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#71 - Harnessing the Power of the Mind for Success: A conversation with Stephanie Bogan · Only Fee-Only

• 0:05
  Speaker 1: How's it going everyone?
• 0:06
  Speaker 1: Welcome back to another only fee only podcast.
• 0:09
  Speaker 1: In this episode we got the chance to talk to Stephanie Bogan, who many of you are probably familiar with.
• 0:15
  Speaker 1: She is the founder chief possibility officer at limitless advisor coaching and this was a phenomenal conversation.
• 0:24
  Speaker 1: For those of you that don't know Stephanie, she's had a really interesting career path, personal life and she really let it all out during this episode and I really appreciated her transparency.
• 0:36
  Speaker 1: I know Peter did as well.
• 0:38
  Speaker 1: Where she is now shows that she's at a very happy place in her life and it was awesome to learn a little bit more about Stephanie, but I'll let her tell you herself.
• 0:48
  Speaker 1: Here is Stephanie Bogan on the only fee only podcast.
• 0:56
  Speaker 2: How's it going everyone?
• 0:57
  Speaker 2: Welcome to another episode of the only fee only podcast.
• 1:01
  Speaker 2: I'm Peter Travelo.
• 1:02
  Speaker 2: I'm here at my co-host, brock Buckles.
• 1:04
  Speaker 2: How's it going today, brock?
• 1:05
  Speaker 2: It's going well, pete, how are you man?
• 1:08
  Speaker 2: Doing well, man, in sunny Florida.
• 1:10
  Speaker 2: And today we have Stephanie Bogan on from limitless advisor coaching.
• 1:15
  Speaker 2: Really excited to have her on share her perspective and tips and can't wait to share.
• 1:21
  Speaker 2: So, stephanie, welcome to the show.
• 1:24
  Speaker 3: Oh, thank you so much.
• 1:24
  Speaker 3: It's a pleasure guys.
• 1:26
  Speaker 2: We've been looking forward to this.
• 1:27
  Speaker 2: I know we just saw you at XYPN but for those who don't know who you are, you want to give a quick overview background on who you are and who you're currently serving.
• 1:37
  Speaker 3: Yeah, I'm Stephanie Bogan, the CEO and chief possibility officer of limitless advisor coaching.
• 1:42
  Speaker 3: We help advisors build wildly successful businesses and lives that they love.
• 1:47
  Speaker 3: We take what we call a mindset plus methods approach and there's a backstory there which I'm happy to share with you.
• 1:53
  Speaker 3: Many people know it but a lot of people don't.
• 1:55
  Speaker 3: And really it's about understanding that mindset really drives our success.
• 2:00
  Speaker 3: And when you put that with best, improve and practices, when you're clear and conscious and then you have those available to you to create a committed course of action, you get that J Curve or what we you can get that J Curve or what we call that hockey stick style growth that we're really known for.
• 2:16
  Speaker 3: And you know, I spent 27 years.
• 2:19
  Speaker 3: I started my first firm at 24, right, I worked in firms.
• 2:23
  Speaker 3: I was acquired at 36 and a very nice seven figure deal.
• 2:28
  Speaker 3: I got to join the executive team of a Fortune 500 company which at the time I really thought was the shiznit.
• 2:34
  Speaker 3: I spent four years there.
• 2:35
  Speaker 3: I did some incredible work, scaling all of the work that we had done in practice management really successfully across thousands of advisors.
• 2:44
  Speaker 3: I'm really proud of all of our acquisitions and integration efforts because they're all still standing the work that we did there is still in use.
• 2:51
  Speaker 3: It's expanded.
• 2:52
  Speaker 3: My core team is still there now leading the show.
• 2:56
  Speaker 3: But I learned so much about how Fortune 500 companies run in those four years that I learned that I no longer needed to work for one.
• 3:03
  Speaker 3: After my 27th version, a 27th revision to a PowerPoint laying out the future of practice management which, by the time we got through those 27 versions, had one new thing in it I'm not making this up.
• 3:18
  Speaker 3: I laid out a vision and my cohort was like we're not going to be able to do any of that.
• 3:23
  Speaker 3: I said, well, isn't our job to lay out the vision?
• 3:26
  Speaker 1: My job is to lay out the vision.
• 3:28
  Speaker 3: He'd already, of course, been schooled in the Fortune 500 ways.
• 3:31
  Speaker 3: By the time we got through that process, there was literally one change.
• 3:35
  Speaker 3: I went to the CEO and the head of HR and I said you don't need me to run the shop.
• 3:42
  Speaker 3: This person over here is perfectly capable.
• 3:45
  Speaker 3: I love climbing mountains and doing very cool things.
• 3:47
  Speaker 3: With all due respect, this isn't it.
• 3:50
  Speaker 3: I exited gracefully, stage left.
• 3:52
  Speaker 3: I took a year off to scuba dive and church and Caicos and traveled the world with my family, which didn't suck, To be quite honest.
• 4:00
  Speaker 3: People were like what was it like?
• 4:01
  Speaker 3: I'm like what do you think?
• 4:03
  Speaker 2: It was awesome.
• 4:06
  Speaker 3: Then I got a call from Joe Durand, who was with United Capital.
• 4:09
  Speaker 3: If you're familiar with United Capital, he said he had the perfect job for me and I was like how could you possibly know that?
• 4:16
  Speaker 3: He said I created it just for you.
• 4:18
  Speaker 3: I was like, okay, I'll talk to you.
• 4:20
  Speaker 3: I joined the executive team there and became the SVP of practice management and client experience and training.
• 4:28
  Speaker 3: If you're familiar with honest conversations, money Minds, the guidebook, the FEN Life platform, that was our team.
• 4:36
  Speaker 3: I honestly have to say it was one of the funnest, coolest things we ever did, because we had a really cool idea and we had a lot of money to spend on it.
• 4:44
  Speaker 3: We really engaged a lot with advisors.
• 4:48
  Speaker 3: I feel like it's a really solid platform.
• 4:50
  Speaker 3: They, of course, went on to sell it to Goldman, who's now gone on to sell it to Creative.
• 4:53
  Speaker 3: It's very interesting.
• 4:55
  Speaker 3: When you've been around 27 years, you start to see things like that you worked on.
• 4:59
  Speaker 3: It's weird.
• 4:59
  Speaker 3: I was like that's so weird, was there for a number of years and really loved it.
• 5:07
  Speaker 3: When we got our third round of funding, I had to evaluate every firm and ultimately sign off on every deal.
• 5:16
  Speaker 3: At that point I had two young children.
• 5:18
  Speaker 3: I wasn't spending enough time with.
• 5:19
  Speaker 3: I had been wildly successful.
• 5:21
  Speaker 3: I'd been on the cover of magazines, I'd been named an industry influential, I had this cool job.
• 5:25
  Speaker 3: I had sold my company, I was independent, I had the house on the hill and the beautiful family insert.
• 5:32
  Speaker 3: Nobody's going to feel sorry for me story here.
• 5:36
  Speaker 3: The problem was I had no idea how to enjoy it.
• 5:38
  Speaker 3: I was having my grains, I was breaking out rashes, I was stressed out.
• 5:43
  Speaker 3: I just had this moment that really broke me down.
• 5:47
  Speaker 3: I was sitting in the room with my daughter, who was like two, two and a half at the time.
• 5:51
  Speaker 3: She was across the room and I'd come home at the end of the day.
• 5:55
  Speaker 3: I was talking to her, playing with her.
• 5:58
  Speaker 3: I was on the other side of the room and she crawled over and started tapping me.
• 6:03
  Speaker 3: I remember that distinctly because I came back into my body.
• 6:09
  Speaker 3: I was in my head dealing with stuff at work.
• 6:12
  Speaker 3: I had literally I don't know how long I was tuned out for.
• 6:15
  Speaker 3: I just had this split second moment where I was like, oh my God, this human was over there and she got over here and she's been doing and I've been completely checked out.
• 6:25
  Speaker 3: That made me feel really bad.
• 6:28
  Speaker 3: I really just got to the point where I was the princess in the pee.
• 6:34
  Speaker 3: You guys are probably not enough to know that story.
• 6:36
  Speaker 3: I'm 50.
• 6:37
  Speaker 3: Princess in the pee she has everything, but she can't sleep at night on her bed.
• 6:42
  Speaker 3: They keep bringing in more and more wonderful, silky smooth mattresses Underneath.
• 6:49
  Speaker 3: The end of the story is at the end of it all.
• 6:51
  Speaker 3: There's a tiny little pee under the bed.
• 6:53
  Speaker 3: I felt like the princess in the pee.
• 6:55
  Speaker 3: It didn't matter how much success I had, or how heralded I was, or how great people told me I was, or how much money I had.
• 7:02
  Speaker 3: I simply couldn't enjoy my success.
• 7:05
  Speaker 3: I didn't have inner peace, for all practical purposes, what's fairly cliche, which is I had to go off and find myself.
• 7:14
  Speaker 3: I didn't know what the issue was.
• 7:16
  Speaker 3: I realized I'd been very good at business because I kept thinking I could solve it hey, if I make a little more money, or I build this really cool thing, or hey, I'm so good at managing my time.
• 7:27
  Speaker 3: Because I was like oh, it's a time thing If I can just free up my time, but I would always fill it with stuff which is really interesting.
• 7:35
  Speaker 3: When I had time I couldn't sit still for five seconds and enjoy it.
• 7:40
  Speaker 3: It's the whole.
• 7:40
  Speaker 3: You have a Saturday and you can't wait.
• 7:42
  Speaker 3: And then you get there and you don't even know, you flounder around and you feel bad that you wasted the Saturday.
• 7:46
  Speaker 3: It's a real thing.
• 7:49
  Speaker 3: It really genuinely is People who we go through phases survival, relief, comfort, expansion and we think we're going to get to comfort and it's going to be all hearts and strays and rainbows and we're going to expand and do amazing things and some people do and they're unicorns.
• 8:05
  Speaker 3: But most people were driven to that level because there's something inside motivating them.
• 8:10
  Speaker 3: We have to protect or prove or hide or defend.
• 8:12
  Speaker 3: I genuinely, with every fiber of my being, not consciously, but in reflection, it's so clear to me.
• 8:19
  Speaker 3: I thought success would give me significance.
• 8:21
  Speaker 3: I thought making money would give me meaning and right backstory I lived in a trailer park.
• 8:28
  Speaker 3: My mother was diagnosed with a mental illness when I was nine years old, my dad had PTSD.
• 8:32
  Speaker 3: Insert tough childhood stories here and unresolved childhood trauma.
• 8:38
  Speaker 3: As therapists love to say, when you grow up, your and.
• 8:43
  Speaker 3: So that backstory did not necessarily condition me to have peace and well-being.
• 8:49
  Speaker 3: It conditioned me for strife and struggle and not enoughness.
• 8:54
  Speaker 3: No matter what I did, I felt lack and inadequate and not enoughness is literally the number one disease on the planet.
• 9:03
  Speaker 3: And so I didn't like I had done everything I knew I could possibly do and I was breaking down and it was just getting worse and I was at least smart enough to say I don't need to work, I need to check out.
