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Passion Fuels Profitable Ventures with Ernesto Mandowsky · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to the Heart Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let's go.
• 0:31
  Speaker: Let your heart guide your business journey.
• 0:36
  Tom: Ernesto Mendowski, the mastermind behind the million dollar machine with a sprinkle of strategy and a dash of dedication, Ernesto helps businesses craft systems that not only enhance peace and performance, but also makes it rain profits.
• 0:54
  Tom: And you don't need an umbrella with that type of rain either.
• 0:57
  Tom: So when he's not turning business dreams into reality, you'll find him working out on the sunny Miami shores with his wife.
• 1:03
  Tom: So get ready to unlock the secrets of heart led transformation with the amazing Ernesto Mendowski.
• 1:10
  Tom: Welcome to the show, Ernesto.
• 1:11
  Ernesto Mandowsky: Thank you Tom, I love, you know, your sprinkle of, uh, food in my little bio there.
• 1:19
  Tom: Absolutely.
• 1:20
  Tom: And you like cooking as well.
• 1:21
  Tom: Is that right?
• 1:22
  Ernesto Mandowsky: Yeah.
• 1:23
  Ernesto Mandowsky: Yeah.
• 1:23
  Ernesto Mandowsky: I love cooking.
• 1:24
  Ernesto Mandowsky: I love baking.
• 1:25
  Ernesto Mandowsky: I love baking bread
• 1:27
  Tom: Okay.
• 1:28
  Ernesto Mandowsky: All things food to dining experiences for friends and family.
• 1:34
  Tom: Awesome.
• 1:35
  Tom: Yeah, me too.
• 1:35
  Tom: I'd love eating, which is why we work out.
• 1:38
  Tom: Right.
• 1:38
  Tom: So we can eat.
• 1:40
  Ernesto Mandowsky: Totally.
• 1:42
  Tom: Awesome.
• 1:42
  Tom: Well, I'm excited to dive into you and your business and, and how you are heart-led but of course, my first question is always, what's your definition of a heart-led business?
• 1:54
  Ernesto Mandowsky: I think there's two sides to every business, every person.
• 1:57
  Ernesto Mandowsky: The brain, the logic, the numbers, the sense, the metrics.
• 2:02
  Ernesto Mandowsky: And then there's the heart, which is like the soul, the feeling, the emotion, the connection.
• 2:07
  Ernesto Mandowsky: And so I think a heart-led business is one that it's not just transactional, but it actually connects with the human and it transforms them.
• 2:20
  Ernesto Mandowsky: It, it really like on every, on every level, not just the, Oh yeah, I feel good.
• 2:26
  Ernesto Mandowsky: But like, wow, like a genuine, this is life changing.
• 2:32
  Tom: And that would be both on the business owner as well as their clients?
• 2:36
  Ernesto Mandowsky: That would be on a business owner, that would be on the clients that would be on the team.
• 2:41
  Ernesto Mandowsky: That would be on the community stakeholders.
• 2:44
  Ernesto Mandowsky: I mean, when you have a heart led business, it's, it's one that is, is the change it wants to be in the world.
• 2:50
  Ernesto Mandowsky: It's not just changing in dollars and cents, but it's, it's, it's emanating, something much bigger than, than it's, than itself.
• 3:00
  Tom: That's a great definition.
• 3:01
  Tom: I've not, not heard one quite articulated like that.
• 3:04
  Tom: And I like that because it really brings in everybody that's involved in the business and how you want them to feel versus just like you said, making the profit.
• 3:15
  Ernesto Mandowsky: Yeah.
• 3:16
  Ernesto Mandowsky: Yeah.
• 3:16
  Ernesto Mandowsky: Have you heard of David Hawkins?
• 3:18
  Tom: Author.
• 3:19
  Ernesto Mandowsky: He's an author.
• 3:20
  Ernesto Mandowsky: He wrote Letting Go.
• 3:21
  Ernesto Mandowsky: He's a physician.
• 3:22
  Ernesto Mandowsky: He wrote a book called Letting Go.
