Latest / The Heart-Led Business Show / Flight to Fitness Empire with Scott Darragh

Transcript

Flight to Fitness Empire with Scott Darragh · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to The Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let your heart guide your business journey.
• 0:36
  Tom Jackobs: Well, welcome aboard everyone and buckle up as we take flight into the world of wellness with Scott Darragh, the Mastermind behind Jet Set Trainer, a former Army Black Hawk Pilot turned airline captain.
• 0:49
  Tom Jackobs: Scott's mission is as heart driven as it gets helping high flying professionals stay fit, fierce, and fabulous.
• 0:56
  Tom Jackobs: No matter where their jet setting takes them.
• 0:59
  Tom Jackobs: Now get ready to glean some gems of wisdom from Scott's journey of overcoming stress and embracing purpose in both health and business.
• 1:08
  Tom Jackobs: So let's jump right into the heart of the matter on the heart-led business show.
• 1:11
  Tom Jackobs: Scott, welcome to the show.
• 1:13
  Scott Darragh: Thank you.
• 1:13
  Scott Darragh: I'm excited to be here.
• 1:14
  Scott Darragh: Talk about my heart.
• 1:16
  Tom Jackobs: Awesome.
• 1:16
  Tom Jackobs: Well, I'm really excited to talk to you too because you have the two passions that I'm passionate about as well, and that is fitness.
• 1:23
  Tom Jackobs: And I used to be a fitness trainer as well that we talked about and flying.
• 1:27
  Tom Jackobs: And I happen to be a single engine 300 hour pilot as well.
• 1:31
  Tom Jackobs: So like we were gonna totally geek out here.
• 1:34
  Tom Jackobs: Audience, please stay attached.
• 1:35
  Tom Jackobs: We will be talking about business and being heart-led as well at the same time.
• 1:39
  Tom Jackobs: So Scott, I always like to ask the first question though, and that is, what's your definition of a heart-led business?
• 1:46
  Scott Darragh: Yeah, so I'm glad to be here to talk about that.
• 1:50
  Scott Darragh: My definition of a heart-led business is getting paid to do the things that make you happy.
• 1:56
  Scott Darragh: And if you can help people along the way, then it truly is you're, I don't know what they say.
• 2:01
  Scott Darragh: Right.
• 2:01
  Scott Darragh: You're truly not working anymore.
• 2:02
  Scott Darragh: Right.
• 2:03
  Scott Darragh: And so that's a big reason why I started my jet set trainer training company was because I love to help people and I did get paid to fly.
• 2:13
  Scott Darragh: I loved to fly, but I was kind of lacking on at least that feel good feeling when you change someone's life.
• 2:20
  Scott Darragh: Now that obviously if someone's flying on our planes and we're taking them somewhere, everyone has an important reason to fly.
• 2:25
  Scott Darragh: I always remember that when we have passengers and it's a privilege to be a part of that.
• 2:30
  Scott Darragh: It's a privilege to get to fly the flying public.
• 2:33
  Scott Darragh: But it's a little bit more indirect.
• 2:35
  Scott Darragh: So, as a former Army officer I do miss the mentorship of working with soldiers or working with, you know, subordinates or superiors and accomplishing big goals together.
• 2:46
  Scott Darragh: And I was having an itch for that and I decided to start this business so I could scratch that itch and solve a problem that a lot of aviators and a lot of, especially airline pilots and crew members, flight attendants, business travelers, um, all know the obstacles too well when it comes to their health and travel.
• 3:05
  Scott Darragh: And so,
• 3:06
  Tom Jackobs: Yeah.
• 3:06
  Scott Darragh: I wanted to provide a solution to that problem.
• 3:10
  Tom Jackobs: Yeah.
• 3:10
  Tom Jackobs: I love that definition and reminds me, another guest had said, there's actually wasn't a guest on the show.
• 3:15
  Tom Jackobs: It was actually one of my clients.
• 3:16
  Tom Jackobs: He said, you know what, Tom, there's nothing better than helping someone and getting paid for it.
• 3:21
  Tom Jackobs: I was like, you know what?
• 3:23
  Tom Jackobs: That definitely scratches a few itches.
• 3:26
  Tom Jackobs: So tell us about the journey, army helicopter pilot turned, airline pilot turned fitness trainer.
• 3:32
  Tom Jackobs: That's quite the stack of skills.
• 3:34
  Scott Darragh: Yeah.
• 3:34
  Scott Darragh: I guess you could call me an onion.
• 3:35
  Scott Darragh: I have a bunch of layers to me.
• 3:37
  Scott Darragh: So I guess what, my life story, right?
• 3:41
  Scott Darragh: I grew up in Los Angeles.
• 3:42
  Scott Darragh: I quickly realized in high school that.
• 3:45
  Scott Darragh: All these people are fake in Los Angeles, but also like Holden Caulfield in The Catcher in the Rye.
• 3:51
  Scott Darragh: Maybe I was just a little angsty teen too, right?
• 3:54
  Scott Darragh: Um, but I felt that these phonies needed to go and I needed to do something real in my life.
• 4:00
  Scott Darragh: As every young man probably thinks of around that time, 18, 20 years old.
• 4:05
  Scott Darragh: Sometimes you wanna go through a crucible, right?
• 4:07
  Scott Darragh: To become a real man.
• 4:08
  Scott Darragh: Or Mulan.
• 4:09
  Scott Darragh: Right.
• 4:09
  Scott Darragh: Go become a man.
• 4:11
  Scott Darragh: That was what the army was to me.
• 4:13
  Scott Darragh: It was the military.
• 4:14
  Scott Darragh: I wanted to go into service because I wanted to go through a crucible to become a better person.
• 4:20
  Scott Darragh: And I think it did help.
• 4:23
  Scott Darragh: It helped in ways I didn't expect, but eventually I did get there.
• 4:27
  Scott Darragh: And I served in the Army.
• 4:29
  Scott Darragh: I deployed to Kuwait, Iraq during ISIS, time of ISIS.
• 4:33
  Scott Darragh: Um, learned a lot about myself.