• 9:17
  Speaker 3: And I remember thinking to myself I just want to stand on the beach and like be in a circle six feet around me and I want to be in nobody on the beach and I just want to be utterly and completely at peace and okay with myself.
• 9:29
  Speaker 3: And I was terrified because I had no idea how to do that.
• 9:33
  Speaker 3: So it took me six months to work through the.
• 9:36
  Speaker 3: What am I going to do if I'm not Stephanie Bogan?
• 9:38
  Speaker 3: Which, by the way, means absolutely nothing in hindsight.
• 9:41
  Speaker 3: But you get.
• 9:42
  Speaker 3: So you know I'd worked.
• 9:44
  Speaker 3: I literally been taking care of things since I was nine years old.
• 9:47
  Speaker 3: I did not know how to work and push and drive and effort.
• 9:52
  Speaker 3: I just call it efforting.
• 9:53
  Speaker 3: I was like an ace.
• 9:54
  Speaker 3: I was like if there was a metal stand, they'd have to invent a platinum.
• 9:57
  Speaker 3: I was so good at efforting.
• 9:59
  Speaker 3: But the problem is it worked Right.
• 10:02
  Speaker 3: I was pretty successful relative to my trailer park roots and so you know, it becomes a proxy for just peace and well-being.
• 10:12
  Speaker 3: Quite honestly, so literally at the, as everyone likes to say, if you go read the articles at the apex of my career, I walked away from it all and retired to the beach in Costa Rica and I'm like, well, it is true, I had people tell me that this was the worst thing I could possibly ever do for my career.
• 10:28
  Speaker 3: You know, if you just hang out here, you're going to right be on the E ticket ride.
• 10:32
  Speaker 3: You'll be able to get capital.
• 10:34
  Speaker 3: You'd be able to get and do anything you want.
• 10:35
  Speaker 3: I said look, the last time I checked, if I were really motivated, I could do that now.
• 10:39
  Speaker 3: Two, I really don't care.
• 10:42
  Speaker 3: I said if I'm half as good as people tell me I am, I should be able to check out and come back and be just fine.
• 10:47
  Speaker 3: I said you're all going to be doing the same thing and I said I don't know what I'm going to do.
• 10:53
  Speaker 3: I just know, with all love and respect world, I don't.
• 10:58
  Speaker 3: I know it's not this right now, because I've now come up with these two rules for living.
• 11:03
  Speaker 3: They're very simple, they're great for a practice, but it was the question I asked myself at the time.
• 11:07
  Speaker 3: I just didn't know I was doing it.
• 11:08
  Speaker 3: One is it working?
• 11:10
  Speaker 3: And for a long time it worked, like on the outside everyone was like, wow, she's got.
• 11:14
  Speaker 3: You know it worked, but I knew for me it wasn't working.
• 11:19
  Speaker 3: Right, it just wasn't.
• 11:22
  Speaker 3: And the second question, which was how I knew it wasn't working this is how you always know what you're doing in your business or your life isn't working.
• 11:28
  Speaker 3: It doesn't feel good.
• 11:30
  Speaker 3: Does it feel good if you're stressed out and overwhelmed and you know you're worried about your clients or what the prospect says?
• 11:37
  Speaker 3: Or is the CEO I ever gonna?
• 11:38
  Speaker 3: That doesn't feel good.
• 11:39
  Speaker 3: That means it is not not aligned with your best self and the best purpose and the best practice that you can have.
• 11:45
  Speaker 3: So that's my.
• 11:46
  Speaker 3: You know I caught.
• 11:47
  Speaker 3: You know we call these midlife crisis is I say midlife crisis plus spiritual waking equals my own personal renaissance.
• 11:54
  Speaker 3: I'm what I've learned is I do this about every ten years.
• 11:57
  Speaker 3: I'm doing like a whole new version of all that, which is really cool and interesting, but that's how I retire to the beach in Costa Rica and really the long story short there is.
• 12:08
  Speaker 3: I did what everyone does when they retire financially independent.
• 12:11
  Speaker 3: I sat down on the beach with my laptop and I googled how to be successful.
• 12:16
  Speaker 3: Dot dot dot and happy Cuz.
• 12:20
  Speaker 3: I didn't know that part.
• 12:21
  Speaker 3: The dot dot dot was very intentional and I thought I should be happy.
• 12:26
  Speaker 3: I really have it all.
• 12:27
  Speaker 3: I just don't feel happy, and I felt really guilty about not feeling happy because I had it all.
• 12:32
  Speaker 3: And so, anyway, that led to an article which led to research, which led to me spending thousands of hours studying mindset, neuroscience, positive psychology, behavioral psychology, personal performance psychology, epigenetics, quantum physics like some really interesting shiznit.
• 12:53
  Speaker 3: But the thing that radically all like the reason I'm literally on this podcast the day, the reason I unretired and I'm doing the work that I'm doing now with you know, a marked amount of enthusiasm Is because I was sitting on the beach again, great place to learn and I was reading a study from Carnegie Institute, and Carnegie was very into growth and development and invested, turns out, a lot of money in it.
• 13:16
  Speaker 3: I so he wanted to start these colleges, but he knew people, right, couldn't study, they couldn't focus, they couldn't learn, they couldn't sustain it.
• 13:23
  Speaker 3: So he did this huge study On how people success, create and sustain successful change.
• 13:30
  Speaker 3: Basically, learning and growth, body, you know, for us, body, business, bank account, go to college, learn something or don't.
• 13:37
  Speaker 3: And so I'm reading, I'm like this is this is cool, right?
• 13:40
  Speaker 3: So, short story three things contribute to our successful ability to great, successfully change and grow.
• 13:47
  Speaker 3: One, what you know and where you are right.
• 13:51
  Speaker 3: So pretty straightforward Dubai is different than Dallas, right, starting out is different than being great, having 30 years of experience but pretty in your control, right?
• 14:00
  Speaker 3: Second, skills love this one, you've got him or you get him.
• 14:03
  Speaker 3: Really straightforward, pretty much anyone can do that with an ounce of motivation.
• 14:08
  Speaker 3: Third, mindset, or psychology.
• 14:10
  Speaker 3: And I thought, yeah, you know, I read the books.
• 14:12
  Speaker 3: Cool, you know.
• 14:14
  Speaker 3: Of course, I really wasn't very well back then.
• 14:17
  Speaker 3: I'm not very well now.
• 14:19
  Speaker 3: I love facts and science, but there's a very cool aspect to it that's very personal.
• 14:23
  Speaker 3: So I'm reading the next line and this is literally like mine, blown like my drop, like I'll never forget it, like my mind, right, and it is of these three factors.
• 14:35
  Speaker 3: They have concluded that our success is directly attributable 80% or more to our mindset.
• 14:44
  Speaker 3: Now the radical thing is this was in 1906.
• 14:48
  Speaker 3: Right, in the last 10 years, the last five years they've up the anti, these neuroscientists, to 90 to 95%, and that is because by the time that we are 35, we are hardwired, set of neural pathways and behaviors, right, and I write.
• 15:04
  Speaker 3: There's a whole conversation we can have about this here, but that's really.
• 15:08
  Speaker 3: That was the moment where I went Ding, this is got it, I've done everything else.
• 15:14
  Speaker 3: It's.
• 15:15
  Speaker 3: I got out of the trailer park.
• 15:17
  Speaker 3: I know a bunch of stuff, right, I got the mad skills.
• 15:20
  Speaker 3: I've been really six okay, like this thing.
• 15:22
  Speaker 3: I haven't really spent any time on, except like I read the book once or twice and I was like, yeah, I can do that, and, of course, went right back to my old behavior.
• 15:29
  Speaker 3: Without you know, it's a paperweight on my nightstand.
• 15:31
  Speaker 3: So that was the moment where I was like, oh, I think I got to do some work here and that literally became like my job every day.
• 15:42
  Speaker 3: I ran the PTA, spent a lot of time with my kids and I spent hours.
• 15:45
  Speaker 3: I wake up at like 430 in the morning.
• 15:47
  Speaker 3: So I spent hours a day Steadying and research and really then getting into coaching.
• 15:52
  Speaker 3: Right, I'd been a consultant and consultants are really good at using their experience to guide you and direct you and give you options, but coaching is a much more Curiosity and challenge right, get outside your comfort zone to grow process.
• 16:03
  Speaker 3: So that's where I really dived into coaching and training around that and absolutely fell in love with it.
• 16:10
  Speaker 3: And you know that that was literally where kind of the path that I'm on now started.
• 16:19
  Speaker 3: And then there was sort of like a Harold moment.
• 16:22
  Speaker 3: Bob Various called me out of the blue one day and she herbers if you know her fantastic, intelligent, capable woman, her partnership with splitting up I'm allowed to share this because she shared it on a podcast and she's having a very hard time and he was like I don't know why, but I thought you know, you've gone through stuff, you've walked away from big things, because I walked away, you know, from Jenworth and United and Both times, and so he thought I might be a good person to chat with and so we had a great conversation and apparently I said something that was like game changing for her.
• 16:47
  Speaker 3: She was like who?
• 16:48
  Speaker 3: Which made me feel really good.
• 16:49
  Speaker 3: And he called me back and he was like what are you doing?
• 16:57
  Speaker 3: Like literally write the conversation you had with Angie, like flipped her switch and she's feeling like so much clearer and empowered and OK With what's happening, and I was like I don't, I don't know.
• 17:04
  Speaker 3: We just talked about X, y and Z and he would.
• 17:06
  Speaker 3: So he asked and I was like, oh, I'm really into this mindset thing.
• 17:10
  Speaker 3: So I had a couple of clients that I'd worked with years before that had reached out to me and said we know, you're in Costa Rica, but you've been working with us for right almost 20 years and we're in our next.
• 17:19
  Speaker 3: And I was like sure, what's?
• 17:20
  Speaker 3: A couple hours a week?
• 17:21
  Speaker 3: I love you guys.
• 17:21
  Speaker 3: And I was like but I'm going to do the mindset thing.
• 17:25
  Speaker 3: So I didn't say like hey, I'm going to do the mindset, saying I was just like well, let's talk about this and get the team and it was, it had always been really good.
• 17:35
  Speaker 3: But it suddenly was like I'd found some kind of like magic genie in a bottle or something, things that used to take me a lot of time and effort and convincing in spreadsheets.
• 17:47
  Speaker 3: We just figured out really quickly what that resistance really was, without it being like no tissues or couches or right, it's just.
• 17:55
  Speaker 3: You know it's.
• 17:59
  Speaker 3: You know we do for you guys what you do for clients, which is you ask good questions and you help ground and like, orient to the goal and provide guidance and then help you get clear is this aligned or not right?
• 18:08
  Speaker 3: And when you do that consistently, your brain actually catches on and starts to create positive change.
• 18:15
  Speaker 3: And so that's the.
• 18:16
  Speaker 3: I said this is going to be a short story.
• 18:17
  Speaker 3: It wasn't very short, I'm sorry I didn't.
• 18:19
  Speaker 1: And so I told Bob you know, I'm like totally into this whole mind.
• 18:22
  Speaker 3: It's working great for my clients.
• 18:25
  Speaker 3: He's like you gotta retire.
• 18:25
  Speaker 3: And I was like I kind of been thinking the same thing.
