Latest / You're Overqualified Podcast - Career and Leadership Strategies for Women / 120. How to Build a 100k Business Without Quitting Your 9-to-5

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120. How to Build a 100k Business Without Quitting Your 9-to-5 · You're Overqualified Podcast - Career and Leadership Strategies for Women

• 0:01
  Hello, so today we're going to talk about how to build 100K
• 0:04
  business without quitting your 9 to 5 SA.
• 0:07
  Lot of the advice that we will get when it comes to building
• 0:10
  something for ourselves will be OK.
• 0:13
  You know, let's go ahead and just go all in and give up our
• 0:17
  current job. We want to build that business
• 0:20
  and a lot of the times we don't necessarily need to do that.
• 0:22
  We don't have to go ahead and and let it all go in order to
• 0:26
  build something for ourselves. And so today that's something
• 0:28
  that I want to talk about with how we make that happen.
• 0:32
  And I myself, which I'll break into a little bit more, have,
• 0:36
  you know, spent time within my Purple career also building my
• 0:39
  business at the same exact time. So there is a way to do to do
• 0:41
  both. And so with that, let's go ahead
• 0:44
  and talk about it. So in case we haven't met yet,
• 0:46
  I'm Danny Tan. I am the founder of She Belongs
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  Here, an organization that helps women when it comes to
• 0:51
  leadership as well as organizations themselves when it
• 0:54
  comes to being better about helping women in leadership,
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  supporting them, and, you know, being able to uplift them.
• 1:01
  And so if you're here, it's because you want to learn
• 1:03
  something about whether it's like building up leadership for
• 1:06
  yourself, getting some kind of promotion or building something
• 1:08
  for yourself. Let's say it is something that
• 1:10
  is either fractional work, person work, or going full time
• 1:12
  into your business to build something for yourself.
• 1:15
  And so I myself have pivoted careers five times.
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  So I've been NPR sales, merchandising, e-commerce, you
• 1:20
  name it, all achieving 11 promotions in 11 years.
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  So I went from being a sample coordinator to AVP to multi
• 1:25
  billion dollar company to wanting to do this full time
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  because my passion and love has always been people development
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  helping, especially women for second Gen. women of color with
• 1:33
  their careers. And so that's how I've kind of
• 1:35
  went into all of this. I used to volunteer.
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  I, well, you know, I still do at times with a nonprofit called
• 1:41
  America Needs You, which helps 1st and college students with
• 1:44
  their careers and figuring out internships, all that good
• 1:46
  stuff. And so I love doing that so
• 1:48
  much. And that's how I built my
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  business. So that's what I do now.
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  So going in today's topic of how to build 100K business without
• 1:54
  putting your nine to five, I would say the basis of all this
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  that I want to like really drive home is if you are someone who
• 2:03
  needs security, right? Needs security in the sense of
• 2:06
  this stability that maybe you grew up in financial scarcity.
• 2:10
  Maybe you grew up in an environment where you were told
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  having a drop in a nine to five, having benefits, having a
• 2:16
  paycheck was really important for you to feel stable.
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  A lot of the internal systems within US will require us to
• 2:23
  have that to feel safe. And so it could feel super nerve
• 2:27
  wracking to decide to go all into a business and give up her
• 2:32
  corporate experience or our jobs.
• 2:34
  Whether whatever job it is could be profit, nonprofit, it doesn't
• 2:36
  matter, but it could be really scary to let go of what that
• 2:39
  stability feels like. And so with that, we end up kind
• 2:44
  of being like, OK, I don't know if I could ever go after that
• 2:47
  big business idea or that or that idea that I've been
• 2:49
  noodling. Could I do it?
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  And So what I want you to know is that there is a way to build
• 2:54
  a business that is sustainable and comforting and take care of
• 2:59
  you and being aligned with what it is that you want to do.
• 3:02
  So I'm going to go ahead and break that down.
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  And the thing that I want to reiterate is for me, just some
• 3:07
  fun facts. I was definitely always raised
• 3:10
  in the in the values of having a paycheck is really important
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  because it's steady. Having benefits is important
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  because it's steady. I grew up where there was
• 3:20
  financial inconsistencies. And so I knew how important it
• 3:23
  was going to be for me as an adult, like, Nope, I don't have
• 3:25
  to worry about like if this bill was paid or if I want to buy
• 3:29
  something, do I have to compare the prices?
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  I just want to be able to go do it.