• 4:34
  Scott Darragh: I was a maintenance officer and a Black Hawk pilot.
• 4:37
  Scott Darragh: Learned a lot from mechanics, got to mentor them.
• 4:39
  Scott Darragh: We even had a little fitness, little bootcamp in the morning for people who couldn't pass their PT test, so I got that.
• 4:45
  Tom Jackobs: Oh my god.
• 4:45
  Scott Darragh: So my platoon all passed by the end of their time with me as opposed.
• 4:50
  Tom Jackobs: I bet.
• 4:50
  Scott Darragh: So I made sure that was a priority early on in my career.
• 4:54
  Scott Darragh: Um, but I wasn't a coach yet.
• 4:55
  Scott Darragh: I wasn't a trainer yet.
• 4:56
  Scott Darragh: Um, fast forward army deployment realized that was good enough for that itch.
• 5:01
  Scott Darragh: That itch has been scratched.
• 5:02
  Scott Darragh: I would not like to do that again.
• 5:04
  Scott Darragh: So
• 5:05
  Tom Jackobs: Yeah, the Crucible has been accomplished.
• 5:07
  Scott Darragh: At least for the usefulness of the army in developing me as a person, I had decided I had done that, been there, done that.
• 5:14
  Scott Darragh: It was time to.
• 5:15
  Scott Darragh: Move on.
• 5:15
  Scott Darragh: And I did have a near death experience over there and that was part of it.
• 5:19
  Scott Darragh: I don't want to talk about that.
• 5:20
  Scott Darragh: I wanna talk about business.
• 5:21
  Scott Darragh: So,
• 5:22
  Tom Jackobs: Great.
• 5:22
  Scott Darragh: Long story short, I was on a training mission.
• 5:25
  Scott Darragh: We almost had a controlled flight into terrain.
• 5:27
  Scott Darragh: That changed my life because I was with an instructor who blamed me for the incident and it really kind of threw a loop into morality and what am I doing here and is this right and do I need to stick it to the man?
• 5:40
  Scott Darragh: What do I take from that lesson?
• 5:41
  Scott Darragh: And what I took from that lesson was, I am Scott Army.
• 5:46
  Scott Darragh: Scott is a part of me, but Army Scott does not define Scott.
• 5:50
  Scott Darragh: I get to define Scott.
• 5:52
  Scott Darragh: And for the first time in my life I realized what I do, what I say, how I carry myself is up to me.
• 5:58
  Scott Darragh: It doesn't need to be for someone else.
• 6:00
  Scott Darragh: And it made me realize that I almost was sprayed on the floor of the desert in a million pieces because I was pursuing something for other people, for acceptance from other men, from acceptance, from society, for acceptance of myself.
• 6:15
  Scott Darragh: And don't get me wrong, I'm proud of my service.
• 6:17
  Scott Darragh: I'm glad I did it.
• 6:19
  Scott Darragh: Flying helicopter, just kick ass.
• 6:21
  Scott Darragh: Don't run that.
• 6:22
  Tom Jackobs: Right.
• 6:22
  Scott Darragh: However, me as a person and my identity wasn't quite formed yet until that moment.
• 6:28
  Scott Darragh: 'cause that's when the real work began.
• 6:29
  Scott Darragh: And I started forming my own identity on my own.
• 6:32
  Scott Darragh: And in that process, I came back from a deployment.
• 6:34
  Scott Darragh: I became a country DJ.
• 6:36
  Scott Darragh: I was part-time flying and DJing.
• 6:39
  Scott Darragh: I also picked up ballroom dancing.
• 6:41
  Scott Darragh: I became a ballroom dance instructor along the way, but also I was pursuing, maybe flying something else with a little more comfortable with AC.
• 6:49
  Scott Darragh: Going somewhere that's a little nicer.
• 6:51
  Scott Darragh: And so I, I was lucky and fortunate enough to go fly regional jets for American and it was wonderful.
• 6:57
  Scott Darragh: And then eventually led to my current job where I'm a 7-37 captain and a major carrier.
• 7:01
  Scott Darragh: Um, all the while doing that, I actually interviewed at a major carrier before that and they told me no.
• 7:07
  Scott Darragh: I said, Scott, thanks, but no thanks and of course my ego took a dive.
• 7:15
  Tom Jackobs: I thought it was like an automatic in, if you have military experience at most of the major carriers.
• 7:21
  Scott Darragh: You gonna have to have another show and ask the recruiters what they want.
• 7:24
  Tom Jackobs: Yeah.
• 7:24
  Tom Jackobs: Right.
• 7:25
  Tom Jackobs: Well, that won't be a heart-led show.
• 7:26
  Scott Darragh: That's okay.
• 7:27
  Scott Darragh: No, it's fine.
• 7:28
  Scott Darragh: Everything happens for a reason.
• 7:30
  Scott Darragh: And the reason that happened was'cause I started this business right after that.
• 7:33
  Tom Jackobs: yeah.
• 7:33
  Scott Darragh: And I didn't just start a business, I started a quarter million dollar fitness business.
• 7:37
  Tom Jackobs: yeah.
• 7:38
  Tom Jackobs: That's, that's what I wanted to dive in.
• 7:40
  Scott Darragh: That was my quick synopsis of who Scott is.
• 7:42
  Scott Darragh: And quickly, let's turn it into a quarter million dollar fitness business in 1 year.
• 7:46
  Scott Darragh: What happened?
• 7:47
  Tom Jackobs: Yeah, that is amazing.
• 7:48
  Tom Jackobs: Like when I started my fitness business in 2008 and I had a physical facility, the first year I only did a 100,000 and dumped out my entire 401k to support it.
• 8:00
  Tom Jackobs: So I actually paid to be a part of that business.
• 8:03
  Scott Darragh: Yeah, I believe it.
• 8:04
  Tom Jackobs: So tell us how you were able to start the business and clear 250,000 the first year as a trainer.
• 8:11
  Scott Darragh: Well, the short word is I asked for help.
• 8:14
  Scott Darragh: First thing I did was I said, you know what?
• 8:17
  Scott Darragh: I've never run an online business before.
• 8:19
  Scott Darragh: I better ask for help.
