Latest / Ambitious Podcast / EP. 37: Mastering the Push Pause Pattern for Consistent Business Growth

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EP. 37: Mastering the Push Pause Pattern for Consistent Business Growth · Ambitious Podcast

• 0:08
  Hello ladies, welcome back to Ambitious.
• 0:11
  I am very excited for today because you are actually, to be
• 0:15
  honest, the first person who has ever heard what I'm going to say
• 0:19
  today. And if you know me, you know
• 0:23
  that I am a strategy nerd. And because of that, I'm
• 0:27
  somebody who basically takes anything that I do say, give us
• 0:30
  advice, have as you know, any kind of any advice that I give,
• 0:33
  I make into a framework. I am somebody who loves a good
• 0:36
  rinse and repeat. I love the idea of being able to
• 0:40
  understand not only what I'm doing, but also how to get the
• 0:42
  same outcome every single time. And as part of that, my brain
• 0:47
  always looks for structures and steps and systems and all of
• 0:52
  these things. And so in at this point,
• 0:55
  coaching hundreds of businesses in all different industries, all
• 0:58
  different stages of business, there was something that I
• 1:01
  realized that I was kind of seeing amongst a lot of clients
• 1:06
  that I had been working with, and frankly, even peers, I would
• 1:08
  just be in in rooms of entrepreneurs and I would start
• 1:12
  to discover like, wait a second, I'm seeing this here.
• 1:14
  I'm seeing it with clients, I'm seeing it with friends.
• 1:17
  And it made me start to realize that there was something bigger
• 1:20
  here that I need to kind of unpack.
• 1:22
  And so today I'm going to teach you the framework that is the
• 1:25
  first I have ever taught this publicly in any way.
• 1:29
  I've kind of talked about this with peers behind the scenes.
• 1:32
  I've talked about it with clients behind the scenes, But
• 1:33
  I've actually never in the entirety of my business ever
• 1:36
  talked about this in the forward facing of anything that I've
• 1:38
  ever done. And so today we are going to be
• 1:41
  introducing you to the understanding as an entrepreneur
• 1:44
  of what the push pause pattern is and the push pause pattern or
• 1:49
  the three PS if you want to kind of break it down again into its
• 1:52
  own structure, The push pattern is basically a cycle and a
• 1:57
  pattern that I saw in a lot of entrepreneurs.
• 1:59
  And I think as I go through today, you're going to be like,
• 2:01
  uh oh, that's me. And that's OK.
• 2:04
  I'm also going to give you some tools toward the end of today's
• 2:07
  episode of not only when you identify that this is you.
• 2:10
  That's good, that's helpful. It always starts, as you know,
• 2:12
  they always say tackling any goal or see any change always
• 2:15
  starts with awareness, right? But the thing that we want to
• 2:18
  know is also how to overcome it. So I will be giving you tools
• 2:21
  and tips on not only understanding which of the
• 2:23
  stages you might be at right right now or if you're in this
• 2:25
  pattern yourself. And I'm also going to be giving
• 2:27
  you some resources on how to kind of bounce back if you are
• 2:29
  in this pattern or currently in this flow as we stand right now.
• 2:33
  So the push pause pattern is something you're probably very
• 2:37
  familiar with. You may have had seasons where
• 2:40
  you are like, I'm all in on the business and I'm like geared up
• 2:43
  ready to go. I feel excited.
• 2:45
  I feel like I am just like lit up about what I'm doing in the
• 2:48
  business. And then you may also have times
• 2:50
  where you're in the business and you feel like, I just feel like
• 2:54
  I can't do anything. Like I feel like I went from
• 2:55
  zero to 100 and I also have gone from 100 push, push, push
• 3:00
  constantly going nonstop and getting like really good sales,
• 3:03
  really good marketing momentum. You're like, I am just killing
• 3:05
  it to. I feel like I'm not motivated
• 3:08
  for my business. I feel like I'm not excited
• 3:10
  about this. I feel like I'm losing sight of
• 3:12
  vision potentially. I feel like I'm just not lit up
• 3:14
  the way that I once was for my business.
• 3:16
  And So what I want to cover today is actually help you to
• 3:20
  understand what's happening behind the scenes that's causing
• 3:23
  those big swings. The number one thing that we see
• 3:26
  with scaling businesses that allows them to be successful is
• 3:28
  the aspect of consistency. It's the aspect of not having
• 3:31
  big swings in cash flow, big swings and effort in their
• 3:34
  marketing. Either you know, you're super
• 3:36
  consistent in marketing or you're not posting at all,
• 3:37
  you're killing it with sales or you have no inquiries coming in.
• 3:40
  Those big swings are not something we want for you in
• 3:42
  business. We want the slow and not maybe
• 3:45
  not slow, but the steady, the steady progression of sales
• 3:49
  coming in, of inquiries coming in, of marketing going out.
• 3:53
  But there is this pattern that entrepreneurs fall into.
• 3:57
  And so we're going to break down each one of the steps today.
• 3:58
  And in each one of these, I'm going to be breaking down as
• 4:00
  well as symptoms that help you to understand maybe which of the
• 4:04
  following stages you might be at.
• 4:05
  And so there's seven stages of this, this pattern of the cycle
• 4:09
  in total. And so the push pause pattern,
• 4:11
  as you could probably predict, is literally named the push
• 4:14
  pause pattern because there's two sides that I see with
• 4:17
  entrepreneurs. They are push, push, push and
• 4:19
  they're go, go, go and they're killing it, whatever they're
• 4:22
  doing. Or they have this kind of like
• 4:24
  paralyzing pause where they really start to reserve and they
• 4:27
  really start to pull back on the things that were moving the
• 4:31
  needle and they're like, they get frustrated with themselves,
• 4:33
  right? And like myself, hey, like I'm
• 4:35
  also part of the club. This is not a matter of the fact
• 4:37
  that I've never fallen into this.
• 4:38
  This pattern was actually something that when I started to
• 4:41
  see with client, I started to reflect on and realized like I
• 4:43
  too have been somebody who's experienced this.
• 4:46
  So when I started to flush out, you know, all of like what it
• 4:48
  looks like at each of the stages and all those things, it became
• 4:51
  very apparent to me that I knew this closely because I had also
• 4:54
  been through this pattern. So I am not someone who's going
• 4:57
  to sit here and say like I've never fallen into the swings of
• 5:00
  the highs and lows. Yes, of course I have.
• 5:02
  But the main thing here is that, again, it starts with awareness,
• 5:05
  understanding what this pattern is so that you can catch
• 5:08
  yourself within it to stop it from progressing.
• 5:11
  And if you have progressed through it, I also want to give
• 5:14
  you tools that will help you overcome it.
• 5:15
  So let's get into the steps of really understanding the kind of
• 5:20
  like core milestones of what this pattern looks like.
• 5:22
  And again, as I go through these, I want you to kind of ask
• 5:24
  yourself, do any of these resonate with me?
• 5:26
  Do I feel like any of these fit for kind of how I'm feeling
• 5:29
  right now in the business? And I want you to hold on to
• 5:31
  that because it's going to be helpful toward the end for me to
• 5:34
  give you some advice on how you can also overcome it.
• 5:36
  So stage one of the push pause pattern is what we consider to
• 5:40
  be the high. And this is really like the
• 5:42
  dopamine spike, right? So with businesses, this is
• 5:46
  really when you're landing new clients, you have so much
• 5:50
  potential with new clients coming in.
• 5:52
  You've got a lot of energy. You're very optimistic about the
• 5:55
  business. You also at this stage may be
• 5:57
  spending a little bit more freely and investing because
• 6:01
  you're just like so optimistic about all the opportunity in
• 6:03
  front of you. And you really have this belief
• 6:06
  that because money is coming in right now, that money is just
• 6:09
  going to kind of always come in. Like you're like, I'm not
• 6:11
  worried about the fact of not making sales because look at all
• 6:13
  the sales that are coming in right now with this.
• 6:16
  You also find that you really are just like, so in the moment,
• 6:21
  you're so excited about the sales coming in, You're so
• 6:23
  excited about the momentum happening in your world that you
• 6:26
  probably are not even necessarily future planning.
• 6:28
  You might just be really, really present in the moment or you are
• 6:33
  so excited by the momentum right now that you also are really
• 6:36
  future planning and not focusing on the current at all.