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  And so for me, a lot of the times of the promotions of 11
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  promotions of 11 years was really about, you know, success
• 3:39
  for survival. That's the big thing that I say
• 3:41
  about myself was if I was going to be successful and that would
• 3:44
  lead to survival because I would be getting a higher paycheck.
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  It always came back to if I feel like I was struggling, then it
• 3:50
  meant that what could I do to kind of like move up?
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  And so once you have gotten to a point where you're like, Oh my
• 3:56
  gosh, I'm feeling pretty good about the work that I've been
• 4:00
  doing and my career, what's next, right?
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  How do I build this for myself? Because once we get so good at
• 4:06
  what we do within our careers, then we're kind of like, wait a
• 4:10
  minute, I could do this for myself.
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  We start to see like that, that other path that starts opening
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  up for us. Like I've been doing this for
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  organizations. I'm helping them, you know,
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  raise funding. I'm helping them, you know, go
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  ahead and increase their revenue.
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  I'm helping them hire their teens.
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  I'm helping them create stronger marketing campaigns.
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  So if I'm so good at doing this for everybody else, why am I not
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  doing it for myself? That's usually the question that
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  comes up because a lot of the path of the, the women that I
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  work with, they go from coming to me because they have been
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  super driven and motivated and they have been working really
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  hard and ambitious and they're working on getting that
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  promotion going to the next level.
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  Then once they've achieved that, they start to see, wait, I've
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  been pouring my heart and soul into this.
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  What should I build for myself that allows me to have all that
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  money that I'm generating for an organization go direct to me?
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  And also how I can create flexibility and freedom over my
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  time, my space and my work with. And so that's usually the next
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  step that comes up with the clients that I work with.
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  And so I want, you know, that is 100% possible.
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  It just feels really scary to take that first step.
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  And a lot of the times for us it is driven by finance.
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  Like it the biggest marker I always see is that it comes back
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  to the financial piece of why we're not taking that step to go
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  ahead and build our business. And so that's why I want you to
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  know like, yes, you can, you can build $100,000 business for
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  yourself while you still have your nine to five.
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  And the reason why I recommend that is because it is just for
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  safety for your nervous system, safety for your mind.
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  You're trying to rewire a long, long, long, like many, many
• 5:36
  years. Because if you're working with
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  me, you're probably, you know, in your 30s or your 40s or even
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  your 50s. And you're trying to figure out
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  like, OK, is it safe for me to go from having this career that
• 5:48
  I've had to building something for myself?
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  And so I will break down, per usual, the steps and phases
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  surrounded around that to create some safety for you because it's
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  not that you can't do it, it's that you haven't done it before.
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  Therefore, our brain wants to default into its safety patterns
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  of, well, what is familiar and what is safe.
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  And that kind of keeps us out of taking action and exploring what
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  it is that we want to do. And so since I know 9 times,
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  really 10 times out of 10, there's really 10 times out of
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  10, it's always rooted back to money, whether it's financial
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  scarcity, whether it's money mindset.
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  I can tell you that the best ways to test out building a
• 6:28
  business for yourself and ultimately building a business
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  for yourself and leaving your 9:00 to 5:00 if you choose to,
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  or maintaining both. Maybe you want to have both.
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  Maybe you want to have your business that's generating money
• 6:37
  as well as your nice five. That's OK too.
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  But the best way to feel secure in doing that is having that
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  financial foundation and doing that, then having your 9:00 to
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  5:00. So while you're building your
• 6:49
  business. So let's go ahead and break into
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  it. So I have a client who she got
• 6:55
  paid like a premium hourly rate for a 15 minute consultation
• 6:59
  call. She didn't have a website, no
• 7:01
  business license. It was just her brain.
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  And so I'm going to share a little bit of how she did that
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  and what that bills for her belief wise.
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  But I just want, you know, you don't have to choose between
• 7:10
  like security of a salary or freedom of building something
• 7:13
  for yourself. And I really want to challenge
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  you today because that's like a false, it's just, it's like a
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  false narrative that we can only have one thing or the other and
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  we can't have both. And there's a way to make it
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  work for you. And so just know that you have
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  already spent years because if you listen to this, I know you
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  have amazing expertise and awesome career.
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  It doesn't matter if it is five years, six years, seven years,
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  10 years. I know that you have spent years
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  already solving high level problems for companies, for
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  organizations, for your team, for your boss, for your family,
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  for your friends. And so the fact that you've
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  already been able to calm, like solve complex problems, right,
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  and help people on so many different levels, that'll
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  already something that is your expertise that you have no idea
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  is something that other people would pay a premium for.
