Latest / Glovisor Podcast / Working Harder Won’t Grow Your Business—Here’s What Will | Winners Circle with Jay Adewole (Ep 65)

Transcript

Working Harder Won’t Grow Your Business—Here’s What Will | Winners Circle with Jay Adewole (Ep 65) · Glovisor Podcast

• 0:00
  Speaker 1: We're challenging the idea that working harder creates growth and
• 0:04
  Speaker 1: uncovering what it really takes to build a business. Welcome
• 0:11
  Speaker 1: to the Globalizer podcast, where we explore business growth, communication,
• 0:15
  Speaker 1: and personal development through real conversations with people that make
• 0:18
  Speaker 1: an impact. Our guest is a business consultant, executive coach, entrepreneur,
• 0:24
  Speaker 1: author of eight books, managing partner of Point of View Consulting,
• 0:29
  Speaker 1: and host of the Winner's Circle with Jay podcast. Glowvisor
• 0:33
  Speaker 1: welcomes Jay Adewale.
• 0:36
  Speaker 2: Thank you for having me on the show. It's my
• 0:39
  Speaker 2: pleasure being here. Pleasure is ours.
• 0:41
  Speaker 1: All right, Jay, so let's begin. Please share with us
• 0:45
  Speaker 1: what you do.
• 0:46
  Speaker 2: All right. Thank you so much. My name is Olayi Waju,
• 0:49
  Speaker 2: Jay Adewale, and I'm a business coach. I'm a strategist.
• 0:53
  Speaker 2: I'm also an entrepreneur. You know, just like you introduced,
• 0:56
  Speaker 2: thank you so much for the introduction. I'm an author
• 0:59
  Speaker 2: of eight different books. I mean, from 2020 to now,
• 1:04
  Speaker 2: I mean, I've written eight different books. And I'm also
• 1:11
  Speaker 2: the host of the Winner's Echo podcast. But the simplest
• 1:16
  Speaker 2: way I like to describe myself is I'm a business
• 1:21
  Speaker 2: person and also an entrepreneur who has been through it
• 1:25
  Speaker 2: and learned from being an entrepreneur. So from there, I
• 1:28
  Speaker 2: help entrepreneurs turn good business or good businesses into structured,
• 1:34
  Speaker 2: scalable businesses. And that's what I really do. I also
• 1:38
  Speaker 2: work with business owners who have the vision and are
• 1:41
  Speaker 2: willing to work. Just like the word work, you have
• 1:44
  Speaker 2: to be willing to work. But they have reached a
• 1:47
  Speaker 2: point where working harder is no longer the answer. I mean,
• 1:52
  Speaker 2: they need clarity. They need systems and they need structure.
• 1:57
  Speaker 2: And also, they need a strategy for getting to the
• 2:01
  Speaker 2: next level. That is really what I do. I help
• 2:04
  Speaker 2: them move to the next level. And I also help
• 2:09
  Speaker 2: entrepreneurs gain clarity. And I also help them build systems
• 2:14
  Speaker 2: and scale. Because many entrepreneurs... they know how to deliver
• 2:19
  Speaker 2: their service. I mean, they are so perfect with it.
• 2:21
  Speaker 2: They are so good with it. They even know their
• 2:24
  Speaker 2: industry very well. And they are also very good at
• 2:27
  Speaker 2: generating revenue. Some are generating millions of dollars. But behind
• 2:30
  Speaker 2: the scenes, the business is chaotic. I mean, the owner
• 2:35
  Speaker 2: is a salesperson. The owner is the customer service department,
• 2:39
  Speaker 2: is the operational manager. I mean, there's nothing bad about
• 2:42
  Speaker 2: that when you're just getting started. But my own goal
• 2:47
  Speaker 2: is I come in and I ask, what is keeping
• 2:52
  Speaker 2: this company from becoming the business you originally envisioned? Then
• 2:58
  Speaker 2: we work on the strategy. We position the business. We
• 3:03
  Speaker 2: create processes and systems. And also accountability to your staff
• 3:07
  Speaker 2: is very, very important. And that's something we always do.
• 3:11
  Speaker 2: introduced to any business. And my goal is just simple.
• 3:14
  Speaker 2: When I work with business, my goal is simply to
• 3:18
  Speaker 2: help somebody build a system. It's not just to help
• 3:23
  Speaker 2: you make money, but to help you build a better business.
• 3:28
  Speaker 2: That's all I do in one second.
• 3:30
  Speaker 1: First of all, I'm very upset. For some reason, you
• 3:33
  Speaker 1: seem to get more hours than the rest of us.
• 3:35
  Speaker 2: I don't know how.
• 3:35
  Speaker 1: You publish eight books, eight books.
• 3:40
  Speaker 2: Wow.