• 6:38
  So like you're like, Oh my God, these sales are rolling in.
• 6:40
  This is amazing what we're going to do next and you're all about
• 6:43
  the big momentum of the next thing that's coming.
• 6:46
  Here's the thing, in this stage, the reason we call it the high
• 6:50
  is because you have a lot of new contracts coming in, you have a
• 6:53
  lot of new people signing. And so because of that, you have
• 6:55
  a lot of momentum, you have a lot of energy.
• 6:57
  And so this is the dopamine spike and the high because
• 7:01
  you're feeling the momentum of all the amazing energy happening
• 7:04
  in your world. And so this is often because you
• 7:08
  have experienced a short term spike and this may sometimes be
• 7:12
  connected to, you know, even just day-to-day sales, you're
• 7:14
  having a good month. It can also be connected to the
• 7:17
  fact that maybe you did a promotion.
• 7:18
  So maybe you did a launch of a new offer, maybe you did like a
• 7:21
  a Black Friday promotion. Maybe you did something that
• 7:24
  created a surge or a new marketing tactic that you're
• 7:27
  doing or a new approach that you started to integrate.
• 7:29
  And with this, you really feel, you feel relieved, you feel
• 7:34
  satisfied, you feel energized and you're like, OK, like I feel
• 7:37
  lit up about my business because like, look at all the things
• 7:39
  that just happened in X amount of time.
• 7:42
  Now here's the thing in stage one with the high and that
• 7:46
  dopamine spike, the clients are coming in.
• 7:49
  You're investing in the business, you're seeing the big
• 7:51
  vision, you're going for big things.
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  You're like, I am on a roll. What ends up happening is you
• 7:58
  end up when that moment happens, you end up shifting into stage
• 8:02
  2. Stage two of the push pause
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  pattern is what we consider to be the routine stage.
• 8:08
  This is considered to be the comfort zone.
• 8:10
  So the comfort zone is now you've signed all these new
• 8:13
  clients and now that you're really excited about all the
• 8:15
  momentum that's happened, you start to settle into serving
• 8:19
  those clients. So you start to settle into
• 8:21
  whether you're serving them, your team is serving them,
• 8:24
  You're like, OK, I just had this really big influx of clients and
• 8:26
  I'm going to focus on getting those clients onboarded, getting
• 8:29
  them great results, getting them kind of integrated into our
• 8:31
  process. So you start to get into the
• 8:34
  routine, you start to get into the stability of serving these
• 8:36
  amazing new people who just entered your world.
• 8:39
  And because you're really focused on just taking a
• 8:42
  breather and going into the routine of clients, it often
• 8:46
  means that at this moment when you're in that routine stage,
• 8:49
  you're often really focused on the day-to-day tasks in your
• 8:52
  business. So you kind of have pulled a
• 8:54
  little bit away from the big picture momentum and the long
• 8:57
  term planning. And so you also because you have
• 9:01
  a surge of clients, you're like our cash flow is good right now,
• 9:05
  right. Like we've got, we've got lots
• 9:06
  of money coming in, we've got lots of cash flow happening.
• 9:09
  You're not worried about I need new clients, I need new clients.
• 9:12
  And because of that, you stop thinking and you kind of take
• 9:15
  your eye off the prize, if you will, of getting new clients.
• 9:19
  And so with that, you don't put as much energy during the
• 9:23
  routine stage into marketing and sales.
• 9:25
  And you're in this belief that you feel really secure with the
• 9:28
  current clients that you have. And so maybe you've done like,
• 9:31
  again, like a promotion or a launch or something that
• 9:34
  basically has allowed this search for you.
• 9:37
  And so because you have this surge, you're like, OK, well,
• 9:39
  I'm just going to take a little bit of a breather from marketing
• 9:41
  and promotion because I just did a push or I've just been super
• 9:44
  consistent that led to all these sales.
• 9:46
  So because of that, I'm going to pull back a little bit and maybe
• 9:49
  not, not necessarily go as hard with marketing and sales for the
• 9:53
  next little bit. So you fall into routine.
• 9:56
  And the reason that this happens, the cause of why we get
• 9:59
  into the routine stage is because we feel this sense of
• 10:02
  security, we feel this sense of stability.
• 10:06
  And So what ends up happening is we believe not consciously
• 10:10
  necessarily, we're not, you know, making this as a decision,
• 10:13
  but sometimes subconsciously we believe that the current state
• 10:16
  that we're in of the sales that just came in, the clients that
• 10:19
  are in the clients that are happy, that this is going to
• 10:22
  last indefinitely. Like we believe that, you know,
• 10:24
  we've never felt better. We've never felt more secure.
• 10:27
  And so because of that, we're like, this is going to stay.
• 10:29
  This is something that I can see being a comfortable, stable
• 10:32
  reality. The problem is then that we go
• 10:35
  into routine work. And typically what this means is
• 10:37
  you start to hide again, not consciously, but it's just kind
• 10:40
  of a pattern you go into, hence the push pause pattern.
• 10:43
  The pattern you go into is that you start to hide in the back
• 10:46
  end of the business. So you start to really get into
• 10:49
  the client delivery and the team and the systems and the
• 10:52
  community and all of the things behind the scenes for the
• 10:56
  clients that you really take your foot off the gas when it
• 10:59
  comes to the marketing and the sales.
• 11:01
  And so this is really stage 2 is what we consider to be the
• 11:04
  routine stage. And we also would call this the
• 11:07
  comfort zone, right? So this is really that routine
• 11:09
  stage where you get super comfortable with the new clients
• 11:11
  that you just brought on that again, you feel really excited
• 11:14
  about, you're very secure in, you feel like the business feels
• 11:16
  stable, you've got money coming in and you're like, things are
• 11:19
  feeling good. So you're starting to settle in,
• 11:21
  right? So we had remember the stage 1,
• 11:24
  the high, the dopamine spike, that big surge of energy.
• 11:27
  And with that, we had that big energetic surge for the business
• 11:32
  in the sense of cash flow and resources, but also for
• 11:35
  ourselves, our vision and our momentum.
• 11:37
  But then because of that we fell into routine.
• 11:39
  After that we have the drop which is where we go into the
• 11:42
  comfort zone and the routine and we start to get into the
• 11:44
  day-to-day. Now how long these stages last
• 11:47
  by the way, is different person to person.
• 11:49
  Some people can progress through these stages very quickly and
• 11:53
  other people can stay stuck in these stages for an extended
• 11:55
  period of time. And the reason that I mentioned
• 11:58
  time is because of stage 3. So stage 3 is what we consider
• 12:03
  to be the reality check. And the reality check is also
• 12:09
  better known as the contract reminder, which is when you come
• 12:13
  to realize the number one conversation I have with people
• 12:16
  as they go. I have contracts that are ending
• 12:17
  soon. I have contracts coming to a
• 12:19
  close. I have contracts that are almost
• 12:20
  done and you start to realize, wait a second, that security,
• 12:24
  that stability that I felt. I now I'm on edge.
• 12:29
  Now I'm worried because they you start to realize the contracts
• 12:32
  of those clients that are making you feel so stable are literally
• 12:35
  done in the next three to six months.
• 12:36
  Sometimes you have a little bit longer, but typically they were
• 12:40
  three or six month contracts and now you're maybe 3060 days out
• 12:43
  and you go, oh crap, I need clients.
• 12:46
  And so stage 3 of the reality check, the contract reminder is
• 12:50
  when you get the awareness through your client management
• 12:53
  system through a notification coming in or sometimes, which is
• 12:58
  not as ideal. Sometimes we get the reminders
• 13:01
  from our clients who say, hey, I wanted to let you know that I'm
• 13:06
  going to be moving a different direction and as a result, I'm
• 13:08
  going to be ending our services. So sometimes this is something
• 13:12
  that's systematic, but there's also many times where where the
• 13:15
  contract reminder can also be a client who says they're ending
• 13:19
  the contract or that they've decided that they don't want to
• 13:21
  renew or that they're not going to continue month to month with
• 13:23
  you. And then we get hit over the
• 13:26
  head with this massive awareness of, oh crap, here's the stress,
• 13:30
  right? So we have the sudden
• 13:31
  realization that and this kind of light that starts to come in
• 13:36
  realizing that oh, this current situation that I have a feeling
• 13:39
  stable with these clients and I've got my OG clients that I've
• 13:43
  been working with forever. We start to realize, wait a
• 13:45
  second, this is going to be short lived.