• 18:32
  Speaker 3: I was like, but I don't really know what to do.
• 18:34
  Speaker 3: I don't want to go back to straight consulting but I don't just want to do coaching, like I love business and I've got a lot of really good experience and it's like a big board game and I, you know, like I love it.
• 18:40
  Speaker 3: And he's like, well, reflect on that.
• 18:46
  Speaker 3: But you need to come back.
• 18:47
  Speaker 3: And I said, okay, I'm gonna do that, but I'm gonna integrate the mindset thing not secretly.
• 18:49
  Speaker 3: And I said I don't think I'm gonna do it.
• 18:55
  Speaker 3: And he said why not?
• 18:56
  Speaker 3: And I said I think everyone's gonna think I moved to Costa Rica and got soft and became, like you know, from bad as business expert to like woman and you know, understanding that I had always wanted to be so together and successful and amazing, so right, just bad.
• 19:09
  Speaker 3: Childhood equals.
• 19:09
  Speaker 3: My story was I had to be perfect and pleasing to get love and acceptance rate, and so, you know, my whole career had been bent on like being everything to everyone and being awesome and perfect at it, and now I was gonna come back and be like actually I'm not gonna work suits anymore.
• 19:22
  Speaker 3: I'm gonna say whoop, whoop, I'm just gonna be who I am and if you don't like that, God bless, right, Go in peace.
• 19:33
  Speaker 3: See you later.
• 19:34
  Speaker 3: I was terrified.
• 19:35
  Speaker 3: I was terrified.
• 19:37
  Speaker 3: I told Bob I was like I don't think I can do it.
• 19:39
  Speaker 3: He goes, Stephanie, and it was just the best, honest, most wonderful words of encouragement.
• 19:45
  Speaker 3: He said I think you're the best person to do it.
• 19:48
  Speaker 3: He said I think you have a track record of success.
• 19:50
  Speaker 3: You walked away in a way that people would really love to be able to do and then you found some peace in yourself.
• 19:58
  Speaker 3: You can really talk about what success 2.0 means from this perspective and how we can what I now call elevate our work, our wealth and our well-being.
• 20:08
  Speaker 3: We tend to focus on one or two.
• 20:10
  Speaker 3: We think well-being means we've got to be broke and wear a robe If we're broke.
• 20:17
  Speaker 3: Those are just stories that we end up telling ourselves.
• 20:20
  Speaker 3: That's where I went way down the rabbit hole on mindset.
• 20:24
  Speaker 3: The short version of that is what I learned is the only limits we have are the ones we place on ourselves.
• 20:30
  Speaker 3: Our brains are hardwired to keep us safe and comfortable.
• 20:33
  Speaker 3: The problem is everything we need to do to create the next and a new level of success requires us to intentionally break things on purpose, which is wildly uncomfortable.
• 20:43
  Speaker 3: Yeah, I'm retired and started Limitless Coaching, which I thought like 15 people will join It'll be like a cute little side job.
• 20:52
  Speaker 3: I'm just going to work part-time from the beach in Costa Rica and we had like 70 people join our first year.
• 20:56
  Speaker 3: Yeah, my whole thing with that was let's build a million dollar 100 what we call a million dollar 100 day off lifestyle practice.
• 21:02
  Speaker 3: You can make epic income, you can deliver deep value to clients consistently yet hyper efficiently, and you can grow your revenue and your income and your freedom.
• 21:14
  Speaker 3: People are like you can't do that.
• 21:16
  Speaker 3: We work with different advisors who've created this level of success through coaching.
• 21:19
  Speaker 3: We call them advisor coaches.
• 21:20
  Speaker 3: It's just been a huge hit.
• 21:25
  Speaker 3: I think at first people were like, really, come on, that can't be real.
• 21:29
  Speaker 3: Now we have so many success stories and we've so openly and brazenly talked about mindset that I feel I don't know that I was the spark.
• 21:39
  Speaker 3: But when I came back, my goal was I'm going to bring this conversation to financial services, because everyone I've ever worked with is this driven successful, like go getter, who maybe didn't have that inner peace.
• 21:50
  Speaker 3: I was like I totally get it.
• 21:51
  Speaker 3: Now it's not for everyone.
• 21:53
  Speaker 3: I just say you have to be ready to be ready.
• 21:55
  Speaker 3: But there are so many advisors out there who are starting and struggling to find that first level of success and there are advisors right in the middle of their career who this happens so much.
• 22:06
  Speaker 3: We get stuck at a plateau 300,000, 500,000, 700,000, whatever it is.
• 22:11
  Speaker 3: For whatever reason, it's just gotten too busy or too complicated or you're just too distracted or you just can't seem to organize yourself to get there.
• 22:19
  Speaker 3: And then we've got advisors who were running seven and eight figure firms who are wildly successful but they're grinding it out and they feel tethered and trapped and they go home and they don't feel present and the idea of more success is driving.
• 22:38
  Speaker 1: But it's not really satisfying how are you finding the balance right now?
• 22:42
  Speaker 1: Because I think that's one of the big things that people wonder.
• 22:45
  Speaker 1: Right, you've obviously been through the experience.
• 22:49
  Speaker 1: 36, I think you said years old, sold your business for a substantial amount of money.
• 22:53
  Speaker 1: A lot of people could probably retire on that amount of money, right?
• 22:56
  Speaker 1: But these people you're saying you work with a couple of different types of people super high earners, some people that make a little bit less but are trying to get the mindset right.
• 23:04
  Speaker 1: How are you talking to these people about let's get the mindset right, but let's also make sure that you making this amount of money is the important thing too.
• 23:12
  Speaker 1: Let's find what your why is, in a way.
• 23:15
  Speaker 3: Well, we had a client, for example, who he joined our what we call our lifestyle program, the million dollar hundred and he was like, by the way, it doesn't have to be a million and a hundred, that's just.
• 23:24
  Speaker 3: It's great for marketing and that's what.
• 23:26
  Speaker 3: You know, the kind of the million dollar practice is the goal in the industry.
• 23:30
  Speaker 3: And I was like, but where's the, where's the life part?
• 23:32
  Speaker 3: So we thought we just slash on and the hundred days off part which means, by the way, you do have to manage your mindset, because that's 80% of it, because your mindset decides how you think, how you act, what you decide right and ultimately the outcome that you get.
• 23:45
  Speaker 3: But the methods part matters.
• 23:48
  Speaker 3: You cannot take a hundred days off If you are not running an excellent, awesome firm.
• 23:52
  Speaker 3: You simply can't.
• 23:53
  Speaker 3: So people are like, how do you do that?
• 23:55
  Speaker 3: I'm like we just remove all the waste, all the waste of time, all the factory work, all the what we call crisis of confidence choices.
• 24:03
  Speaker 3: A lot of people have clients that are not profitable or they're doing too much for too little, for too many, for too long, and if you think about it, we all guys tell me we don't know better.
• 24:14
  Speaker 3: Tell me we don't know better.
• 24:16
  Speaker 3: I mean, how many consultants have written how many books, how much?
• 24:19
  Speaker 3: Google's got the answer to everything.
• 24:22
  Speaker 2: Yeah.
• 24:23
  Speaker 3: I mean, it taught me how to be happy.
• 24:24
  Speaker 3: No joke, literally, google knows everything.
• 24:28
  Speaker 3: It saved my life.
• 24:29
  Speaker 3: Yeah, literally, literally.
• 24:32
  Speaker 3: We don't do it because of our hard wiring.
• 24:36
  Speaker 3: So this was the part about the Carnegie study that was amazing and then sent me down the crazy rabbit hole, because I'm one of those like visionary marketing, growth people.
• 24:44
  Speaker 3: But I'm such like I'm a geek, I'm like I must have been an engineer or something in a former life because I love my spreadsheets and my data and woohoo is great.
• 24:52
  Speaker 3: But give me some neuroscience and some facts and I'm on board.
• 24:56
  Speaker 3: So our brains, you know, between the ages of zero, of seven, we all have this general concept we form, right, are kind of our formative beliefs, and beliefs, by the way, are simply our internal representation of the world.
• 25:07
  Speaker 3: I call them stories, right, a story is.
• 25:11
  Speaker 3: I grew up in a trailer park, right, not always great circumstances, when I wasn't perfect or pleasing, bad things happened.
• 25:17
  Speaker 3: What did my young brain say?
• 25:19
  Speaker 3: Well, the answer to survival here is be perfect and pleasing and do the right thing and take care of everyone, because that at least creates less havoc, chaos, pain and suffering.
• 25:30
  Speaker 3: Right, we don't have an ego to protect us.
• 25:33
  Speaker 3: Zero to seven to say, actually, this is a bunch of BS, grown up shouldn't act this way.
• 25:37
  Speaker 3: We're like oh, it's our fault.
• 25:39
  Speaker 3: So we developed these formative beliefs.
• 25:41
  Speaker 3: I had a client this happens all the time.
• 25:44
  Speaker 3: He's like I'm really struggling with this.
• 25:46
  Speaker 3: I grew up in a really wonderful household.
• 25:48
  Speaker 3: He's like but I've been following you and he's like it just makes so much sense to me and I was like, okay.
• 25:52
  Speaker 3: He was like my dad was a Boy Scout leader.
• 25:54
  Speaker 3: We would take trips, you know like okay, great, and then it was well.
• 25:59
  Speaker 3: But when the other dads didn't come, he would make comments about them like oh, they don't care about their family as much, or you know.
• 26:05
  Speaker 3: So he grew up thinking if he made too much or drew too nice a car, like this guy was doing incredibly well and he was driving like a 10 year old Honda, he didn't want to move because he didn't want to tell his clients.
• 26:16
  Speaker 3: He was like that, right In, shrouded in the guilt of success, because what had been shared with him as a child was that money equals you don't care about your family and who, if that's your fundamental belief, your brain, no matter what is going to be like.
• 26:33
  Speaker 3: So he literally grew, grew, grew and then hit that million dollar threshold and just stuck.
• 26:38
  Speaker 3: He was like I don't know what it is, you know, and literally just a few conversations, and it was like bam, and, trust me, he's gone on to do.
• 26:46
  Speaker 3: Another client lived on the wrong side of the tracks in Detroit and so you know his family talked smack about right people with money, and so he got to a point where he made $200,000 a year and he just stalled out and it turns out we're hardwired as right because our brains, basically, are still in cave person mode.
• 27:08
  Speaker 3: Right, we have the prefrontal cortex, which is the logical thinking, rationally called the Einstein part of our brain.
• 27:13
  Speaker 3: If you say, hey, I want to double my practice and take 100 days off, your brain has to like to chew, chew, chew.
• 27:18
  Speaker 3: But you know it's got a form.
• 27:19
  Speaker 3: That's what we want to use more.
• 27:21
  Speaker 3: The problem is you guys are going to love this.
• 27:23
  Speaker 3: We use it about 5% of the time, right.
• 27:26
  Speaker 3: The other 95% of the time we're using our caveman brain.
• 27:29
  Speaker 3: It's the limbic system.
• 27:30
  Speaker 3: It's in the back of our head and our brain stand and it has one job.
• 27:32
  Speaker 3: Do you know what that job is?
• 27:34
  Speaker 1: Survival.