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  And so the only thing is missing is for you to, one, believe it
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  and two, for us to translate those skills so you can kind of
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  see it and be able to package it so people will purchase it.
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  And so I want you to know this episode is dedicated to the
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  person who has the expertise and has been wondering how to turn
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  it into a business without completely burning everything
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  down and giving up their job. This is we're going to breakdown
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  for you. So Part 1 is the safety
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  illusion. So the reason why you haven't
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  started building your own business and going and pulling
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  that out, it's not because you're too busy one more time.
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  It's not because you're too busy.
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  It's because you were told that safety only comes from, let's
• 8:35
  say, a paycheck, right? And since I already said this
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  belief runs so deep, especially for women, women of color,
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  first, second Gen. we feel like we must over function at our
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  work to prove that we belong, right?
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  Because we've been told if you work super hard, if you're super
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  dedicated, you'll get to the next level.
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  The next level, you'll be recognized, you'll be
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  acknowledged. And that's The thing is, and
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  then we start over functioning at our jobs, at our 9 to fives
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  and we're leaving nothing for ourselves and for our own vision
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  outside of work. So if you were giving everything
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  to your job and you're leaving nothing left for yourself and
• 9:10
  your own vision outside of your job, you're going to be pretty
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  tired, right? Of course, you're going to be
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  too busy to build something for yourself because you are
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  typically going above and beyond the work that you're doing at
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  work. And so the thing that I want you
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  to know is I want you to kind of reframe for yourself, like where
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  am I giving free hours to my job?
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  Where am I over indexing and giving free hours and energy to
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  my job that could actually be utilized for my own vision for
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  myself, for my business, right? And so I want you to think about
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  that piece and I want you to reframe it.
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  Is that like by over indexing at this job and overdoing at my
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  current job, that is not proving that I belong because I'm
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  already here, right? It's not proving that I belong
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  and that I don't have to over index to showcase that I my
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  worse, I do not have to over index to show my worth or to
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  prove that I belong. And that safety is solely not
• 10:04
  from a paycheck, but also understanding your own
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  expertise, your own strengths and how you can utilize that on
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  your terms and on your timeline. If you want to turn that into a
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  business, you have all that magic, all that, all the
• 10:20
  schooling, all the courses, all the training, all the education,
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  all the podcasts, all the, you know, books that you're reading,
• 10:25
  all the things that you're consuming.
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  You have all this expertise and why would you only bottle that
• 10:29
  up for one person to profit off of?
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  So if you say you don't have enough time, I challenge that.
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  It's so hard. And what I want you to think
• 10:39
  about is if you're to think about your time and the time
• 10:40
  that you give to your work first, the time that you give to
• 10:42
  yourself, are you happy with that?
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  Does that feel good? Are there ways that you can
• 10:47
  actually kind of be a little bit more tight or regimented with
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  the hours that you give your work and then you can set up
• 10:54
  start to buy back some hours for yourself, which ultimately will
• 10:57
  help your future self of what is that you want to believe and
• 11:00
  build? Because a lot of the times when
• 11:01
  we do say, I don't have time, my report always is, well, we make
• 11:06
  time for the things that are most important to us.
• 11:08
  We make time for the things we want to prioritize.
• 11:10
  And whenever we do have goals that we want to achieve, we have
• 11:15
  to build out our calendar to support those goals and take
• 11:19
  action during those time slots to go after those goals.
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  So it really is something as simple as what do I want to
• 11:25
  achieve? Do I have the time dedicated to
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  it and am I taking actions during that time to make it
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  happen? And so that's where I challenge
• 11:34
  you. That's where I challenge you for
• 11:36
  that for sure. And so I want you to know that
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  you don't have to, you don't need to do this like perfectly
• 11:42
  and right. You don't have to earn anything
• 11:44
  else like you have already earned it and it's just time of
• 11:47
  making it happen. So you have already solved
• 11:49
  problems that organizations pay probably what thousands,
• 11:52
  hundreds of thousands of dollars for, for them to utilize your
• 11:56
  expertise to fix things, to make money, to gain new clients.
• 12:00
  And so your expertise is already there.
• 12:02
  It's already been proven. You don't need to earn it.
• 12:04
  The right thing to do is just to know that you have earned this
• 12:07
  and now it's time to utilize your expertise for yourself and
• 12:11
  what you want to build for yourself.