• 3:42
  Speaker 1: That's fantastic. So now, looking at everything else now, you're
• 3:47
  Speaker 1: a coach, you're a strategist. One of the things is
• 3:49
  Speaker 1: to get us on the same page, how is it
• 3:53
  Speaker 1: different to being a strategist than any other role?
• 3:56
  Speaker 2: One of the themes of being a strategist is thinking ideas,
• 4:02
  Speaker 2: bringing out ideas in a way nobody's thinking about. I mean,
• 4:08
  Speaker 2: we are all, even in the world of business, even
• 4:10
  Speaker 2: in everyday life, we all have one way, one way
• 4:14
  Speaker 2: of doing things. So sometimes somebody needs to think. I mean,
• 4:19
  Speaker 2: we can't all just be doing it one way. I mean,
• 4:22
  Speaker 2: we do it this way. Everybody do it this way.
• 4:24
  Speaker 2: We maintain the status quo of which, I mean, status
• 4:27
  Speaker 2: quo is what has kept us the way we are, right? So,
• 4:31
  Speaker 2: but now as a strategist, what I do is I
• 4:35
  Speaker 2: sit down I look at the problem. I look at
• 4:38
  Speaker 2: different solutions. And I don't just look at the solutions
• 4:42
  Speaker 2: based off of my thoughts. I try out those solutions
• 4:47
  Speaker 2: before to make sure if they work or not. And
• 4:51
  Speaker 2: that's where... So anytime I... create those solutions when i'm
• 4:55
  Speaker 2: trying all the problems okay now in um in clinical
• 4:59
  Speaker 2: research we they they do clinical trials and when they
• 5:04
  Speaker 2: do clinical trials they want to try out if a
• 5:07
  Speaker 2: medication that was given out i mean they give some
• 5:11
  Speaker 2: people real medication they give some people possibles sometimes some
• 5:14
  Speaker 2: people feel better after taking the possible because mentally They
• 5:20
  Speaker 2: feel they actually took the real thing. So, how I
• 5:23
  Speaker 2: do that as a strategist is to review. Review all
• 5:28
  Speaker 2: the strategy I give. Before I give to a client,
• 5:30
  Speaker 2: I have to try it out. And everything I give
• 5:33
  Speaker 2: out is something I've tried out. Whether it's good or not,
• 5:37
  Speaker 2: I know. So, when it's... And I don't... I try
• 5:39
  Speaker 2: as much as possible not to give out wrong advice
• 5:44
  Speaker 2: or wrong strategy to any business. So that... Because, I mean,
• 5:48
  Speaker 2: their business life... is in my head. So, and also,
• 5:53
  Speaker 2: another way I also do it is, I do it
• 5:55
  Speaker 2: through the CSS framework. All right? Because, I mean, you
• 5:59
  Speaker 2: don't want to start something just being, you know, erratic. So,
• 6:03
  Speaker 2: what we do is, the framework is called the CSS.
• 6:06
  Speaker 2: It's called Clarity, Systems, and Scale. And the order is
• 6:10
  Speaker 2: very intentional because the first thing is clarity. All right? So,
• 6:16
  Speaker 2: the first question is, who are we serving? You know,
• 6:19
  Speaker 2: who are we serving? What problem are we solving? What
• 6:22
  Speaker 2: are we selling? Why should somebody choose us? What are
• 6:27
  Speaker 2: our priorities? What does success actually look like? Because you
• 6:32
  Speaker 2: cannot systemize confusion. That's what I tell every business I
• 6:35
  Speaker 2: deal with. You cannot systemize confusion. You have to have clarity.
• 6:40
  Speaker 2: So once you have that clarity, then we move to
• 6:42
  Speaker 2: the next level, which is the systems. In the systems,
• 6:44
  Speaker 2: I always ask businesses before I come up with any strategies,
• 6:48
  Speaker 2: how do we lift people? How do we do follow-ups?
• 6:52
  Speaker 2: How do we onboard clients? And how is the services
• 6:56
  Speaker 2: being delivered? And who is responsible for what? And what
• 7:01
  Speaker 2: should be automated? And what should be delegated? And when
• 7:05
  Speaker 2: I ask, what should the owner stop doing? Because, I mean,
• 7:09
  Speaker 2: the owner has to get to a point, he has
• 7:10
  Speaker 2: to stop doing everything. Because I know one of the
• 7:12
  Speaker 2: major problems when owners come from being an hustler to
• 7:18
  Speaker 2: becoming a CEO, the major problem they have is, I
• 7:24
  Speaker 2: do this for more than 10 years. You mean, now
• 7:27
  Speaker 2: that you're coming in, you're going to tell me to
• 7:30
  Speaker 2: stop doing this and delegate it to somebody else? They say, no.