• 3:24
  Ernesto Mandowsky: He also wrote another book called Power vs.
• 3:26
  Ernesto Mandowsky: Force.
• 3:27
  Tom: Oh,
• 3:28
  Ernesto Mandowsky: Reading Power vs.
• 3:29
  Ernesto Mandowsky: Force was very fundamental in my development, even of this definition where a lot of businesses or people, they're kind of operating at a low vibrational frequency, and that's when they try to force things to happen.
• 3:44
  Ernesto Mandowsky: They, you know, you want the customer to pay on a certain timeline, or like you want to, you want, your company to get selected by the RFP, or you want, you know, you like want things, so you almost like force them into happening.
• 3:57
  Ernesto Mandowsky: But that's a very low vibrational state.
• 4:00
  Ernesto Mandowsky: When you, shift into higher vibrational states like love and peace and joy and fulfillment, it is you are generating power within.
• 4:11
  Ernesto Mandowsky: That's kind of the title of his book, Power Versus Force.
• 4:14
  Ernesto Mandowsky: And when you have that personal power, things start to kind of happen.
• 4:18
  Ernesto Mandowsky: They start to flow for you.
• 4:21
  Ernesto Mandowsky: And so that's when a word that definition of like, you know, when your business is emanating, it seeks to be that's when things start to happen for it.
• 4:30
  Tom: Yeah.
• 4:31
  Tom: And it's so true.
• 4:32
  Tom: I know times that in my businesses, they've forced things to happen and it just, just doesn't feel natural.
• 4:40
  Tom: It's not never a good outcome.
• 4:42
  Tom: It's just, it's a struggle as well.
• 4:44
  Tom: And I think that's, where all this, you know, like, Oh, you got to grind it out and just work, work, work, work, work.
• 4:50
  Tom: I think that's, you know, complete BS because it, it doesn't come from the heart, it's not natural, like you said.
• 4:57
  Ernesto Mandowsky: Exactly.
• 4:57
  Tom: Cool.
• 4:57
  Tom: Well, tell us a little bit about your business and what inspired you to create a heart-led business.
• 5:03
  Ernesto Mandowsky: My business, a million dollar machine or MDM may seem like a profit hungry business.
• 5:10
  Ernesto Mandowsky: You know, Oh, it's a million dollar machine.
• 5:12
  Ernesto Mandowsky: It's just a machine.
• 5:13
  Ernesto Mandowsky: It's so robotic.
• 5:16
  Ernesto Mandowsky: But it actually, the inspiration for it is found in the idea of, of a dinner table.
• 5:23
  Ernesto Mandowsky: I shared cooking earlier, when I was younger, I, my family, we'd always get together around the dinner table, different parts family from different parts of the world.
• 5:32
  Ernesto Mandowsky: We'd always just have these elaborate dinner experiences.
• 5:35
  Ernesto Mandowsky: And I, that led me down a career in hospitality, bringing in systems engineering and technology into restaurants.
• 5:44
  Ernesto Mandowsky: And in that journey, I realized when you run a restaurant, most softwares or technologies or, or systems as entrepreneurs like to call them, they're broken, they're disjointed.
• 5:58
  Ernesto Mandowsky: And so if you have to ever ask a question of like, what items are selling on the menu.
• 6:03
  Ernesto Mandowsky: It was always like this long, laborious process, of like figuring that out, like running the reports and then doing the analysis so long.
• 6:12
  Ernesto Mandowsky: And I, in, through my career, like learned how to use technology to quickly come together with these insights.
• 6:20
  Ernesto Mandowsky: And so in 2020, when COVID started and I published my first book, I said, you know, entrepreneurs are just like these restaurant owners.
• 6:31
  Ernesto Mandowsky: They're trying to run their businesses, all their technology's broken.
• 6:35
  Ernesto Mandowsky: And whenever they have a question about like what's happening, it takes so long to actually figure it out.
• 6:41
  Ernesto Mandowsky: Like so many reports and Excel sheets and documents and different software tools that like they don't even get to that part, which is actually a huge problem because it leads business owners to actually be disconnected from their business.