• 8:20
  Scott Darragh: I was smart enough to do that because one other people had gotten me to the point in my life, whether it was instructors in the military or instructors in high school or college, you know, everything I am is because someone put time into me.
• 8:33
  Scott Darragh: I have some talent, but most of it, most of what I know came from someone else.
• 8:39
  Scott Darragh: And sure, a way is to figure it out on your own.
• 8:42
  Scott Darragh: That is totally reasonable.
• 8:44
  Scott Darragh: Is it the most effective, fast way?
• 8:46
  Scott Darragh: No.
• 8:47
  Scott Darragh: Not at all.
• 8:47
  Scott Darragh: I don't know of a skill that is better to learn by yourself without any instruction.
• 8:52
  Scott Darragh: Maybe being a parent.
• 8:53
  Scott Darragh: I'm about to do that, but maybe not.
• 8:57
  Scott Darragh: And, you know, we did the baby classes, so I can't I, I, stepped back.
• 9:00
  Scott Darragh: We did the baby classes, but, I realized I needed help.
• 9:03
  Scott Darragh: And why fitness?
• 9:04
  Scott Darragh: Right.
• 9:05
  Scott Darragh: So, the two
• 9:06
  Tom Jackobs: Yeah.
• 9:06
  Scott Darragh: years or so previous to this decision, I had been working with an online fitness coach and I got a lot of really great results.
• 9:14
  Scott Darragh: I, I came from background, I played college hockey.
• 9:16
  Scott Darragh: I was in the military.
• 9:17
  Scott Darragh: I thought I understood fitness, but I understood performance, fitness, sports.
• 9:23
  Scott Darragh: I understood how to pass your APFT.
• 9:26
  Scott Darragh: None of those things are how to be a healthy, functional adult over 29, 30 years old.
• 9:32
  Scott Darragh: No one teaches you that.
• 9:33
  Scott Darragh: Until I met this online coach, and he basically taught me that.
• 9:36
  Scott Darragh: He taught me that, Hey, like Scott, this is how you eat food.
• 9:39
  Scott Darragh: Believe it or not.
• 9:39
  Scott Darragh: It's not just eat when you're hungry.
• 9:41
  Scott Darragh: Uh, here's what you can do if you can't go to the gym.
• 9:43
  Scott Darragh: Um, and when you are in the gym, here's a better way to approach it from a maybe muscle growth standpoint, because muscle isn't just for vanity as you know.
• 9:52
  Scott Darragh: Also is a very healthy thing to carry throughout your entire life.
• 9:55
  Scott Darragh: It does way more things that make you look good.
• 9:57
  Tom Jackobs: Yep.
• 9:57
  Scott Darragh: And so.
• 9:58
  Tom Jackobs: It allows you to get off the toilet when you're 70, 80 years old.
• 10:01
  Scott Darragh: yeah, play with your kids, not have aches and pains.
• 10:04
  Scott Darragh: Um, be able to eat more food and not wear it as fat, right?
• 10:09
  Scott Darragh: Be able to enjoy life as it comes to you.
• 10:12
  Scott Darragh: It makes you more resilient, metabolically and resilient, emotionally resilient physically, and so.
• 10:17
  Scott Darragh: I learned all those things.
• 10:18
  Scott Darragh: Am I an expert 2 years in?
• 10:19
  Scott Darragh: No, of course not.
• 10:20
  Scott Darragh: But I realized I know a heck of a lot more than a lot of my peers I fly with every day.
• 10:27
  Tom Jackobs: Yeah.
• 10:27
  Scott Darragh: Who are struggling with their weight, who are struggling with sleep, who are struggling with energy, who are struggling with how to eat, you know, struggling with maybe they don't like the gym.
• 10:35
  Scott Darragh: That's okay.
• 10:36
  Scott Darragh: You don't have to like the gym.
• 10:38
  Scott Darragh: So, I can help these people.
• 10:39
  Scott Darragh: I felt confident enough where I raised my hand and I've learned enough from this coach.
• 10:43
  Scott Darragh: I'm gonna go get an NSAM cert.
• 10:45
  Scott Darragh: I got my NCAA certification.
• 10:48
  Scott Darragh: cause for me, I wanted to prove to myself that I at least got an accredited source of training.
• 10:52
  Scott Darragh: I give training to someone else and knocked that out and hired a business coach.
• 10:58
  Scott Darragh: I think within the first two weeks of starting my little Instagram, I was like, all right, I need to ask for help and figure out how to do this right.
• 11:06
  Tom Jackobs: Yeah, so you got the systems, the processes, all of that from the business coach, so you could set up the business in a way that fit your lifestyle.
• 11:14
  Tom Jackobs: And then how did it take off from there?
• 11:16
  Scott Darragh: Yeah.
• 11:17
  Scott Darragh: Um.
• 11:17
  Scott Darragh: I think the business coach really helped me launch what I wanted by helping me one, actually learn sales.
• 11:26
  Scott Darragh: I'd never done sales really.
• 11:28
  Scott Darragh: That was huge.
• 11:29
  Scott Darragh: Just being skillful in conversation and communication and listening and being able to do sales is really being able to help people.
• 11:37
  Scott Darragh: They're the same thing.
• 11:39
  Scott Darragh: Someone who doesn't help someone but sells something, they're a salesman.
• 11:43
  Scott Darragh: That's my opinion.
• 11:44
  Scott Darragh: Someone who's selling yourself to help someone, the sales process is a part of that help.
• 11:49
  Scott Darragh: You can't help someone unless they exchange energy and resources to allow you to help them.
• 11:55
  Scott Darragh: So overcoming the fear of asking for money, you know, is important because you're worth it.
• 12:01
  Scott Darragh: And.
• 12:02
  Scott Darragh: Realizing that out of the gate, learning how to ask for money, it's more nuanced than you'd expect.
• 12:09
  Scott Darragh: And leaning into what makes me unique, because there's a zillion fitness coaches out there.
• 12:16
  Tom Jackobs: Yeah,
• 12:16
  Scott Darragh: There's only one of you.
• 12:18
  Tom Jackobs: That's right.