• 7:34
  Speaker 2: That's one of the major problems you have sometimes because
• 7:37
  Speaker 2: owners don't want to let go of the things they've
• 7:40
  Speaker 2: been doing personally. You know, they want to be the
• 7:44
  Speaker 2: the cashier, they want to be the front desk, they
• 7:47
  Speaker 2: want to be the, I mean, they have staffs, but
• 7:50
  Speaker 2: there's no accountability. They don't really designate any role for
• 7:53
  Speaker 2: the staff. So the staff are just there waiting for
• 7:56
  Speaker 2: the boss to tell them to do what they need
• 7:58
  Speaker 2: to do, you know, without something they can actually designate
• 8:01
  Speaker 2: to a staff that if anything goes wrong, they ask
• 8:05
  Speaker 2: the staff, if it's the operational manager, operational manager, what's happening?
• 8:09
  Speaker 2: You know, if it's accounting, accountant, what's happening? So whatever
• 8:14
  Speaker 2: the role is, they always want to take it because,
• 8:17
  Speaker 2: I mean, they are coming from being an hustler. Now
• 8:19
  Speaker 2: they are a CEO. They are making millions of dollars,
• 8:22
  Speaker 2: but they are used to being the centerpiece of the business,
• 8:26
  Speaker 2: which is a problem because when they get sick or sick.
• 8:31
  Speaker 2: anything goes wrong for just two weeks, the business is
• 8:34
  Speaker 2: going to go down because all the ideas, all the
• 8:37
  Speaker 2: mental things about the business is in the owner, which
• 8:41
  Speaker 2: is a major problem. So then comes skill, which is
• 8:44
  Speaker 2: the third piece of it. Because once we clarify, you know,
• 8:48
  Speaker 2: once we bring clarity into the business, we create a
• 8:53
  Speaker 2: system in the business. Now we can talk about increasing revenue.
• 8:57
  Speaker 2: I mean, increasing marketing, building the team, Maybe even entering
• 9:02
  Speaker 2: new markets and even creating additional opportunities. But one of
• 9:05
  Speaker 2: the major problems I think I see, you know, even
• 9:08
  Speaker 2: as a strategist, is that a lot of entrepreneurs, they
• 9:11
  Speaker 2: start with scale. I mean, scale should be the third,
• 9:14
  Speaker 2: but they start with scale. I mean, they just come
• 9:16
  Speaker 2: into the business. They don't have no clarity. They don't
• 9:18
  Speaker 2: even know what offer they're selling. They don't understand structure.
• 9:22
  Speaker 2: They don't really have a system. They don't even onboard
• 9:24
  Speaker 2: their staffs. They don't have no onboarding. They don't even
• 9:27
  Speaker 2: onboard their client. They don't do no follow-up. All they
• 9:30
  Speaker 2: do is start a business and start running it. And
• 9:33
  Speaker 2: that's where the problem comes. So to yield right now,
• 9:37
  Speaker 2: one question I always tell business owners now is, if
• 9:40
  Speaker 2: you currently have 100 clients or 100 customers, because most
• 9:44
  Speaker 2: of the things we say is, I wish I had
• 9:47
  Speaker 2: more customers. Now, if you have 100 customers, if I
• 9:50
  Speaker 2: give you 1,000 customers today, would your business be able
• 9:56
  Speaker 2: to serve them. That's the question. Do you have enough, like, 1,000
• 10:01
  Speaker 2: people calling you, they're trying to get your service from you.
• 10:03
  Speaker 2: Can you offer those service today? If that's the case,
• 10:08
  Speaker 2: that you cannot do that, then that means you need
• 10:11
  Speaker 2: to work on your systems. And then you can go
• 10:14
  Speaker 2: to scale to make it bigger, to be able to
• 10:16
  Speaker 2: assimilate that 1,000 people. Absolutely.
• 10:19
  Speaker 1: So going back a little bit is what inspired you
• 10:23
  Speaker 1: to pursue this path? So we want to know a
• 10:26
  Speaker 1: little bit more about you to see that baseline because
• 10:28
  Speaker 1: I see you're very passionate. You seem to know a
• 10:31
  Speaker 1: lot about the subject. So what made you choose this? Wow.
• 10:35
  Speaker 2: So one of the biggest lesson as a person, entrepreneurship
• 10:40
  Speaker 2: has taught me is that hard work by itself is
• 10:44
  Speaker 2: not a business strategy. I'm an hard worker. I love
• 10:48
  Speaker 2: working hard. But I invested in business. I lost. So
• 10:57
  Speaker 2: losing actually defined my vision. Because I would say it
• 11:09
  Speaker 2: was easy to look at success as another business. All
• 11:15
  Speaker 2: the mistakes I made those periods Anytime I now see
• 11:20
  Speaker 2: other businesses going through that same mistakes, I feel a
• 11:24
  Speaker 2: little bit passionate. How can I help them? You know,
• 11:29
  Speaker 2: I mean, we charge, but sometimes I really want to
• 11:32
  Speaker 2: even do it for free. I mean, as a matter
• 11:34
  Speaker 2: of fact, I'm a member of SCORE, which is more
• 11:38
  Speaker 2: mentorship for businesses. Like that's how passionate I got into.