• 6:57
  Ernesto Mandowsky: And I sought to change that.
• 6:59
  Ernesto Mandowsky: I sought to launch my business, help business owners turn their companies into million dollar machines.
• 7:07
  Ernesto Mandowsky: And through doing that, you not only have a deeper spiritual connection with your business, but you have technology now that's integrated and actually powering the workflows, actually like freeing up your time, actually helping everyone on your team.
• 7:25
  Ernesto Mandowsky: what they do best and, you know, they can feel connected in doing so.
• 7:32
  Tom: So the technology is just to paraphrase and just make sure I understood what you said.
• 7:37
  Tom: So the technology is there to do the heavy lifting, get the answers, do it faster, get the answers that, that the business owner needs.
• 7:45
  Tom: So then they can spend more time with their customers, with their employees in just making the business better, which, you know, really comes from the heart then, and they're able to get away from just the numbers and just trying to figure stuff out and have that information available so that they can lead appropriately.
• 8:05
  Tom: Is that kind of the insight?
• 8:07
  Ernesto Mandowsky: Yeah.
• 8:07
  Ernesto Mandowsky: When you're, when your machine is running well, when the brain, when the logical side of the business is running really well, you can now kind of tap into what makes it special.
• 8:18
  Ernesto Mandowsky: What, whatever it is that you're doing, whether you're a marketing coach, consultant, agency, website builder, organizational trainer, you know, we're all, we all, we all offer a commodity service.
• 8:29
  Ernesto Mandowsky: Like the service is, is, is a commodity, but how we do it is not, but the how we do it, the special sauce is kind of found inside of the heart, inside of the emotion, inside of the connections that are manifest through our own personal, unique experience and or viewpoint on the world.
• 8:50
  Ernesto Mandowsky: Like plenty of operations, consultants, fractional COOs out there, but how many of them actually teach every single concept through the lens of a restaurant.
• 9:01
  Ernesto Mandowsky: Which is a universally understood principle across any industry, whether you're a truck driver or a lawyer, you know what it is to eat at a restaurant.
• 9:09
  Ernesto Mandowsky: And so you'll understand these, these systems concepts when taught through that.
• 9:14
  Tom: Yeah.
• 9:15
  Tom: And I like that, that analogy too, of, of any business is like a restaurant.
• 9:20
  Tom: I mean, I remember one restaurateur that I knew in Houston and she was very, very successful, had like five, five branches of her shop.
• 9:30
  Tom: And.
• 9:31
  Tom: She said that because she ingrained in all the employees, it's all about how you make the guest feel rather than, you know, mistakes are going to happen.
• 9:41
  Tom: Operational things are going to happen, but focus on how you make that person feel.
• 9:46
  Tom: And that's what they're going to remember.
• 9:47
  Tom: They're not going to remember that you forgot the ketchup when you, when they had to ask it twice, but if you make them feel really great that they're there and they're enjoying themselves, then everything else is going to work.
• 9:57
  Tom: And obviously her growth was was a testament to that.
• 10:01
  Tom: And I just, that always stuck in my mind as well.
• 10:04
  Tom: Interesting.
• 10:05
  Ernesto Mandowsky: Yeah.
• 10:06
  Ernesto Mandowsky: Hostpitality lost art form.
• 10:09
  Ernesto Mandowsky: Willa Gidara wrote his book.
• 10:12
  Ernesto Mandowsky: He, if you haven't heard, he's a, the restaurant tour behind 11 Madison Park, which was a very famous restaurant in New York, and he wrote this book, Unreasonable Hospitality, and it's been like trending in the business world.
• 10:24
  Ernesto Mandowsky: So it excites me that that's making its rounds, but the next question people have to ask is like, cool, I read the book now, how do I actually implement that in my company?
• 10:35
  Tom: And so that's what you help businesses do is do.
• 10:39
  Tom: You do the implementation.
• 10:41
  Ernesto Mandowsky: Yeah, I mean, do, do the implementation of of their software, because when it comes to actually setting up project management tools or setting up a CRM or setting up Zapier kit, I mean, any of these tools, it, it takes either, it takes a lot of headspace or it takes a 25,000 dollar fee to hire a consultant to come in and do it.