• 13:47
  Like this is not something that I am stable in anymore.
• 13:51
  I don't feel security longer. And so we start to have this
• 13:54
  awareness of oh, crap. And the stress starts to pile
• 13:57
  up. Typically that stress is also
• 13:59
  paired with feelings of anxiety and really massive uncertainty
• 14:03
  when it comes to cash flow. And so we get into this panic
• 14:07
  right where we start to go into, OK, well, the clients I had are
• 14:11
  either almost done with me or they're actively telling me that
• 14:14
  they're not going to continue. Now what am I going to do?
• 14:17
  And this is also an aspect of reflection because at stage 3,
• 14:22
  the reality check, you're also realizing that you actually have
• 14:26
  not actively been planning for the next stage.
• 14:28
  So at this stage, there's also sometimes an aspect of guilt of
• 14:31
  feeling like when you have this awareness that there's not money
• 14:35
  going to be coming in, you go, oh, crap.
• 14:36
  Like this is on me. Like I didn't do this.
• 14:38
  I didn't plan for this next stage.
• 14:40
  I didn't prep for the next thing that was coming up.
• 14:43
  And you feel this guilt of not number one, maybe knowing this
• 14:47
  was going to happen, or number 2, not planning in the event
• 14:52
  that something like this did happen.
• 14:53
  And so you start to feel guilt around the procrastination.
• 14:57
  You start to feel guilt around the delay in the strategy or the
• 15:00
  effort that you've been putting in.
• 15:02
  And so often times during the stage, we see one more thing.
• 15:07
  We feel the stress, we feel the anxiety.
• 15:09
  And what's the first thing that many people need to do or feel
• 15:12
  called that they need to do when they are stressed out or when
• 15:16
  they are feeling anxious? Is the first thing you feel
• 15:18
  called to do is to then go and do this massive big action,
• 15:23
  right? So this is a lot of times where
• 15:24
  people will go and be like, I'm gonna do a flash sale.
• 15:27
  I'm going to just you know, lower my prices.
• 15:29
  I'm gonna put a discount across everything and I'm gonna do
• 15:33
  literally anything and everything tactic wise, whether
• 15:35
  it aligns with me and my business or not, just in the
• 15:38
  effort of collecting some cash here.
• 15:39
  Because you're having the realization things are coming to
• 15:42
  an end. And the reason that someone is
• 15:45
  in this stage and the reason of how you get to this reality
• 15:48
  check again of the client canceling their contract or you
• 15:51
  getting notifications, they're almost done.
• 15:53
  This happens because we assume that when we have clients,
• 15:58
  especially clients that are very loyal, like even for me, I've
• 16:01
  had, you know, clients even to this day that I work with for
• 16:03
  three years, like I've been working on them for a long time.
• 16:06
  But for me, I also recognize that my clients could leave me
• 16:10
  at any time. So like the idea that I'm just
• 16:12
  going to bank on those people and their payments coming in for
• 16:17
  my business. I basically bank on nothing, to
• 16:19
  be honest with you. Like I bank on partially some of
• 16:22
  the contracts we have, but even then in a scaling business,
• 16:24
  you've got failed payments and you've got all these things,
• 16:27
  right? For me, I really look at during
• 16:30
  the reality check, I see the fact that people really have
• 16:33
  this belief. They have this mindset that the
• 16:36
  people in their world because they're great clients or they've
• 16:39
  been with you for a while or whatever it might be.
• 16:42
  You have this belief because they've been with you that
• 16:44
  they're going to stick around and that they're going to be
• 16:45
  around for a long time. And that gets you into this
• 16:49
  place again, falling into routine.
• 16:51
  So the only thing that really makes you wake up and change
• 16:54
  that perspective is that reality check of the client saying, hey,
• 16:57
  I'm not going to continue or you realizing that their contract is
• 17:00
  done. And so the impact on this is
• 17:03
  that really your anxiety sets in and you're going to realize
• 17:08
  there's a massive cash flow dip or gap that is coming up on the
• 17:12
  horizon. And so this is often when you
• 17:14
  know, I will get again, because so many entrepreneurs fall into
• 17:18
  this push pause pattern is I get messages from clients who go, Oh
• 17:21
  my gosh, I just realized that like I have contracts that are
• 17:25
  going to be done for clients in the next three months or the
• 17:27
  next 60 days or the next 30 days sometimes.
• 17:30
  And they have this Oh my gosh moment.
• 17:33
  And the thing I also want to say is this is not just when I have
• 17:36
  clients whose contracts are ending so I can't pay my bills.
• 17:39
  It has nothing to do with the fact of your sales going to 0.
• 17:43
  This can also be for a business, for example, who has like I have
• 17:46
  businesses that I serve that do $300,000 a month.
• 17:50
  And what they'll notice is that the contracts, let's just say 12
• 17:53
  of the clients or 15 of the clients that are causing them to
• 17:57
  have $300,000 a months, they start to have this awareness of,
• 18:00
  uh, oh, I now realize that the contracts that I have right now,
• 18:05
  those 12 clients are going to dip me almost $100,000 a month
• 18:10
  of cash a month. And they have team, they're
• 18:13
  paying for it. They may have ads, they're
• 18:14
  paying for it. They may have other things that
• 18:16
  they're investing into. And so it's not just this idea
• 18:19
  to, of, oh, I have, you know, contracts coming to an end.
• 18:22
  That means I have no money. No, this can also be at a
• 18:25
  grander scale of the fact that you have a certain amount of
• 18:30
  expenses, cash flow expectation in your business every single
• 18:34
  month. And so because of that, you need
• 18:37
  a certain amount of money to sustain that.
• 18:39
  And so when people have this awareness in this reality check,
• 18:42
  sometimes it's the fact that they can't, you know, have any
• 18:44
  money coming in. Maybe yes, it means you're going
• 18:46
  to 0, but it also can very much mean that you have a a lot of
• 18:51
  money that your business is already bringing in per month
• 18:53
  and you're realizing, Oh my gosh, this is going to be
• 18:55
  dipping drastically and I need to turn the ship around.
• 18:58
  And so the reality check is not a fun stage because this is the
• 19:02
  stage where we realize we got work to do, OK?
• 19:06
  So now that we know we have work to do in stage 3, we then shift
• 19:11
  into typically seeing entrepreneurs shift into stage
• 19:14
  4. So now you have this reality
• 19:17
  check, right? So we have this understanding of
• 19:19
  clients are going to be coming to an end, contracts are coming
• 19:22
  to an end, the money is stopping.
• 19:25
  This is where Q Stage 4, which is what we consider to be the
• 19:28
  panic stage. The panic stage is really what I
• 19:32
  would also refer to as the hustle mode that has to come in
• 19:37
  because when you start to have the awareness of the contracts
• 19:40
  ending, we now are like we need to find new clients.
• 19:43
  Like I need to find clients to substitute either the people who
• 19:46
  are leaving or the cashless leaving.
• 19:48
  I need to be able to have something that offsets this.
• 19:52
  And so in this stage of panic, you're really scrambling to find
• 19:56
  new clients. And so often times it means that
• 19:59
  you're going to implement really quick sales strategies.
• 20:02
  You're maybe going to start doing flash sales, you're going
• 20:04
  to be doing quick discounts, you're going to be doing quick
• 20:07
  launches like things that are basically any.
• 20:10
  Last dish effort to be able to see movement.
• 20:13
  And often times what I see, which is the tricky part of the
• 20:16
  stage, is I see people in an effort because they put
• 20:19
  themselves and they basically have their back against a wall.
• 20:23
  Because of this. After the fact, we start to see
• 20:26
  that they're actually using tactics that are not necessarily
• 20:28
  in line with their values. And so the hard part is when you
• 20:32
  don't have consistent cash coming in and then all of a
• 20:35
  sudden you do need consistent cash.
• 20:37
  Sometimes I see people go against what they believe in,
• 20:40
  like they're doing promotions when they said they'd never do a
• 20:42
  promotion or they put their offer that they said, oh, that's
• 20:44
  never, I'm never going to discount that.
• 20:46
  And they discount their offerings.
• 20:48
  And so the tricky part is seeing how also in the panic stage of
• 20:53
  stage 4, how people respond to this, because when your back's
• 20:57
  against the wall, that's a very important moment in your
• 21:00
  business. How you respond in moments in
• 21:03
  your business when your back is against the wall, Do your values
• 21:06
  remain? Do you care about the same
• 21:08
  things even when cash flow is tight?
