Alex both really well with everything thank you Lexi I appreciate you thanks you too bye I appreciate you guys tuning in uh let me know what you think in the comments and uh hope you guys have a good weekend