• 11:06
  Ernesto Mandowsky: And that person only focuses on one point of the business.
• 11:14
  Tom: Back in my corporate days, we did an implementation of SAP and I was working in oil and gas, and that was a million dollars a week to implement.
• 11:25
  Tom: Across your oil companies.
• 11:28
  Tom: There's a lot of cost in that.
• 11:29
  Tom: And if you can simplify it and get the, and even when it was fully deployed, it still didn't get me.
• 11:33
  Tom: The answer is that I need it as a manager.
• 11:36
  Tom: So I wouldn't call that a success, but in a small business, one, you don't have the time.
• 11:43
  Tom: You don't have the money necessarily, or the huge margins to be able to invest in these main systems.
• 11:48
  Tom: And especially if they're not set up, right.
• 11:51
  Tom: It just makes sense to bring somebody in to do that for you.
• 11:54
  Ernesto Mandowsky: Yeah.
• 11:55
  Ernesto Mandowsky: It's not even cause there's that story like, Oh, now I'm hiring Ernesto and he's going to come in and set up my systems.
• 12:02
  Ernesto Mandowsky: And I'm going to be like bonded to Ernesto forever.
• 12:05
  Ernesto Mandowsky: Cause he's the one who set up my systems.
• 12:07
  Ernesto Mandowsky: Like that is not what I want to do.
• 12:09
  Ernesto Mandowsky: Going back to the book power versus force, my entire MO, like my focus is to actually empower, not empower the company that hires me, not by like teaching the visionary CEO how to use Notion and, you know, all the things that, no, I don't, I have no business teaching, that CEO has no business learning about technology.
• 12:33
  Ernesto Mandowsky: That CEO must bring in an operator, which sometimes looks like a business manager, sometimes looks like a COO, sometimes looks like a VA.
• 12:43
  Ernesto Mandowsky: And it's that person that I teach how to use these tools, how to ask the questions, how to actually create an intention when it comes to implementing a strategy and having that person become the person who's a master of these tools, because I don't want to, want to be around the, I mean, sure.
• 13:02
  Ernesto Mandowsky: I want to like.
• 13:02
  Ernesto Mandowsky: I want to be around, but I don't want to be inside the business, kind of trapped, you know trapping anyone there.
• 13:10
  Tom: Yeah.
• 13:10
  Ernesto Mandowsky: So I really want to focus on empowering the, the operator, or the number two of a business.
• 13:16
  Tom: Now, do you have any stories of transformations that you've either gone through yourself or you've helped clients do that brought forth more heart in the business after the implementation of the technology that, you know, what we were talking about earlier, but in terms of freeing up that headspace to actually take care of the actual business instead of, you know, with the nuts and bolts of systems in technology.
• 13:40
  Ernesto Mandowsky: Yeah, I wouldn't say my transformation brought in more heart.
• 13:46
  Ernesto Mandowsky: I would say the heart was always there, but there was a coach that I worked with a transformation coach who is kind of a heart-led leader.
• 13:56
  Ernesto Mandowsky: This company actually is called Head, Hands and Heart.
• 13:59
  Ernesto Mandowsky: And When about two years ago, when we first started working together, he had his, his course, his coaching program, but every time he met with someone, he'd have to kind of not start from scratch, but like teach the person the material, teach them the concepts.
• 14:13
  Ernesto Mandowsky: And when we first started working together, we said, Hey, let's take your concepts, turn it into a course that you can deliver to the client, outside of your sessions.
• 14:22
  Ernesto Mandowsky: So that when you're in the sessions, you're exclusively focusing on not what's in your head, but like what is coming up in the client's hearts.
• 14:31
  Ernesto Mandowsky: So through setting up that course, that, you know, that content delivery system, he could go deeper with his clients and he could actually increase his capacity.
• 14:42
  Ernesto Mandowsky: So he was able to triple his capacity.
• 14:44
  Ernesto Mandowsky: He could work with 12 clients at one time instead of the three or four.