• 21:10
  Do you serve your clients the same way?
• 21:13
  Do you show up the same way in marketing?
• 21:15
  Do you remain the same and consistent in who you are and
• 21:18
  what you believe, what you stand for throughout every single
• 21:21
  stage of your business, including when your back is
• 21:23
  against the wall? Now here's the thing that I also
• 21:25
  want to know and this is something I had as an awareness
• 21:27
  about myself. I have realized even in the way
• 21:31
  that I have operated in the past that I am somebody who has been
• 21:36
  a quote UN quote victim or someone along for the ride of
• 21:39
  the push pause pattern. And that is because I sometimes
• 21:42
  need my back against the wall to really call me forward to do
• 21:46
  something and to change my approach.
• 21:48
  And so often times when I get into these aspects of having my
• 21:55
  quote, UN quote back against the wall for whatever the thing
• 21:57
  might be, I realized that I don't want to be here again.
• 22:00
  I don't want to have to do a quick promotion, a last chance
• 22:04
  this or a quick whatever. And so for me, I really think
• 22:07
  that the panic stage is a lot of awareness because you also want
• 22:11
  to consider, are you somebody who needs your back against the
• 22:14
  wall, IE no contracts coming in, no sales coming in for you to
• 22:18
  start finally realizing the impact of consistency.
• 22:22
  And the panic stage is going to do that for you.
• 22:24
  You're going to realize at the panic stage of this process that
• 22:27
  you again, could have prevented this.
• 22:30
  And you start to ask yourself, how did I get here?
• 22:33
  How did I allow this to happen? How did I get to the point where
• 22:36
  I have no contracts, no cash, no, whatever it might be.
• 22:39
  And it's a really, really important awareness.
• 22:41
  And again, there's no shame in this being you because hey, I've
• 22:45
  also been in the same situation. I recognize this pattern though.
• 22:50
  And so now, which again, we're going to talk about today, how
• 22:53
  to overcome this and how to be really cognizant of like what
• 22:56
  you can do moving forward. So at the panic stage, you're
• 22:59
  implementing quick sales tactics and you're also really at this
• 23:02
  point, typically very physically and mentally exhausted because
• 23:07
  you're stressed out, you're anxious.
• 23:10
  And yet during the nerves and during the scarcity and during
• 23:14
  the pressure, you're basically being asked to perform at the
• 23:17
  highest level because you need to perform at the highest level
• 23:20
  in order for you to be able to see sails and to get yourself
• 23:24
  out of the situation. And so even though you're
• 23:26
  physically and you're mentally exhausted, we have to basically
• 23:30
  continue to move forward because there's no other option.
• 23:32
  Like the only option in front of you right now is literally to
• 23:35
  take action. And so the thing that I will
• 23:38
  often see at the panic stage is that I see people who lower
• 23:43
  their standards and I see people who will start letting anybody
• 23:48
  and everybody into their offerings.
• 23:50
  I see people who allow and open themselves to working up with
• 23:53
  certain types of clients just in the effort of making the sale
• 23:56
  and not really sticking to their values and what they believe in.
• 23:59
  And I see that, you know, people will have like leads that are
• 24:02
  not as qualified or people that are really not an ideal
• 24:06
  candidate and they'll start to kind of maneuver and customize
• 24:08
  and adjust to just let people in, like getting people in the
• 24:12
  front door. And so at the stage, I'm also
• 24:15
  seeing that you are constantly ruminating on expenses.
• 24:18
  You're checking your PNL, you're checking your cash flow, you're
• 24:21
  checking your bank accounts consistently.
• 24:23
  And you're aware of the fact that the numbers are dwindling.
• 24:26
  And the thing that often will happen is because we're in just
• 24:30
  such this pressure, like I need money tomorrow, I need money
• 24:32
  tomorrow. We have the belief that if we
• 24:35
  just do something that people will come in.
• 24:37
  But then what ends up happening is you're hustling and hustling
• 24:40
  and hustling during stage 4 of the panic stage, but the leads
• 24:44
  aren't coming in as quick as you had wanted or you're not having
• 24:47
  like the sales that you wanted. And you're getting frustrated
• 24:50
  and even more stressed, even more panicked because not only
• 24:54
  are you panicked about the current state of your business
• 24:55
  and where you're at, but you're also now panicked to the fact
• 24:58
  that you're trying to turn the ship around and it's not turning
• 25:01
  as quick or effortlessly as maybe you had anticipated or
• 25:03
  hoped. Now the thing I want to say
• 25:06
  about that is that an important thing for us to recognize is
• 25:10
  that the reality of our Business Today is a byproduct of the last
• 25:12
  90 days of effort. So if you are someone who's not
• 25:17
  where you want to be in your Business Today, it is not about
• 25:20
  what you did yesterday. It is likely not even about what
• 25:23
  you did last week or even in the last 30 days.
• 25:26
  There is a compound effect in business.
• 25:29
  And so the thing that I see is that often times people want a
• 25:32
  quick tactic, they want a quick approach, they want a quick, you
• 25:35
  know, one strategy that's going to make me a massive surge of
• 25:38
  cash flow. And do those things exist?
• 25:41
  Yes. Do you scale a business on those
• 25:43
  tactics? Absolutely not, because that
• 25:47
  ends up being in those big swings again, right?
• 25:49
  We've got all the effort or we've got nothing.
• 25:51
  We've got all the results or we've got nothing.
• 25:54
  And that swing is a very, very stressful, overwhelming and
• 25:59
  frankly very intense for teams to be part of a feeling this
• 26:02
  constant abundance and lack, abundance and lack over and over
• 26:06
  and over again. And so typically the reason that
• 26:09
  we get into this stage of the panic of that, you know, hustle,
• 26:13
  hustle, hustle. I got to do something quick to
• 26:14
  turn the around. The reason people get here is
• 26:17
  because they lack consistent effort in marketing and lead
• 26:21
  generation and it causes them to have very little to work with.
• 26:26
  And so it's interesting. Someone will come to me again
• 26:29
  because people come to me in all these stages, by the way.
• 26:32
  So people will come to me in the stage of like, everything's
• 26:34
  amazing and I'm killing it. And people will also come to me
• 26:35
  in stages of like help and their business is up against the wall.
• 26:40
  The thing that I will say is when someone comes to me and
• 26:43
  they say I want to make more sales, I want to have more
• 26:45
  inquiries, I want to have more of this out of the other.
• 26:46
  One of the first things I'm going to ask them is about their
• 26:48
  consistency. Because it's often not a matter
• 26:52
  of just like the one post you put out yesterday or the one
• 26:54
  e-mail you wrote or the one launch you did.
• 26:56
  Like, I want to know what you're doing every single day.
• 26:59
  And what you're doing every single day is not consistent.
• 27:02
  And what you're doing every single day is not something that
• 27:05
  you've been doing for the last 90 days minimum.
• 27:08
  It really means that this is the trailing effect.
• 27:11
  You are where you are today because of the last 90 days of
• 27:13
  effort. And so when I talk about
• 27:17
  business coaching people, This is why I say to them, I can help
• 27:20
  to turn things around when you're in the panic and the
• 27:22
  hustle stage. Can we give you again, a quick
• 27:23
  tactic, a quick approach, a quick strategy, 1000% I have a
• 27:28
  million and one of those, but that's going to create a little
• 27:30
  surge. The key thing is what do you do
• 27:32
  after that surge? Or do we end up right back in
• 27:35
  the same seat again? And so this is often when
• 27:37
  someone asked me actually last week, because we're going into a
• 27:41
  really big promotion as we record this.
• 27:43
  So something that someone had asked me is they said, you know,
• 27:46
  when's the ideal time for business coaching?
• 27:48
  And I said, listen, you don't necessarily need to be in a
• 27:51
  complete place and state of panic in order for you to invest
• 27:56
  in coaching. Frankly, the goal of coaching
• 27:58
  should be to develop and expand and evolve your business.
• 28:02
  And often times my goal or intention would be that that
• 28:04
  isn't necessarily connected to panic, right?
