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Unlocking Business Growth with Josh from Xtract Media · Business Roundtable

• 0:03
  Speaker 1: Hey, everybody, Welcome back to the Business Roundtable podcast. We
• 0:07
  Speaker 1: have another new guest on the podcast this week, my
• 0:12
  Speaker 1: good friend Josh from Extract Media. I've known Josh Goodness
• 0:17
  Speaker 1: for quite a few years now. We first met through
• 0:21
  Speaker 1: an organization called Wake Up where where I'm certified as
• 0:23
  Speaker 1: a trainer there. Josh has gone through so much of
• 0:26
  Speaker 1: the materials. We've even collaborated in some of the some
• 0:30
  Speaker 1: of the trainings and things in the past, and he
• 0:33
  Speaker 1: is an amazing mentor. He's really mentored me in my
• 0:35
  Speaker 1: own coaching business through Stewards Your Business, and he's worked
• 0:40
  Speaker 1: with so many other coaches, consultants, business owners, and I'm
• 0:45
  Speaker 1: just excited to have him come speak and share his
• 0:48
  Speaker 1: knowledge with you all of you listening on the podcast today.
• 0:51
  Speaker 1: And so Josh, welcome to the Business round Table Podcast.
• 0:54
  Speaker 1: Glad to have you here.
• 0:55
  Speaker 2: David, what's going on? Thank you so much for having me.
• 0:58
  Speaker 2: If you're listening to this, first and foremost, I apologize
• 1:01
  Speaker 2: in advance if I call for or anything like that.
• 1:04
  Speaker 2: I assume that you're probably a business owner or wanting
• 1:07
  Speaker 2: to get into business of some sort. And one thing
• 1:09
  Speaker 2: you'll learn really quick is that when you have stuff
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  Speaker 2: on the calendar. It doesn't matter as an owner that
• 1:13
  Speaker 2: you're sick. You still show up and you do the work,
• 1:16
  Speaker 2: and you do it no matter what. You don't get
• 1:18
  Speaker 2: days off. So I'm here and I'm actually really excited
• 1:22
  Speaker 2: to be here. David. I'm honored that you would invite
• 1:24
  Speaker 2: me on your show.
• 1:25
  Speaker 1: Yeah, it's great to have you here, Josh. I mean,
• 1:29
  Speaker 1: I think one of the things we went through years ago,
• 1:32
  Speaker 1: it was the lawyer was kind of this warrior wealth
• 1:34
  Speaker 1: or how do we expand a business? What are the
• 1:36
  Speaker 1: frameworks of understanding right? And at the time, I wasn't
• 1:41
  Speaker 1: a business owner. I was working as a I would
• 1:44
  Speaker 1: call an entrepreneur in the business, but I still had
• 1:46
  Speaker 1: to understand elements of growth at the different stages of
• 1:50
  Speaker 1: a business. I took a course a few years ago
• 1:52
  Speaker 1: through UCLA Management Development for Entrepreneurs, and so you have
• 1:55
  Speaker 1: this framework of understanding, Josh, I think it's super valuable
• 1:58
  Speaker 1: for the audience to listen to and get guidance on
• 2:01
  Speaker 1: about how do you plan for the different stages of
• 2:04
  Speaker 1: growth in a business. And you've done this for so
• 2:07
  Speaker 1: many people, Josh, I think it's really really valuable for
• 2:11
  Speaker 1: those to listen and I hope as folks are listening
• 2:14
  Speaker 1: to this podcast, we'll give an opportunity, Josh, for you
• 2:17
  Speaker 1: to share some more information about how they reach you.
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  Speaker 1: Because Josh has just been a great resource for me.
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  Speaker 1: I'm a part of one of his Mastermind groups. There's
• 2:23
  Speaker 1: ways that you can collaborate with him. And just again, Josh,
• 2:27
  Speaker 1: I'm just glad to have you here and just kind
• 2:29
  Speaker 1: of guide folks into this framework that you've shared with
• 2:31
  Speaker 1: me and is super valuable. Yeah.
• 2:34
  Speaker 2: Absolutely, And I love that you keep saying the word
• 2:37
  Speaker 2: frameworks because that's really what we're going to talk about today.
• 2:40
  Speaker 2: I've noticed over the years. So just to give you
• 2:42
  Speaker 2: guys a little bit of background, I started my journey
• 2:45
  Speaker 2: into entrepreneurship after over a decade in sales, just over
• 2:49
  Speaker 2: about ten years ago, so it's been a long time.
• 2:52
  Speaker 2: I initially went into business with a great idea to
• 2:54
  Speaker 2: start a marketing agency and do all sorts of different things,
• 2:57
  Speaker 2: and that business and all the different things have evolved
• 3:00
  Speaker 2: over time. I think there's a statistic something like ninety
• 3:03
  Speaker 2: five percent of businesses don't end up being what business
• 3:07
  Speaker 2: the person started, and they evolve and they change and
• 3:09
  Speaker 2: they pivot and do different things as you go on,
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  Speaker 2: and so that certainly happened to me. Now I like
• 3:15
  Speaker 2: to call myself kind of a business growth strategist, and
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  Speaker 2: that's really what I do. I help businesses grow. I
• 3:21
  Speaker 2: help them strategize, and I help them really see from
• 3:24
  Speaker 2: an overarching view a framework for growth. And that's what
• 3:28
  Speaker 2: we're going to talk about today. So I'm really excited.
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  Speaker 2: One of the things in the plethora of books and
• 3:33
  Speaker 2: content and all the different things I see, all your
• 3:35
  Speaker 2: books behind you, is that in twenty seventeen, this is
• 3:39
  Speaker 2: actually an interesting story. I read a book by Simon
• 3:42
  Speaker 2: Sinek called Start with Why, And inside of that book
• 3:46
  Speaker 2: he talks, or he says, he said one line that
• 3:48
  Speaker 2: just always stuck with me, which was the idea that
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  Speaker 2: for every millionaire that he had ever met, they all
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  Speaker 2: had one habit in common, and that habit that they
• 3:57
  Speaker 2: had in common was that they read about fifty two
• 4:00
  Speaker 2: books a year. They finished a book a week. I
• 4:02
  Speaker 2: was driving in my car to my coworking space at
• 4:04
  Speaker 2: the time, and I just remember hearing that and being like,
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  Speaker 2: oh man, that's all that it takes. Like the only
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  Speaker 2: habit that I need to have is reading and doing that,
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  Speaker 2: and so I set myself a goal to read a
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  Speaker 2: book a week, every single week from that point forward.
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  Speaker 2: Granted I counted audibles, so that's kind of cheating because
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  Speaker 2: you can do it while you're in the car, but
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  Speaker 2: it still counts in my opinion. But fast forward about
• 4:25
  Speaker 2: seven or eight years later, and no matter what business
• 4:28
  Speaker 2: book you read, or what coaching program or traction or
• 4:31
  Speaker 2: EOS or whatever it is about business growth, you start
• 4:35
  Speaker 2: to notice these overarching frameworks, these overarching core concepts. Regardless
• 4:40
  Speaker 2: of what leadership program you subscribe to, or what coaching
• 4:43
  Speaker 2: platform you're a part of, or what Wake Up Warrior
• 4:46
  Speaker 2: this or EOS that it doesn't really matter. At the
• 4:50
  Speaker 2: core of all of these things is generally a few
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  Speaker 2: foundational frameworks, and I just started noticing patterns between all
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  Speaker 2: of these different things. So today I wanted to show
• 5:00
  Speaker 2: you one of these patterns. It's actually a framework inside
• 5:03
  Speaker 2: of a framework. So when I'm talking about a framework,
• 5:06
  Speaker 2: just to go really high level, Yeah, what I mean
• 5:09
  Speaker 2: is an alliteration or like a word picture that's going
• 5:12
  Speaker 2: to help you understand a concept, to give you focus
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  Speaker 2: and clarity so you know exactly what direction to go
• 5:18
  Speaker 2: in based on where you're at or based on where
• 5:20
  Speaker 2: you are, and so you have all sorts of different frameworks.
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  Speaker 2: It can be my five as system, it can be
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  Speaker 2: my four steps to the five steps to a conversation,
• 5:30
  Speaker 2: it doesn't really matter. You'll notice across the board as
• 5:33
  Speaker 2: you're listening to and seeing these different programs, is that
• 5:36
  Speaker 2: usually they're going to have some sort of a literation
• 5:38
  Speaker 2: that's going to allow you to remember or recall whatever
• 5:42
  Speaker 2: the thing is. That's how our brains work. And so
• 5:45
  Speaker 2: inside of these frameworks, I have one that I have
• 5:47
  Speaker 2: called the Journey Framework. And so today what we're going
• 5:52
  Speaker 2: to talk about is how I lay out the Journey Framework.
• 5:56
  Speaker 2: And I'll lay out what a journey framework actually is,
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  Speaker 2: and you're going to see this as a pattern in
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  Speaker 2: so many different places. And then the one that I
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  Speaker 2: use for business growth and development, that called the Geometric
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  Speaker 2: Progression Formula. And so before I dive in, that's kind
• 6:12
  Speaker 2: of the framework or the overarching topic of what I
• 6:15
  Speaker 2: wanted to talk about here today. David, I'm not sure
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  Speaker 2: if there's anything else you want to add.
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  Speaker 1: No, I mean, I just want to I just want
• 6:22
  Speaker 1: to iterate there's leaning in as you're you guys are
• 6:25
  Speaker 1: listening to this podcast because Josh has got gold here
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  Speaker 1: and I think it's really important that you recognize there
• 6:30
  Speaker 1: is a framework. And I agree with you, Josh. I
• 6:33
  Speaker 1: found that reading these different things, there's different labels or
• 6:36
  Speaker 1: ways it's shown. But the reality is if you're not
• 6:38
  Speaker 1: paying attention to this, you're going to have challenges. And
• 6:43
  Speaker 1: actually I'm been recording another podcast this week on another
• 6:46
  Speaker 1: gentleman about how you make a profitable business, and he
• 6:50
  Speaker 1: focuses on some of the numbers elements, and there's different
• 6:53
  Speaker 1: there's different problems that you're going to face. So I
• 6:55
  Speaker 1: want to look at these numbers and these milestones that
• 6:58
  Speaker 1: Josh is going to share with you because it's resonated
• 6:59
  Speaker 1: with me and it's something that I keeping them up
• 7:01
  Speaker 1: for front of my mind and looking like where am
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  Speaker 1: I going at? I don't know, Josh. To me, sometimes
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  Speaker 1: it's like when you have a car, there's like mileages
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  Speaker 1: right at thirty thousand miles, at sixty thousand miles, or
• 7:10
  Speaker 1: certain things you have to do, and they're different. Some
• 7:13
  Speaker 1: of them are the same, but some of them are different.