• 14:49
  Ernesto Mandowsky: And not just that, as, as we set up his system and he brought in his virtual assistant, he actually was able to produce content to be six weeks ahead of schedule.
• 14:59
  Ernesto Mandowsky: So now most entrepreneurs like, I mean, you run a podcast.
• 15:03
  Ernesto Mandowsky: I don't know how many weeks ahead of the schedule you are, but like it's stressful when you're on the same week and you don't have any content scheduled.
• 15:13
  Ernesto Mandowsky: So the fact that we were able to give him a vehicle to now be a month and a half ahead, he could now be a lot more present.
• 15:21
  Ernesto Mandowsky: In his day to day when he's working with clients and trying to grow his business.
• 15:25
  Tom: That's a great example.
• 15:26
  Tom: And yeah, yeah, it is, it can be stressful if you don't have the content scheduled up or ready to go.
• 15:32
  Tom: Luckily for, for this podcast, we're about three months ahead of schedule.
• 15:36
  Tom: So.
• 15:36
  Ernesto Mandowsky: There you go, so you understand the value of being,
• 15:39
  Tom: And what's great is, you know, having that team in the systems behind the scenes, I'm able to have these better conversations with, with you and the other guests.
• 15:48
  Tom: So that I'm just, I'm present versus having to go, okay, I really need to get this really good so that we can get it out by tomorrow, you know?
• 15:57
  Tom: And that's never a good place to be in terms of coming to a business with heart.
• 16:04
  Tom: Or even making a profit at that point.
• 16:06
  Ernesto Mandowsky: Yeah, I mean, it goes back.
• 16:07
  Ernesto Mandowsky: You were trying to like get something to be really good so you can get, you're like forcing it.
• 16:10
  Ernesto Mandowsky: You're, you're not like feeling like empowered as you're doing the thing.
• 16:15
  Ernesto Mandowsky: So you know, kind of going back again to the book, like, it's just such a fundamental principle here.
• 16:21
  Tom: Yeah.
• 16:21
  Tom: It keeps coming back to that as well.
• 16:24
  Tom: So let's, let's shift gears a little bit in terms of talking about money and profits and being heart-led.
• 16:31
  Tom: I know a lot of heart-led business owners struggle with being okay with charging what they're worth and making a profit in their business, they just want to give, give, give, give, give.
• 16:40
  Tom: What have you seen in terms of balancing profit and heart in your own business, but also in the businesses of your, your clients as well?
• 16:50
  Ernesto Mandowsky: I think many of my, I work with earlier stage entrepreneurs, people under a million dollars they actually don't understand what profit means.
• 17:02
  Ernesto Mandowsky: And,
• 17:03
  Tom: That's not uncommon, unfortunately.
• 17:04
  Ernesto Mandowsky: And it's not that they don't know what profit means.
• 17:07
  Ernesto Mandowsky: Obviously they know what profit means.
• 17:09
  Ernesto Mandowsky: But you say, Hey okay, your 15 hundred dollar website, how long does it take you to build it?
• 17:18
  Ernesto Mandowsky: And they'll say, Oh, I don't know.
• 17:20
  Ernesto Mandowsky: And, and, and you like Brit and then you ask them, well, like how long?
• 17:25
  Ernesto Mandowsky: Guess, you know, what?
• 17:26
  Ernesto Mandowsky: 10 hours.
• 17:27
  Ernesto Mandowsky: Okay.
• 17:27
  Ernesto Mandowsky: 10 hours, 1500, that's 150 an hour.
• 17:31
  Ernesto Mandowsky: Okay.
• 17:31
  Ernesto Mandowsky: 150 an hour.
• 17:32
  Ernesto Mandowsky: That's not bad.
• 17:33
  Ernesto Mandowsky: But then you ask them, okay, what was the end of the year?
• 17:37
  Ernesto Mandowsky: What was your revenue?
• 17:38
  Ernesto Mandowsky: And they'll say, Oh, 80,000 dollars.
• 17:40
  Ernesto Mandowsky: It's like, okay, well, 80,000 dollars.