• 12:18
  Scott Darragh: You need to really lean into who you are and what makes you different, and lean into who your niche is, like who are you helping?
• 12:25
  Scott Darragh: And my niche is quite nichey.
• 12:28
  Scott Darragh: Does it mean that I work with all only pilots and flight attendants?
• 12:31
  Scott Darragh: No, it doesn't.
• 12:32
  Scott Darragh: It's a conversation that's not held very often, and that's what gets eyeballs.
• 12:37
  Scott Darragh: How you express yourself, who you are as a person, just talking.
• 12:40
  Scott Darragh: And once again, this is all through social media, right?
• 12:42
  Scott Darragh: The power of social media is that it's social.
• 12:45
  Scott Darragh: And if you're a social person, you don't mind posting, you don't mind sharing who you are with strangers in the world.
• 12:51
  Scott Darragh: It's a great place to start an online business.
• 12:54
  Scott Darragh: So I guess I answered the question that how did I, at least right outta the gate, that's how I got started.
• 12:58
  Scott Darragh: I asked for help.
• 12:59
  Scott Darragh: The help I received that changed, that made me profitable.
• 13:02
  Scott Darragh: In the first month, I made$10,000.
• 13:04
  Scott Darragh: In the first month, I learned how to sell, learned how to.
• 13:07
  Tom Jackobs: Yep.
• 13:07
  Scott Darragh: Generate leads from a low cost standpoint, social media, the algorithm's free.
• 13:12
  Scott Darragh: Learn how to have a conversation in the DMs to get them to make a small commitment, to book the call, get them on the call, and then take from zero to hero and processing hundreds of dollars, thousands of dollars to you.
• 13:23
  Tom Jackobs: When, when you put it like that, Scott it's very logical.
• 13:27
  Tom Jackobs: Unfortunately a lot of people are, not, unfortunately, I think it's fortunate we're stuck in our heart and a lot of heart-led business owners struggle with the balance between being heart-led and giving and like you said, fear of asking for money is at the top of that list in terms of peers, but don't always look at the business side as well.
• 13:48
  Tom Jackobs: And so you were able to, from the start.
• 13:50
  Tom Jackobs: Know that I wanna help people.
• 13:52
  Tom Jackobs: Selling is serving, uh, to me.
• 13:54
  Tom Jackobs: And basically we're just problem solvers.
• 13:57
  Tom Jackobs: Somebody has a problem, we have a solution.
• 13:59
  Tom Jackobs: We help them solve that problem.
• 14:00
  Scott Darragh: And you know, one problem might be an objection.
• 14:04
  Tom Jackobs: Yes.
• 14:04
  Scott Darragh: That might be a problem that you need to solve.
• 14:07
  Tom Jackobs: Right.
• 14:07
  Tom Jackobs: Yeah.
• 14:08
  Tom Jackobs: To overcome their objections.
• 14:09
  Scott Darragh: That's all.
• 14:09
  Scott Darragh: It's just a problem that needs solving now.
• 14:11
  Scott Darragh: It's not you coercing, it's not you persuading, it's not you twisting anything.
• 14:17
  Scott Darragh: It's you solving a problem.
• 14:19
  Scott Darragh: And easier said than done, obviously.
• 14:22
  Scott Darragh: I think that behind all of this asking for money.
• 14:27
  Scott Darragh: There has to be a fundamental belief that you can solve their problem and you will change their life forever.
• 14:34
  Scott Darragh: They're coming to you for help if they're on a call with you, right?
• 14:37
  Scott Darragh: They've already said, yeah, I'm interested.
• 14:39
  Scott Darragh: I wanna meet Scott.
• 14:40
  Scott Darragh: They've already admitted to themselves, they have a problem.
• 14:44
  Scott Darragh: It's up to you to show them that you can help them.
• 14:47
  Scott Darragh: And you fundamentally believe, like, you know, if someone is who falls overboard or is in a pool and they're struggling to swim, you wait.
• 14:56
  Scott Darragh: Do you wait to throw the life vest?
• 14:59
  Scott Darragh: You ask them for permission, you need this life ring.
• 15:02
  Scott Darragh: Are you sure you got it?
• 15:04
  Scott Darragh: And they're, if someone said, no, I'm fine.
• 15:07
  Scott Darragh: And they're clearly not, I'm still gonna throw the life vest right.
• 15:10
  Scott Darragh: It's very similar.
• 15:11
  Scott Darragh: You know, you can't ask for money and if they say no, and it's like, okay, well you're sinking, so let's try this again.
• 15:18
  Scott Darragh: Um, I don't know.
• 15:20
  Scott Darragh: That's kind of how I approach it, is if someone's struggling, it's up to you to find out way to, make it work for them.
• 15:26
  Tom Jackobs: I feel like when people are in that conversation, and especially the heart-led business owner they get that, oh, I'm not quite sure.
• 15:33
  Tom Jackobs: Let me go think about it.
• 15:34
  Tom Jackobs: And they or the person says, yeah, that's too expensive for me.
• 15:38
  Tom Jackobs: And a lot of times they just let them go at that point, forgetting like what you said, they were there in the first place in front of you because they have a problem if they leave and don't solve that problem.
• 15:49
  Tom Jackobs: That's really on the salesperson because you know what happens to them next?
• 15:53
  Tom Jackobs: You know, they're not gonna get help.
• 15:54
  Tom Jackobs: They're, or if they do, it's gonna be subpar help and you know, they'll die in early death and you become a murderer.
• 16:02
  Tom Jackobs: there's some words of truth in there too, in terms of being able to help people and that being a great calling and unfortunately, a lot of heart-led people get that money thing in their head and they're like, oh I can't do both.
• 16:14
  Scott Darragh: How can you help someone for free?
• 16:16
  Tom Jackobs: You can't.
• 16:17
  Tom Jackobs: Well, you can, but it doesn't lands very well.
• 16:18
  Scott Darragh: And let me tell you, I've tried that for the Listener.
• 16:21
  Scott Darragh: Seriously, hear me out.
• 16:22
  Scott Darragh: When I first started Brand New, I don't even think I had the business coach yet.