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  Speaker 1: And if you're not aware of that and you blow
• 7:18
  Speaker 1: past that and you're like, oh, I didn't know I
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  Speaker 1: was supposed to do that, You're going to have a
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  Speaker 1: broken down car.
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  Speaker 2: Yeah right, yeah, one hundred percent. I mean, if you're
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  Speaker 2: not following the journey and not following the map and
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  Speaker 2: the steps that you take, you're not going to end
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  Speaker 2: up at the destination that you want to get to, right,
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  Speaker 2: And I think it would make sense in my journey
• 7:38
  Speaker 2: in entrepreneurship and in my career. They're just you know,
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  Speaker 2: for me, and I think I'm the shining star example
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  Speaker 2: of a lot of these things. And so I think
• 7:47
  Speaker 2: most of the people that are crazy enough to go
• 7:49
  Speaker 2: into entrepreneurship, are crazy enough to start their own businesses,
• 7:52
  Speaker 2: tend to be slightly add tend to be a little
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  Speaker 2: bit outside of the box, don't really fit into somebody
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  Speaker 2: else's mold or whatever it is, because if you did,
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  Speaker 2: you'd go get a job somewhere, and you wouldn't be
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  Speaker 2: crazy enough to trade a sixty hour a week business
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  Speaker 2: for a forty hour a week job where you have
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  Speaker 2: benefits and all that nice stuff. And so in that
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  Speaker 2: add provides a lot of and I don't actually think
• 8:14
  Speaker 2: that it's a disorder. I think it's a superpower and
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  Speaker 2: it's actually what creates us to be who we are.
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  Speaker 2: But a few of the core problems that I see
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  Speaker 2: for most people as they're either first starting out or
• 8:23
  Speaker 2: trying to grow a business. The main number one problem
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  Speaker 2: that I believe the geometric progression formula is going to
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  Speaker 2: help solve is the idea of shiny object syndrome or
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  Speaker 2: I've also heard it called the lady in the red dress.
• 8:36
  Speaker 2: And no matter what it is, when we're scrolling Facebook,
• 8:40
  Speaker 2: we're scrolling Instagram, we're talking to our team, we go
• 8:43
  Speaker 2: to a Mastermind event, we go to a training, and
• 8:45
  Speaker 2: everything sounds like a good idea. Everything should be a yes,
• 8:51
  Speaker 2: of course, this funnel, this one funnel away thing is
• 8:55
  Speaker 2: exactly what I need to do right now, because that
• 8:57
  Speaker 2: guy's sales letter was really really convincing, and now I'm
• 8:59
  Speaker 2: going to him two thousand dollars to help me implement
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  Speaker 2: my one funnel away challenge and my one funnel away thing,
• 9:06
  Speaker 2: even though I still haven't performed some of the foundational
• 9:09
  Speaker 2: things to create my offer. Or I see this new
• 9:14
  Speaker 2: ads feature or this new AI bot that's going to
• 9:18
  Speaker 2: help generate or convert more of my clients into sales,
• 9:22
  Speaker 2: and it sounds really great, and again it has a
• 9:24
  Speaker 2: great sales letter, and I talk to the sales representative
• 9:27
  Speaker 2: and he sounds really good, and I sign up for
• 9:29
  Speaker 2: this thing thinking that it's going to be the thing
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  Speaker 2: that's all of a suddenly going to change my business.
• 9:35
  Speaker 2: I heard it one said, I think it was Tim Ferriss,
• 9:37
  Speaker 2: who talks about how you need to mind your nose
• 9:39
  Speaker 2: in business, and the nose are significantly more important than
• 9:43
  Speaker 2: the yes is because everything that you say yes to
• 9:46
  Speaker 2: is a no to everything else. Yeah.
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  Speaker 1: Yeah, so true. That's a big one.
• 9:53
  Speaker 2: And so I'm trying to drop these little nuggets because
• 9:55
  Speaker 2: they're nice, but also it comes from the reading that
• 9:57
  Speaker 2: I was talking about. But every and every strategy and
• 10:01
  Speaker 2: every tactic that you follow, like I look at business
• 10:04
  Speaker 2: in three levels. You have tactics at the very lowest level,
• 10:07
  Speaker 2: and a lot of people love to live in tactics.
• 10:09
  Speaker 2: They're tacticians. It's SEO, it's PPC. And I'm gonna speak
• 10:12
  Speaker 2: a lot in marketing terms because I'm a marketer at
• 10:14
  Speaker 2: least that's how I start it. So I'm gonna speak
• 10:16
  Speaker 2: a lot of marketing terms. But it's SEO or PPC
• 10:18
  Speaker 2: or Facebook ads or a funnel or direct prospecting or
• 10:22
  Speaker 2: this thing or that thing, and it doesn't matter. And
• 10:24
  Speaker 2: the crazy part is they all work, but they're all tactics.
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  Speaker 1: Yep.
• 10:27
  Speaker 2: The next level up is kind of director roles, right like,
• 10:30
  Speaker 2: so a marketing director. So that's your marketing, that's your sales,
• 10:33
  Speaker 2: that's your fulfillment, it's your operations. It's that level. And
• 10:35
  Speaker 2: then the next level up is really your strategy. And
• 10:38
  Speaker 2: that's where I how how I work with people comes
• 10:40
  Speaker 2: into play, because your strategy is going to dictate the
• 10:43
  Speaker 2: game plan and the plays that you play, and the
• 10:45
  Speaker 2: plays are going to dictate and the score is going
• 10:47
  Speaker 2: to dictate what you do next. And so another based
• 10:51
  Speaker 2: on what I'm talking about, here's one of the biggest
• 10:54
  Speaker 2: things about shiny object syndrome. Most of the people that
• 10:59
  Speaker 2: are getting it wrong or running into obstacles in business
• 11:02
  Speaker 2: are either trying to do the right thing at the
• 11:06
  Speaker 2: wrong time or the wrong thing at the right time.
• 11:11
  Speaker 2: And what I mean by that the right thing at
• 11:13
  Speaker 2: the wrong time or wrong thing at the right time
• 11:16
  Speaker 2: is it's just a timing issue. Meaning if you punch
• 11:20
  Speaker 2: in an address in your GPS and you're trying to
• 11:22
  Speaker 2: get from point A to point B and you turn
• 11:25
  Speaker 2: right two hundred miles early, you're not going to end
• 11:27
  Speaker 2: up making it to the place that you need to
• 11:29
  Speaker 2: make it to because you're too early. But one of
• 11:31
  Speaker 2: the things that I also see is comparison syndrome. Right,
• 11:36
  Speaker 2: And I'm just making up fancy names for this stuff.
• 11:38
  Speaker 2: It's not called comparison syndrome. But let's say I am
• 11:42
  Speaker 2: running an architecture firm, for example, because I know you
• 11:44
  Speaker 2: have a lot of architecture firms or engineering firms, and
• 11:47
  Speaker 2: I'm doing one hundred thousand dollars a month. I'm doing
• 11:49
  Speaker 2: about a million dollars a year. And I go look
• 11:52
  Speaker 2: at the giant architecture or the giant engineering firm that
• 11:55
  Speaker 2: has fifty locations and they're doing about twenty million dollars whatever,
• 11:58
  Speaker 2: twenty to fifty million dollars in blah blah blah blah blah.
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  Speaker 2: The worst thing that I could do is try and
• 12:03
  Speaker 2: copy them. Yeah, because if I try and copy them,
• 12:07
  Speaker 2: I'm doing a tactic that I see on the front
• 12:10
  Speaker 2: end and negating and ignoring the work that it took
• 12:13
  Speaker 2: to get there. I won't have the business back end,
• 12:17
  Speaker 2: I won't have the fulfillment systems, I won't have the operations.
• 12:20
  Speaker 2: My teams won't have clear roles and responsibilities. There's going
• 12:22
  Speaker 2: to be so much that will get in your way.
• 12:24
  Speaker 2: So when you try and go and say, well, this
• 12:27
  Speaker 2: person hired a sales team at ten people and they
• 12:29
  Speaker 2: did appointment setters and they're doing prospecting on Facebook, well,
• 12:33
  Speaker 2: the reality is they have an offer and the fulfillment
• 12:35
  Speaker 2: setup is working really well for that offer, the offers
• 12:38
  Speaker 2: dialed in, all of those different pieces are working and humming,
• 12:41
  Speaker 2: and then they were able to pour gasoline on a
• 12:43
  Speaker 2: fire that was already working.
• 12:44
  Speaker 1: Yep.
• 12:45
  Speaker 2: Doesn't mean that prospecting and hiring a sales team and
• 12:49
  Speaker 2: outsourcing all that stuff doesn't work. But what it does
• 12:52
  Speaker 2: mean is that you're doing the wrong thing at the
• 12:55
  Speaker 2: right time, or you're doing the right thing but at
• 12:57
  Speaker 2: the wrong time because there are reps, or there's a
• 13:00
  Speaker 2: strategic progression that you still need to go through in
• 13:03
  Speaker 2: order to grow into the person capable of implementing that
• 13:06
  Speaker 2: strategy or that tactic.
• 13:10
  Speaker 1: This is so important, Josh, because I feel like speaking
• 13:13
  Speaker 1: for myself as a solopreneur and doing that is like
• 13:17
  Speaker 1: hundred percent here your your shiny object syndrome and getting
• 13:20
  Speaker 1: secked into all these things. And I talk with other
• 13:24
  Speaker 1: small business owners and solopreneurs, and unfortunately, like you're saying, Josh,
• 13:27
  Speaker 1: they fall into that trap. Somebody's got an offer. They
• 13:31
  Speaker 1: spent two thousand and here two thousand and now that
• 13:33
  Speaker 1: I don't have the money. They've invested this money in
• 13:35
  Speaker 1: the time and they and they haven't had a good filter.
• 13:39
  Speaker 1: And when I hear you saying, is that like, use
• 13:41
  Speaker 1: this filter that you're providing here as a way of
• 13:43
  Speaker 1: saying maybe maybe yes, but that's a different that's further
• 13:48
  Speaker 1: down the line, not for me right now, you know.