• 17:43
  Ernesto Mandowsky: You work about 2000 hours a year on average, 50 weeks at 40 hours a week.
• 17:49
  Ernesto Mandowsky: 80,000 divided by two, that's 40 an hour.
• 17:52
  Ernesto Mandowsky: So it's like, okay, something's not adding up here.
• 17:55
  Ernesto Mandowsky: Like either you're just not selling, you need to sell more or you're, you're charging off, like your actual dollars per hour are off and like something's just not there.
• 18:08
  Ernesto Mandowsky: And because you're like almost calling someone, you're not calling someone out.
• 18:12
  Ernesto Mandowsky: You're just like making them aware of the numbers.
• 18:15
  Ernesto Mandowsky: They start to feel some sort of way I'm being attacked and be, you know, they don't want to understand profit at that point.
• 18:25
  Ernesto Mandowsky: So you can't be heart-led if you're not understanding profit because at some point that the business goes out of goes out of money and you get out of business and you can't even have the business to begin with.
• 18:36
  Ernesto Mandowsky: So I you know, I think that many people can take ownership, And ask, like, actually clarify, like, okay, how much does it cost to deliver what I am offering?
• 18:50
  Ernesto Mandowsky: Because if that's not clear from the get go, nothing, you can't really build a business on top of, on top of that.
• 18:57
  Ernesto Mandowsky: That's why, you know, when I work with clients, like transformation is the first thing that you clarify.
• 19:03
  Ernesto Mandowsky: And when I say transformation, not like cultural or digital, but like, okay, what is the offer?
• 19:07
  Ernesto Mandowsky: How much does it cost?
• 19:08
  Ernesto Mandowsky: What are the steps?
• 19:09
  Ernesto Mandowsky: Like really getting like razor clear on that.
• 19:12
  Tom: Yeah.
• 19:12
  Tom: You know, and going back to that exercise, I recommend every business owner, especially coaches and, and solopreneurs do this exercise of taking the revenue that you brought in last year, divided by 2000 to get your hourly rate.
• 19:28
  Tom: If you work 40 hours a week, like most.
• 19:31
  Tom: Probably work a little bit more than that, or, you know, or maybe, maybe less.
• 19:35
  Tom: But if, when you do that exercise, like I, I did that once and it was quite scary.
• 19:41
  Tom: It's like, oh wow, I don't even make minimum wage and I'm still, you know, cleaning the toilets in the gym bathroom.
• 19:51
  Tom: So yeah, I mean, it is very sobering to give a nice little wake up call.
• 19:56
  Tom: I can understand like how entrepreneurs might be a little agitated by that, but it's a good agitate, good agitation for their education on their business.
• 20:08
  Tom: What type of other turnarounds have you seen in terms of getting this information to, to the heart-led businesses, and they've embraced it, and then something happened.
• 20:21
  Tom: Like, what, what would that, that happen?
• 20:23
  Ernesto Mandowsky: So I have another client they're, they help authors sell more books and when I first started working with them, literally hundreds, dozens of spreadsheets.
• 20:33
  Ernesto Mandowsky: Dozens and dozens of spreadsheets.
• 20:35
  Ernesto Mandowsky: And they're, they do podcast booking, they do video production, they do book reviews, several different services.
• 20:43
  Ernesto Mandowsky: And in our first three months, basically got all of those spreadsheets.
• 20:47
  Ernesto Mandowsky: We, we consolidated everything into a tool that I use called Notion.
• 20:51
  Ernesto Mandowsky: That's the tool that I get all of my clients on, which now collapse like all their project management, all the task management, show scheduling podcast reporting.
• 21:02
  Ernesto Mandowsky: They could now like understand how many shows have been shows by genre.
• 21:08
  Ernesto Mandowsky: Like how many business shows did they book?
• 21:10
  Ernesto Mandowsky: How many women's focus shows did they book?
• 21:13
  Ernesto Mandowsky: How, you know, really understand the data and the information.
• 21:17
  Ernesto Mandowsky: through going through that process, kind of like that sobering wake up call of our business systems are a little all over the place.