• 11:43
  Speaker 2: I made mistakes. I lost money. I lost business. I
• 11:48
  Speaker 2: failed at business. I went to Harvard Business School to
• 11:53
  Speaker 2: go and learn more. You know, I go into business again,
• 11:57
  Speaker 2: failed again, learned more, got an MBA. But one of
• 12:02
  Speaker 2: the things that taught me more than every books I've
• 12:08
  Speaker 2: read is those mistakes I've made in business. So that's
• 12:13
  Speaker 2: one thing that defined me. Mistakes defined me. That same
• 12:20
  Speaker 2: mistake is the gospel I'm preaching right now because I
• 12:24
  Speaker 2: don't want anybody or any business owner to fall inside
• 12:28
  Speaker 2: that same trap. And that's where I introduce the CSS framework.
• 12:34
  Speaker 2: So as an entrepreneur, you can be working 18 hours
• 12:42
  Speaker 2: a day and still not have a proper structure. One sickness,
• 12:49
  Speaker 2: One sickness can actually, I mean, one month sickness can
• 12:53
  Speaker 2: actually shut down your business because the business is built
• 12:56
  Speaker 2: around you. And that is where the CSS framework came from.
• 13:02
  Speaker 2: So I would say I learned that within 20 years timeline.
• 13:06
  Speaker 2: Even getting all the degrees couldn't help me with that.
• 13:09
  Speaker 2: It came from a lot of mistakes, a lot of learning,
• 13:13
  Speaker 2: a lot of passion, And with that, I've been able
• 13:17
  Speaker 2: to help a lot of businesses scale. And through the
• 13:22
  Speaker 2: CSS framework that I've introduced for many years now, and
• 13:26
  Speaker 2: even all my books, you know, The CEO Shift, almost
• 13:30
  Speaker 2: all the books I've written talks about the CSS framework.
• 13:36
  Speaker 2: You know, and it also gives examples of a lot
• 13:39
  Speaker 2: of people, a lot of business owners that have worked
• 13:44
  Speaker 2: with the CSS framework and they've been able to scale
• 13:47
  Speaker 2: their business. And that's my, my short story. So if
• 13:52
  Speaker 2: you ask me for my success story, I mean, my
• 13:56
  Speaker 2: success story was built from failure.
• 14:00
  Speaker 1: That's right. So you, you know, sometimes that's just as important, right?
• 14:03
  Speaker 1: To know the direction you're going or which direction to avoid.
• 14:07
  Speaker 1: And that has the same impact sometimes for growing your business. Now,
• 14:13
  Speaker 1: If one of our listeners wanted to work with you,
• 14:16
  Speaker 1: can you explain to us what that journey looks like,
• 14:18
  Speaker 1: that process?
• 14:20
  Speaker 2: So I tell people, if you want to work with me,
• 14:25
  Speaker 2: you reach out to me. You can connect with me
• 14:28
  Speaker 2: through LinkedIn or you can check out our website. But
• 14:33
  Speaker 2: the journey itself is simple as ABC. Once you reach out,
• 14:37
  Speaker 2: we already have the system in place. Once you come with,
• 14:41
  Speaker 2: to us or you reach out to me directly, then
• 14:44
  Speaker 2: I need to understand your business because we try as
• 14:49
  Speaker 2: much as possible to work with people that we understand.
• 14:52
  Speaker 2: We have to have common ground. We have to have
• 14:55
  Speaker 2: common faith. It's very, very important so I can be
• 14:57
  Speaker 2: able to help you. So the goal is for me
• 14:59
  Speaker 2: to be able to help you achieve your goal using
• 15:03
  Speaker 2: the CSS framework. And once you reach out, tell me
• 15:10
  Speaker 2: We have to listen first. We want to see all
• 15:12
  Speaker 2: the problems you've been going through and all the successes
• 15:16
  Speaker 2: you have currently. Then we can use the CSS framework
• 15:19
  Speaker 2: to determine what exactly you need. Because we want to
• 15:24
  Speaker 2: know what time or what point in the lifetime of
• 15:31
  Speaker 2: your business you are currently in. Are you in the
• 15:33
  Speaker 2: clarity stage? Because some people start their business and they're
• 15:39
  Speaker 2: already in the scale stage. They just jumped to the
• 15:42
  Speaker 2: scale stage. They didn't go to the clarity stage. So
• 15:46
  Speaker 2: even if you're in the scale stage and you already
• 15:49
  Speaker 2: jumped past and we see that your business does not
• 15:51
  Speaker 2: have clarity, then we need to sit down and talk
• 15:53
  Speaker 2: about the clarity and help you build clarity. And if
• 15:56
  Speaker 2: we find out that the problem is in the system structure,
• 16:02
  Speaker 2: stage that probably you jumped you never viewed a system
• 16:05
  Speaker 2: i mean we're gonna sit down and look at the
• 16:07
  Speaker 2: systems because most times a lot of business or businesses
• 16:13
  Speaker 2: or a lot of entrepreneurs when they start their business
• 16:16
  Speaker 2: maybe they start in their room and all of a
• 16:20
  Speaker 2: sudden they just have this big bang bum and their
• 16:25
  Speaker 2: million dollar company they did not go through that stage
• 16:29