• 16:26
  Scott Darragh: I was like, I need to get my confidence as a trainer.
• 16:28
  Scott Darragh: Like I haven't trained anyone.
• 16:30
  Scott Darragh: I went to three friends who are airline pilots and I said, Hey, I'm starting a trainer business.
• 16:34
  Scott Darragh: I'll train you for free.
• 16:35
  Scott Darragh: Sound good?
• 16:36
  Scott Darragh: And they said, cool, Scott, I'll work with you.
• 16:39
  Scott Darragh: How do you think that went?
• 16:40
  Tom Jackobs: They probably didn't do the work.
• 16:41
  Scott Darragh: They 1000% did not do the work.
• 16:44
  Scott Darragh: Now it was a very important lesson to me, I think that's why I was so aggressive about asking for money.
• 16:49
  Scott Darragh: 'cause I knew it free doesn't work.
• 16:51
  Scott Darragh: There's no skin in the game.
• 16:52
  Scott Darragh: People want things.
• 16:54
  Scott Darragh: People want to be fit.
• 16:55
  Scott Darragh: They want to be healthy, they want to be wealthy.
• 16:58
  Scott Darragh: They want a big house, they want a nicer car.
• 17:00
  Scott Darragh: The want.
• 17:02
  Scott Darragh: Easy to find and to see.
• 17:04
  Scott Darragh: But do they really need it or do they really, really have a reason for it?
• 17:09
  Scott Darragh: And that's the magical part about asking for money is you're gonna really, that's really where you put your money, where your mouth is.
• 17:15
  Scott Darragh: And one, it's gonna make them more effective in your program because when they see that money leave every month or up all up front.
• 17:22
  Scott Darragh: They paid for it.
• 17:23
  Scott Darragh: I'm gonna listen to what Scott says.
• 17:25
  Scott Darragh: Cost me X amount of dollars.
• 17:27
  Scott Darragh: I'd be a fool not to pay attention to what he said.
• 17:30
  Scott Darragh: If Scott did this for free.
• 17:31
  Scott Darragh: Yeah, that's nice, Scott.
• 17:32
  Scott Darragh: I'll do that another day.
• 17:33
  Scott Darragh: Whatever.
• 17:35
  Scott Darragh: No, no skin.
• 17:36
  Scott Darragh: The heart-led people, you have to realize that Doing this for free or doing this for less money even isn't fair to you or them?
• 17:45
  Tom Jackobs: Yeah.
• 17:45
  Scott Darragh: because it needs to sting a little bit because this problem stings.
• 17:49
  Scott Darragh: It's not appropriate for the problem you're trying to solve.
• 17:53
  Scott Darragh: Like we're talking fitness.
• 17:54
  Scott Darragh: I'm so passionate about fitness because what is more important than your health?
• 17:58
  Scott Darragh: Nothing.
• 17:59
  Scott Darragh: You'd be surprised on a sales call.
• 18:01
  Scott Darragh: I'll ask, what other expenses do you have?
• 18:03
  Scott Darragh: X, Y, Z, blah, blah, blah, blah, blah.
• 18:05
  Scott Darragh: Is that more important than anything we talked about today?
• 18:08
  Tom Jackobs: That's great.
• 18:08
  Scott Darragh: Is that more important than anything we discuss today, and I don't know what you're selling or what your business is.
• 18:14
  Scott Darragh: You gotta have that radical belief that it's easy for fitness, but also it's tough.
• 18:19
  Scott Darragh: Fitness is a tough sell.
• 18:20
  Scott Darragh: Fitness is a product, it's a service.
• 18:23
  Scott Darragh: And the service, if it's a service sale, you gotta believe that your service is life changing or else you're not gonna make it.
• 18:29
  Tom Jackobs: Well, and, and what makes complicates it even more is that you are selling something that people inherently do not want to do.
• 18:37
  Tom Jackobs: Nobody wakes up in the morning and goes, yeah, I'm gonna go work out.
• 18:40
  Tom Jackobs: Well, maybe like 1% or 2% of the population, but most people, they don't wanna work out.
• 18:45
  Tom Jackobs: And when trainers are selling workouts.
• 18:48
  Tom Jackobs: Of course it's not gonna work because that's not what they want.
• 18:50
  Tom Jackobs: It's all about understanding and that's why it's so important to uncover what the problem is with that or the perceived problem that the prospect has and then offer the solution to the problem.
• 19:01
  Scott Darragh: Yeah.
• 19:02
  Tom Jackobs: And the solution isn't working out.
• 19:03
  Tom Jackobs: The solution is the result of them working out, is always interesting when I talk to heart-led business owners about that, they're like, oh, that's a complete shift, in Their thinking and they oftentimes go on to help a lot more people and are able to do it with a profit.
• 19:19
  Scott Darragh: It should be a clear vision, right?
• 19:21
  Scott Darragh: A question I like to ask is, I just had this call today.
• 19:24
  Scott Darragh: Did I close'em?
• 19:25
  Scott Darragh: I didn't.
• 19:25
  Scott Darragh: So I'm getting in my head right now.
• 19:28
  Scott Darragh: What I should have said even.
• 19:30
  Scott Darragh: I had a gentleman today who's had really low T.
• 19:33
  Scott Darragh: Middle age, 50 years old.
• 19:35
  Scott Darragh: Former nurse know-it-all.
• 19:37
  Scott Darragh: But I liked him.
• 19:37
  Scott Darragh: He was good energy, but he is also a know-it-all, which is fine.
• 19:41
  Scott Darragh: I love know-it-alls because they don't, and it's really easy to show.
• 19:44
  Scott Darragh: He was really struggling with belly fat.
• 19:46
  Scott Darragh: He was just out of it, right?
• 19:47
  Scott Darragh: I'm like, okay, so why is this so important to you?
• 19:49
  Scott Darragh: Well, I wanna feel better.
• 19:50
  Scott Darragh: I'm like everyone wants to feel better.
• 19:52
  Scott Darragh: Why do you wanna feel better?
• 19:53
  Scott Darragh: What, how is that gonna change your life?