• 12:13
  And so let's go ahead and dive into how to start this for
• 12:17
  yourself without having to burn everything down.
• 12:19
  We don't want you to become like a terrible employee while you're
• 12:22
  building your business. That's not the case.
• 12:24
  It's just being able to understand how you can actually
• 12:26
  simultaneously build both while you're doing that and that you
• 12:29
  don't have to leave your job and you can maintain that safety
• 12:32
  while you're going after what it is that you want.
• 12:34
  And so here are some steps that you can take to start working
• 12:37
  towards building a business for yourself while you're still
• 12:40
  collecting your patient from United 5 S the move.
• 12:43
  The first move you can do is get specific on one problem.
• 12:45
  So what is one problem that you can help solve?
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  And I always think of it in this sense is like, what is a
• 12:51
  question that people always come to you for asking for advice?
• 12:54
  Who's always asking for advice on a certain topic?
• 12:56
  That's probably something that could resonate for you.
• 12:59
  So for example, I have one side who she was always being reached
• 13:02
  out to on how she is so good at doing growth for audiences, for
• 13:07
  apps, for myself personally, people were always coming to me,
• 13:10
  which I never thought about this of, Wait, how did you change
• 13:13
  industry so many times? Or how did you get to a
• 13:16
  promotion to, you know, an executive level at such a young
• 13:20
  age? And so when these questions
• 13:22
  constantly being asked of me of like, wait, you know, how do you
• 13:24
  do this? How do you do this?
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  That tells me that's the one specific problem that people see
• 13:28
  me as an expert, whether you want to own that or not, that I
• 13:31
  know how to solve. And so I want to get really
• 13:33
  specific about not just I help with leadership or I just help
• 13:37
  with marketing. Think about what is the one
• 13:39
  thing that you've kind of helped transform for people?
• 13:41
  So is it expanding something of a market, like market expansion?
• 13:44
  Is it being able to like streamline operation of a
• 13:47
  business? Is it being able to build out
• 13:50
  teams? Is it being able to, you know,
• 13:53
  move projects through timelines on time?
• 13:55
  What is that thing that you do that people always come to you
• 13:58
  for? Because a lot of the times,
• 13:59
  especially for all of us who's listening to, who's listening to
• 14:02
  this episode, it's that you are typically the go to person at
• 14:05
  work all the time. So what are you the go to person
• 14:08
  at work for? That's one of the things I'll
• 14:10
  say. What do the go to person I work
• 14:11
  for or what are the questions are always asking you to either
• 14:13
  help on or what you do. And that's what I want you to be
• 14:16
  your specific problem that you're going to help with from
• 14:18
  building out your business. And you're like, Oh my gosh,
• 14:20
  well, I don't know if that lights me up or I don't know if
• 14:22
  that's the right thing or I don't know if that's why I want
• 14:25
  my business to be about. Listen, our businesses will go
• 14:29
  through many iterations and many phases.
• 14:31
  And so this is more a get up and to start to take action towards
• 14:34
  building your business. So have this be the pilot
• 14:37
  business for you that you're going to experiment and explore
• 14:40
  what it is you'll do. And the easiest way to get you
• 14:43
  moving from not having anything going to having something
• 14:46
  started is to get the specific one problem that you currently
• 14:49
  have or that you can solve that you're good at.
• 14:52
  So you can just get your butt off the couch and moving towards
• 14:55
  building something so you can change it later on.
• 14:57
  But this is a repeatable process and a format that you can
• 15:00
  follow. The second piece is I want you
• 15:02
  to explore who is that problem you're solving for?
• 15:05
  So for example, like are you solving this problem for
• 15:08
  founders of businesses? Are you solving this problem for
• 15:12
  career professionals? Are you solving this problem for
• 15:14
  insert who the person is that needs help with that problem
• 15:18
  that you have an expertise behind?
• 15:20
  And the goal is not to pitch. You're not pitching them
• 15:22
  whatsoever. The goal is for you to do market
• 15:24
  research. It's not a job search.
• 15:26
  And that completely change the energy of how you approach these
• 15:29
  chats. And why are you doing this?
• 15:30
  Because you want to listen to them and ask them questions and
• 15:33
  you're not selling to them. You're asking them, hey, like
• 15:36
  I'm looking to make a move into building a business or insert
• 15:40
  market growth, insert, you know, designing websites, insert
• 15:45
  consulting on operations. I'm curious for you as either
• 15:49
  like a founder, a business owner, insert name, you know,
• 15:52
  where are you getting stuck on things like what do you feel
• 15:55
  like you need help with most in your business?