• 13:51
  Speaker 1: And so being cognizant. And that's what I love about
• 13:54
  Speaker 1: having you on the Business Roundtable podcast and others is
• 13:57
  Speaker 1: as people are listening to this, look, Josh is not
• 13:59
  Speaker 1: paying Josh to come on here. He's coming on here
• 14:01
  Speaker 1: his own time because he knows that the value he's
• 14:03
  Speaker 1: going to bring. And that's why look for people that
• 14:07
  Speaker 1: are doing that, that are coming on like Josh is here,
• 14:09
  Speaker 1: and why we created the Business ran Table colleg because
• 14:11
  Speaker 1: this is we're looking after your best interests and we
• 14:13
  Speaker 1: don't want to sell you something, want to actually help
• 14:15
  Speaker 1: you grow your business, help you support you. And so
• 14:18
  Speaker 1: that's why I so appreciate you, Josh coming on, because
• 14:22
  Speaker 1: I've seen the value. I've seen what you do and
• 14:23
  Speaker 1: you say, hey, look if this you're educating folks and
• 14:28
  Speaker 1: you're providing the value first and you're saying, hey, look,
• 14:31
  Speaker 1: paste and see, and so I just want to appreciate
• 14:36
  Speaker 1: that because I feel like in today's world, more than
• 14:38
  Speaker 1: every people are just trying to sell something. There's not everybody,
• 14:40
  Speaker 1: but there's a lot of people that are just trying
• 14:42
  Speaker 1: to sell you the latest thing. They don't really care
• 14:44
  Speaker 1: if it works or not for you. It's like kind
• 14:46
  Speaker 1: of work for somebody here, you know, and you're like,
• 14:49
  Speaker 1: that didn't work, and they're really frustrated, and then they're
• 14:52
  Speaker 1: they're and then they're not successful in their business. They're
• 14:54
  Speaker 1: very gunshine. They don't spend the time and effort that
• 14:56
  Speaker 1: they would be most beneficial, Like you're talking about well.
• 15:00
  Speaker 2: And it's kind of like the idea that you know,
• 15:01
  Speaker 2: even a small percentage of success is going to speak
• 15:06
  Speaker 2: volumes and volumes higher than the amount of people that
• 15:09
  Speaker 2: don't find the success with your thing. And so this
• 15:12
  Speaker 2: is the reason that especially in the coaching world, right
• 15:16
  Speaker 2: like you can take the same information, and you can
• 15:18
  Speaker 2: sell it in a book and it's worth ten dollars,
• 15:21
  Speaker 2: and then you sell it in a course and it's
• 15:22
  Speaker 2: worth a hundred bucks. But we already know the metrics
• 15:25
  Speaker 2: about ninety five people that ninety five percent of people
• 15:28
  Speaker 2: that buy a course don't actually finish the course and
• 15:30
  Speaker 2: never get the result that was promised. But the five
• 15:32
  Speaker 2: percent or the testimonials that you see all over their
• 15:34
  Speaker 2: web page, which was really really nice. Of course, you're
• 15:37
  Speaker 2: missing the little asterisk that says we don't guarantee results
• 15:40
  Speaker 2: and blah blah blah blah blah, and you have to
• 15:41
  Speaker 2: actually do the work and all those things. But a
• 15:45
  Speaker 2: course might be one hundred bucks to five hundred bucks, right,
• 15:48
  Speaker 2: and then the next level up is let's say a
• 15:51
  Speaker 2: one on one relationship or a done with you, maybe
• 15:53
  Speaker 2: a community or a mastermind, which is actually what I
• 15:56
  Speaker 2: believe in the most. And then the next level up
• 15:59
  Speaker 2: might be on one done with you services. And then
• 16:02
  Speaker 2: the next level up is done for you, where you're
• 16:04
  Speaker 2: doing a lot of stuff for the people. And that's
• 16:06
  Speaker 2: generally the value ladder that we see, regardless of what
• 16:09
  Speaker 2: type of business it is that you're running the thing
• 16:11
  Speaker 2: that I'm saying is that a lot of times. And
• 16:13
  Speaker 2: just to make this tactical, your new entrepreneur will see
• 16:17
  Speaker 2: the guy that's running the course and selling it for
• 16:20
  Speaker 2: two hundred dollars and not recognizing that that's a loss leader.
• 16:23
  Speaker 2: He makes no money on that course. The only reason
• 16:26
  Speaker 2: for the course is to queue people up to be
• 16:29
  Speaker 2: ready for his mastermind or be ready for his one
• 16:31
  Speaker 2: on one services, or book him for a speaking engagement
• 16:34
  Speaker 2: for his actual profit maximizers where he actually makes the money.
• 16:38
  Speaker 2: And so you actually have to do and this is
• 16:40
  Speaker 2: kind of cool. I've never thought about it this way,
• 16:42
  Speaker 2: but I'm going to go over the geometric progression. But really,
• 16:44
  Speaker 2: what you do is you take that value ladder and
• 16:47
  Speaker 2: you turn it upside down, because what I mean is
• 16:50
  Speaker 2: your first step is to create the highest level offer
• 16:53
  Speaker 2: where you're doing the most that you could possibly do
• 16:56
  Speaker 2: for your clients and saying, hey, I'm going to come
• 16:58
  Speaker 2: in and I'm going to do every thing for you.
• 17:01
  Speaker 2: I don't know exactly what that is yet because I'm
• 17:03
  Speaker 2: new and I don't know what I don't know. But
• 17:05
  Speaker 2: my job, David, as I start working with you, is
• 17:08
  Speaker 2: to help you. And so what we're going to do
• 17:10
  Speaker 2: is we're going to meet regularly and I'm going to
• 17:12
  Speaker 2: figure out what crap you need, and we're going to
• 17:14
  Speaker 2: look at your sales, we're going to look at your marketing,
• 17:15
  Speaker 2: we're going to look at your operations, and we're going
• 17:17
  Speaker 2: to continue to focus and figure out what the next
• 17:20
  Speaker 2: big thing is that you need to accomplish in order
• 17:22
  Speaker 2: to achieve the growth and the results that you want
• 17:24
  Speaker 2: in your business, Yeph. And so that actually directly applies
• 17:28
  Speaker 2: because that's what I did, and that's how I've grown
• 17:30
  Speaker 2: my agency to where it is because I started working
• 17:33
  Speaker 2: with people one on one, and you get paid the
• 17:35
  Speaker 2: highest dollar working with people one on one after you've
• 17:38
  Speaker 2: had some reps. In of course, if you follow Alex
• 17:40
  Speaker 2: Hermose's advice or anything like that, start working with people
• 17:43
  Speaker 2: for free or a low cost until you at least
• 17:45
  Speaker 2: are good enough to charge them, and then increase your
• 17:48
  Speaker 2: prices over time, and then eventually, when you have enough
• 17:50
  Speaker 2: people or you have enough clients, you can start to
• 17:54
  Speaker 2: expand that. And then eventually, when you expand that, then
• 17:58
  Speaker 2: you've earned the right to start a group coaching program
• 18:01
  Speaker 2: or a mastermind. I've seen so many people out there
• 18:04
  Speaker 2: who like I want to start a mastermind and blah
• 18:06
  Speaker 2: blah blah. I'm like, how many people have you coached before? Like,
• 18:09
  Speaker 2: well five, I'm like, oh, okay, cool, And so would
• 18:13
  Speaker 2: you be one confident and comfortable getting on a zoom
• 18:16
  Speaker 2: call shooting from the hip and figuring out how to
• 18:19
  Speaker 2: provide training and resources and guidance for a group of
• 18:22
  Speaker 2: twenty people right now? M yes or no? No, Okay,
• 18:27
  Speaker 2: that's totally fine. So the result or what you really
• 18:31
  Speaker 2: need to do in that scenario is just go and
• 18:33
  Speaker 2: get some reps in there's no shortcuts in this game, yep.
• 18:37
  Speaker 2: Like you might see somebody that's an overnight success, but
• 18:40
  Speaker 2: I'm certain that they would have some sort of mentor
• 18:42
  Speaker 2: or some sort of yeah, like usually a mentor or
• 18:48
  Speaker 2: somebody that they know that has done something like that,
• 18:50
  Speaker 2: and they're they're able to shortcut the process. Like there
• 18:53
  Speaker 2: are shortcuts, And the only shortcut that I found is money.
• 18:59
  Speaker 2: And it's really unfortanate because most people are starting out
• 19:01
  Speaker 2: in business don't have a whole lot. What I mean is,
• 19:04
  Speaker 2: if you're going to go and pay a consult in
• 19:05
  Speaker 2: one hundred grand, then you're probably going to get results
• 19:08
  Speaker 2: a little bit faster, But most people don't want to
• 19:10
  Speaker 2: go and pay a consult in one hundred grand right
• 19:13
  Speaker 2: right now, If I'm so and so son at the
• 19:14
  Speaker 2: click funnel funnel hacking thing, and I pay Russell Brunton
• 19:18
  Speaker 2: one hundred grand to build a funnel for me, then
• 19:20
  Speaker 2: I can probably sell a course for whatever amount of
• 19:23
  Speaker 2: price and an entire production team and do all the
• 19:25
  Speaker 2: things without actually having to do anything because I paid
• 19:27
  Speaker 2: a bunch of people who already knew they were doing. Now,
• 19:33
  Speaker 2: I just said a lot of different things.
• 19:36
  Speaker 1: I want to go back to what you said of
• 19:39
  Speaker 1: the the the value ladder kind of observation, Josh. So
• 19:45
  Speaker 1: you said that, think of the think of what ultimately
• 19:48
  Speaker 1: what you're trying to do the greatest one and oftentimes
• 19:53
  Speaker 1: you know, I've spent twenty plus years in environmental consulting, Josh.
• 19:56
  Speaker 1: I'll do a proposal, and if I give them everything
• 19:59
  Speaker 1: in the kitchen saying usually that's too much and like
• 20:01
  Speaker 1: I don't want all that, or they get overloaded. So
• 20:04
  Speaker 1: then you but you how do you know how to
• 20:05
  Speaker 1: break that down? Like you're saying of like, okay, well
• 20:08
  Speaker 1: then let me just let's get you this chunk in
• 20:11
  Speaker 1: and get you success at this level, and then then
• 20:14
  Speaker 1: we can go on to the next, the next one.
• 20:16
  Speaker 1: So what I hear you thinking about, whether you're a
• 20:18
  Speaker 1: business owner or a director or department head, or you've
• 20:23
  Speaker 1: got to think about how you're going to grow the business.
• 20:26
  Speaker 1: Think about that bigger vision, like you said, what does
• 20:28
  Speaker 1: that you all want to include? And then we can
• 20:30
  Speaker 1: break it down into these steps of how would we
• 20:35
  Speaker 1: deliver that, how would we present that? Like you said,
• 20:37
  Speaker 1: same thing. If you have a group of if I'm
• 20:39
  Speaker 1: managing five people right now, and you said you want
• 20:42
  Speaker 1: to manage the department of ten, twenty thirty, your your
• 20:45
  Speaker 1: skills are going to be different there at those levels.
• 20:48
  Speaker 1: How would you do it? What would the organization look like,
• 20:50
  Speaker 1: what would the different roles, what would the different skills
• 20:52
  Speaker 1: you would have to have there? And if you're if
• 20:57
  Speaker 1: you're not well versed in that, yes you can, like
• 21:02
  Speaker 1: you said, Josh, I heard you say, you can spend
• 21:04
  Speaker 1: the money. I see people try to do this sometimes
• 21:06
  Speaker 1: with with franchises or something like that. Maybe a quick
• 21:09
  Speaker 1: short like but they've never run let's just say a restaurant.