• 27:35
  Speaker 3: Don't die.
• 27:36
  Speaker 3: That's literally a job.
• 27:37
  Speaker 3: It goes out in the world every day and it's like don't die, don't die, don't die.
• 27:42
  Speaker 3: Now let's think about that in our business.
• 27:44
  Speaker 3: You're in a tribe as cave people, right?
• 27:47
  Speaker 3: What happens if you get kicked out of the tribe?
• 28:24
  Speaker 1: Well, you're probably going to struggle with survival.
• 28:27
  Speaker 1: You're going to die.
• 28:28
  Speaker 3: Tigers are going to eat you.
• 28:29
  Speaker 3: Eventually you're going to die.
• 28:30
  Speaker 3: So do you want your family?
• 28:33
  Speaker 3: Does your hardwired part of your brain want to separate you from your family?
• 28:36
  Speaker 3: You're going to be stuck all the time with people that are right from the trailer park or diverse communities and they make something of themselves and the tribe guilt them and you know they're like you're leaving us.
• 28:47
  Speaker 3: That's because the tribe is hardwired to keep people in the tribe Right.
• 28:51
  Speaker 3: That's safety in numbers.
• 28:52
  Speaker 3: That's literally our hardwired Like we have to.
• 28:55
  Speaker 3: So the conversation I always have with people is how do you think you can be best of service?
• 28:59
  Speaker 3: I said being stuck in servitude is not the way to serve your tribe.
• 29:04
  Speaker 3: Being yourself so that you can open the door, reach your hand down and lift them up, that is the way to elevate your tribe.
• 29:10
  Speaker 3: And it's amazing, when you change the story, you radically change your decisions, your behaviors, your outcomes and your life.
• 29:18
  Speaker 3: How many advisors are afraid to go fee only Like.
• 29:22
  Speaker 3: Oh my God, there are advisors who have seven figure practices that are just fee only Like.
• 29:26
  Speaker 3: You can be successful doing anything if you believe in it.
• 29:30
  Speaker 3: Now our number one rule is clients first.
• 29:32
  Speaker 3: Do no harm.
• 29:34
  Speaker 3: Like.
• 29:34
  Speaker 3: That's not cool.
• 29:35
  Speaker 3: Like you, must do good work and deliver real and deep value to clients.
• 29:39
  Speaker 3: Beyond that, it's a personal preference and we have lots of debates in this space and I'm like way too many.
• 29:47
  Speaker 3: I don't you know, and so, but understand that you're challenging stories, the story that this we love.
• 29:55
  Speaker 3: As humans, we do this thing called conditional living.
• 29:58
  Speaker 3: If you, it's, never us.
• 30:01
  Speaker 3: If you would fill in the blank, then I would feel okay and everything would be better.
• 30:05
  Speaker 3: If it's you know, if your spouse should put their laundry in the thing, if right, someone would charge fees, just like I do.
• 30:13
  Speaker 3: If this person, then it would all be good and we could all just right get along.
• 30:17
  Speaker 3: The problem is we're all doing that all day long.
• 30:20
  Speaker 3: We all have our own agenda period and it's based on our.
• 30:23
  Speaker 3: It is literally founded in our belief systems.
• 30:25
  Speaker 3: We have an abundance mindset or a scarcity mindset.
• 30:28
  Speaker 3: So, based on whatever belief systems we formed growing up and through right big events in our right, in our life experience, our brains are hardwired to remember very bad things and very good things.
• 30:40
  Speaker 3: And here's the science part which is really cool.
• 30:42
  Speaker 3: On average, we have between 12 and 60,000 thoughts a day.
• 30:46
  Speaker 3: My husband will tell you I peg the far right, and I share most of them.
• 30:49
  Speaker 3: He loves it, which is no big surprise, right?
• 30:52
  Speaker 3: Here's the kicker Of those 60,000 thoughts or so, 80% of them, gentlemen, are negative.
• 31:00
  Speaker 3: This is neuroscience, right?
• 31:02
  Speaker 3: Like hardwiring the brain, all the testing, the all of it.
• 31:05
  Speaker 3: Of those 80%, 95% of them are on a constant loop in your mind.
• 31:12
  Speaker 3: You can't do that.
• 31:13
  Speaker 3: If I go fee only da-da-da or fee only people are bad.
• 31:16
  Speaker 3: Or if I raise my fees, all my clients will leave me, I'll get eaten by a hungry tiger and I will die.
• 31:22
  Speaker 3: That's what happens in our brain, you know.
• 31:26
  Speaker 3: Think about like you know, here's how it.
• 31:28
  Speaker 3: People are like okay, stuff, I get it.
• 31:30
  Speaker 3: I'm like go woo, woo girl.
• 31:31
  Speaker 3: And I'm like you're just not ready, it's cool, I'm okay with it, I got all right with it.
• 31:36
  Speaker 3: Here's the thing.
• 31:36
  Speaker 3: It fun our thought habits.
• 31:38
  Speaker 3: So this is the scientific way, right?
• 31:40
  Speaker 3: If you're like an atomic habits person, it's our thought habits that govern our success.
• 31:45
  Speaker 3: If you think that you can't, you shouldn't, you don't know how.
• 31:48
  Speaker 3: You're not smart enough, you're not good enough, you feel inadequate.
• 31:51
  Speaker 3: Every time you have to change something, you shrink back.
• 31:54
  Speaker 3: It means there's some part of you that is living what I call below the line.
• 31:58
  Speaker 3: If you draw a line and you draw a plus above it and a minus below it, that line is like stasis.
• 32:04
  Speaker 3: You wake up in the morning and you just kind of feel normal and good, no bad thoughts.
• 32:07
  Speaker 3: You know, you just kind of feel like I call it Udi.
• 32:09
  Speaker 3: You're like, yeah, this feels nice.
• 32:10
  Speaker 3: And then you start thinking about stuff, right, and is that stuff?
• 32:13
  Speaker 3: Usually happy, amazing, wonderful stuff.
• 32:15
  Speaker 3: It's like, oh my God, I got it.
• 32:16
  Speaker 3: It's just kind of when you go to bed the same way, right, yeah, above the line is positive, think positive and empowered.
• 32:23
  Speaker 3: It's where your creativity, your abundance, your joy, you took the big leap to go fee.
• 32:27
  Speaker 3: Only, you raised that fee.
• 32:29
  Speaker 3: You just believed in yourself.
• 32:30
  Speaker 3: You see your baby girl smile at you.
• 32:32
  Speaker 3: Right, you jump off a mountain.
• 32:33
  Speaker 3: You're like that was amazing.
• 32:35
  Speaker 3: This is where the shiznit lives.
• 32:37
  Speaker 3: We love when we're in this zone, whether it's personal or professional, physical right, you have the best workout of your life when you thought it was going to be the world's worst run.
• 32:45
  Speaker 3: Like we love those moments.
• 32:47
  Speaker 3: The problem is we get them like 5% of the time and the science says that 70% of the time.
• 32:55
  Speaker 3: So I call this success state.
• 32:57
  Speaker 3: I'm positive, I'm empowered.
• 32:59
  Speaker 3: When I decide something I can, I will.
• 33:01
  Speaker 3: If I don't know the way, I will make one.
• 33:04
  Speaker 3: Everything is figure outable and we've all lived in that lane.
• 33:09
  Speaker 3: Our dissatisfaction and our incongruence, really at a human level, comes because we spend most of our time below the line, in the negative, disempowered zone, which is where our fear, uncertainty, our doubt, our anxiety, our stress, our judgment, our blame, our criticism, our what ifs live.
• 33:25
  Speaker 3: What if I raise my fees and then the clients all leave me and then I file bankruptcy and my wife leaves me and I will get eaten by a hungry tiger and I will die.
• 33:33
  Speaker 3: Like that happens in your brain in a fifth of a second.
• 33:36
  Speaker 3: Here's why the fundamental belief if your fundamental hard wiring is above the line, if it's positive and empowered, right that we call that success state.
• 33:46
  Speaker 3: When we're in that lane and we feel good, we think good, we write below the line disempowered.
• 33:54
  Speaker 3: We call that stress state.
• 33:55
  Speaker 3: That's really when you're in survival mode.
• 33:57
  Speaker 3: It's a low level of fight or flight.
• 33:58
  Speaker 3: You're literally when you sit across from the prospect and they ask for a discount the blood literally, if you're not conditioned to be non threatened by it, which is not 98% of the population.
• 34:10
  Speaker 3: The blood literally rushes from your prefrontal cortex, the thinking part of your brain, to your heart and your muscles.
• 34:17
  Speaker 3: Because if you were a caveman, you would need to fight If I had a prospect.
• 34:22
  Speaker 3: It's not a good way to win the business or you would run and running out of the room, also frowned on.
• 34:28
  Speaker 3: Not a good way to win the business, right?
• 34:29
  Speaker 3: So what do we do?
• 34:30
  Speaker 3: We freeze and in modern times freezing is yes.
• 34:34
  Speaker 3: And then later we're like why did I do that?
• 34:38
  Speaker 3: Why did I do that?
• 34:39
  Speaker 3: And those exceptions add up often to a lot of money.
• 34:43
  Speaker 3: One firm $800,000 firm told me he made a few exceptions.
• 34:46
  Speaker 3: We ran the report.
• 34:47
  Speaker 3: He'd made $80,000 a year worth of exceptions.
• 34:51
  Speaker 3: He was 38.
• 34:52
  Speaker 3: If he only worked until 58 at 20 years, that would have been $1.6 million.
• 34:56
  Speaker 3: It's 7% compounding interest.
• 34:59
  Speaker 3: It would have been $2.36 million, not to mention just the equity value of what that would have and that was, by the way.
• 35:05
  Speaker 3: If he had stopped right then and not done it one more time, imagine if he had continued.
• 35:10
  Speaker 3: Like we do that all the time.
• 35:15
  Speaker 3: So I call them crisis of confidence choices.
• 35:18
  Speaker 3: We have this big idea about this amazing practice.
• 35:20
  Speaker 3: I'm going to do better work.
• 35:21
  Speaker 3: I'm going to go fee only so that I can, in my own way, feel like I'm really sitting in integrity, which is what fee only for you guys is about.
• 35:28
  Speaker 3: You feel like it's how you want to sit in integrity and that's 100% okay, and you're going to find clients that really align with that.
• 35:36
  Speaker 3: Let everyone else worry about everyone else, and they should just let you worry about you and my little humble handbook.
• 35:45
  Speaker 3: So the issue is we get stuck in these little daily decisions.
• 35:49
  Speaker 3: Most people check email 17 to 36 times a day and spend between three and 3.6 hours in email.
• 35:55
  Speaker 3: You cannot be successful doing that.
• 35:57
  Speaker 3: You cannot build a million dollar practice and take 100 days off doing $50 an hour work.
• 36:02
  Speaker 3: But if I say to you, are clients only check email twice a day and they're not even the ones checking it, they're just reviewing it most of the time your brains would be like stop the truck, back it up.
• 36:13
  Speaker 3: She's crazy.
• 36:14
  Speaker 3: I can't do that, my client.
• 36:16
  Speaker 3: I got hundreds and hundreds of people to do it and they're far happier and more productive, and they will all tell you what I will tell you, which is I would never go back.