• 19:55
  Scott Darragh: What specifically will change when you wake up having energy past 7:00 PM?
• 20:01
  Scott Darragh: How is that gonna change your life?
• 20:03
  Scott Darragh: How is being comfortable to take your shirt off going to change anything?
• 20:07
  Scott Darragh: I think you look, uh, you know what I'll even say?
• 20:09
  Scott Darragh: I'll say, I think you look fine.
• 20:10
  Scott Darragh: You're not obese, you're not on 600 pound life, why change at all?
• 20:14
  Scott Darragh: But because they're here, right?
• 20:15
  Scott Darragh: They want to change, obviously.
• 20:17
  Scott Darragh: I need to hear, you know, another good advice that I was ever told with all of this is selling isn't telling.
• 20:22
  Scott Darragh: I can't tell them they need to change.
• 20:25
  Scott Darragh: They have to tell me.
• 20:26
  Scott Darragh: And so, when I talk to people, they're doing most of the talking until we go to the solution,
• 20:32
  Tom Jackobs: So good.
• 20:33
  Scott Darragh: And it's so important because even if you're brand new at your business and you might not have the confidence at the end of the day, you need to be able to recognize if someone's either tire kicking you or just shopping around or being standoffish, you have what they want.
• 20:48
  Scott Darragh: You may not have a single paying client.
• 20:50
  Scott Darragh: You might be$10,000 in debt.
• 20:52
  Scott Darragh: I was, you're on the phone with somebody who might buy from you.
• 20:56
  Scott Darragh: You do not need them more than they need you.
• 20:59
  Tom Jackobs: Right.
• 20:59
  Scott Darragh: That has to be the facts.
• 21:00
  Scott Darragh: And to be honest, even when I get to the end of the call and I'm like, well, okay I tried to help.
• 21:05
  Scott Darragh: If it's a no, like today, I'm just like, you know where to find me.
• 21:08
  Scott Darragh: I did everything I could today to try and help you.
• 21:10
  Scott Darragh: And you gotta just move on.
• 21:11
  Scott Darragh: And if you, and I've had it where I've portrayed that energy, just like, well, okay, none of that makes sense.
• 21:17
  Scott Darragh: But if you say so, and then they pick up on that, oh wait, hold on a second.
• 21:21
  Scott Darragh: And then you catch their ball, right?
• 21:23
  Scott Darragh: Because they want you to like capitulate to them and it's like, no, I know my worth.
• 21:27
  Scott Darragh: This is what it costs.
• 21:28
  Scott Darragh: I've tried to ask you what cash on hand you have, you don't have an answer.
• 21:32
  Scott Darragh: How can I help you and just sit there?
• 21:35
  Scott Darragh: You said on the application you have funds set aside, but here we are.
• 21:39
  Scott Darragh: I've told you the price and I'm asking you what funds you have set aside and you don't know.
• 21:44
  Scott Darragh: So what are we doing here?
• 21:46
  Scott Darragh: I'm confrontational.
• 21:47
  Scott Darragh: Um, but it's confrontational.
• 21:49
  Scott Darragh: It's coming from a good place.
• 21:50
  Scott Darragh: It's a heart-led business.
• 21:51
  Scott Darragh: How can I help you?
• 21:52
  Scott Darragh: If you don't know a budget?
• 21:54
  Scott Darragh: How can I help you if you have zero control over your finances, how can I help you?
• 21:58
  Scott Darragh: If you're willing to spend money on a vacation before your health?
• 22:02
  Scott Darragh: How can I help you?
• 22:03
  Scott Darragh: If you want to do the same thing for another 5 years and hope that changes.
• 22:08
  Scott Darragh: I've been very direct with people and when that stuff starts coming out of their mouth, I will just tell them straight up, you know what?
• 22:15
  Scott Darragh: I actually don't think I can help you if you truly believe that.
• 22:18
  Scott Darragh: And I make them double down on their ridiculousness, and very few do.
• 22:22
  Tom Jackobs: Yes.
• 22:23
  Scott Darragh: You just have to have this like fire in you that one as long as it's not truly a logistical concern, like they just truly don't have the money.
• 22:32
  Scott Darragh: They just truly told something happened.
• 22:34
  Scott Darragh: They ran a car and it declines or something.
• 22:37
  Scott Darragh: And it is just some, a logistical concern.
• 22:39
  Scott Darragh: Sure.
• 22:40
  Scott Darragh: But if it's not a logistical concern, they don't wanna disclose anything logistical to you, then you need to start challenging them on what they're doing right then and there.
• 22:49
  Scott Darragh: Because came on the call, they knew it would cost money.
• 22:51
  Scott Darragh: I even ask, as long as this is in your budget, do you feel like you can get started?
• 22:56
  Scott Darragh: Sure.
• 22:57
  Scott Darragh: It cost X.
• 22:58
  Scott Darragh: Yeah.
• 22:58
  Scott Darragh: I don't know how much money I have anymore.
• 23:00
  Tom Jackobs: Hmm.
• 23:01
  Scott Darragh: What do you mean?
• 23:01
  Scott Darragh: You gotta talk to your business partner.
• 23:03
  Scott Darragh: Your business partner in charge of your health, you know,
• 23:05
  Tom Jackobs: This is like, gold.
• 23:07
  Tom Jackobs: This is like a masterclass in closing, but from the heart in terms of just connecting with that individual.
• 23:13
  Tom Jackobs: And I'm a true believer in that challenge, of the sale that not to be a doormat because people need that when they, a lot of times people are used to just telling their own BS and people accepting it.
• 23:25
  Tom Jackobs: And when you're in a sales situation and you know they need the help, you call them out on that, they truly appreciate it.
• 23:32
  Tom Jackobs: maybe not in the moment but later.
• 23:34
  Scott Darragh: I've learned that the hard way.
• 23:36
  Scott Darragh: Trust me, I can feel my wife in the corner listening to my sales call, cringing the way I come out, and maybe come out a little too intense.
• 23:46
  Scott Darragh: And so I'm working on my tonal, like my tonality.
• 23:50
  Scott Darragh: When I challenge because for me, I'm a very direct person and sometimes that works, sometimes it doesn't.