• 21:13
  Speaker 1: They never run that business. They buy it like hey,
• 21:15
  Speaker 1: it says it's profitable with this, I'm gonna buy it,
• 21:18
  Speaker 1: and then it doesn't work and they're out of business
• 21:19
  Speaker 1: in a year or two. They don't know how to
• 21:21
  Speaker 1: run it. There's a shortcut, maybe, But we're also talking
• 21:25
  Speaker 1: about sustainability too, in growth, in being it so that
• 21:29
  Speaker 1: it's not kind of hollowed from the inside out. It's like,
• 21:32
  Speaker 1: is this solid or is this kind of a house
• 21:35
  Speaker 1: of cards?
• 21:36
  Speaker 2: If you will, I mean, you can always tell, like,
• 21:39
  Speaker 2: and that's that's the crazy part. Like I've been a
• 21:41
  Speaker 2: consultant for so long, and one of the crazy things
• 21:44
  Speaker 2: is nobody has it figured out right for the most part.
• 21:48
  Speaker 2: Like we're all swimming in deep water, and there's always
• 21:51
  Speaker 2: the next new thing that's hard, and the next new
• 21:53
  Speaker 2: thing and the next new evolution of who we're becoming
• 21:56
  Speaker 2: in order to be able to achieve the next level
• 21:58
  Speaker 2: of what we're doing. And that's okay, because that's that
• 22:00
  Speaker 2: it is. Even if you see a company that looks
• 22:02
  Speaker 2: all pretty from the outside, you go on the inside
• 22:05
  Speaker 2: and look at the inner workings and the mechanics of it,
• 22:07
  Speaker 2: and there are all sorts of problems. But I love
• 22:09
  Speaker 2: the fact that what you said in you know, if
• 22:12
  Speaker 2: I was an environmental consulting, and I had everything but
• 22:16
  Speaker 2: the kitchen sink, and I gave them all that and
• 22:18
  Speaker 2: it's overwhelming and they're like, oh crap. Not only is
• 22:21
  Speaker 2: this too expensive, but it's too much. How could we
• 22:23
  Speaker 2: ever do that? This is where it brings it all
• 22:25
  Speaker 2: back to the journey framework. And so what we have
• 22:29
  Speaker 2: to do and I'm talking with my hands here, but
• 22:33
  Speaker 2: what we have to do is we need to And
• 22:35
  Speaker 2: what I'll give you is because this applies both to
• 22:37
  Speaker 2: you as a business owner and how you apply it
• 22:41
  Speaker 2: to your clients. That's why it's called a meta framework.
• 22:43
  Speaker 2: It's a framework above the framework. So when you're working
• 22:46
  Speaker 2: with a client, what you do is you extrapolate a
• 22:49
  Speaker 2: period of time. Right, let's say you have everything about
• 22:52
  Speaker 2: the kitchen sink. I would probably tell you, David, we
• 22:55
  Speaker 2: could launch a podcast for you, and we could be
• 22:58
  Speaker 2: launching Facebook ads and Google ads and all of these things.
• 23:02
  Speaker 2: But all of that stuff, based on the conversation that
• 23:05
  Speaker 2: we've had is really expensive. And we could do that
• 23:08
  Speaker 2: for you. I know that that's not in your skill set.
• 23:10
  Speaker 2: We could do that for you, but that's going to
• 23:12
  Speaker 2: cost X, Y and Z, And quite frankly, what I
• 23:15
  Speaker 2: know I need to do is create the revenue for
• 23:18
  Speaker 2: you so that you can pay for that in the future.
• 23:20
  Speaker 1: M hm.
• 23:22
  Speaker 2: So that's not the right thing at the right time.
• 23:26
  Speaker 2: It's the right thing, and it'll absolutely work when you
• 23:29
  Speaker 2: have enough cash to put in ten thousand dollars a
• 23:31
  Speaker 2: month in your Facebook ad account. I think half the
• 23:33
  Speaker 2: reason Facebook ads don't work most of the time is
• 23:35
  Speaker 2: because people are really scared about it and they only
• 23:39
  Speaker 2: want to put in five hundred dollars a month. I'm like,
• 23:40
  Speaker 2: you got to spend ten grand for the algorithm to
• 23:42
  Speaker 2: even work. Like that's how Mark Zuckerbert's so rich. It works,
• 23:46
  Speaker 2: but it only works at a certain level and with
• 23:48
  Speaker 2: a certain level of management. If you go and find
• 23:50
  Speaker 2: the five hundred dollars a month Facebook ads agency, don't
• 23:54
  Speaker 2: be surprised when you don't get the result that they
• 23:57
  Speaker 2: said that you'd get. It just doesn't work that way.
• 23:59
  Speaker 2: Most of the really really good agencies that I'm seeing
• 24:02
  Speaker 2: now just take a percentage of profits because they know
• 24:04
  Speaker 2: their stuff works so well. Yep, and they'll only take
• 24:09
  Speaker 2: on very specific clients that have already done a lot
• 24:11
  Speaker 2: of the foundational work. And so let me bring this
• 24:14
  Speaker 2: all home. So what I'm saying is you have to
• 24:17
  Speaker 2: put it together a journey for your clients and you
• 24:21
  Speaker 2: have to put together the journey for yourself. So how
• 24:25
  Speaker 2: that looks tactically. Wake Up Warrior was great at this.
• 24:28
  Speaker 2: They had this thing called the Impossible Game, where you'd
• 24:31
  Speaker 2: set your targets out about a year to a year
• 24:33
  Speaker 2: and a half or two years. Eos has it too,
• 24:35
  Speaker 2: if they're called Rocks whatever it is. Again, there's overarching
• 24:39
  Speaker 2: frameworks in every program and you'll see it. It's called
• 24:41
  Speaker 2: the journey. And so you lay out this target of
• 24:44
  Speaker 2: where you really really want to be in a certain timeframe,
• 24:48
  Speaker 2: and you get to decide what that timeframe is. Some
• 24:50
  Speaker 2: people say a year, some people say three years, some
• 24:52
  Speaker 2: people say the next quarter. It doesn't really matter as
• 24:55
  Speaker 2: long as it feels impossible or kind of makes your
• 24:58
  Speaker 2: uh you tingle a a little bit, is like, oh
• 25:00
  Speaker 2: my god, that's crazy. But you know, like I remember
• 25:04
  Speaker 2: in twenty sixteen or twenty seventeen, I was sitting at
• 25:07
  Speaker 2: an event and that event was something for Infusion Soft.
• 25:10
  Speaker 2: It was like their con or whatever, and I went
• 25:13
  Speaker 2: to a high level I went to a high level
• 25:18
  Speaker 2: like workshop thing, and what they asked me to do
• 25:21
  Speaker 2: is They were like, Josh, what I want you to
• 25:23
  Speaker 2: do is I want you to take out this piece
• 25:25
  Speaker 2: of paper. They gave me a bunch of pieces of
• 25:26
  Speaker 2: paper and sharpie's and cool colors and stuff like that.
• 25:28
  Speaker 2: So I was throwing you and doing cool things, and
• 25:30
  Speaker 2: they're like, I want you to write on this piece
• 25:32
  Speaker 2: of paper exactly how much money you want to be
• 25:35
  Speaker 2: making per month. Now, me, being the naive new business
• 25:39
  Speaker 2: owner that I was, of course, I wrote the obligatory
• 25:42
  Speaker 2: eighty three three and thirty three dollars. Why is that, David?
• 25:47
  Speaker 1: Yeah, is that get chuse to a million?
• 25:50
  Speaker 2: Exactly a million dollars a year? Now? That number seemed
• 25:55
  Speaker 2: so astronomical and outlandish to me at the time that
• 25:59
  Speaker 2: it is no wonder that I didn't achieve that, because
• 26:02
  Speaker 2: I never thought that I would, right, And so that
• 26:07
  Speaker 2: was like a huge mistake. It wasn't a mistake, It
• 26:09
  Speaker 2: just like didn't actually get me any results because it
• 26:12
  Speaker 2: didn't break it down for me as far as what
• 26:14
  Speaker 2: I needed to do next. It didn't give me any clarity.
• 26:16
  Speaker 2: It only gave me anxiety. Really, and so you set
• 26:21
  Speaker 2: that big target, but you really what you need to
• 26:23
  Speaker 2: know is you need to know where you are right now.
• 26:26
  Speaker 2: Let's say I want to get to one hundred thousand
• 26:28
  Speaker 2: dollars or eighty three thousand dollars a month. Well, and
• 26:31
  Speaker 2: here's how the geometric progression works. Take your timeframe, divide
• 26:37
  Speaker 2: it by four, and divide that number by four or
• 26:40
  Speaker 2: four times. So the first thing that I do is
• 26:42
  Speaker 2: divide it in half, and we're just going to use
• 26:45
  Speaker 2: eighty thousand to keep it easy. So, because I don't
• 26:46
  Speaker 2: feel like doing math right now, eighty thousand dollars, the
• 26:50
  Speaker 2: last evolution in my third quarter over the next year
• 26:54
  Speaker 2: is going to be that extra forty K, So that's
• 26:55
  Speaker 2: going to be forty to eighty thousand, and so forty
• 26:59
  Speaker 2: k becomes benchmark, and then I cut that in half again,
• 27:03
  Speaker 2: and so twenty k becomes my benchmark, and then I
• 27:07
  Speaker 2: cut that in half again, and ten k becomes my benchmark.
• 27:10
  Speaker 2: So if I'm at zero and I'm aiming at ten thousand,
• 27:13
  Speaker 2: then this quarter, the only thing that I need to
• 27:16
  Speaker 2: focus on is strategies and tactics that are going to
• 27:18
  Speaker 2: get me to my first ten k m. Anything outside
• 27:22
  Speaker 2: of that or anybody that tells me I'm going to
• 27:24
  Speaker 2: come and make a million dollars blah blah blah blah blah,
• 27:26
  Speaker 2: don't do it right.
• 27:29
  Speaker 1: Yeah, And so the.
• 27:31
  Speaker 2: One easier way to break this down and make it
• 27:33
  Speaker 2: more applicable to almost any type of business is when
• 27:35
  Speaker 2: you think about those numbers, don't think in terms of
• 27:38
  Speaker 2: net revenue or sorry, gross revenue. Think in terms of
• 27:41
  Speaker 2: net profit m because even if you're doing a million
• 27:46
  Speaker 2: dollars a year right now, you're doing only a certain
• 27:49
  Speaker 2: amount of profit, especially in a lot of service or
• 27:51
  Speaker 2: home service businesses and things like that, and the profit
• 27:53
  Speaker 2: is the thing that you really care about right now anyways,
• 27:56
  Speaker 2: because that's how much money you get to take home.