• 28:07
  We don't necessarily have to have things on fire to take
• 28:09
  action should be the idea. But obviously I help people in
• 28:13
  fire states all the time. And so this is the reason I say
• 28:16
  that to people. And the reason that I give that
• 28:17
  advice is because if you foresee that your business in the next
• 28:22
  30, sixty, 90 days is not going in the trajectory of where you
• 28:26
  want to go, now's the moment. Like now's the moment to do
• 28:30
  something about it. And I don't care if it's me at
• 28:33
  all. I don't care if it's me.
• 28:34
  I don't care if you go to somebody else.
• 28:35
  I don't care if you start consume a course or read a book
• 28:38
  or do something. But to me that the reason that
• 28:41
  I'm so passionate about people, when you have the awareness,
• 28:45
  that's the moment. That's the moment to move.
• 28:48
  That's the moment to realize if I'm realizing something's not
• 28:50
  going the way that I want here. That is the moment that you need
• 28:53
  to move to do something differently.
• 28:56
  Because if you don't, this is what causes this panic stage to
• 29:00
  happen of Stage 4. This is what causes your back
• 29:04
  against the wall. Because 90 days ago, you and I
• 29:06
  both know that you had an awareness that your goals
• 29:09
  weren't quite progressing the way you wanted, that things
• 29:11
  weren't quite happening in the timeline you wanted.
• 29:14
  But you were like, oh, I'm going to see the next 30 days through
• 29:16
  and then 30 days pass. I'm going to see the next 60
• 29:18
  days through and 60 days pass. And before you know it, you've
• 29:21
  got your back against the wall. And Q Stage 4, we're in the
• 29:23
  panic stage. And so it's really, really
• 29:26
  important. I just want to make sure that,
• 29:28
  you know, the results that you want are a byproduct of the last
• 29:33
  90 days of effort. And the results you want in the
• 29:35
  future are going to greatly depend on what you're going to
• 29:38
  do. And there's 3060 and 90 days.
• 29:40
  So when you're in Stage 4, the panic stage, you are also going
• 29:44
  to experience at this stage quite a bit of burnout because
• 29:48
  you are just pushing it on all ends.
• 29:50
  You are really, really pushing to really try to execute every
• 29:54
  single strategy that you possibly could in the effort and
• 29:57
  in the intention of turning things around.
• 30:00
  So because of that, we fall into stage 5, which is what we call
• 30:03
  the crash stage. And the crash stage is Q
• 30:06
  burnout. It has arrived.
• 30:08
  So because you've been hustling and you've been trying all these
• 30:11
  tactics and you've been trying all these different strategies,
• 30:14
  you are physically and emotionally exhausted.
• 30:18
  You are just like, I am tapped and I got nothing else to give.
• 30:21
  And you're at this stage, honestly just exhausted by the
• 30:27
  idea of more work. Any kind of amount of work at
• 30:31
  this stage, frankly, feels like unbearable.
• 30:34
  Even if you're like, I got to write an e-mail.
• 30:36
  I got to, you know, put up a post on social media.
• 30:38
  I have to record a podcast, whatever it might be.
• 30:42
  Anything that you basically have on your list of things that you
• 30:44
  could do to turn this you feel is immensely overwhelming and it
• 30:48
  just feels like moving a mountain.
• 30:50
  And often because of the fact that you've got into this
• 30:53
  burnout stage of stage five, you also are probably potentially
• 30:57
  even losing passion for your business, like wondering like,
• 31:01
  why am I doing this? Is this the strategy?
• 31:04
  Is this the plan? Is this what I want?
• 31:05
  Do I want to live this and have this reality in my business?
• 31:09
  And you start to feel really disconnected from like why
• 31:12
  you're doing this in the 1st place.
• 31:13
  Is this even worth it? What do I see for my vision?
• 31:16
  And you start to question yourself and your business a
• 31:18
  lot. And at this stage, I also have
• 31:20
  seen people who've also experienced not only mental
• 31:24
  mindset things come up, but also very much physical symptoms like
• 31:28
  having when you're at the peak of burnout and crash in your
• 31:31
  business. You feel this aspect of like
• 31:34
  insomnia, you maybe can't sleep at night, you're struggling to
• 31:37
  sleep consistently. You might have gut issues
• 31:39
  because there's just stress is making your stomach and your
• 31:42
  digestion super tight. You feel like you actually have
• 31:44
  like physical body aches, like your body is actually aching and
• 31:48
  just feeling tired, just want to lay on the couch and do nothing.
• 31:51
  Or you might experience really consistent headaches that you
• 31:53
  just kind of can't understand or put a placement to all of those
• 31:57
  to be connected to the physical symptoms of stress.
• 32:00
  And so we even see when people are in this stage, again,
• 32:03
  realizing that they are having go, go, go, they've been trying
• 32:06
  to generate sales and they're just push, push, push.
• 32:09
  The thing we're also seeing is even if you sign a client at the
• 32:12
  stage of burnout and crash, you very rarely feel actual relief.
• 32:16
  If anything, when you sign a client, you feel like a quick
• 32:19
  one or two hours of excitement or you feel maybe a day of
• 32:23
  excitement. But then you go back to this
• 32:24
  aspect of, OK, yeah, I signed a client, but it doesn't help me
• 32:26
  with the other 17 clients and need to sign.
• 32:29
  And so we have this place of feeling little moments of
• 32:33
  dopamine spikes, but not anything that actually sustains
• 32:36
  or lasts very long because this is something that you're like, I
• 32:40
  need more clients anymore clients.
• 32:41
  And so usually the thing that is the most telling of this stage
• 32:46
  is the physical symptoms. And it also is the questioning
• 32:49
  of you and the questioning of your business.
• 32:51
  The amount of times I will be honest with you that I have had
• 32:54
  conversations with entrepreneurs who've gotten themselves and
• 32:56
  again, they're back against the wall and they start to wonder
• 32:59
  like, is this for me that can look like, is this offer even
• 33:03
  something I want? Do I even like this business?
• 33:05
  Do I even want to grow this? Do I even want to be an
• 33:08
  entrepreneur has come up in this stage And the thing that I can
• 33:14
  see as a coach is the fact that this stage, when I hear those
• 33:19
  thoughts or I hear those questions, I know nine times out
• 33:23
  of 10 that that is not anything to do with the entrepreneurs
• 33:26
  actual belief system. Like, they don't actually
• 33:28
  believe that this is not for them.
• 33:31
  They don't actually believe that they're not supposed to be an
• 33:33
  entrepreneur. It's just the fact that they're
• 33:35
  so overwhelmed and they're so burnt out and their battery is
• 33:39
  so low that they can't fathom today, let alone the next six
• 33:45
  months, the next year, the next three years.
• 33:48
  The thing that I want to give you is advice.
• 33:49
  And this is what I would, I tell my clients all the time is when
• 33:52
  you are in these moments of being like, do I even want this
• 33:56
  business? Like do I, do I even like this
• 33:58
  business? Do I even want this?
• 34:00
  Do I want this offer? Do I want this team?
• 34:02
  Do I want whatever? Here's my recommendation to you.
• 34:05
  When you get into those stages, ask yourself, am I emotionally
• 34:09
  charged? IE, does this feel like it's a
• 34:13
  heightened state of emotion? Those are not the moments that
• 34:17
  you make decisions about your business.
• 34:20
  The moments you make decisions about your business and not
• 34:23
  enjoying something, not liking something or desiring to see a
• 34:25
  change is when I have talked to somebody who says to me 15 times
• 34:31
  over, Kate, I hate this mastermind.
• 34:32
  I hate this mastermind, or I hate my course.
• 34:34
  I hate my course or I hate my service, my agency, whatever it
• 34:38
  is. If you tell me that on a
• 34:40
  Tuesday, then a Thursday, then during a promotion, and then
• 34:45
  randomly at 11:00 at night on a random Wednesday 2 weeks later,
• 34:49
  and all of it feels consistent and you're like, I'm just
• 34:51
  ruminating on this and I just feel like this is not it.
• 34:54
  That's more of a telling sign to me that we actually want to make
• 34:57
  changes to the business, to your offering, to your structure more
• 35:01
  than anything else. When I hear those comments
• 35:03
  though, of the people who are like, I don't know if I love my
• 35:06
  business, especially during times when the business is in
• 35:09
  massive constraint, I'm going to be honest.
• 35:11
  It goes in one ear and out the other for me as a coach because
• 35:15
  the only reason that that's coming up is because you're
• 35:17
  facing adversity, you're facing pressure.