• 15:57
  I'm trying to understand this as I grow my business of helping
• 16:01
  you know, people similar to you. And this is just part of that
• 16:04
  research for me of understanding like what is the biggest problem
• 16:07
  out there and that I can help personally solve.
• 16:09
  That's all that is. So what are you doing?
• 16:12
  You are really getting specific on your offer also who you help,
• 16:17
  what they need. And then here's the last case,
• 16:19
  the last piece is getting paid and then you can like build the
• 16:22
  rest later. A lot of us, we need like a
• 16:24
  website, a logo, we need the LLCXY&Z in order to get started
• 16:29
  and that's not the case whatsoever.
• 16:31
  The goal is for you to start to then build the belief of your
• 16:34
  expertise and that you can get paid for it.
• 16:36
  And so how do we do that? We do that by going ahead and
• 16:40
  having consultation calls, something so simple, right?
• 16:44
  You can do that by step one, joining a community that you can
• 16:47
  be a part of and doing a presentation on your skills just
• 16:51
  so I can get out there. And at the end creating an offer
• 16:53
  saying like, hey, for anyone who joined this, like I'm happy to
• 16:55
  do like a 15 minute consultation call with you post this, Just do
• 17:00
  what I personally advise to you. I'll go ahead and get you some
• 17:03
  lead generation going, get you an idea of some ideal clients
• 17:06
  and also get you an idea of what the problems are and how you can
• 17:08
  solve them. Then you can always convert them
• 17:10
  into a console, a full, you know, client from there on.
• 17:13
  But you can always kick off through a group or a community,
• 17:17
  share a workshop and then give them a little entry point of how
• 17:20
  to work with you after. So that's one way.
• 17:22
  Another way is of course being able to just put their out in
• 17:26
  your network and your existing network, letting your either
• 17:29
  friends or past colleagues know what it is that you're doing and
• 17:32
  if they have any feedback for you on what you're working on,
• 17:35
  they have insights on who potentially could be working
• 17:36
  with you. That's a great way to go ahead
• 17:38
  and generate some business. And all you need to do is land
• 17:41
  one. Once you land one, it starts to
• 17:44
  build this belief for you and this evidence for you that it is
• 17:47
  possible for you to do this. You're like, wait a minute, I
• 17:49
  just got paid to do that. I just had this knowledge
• 17:51
  sitting in my brain. And yes, yes, you can.
• 17:54
  And so I have a client who, you know, she was in the middle of a
• 17:57
  rework for her organization. And she was like, OK, the
• 18:00
  business is getting reworked. She had just finished getting a
• 18:02
  promotion. And she was kind of like, you
• 18:04
  know, just to kind of future proof myself, even though I've
• 18:06
  just gotten a promotion, I just know that this business is going
• 18:09
  to take a different direction. I want to build something for
• 18:11
  myself. And So what we worked on was how
• 18:14
  could she translate what her skills are currently at her
• 18:17
  company? What is it that she wants to
• 18:19
  focus on for future forward? And what is it that, you know,
• 18:22
  she wants to start solving problems on overall?
• 18:24
  So we got really clear on what is the problem she wants to
• 18:27
  solve? Who is it that she wants to
• 18:29
  help? She did the outrage in the
• 18:30
  market research, many with different founders talking to
• 18:33
  them. And by doing that, that itself
• 18:36
  generated opportunities for her to do some consulting.
• 18:39
  Then just talking to her because she already had the existing
• 18:41
  expertise. She just hadn't packaged it that
• 18:43
  way. She hadn't packaged it for
• 18:45
  fractional work. She hadn't packaged it that she
• 18:46
  could help people. And so just by us packaging what
• 18:49
  it is that she does, who she can help and creating a, a, a format
• 18:53
  around that and her having these market research chats just to,
• 18:56
  just to check in. They had already converted to
• 18:58
  becoming clients for her and for her to take on some work, which
• 19:01
  is awesome, right? And it's like, who doesn't want
• 19:02
  that? They're just from having
• 19:03
  conversations. And so I want you to know that
• 19:05
  like every interaction that she decided to take does not have to
• 19:09
  be about money, but a lot of the times ends up evolving into
• 19:12
  something new. And so she realized that through
• 19:14
  that wow, I don't have to leave my job to make this happen to
• 19:17
  she created the evidence for herself that she can make this
• 19:20
  happen. And then she also realized I am
• 19:22
  an expert at this. And she had known that to some
• 19:25
  level, but she didn't believe it.