• 23:57
  Scott Darragh: But I'll tell you what doesn't work, doing nothing.
• 23:59
  Scott Darragh: And I've had a few people come back after their original call with me, but the most don't.
• 24:04
  Scott Darragh: And that's just the way of the world.
• 24:06
  Scott Darragh: It's an opportunity to get better at what you do.
• 24:08
  Scott Darragh: Um, and to be honest, you know, what I like about any sales call is you're never as good as your last sale.
• 24:14
  Tom Jackobs: Absolutely.
• 24:14
  Tom Jackobs: Yeah.
• 24:14
  Scott Darragh: Every time you're going and you can't let your ego, like I sometimes struggle thinking that I'm, hot shit for better words, and I don't do a good job on a sales call.
• 24:24
  Scott Darragh: I'm like, ah, you know, just like every landing, you're only as good as your last landing.
• 24:28
  Scott Darragh: But it's, you know, it's not just sales too.
• 24:30
  Scott Darragh: Managing the business is this whole other thing that is I would say I'm still working on being a better manager.
• 24:37
  Tom Jackobs: Well, I think business in general is an ongoing process that you should continuously be learning.
• 24:43
  Tom Jackobs: And seeking others that are above you or, or beyond where you are and where you want to be.
• 24:49
  Tom Jackobs: And when you're in a room where you're not the smartest one, you're in the right room.
• 24:53
  Scott Darragh: Yeah.
• 24:53
  Tom Jackobs: That's, I totally believe that.
• 24:55
  Tom Jackobs: So Scott, this has been just an amazing conversation and, uh, I love kind of how we've woven in the business side with the passion that you have for fitness.
• 25:03
  Tom Jackobs: It's very clear that you are heart-led and you're very good at what you do in terms of helping people solve a problem.
• 25:09
  Tom Jackobs: So thank you for being an amazing business person
• 25:12
  Scott Darragh: Yeah.
• 25:13
  Tom Jackobs: And helping so many people.
• 25:14
  Scott Darragh: No, thank you for just letting me share just a piece of my journey.
• 25:18
  Tom Jackobs: so how can people learn more about Jet Set Trainer and get ahold of you.
• 25:21
  Scott Darragh: Yeah.
• 25:21
  Scott Darragh: So, um, if you might be a traveler, if you're listening to this or you might be into fitness I don't have to just work with travelers, but you can get ahold of me by, I would say the easiest way to find me or my socials is just go to jetsettrainer.com.
• 25:37
  Scott Darragh: I own that domain.
• 25:38
  Scott Darragh: Um, in there you'll see links to social media, but you can also learn more about, what the business is and what it offers.
• 25:44
  Scott Darragh: But yeah, jetsettrainer.com.
• 25:45
  Scott Darragh: That's easy.
• 25:46
  Tom Jackobs: Awesome.
• 25:47
  Tom Jackobs: And you're giving a free metabolic blueprint too for the listeners.
• 25:50
  Scott Darragh: Yeah.
• 25:50
  Scott Darragh: So if you're like, really jazzed about health and fitness, this is something that I rolled out this year because tell you why it's here real quick?
• 25:58
  Scott Darragh: You know, a lot of health coaches and fitness coaches and nutritionists and whatnot they will arrive to a point with a client who does everything they ask, and they're still struggling.
• 26:07
  Scott Darragh: That happened to me.
• 26:08
  Scott Darragh: I would have a client who did everything I asked, but for the life of him could, like his weight loss stopped at 200 pounds, but for his body type, his height, his age, more like 180 was more appropriate.
• 26:22
  Scott Darragh: And there was nothing I could do, nothing I could advise him to get past that plateau and he was getting miserable.
• 26:29
  Scott Darragh: I was getting frustrated and it really led me down this path of like, what am I missing as a health and fitness coach beyond their diet and exercise to help someone get healthier.
• 26:39
  Scott Darragh: Short answer is it's in the biology.
• 26:42
  Scott Darragh: And so I was fortunate enough to find a functional health doctor that partners with, clients like myself who are fitness coaches, and we start to approach functional health, meaning neuro metabolic health for you listeners.
• 26:57
  Scott Darragh: For example, my client, he was really struggling once we took a blood test on processing glucose.
• 27:03
  Scott Darragh: He had really high liver inflammation markers.
• 27:07
  Scott Darragh: He had really low testosterone, really high cortisol.
• 27:11
  Scott Darragh: All these things were all over the place, and the worst part about this whole experience was is before he took my blood test with this functional health doctor, he said, my labs are good.
• 27:20
  Scott Darragh: My doctor said I'm normal.
• 27:21
  Scott Darragh: My doctor says I am perfectly healthy.
• 27:24
  Scott Darragh: And that's what's so frustrating, and that's why I brought this into my program because your primary care provider is their job is not to make you live an optimum life.
• 27:33
  Scott Darragh: Their job is to prevent you from being sick.
• 27:36
  Tom Jackobs: Or you getting better from being sick and not a lot of them do the prevention.
• 27:40
  Scott Darragh: I would say it's not even preventative.
• 27:42
  Scott Darragh: It's reactionary.
• 27:43
  Scott Darragh: Are you sick or are you not sick?
• 27:45
  Scott Darragh: It's binary if you're sick.
• 27:47
  Scott Darragh: We do a surgery, we do a prescription, we do a, X, Y, Z to remedy the symptoms or the sickness.
• 27:55
  Scott Darragh: And more often than not, it's not an all encompassing solution.
• 27:59
  Scott Darragh: My parents are doctors, um, I will talk smack on, I'm joking, but, um, doc, I'm not saying doctors are bad, I'm just saying from a long-term health standpoint, that's not what they're trained to do.
• 28:09
  Tom Jackobs: I mean, the normal range is a average of the population.
• 28:13
  Tom Jackobs: And if you look at the population of the US do you wanna be an average of an obese population?
• 28:19
  Scott Darragh: Yeah, that's what I was gonna say.
• 28:20
  Scott Darragh: The average American unhealthy.
• 28:22
  Scott Darragh: Yes.