• 36:23
  Speaker 3: You could offer me a million dollars a year for a job and tell me I don't get like these five things and I'd be like no way you can keep your.
• 36:31
  Speaker 3: No way keep your money, burn it.
• 36:33
  Speaker 3: I don't want it, because I know what it takes to be what I call.
• 36:36
  Speaker 3: What I was really looking for and I just wasn't looking in all the right places was what I call happy high performance.
• 36:43
  Speaker 3: I don't want to sit around like.
• 36:46
  Speaker 3: I loved laying on the beach for five years and Spanish conjugation and surfing.
• 36:49
  Speaker 3: It was amazing.
• 36:50
  Speaker 3: But I was like I'm 45.
• 36:52
  Speaker 3: I can't retire for 50 more years.
• 36:55
  Speaker 3: What am I going to do?
• 36:57
  Speaker 3: There's not enough pottery projects.
• 36:59
  Speaker 3: I missed using my brain in that way.
• 37:02
  Speaker 3: I loved having that time with my family.
• 37:05
  Speaker 3: I'm so utterly blessed I still work part-time.
• 37:07
  Speaker 3: I just came up with these five freedoms.
• 37:12
  Speaker 3: Freedom number one work on your terms with purpose.
• 37:16
  Speaker 3: My terms at that time were 25 hours a week from Beach of Costa Rica.
• 37:20
  Speaker 3: Now it's about 30 hours a week and I split my time between Costa Rica and Park City.
• 37:24
  Speaker 3: Freedom number two if you're not cool with that, if you're like, no, you have to be in my office 12 months a year, I'm going to be like you need to find yourself another coach, and I'm not going to feel remotely bad about it.
• 37:34
  Speaker 3: I'm great over here because I know when I'm my best and I work with people who are awesome and get that because they want to be their best and they're not looking to set up all these.
• 37:45
  Speaker 3: You got at ego rules and that's not how you know.
• 37:48
  Speaker 3: So again, god bless them.
• 37:49
  Speaker 3: They're not my people.
• 37:50
  Speaker 3: The cool thing is now they don't call me anymore.
• 37:53
  Speaker 3: I don't feel like I have to wear a suit and be all stuffy because those guys or gals don't call me, and that's okay.
• 38:00
  Speaker 3: I have no issue with it.
• 38:02
  Speaker 3: So think about the choices that really compromise our success at work.
• 38:07
  Speaker 3: We don't elevate our thinking.
• 38:09
  Speaker 3: You get paid to think when you run a business and when you advise clients.
• 38:13
  Speaker 3: You genuinely get paid to think.
• 38:15
  Speaker 3: When you get paid to think, do we agree that the quality of our thoughts matters immensely?
• 38:21
  Speaker 3: We don't spend any time thinking about the quality of our thoughts.
• 38:25
  Speaker 3: We go.
• 38:25
  Speaker 3: I'm too busy.
• 38:26
  Speaker 3: I'm overwhelmed.
• 38:26
  Speaker 3: I got to work on my task list.
• 38:28
  Speaker 3: What about this?
• 38:28
  Speaker 3: I got to.
• 38:29
  Speaker 3: Oh my God.
• 38:29
  Speaker 3: There's never enough time.
• 38:30
  Speaker 3: This is the best day ever.
• 38:31
  Speaker 3: This is the worst day ever.
• 38:33
  Speaker 3: I hate this.
• 38:34
  Speaker 3: What the hell was I thinking, oh, this is the best, you know, like we just go.
• 38:37
  Speaker 3: I taught you like running your own businesses, like being on a roller coaster that like swings from euphoria to exasperation and back again, all day long, without the dramamine, like you're just, like it's amazing, it's awful and right.
• 38:50
  Speaker 3: If it were easy, everyone would do it.
• 38:52
  Speaker 3: But it's never going to be like.
• 38:54
  Speaker 3: I've never met a successful person like really successful.
• 38:57
  Speaker 3: That was like oh, success, cakewalk, tram right to the top, easy peasy, lemon squeezy.
• 39:03
  Speaker 3: You never hear that because it's work.
• 39:08
  Speaker 3: So we don't want to discount that.
• 39:09
  Speaker 3: There's right time, energy and capital, but the difference between efforted action, the grind and the I'm procrastinating, I'm not getting it done.
• 39:18
  Speaker 3: I taught I'm working with a billion dollar firm right now.
• 39:20
  Speaker 3: We talk about change all the time.
• 39:21
  Speaker 3: We're not doing any of it.
• 39:22
  Speaker 3: We've been working with them for 60 days.
• 39:24
  Speaker 3: Like things they couldn't get done in years are happening in days and weeks.
• 39:29
  Speaker 3: And it's not because I'm a rock star, right, it's just because I know a model for success and some great questions.
• 39:37
  Speaker 3: And as soon as you get people out of their own way, magic happens.
• 39:41
  Speaker 3: Like magic happens.
• 39:42
  Speaker 3: So think about like right.
• 39:46
  Speaker 3: If whoever's listening, you guys right.
• 39:48
  Speaker 3: Anyone ever taken a prospect that asked for a discount, like, of course, we've all done it right.
• 39:53
  Speaker 3: I did it once when I was like in my twenties.
• 39:56
  Speaker 2: And then you know like revenue or whatever it might be.
• 39:59
  Speaker 3: Yeah, and then I asked people like, let's think about that, right?
• 40:02
  Speaker 3: So in coaching I call this reframing right, and sometimes just giving your brain an alternative, a new and better story, makes things really clear.
• 40:10
  Speaker 3: You don't have to cry on a couch.
• 40:12
  Speaker 3: So here's an example right, you guys decided what services you were going to provide and what clients you were going to work with.
• 40:18
  Speaker 3: However, intentionally or not, you had to put a number in your ADV.
• 40:22
  Speaker 3: So you did some level of work to come up with that number.
• 40:25
  Speaker 3: You asked a friend, you looked at the competition, right, the firm you're with, like, you didn't just like pull it out of a hat.
• 40:32
  Speaker 3: There was something that made you go.
• 40:34
  Speaker 3: This is a number I feel good about.
• 40:36
  Speaker 3: You filed it in an ADV, like it's official.
• 40:40
  Speaker 3: You thought about it, you decided on it, you put it in print.
• 40:44
  Speaker 3: You share that with people.
• 40:46
  Speaker 3: Now prospect has decided that they want financial planning, for whatever reason, and they want to feel on the advisor and they have found you in some way, shape or form.
• 40:54
  Speaker 3: They have probably gone out of their way or gotten a referral specific to them and their desire.
• 40:59
  Speaker 3: They've then gone to your website because that's the number one thing that people will do, and they probably spent some time there and then they probably chatted with you on the phone for 10, 15, 20, 30 minutes and then they probably came in or sat with you for a Zoom meeting where you spent an hour hopefully not a whole lot longer, but some people do like an hour and a half or two hours.
• 41:19
  Speaker 3: That just means you don't have a good sales structure and you're just dumping it on them and they'll figure it out.
• 41:23
  Speaker 3: I call it the pump and dump, and it works, by the way, but there's a much better, more efficient way to do it.
• 41:29
  Speaker 3: Everyone likes the meeting a whole lot better, which is a whole separate conversation.
• 41:34
  Speaker 3: So they've spent this time with you and then at the end of that meeting, you've said here's the fee for the value that I have just packaged and presented to you.
• 41:42
  Speaker 3: And they said Peter Brock, yeah, I, yes, we want that man, like that sounds good.
• 41:51
  Speaker 3: We really.
• 41:53
  Speaker 3: We really see the value in what you've shared with us and, teensy little problem, we see just a little less value than you do.
• 42:03
  Speaker 3: How about we get all that awesome, that expertise, that care, that credibility, that conviction to be motivated every time I call and give me your best advice and not feel bad at all about those other schmucks that were just not smart enough to ask for a discount bummer for them.
• 42:19
  Speaker 3: Right, I'm the smart one over here.
• 42:20
  Speaker 3: I want you to do that for me for 75 or 80% less.
• 42:25
  Speaker 3: What do you say?
• 42:26
  Speaker 3: What would you say to me if I told you that?
• 42:29
  Speaker 1: Absolutely not.
• 42:30
  Speaker 3: You'd be like hell.
• 42:30
  Speaker 3: No, you might say it, but in your head you'd be like oh, hell, no, hell to the no, I don't want to and understand how it emerges.
• 42:37
  Speaker 3: This is the uncomfortable truth.
• 42:40
  Speaker 3: When a prospect asks for a discount and you say yes, that is exactly what is happening.
• 42:45
  Speaker 3: You have made a decision, you've baked it in.
• 42:47
  Speaker 3: You've said this is what I think my services are worth.
• 42:50
  Speaker 3: Someone that you don't even know and will never see again if they walk out, says I don't think so.
• 42:56
  Speaker 3: When you're like I'm sorry, I didn't mean it.
• 42:58
  Speaker 2: Yeah.
• 42:59
  Speaker 3: Because in the fifth of a second, your brain part of your brain called the reticular activating system call it RAS, because it's way shorter.
• 43:07
  Speaker 3: In a fifth of a second, because you have 11 million bits of information a second are going into your brain.
• 43:13
  Speaker 3: Your brain knows what is on the wall behind you.
• 43:18
  Speaker 3: You'll see it and forget about it, but your brain's holding it in there.
• 43:21
  Speaker 3: The problem is it can only process 40 bits a second.
• 43:26
  Speaker 3: There's a 10,960,000-bit second gap.
• 43:31
  Speaker 3: The only way that your brain handles that is shortcuts.
• 43:34
  Speaker 3: Your brain has to be I call it lazy or efficient.
• 43:38
  Speaker 3: I can't handle all this.
• 43:40
  Speaker 3: Your shortcuts are the belief systems.
• 43:42
  Speaker 3: There's the stories.
• 43:43
  Speaker 3: They're the stories.
• 43:46
  Speaker 3: If a prospect comes to you and the story is all clients are good clients, all revenue is good revenue, I need this client, I need this client.
• 43:54
  Speaker 3: Or else, even, by the way, if the or else is, you just don't make $4,000 more, not, you're going to live on the street.
• 44:01
  Speaker 3: Anything that isn't more to our brain, if we don't own the story, is bad In this profession.
• 44:09
  Speaker 3: Let's be really honest.
• 44:11
  Speaker 3: People make money when advisors grow.
• 44:13
  Speaker 3: People really push advisors to grow.
• 44:15
  Speaker 3: Not always about rate segmentation and profitability and ideal client.
• 44:20
  Speaker 3: It's just all money is good money.
• 44:21
  Speaker 3: Sometimes that's a lie, because I've got clients who are wildly successful, who are miserable with their overly complicated, compound, complex, bloated practices.
• 44:32
  Speaker 3: They're inefficient.
• 44:33
  Speaker 3: They got seven people running around, they can't leave for five minutes.
• 44:37
  Speaker 3: They're not like yeah, they've got money in the bank but they're miserable and they can't grow or grow with any joy.
• 44:43
  Speaker 3: We make a thousand decisions like that.
• 44:48
  Speaker 3: I could give you 50 stories like that.