• 21:24
  Ernesto Mandowsky: A couple of things happened.
• 21:25
  Ernesto Mandowsky: The CEO realized that he was not interested in doing this stuff.
• 21:29
  Ernesto Mandowsky: He was not interested in learning it, which, which is a great realization.
• 21:33
  Ernesto Mandowsky: It's exactly in line with my hypothesis.
• 21:36
  Ernesto Mandowsky: The team members realized that they were so busy.
• 21:40
  Ernesto Mandowsky: They couldn't keep up with like actually maintaining all this information.
• 21:46
  Ernesto Mandowsky: And that opened up the question of, okay, we are.
• 21:50
  Ernesto Mandowsky: Approaching seven figures.
• 21:51
  Ernesto Mandowsky: We are growing.
• 21:52
  Ernesto Mandowsky: We want to double our business next year.
• 21:53
  Ernesto Mandowsky: Like, what do we do?
• 21:55
  Ernesto Mandowsky: How do we do that?
• 21:55
  Ernesto Mandowsky: If the CEO doesn't want to learn this information and the team members are so overwhelmed to actually do what now they hired basically like a customer experience manager who was going to be kind of that backend person who would manage all the information, manage all the client back and forth, feedback, really help.
• 22:13
  Ernesto Mandowsky: Streamline the administration of these experiences.
• 22:17
  Ernesto Mandowsky: And now the CEO had someone who he could go to.
• 22:21
  Ernesto Mandowsky: It wasn't me.
• 22:21
  Ernesto Mandowsky: And it never was intended to be me or our company.
• 22:25
  Ernesto Mandowsky: And, you know, we'll see what happens.
• 22:28
  Ernesto Mandowsky: This is all like this year, but I'm very hopeful that now they have this business manager who's going to be overseeing all this information and as the business continues to grow, he wants to double the next 12 months and maybe I'll report back and let you know how it goes.
• 22:43
  Ernesto Mandowsky: But it does bring that awareness to all the parties involved and inspiration to act.
• 22:51
  Tom: Yeah, I thought you were going to go down the route that instead of consolidating the spreadsheets and getting one system in place, they just put a person on it to just figure it out.
• 23:01
  Tom: Which a lot of businesses do.
• 23:03
  Tom: Which is a huge mistake, because they're not addressing the root cause of what their problem was, which was a hundred different spreadsheets, nobody knowing what the left hand was doing from the right hand, and bringing a coordinator in that just adds another human element to it, which is not great.
• 23:23
  Ernesto Mandowsky: Yeah, well, you know, we do the systems integration and then you empower the coordinator because now that coordinator doesn't have to spend 10 hours collecting all the information.
• 23:33
  Ernesto Mandowsky: Like now they have, they have like, like they have the Xbox and now they can just play the game.
• 23:41
  Tom: Yeah.
• 23:42
  Tom: I have a couple of clients that could definitely use that type of work that you do.
• 23:46
  Tom: And I'll make an introduction after, after the show.
• 23:52
  Tom: Working, especially in the sales coaching that I do, like, I want to see the numbers and a lot of the clients that I work with, they struggle to get all the numbers out of the database or get it somewhere that they can just look and then it becomes five or six different spreadsheets and it shouldn't be like that.
• 24:09
  Tom: It should be automated.
• 24:11
  Tom: Yeah.
• 24:13
  Tom: So Ernesto, how can people find out more about you and what you do?
• 24:17
  Ernesto Mandowsky: People can come to my website yourndm.co, and the first place that I invite people into my world through is by getting your scorecard and your scorecard every single business has these six key numbers that they must understand if they want to enact any change.
• 24:40
  Ernesto Mandowsky: And those numbers are revenue per client per year, the number of clients you want to work with, the conversion rate, the number of leads that you get, the utilization rate, which is the percent of people that actually book a call with you that are already on your email list.
• 24:58
  Ernesto Mandowsky: And that's your, and then the sixth number is the number of people on your email list.
• 25:02
  Ernesto Mandowsky: And when you take these six numbers, you, it's actually, it's an equation that translates to the revenue per year.