• 35:20
  You don't actually not like your business, most likely.
• 35:23
  Again, could there be an instance of your business that
• 35:25
  you want to change as possible? But the advice I give to people
• 35:28
  is never, never listen to the voice in an emotionally charged
• 35:34
  state. If you are not emotionally
• 35:36
  charged, IE you're sitting on the couch watching Netflix and
• 35:40
  your brain is just like ruminating on your agency being
• 35:42
  like, I don't like this agency. I don't like this offer.
• 35:45
  I don't like this team. Whatever it is.
• 35:48
  If you have that thought in a neutral state of just the
• 35:50
  day-to-day of you living and going about your life, then that
• 35:54
  is something that I would say, OK, let's investigate that.
• 35:57
  Let's dive into that. Like I want to unpack that
• 35:58
  further, but when someone is just in this place of pressure,
• 36:03
  that's not your logical brain talking.
• 36:06
  That is you really in a basic essence, having fight or flight
• 36:09
  being like, get me the heck out of here.
• 36:12
  And so I tell people that's not a time where we're making that
• 36:14
  decision. This is a time where I'm happy
• 36:16
  that you shared the awareness. I'm happy that you shared the
• 36:18
  insight. But I'm going to circle back to
• 36:21
  this conversation when we're not in this place, because now is
• 36:24
  not the moment we're going to be making those changes.
• 36:27
  Because I've also seen as a coach that people again, like, I
• 36:30
  kind of act as like a parent to people's businesses and like,
• 36:32
  Hey, here's my advice for you. They don't always take my
• 36:34
  advice, OK, So like, and that's OK.
• 36:36
  That's I encourage that. It's not a matter of like my way
• 36:38
  or the highway. It's about me being here as a
• 36:40
  consultant. And when I sometimes give advice
• 36:43
  that don't make that decision in a heightened state, I've also
• 36:46
  had people who have made that choice and they're like, hey,
• 36:48
  I've now come back to, you know, come back to Earth basically in
• 36:52
  the sense of the fact that I'm not in this heightened emotional
• 36:54
  place. And I feel like I made a big
• 36:56
  mistake. Like I feel like I really kind
• 36:58
  of want to bring that back. And I'm like, OK, great, then
• 37:00
  like let's do that. And so for me, I think the crash
• 37:04
  and the burnout stage should be very careful.
• 37:06
  And This is why I wanted to make, you know, first of all, I
• 37:08
  wanted to go through these patterns and the stages involved
• 37:11
  in the push pause pattern. Because these stages are
• 37:15
  something that help you to know where you are and what's like
• 37:18
  basically what stage of this process you're in or maybe that
• 37:21
  you've been experiencing or you're stuck in.
• 37:23
  And it also helps you by knowing which stage you're in, to make
• 37:26
  sure that you're not falling into patterns or behaviors that
• 37:29
  are actually potentially detrimental to your business
• 37:31
  long term. This is a pattern that you can
• 37:34
  progress through and come out the other side of.
• 37:37
  If we don't take the massive decisions and actions in each
• 37:40
  one of these stages, that could be detrimental long term.
• 37:43
  So the reason we end up in the burnout stage, the reason that
• 37:45
  we really end up in the crash is because we've been pushing so
• 37:48
  hard in a very short amount of time to really just see a influx
• 37:53
  of cash. And so because of that, we end
• 37:56
  up in this this stage where we've just been pushing so, so
• 37:58
  hard, so, so consistently that really we end up having a
• 38:03
  complete burnout because of just doing too much in such a short
• 38:05
  amount of time. And so because of this, when you
• 38:09
  experience burnout and when you experience the stage of like,
• 38:12
  I've been doing these strategies, I've been push,
• 38:13
  push, push, and I'm just feeling like white.
• 38:16
  What ends up happening? And the effect of this is that
• 38:18
  you pull into what we consider to be chill mode, which is where
• 38:21
  you revert to just focusing on your clients and try instead of
• 38:24
  trying to do the marketing and sales because you are just burnt
• 38:27
  out and you can't even fathom necessarily going into more
• 38:31
  marketing and sales. You're like, I'm tapped.
• 38:32
  I did this big push, I've been hustling my butt relieves and
• 38:36
  you're burnt out. You've got no energy, you're
• 38:37
  emotionally and physically exhausted.
• 38:39
  And from there you're like, I'm just going to go serve my
• 38:40
  clients and go back into the back end of my business, cue
• 38:44
  stage 6, which is our final stage, which is where we go into
• 38:48
  chill mode, better known as the rest and routine and kind of
• 38:51
  going back to the routine return.
• 38:54
  So at this stage, you're really somebody who has gone back to
• 38:59
  focusing on current clients. You're somebody who is really
• 39:03
  low energy and you are just completely exhausted from the
• 39:08
  surge that you had to do to create all the clients that
• 39:11
  you've had. And so again, you have now that
• 39:14
  you've gone into maybe you know, doing a quick tactic or you've
• 39:17
  done a quick strategy, you go into this temporary stability,
• 39:21
  this feeling of I in the short term have these people in my
• 39:25
  world that are my sales, that are my basis of my revenue and
• 39:30
  of my cash. And once again, you neglect the
• 39:34
  business development. So because of that, you really
• 39:37
  start the cycle all over, which is where you go into again,
• 39:41
  dopamine spike. Happy I got these clients.
• 39:43
  I was go, go, go, and I did the big push.
• 39:46
  I burnt myself out. I'm exhausted.
• 39:48
  I'm going to chill for a second because I have cash again.
• 39:50
  And then we go right back into the cycle.
• 39:52
  And this cycle can go over and over and over again if we don't
• 39:57
  have these awarenesses. So I'm going to go over the six
• 40:00
  steps for you very high level to just as a reminder.
• 40:04
  Stage one of the push pause pattern is what's the high, the
• 40:07
  dopamine spike of landing new clients.
• 40:09
  Stage 2, we fall into routine stage, our comfort zone where we
• 40:13
  start to settle into the client work of all the people that
• 40:15
  we've just signed. Stage 3, we then go into the
• 40:19
  reality check of the contract reminder of those clients, oh,
• 40:22
  these clients are coming to an end, got to get moving.
• 40:25
  Stage 4, we go into panic, which is the hustle mode of, OK, I got
• 40:28
  it, I got to do something, I got to do something.
• 40:30
  And you go any effort and at every single direction, just
• 40:32
  trying to turn the ship around. And then we have stage 5, which
• 40:35
  is the burnout, the crash of the fact that you've been push,
• 40:38
  push, push, and you've been hustling your butt off, but now
• 40:40
  you're feeling the physical and mental effects of it.
• 40:42
  Where we then end up in stage six.
• 40:44
  We need a little bit of a breather and a reset because
• 40:46
  we've pushed so hard that we just can't fathom doing anything
• 40:50
  else. So we need a little bit of a
• 40:51
  breather and we go back in a chill mode, which brings us
• 40:53
  right back to the start of the cycle.
• 40:55
  So the push pause pattern, as you can tell, is something that
• 41:00
  you're probably, oops, that's me.
• 41:02
  Been there, been there with my marketing, been there with my
• 41:04
  sales, been there with whatever it might be.
• 41:07
  The other thing too that I will also say is like this is not
• 41:10
  specific to a stage of business and it's not specific to an
• 41:12
  industry. This is for every single
• 41:15
  entrepreneur that I've ever helped.
• 41:16
  Again, as I said, including myself, I have fallen into these
• 41:19
  moments. And so let's just say that you
• 41:23
  are listening to this and you're like, OK, I think I'm, I think
• 41:27
  I'm potentially going in circles through this pattern.
• 41:30
  You might even feel like you've been in this pattern for the
• 41:31
  last three years. That's number one.
• 41:34
  Step one, which is like to just get the awareness that this is
• 41:39
  where you are. But I'm going to give you some
• 41:41
  steps to take if you are somebody who recognizes that
• 41:45
  you're in this place of panic and needing more stability.
• 41:50
  And basically what I would recommend to you.
• 41:52
  So first, when your back is against the wall and you feel
• 41:55
  like you need sales tomorrow because you're like, I just
• 41:59
  can't afford to not have some sales coming in soon.