• 44:50
  Speaker 3: When we reframe the story, are you guys going to do that again?
• 44:54
  Speaker 3: The next?
• 44:56
  Speaker 1: thing.
• 44:56
  Speaker 3: The prospect wants to ask you for a discount, I promise you your brain is going to be like hungry tiger.
• 45:02
  Speaker 3: Moment she talked about this oh my God, fear and panic, fear and panic.
• 45:07
  Speaker 3: Here's the solution to that.
• 45:09
  Speaker 3: That's why methods actually matter.
• 45:11
  Speaker 3: That 20%, I call it scaffolding, and it will save you when we deal in coaching with this, whether it's a big firm or a lifestyle advisor.
• 45:20
  Speaker 3: The solution is one you've got to have a very structured and disciplined sales process.
• 45:24
  Speaker 3: You've got an awesome one.
• 45:25
  Speaker 3: It should be so awesome that 70% or more our target is 80, every deal, clients convert and people are like oh my God, I'm like.
• 45:33
  Speaker 3: It's just a system.
• 45:34
  Speaker 3: As long as you make the right decisions, the good inputs equal the good outputs.
• 45:38
  Speaker 3: If you know what your fee is and what it's worth in the service model that you're going to deliver and you feel really good about that, and you know how to handle the prospect's question, and you've written a script and you've rehearsed it out loud until you can say it like your middle name, what you've actually done is create a new story in your brain and, by the way, a story is just a neural pathway.
• 46:00
  Speaker 3: It's the shortest distance, right.
• 46:03
  Speaker 3: Which road am I going to take?
• 46:04
  Speaker 3: Oh, prospect.
• 46:05
  Speaker 3: As for discount, the habit path is say yes, that's just a habit path.
• 46:10
  Speaker 3: The cool thing in neuroscience this is the biggest discovery in behavioral science in a hundred years.
• 46:15
  Speaker 3: Events have no meaning except the meaning we give them.
• 46:20
  Speaker 3: If the meaning I give a prospect saying no is that I'm bad, I'm wrong, I'm not good enough or I blew it, of course I'm going to say yes because I need to feel good and capable and like I'm making money in the right direction.
• 46:33
  Speaker 3: What if the story was I only want to work with awesome clients and to me, an awesome client, aside from meeting your niche or profile, has to be three things they have to be motivated, they have to be able to see the value and they have to be happy to pay Happy to pay.
• 46:49
  Speaker 3: Adam, who's one of our advisors who's grown he was stuck at like 250 for like 10 years and then he just had his wife in a very nice way.
• 46:57
  Speaker 3: But it crushed his soul where he was like, oh my God, I have just been complacent and average and I really got to get it together.
• 47:06
  Speaker 3: His goal was to make $100,000 more in a year.
• 47:09
  Speaker 3: That was his big why.
• 47:11
  Speaker 3: To your point, brock around, you've got to have a why that's bigger than the what.
• 47:15
  Speaker 3: If I'm just hey, I want to double grow 20% because that's what I'm used to.
• 47:19
  Speaker 3: We do it or we don't.
• 47:20
  Speaker 3: When we have a why that's bigger than the what.
• 47:23
  Speaker 3: If so, his wife literally walked down the stairs when he asked her a day was and she said I hate that the people I don't like get the best of me and the people that I love get the worst of me.
• 47:33
  Speaker 3: As a result, it was her right room and the daughter his room and the daughter moment where he just thought this is because I've not figured this out and I have to be able to figure this out and remember I'm doing.
• 47:44
  Speaker 3: That's not okay anymore.
• 47:45
  Speaker 3: That was his big why moment.
• 47:47
  Speaker 3: Andrea sent me her resignation letter a year later with a thank you note.
• 47:51
  Speaker 3: I literally got all like weepy about it.
• 47:54
  Speaker 3: His next goal was to get his pilot's license.
• 47:57
  Speaker 3: So he two X in two years.
• 47:59
  Speaker 3: Three X in three years, four X in four years.
• 48:01
  Speaker 3: He's now, I think, at like 1.2.
• 48:03
  Speaker 3: He has a 40% annual growth rate, like we call it the growth engine.
• 48:08
  Speaker 3: He has a steady pipeline of high quality prospects.
• 48:11
  Speaker 3: He has a 70% plus percent conversion rate.
• 48:13
  Speaker 3: He's growing at 40% a year.
• 48:15
  Speaker 3: He is above the line in that success date.
• 48:20
  Speaker 3: He has found his growth group.
• 48:22
  Speaker 3: He hired a service advisor, he got his pilot's license.
• 48:27
  Speaker 3: He ultimately is doing quite well.
• 48:29
  Speaker 3: He bought a plane, which was his big lifelong dream.
• 48:31
  Speaker 3: So his big why has evolved as he's elevated his work, his wealth and his well-being.
• 48:37
  Speaker 3: But it's always about what's that next level of success brought to your point.
• 48:41
  Speaker 3: If it's just because of money, that's either habit.
• 48:44
  Speaker 3: We just don't.
• 48:45
  Speaker 3: We've never really reflected.
• 48:47
  Speaker 3: We had a client who was like I want a million dollars.
• 48:49
  Speaker 3: I was like great.
• 48:50
  Speaker 3: And then he came to me last year and he's like I'm at 600 grand and I'm keeping.
• 48:54
  Speaker 3: Or 700 grand and I'm keeping 400 grand and I work 32 hours a week and I'm taking.
• 49:00
  Speaker 3: He's like I'm good and I was like go you, man, I'm not like a number.
• 49:05
  Speaker 3: Again, we use it for marketing because it's a nice target and a lot of advisors love that, but it's just a goal.
• 49:11
  Speaker 3: We have advisors that are making 1.8 million and they've got two people on their staff and they work 50% time.
• 49:17
  Speaker 3: And I've got the CEOs of billion dollar firms who are working regular weeks but they're trying to like transform a firm into something that the next generation.
• 49:27
  Speaker 3: That's exciting and empowering, and they want to kind of not be so old.
• 49:31
  Speaker 3: You got to have a why that's bigger than the what, if, or your brain, the voices in your head.
• 49:36
  Speaker 3: They are not your friends Any 5% of the time.
• 49:39
  Speaker 3: They'll stuck you, they'll stall you out.
• 49:40
  Speaker 3: They want you to stay in the status quo, not because it's fun, but because it's safe, and I call this being uncomfortably comfortable.
• 49:49
  Speaker 3: We know we want more.
• 49:51
  Speaker 3: You're like I hate being overwhelmed.
• 49:53
  Speaker 3: I'm always behind.
• 49:53
  Speaker 3: I wish I could grow.
• 49:55
  Speaker 3: What about those stories I see on stuff social feed Like wow, that's amazing.
• 49:58
  Speaker 3: How do I do you know?
• 50:00
  Speaker 3: Like the moment that you decide to raise your bar, we don't get what we want.
• 50:05
  Speaker 3: We get what we commit and expect and demand for ourselves.
• 50:08
  Speaker 3: And when I had my daughter look at me like I didn't know where I'd been.
• 50:11
  Speaker 3: So this is not going to be the most elegant thing I've ever said, but we only change when we get tired of our own bullshit.
• 50:18
  Speaker 3: My mother-in-law would say it much cooler.
• 50:21
  Speaker 3: She says when you've had enough, you'll get up from the table.
• 50:25
  Speaker 3: So we live in this crisis of compromise and, as a result, we, in very incremental ways, consistency compounds positively or negatively.
• 50:39
  Speaker 1: Yeah, yeah, I love it.
• 50:40
  Speaker 1: It's amazing.
• 50:41
  Speaker 1: You made our job easy.
• 50:43
  Speaker 1: Today, stephanie talking to you.
• 50:44
  Speaker 2: Yeah, we have like no questions, keep going.
• 50:47
  Speaker 3: No, no, I'm good.
• 50:48
  Speaker 3: I'm sorry.
• 50:48
  Speaker 3: I get excited about this stuff.
• 50:50
  Speaker 1: No it's really amazing.
• 50:51
  Speaker 2: Yeah, I mean I just think it's really big, just like the systems, but really like mentorship or seeing someone else who's truly like done it not only professionally right A lot of people, they know sales numbers and they can work backwards and stuff but also like the drive personally and just like work-life balance.
• 51:11
  Speaker 2: And I mean, you get it, it's nothing that you don't know, but it's really like waking up and seeing like, hey, this is possible and, just like what you said, getting up from the table and moving to a new one.
• 51:24
  Speaker 3: Yeah, and then when I sat down and I was like CEO sounds so like big company but I don't know, I put on there for whatever.
• 51:30
  Speaker 3: I guess I'm the founder or whatever Founder so it just took up to many letters.
• 51:33
  Speaker 2: Chief possibility.
• 51:35
  Speaker 3: So I literally chose the title Chief Possibility Officer, right, because I was like I like that.
• 51:39
  Speaker 3: That feels like it really lands with kind of the space that I'm sitting in now.
• 51:43
  Speaker 3: And you're right, it's when we take agency over our mind and our time and our vision, which are the three things we always start with with every client, whether it's our group program, our leaders program, which is like an elite coaching group, slash mastermind, right For the founders of, like right that think that one to $500 million firm that's really ready to take it up a notch, or like our private clients, right, you know, billions and up.
• 52:07
  Speaker 3: Those are the three things we start with with every firm when and I've written articles on all of them, just Google, stephanie Bogan, kitsiscom and right like how to build the cool service model to be hyper efficient, right Time, like just go read them all.
• 52:22
  Speaker 3: It's cool stuff and they're really long.
• 52:24
  Speaker 3: They're basically like books.
• 52:27
  Speaker 3: If you don't have agency over your mind, you're going to feel like you're on the hamster wheel and you have a more and better that calls and you want it, and I call that incongruent.
• 52:34
  Speaker 3: You feel it in some way, you're overwhelmed all the time and you don't like it.
• 52:37
  Speaker 3: We have these things called feelings for a reason.
• 52:42
  Speaker 3: Sorry, guys, I know like we're socially conditioned to like stuff them down.
• 52:45
  Speaker 3: I was like a man and a woman's body, like my whole life.
• 52:48
  Speaker 3: You just stuffed your feelings down because you had to suck it up.
• 52:50
  Speaker 3: You had to be perfect and tough and pleasing and keep it together and take care of everyone, or bad things happened.
• 52:55
  Speaker 3: And so what I learned is those feelings that I'd been working over for years and years was why I was so damned dissatisfied.
• 53:03
  Speaker 3: It was why I was having migrants, it was why I was breaking out, it was the why for every breakdown in my life, because I wasn't at a point where I could really fully step into how I wanted to show up.
• 53:15
  Speaker 3: And so when we get to a place where we have agency over our mind, we can really start to see clearly right Think extreme ownership.
• 53:24
  Speaker 3: You know what do I have, why do I have it?
• 53:28
  Speaker 3: What do I want to?
• 53:29
  Speaker 3: Change leads to what do I need to account for.
• 53:31
  Speaker 3: That creates a roadmap for change.
• 53:33
  Speaker 3: And once you've got a roadmap for change and a positive, clear, success state mindset, you're clear and you're conscious and you're committed to your big why, you will find a way or make one, and people will be like, looking at the data, and you'll be like, okay, this is uncomfortable, but I can clearly see, and then right stories will come up along the way.