  Speaker 2: because they were still in that clarity trying to understand
• 16:31
  Speaker 2: and people just love their product and they start buying
• 16:34
  Speaker 2: from them. Maybe their services and they started making millions
• 16:37
  Speaker 2: of dollars. Most of the time, they feel like, you
• 16:40
  Speaker 2: know what, this thing is working for me already. I
• 16:43
  Speaker 2: don't think I need a system. So everything evolves around
• 16:48
  Speaker 2: the founder. So all the founder needs to do is delegate,
• 16:54
  Speaker 2: not delegate per structure or accountability. So it's more like
• 16:58
  Speaker 2: delegation based off of task. So once the person they
• 17:04
  Speaker 2: delegate the job to for that day is done for
• 17:06
  Speaker 2: that day, then the authority returns back to the founder
• 17:10
  Speaker 2: or the owner. Then they delegate again, they return back
• 17:13
  Speaker 2: to the owner. How about we create that system whereby
• 17:17
  Speaker 2: this person knows what they are meant to do. That
• 17:21
  Speaker 2: person knows what they are meant to do. So nothing
• 17:24
  Speaker 2: gets to you. That means you divide all the shares
• 17:27
  Speaker 2: of everything you need to do. You give it to
• 17:30
  Speaker 2: the right people to do it while you relax. I'm
• 17:33
  Speaker 2: not saying you should let your business go. I mean,
• 17:35
  Speaker 2: because a lot of people see their business as their child.
• 17:38
  Speaker 2: So you can't tell them to let it go. But
• 17:40
  Speaker 2: the truth is, we're not going to have Apple today.
• 17:44
  Speaker 2: If people like Steve Jobs did not get to that point,
• 17:47
  Speaker 2: they have to, you know, build up a structure to
• 17:50
  Speaker 2: their systems. And same thing with, you know, Facebook, same thing.
• 17:56
  Speaker 2: I mean, different brands. Even X was once owned by
• 18:01
  Speaker 2: somebody else. I think Jack, you know? So now it's
• 18:05
  Speaker 2: owned by Elon Musk. So the thing is, you need
• 18:08
  Speaker 2: to build your organization to the point whereby you can
• 18:11
  Speaker 2: even sell, you can even have a great exit. You know,
• 18:15
  Speaker 2: people don't think about that. And that's one of the
• 18:16
  Speaker 2: things we always want to do. When you're dealing with business,
• 18:20
  Speaker 2: we want to hear your story. We just don't want
• 18:22
  Speaker 2: to just assume. You know, we want to hear your
• 18:25
  Speaker 2: story and we'll find a solution to your problems.
• 18:28
  Speaker 1: Now, who are the ideal individuals that should be calling
• 18:32
  Speaker 1: you right now?
• 18:33
  Speaker 2: So when it comes to the ideal individuals, I always
• 18:36
  Speaker 2: say entrepreneurs. So if you're an entrepreneur, you want to
• 18:44
  Speaker 2: work with us, just reach out. If you own a
• 18:50
  Speaker 2: medium business, I mean, you're a CEO of a company,
• 18:53
  Speaker 2: medium-sized business, You can reach out to us. If you
• 18:58
  Speaker 2: own a business, you have employees, but none of your
• 19:04
  Speaker 2: employees know what they are doing. There's no assigned role
• 19:08
  Speaker 2: to them. Or maybe there's an assigned role, but I mean,
• 19:11
  Speaker 2: everything still boils down to you. Reach out to us.
• 19:14
  Speaker 2: If you own a business and you're having a problem scaling,
• 19:20
  Speaker 2: I believe you need to reach out to us. If
• 19:23
  Speaker 2: you also own a business, and like the question I
• 19:28
  Speaker 2: asked earlier, and if today, I mean, if the current
• 19:35
  Speaker 2: client customer base you have is 1,000, if I give
• 19:40
  Speaker 2: you 10,000, can your business absorb the request? If your
• 19:45
  Speaker 2: answer is no, then you need to reach out to
• 19:47
  Speaker 2: us too, because those are the things that will at
• 19:50
  Speaker 2: and that's the skill part of it. So if you
• 19:53
  Speaker 2: are new, because most of the businesses we deal with
• 19:57
  Speaker 2: are mostly people who already have a client base already. So,
• 20:01
  Speaker 2: but if you are new and you are trying to
• 20:06
  Speaker 2: build your business and you're in that clarity stage also,
• 20:10
  Speaker 2: reach out to us. Let's see how best we can
• 20:13
  Speaker 2: work together. So the thing is, I personally, I particularly
• 20:20
  Speaker 2: enjoy working with entrepreneurs who say like, Jay, I know
• 20:27
  Speaker 2: there's something bigger here. I just need your help figuring
• 20:33
  Speaker 2: out how to structure it. So if you have a business,
• 20:37
  Speaker 2: you believe so much in the business, I mean, it's
• 20:39
  Speaker 2: looking like You're not sure of the business. Maybe it's
• 20:42
  Speaker 2: not going the way it is. But if you believe
• 20:45
  Speaker 2: in your business, you just need help building structure. Reach
• 20:51
  Speaker 2: out to us. And I mean, those are the people
• 20:53
  Speaker 2: we really work with. Gotcha.