• 27:58
  Speaker 2: So think about it in terms of profit. I want
• 28:00
  Speaker 2: to be making eighty thousand dollars in profit and right
• 28:02
  Speaker 2: now I'm making zero, or I have no freaking idea,
• 28:06
  Speaker 2: because that's actually what I see most of them is like,
• 28:08
  Speaker 2: I don't know. I'm making money, I'm paying the bills,
• 28:11
  Speaker 2: things are good. I got money in the bank account
• 28:12
  Speaker 2: and it's okay. Or I'm making a crapload of money,
• 28:15
  Speaker 2: but I have no money in the bank account. I'm
• 28:17
  Speaker 2: spending all this stuff and I have no idea what's happening. Well,
• 28:20
  Speaker 2: chances are in your first quarter, one of the things
• 28:23
  Speaker 2: that you might want to look at is fixing your
• 28:25
  Speaker 2: finances and getting your books in order and focusing on
• 28:28
  Speaker 2: that piece. Yep, Because if you can't understand profit, you
• 28:31
  Speaker 2: can't grow anything, you can't scale anything, You're gonna have
• 28:33
  Speaker 2: no idea what to do next.
• 28:35
  Speaker 1: Yeah.
• 28:35
  Speaker 2: Absolutely, Again, your first framework is just that first milestone
• 28:40
  Speaker 2: to double what you're doing today, and that's how I
• 28:42
  Speaker 2: work it. So to work the other direction, it's what
• 28:45
  Speaker 2: are you doing in profit right now? In the next
• 28:49
  Speaker 2: three months, how can you two x that? How can
• 28:51
  Speaker 2: you double that? And then in the next three months,
• 28:54
  Speaker 2: how can you double that again? And then the next
• 28:58
  Speaker 2: three months, how can you double that again? And that
• 29:01
  Speaker 2: will still get you to the same result. But each
• 29:03
  Speaker 2: stage is going to require a different skill set. It's
• 29:07
  Speaker 2: going to require different tactics and different strategies. And whether
• 29:10
  Speaker 2: it's three months or six months or twelve months that
• 29:12
  Speaker 2: it takes you to reach that next milestone, I can
• 29:14
  Speaker 2: tell you that that's the milestone with the tactics that
• 29:17
  Speaker 2: you need to do for a long enough period of
• 29:19
  Speaker 2: time that they work, Meaning even if that last forty
• 29:22
  Speaker 2: K takes you six months twelve months, two years. That's
• 29:28
  Speaker 2: what I'm trying to elude here is it's not about
• 29:31
  Speaker 2: the time frame. It's about the tactics during that period, right,
• 29:37
  Speaker 2: because to go from forty to eighty thousand, it's probably
• 29:40
  Speaker 2: going to be about running ads and scaling marketing and
• 29:42
  Speaker 2: scaling a couple channels to a really big level, or
• 29:45
  Speaker 2: scaling whatever it was that I was doing that was working.
• 29:50
  Speaker 2: And that's the crazy part too. It's like you'll see
• 29:52
  Speaker 2: somebody go from let's just say level one to level two,
• 29:55
  Speaker 2: to level three to level four, or like level one
• 29:58
  Speaker 2: to level two, and let's say most of the business
• 30:00
  Speaker 2: comes from referrals and word of mouth, yep. And then
• 30:04
  Speaker 2: when they reach level too, they're like, well, I'm gonna
• 30:07
  Speaker 2: stop focusing on referrals and word of mouth and I'm
• 30:09
  Speaker 2: gonna go try this new thing over here and build
• 30:12
  Speaker 2: this whole system. And I'm like, why didn't you just
• 30:14
  Speaker 2: do more of what you were doing before it was working,
• 30:18
  Speaker 2: Like you were creating relationships and doing all that stuff.
• 30:21
  Speaker 2: And sure you might not be able to do it
• 30:22
  Speaker 2: at scale, but trying to do things at scale and
• 30:27
  Speaker 2: stopping yourself from doing them because they don't scale is
• 30:30
  Speaker 2: actually might be holding you back mm hmm, because I
• 30:34
  Speaker 2: sat in an event in twenty nineteen called Trafficking Conversions
• 30:39
  Speaker 2: and Ryan Dice got on stage, and I thought what
• 30:41
  Speaker 2: he said was masterful. He said, the future of marketing
• 30:46
  Speaker 2: is scaling the unscalable. And what that means to me
• 30:52
  Speaker 2: is like, the people that we do business with and
• 30:55
  Speaker 2: the people that we work with are people yep. And
• 30:58
  Speaker 2: I'm telling you right now, if you're on a to
• 31:00
  Speaker 2: B type thing, they don't want to come to a webinar.
• 31:04
  Speaker 2: They don't want to come to some of those things,
• 31:06
  Speaker 2: Like if you're the person not using AI and not
• 31:10
  Speaker 2: trying to you know, use mass tactics and all of that,
• 31:13
  Speaker 2: you're immediately going to set yourself apart from other people.
• 31:17
  Speaker 2: And if you're just starting out or no matter where
• 31:19
  Speaker 2: you are in your business, that is going to shine
• 31:22
  Speaker 2: through because somebody will know that they'll get a level
• 31:24
  Speaker 2: of service from you that that giant company can't do M.
• 31:28
  Speaker 2: And so there's actually a strategic advantage to being small yep.
• 31:33
  Speaker 2: So take advantage of that strategic advantage to bring this
• 31:36
  Speaker 2: all home one more time. Take where you are right now,
• 31:41
  Speaker 2: determine where you want to go and just cut it
• 31:43
  Speaker 2: into micro chunks in two xes. That's why it's called
• 31:46
  Speaker 2: the geometric progression formula. Geometric progression is just the idea
• 31:48
  Speaker 2: that every time and every step I'm doubling, I read
• 31:53
  Speaker 2: a book and I actually have it here by Dan
• 31:55
  Speaker 2: Sullivan called ten X is easier than two X. Oh yeah,
• 31:59
  Speaker 2: I actually kind of call bs on that because the
• 32:03
  Speaker 2: thing that it doesn't neget, the thing that it doesn't
• 32:07
  Speaker 2: give you is the idea that you need to gain
• 32:10
  Speaker 2: the skills as you're doing the two X jumps in
• 32:12
  Speaker 2: order to get the ten X leap.
• 32:15
  Speaker 1: Yep.
• 32:15
  Speaker 2: So it's kind of like I told it this way
• 32:17
  Speaker 2: to somebody that I was talking to on a call
• 32:19
  Speaker 2: the other day. It's like you're playing a video game
• 32:24
  Speaker 2: and you're in level one or level two or level three,
• 32:27
  Speaker 2: and as you're going through it, let's say it's a
• 32:29
  Speaker 2: role playing game. I don't I'm probably gonna use the
• 32:30
  Speaker 2: wrong words because I don't play video games. But as
• 32:32
  Speaker 2: you're going through it, you need to obtain the agility,
• 32:35
  Speaker 2: and you need to get the sword and the shield
• 32:37
  Speaker 2: and the armor and the different things like that. Yeah,
• 32:40
  Speaker 2: if you try and skip ahead to level twenty and
• 32:42
  Speaker 2: fight the boss. What's gonna happen. You're gonna die, You're
• 32:45
  Speaker 2: gonna get Yeah, don't negate the journey of the growth
• 32:51
  Speaker 2: that you get to experience along that journey, as you
• 32:55
  Speaker 2: gain new skills, you gain new knowledge, you gain different things.
• 32:59
  Speaker 1: And so.
• 33:01
  Speaker 2: I'm talking a lot here, but this is like an
• 33:03
  Speaker 2: important concept and I've done a lot of thinking time
• 33:06
  Speaker 2: on this, and so the way you would lay that
• 33:09
  Speaker 2: out for yourself, David, is the same way that I
• 33:12
  Speaker 2: would do it for. And I know nothing about environmental engineering,
• 33:19
  Speaker 2: but if I were to be for providing a proposal
• 33:23
  Speaker 2: to an environmental engineering company or to somebody who needs
• 33:26
  Speaker 2: environmental engineering for whatever that you do, you know, putting
• 33:30
  Speaker 2: a building in a place or something.
• 33:32
  Speaker 1: I don't know.
• 33:34
  Speaker 2: It's all about what is the next most important thing.
• 33:38
  Speaker 2: How about we start working together. Let's accomplish this next
• 33:42
  Speaker 2: most important thing so that we can then open up
• 33:45
  Speaker 2: the new possibility. Because it also goes with a framework
• 33:49
  Speaker 2: that it's called the problem solution cycle. Every problem that
• 33:55
  Speaker 2: you solve, So you have a problem, you come up
• 33:59
  Speaker 2: with a solution, and what that does is it creates
• 34:01
  Speaker 2: a new problem.
• 34:03
  Speaker 1: Yeah.
• 34:04
  Speaker 2: I have had so many calls both on a sales
• 34:07
  Speaker 2: call or consulting call where the one thing is like
• 34:10
  Speaker 2: somebody will be telling me something is like oh man,
• 34:12
  Speaker 2: one day, like, man, I don't want to do this
• 34:14
  Speaker 2: because then I'm going to have that problem. Yeah, And
• 34:18
  Speaker 2: my answer is always like, wouldn't that be a sweet
• 34:20
  Speaker 2: problem to have?
• 34:24
  Speaker 1: Yeah?
• 34:24
  Speaker 2: Like I would be stoked to have that problem, because
• 34:26
  Speaker 2: if you have that problem, it means you've solved X,
• 34:28
  Speaker 2: Y and Z.
• 34:29
  Speaker 1: Yeah.
• 34:30
  Speaker 2: Yeah, so let's aim at getting that problem. Let's let's
• 34:32
  Speaker 2: make that a problem, right. And how this relates tactically
• 34:36
  Speaker 2: is like creating a long term nurture email sequence for example,
• 34:42
  Speaker 2: or a long term thing or automating my entire sales process. Well,
• 34:47
  Speaker 2: why can't your salespeople just like follow up with their leads?
• 34:55
  Speaker 2: And if you guys didn't see that, it did like
• 34:56
  Speaker 2: an explosion.
• 34:57
  Speaker 1: Those that are just listening online, you're gonna have to
• 34:59
  Speaker 1: come watch the video.
• 35:00
  Speaker 2: Yeah, but yeah, like why don't why can't your salespeople
• 35:04
  Speaker 2: just call it follow it with their leads? Why do
• 35:06
  Speaker 2: you need an automated text message SMS sequence to go
• 35:09
  Speaker 2: into the thing when you're salespeople or when you should
• 35:12
  Speaker 2: be doing sales spending three to four hours a day
• 35:14
  Speaker 2: doing that and you can just pick up the phone
• 35:15
  Speaker 2: and actually call somebody.