• 53:50
  Speaker 3: They're there to stuck you, install you out your real work.
• 53:54
  Speaker 3: I always say those awesome results are work, but our clients almost always get them working less.
• 54:01
  Speaker 3: Michael Kitzis, who's one of my clients, I think for like four years now, sent me an email.
• 54:05
  Speaker 3: He's like hey, steph, look, here's our, my growth curve.
• 54:07
  Speaker 3: And it goes like this.
• 54:08
  Speaker 3: And I start working with them and it's like literally 10 X, it's like at 15 X.
• 54:12
  Speaker 3: Now.
• 54:12
  Speaker 3: That's not cause I'm so awesome, by the way, it's cause, right, he is like you give that man a good question or something to reflect on and his big old brain kicks in and does it, it's, it's no, it's really magical.
• 54:24
  Speaker 3: Um, so he's a great client, um, but I have the same, which is, if you ask better questions, you get better answers, and we don't ask ourselves, we don't say we're like, how am I going to do?
• 54:33
  Speaker 3: That is wildly different than what's it going to take to have that half a million dollar practice and work 35 hours a week and have, you know, 75 clients that I really love working with.
• 54:43
  Speaker 3: What's it going to take?
• 54:44
  Speaker 3: Number one thing it's going to take is you have to shift your mindset and your, your own personal accountability to hold yourself to a higher standard, whatever that means.
• 54:54
  Speaker 3: Read a book, join coaching right, get a peer group, start a mindset like sort of mastermind.
• 55:00
  Speaker 3: You've got to do what we call a pattern interrupt.
• 55:03
  Speaker 3: Sometimes.
• 55:04
  Speaker 3: It's a moment that parts your hair, sometimes it's I'm ready, like Adam, right, he was like I don't.
• 55:10
  Speaker 3: If I was going to figure this out on my own, I probably would have done it.
• 55:12
  Speaker 3: I'm going to go find people who've walked the walk right and that's a cool thing about limitless right, we teach it.
• 55:18
  Speaker 3: But coaches, right, advisors who've been through the program, teach it with me, because I'll be like, yeah, this is what, and I don't want to be like yep, and I was here and I was charging $600 for a financial plan and Stephanie told me that was maybe not the best idea.
• 55:33
  Speaker 3: And I had this story in my mind If I raided my fees, all my clients would leave me and I would literally go bankrupt and die.
• 55:38
  Speaker 3: And then he quoted a fee to a client and the wife looked over at the husband true story and she said that's about the same as a shitty car payment.
• 55:47
  Speaker 3: Let's do it.
• 55:48
  Speaker 3: And he called me up and he was like I'm really ready to do this.
• 55:52
  Speaker 3: I need to do this.
• 55:53
  Speaker 3: And he raised his fees on the $600 clients to $6,000.
• 55:58
  Speaker 3: His fees are now $8,000 a year plus a reduced AUM fee.
• 56:02
  Speaker 3: So it's a hybrid model and he has a 40% growth rate in a steady stream of seven figure clients.
• 56:08
  Speaker 3: I mean he literally went from not awesome, like feeling awful, stuck, stalled out, couldn't he was working hard, couldn't figure it out to literally making awesome money.
• 56:21
  Speaker 3: He has loads of free time now he has a plane right.
• 56:24
  Speaker 3: His wife quit.
• 56:24
  Speaker 3: I mean he's just growing and he's coaching because he just was like.
• 56:28
  Speaker 3: This was such an amazing experience for me.
• 56:30
  Speaker 3: I love helping.
• 56:31
  Speaker 3: I always say that impact is the greatest income and I realize you have to have a certain level of success to feel that way.
• 56:37
  Speaker 3: But real success to me is you either get very selfish there are those people or you really want to contribute in some way.
• 56:45
  Speaker 3: You donate, you do charity time.
• 56:48
  Speaker 3: For me, for me, it's wow.
• 56:51
  Speaker 3: I can really change, have an impact on a space and help people not just be successful, but be successful in a way that really feels good.
• 56:58
  Speaker 3: And, by the way, when we do that, I started with the goal of just feeling good.
• 57:02
  Speaker 3: It turns out that was the accelerant for success.
• 57:05
  Speaker 3: I didn't plan on.
• 57:06
  Speaker 3: People are going to double, triple, quadruple, create these radical changes like way faster than we used to.
• 57:11
  Speaker 3: That was the outcome of adding mindset to the equation.
• 57:16
  Speaker 3: And then I was like, hot damn, we are onto something here.
• 57:20
  Speaker 3: But that's the trifecta, right, you've got to have agency over your mindset, agent clarity of your vision.
• 57:26
  Speaker 3: We call it model practice.
• 57:27
  Speaker 3: Most of you don't actually have a crystal clear vision of what you want to create and how you're going to create it, and brains suck at ambiguity Like what, what, charlie Brown's mom, what, what, what, what, yeah, like we'll just keep doing this until I can't build a general, I can't build a GPS roadmap based on what, what, what, right?
• 57:45
  Speaker 3: So your brain will just keep you spinning or procrastinating or distracting or and so when we get that clarity and we get the empowered mindset, that is fuel, and then you have to take agency over your time.
• 57:56
  Speaker 3: Most advisors waste half of it, either literally wasting it or doing $50 an hour work.
• 58:02
  Speaker 3: And we agree, you can't do, you can't make seven figures doing $50 an hour work Like not even I can make that math work.
• 58:08
  Speaker 3: So that's the the like, the starting point for anyone.
• 58:12
  Speaker 3: And then there's met.
• 58:13
  Speaker 3: We call them the nine success shifts.
• 58:15
  Speaker 3: Right, building specialized service models, you know, getting your growth engine going.
• 58:20
  Speaker 3: You know, being a trusted advisor.
• 58:23
  Speaker 3: Like you know, all the practice management stuff is baked into our coaching.
• 58:27
  Speaker 3: You have to go through those nine success shifts.
• 58:29
  Speaker 3: The reason their shifts is behind all the tools and the tactics and the scripts and the samples and the advisor shares and the story behind all of that is the shift.
• 58:38
  Speaker 3: You can't build a specialized service system If you think you've got to work with every client and you have to do everything.
• 58:44
  Speaker 3: Like I can build a great system, you'll still break it.
• 58:47
  Speaker 3: I know, cause I'm always the one that breaks things.
• 58:49
  Speaker 3: If there is a process that breaks on our firm, every time I'm like sorry, it's always me, right.
• 58:57
  Speaker 3: And so one of our coaches, tiffany Charles, who, radical, right now she's a partner in a $4 million firm.
• 59:01
  Speaker 3: She's quadrupled her income.
• 59:02
  Speaker 3: She goes home, she's like the biggest thing is like.
• 59:05
  Speaker 3: She called me one day crying cause she literally had to choose between buying her children underwear and socks literally true story, crying.
• 59:13
  Speaker 3: And she was working 80 hours a week and she's a brilliant marketer and it just wasn't working.
• 59:18
  Speaker 3: And in the span of a year she was like making double.
• 59:21
  Speaker 3: Now she's making triple or quadruple.
• 59:23
  Speaker 3: She just bought her, you know, a vacation home, their dream, and she's like but the best part is I go home and I'm really present with my family.
• 59:30
  Speaker 3: Even when I have bad days, like, I know how to be with myself and my family and to me, that was the reason for unretiring is.
• 59:38
  Speaker 3: I know how impactful this mindset conversation was to me and those clients early on.
• 59:43
  Speaker 3: And now we've got, I think, five years of limitless just producing these really radical results.
• 59:50
  Speaker 3: But it's not.
• 59:51
  Speaker 3: You know, I always say like we're guides, you guys have to show up and do the climb, you know.
• 59:56
  Speaker 3: So I was on the phone with someone yesterday and they're like what kind of results am I going to get?
• 1:00:00
  Speaker 3: And I said I don't know how committed are you?
• 1:00:03
  Speaker 1: Yeah, you know, like I was like, if you're committed, you will I don't see what happens.
• 1:00:07
  Speaker 3: I was like but you know, committed and complacent are not the same thing Like it's wildly affordable, but for that I can't come into your room every day and make you do it Like we've got great accountability systems and support, but you have to be ready.
• 1:00:19
  Speaker 3: To be ready Right.
• 1:00:21
  Speaker 3: You have to be at that moment where you're like there is a more and a better.
• 1:00:24
  Speaker 3: That calls me, and I don't know what's stuck in your stalling me, but I know that I'm ready to create a new level of success for myself and I love the idea of getting coaching and community that are going to help me do it.
• 1:00:34
  Speaker 3: And again, whether that's us or like there's a lot of options out there, it's what's going to be your pattern.
• 1:00:41
  Speaker 3: Interrupt, what's going to be the big why.
• 1:00:43
  Speaker 3: That makes you say because you are this is the thing, guys, I'm so sorry, but you need to understand this.
• 1:00:49
  Speaker 3: The deck is stacked against you nine to one to change.
• 1:00:52
  Speaker 3: You are hardwired to 95%.
• 1:00:56
  Speaker 3: Be likely to do today what you did yesterday.
• 1:00:59
  Speaker 3: There's a 95.
• 1:01:00
  Speaker 3: So you've got that 5% window, which is why the vision has to be clear, because the vision contains the big why and that's the fuel that will get you through those uncomfortable moments.
• 1:01:13
  Speaker 3: So I always tell people success really is work.
• 1:01:15
  Speaker 3: It's just not always the work that we think it is.
• 1:01:19
  Speaker 1: Yeah, that's amazing.
• 1:01:20
  Speaker 1: I mean, like what?
• 1:01:21
  Speaker 1: First of all, if you're listening to this or you listen to this podcast, you didn't get something out of it like rewind.
• 1:01:27
  Speaker 1: Turn your volume up, because there's a lot of nuggets in there.
• 1:01:29
  Speaker 1: Second of all, this is the last question I have to ask you before you go, because you said, like you know, it seems like every 10 years I kind of go through a reset and I'm doing the next thing you still loving everything you're doing right now?
• 1:01:40
  Speaker 1: It feels good to you or, you know, are you taking more time?
• 1:01:43
  Speaker 1: It feels amazing it feels really amazing.
• 1:01:46
  Speaker 3: You know, my kids are teenagers now, so they'll be out the door.
• 1:01:49
  Speaker 3: We count summers.
• 1:01:50
  Speaker 3: It's one of the things people do at limitless, like when you realize you have like six summers with your kid or three summers with your kid, you really reframe for a lot of us not for everyone and not judging if you don't, but for a lot of us it's like a.
• 1:02:02
  Speaker 3: It was just a thing I started doing years ago.
• 1:02:04
  Speaker 3: I have, you know, two more I had this summer and two more summers with my 16 year old.
• 1:02:09
  Speaker 3: So for me, you know, they don't need me as much, so to speak, but I still want to be super, around and present.
• 1:02:16
  Speaker 3: If you know anything about teenagers, you just kind of have to be around for those moments.
• 1:02:19
  Speaker 3: Yeah, and so and I'm 50 now and I don't feel done, and so I've got you know.