• 20:55
  Speaker 1: Now, Jay, would you be able to share with us
• 20:57
  Speaker 1: a client success story that depicts a little bit of
• 21:00
  Speaker 1: the transformation that your work creates?
• 21:03
  Speaker 2: I always say this story, even in my books. It's
• 21:07
  Speaker 2: about a client. the CEO with the main client and
• 21:14
  Speaker 2: the co-founder, they were always involved in almost every decision
• 21:20
  Speaker 2: in their business. That means the client communication, operations, follow-up,
• 21:29
  Speaker 2: even the little team issues. Like one team member is
• 21:33
  Speaker 2: having an issue with the other. They're always involved in everything.
• 21:38
  Speaker 2: They were generating opportunity, to be honest, when we look
• 21:40
  Speaker 2: at their books. But growth itself was becoming stressful because
• 21:47
  Speaker 2: they don't have structure. So when we started working together
• 21:51
  Speaker 2: with them, what I told them is, you don't have
• 21:55
  Speaker 2: to go and find more customers. You don't need more customers.
• 21:58
  Speaker 2: So what we did was, we wanted to see their business,
• 22:02
  Speaker 2: just like I said earlier. We looked through their business
• 22:06
  Speaker 2: using the CSS framework. I mean, for people who are
• 22:10
  Speaker 2: just joining us, it's called clarity systems and scale. So
• 22:13
  Speaker 2: we look at the business, we look at the company's priorities.
• 22:19
  Speaker 2: We have to cut out their ideal customer. We look
• 22:24
  Speaker 2: at their core offer through the clarity. And we also
• 22:29
  Speaker 2: look at where the owner should actually be spending their time. Because,
• 22:34
  Speaker 2: I mean, when we first started working with them, the
• 22:38
  Speaker 2: owner was everywhere. The owner was the one who sends out,
• 22:42
  Speaker 2: every email must pass through, I mean, the tier level
• 22:45
  Speaker 2: of emails must pass through them. They really want to
• 22:47
  Speaker 2: see everything. I mean, they spend more time in the
• 22:51
  Speaker 2: operations than even the management of the business. And then,
• 22:56
  Speaker 2: after we're done with the clarity of how the business
• 22:59
  Speaker 2: should work, then we began putting systems around the business.
• 23:07
  Speaker 2: You know, we looked at how leads would be handled.
• 23:10
  Speaker 2: You know, we introduced them to, you know, the POVCRM.com,
• 23:13
  Speaker 2: you know, which is a CRM platform that, you know,
• 23:17
  Speaker 2: has like a system where they can automate things and
• 23:19
  Speaker 2: all that. So we actually introduced them to that. I mean,
• 23:24
  Speaker 2: almost all the people we work with, we onboard them
• 23:28
  Speaker 2: on POV CRM. What we also do is we make
• 23:32
  Speaker 2: sure everything is automated. Everything that needs to be automated
• 23:37
  Speaker 2: is automated and everything that needs to be delegated was delegated.
• 23:40
  Speaker 2: And I will say of this story, the biggest changes
• 23:45
  Speaker 2: we actually introduced to that client or the co-founders is
• 23:51
  Speaker 2: for them to understand that just because they are capable
• 23:55
  Speaker 2: of doing something did not mean they should do it.
• 23:58
  Speaker 2: They shouldn't be the one responsible for doing it. We
• 24:03
  Speaker 2: introduced structure. So as the structure itself improved, I mean,
• 24:09
  Speaker 2: the owner started getting more visibility into the business. I mean,
• 24:12
  Speaker 2: they have a dashboard. I mean, the owner has a
• 24:16
  Speaker 2: dashboard where they can see every structure. I mean, we
• 24:19
  Speaker 2: created a system for them whereby... Every staff member, whatever
• 24:23
  Speaker 2: they imputed, the owner has a dashboard and it was
• 24:26
  Speaker 2: created with, you know, code and all that. They can
• 24:29
  Speaker 2: see everything that was done. Oh, 10 emails were sent today.
• 24:33
  Speaker 2: So this person was called today and it's hosted on
• 24:36
  Speaker 2: a website. They enter with their password and they see everything.