• 25:09
  Ernesto Mandowsky: So if you're telling me I want to build a million dollar business, or we just work backwards across each of these six numbers to help you understand like what your business must look like to hit that million dollar goal.
• 25:22
  Tom: Wow, that's great.
• 25:23
  Tom: And those are, those are excellent numbers to track in any business.
• 25:26
  Tom: They should be everybody's KPIs going forward.
• 25:29
  Tom: And, and especially as we go into like at, we're recording this at the end of the year it'll be published at the beginning of next year, but at the end of the year, you know, that's so important to do that analysis of what the business did the previous years.
• 25:43
  Tom: And I always like to do a SWOT analysis and just kind of do a review and then work with our leadership team to see what we can do to improve next year and hit those numbers, the numbers that we want, with heart, of course.
• 25:57
  Ernesto Mandowsky: Of course.
• 26:00
  Tom: Awesome.
• 26:00
  Tom: And so one last question.
• 26:02
  Tom: What type of advice would you give to somebody that wants to do a heart-led business, but it's just like, I'm not quite sure if it's going to work or not.
• 26:12
  Tom: Like, what's your experience been?
• 26:14
  Tom: What kind of advice could you give to somebody like that?
• 26:17
  Ernesto Mandowsky: I would ask, I would invite them to consider asking, why, like, why do they want to do a heart-led business?
• 26:25
  Ernesto Mandowsky: I think it's the, it's the same question of like someone who's like, Oh, I don't know if I should build systems.
• 26:31
  Ernesto Mandowsky: It's like, okay, why do you want a system?
• 26:34
  Ernesto Mandowsky: It's like, Oh, because I want to free up time.
• 26:35
  Ernesto Mandowsky: I want to like be more efficient.
• 26:37
  Ernesto Mandowsky: I want to feel more peaceful.
• 26:39
  Ernesto Mandowsky: Okay.
• 26:40
  Ernesto Mandowsky: That's something people get excited by.
• 26:41
  Ernesto Mandowsky: And so when you ask like, Why a heart-led business?
• 26:45
  Ernesto Mandowsky: Oh, because I want to give back to the community.
• 26:47
  Ernesto Mandowsky: I want to feel like I'm contributing to a social cause.
• 26:53
  Ernesto Mandowsky: I want to, I mean, you know, these are good reasons.
• 26:55
  Ernesto Mandowsky: These are great reasons that will like leap someone into action.
• 26:59
  Ernesto Mandowsky: So asking her more like, why, why do you want to do it?
• 27:02
  Tom: That's great.
• 27:04
  Tom: And a lot of times I'm sure people are like, gosh, I don't know why.
• 27:07
  Tom: And that's, that's a good answer too, to know like where they need to start as well.
• 27:13
  Tom: That's great.
• 27:14
  Tom: Great advice.
• 27:16
  Ernesto Mandowsky: Thank you.
• 27:17
  Tom: Awesome.
• 27:18
  Tom: Well, Ernesto, thank you so much for being on the show today and sharing your wisdom and sharing your insights on heart-led businesses and what people can do to free up their time and, you know, automate, get some systems in place so that they can be more bring, let that heart come out in their business.
• 27:36
  Tom: That's always been there.
• 27:37
  Tom: So I really appreciate you coming on the show today.
• 27:40
  Ernesto Mandowsky: Thank you for having me.
• 27:40
  Tom: No worries.
• 27:42
  Tom: And to our show listeners, thank you so much for tuning in today and watching the podcast or listening to the podcast on whichever platform you're on.
• 27:51
  Tom: And if you could do us a favor and check out everything that Ernesto is doing, that's all that's going to be in the show notes.
• 27:57
  Tom: So make sure you check that out and definitely take that scorecard test to figure out where your numbers are and connect with Ernesto to see how he could help you out as well.
• 28:09
  Tom: And until next time, lead with your heart.
• 28:13
  Speaker 2: You've been listening to the Heart Led Business Show, hosted by Tom Jackobs.
• 28:18
  Speaker 2: Join us next time for another inspiring journey into the heart of business.