• 1:02:26
  Speaker 3: So we had talked about our relationship to life, right, how we feel, and money.
• 1:02:30
  Speaker 3: I define it in four stages Survival that's where I was as a kid.
• 1:02:36
  Speaker 3: Right, that's where some people feel like they are now.
• 1:02:38
  Speaker 3: Relief is a business owner, a practice like making money.
• 1:02:44
  Speaker 3: I refer to this as rent and ramen right, as long as you can pay your rent and eat ramen.
• 1:02:48
  Speaker 3: Like, okay, the tiger's not right around the corner, I don't have the rent that I want, but I don't have to worry about right having a roof over my head or eating, right, I can feed the baby.
• 1:02:57
  Speaker 3: Next level is comfort.
• 1:02:59
  Speaker 3: We get comfortable.
• 1:03:00
  Speaker 3: That's why a lot of successful advisors who really do want a more and better and whose practice is kind of working but doesn't really feel good, we get comfortable and comfort's the hardest place to move out of.
• 1:03:10
  Speaker 3: But the next phase is expansion.
• 1:03:12
  Speaker 3: Now some people move out of comfort and do expansion because they have to protect or prove or defend right.
• 1:03:17
  Speaker 3: Like it's that drive stuff and we can do really cool things there.
• 1:03:20
  Speaker 3: I know like that's the hard part, like success doesn't have like a lot of downsides except for how you feel on the inside right, but you can also.
• 1:03:28
  Speaker 3: It turns out that's the efforted action.
• 1:03:31
  Speaker 3: You can also.
• 1:03:32
  Speaker 3: Who knew you can get to expansion through inspired action?
• 1:03:38
  Speaker 3: And expired action, ladies and gentlemen, is the shiznit, because there's no efforting, there's no grind, there's no.
• 1:03:44
  Speaker 3: I lost that prospect.
• 1:03:45
  Speaker 3: Adam literally said at one of our meetings.
• 1:03:47
  Speaker 3: Someone asked about you know his process and he said you know, when I used to lose a prospect.
• 1:03:51
  Speaker 3: I felt bad, I felt wrong, I felt like a loser.
• 1:03:55
  Speaker 3: He goes now.
• 1:03:56
  Speaker 3: He's like.
• 1:03:56
  Speaker 3: I just felt like something went wrong.
• 1:03:58
  Speaker 3: He goes now if we don't get a prospect.
• 1:04:00
  Speaker 3: I can honestly say to you I am relieved because some I feel like something went really right, because if they were aligned with our profile and our message and our philosophy and they were motivated, he's like they would have worked with us.
• 1:04:15
  Speaker 3: There was some reason that, based on the best of what we had to share, they didn't choose us.
• 1:04:19
  Speaker 3: He's like.
• 1:04:20
  Speaker 3: There's a one every once in a while.
• 1:04:20
  Speaker 3: That I think is really cool, that I have like a tinge of like.
• 1:04:23
  Speaker 3: Oh and he's like.
• 1:04:24
  Speaker 3: And then I just remind myself no one of our favorite sayings at Limitless is your job is to offer, their job is to choose.
• 1:04:31
  Speaker 3: When they choose something other than us.
• 1:04:34
  Speaker 3: Why do we feel bad?
• 1:04:35
  Speaker 3: Because the story in our head is you should have you messed up.
• 1:04:39
  Speaker 3: You needed that money Again.
• 1:04:40
  Speaker 3: If you're starving and like, then I get just the actual survival instinct.
• 1:04:45
  Speaker 3: But if you're past rent and ramen, that is just BS.
• 1:04:49
  Speaker 3: That's belief systems and the other stuff that your brain is telling you to get you to survive.
• 1:04:56
  Speaker 3: It's not saying hey, peter, just take it up a notch, pass this money up, because if you actually think about it, you only have 100 seats on the bus and if you take this client, it is the equivalent.
• 1:05:09
  Speaker 3: Peter, let's say your minimum is 5,000.
• 1:05:12
  Speaker 3: And this client is they're at three or they ask for the discount to three.
• 1:05:17
  Speaker 3: I want you to reframe that, because now you're clear, you've got agency over your mind, so we're not telling ourselves BS stories anymore.
• 1:05:23
  Speaker 3: We have a vision.
• 1:05:24
  Speaker 3: I want a certain kind of practice with awesome people.
• 1:05:26
  Speaker 3: I had value to them, they had value to me.
• 1:05:29
  Speaker 3: It's amazing, right, so they're by processes.
• 1:05:32
  Speaker 3: I trust my process to give me that outcome.
• 1:05:34
  Speaker 3: And then I'm going to say to you so oh, I got it.
• 1:05:39
  Speaker 3: Just got all excited.
• 1:05:40
  Speaker 3: I lost my train of thought.
• 1:05:41
  Speaker 3: I wasn't with that.
• 1:05:43
  Speaker 3: Hold on a minute, what was I just saying?
• 1:05:46
  Speaker 2: Value of the seat on the plane.
• 1:05:47
  Speaker 2: Oh, value seats on the bus.
• 1:05:49
  Speaker 3: Yeah, I got a lot of fun my brain like it's 80D man.
• 1:05:52
  Speaker 3: It goes off in like tangents.
• 1:05:53
  Speaker 3: I got to pull it back sometimes.
• 1:05:55
  Speaker 1: It'll start the whole other kind of like.
• 1:05:57
  Speaker 3: oh, I want to tell them this right, you got 100 seats on the bus.
• 1:06:00
  Speaker 3: Each seat is worth 5,000.
• 1:06:02
  Speaker 3: That's going to get you to your revenue number and your time number.
• 1:06:05
  Speaker 3: Because you've got your service model mapped.
• 1:06:07
  Speaker 3: You know you're going to be an awesome advisor.
• 1:06:08
  Speaker 3: You're going to deliver real value consistently.
• 1:06:10
  Speaker 3: You're going to love it.
• 1:06:10
  Speaker 3: But here's the kicker Because they're 2,000 below the minimum, peter, each time they come in for their annual meeting, I want you to rate them a check for $2,000.
• 1:06:20
  Speaker 3: And I want you to give it to them, because that's what it's costing your vision to keep them as a client.
• 1:06:27
  Speaker 3: Now we're not measuring to reacting in the moment.
• 1:06:30
  Speaker 3: All money, good money.
• 1:06:31
  Speaker 3: Now I'm responding aligned with my vision and because we know that will be the breakdown.
• 1:06:38
  Speaker 3: Tiffany, I was telling you her story has this amazing quote.
• 1:06:40
  Speaker 3: I love it.
• 1:06:41
  Speaker 3: And she said the systems have to be stronger than the resistance that they will face.
• 1:06:46
  Speaker 3: And let's be honest, we are the resistance Right.
• 1:06:50
  Speaker 3: That's why we have time management systems.
• 1:06:53
  Speaker 3: Read the article Left to us.
• 1:06:54
  Speaker 3: We will waste half or more of our time right.
• 1:06:58
  Speaker 3: Like humans have the attention span.
• 1:06:59
  Speaker 3: It's.
• 1:07:00
  Speaker 3: Our attention span is less than a goldfish.
• 1:07:02
  Speaker 3: A goldfish has the attention span of eight seconds.
• 1:07:04
  Speaker 3: Human apparently have a seven second attention span, literally.
• 1:07:08
  Speaker 3: So I mean it's funny, right, we can actually pay deep attention if we're trying for about 12 minutes.
• 1:07:13
  Speaker 3: And then so think about your average client meeting and the pump and dump and everything we put in that meeting, right?
• 1:07:19
  Speaker 3: So we build annual service calendars so that we can be more present and have deeper, more personal conversations and deal with some of that other stuff, because, you know, everybody needs deep, impactful conversations about their beneficiary designations.
• 1:07:31
  Speaker 3: That's required, right?
• 1:07:33
  Speaker 3: And it's spring cleaning letter in February or March and it said hey, financial planning has a lot of value and a lot of that value is in the boring, mundane details that people don't think and worry about.
• 1:07:43
  Speaker 3: And that's our job.
• 1:07:44
  Speaker 3: So it's spring cleaning time and we're getting on the dust rags and we're going to clean out the corners and make sure everything is neat and tidy.
• 1:07:50
  Speaker 3: Here's a list of your beneficiaries, you know sub beneficiary trustees, co-st trustees, whatever it is.
• 1:07:55
  Speaker 3: If everything's great, we're all good.
• 1:07:58
  Speaker 3: If anything has changed, please click this Calendly link and schedule a 15 or 20 minute call so that we can connect with you and make sure that we're really understanding the impact of this on your plan and write anything we might want to do together.
• 1:08:08
  Speaker 3: You've just mass serviced on something that if you talk about it in a meeting you get no credit for.
• 1:08:14
  Speaker 3: It's not a high impact, high value conversation, but it is what we call the CFP stuff.
• 1:08:18
  Speaker 3: You got to check the boxes right Minimum viable plan, like there's a certain amount you got to do so.
• 1:08:23
  Speaker 3: Go read our service model article.
• 1:08:25
  Speaker 3: We build it in like tiers so that a lot of that is systematized and handled by the team and the technology, and then you get time for the special stuff and then you really have a lot more time for personal conversations with clients.
• 1:08:36
  Speaker 3: So success is really just reshifting the way that we think, the vision that we want, and then right how we're going to commit our time, what we're going to invest our time in, into what effect.
• 1:08:46
  Speaker 2: Yeah, I love all the systems and I'm sure you break it down.
• 1:08:50
  Speaker 2: I could geek out about you know calendar and making sure that delivering value and it.
• 1:08:57
  Speaker 2: Should it be a meeting or is it just an email?
• 1:08:59
  Speaker 2: So I love all that and love your outlook and stuff.
• 1:09:02
  Speaker 2: So, for those who want to follow along and see your content, what platforms are you most active on?
• 1:09:08
  Speaker 2: What's your website?
• 1:09:08
  Speaker 2: How can people follow you?
• 1:09:10
  Speaker 3: Yeah, they can visit limitless.
• 1:09:11
  Speaker 3: At limitlessfalife.
• 1:09:13
  Speaker 3: We're doing a webinar, I think on November 14th, on the nine success shifts that can build that million dollar hundred day off practice right how to grow your time, income and freedom.
• 1:09:23
  Speaker 3: So there's information on that and our 2024 coaching programs on the website.
• 1:09:27
  Speaker 3: You can follow me on LinkedIn and Twitter we're always sharing things there and on the website you can sign up for our Monday Mojo newsletter, which is just something we send out with insights and resources and tools to help you elevate your work, wealth and wellbeing every Monday.
• 1:09:42
  Speaker 2: Awesome.
• 1:09:43
  Speaker 2: Well, everyone can follow there.
• 1:09:45
  Speaker 2: Stephanie, thank you so much for coming on today.
• 1:09:47
  Speaker 2: I really appreciate all your insights.
• 1:09:49
  Speaker 3: It was a pleasure, guys.
• 1:09:50
  Speaker 3: Thanks so much for the invitation.
• 1:09:51
  Speaker 3: I'm honored to have spent some time with you.
• 1:09:53
  Speaker 1: Thanks, stephanie.
• 1:09:54
  Speaker 3: All right, take care Thanks.