• 35:17
  Speaker 1: Mm hmm.
• 35:18
  Speaker 2: It's mind bending to me that people think that they
• 35:21
  Speaker 2: want to grow a business and then they try doing
• 35:23
  Speaker 2: all these automation things when they haven't even figured out
• 35:25
  Speaker 2: the copy and the way to talk about it and
• 35:28
  Speaker 2: the way to get X ray vision into your customer's
• 35:31
  Speaker 2: minds and actually talk about their problems in the way
• 35:33
  Speaker 2: that they would talk about their problems.
• 35:36
  Speaker 1: Yeah, I think when you you might just mentioned this
• 35:39
  Speaker 1: at the beginning of the Journey or Josh, you're talking
• 35:41
  Speaker 1: about how the business starts out one way and it
• 35:44
  Speaker 1: ends up going somewhere else, and there's there's a there's
• 35:47
  Speaker 1: that's not a bad thing. It's it's understanding who your
• 35:49
  Speaker 1: ideal client is, where the market is, what you're bringing.
• 35:52
  Speaker 1: And again I've seen the value that myself over the
• 35:56
  Speaker 1: course of uh September, it'll be two years I started
• 35:59
  Speaker 1: through your businusiness. So you know, it's been morphing and
• 36:02
  Speaker 1: understanding and so and even just doing the podcast with
• 36:06
  Speaker 1: you here. You know, I've been doing this podcast, The
• 36:07
  Speaker 1: Business round Table almost a year now and then Intelligent
• 36:11
  Speaker 1: Leadership earlier this year. It's going through the journey's getting
• 36:14
  Speaker 1: the reps and going that in and I can't you know,
• 36:19
  Speaker 1: understand you know, just under understate that are you know
• 36:22
  Speaker 1: and emphasize I should say this what you're talking about
• 36:25
  Speaker 1: getting the reps in now, I will say, Josh, one
• 36:28
  Speaker 1: of the things that I found that has been most
• 36:29
  Speaker 1: beneficial as I've been going through the journey is find
• 36:32
  Speaker 1: other people that are further along in the journey like yourself,
• 36:36
  Speaker 1: learn from their mistakes, learn from their challenges, and and
• 36:41
  Speaker 1: that will help you. But you still got to go
• 36:43
  Speaker 1: through the journey yourself, you know, you still got to
• 36:45
  Speaker 1: figure that out right.
• 36:47
  Speaker 2: Yeah, I'd like to say that there's a huge difference
• 36:50
  Speaker 2: between information and knowledge. M h.
• 36:53
  Speaker 1: Yes.
• 36:53
  Speaker 2: Information there is a plethora of it on the Internet.
• 36:56
  Speaker 2: All you have to do is look up YouTube videos
• 36:58
  Speaker 2: and things like that. Knowledge is information applied, meaning you
• 37:03
  Speaker 2: don't really know something until you've done it. I can
• 37:07
  Speaker 2: read all the books and all the YouTube videos and
• 37:11
  Speaker 2: all the different things and how to snowboard if I
• 37:13
  Speaker 2: want to, but I still don't know how to snowboard
• 37:17
  Speaker 2: because I've never actually snowboarded. I've never gone out there
• 37:19
  Speaker 2: and fell on my butt. A million different times until
• 37:22
  Speaker 2: I don't fall on my butt anymore. And like most
• 37:25
  Speaker 2: people don't want to learn a new skill because they're
• 37:27
  Speaker 2: going to fall on their butt and it's not comfortable
• 37:29
  Speaker 2: and you're going to look like an idiot.
• 37:33
  Speaker 1: Yeah no, sorry, go ahead. Yeah, I think I think
• 37:38
  Speaker 1: it's Malcolm glad Well. I can't remember if he's him,
• 37:40
  Speaker 1: the one that's talking about the ten thousand hours or
• 37:42
  Speaker 1: whatever becoming an expert. Whereas this this idea of you've
• 37:45
  Speaker 1: got to get enough in there. And like you said
• 37:47
  Speaker 1: earlier in the podcast here, Josh, like some people just
• 37:49
  Speaker 1: want to jump to mastermind group, Like, oh, I could
• 37:52
  Speaker 1: just do all these people? How you how many one
• 37:54
  Speaker 1: on one have you done? Oh? I have hardly any Well,
• 37:57
  Speaker 1: how are you going to be able to hold a
• 37:58
  Speaker 1: room of all these different people if you can't even
• 38:00
  Speaker 1: do it one on one or understand that you know, Well.
• 38:04
  Speaker 2: Here's the biggest obstacle too, is like it negates the
• 38:07
  Speaker 2: ability to pivot right. And I did this actually, so
• 38:10
  Speaker 2: a few years ago. You know, I grew an agency
• 38:13
  Speaker 2: up to a really great level. I was really proud
• 38:15
  Speaker 2: of what I had built for the most part, but
• 38:18
  Speaker 2: my day in and day out, my calendar and the
• 38:20
  Speaker 2: way that it looked and what I was doing on
• 38:22
  Speaker 2: a daily basis made me miserable. What I did is
• 38:26
  Speaker 2: I got really aimed on that eighty three thousand dollars number,
• 38:29
  Speaker 2: and no matter what I did, I wanted to hit
• 38:31
  Speaker 2: that with the thing that I was doing right now
• 38:33
  Speaker 2: and negated and the pivoting in any way because I
• 38:36
  Speaker 2: was so romantic about that. And what I ended up
• 38:38
  Speaker 2: doing is building the wrong business, building something that ended
• 38:42
  Speaker 2: up being a jail or a prison for me, and
• 38:43
  Speaker 2: I hated it because along that journey and along that path,
• 38:48
  Speaker 2: I just wanted to grow really fast and bring on
• 38:50
  Speaker 2: a bunch of different things. And I didn't actually pivot
• 38:52
  Speaker 2: when I knew that I should have pivoted. And I mean, granted,
• 38:55
  Speaker 2: my business now is somewhat similar, but I focused mostly
• 38:58
  Speaker 2: on growth and consulting and the things that people actually
• 39:01
  Speaker 2: need because like, and here's just a funny thing I've
• 39:05
  Speaker 2: noticed it is like when you talk to agency owners,
• 39:08
  Speaker 2: I've called myself the agency whisper, like the jaded agency owner,
• 39:13
  Speaker 2: because one of the biggest kind of beef I have
• 39:16
  Speaker 2: in that space is that when you're a hammer, everything
• 39:19
  Speaker 2: is a nail and So if I run a Google
• 39:23
  Speaker 2: PPC agency, or if I run a Facebook ads agency
• 39:26
  Speaker 2: or a Go high level funnel agency or a click
• 39:29
  Speaker 2: funnels thing, then of course that's the thing that everybody needs.
• 39:33
  Speaker 2: The second you move outside of that and actually become
• 39:36
  Speaker 2: a strategist for somebody or for the people that you
• 39:39
  Speaker 2: work for, you're going to tenex your revenue because the
• 39:43
  Speaker 2: value that you give is greater because there are two
• 39:47
  Speaker 2: costs that people see. They see the external cost of
• 39:50
  Speaker 2: whatever the thing is that you have, but the other
• 39:53
  Speaker 2: costs that people don't necessarily account for all the time
• 39:58
  Speaker 2: is something one of my favorite author is Keith Cunningham
• 40:02
  Speaker 2: calls dumb tax. Yeah, and dumb tax is making the
• 40:06
  Speaker 2: wrong decision and keeping doing the wrong decision for a
• 40:09
  Speaker 2: long enough period of time that you spend a bunch
• 40:11
  Speaker 2: of money on something that you never intended to do
• 40:13
  Speaker 2: in the first place. Oh man, and then you you know,
• 40:16
  Speaker 2: you get romantic about a solution, or you get romantic
• 40:18
  Speaker 2: about whatever the thing is, and you're like, I've already
• 40:21
  Speaker 2: invested so much money and this thing I'm gonna just
• 40:23
  Speaker 2: keep pouring it in. And I'm I'm just using his
• 40:28
  Speaker 2: words because I listened to the audio version, like he
• 40:30
  Speaker 2: actually says that kind of stuff like his dumb tacks.
• 40:32
  Speaker 2: The other piece is missed opportunity or opportunity cost, meaning
• 40:37
  Speaker 2: you know, you don't count or account for money that
• 40:41
  Speaker 2: you didn't make. I'll tell you a story about that.
• 40:47
  Speaker 2: The past few weeks, I've been dinking around and playing
• 40:50
  Speaker 2: around with like some stock options, trading and doing some
• 40:52
  Speaker 2: stuff in the stock market, just because I kind of
• 40:54
  Speaker 2: find it to be fun. It's exhilarating. It's kind of
• 40:56
  Speaker 2: like gambling in a way. And I've just had this
• 41:00
  Speaker 2: nagging thought lately and it showed up for me in
• 41:02
  Speaker 2: my journal the other day. I'm like, I need to
• 41:04
  Speaker 2: just delete all this crap. Like if I'm sitting here
• 41:08
  Speaker 2: staring at a stock chart for two hours a day.
• 41:12
  Speaker 1: Ope, you muted there, Josh, hold on, let me bumped
• 41:15
  Speaker 1: you there. See. Uh try to immute yourself there testing
• 41:21
  Speaker 1: There we go, there we go.
• 41:22
  Speaker 2: You're getting bumped.
• 41:24
  Speaker 1: I bumped the court excited.
• 41:26
  Speaker 2: Yeah, I know, right, No. But like, the thing that's
• 41:29
  Speaker 2: been showing up for me is I'm sitting here looking
• 41:30
  Speaker 2: at a stock chart every day, providing no value to
• 41:32
  Speaker 2: the marketplace for about an hour or two every single day,
• 41:36
  Speaker 2: and the thought that came to me is like, man,
• 41:38
  Speaker 2: what if I spent that hour or two making calls
• 41:41
  Speaker 2: to people and just giving them value. Wouldn't that like
• 41:46
  Speaker 2: I would make ten times more than anything I could
• 41:49
  Speaker 2: make in stock options trading without any risk of loss
• 41:52
  Speaker 2: because if somebody says no, I didn't lose anything.