• 42:01
  First thing I want you to do is actually, and I know this is
• 42:03
  going to sound counterintuitive, but you need to take a breath
• 42:06
  because the amount of people that go into trying to act on
• 42:10
  something in a dysregulated state is part of the issue of
• 42:14
  why they're not able to take action effectively and why
• 42:18
  they're not able to see the needle move effectively and the
• 42:20
  thing they're looking to do. And so the first thing that I
• 42:22
  want you to do is I want you to take a step back and I want you
• 42:26
  to, to just take a inventory of your physical and your emotional
• 42:31
  state. So are you overwhelmed?
• 42:32
  Are you anxious? What does your mind, what is
• 42:35
  your body need right now? And so like even for me, in
• 42:37
  moments when I have anxiety, as I still do today in my business,
• 42:40
  at times I will just step back and say, OK, great, I'm going to
• 42:44
  go for a walk or I'm have a shower.
• 42:47
  I'm going to do something to regulate my state for a second.
• 42:50
  And then I'm going to come back to this.
• 42:51
  I need an hour. And so I will never, in moments
• 42:55
  of having awareness of something I need to do or anything that
• 42:57
  feels pressure, go right head first into doing it.
• 43:00
  I usually want to take a step back and say, how can I regulate
• 43:03
  my state first? So I'm even approaching this
• 43:05
  task or this thing I have to do from a baseline of being calm
• 43:09
  and centered. You also then want to realize
• 43:12
  you need to pause sometimes all of the busy work to get
• 43:17
  perspective on what the plan is going to be.
• 43:20
  The amount of times that someone will have an awareness that
• 43:22
  they're in this pattern of like, Oh my God, I need clients.
• 43:25
  I need clients. And then they immediately go
• 43:27
  into taking action. I realize like you're not even
• 43:30
  in a place to outline a plan of action right now.
• 43:32
  And so you can also use this first pause as an aspect of
• 43:37
  reflection, right? So even for me, if I'm on my
• 43:39
  walk, I want to give you some questions.
• 43:40
  I ask like, am I overwhelmed because of just like poor
• 43:44
  planning or poor preparation? Like I'm, have I just been
• 43:47
  dropping the ball when it comes to preparation and planning for
• 43:51
  my business? Have I been focused on the areas
• 43:54
  that really need my attention? Have I been equally as focused
• 43:58
  on marketing and sales as I've been on client work and
• 44:01
  deliverables and supporting of our clients and our team?
• 44:04
  Am I overextending myself? Am I somebody that maybe I need
• 44:10
  a break? Am I simply in panic mode
• 44:12
  because I've ignored my marketing?
• 44:14
  Or am I in panic mode because I'm just doing too much, right?
• 44:18
  In the sense of I was doing everything in the intention of
• 44:21
  all that's going to grow my business.
• 44:23
  But maybe I've done so many things and I've just been so
• 44:26
  scattered and really went so wide with my approach that I've
• 44:29
  got no depth on anything. And my results are something to
• 44:31
  show for that, right? So I really tune into myself and
• 44:34
  say, like, is this lack of planning or is it lack of
• 44:37
  execution? Am I too focused on areas that
• 44:41
  are not important? Or is this a matter of I'm just
• 44:44
  genuinely doing too much and my attention is really scattered?
• 44:48
  And so because of that, I'm not seeing the needle move.
• 44:50
  So step one, I need you to step away from the business.
• 44:53
  It's kind of like, you know, when someone's like frustrated
• 44:55
  in the kitchen, like step away from the knife, right?
• 44:58
  It's literally the same thing with your business.
• 45:00
  Step away, get a breather. If you are feeling back against
• 45:04
  the wall, I need sales tomorrow. Take a step and get your space
• 45:09
  from the business. Not a long period of time.
• 45:11
  I don't need you to take a week off.
• 45:12
  I just need you to go take an hour, go for a walk, go for a
• 45:16
  drive, go do something to change your state and use it as a
• 45:20
  moment to just reflect. Now, here's the thing with the
• 45:23
  reflection. We don't want to judge the
• 45:25
  reflection. We're not being like, oh, I
• 45:26
  didn't plan well. So like, here's my to go do to
• 45:28
  go plan at all. No, it's just an awareness.
• 45:32
  I don't need you to blame yourself.
• 45:34
  I don't need you to have the the rumination on I should have this
• 45:38
  and I should have that because all that is really shame based
• 45:40
  language. Anyways, I'm just having the
• 45:42
  awareness so I have the understanding of where I could
• 45:47
  start in the sense of, OK, if I'm going to tackle this and see
• 45:51
  change, what could I adjust? What would need to change for me
• 45:55
  in order to see change for the business?
• 45:56
  So first take a breath and get a little bit of space from your
• 46:01
  business. And again, this is maybe 1/2 an
• 46:03
  hour an hour. Just go get space.
• 46:06
  And I know you're like, Kate, everything's on fire.
• 46:07
  Why would I close my laptop? I know, but just trust me,
• 46:11
  you're going to have a heck of a lot more understanding of
• 46:14
  exactly what to do and how to do it when you're coming from a
• 46:16
  place of neutrality. Step 2.
• 46:19
  I want you to identify your stage.
• 46:20
  So I am going to kind of rhyme off the high level of each one
• 46:23
  of these so you might be able to understand what stage you're at.
• 46:26
  Stage 1, the dopamine spike. You've LED in new clients, you
• 46:29
  feel great, but you're starting to slack on lead generation and
• 46:32
  marketing. Stage 2, the comfort zone.
• 46:35
  This is where the business feels stable.
• 46:36
  You're focusing on a lot of back end work and lately you've been
• 46:39
  a little bit off your marketing and sales game.
• 46:42
  That's the most common, by the way.
• 46:44
  Stage 3, getting contract reminders.
• 46:46
  You're starting to see that clients are starting to be done
• 46:48
  with you and are expiring soon. You're starting to feel stressed
• 46:50
  about your future revenue. Stage 4, hustle mode.
• 46:53
  You're scrambling for new clients and you're using
• 46:56
  aggressive sales tactics in any way, shape or form to help you
• 46:59
  to fill your pipeline. Stage five, we've got the
• 47:02
  burnout. You've been go, go, go and
• 47:04
  you've been using all these strategies and you're starting
• 47:06
  to feel it emotionally and mentally and you're exhausted
• 47:08
  and it's keeping you from the ability to generate new leads
• 47:11
  and sales. And stage six, we've got the
• 47:15
  chill mode, which is where you retreat to focusing on current
• 47:17
  clients and you are now avoiding lead generation and all the
• 47:20
  marketing because you just did a big push around it and you're
• 47:23
  burnt out and the thought of it makes you just want to crawl
• 47:26
  into a hole. So we need to know what stage
• 47:29
  we're at because, well, depending on what stage we're
• 47:32
  at, we are going to need different things in order to be
• 47:35
  able to bounce back from it, right?
• 47:36
  So if we are someone, let's just say hypothetically, again,
• 47:39
  situationally, we were at the dopamine spike, right?
• 47:42
  So you've landed a bunch of clients and you're really,
• 47:44
  really excited. Well, if we know that we are
• 47:47
  checking in with ourselves and we're at the dopamine spike, we
• 47:50
  know stage 2 is the comfort zone.
• 47:52
  So if we're like, OK, I have to remember that even though I've
• 47:55
  had this promotion, even though I've had this sale or even
• 47:57
  though I've had the surge of inquiries, I cannot take my foot
• 48:00
  off the gas. So what is going to be my
• 48:03
  approach that helps me to maintain that consistency?
• 48:06
  If you are somebody, for example, who's in hustle mode
• 48:09
  maybe and you start to realize, OK, like I am just push, push,
• 48:12
  push, quick sales need sales tomorrow.
• 48:14
  And we know that the stage right after that is the crash and
• 48:17
  burnout. This isn't a good awareness for
• 48:19
  you to then say, OK, well, how am I going to prevent that from
• 48:23
  happening? And the way they're going to
• 48:24
  prevent the burnout from happening is being really
• 48:27
  conscious about your energy and how much you push and hustle
• 48:32
  during an effort to make sales. And so we have to be very
• 48:35
  intentional about, yes, being focused on sales and marketing,
• 48:38
  but not overly pushing it. Now we also have to look at, for
• 48:42
  example, say you have contract reminders coming up right now
• 48:46
  and you're realizing that clients are kind of, you know,
• 48:48
  at this place where they're almost done with you.