• 28:23
  Scott Darragh: So an average score on a lab means that you're unhealthy.
• 28:28
  Scott Darragh: So even though it's green, it just means you're normally unhealthy, not extremely unhealthy.
• 28:33
  Scott Darragh: And so yeah, it's exactly it.
• 28:35
  Scott Darragh: And so I work with a functional health doctor.
• 28:37
  Scott Darragh: We look at the labs truly as how can we have a 2025 version of Tom instead of a clapped out 1986 version.
• 28:45
  Scott Darragh: How do we fix that, you know?
• 28:46
  Scott Darragh: And so we come up with protocols that include diet, but also targeted supplementation that addresses specific things like a fatty liver or glucose insensitivity or gut health issues.
• 28:58
  Scott Darragh: And my client who was stuck, broke through the plateau 30 days later by just taking those supplements and we actually ate more food.
• 29:06
  Scott Darragh: He lost weight because we were able to address some of this dysfunction.
• 29:09
  Scott Darragh: So long story short, to begin that process, I offer that for free for anyone'cause it's so powerful.
• 29:15
  Scott Darragh: I call it a metabolic black box download, pilot stuff.
• 29:18
  Scott Darragh: We wanna get into the data, we wanna see what's going on.
• 29:21
  Scott Darragh: And so what it is, it's like a 20 minute survey.
• 29:23
  Scott Darragh: It's like a personality test for your body, asks you questions for you to self-report symptoms.
• 29:29
  Scott Darragh: Symptoms that you may think are normal, but the survey will tell you it's not and print that out.
• 29:33
  Scott Darragh: And we sit down on a 15 minute call and I'll go over your results and kind of give you some insight into what your symptoms are telling you.
• 29:40
  Scott Darragh: And kind of go from there.
• 29:42
  Scott Darragh: But I do that with every client I do.
• 29:43
  Scott Darragh: If a client signs up with me, we're gonna do the same process.
• 29:46
  Scott Darragh: So you're getting step zero from working with me for free, basically, because it's such a powerful tool.
• 29:52
  Scott Darragh: It's good insight whether you work with me or not.
• 29:54
  Scott Darragh: It's food for thought.
• 29:55
  Scott Darragh: It's something you can take with you, and I am helping someone for free, believe it or not.
• 30:01
  Scott Darragh: They still put in 20 minutes of hard labor on that survey.
• 30:04
  Scott Darragh: So it's an easterly survey, but it's great.
• 30:07
  Scott Darragh: I love it.
• 30:07
  Scott Darragh: Um, I meet a lot of great people and you can download it.
• 30:11
  Scott Darragh: The link, I think you're putting in the show notes, it's jetsettrainer.com slash BHE bravo Hotel Echo, BHE, for biometric health survey.
• 30:21
  Scott Darragh: The link will be in there, but if you ever want that or need that, you can just go to the website, find me on a social, send me a dm.
• 30:28
  Scott Darragh: And we'll go from there.
• 30:29
  Tom Jackobs: Awesome.
• 30:30
  Tom Jackobs: And I wish, um, that technology or the functional medicine was at its point when I had my facility because I would've saved so much.
• 30:37
  Tom Jackobs: And just the, the way that the technology and functional medicine has come over the last 5 to 10 years, it's just been incredible advances.
• 30:45
  Tom Jackobs: So Glad that you're doing that.
• 30:46
  Tom Jackobs: I think more, more trainers need to incorporate some of that functional medicine into their protocols.
• 30:51
  Tom Jackobs: 'cause that's, it's gives people that ultimate edge.
• 30:53
  Scott Darragh: It won't overcome a bad diet or sedentary life.
• 30:56
  Scott Darragh: You still have to do things.
• 30:58
  Scott Darragh: They're not magic pills, but the vast majority of my clients do a great job and adding these supplements, this protocol, just understanding their blood work really makes a huge difference, even prevents us from doing some things that I might have done had I not seen their blood work first.
• 31:13
  Scott Darragh: it's also preventative as well.
• 31:14
  Scott Darragh: From a, um, safety standpoint, someone who's really showing high inflammatory markers from sugar, we're probably gonna start with a low carb diet to calm that down, but I wouldn't know that and without the blood results in front of us, so.
• 31:29
  Tom Jackobs: Amazing.
• 31:30
  Tom Jackobs: Well, cool.
• 31:31
  Tom Jackobs: Well, Scott, thank you so much for spending your time with us today and sharing your words of wisdom and advice of business and being heart-led as well.
• 31:39
  Tom Jackobs: So I really appreciate it and I know our listeners appreciate you as well.
• 31:42
  Scott Darragh: Thank you.
• 31:42
  Scott Darragh: Love to be here, and I'm excited to talk to anyone who watched this to be honest.
• 31:47
  Tom Jackobs: Okay.
• 31:47
  Tom Jackobs: Awesome.
• 31:48
  Tom Jackobs: Well, thank you again and thank you listeners for tuning in today and watching the show.
• 31:53
  Tom Jackobs: If you're on YouTube as well, we really do appreciate it.
• 31:55
  Tom Jackobs: Now, make sure you're checking out everything that Scott has to offer.
• 31:58
  Tom Jackobs: We're gonna put all the links.
• 32:00
  Tom Jackobs: Especially to that blueprint down in the show notes.
• 32:03
  Tom Jackobs: So make sure you check that out, take that quiz, spend the 20 minutes, put it together.
• 32:08
  Tom Jackobs: It's gonna be really good information for you.
• 32:10
  Tom Jackobs: So make sure you're doing that.
• 32:11
  Tom Jackobs: And then while you're down there, maybe there's a rating and review that you could give the show while you're in that show notes.
• 32:17
  Tom Jackobs: So if you could do that for me, I'd appreciate it.
• 32:19
  Tom Jackobs: Just spreads the word about the heart-led business show.
• 32:22
  Tom Jackobs: So until next time, lead with your heart.
• 32:25
  Speaker 2: You've been listening to The Heart-Led Business Show, hosted by Tom Jackobs.
• 32:31
  Speaker 2: Join us next time for another inspiring journey into the heart of business.