• 19:26
  And so she did not need a brand. She did not need a website.
• 19:30
  She just needed evidence to believe in herself for that.
• 19:32
  And that's what this did. So I want you to know that this
• 19:36
  is possible for you. You do not need more credentials
• 19:39
  and you don't have to have some like perfect plan.
• 19:41
  You need to fully decide that you are going to allow yourself
• 19:44
  to own your value. And then you're going to make
• 19:46
  this happen for yourself. Because there are companies out
• 19:48
  there that are paying $10,000 a month for a fractional
• 19:51
  executive. And they're not paying for
• 19:53
  potential. They're paying for the fact that
• 19:54
  you already have this experience from your expertise, from your
• 19:57
  career of what it is that you do, and that is you.
• 20:00
  And so $100,000 business does not require you to quit your
• 20:03
  job. It just requires you.
• 20:04
  To know what you know is worth willing saying out loud and
• 20:08
  getting paid for and that you have been overqualified.
• 20:11
  Oh my gosh, you have been overqualified for this since day
• 20:14
  one. And so I really, really, really,
• 20:16
  really want you to know that this is you.
• 20:18
  And if you're like, oh, I'm not sure.
• 20:19
  I'm not sure if what I have done is enough or has enough impact.
• 20:23
  Like no, like straight up no, I don't believe you.
• 20:25
  And because we always look to undersell ourselves, we are our
• 20:29
  own harshest critics. And if that is something that
• 20:31
  you're feeling, then like come to me, we will figure it out
• 20:33
  together. That's why I work with women who
• 20:35
  are moving their way up throughout corporate, realize
• 20:37
  they want to build something for themselves.
• 20:39
  And that's what we do. We create a plan, OK, how are
• 20:42
  you going to feel safe and secure within your corporate
• 20:44
  job? And how do we build the plan for
• 20:46
  you to build the business outside of that, whether you
• 20:48
  want to do both simultaneously or eventually leave one to go to
• 20:51
  the other full time. And so that's the work that we
• 20:53
  do together. And so if you're ready to stop
• 20:56
  thinking and ruminating about your business and actually start
• 20:58
  building your business, then go to my website dannytan.com,
• 21:01
  that's DANIT am.com and book a discovery call.
• 21:04
  If you go to contact you click on that, book a discovery call
• 21:07
  with me and what does that look like?
• 21:08
  It's a 60 minute call. And for the 1st 30 minutes,
• 21:10
  we're talking about your goals, what it is you want to focus on,
• 21:13
  what kind of help you need, what challenges are coming up for
• 21:16
  you. And then I create a custom
• 21:17
  coaching plan for you so you feel supported throughout this
• 21:20
  process. And so with that, then you get
• 21:24
  to sign. Does it make sense to work
• 21:25
  together or doesn't it? And I always will be honest with
• 21:28
  you, if I feel like it's a good fit or if I feel like there's
• 21:30
  somebody else I can recommend. And so I highly recommend that
• 21:32
  you book a call just to learn. I mean, years ago, I was very
• 21:36
  unsure and uncertain for myself. I wanted to build something for
• 21:38
  myself. I didn't know what I wanted to
• 21:40
  build. I didn't know who I wanted to
• 21:42
  help. I didn't know what expertise I
• 21:43
  had. And I was like, should I be
• 21:46
  booking a call for myself? And when I did, I found out
• 21:49
  that, wait, I don't have to have all the solutions to go into
• 21:53
  coaching. I don't have to know exactly who
• 21:55
  I'm helping, how I'm helping them, or what my business is.
• 21:58
  I just needed to take the initiative to get started.
• 22:00
  And when I got on that call, I walked away realizing, OK, I
• 22:04
  know who I want to help. I want to help them and my
• 22:06
  expertise, OK, how do I start to believe that I can do it?
• 22:09
  And then how do I create the systems to make that happen?
• 22:10
  And that's what I do for you. And so if you are ready to make
• 22:14
  that happen, go ahead and do that and come tell me your story
• 22:16
  because I want to hear it. I know that you have amazing
• 22:18
  levels of expertise and I want to help you package that believe
• 22:21
  that and make it so. I will talk to you soon and have
• 22:25
  a good one.