• 41:55
  Speaker 1: Yeah, yep, yeah, that's such a great Uh. You know,
• 42:00
  Speaker 1: we have to look at ourselves along the journey, like
• 42:02
  Speaker 1: you said, Josh, what what's working, what's not working? Is
• 42:06
  Speaker 1: it getting me the desired result or not? And then
• 42:08
  Speaker 1: we have to be kind of not kind of we
• 42:10
  Speaker 1: have to be ruthless extracting out those things that don't
• 42:14
  Speaker 1: Like you said, say no to that, and I've been there, Josh,
• 42:17
  Speaker 1: I totally get what you're saying. Is like, I you
• 42:21
  Speaker 1: know this this could be not just in business up
• 42:24
  Speaker 1: but like you're talking about business, it could be forms
• 42:26
  Speaker 1: of sedation, you know. You know I've talked about in
• 42:28
  Speaker 1: the warrior world, what whether are we sedating with to
• 42:34
  Speaker 1: cope with all the things that are going around us?
• 42:35
  Speaker 1: And You're like, that's not really helping me, that's not
• 42:37
  Speaker 1: really benefiting me, And I actually it's kind of funny
• 42:41
  Speaker 1: because I just recorded a podcast. On my other episode
• 42:44
  Speaker 1: on other Intelligent human leadership one, I was talking about
• 42:47
  Speaker 1: what are the leaks? What's leaking out of us? Of power, certainty, clarity,
• 42:53
  Speaker 1: We all have it in different areas, and so you said,
• 42:56
  Speaker 1: you're identifying one of those things, Josh, and so are
• 43:00
  Speaker 1: one of the most powerful things of having a coach
• 43:02
  Speaker 1: or consultant is they just hold a mirror back up
• 43:04
  Speaker 1: to you, right and saying, Okay, just lay it out,
• 43:07
  Speaker 1: tell me all the things you're doing. What are all
• 43:09
  Speaker 1: those things are? And and just be real about the facts, right,
• 43:13
  Speaker 1: And then you can say, then you can just start
• 43:14
  Speaker 1: looking at those things. Is that get what you want? Yes?
• 43:17
  Speaker 1: Or no? What what you know? And start That's whatever
• 43:21
  Speaker 1: real coach does. I find that's why when you invest
• 43:24
  Speaker 1: in a coach, rather than trying to be in a
• 43:25
  Speaker 1: silo yourself and just try to figure this out alone,
• 43:28
  Speaker 1: you're gonna spend a lot of time and money. And
• 43:30
  Speaker 1: then you said, like you said earlier, you're going to
• 43:32
  Speaker 1: pay the dumb tax. So let's let's let's maybe shift
• 43:35
  Speaker 1: the dumb tax. If you're going to pay anything, at
• 43:37
  Speaker 1: least pay it. And somebody's going to help you be
• 43:39
  Speaker 1: more productive and effective. Uh and and Josh, I mean,
• 43:44
  Speaker 1: I hope people that are listening to this are hearing
• 43:46
  Speaker 1: loud and clear that you're one trusted advisor that I've
• 43:51
  Speaker 1: had that that can give you that candid feedback. Be honest.
• 43:56
  Speaker 1: We talked about this in the Lawyer, right, that we
• 43:58
  Speaker 1: live by the code stop lying and tell the truth,
• 44:00
  Speaker 1: like we're not trying to. You don't have to put
• 44:02
  Speaker 1: any show here. You know a lot of people like
• 44:05
  Speaker 1: to show revenue numbers, like how much revenue? Right, well,
• 44:08
  Speaker 1: what was the profit? But I don't know. I did
• 44:10
  Speaker 1: the revenue?
• 44:11
  Speaker 2: Yeah, I know, but I made it to the two
• 44:13
  Speaker 2: coma Club. You know, I spent one point one million
• 44:16
  Speaker 2: dollars in ads to make a million dollars and I
• 44:18
  Speaker 2: got my award.
• 44:20
  Speaker 1: Right, you know. So let's be real, right and transparent.
• 44:27
  Speaker 1: And that's what a good coach and consultant will help do.
• 44:31
  Speaker 1: The coach particularly is going to be able to help
• 44:33
  Speaker 1: you strip away these levels of self propervation, these stories
• 44:38
  Speaker 1: that you say, oh that are I'm not serving you anymore, right, Josh?
• 44:43
  Speaker 2: Yeah, So I I the company that I run is
• 44:47
  Speaker 2: kind of a hybrid between coaching, consulting, and actually done
• 44:50
  Speaker 2: for you services because there are just certain things that
• 44:53
  Speaker 2: I'm like, oh my god, Like I can't even teach
• 44:55
  Speaker 2: you how to build the system. I just I will
• 44:57
  Speaker 2: build the system for you. And that's exactly part of
• 44:59
  Speaker 2: the entire thing is when you start working with people,
• 45:02
  Speaker 2: they're going to teach you what to build for them.
• 45:04
  Speaker 2: It is the most beautiful thing. Like, over the past
• 45:07
  Speaker 2: year or so, I've started working with and consulting with
• 45:09
  Speaker 2: and doing all that stuff, and we ended up building
• 45:12
  Speaker 2: about six really cool products. And it was only built
• 45:15
  Speaker 2: out of a necessity or out of a need that
• 45:16
  Speaker 2: somebody actually had, right So, whether you needed VA services
• 45:20
  Speaker 2: or a podcast to be launched for you, or content
• 45:22
  Speaker 2: to be created from the videos that you were creating
• 45:24
  Speaker 2: or whatever, all of these products in the agency side
• 45:27
  Speaker 2: of what we do were created because it was just
• 45:30
  Speaker 2: easier for me to create it and cheaper for them
• 45:32
  Speaker 2: for me to create it and just do it for
• 45:35
  Speaker 2: them and kind of crowdsource if you will, all.
• 45:38
  Speaker 1: Of that stuff.
• 45:39
  Speaker 2: But I totally agree with you, it is very difficult
• 45:47
  Speaker 2: to see the forest through the trees, and that's where
• 45:50
  Speaker 2: a coach comes into play. I have seen people saying
• 45:53
  Speaker 2: I can't afford to hire a coach. I can't afford
• 45:56
  Speaker 2: to hire a consultant. I can't afford insert blank right.
• 46:02
  Speaker 2: If it's the right thing at the right time, I'd
• 46:05
  Speaker 2: ask you this one simple question, can you afford not to?
• 46:12
  Speaker 2: Because if you don't, you will remain where you are
• 46:16
  Speaker 2: without the knowledge or the information, or you're going to
• 46:19
  Speaker 2: have to distill it and make all the mistakes yourself.
• 46:22
  Speaker 2: And so in coaching and consulting, most of the time,
• 46:25
  Speaker 2: what our aim is is to get you towards the
• 46:28
  Speaker 2: ideal result that you're aiming at within that timeframe, but
• 46:31
  Speaker 2: not only get you towards that, but get you there faster.
• 46:35
  Speaker 1: Yes.
• 46:36
  Speaker 2: So it's like, if my aim is to make one
• 46:37
  Speaker 2: hundred and grand a month, and I think it'll take
• 46:41
  Speaker 2: me two years, but this guy can help me do
• 46:44
  Speaker 2: it in one by helping me not make some mistakes
• 46:48
  Speaker 2: and with recruiting and fix my operations. While one hundred
• 46:52
  Speaker 2: thousand dollars times twelve, that's going to make me one
• 46:54
  Speaker 2: to one point two million dollars and he's charging ten grand.
• 46:59
  Speaker 2: That's how was like a steal I just paid. I
• 47:01
  Speaker 2: paid one hundred grand for college for a college degree
• 47:04
  Speaker 2: that didn't do anything more?
• 47:05
  Speaker 1: Right, Yeah, right, I would, I would. I would even
• 47:08
  Speaker 1: add to that, Josh, I had a client, yes, yes,
• 47:11
  Speaker 1: yesterday I was talking to him and he was calling
• 47:13
  Speaker 1: me and he was just saying, you know what, I
• 47:16
  Speaker 1: just want to let you know. And I really appreciated
• 47:18
  Speaker 1: this that he took the time to call me and
• 47:20
  Speaker 1: share this. But he said, you know, when I see
• 47:21
  Speaker 1: the invoice show up, I actually feel good about it
• 47:25
  Speaker 1: because I'm in this is his words, I'm investing. Uh,
• 47:30
  Speaker 1: I'm investing in myself and and and it's an investment.
• 47:36
  Speaker 1: And so that's I think you bring a good point, Josh,
• 47:39
  Speaker 1: of where is your mindset at? Because if you're like
• 47:44
  Speaker 1: you said, I can't, you're already starting in a deficit.
• 47:48
  Speaker 1: So if you're you're you're you're crazy enough to step
• 47:50
  Speaker 1: as an entrepreneurs, crazy to step as a leader. You
• 47:54
  Speaker 1: have got to create an aspiring vision what what what?
• 47:57
  Speaker 1: I want to say, you know, this overarching way of
• 48:00
  Speaker 1: what can be? Because if you don't have that, you
• 48:02
  Speaker 1: cannot see that, and you're already starting in a deficite place.
• 48:05
  Speaker 1: You're not going to make it right. You're already behind.
• 48:10
  Speaker 1: And so you have to already have this compelling vision
• 48:14
  Speaker 1: or way of that you can see and that you're like,
• 48:17
  Speaker 1: if that's going to get me where I need to go,
• 48:21
  Speaker 1: then let's go. You know.
• 48:24
  Speaker 2: You know one thing, David, when you and I met,
• 48:27
  Speaker 2: and you mentioned this earlier on the show, but you
• 48:28
  Speaker 2: were an entrepreneur at the time, yep. And one of
• 48:32
  Speaker 2: the things I used in The Things I Do is
• 48:34
  Speaker 2: a belief statement that basically says, I believe that everybody's
• 48:38
  Speaker 2: most fulfilling and biggest purpose is going to be found
• 48:40
  Speaker 2: by going back in time and serving a previous version
• 48:43
  Speaker 2: of themselves. And I was one of your biggest cheerleaders
• 48:47
  Speaker 2: when you took the leap into steward your business and
• 48:49
  Speaker 2: doing all these things. I was so excited for you
• 48:52
  Speaker 2: because I saw when we met, how many you know,
• 48:56
  Speaker 2: you would see different people running their businesses. And I
• 48:59
  Speaker 2: could see, and I could feel and I could taste
• 49:01
  Speaker 2: that that's what you really wanted. But you knew that
• 49:05
  Speaker 2: you needed to take a leap, and that's a big leap.
• 49:08
  Speaker 1: And so.
• 49:10
  Speaker 2: What I'm trying to get at with this, I feel
• 49:13
  Speaker 2: like I had a really good point, But what I'm
• 49:16
  Speaker 2: trying to get at it, Yeah, what I'm trying to
• 49:18
  Speaker 2: get at with. This is the idea that like, if
• 49:21
  Speaker 2: you're just in this game to make money, if money
• 49:25
  Speaker 2: is your aim, yeah, it will be very hard because
• 49:31
  Speaker 2: you won't enjoy the process. Money can't be the goal.