• 24:40
  Speaker 2: And they can click on a task and assign our
• 24:42
  Speaker 2: task if they want to, to any of the staff members.
• 24:46
  Speaker 2: And we created that. What we did was, they were making,
• 24:53
  Speaker 2: let's say, 40%. After that, building that clarity, building that structure,
• 25:01
  Speaker 2: and helping them scale from 40%, let me just say,
• 25:04
  Speaker 2: they're making like $ 10 million. In less than six months
• 25:09
  Speaker 2: after following that structure, they started making well over 50,
• 25:16
  Speaker 2: 60 million. That's the level they went to instantly. because
• 25:20
  Speaker 2: they followed a structure. So the CEO relax, you know,
• 25:25
  Speaker 2: and I still offer business coaching directly for the CEO.
• 25:29
  Speaker 2: And I mean, we still speak once in a while.
• 25:31
  Speaker 2: We spoke some weeks ago and it's somewhere in Costa
• 25:35
  Speaker 2: Rica having fun while the business is running. And that
• 25:40
  Speaker 2: is one of the things I, as an entrepreneur, I
• 25:44
  Speaker 2: don't just see myself as a business coach or strategist
• 25:47
  Speaker 2: or managing partner of a consulting firm. I see myself
• 25:50
  Speaker 2: as an entrepreneur myself. So I'm working with you hand
• 25:54
  Speaker 2: in hand. We are doing it together. Using the framework
• 25:59
  Speaker 2: that I've used, I've learned from failure and I've been
• 26:03
  Speaker 2: able to help a lot of people to create success.
• 26:09
  Speaker 2: And this particular situation reminds me of one thing. The
• 26:14
  Speaker 2: goal itself is not just to grow revenue. The goal
• 26:18
  Speaker 2: itself is to build a business that can undo the growth.
• 26:23
  Speaker 1: Well, I would suggest that probably if the individual is
• 26:27
  Speaker 1: vacationing down in Central America somewhere and the business is
• 26:31
  Speaker 1: still running, that's somewhat of success right there.
• 26:35
  Speaker 2: Exactly.
• 26:36
  Speaker 1: But with that, Jay, if listeners remember only one thing
• 26:39
  Speaker 1: from today's conversation, what do you hope that message is?
• 26:43
  Speaker 2: Just one thing they need to remember is build a
• 26:48
  Speaker 2: business that outlasts you. And that's it. And one thing also,
• 26:56
  Speaker 2: I mean, I have two words. Try not to also
• 27:02
  Speaker 2: confuse Movement with progress. Because your business can actually be
• 27:07
  Speaker 2: making top dollars right now, but you're not really progressing.
• 27:12
  Speaker 2: You're just waiting. I mean, the business is just waiting
• 27:15
  Speaker 2: till something, just one thing happens. The founder gets sick.
• 27:20
  Speaker 2: Open up. The founder gets older and cannot run the
• 27:24
  Speaker 2: business anymore. The same energy cannot come the same anymore.
• 27:29
  Speaker 2: And that's it. That's it. Because I believe in one
• 27:32
  Speaker 2: word is you can never, you cannot scale chaos. If
• 27:38
  Speaker 2: your business is chaotic already, no matter how much you
• 27:41
  Speaker 2: spend so much on advanced marketing, you cannot scale it.
• 27:47
  Speaker 2: Because it's already chaotic already. So you need to work
• 27:52
  Speaker 2: in the internal. My final analogy is, It's visible when
• 27:57
  Speaker 2: you see somebody who has no ham. For you to say, oh,
• 27:59
  Speaker 2: this person doesn't have a ham, right? So, but somebody
• 28:02
  Speaker 2: that lost their kidney, maybe one of their kidneys, you
• 28:06
  Speaker 2: don't even know. They look healthy, they look good. I mean,
• 28:10
  Speaker 2: but you don't know they lost their kidney. All right? So,
• 28:13
  Speaker 2: but it's a matter of time before they lose a
• 28:16
  Speaker 2: second one. And then you, now it's too late to
• 28:21
  Speaker 2: fix it. So, now it's better you diagnose yourself, diagnose
• 28:25
  Speaker 2: your business. I mean, I mean, if you go to
• 28:27
  Speaker 2: our website, you will see a way where you can...
• 28:33
  Speaker 2: We have a button that you can always click on
• 28:37
  Speaker 2: that talks about, you know, scale board. You can always
• 28:40
  Speaker 2: scale your business to see if your business is doing
• 28:43
  Speaker 2: good or not. And it's just simple as ABC. Then
• 28:45
  Speaker 2: you will see... I mean, if you go to the
• 28:47
  Speaker 2: Winner's Circle website, I mean, winnercirclewithj.com, I mean, you'll be
• 28:51
  Speaker 2: able to see how you can actually... reach your business.
• 28:55
  Speaker 2: I mean, it's free for you to do it. Just
• 28:58
  Speaker 2: click on it and score your business.
• 29:01
  Speaker 1: It's definitely great advice because you just never know. And
• 29:04
  Speaker 1: one of the things that I always say, you know,
• 29:06
  Speaker 1: when I'm working with other individuals is the same thing.
• 29:08
  Speaker 1: If you're not growing, you're going to disappear because slowly, right?
• 29:14
  Speaker 1: The world is moving ahead with you, with or without you.
• 29:17
  Speaker 1: So you need to continue growing and placing yourself properly. Otherwise,
• 29:21
  Speaker 1: this is it. You're going to lose your business at
• 29:22
  Speaker 1: some point.
• 29:24
  Speaker 2: True.
• 29:25
  Speaker 1: But Jay, you know, finally, where can our audience connect
• 29:27
  Speaker 1: with you? Find out more about your work and continue
• 29:30
  Speaker 1: this conversation.
• 29:31
  Speaker 2: All right. So if you want to connect with me,
• 29:34
  Speaker 2: or you want to connect with the Winner's Circle, just
• 29:37
  Speaker 2: go to the website. I mean, everything is there, everything
• 29:40
  Speaker 2: you need to do. So just go to Winner's Circle
• 29:45
  Speaker 2: with Jay. That's Winner's, plural, winnercirclewithjay.com or you can go
• 29:51
  Speaker 2: to the winnercirclewithjay.com slash walkwithjay, walkwithjay, you know, then you
• 29:56
  Speaker 2: can always like see all the ways you can actually
• 30:00
  Speaker 2: work with me. So if you're an entrepreneur and you're
• 30:03
  Speaker 2: serious about getting clarity around your business, I mean, building
• 30:08
  Speaker 2: better systems and also positioning the company that is positioning
• 30:14
  Speaker 2: your company for the next stage of growth, you need
• 30:17
  Speaker 2: to visit the website. And also, try to tell me,
• 30:20
  Speaker 2: you know, if you send me a message, jay at winnercirclewithjay.com,
• 30:24
  Speaker 2: just tell me you heard me from Gloviso's studio or
• 30:30
  Speaker 2: Gloviso podcast. So I will know how best we can
• 30:33
  Speaker 2: have the conversation around. And if you also want to
• 30:37
  Speaker 2: connect with me, you can connect with me on LinkedIn
• 30:41
  Speaker 2: by searching J. Adewale and you can find everything I'm
• 30:45
  Speaker 2: doing around business coaching at the website, just like I said.
• 30:49
  Speaker 2: And I don't want you to just say hello. Just
• 30:55
  Speaker 2: make sure you tell me you connected for me from here.
• 30:58
  Speaker 2: So I will know I can give you some free gift.
• 31:00
  Speaker 2: I have some free gift on, I have some books also, um, for,
• 31:05
  Speaker 2: you know, for people that wanna, um, that wanna strategize
• 31:09
  Speaker 2: for 2027. Cause, um, it's called the entrepreneur, the entrepreneur playbook.
• 31:16
  Speaker 2: You know, I have, I have quite a number of
• 31:17
  Speaker 2: books that, you know, it's called the entrepreneur playbook for 2027.
• 31:21
  Speaker 2: I mean, it's not yet out. It's going to be
• 31:23
  Speaker 2: out from November. So, um, It's actually, you know, for entrepreneurs,
• 31:28
  Speaker 2: the playbook tells you where, you know, resources, free resources.
• 31:32
  Speaker 2: You can always grab it. But I mean, we're giving
• 31:34
  Speaker 2: out a digital copy for free. So just shoot me
• 31:36
  Speaker 2: an email at j.winnercirclewithj.com and I will just send you
• 31:39
  Speaker 2: a copy for free. So, I mean, but you can,
• 31:42
  Speaker 2: I mean, it can be bought on Amazon, but you
• 31:45
  Speaker 2: can always get it for free. From me, I'll just
• 31:48
  Speaker 2: send it to you.
• 31:49
  Speaker 1: That's great. We're going to have your contact information in
• 31:52
  Speaker 1: the description for sure, because we want to make sure
• 31:55
  Speaker 1: that our guests and our listeners make sure they contact
• 31:58
  Speaker 1: you and get that free copy. Jay, thank you so
• 32:01
  Speaker 1: much for joining us. We really appreciate your time and
• 32:04
  Speaker 1: the value you've shared.
• 32:06
  Speaker 2: Thank you for having me. I really appreciate it. You're welcome.
• 32:09
  Speaker 1: Thanks, everyone, for listening. If this episode inspired you, make
• 32:12
  Speaker 1: sure you share it with someone who needs it. And
• 32:15
  Speaker 1: don't forget to follow the Globalizer podcast where we continue
• 32:17
  Speaker 1: to have more conversations that make an impact. Till the
• 32:21
  Speaker 1: next time.