• 49:35
  Speaker 2: Money is a lagging result of a goal. But money
• 49:39
  Speaker 2: is not a target. Likes and so especially like if
• 49:42
  Speaker 2: I were to set a target a year from now,
• 49:43
  Speaker 2: it would be way better to say I want to
• 49:46
  Speaker 2: help one hundred thought leaders and experts launch their podcast
• 49:51
  Speaker 2: and grow authority brands in the next twelve months, then
• 49:55
  Speaker 2: it would be to say I want to make one
• 49:56
  Speaker 2: hundred thousand dollars. Yeah, granted they're both this the one
• 50:00
  Speaker 2: hundred thousand dollars or two hundred thousand dollars, whatever it is,
• 50:02
  Speaker 2: is the same result. It's still going to do the
• 50:04
  Speaker 2: same thing. But one of them I care about, the
• 50:06
  Speaker 2: other one I don't. It's just money. Yeah, Ever, my
• 50:09
  Speaker 2: life's not going to change that much. Actually it probably would.
• 50:11
  Speaker 1: But and and that vision it changes, like you said, Josh,
• 50:18
  Speaker 1: as as you journey along, you know, you need to
• 50:21
  Speaker 1: keep recasting that vision for the next evolution, next level
• 50:26
  Speaker 1: that you're becoming, Right, That's part of it.
• 50:31
  Speaker 2: Absolutely, So if I were to leave like everybody here,
• 50:35
  Speaker 2: because I know we're running out of time. With one
• 50:37
  Speaker 2: thing tactical, I'd ask you to ask yourself the same
• 50:42
  Speaker 2: thing I ask most of my questions on the very
• 50:45
  Speaker 2: beginning of an engagement.
• 50:47
  Speaker 1: Is.
• 50:49
  Speaker 2: Well, the first thing would I guess? I guess it's
• 50:52
  Speaker 2: two things.
• 50:52
  Speaker 1: Really.
• 50:52
  Speaker 2: The first thing is what is it? Like? Why are
• 50:55
  Speaker 2: you doing this? Like really really why? And ask yourself,
• 50:58
  Speaker 2: go really deep, because it's not a up money. There's
• 51:00
  Speaker 2: a reason. And if you can get like and I
• 51:03
  Speaker 2: know for a fact that during during a sales process
• 51:05
  Speaker 2: or anything like that, if I can get to somebody's
• 51:06
  Speaker 2: real why, like the real understanding of what their motivation is,
• 51:10
  Speaker 2: then there's a deal that we have that we will do.
• 51:12
  Speaker 2: The second thing is what's the next most important thing?
• 51:17
  Speaker 2: Let go of all the shiny objects, let go of
• 51:19
  Speaker 2: all the different things, and put your short term milestone
• 51:22
  Speaker 2: in place and say these are the things I need
• 51:24
  Speaker 2: to do in order to accomplish that first milestone. Because
• 51:29
  Speaker 2: you and I will both tell you that over the
• 51:33
  Speaker 2: six years or I mean, I've I got been in
• 51:35
  Speaker 2: wake Up Warrior stuff in twenty seventeen, I think, so
• 51:38
  Speaker 2: that's been make me do math again, eight years.
• 51:41
  Speaker 1: Yeah, yeah, yeah, or years. Yeah.
• 51:45
  Speaker 2: The number of times that my impossible games or like
• 51:49
  Speaker 2: the impossible target have changed is almost once a quarter. Yeah,
• 51:58
  Speaker 2: your big vision, your big goal will pivot and it
• 52:01
  Speaker 2: will change with your evolution and your growth because you
• 52:04
  Speaker 2: don't know what that for the three months six month
• 52:07
  Speaker 2: version of you is going to want mm hm. So
• 52:10
  Speaker 2: your only task is to focus on the task at hand,
• 52:13
  Speaker 2: that's in front of you right now. That's it.
• 52:17
  Speaker 1: Just do that. Yeah, and you you mentioned another key
• 52:20
  Speaker 1: book that I really enjoyed earlier in the podcast. You
• 52:23
  Speaker 1: want to start with why when you understand your personal why,
• 52:27
  Speaker 1: like you said, Josh, you can apply that at all
• 52:29
  Speaker 1: different levels. And I think, like you said, that that
• 52:32
  Speaker 1: is who you are, so be you know, use that
• 52:34
  Speaker 1: filter again like you said, along your journey to get
• 52:38
  Speaker 1: to that next level that that to me has been
• 52:41
  Speaker 1: so important in my journey personally and you know, uh,
• 52:47
  Speaker 1: this has been so so beneficial to hear, Josh. Just
• 52:49
  Speaker 1: share your own journey to get to have you on
• 52:52
  Speaker 1: here finally on the podcast and to share I want
• 52:57
  Speaker 1: to encourage people if they want to get a hold
• 52:59
  Speaker 1: of you, you, Josh, like I know, exact media, what's
• 53:05
  Speaker 1: the best way for them to find you, get in
• 53:08
  Speaker 1: touch with you to learn more.
• 53:09
  Speaker 2: Yeah, so I would just tell people to go to
• 53:11
  Speaker 2: my Instagram or Facebook's best way. Those are the two
• 53:15
  Speaker 2: platforms that I'm on all the time, and I reply
• 53:17
  Speaker 2: personally to all my messages. So if you have any
• 53:19
  Speaker 2: questions or just want to get some clarity on what
• 53:22
  Speaker 2: the right next thing is for you based on some
• 53:23
  Speaker 2: of my experience, I'd love to help you and just
• 53:27
  Speaker 2: to give you some wisdom or guidance. And so just
• 53:30
  Speaker 2: find me on Facebook. My name is Joshua Djerkovic, so
• 53:33
  Speaker 2: I think I'm Joshua M. Djerkovic. But there's not many
• 53:36
  Speaker 2: of me, so I should be pretty easy to find.
• 53:39
  Speaker 2: And I'm sure that we'll put the links to those
• 53:40
  Speaker 2: two things in the show, not note captions. You can
• 53:43
  Speaker 2: check out my website or whatever if you want to,
• 53:46
  Speaker 2: but that's just actually connect one to one because that's
• 53:50
  Speaker 2: what I like.
• 53:50
  Speaker 1: Yeah, josh is great, and I will attest. He's one
• 53:55
  Speaker 1: of the guys that is really big and I totally
• 53:58
  Speaker 1: value this personally responding everybody. He's done that with me.
• 54:02
  Speaker 1: There's no AI bots here or some some va somewhere else,
• 54:05
  Speaker 1: you know, You're getting the real real deal here with Josh.
• 54:09
  Speaker 2: And that's why I even I even cringe it Sometimes
• 54:12
  Speaker 2: when I send people a calendar link, I'm like, oh,
• 54:14
  Speaker 2: I don't love that. I'm like this, Yeah, I'm like,
• 54:18
  Speaker 2: apologize before I send it. I'm like, I'm sorry that
• 54:21
  Speaker 2: I'm sending you a calendar link. Your relationship is important
• 54:24
  Speaker 2: to me. I just don't have time like I'm sorry.
• 54:27
  Speaker 1: Yes, no, you're you. You're such Josh has been such
• 54:31
  Speaker 1: a great friend brother. We've gone through a lot of
• 54:33
  Speaker 1: different things I shared personally professionally. That's why I wanted
• 54:37
  Speaker 1: to have on here. Josh. The insights you've shared are
• 54:40
  Speaker 1: just so valuable. I hope the people are listening to
• 54:43
  Speaker 1: this podcast. Definitely reach out reach out to me. You guys,
• 54:46
  Speaker 1: I work drash when I are connected on Facebook and
• 54:48
  Speaker 1: other things too, so you can find me too. We'll
• 54:50
  Speaker 1: get you plugged in, Josh. I'd love to have you
• 54:53
  Speaker 1: back again. I know this is a one on one episode,
• 54:55
  Speaker 1: sometimes we'll have multiple on a round table with others.
• 54:59
  Speaker 1: Would love to have you come back again, So.
• 55:02
  Speaker 2: Yeah, that'd be awesome. I mean, I feel like I
• 55:04
  Speaker 2: could give the other deal, which is the other thing
• 55:06
  Speaker 2: I normally talk about called the meta frameworks just to
• 55:09
  Speaker 2: leave you guys with like a carrot yeah in front
• 55:12
  Speaker 2: of you for the next episode and maybe one day
• 55:13
  Speaker 2: in the future and some sort of thing, you guys
• 55:15
  Speaker 2: can just skip right to that episode two will be
• 55:17
  Speaker 2: exit episode number three hundred and sixty two. There you
• 55:20
  Speaker 2: go crazy if it actually was. But yeah, the meta
• 55:23
  Speaker 2: frameworks is like the journey. The journey is just one
• 55:26
  Speaker 2: of them, and then there are like five other ones.
• 55:29
  Speaker 2: And so it's just again a word picture in order
• 55:34
  Speaker 2: to see success principles that apply to everything. And so
• 55:38
  Speaker 2: it's just what I've noticed over the years through a
• 55:40
  Speaker 2: lot of a lot of reading.
• 55:43
  Speaker 1: Now a lot of reading, You've you've got a wealth
• 55:45
  Speaker 1: of knowledge and well experience. We've just barely scratched the
• 55:48
  Speaker 1: surface here, Josh. I'm again so grateful that you're here.
• 55:53
  Speaker 1: We will definitely have you back and maybe we'll see
• 55:56
  Speaker 1: hopefully not before three hundred and sixty, but you know,
• 56:00
  Speaker 1: who knows. But I just want to say thanks again
• 56:03
  Speaker 1: for those of you that are are you know, catching
• 56:06
  Speaker 1: this on our replay or you know, listening to it
• 56:09
  Speaker 1: on your favorite podcast platform. Of course we're on YouTube.
• 56:12
  Speaker 1: We put an episode out every week on LinkedIn. You
• 56:15
  Speaker 1: can follow along there. We appreciate you guys subscribing, leaving
• 56:19
  Speaker 1: your comments, feedback. What was the key takeaways? Questions you
• 56:23
  Speaker 1: have again, we'll follow up on those as well, and
• 56:26
  Speaker 1: I'll make sure that Josh is aware and so he
• 56:29
  Speaker 1: can respond, and we'll get those links Instagram, Facebook out
• 56:34
  Speaker 1: there on the show notes. So again, thank you guys
• 56:36
  Speaker 1: so much for listening and until next time, be well,
• 56:40
  Speaker 1: take care out there. Thanks again Josh for joining us
• 56:42
  Speaker 1: on the Business Ran.
• 56:43
  Speaker 2: Thank you, and thank you everyone for listening and spending
• 56:45
  Speaker 2: your time with us. We appreciate it awesome.
• 56:47
  Speaker 1: Thanks everybody. I now