• 48:50
  Well, we know that the natural inclination we have that
• 48:53
  awareness clients are done with us is that we're going to go
• 48:55
  into hustle. But we have to be aware, OK, if
• 48:57
  we're going to go into hustle, I have to do so in a way and
• 49:00
  remember that I need to focus on just sales and marketing.
• 49:03
  And I'm not using just quick tactics or quick little
• 49:08
  strategies, regardless what they are and I'm doing them.
• 49:11
  I'm staying true to my values. I'm staying true to what I care
• 49:13
  about. And I'm focusing on the
• 49:15
  fundamentals of what has always worked in the 1st place and
• 49:17
  getting back to basics. And so Step 3 of how we're going
• 49:22
  to bounce back. So again, remember stage 1,
• 49:24
  taking a breath. Stage two, really understanding
• 49:27
  what stage of this process you're at.
• 49:29
  Step 3 is what I consider to be stop the bleed.
• 49:32
  Your immediate goal with the business in moments like this is
• 49:36
  to stop the bleed of the fact that the business has a hole and
• 49:41
  we need to fill it immediately. That means that the only and the
• 49:44
  number one priority is just making sure that we're focusing
• 49:47
  on cash flow. So this is not a time when you
• 49:50
  realize, Oh my God, I need sales tomorrow to be like, what's the
• 49:53
  vision for the conference I want to do in four years?
• 49:56
  This is not the time. This is not the time where we're
• 49:58
  going to be focusing on that long, long term vision of all
• 50:00
  the things that you have as ideas and creative planning and
• 50:04
  all the things you want to create.
• 50:05
  This is a matter of you focusing on what can I move do to move
• 50:08
  the needle in next 30 to 90 days.
• 50:10
  Sometimes people have as low as a week that they need to start
• 50:12
  turning things around. You also need to give yourself
• 50:16
  at this moment the ability and the permission to take a break
• 50:22
  from the intensity of work. And what I mean by that is
• 50:27
  really giving yourself the ability to realize that, yes,
• 50:30
  you're going to be obviously hustling and, and focusing on
• 50:34
  sales, but we can't do so in such a way that we burn
• 50:40
  ourselves out, that we get to this place where we're just
• 50:42
  like, I'm going to do anything and everything and regardless of
• 50:44
  what it takes, I'm going to do it.
• 50:45
  Yes. But that's also the fastest way
• 50:47
  to basically stop your ability to execute or to take action
• 50:51
  because it's all not sustainable.
• 50:53
  You also might want to consider, is there something you need to
• 50:56
  delegate or is there something you need to even potentially,
• 50:58
  which is the most hated advice that I give?
• 51:00
  Is there something potentially that you need to stop doing?
• 51:03
  Like, for example, say, you know, I want a podcast right
• 51:07
  now. Say you have a podcast and that
• 51:09
  podcast doesn't bring in any revenue for you.
• 51:12
  Like it brings in no sales for you or it's just like a passion
• 51:15
  project that you have on the side.
• 51:17
  If you want to see your business grow, Now might not be the time
• 51:21
  where we just need to have the passion project of two episodes
• 51:25
  as our #1 focus each week. That's an hour to 90 minutes or
• 51:28
  potentially 2 hours if you're editing it.
• 51:30
  You're somebody who may need that time back.
• 51:33
  So it could be postponing things that are not needle movers or
• 51:37
  let's just say for the podcast, it could be a matter of I was
• 51:39
  editing it before. I'm going to delegate that
• 51:41
  editing to someone else so I can focus on where my energy or my
• 51:45
  brain, my face, my voice are needed in the business.
• 51:48
  You also may want to look at how you need to not only be
• 51:52
  strategic for the business, but also be strategic about your
• 51:55
  battery. Because for me, like in moments
• 51:58
  of like peak stress or pressure or any of those things, my
• 52:01
  business, my number one thing is like I got to focus on sleep,
• 52:03
  sleep, sleep, sleep, sleep. Because if I don't sleep, I
• 52:06
  can't solve any of these problems because I physically
• 52:09
  have no battery to do so. And so I think in these moments,
• 52:12
  check in with yourself as well and say, OK, if I know me, what
• 52:15
  do I need to really perform? So for me, I need like a good 8
• 52:18
  hours to be able to really perform.
• 52:20
  I can do it with less than that, but I just know that I'm not
• 52:23
  going to be as productive or efficient if that's the case.
• 52:26
  And remember, when you want to generate sales and you want to
• 52:29
  generate leads, you got to go back to basics.
• 52:33
  So many and I mean so, so many businesses as they grow, have
• 52:37
  this belief that the thing that's going to get them to the
• 52:39
  next level can't possibly be the thing that got them here.
• 52:42
  And in some instances, you're right, right.
• 52:45
  Like when I'm scaling a business that's a multiple 7 figure
• 52:47
  business, me doing every single task in the business the way I
• 52:50
  used to in the first year of business is not the way that I'm
• 52:53
  going to grow this. Like that's not the way that
• 52:54
  this business is going to scale. But I have to also realize that
• 52:59
  there are actually fundamental things that I do even my
• 53:01
  Business Today that move the needle.
• 53:03
  So I'll give you an example when I, you know, have a lot of
• 53:07
  things that are going on and I'm looking at, you know, offer and
• 53:10
  business development, I'm looking at team development, I'm
• 53:12
  looking at marketing development and looking at all these
• 53:14
  different things that could be options or avenues that we
• 53:16
  explore. What I start to realize is that
• 53:20
  the thing that I will tell you to this day in my business is
• 53:25
  focusing on the fundamentals. So even with all the ideas and
• 53:28
  all the progression, we're doing the things that move the needle
• 53:30
  for me, posting on Instagram every single day.
• 53:32
  Done. That means that I have to make
• 53:34
  sure that's consistent always, every single day. 2 making sure
• 53:37
  that I'm posting on social media, on my stories.
• 53:39
  My stories are a key element of where people are activated by me
• 53:43
  and where people are moved by me.
• 53:44
  And so because of that, I need to make sure that I'm doing that
• 53:46
  three, get in the weeds with my audience like I am on my live
• 53:51
  doing Q&A. I'm in my comments, I'm in my
• 53:53
  DMS, I'm doing free coaching. I'm doing literally whatever.
• 53:56
  Just get in there with my audience and I also make sure
• 53:59
  that I have visibility, IE am I getting in front of new people
• 54:02
  every single day, week, month and year.
• 54:04
  And if I'm not, I got to make sure that I'm being seen by
• 54:06
  people. Otherwise then obviously without
• 54:09
  being seen by people, like no new people are going to know
• 54:11
  that I exist. So it's very simple.
• 54:15
  Like it's not, I need a new webinar funnel and I need like,
• 54:18
  I need to start, you know, a separate YouTube channel and I
• 54:21
  need to like, no, the things that are moving the needle in
• 54:24
  businesses typically are connected to the mastery and the
• 54:28
  consistency of the basics and the foundational elements.
• 54:32
  So that when you're scaling a business is the baseline you
• 54:36
  build on top of that foundation. You don't swap the foundation.
• 54:40
  So what ends up happening is when we get really busy or when
• 54:42
  we have a lot of clients or when we're just like really in the
• 54:44
  weeds of the business, we lose sight of the core needle movers.
• 54:48
  And I've literally had moments where like, you know, I
• 54:50
  obviously, as you guys know, went through a little bit, like
• 54:52
  a not even a little a very big personal change this year and in
• 54:58
  the last several months actually.
• 55:00
  And because of that, I had to really remember like go back to
• 55:04
  basics, go back and focus even when you feel like you have no
• 55:08
  energy, you've got nothing to give, focus on the basics of
• 55:10
  what moves the needle in the business.
• 55:12
  And so that's what I did. I really focused on just what
• 55:14
  were the core elements that I could hit the wickets of every
• 55:17
  day, week, month, quarter. And that became my quote UN
• 55:19
  quote To Do List or checklist each day.
• 55:21
  And the compound of that is it really starts to take change and
• 55:25
  starts to develop very quickly. You'll start to see movement
• 55:29
  very fast. Like if I'm off my consistency
• 55:31
  on social media and I get consistent again, I will
• 55:33
  literally almost instantly see an uptick in anything sales
• 55:37
  wise, inquiry wise, any of that because it literally is just
• 55:40
  again, that was something that was generating outcomes and
• 55:44
  results for us. So because of that, as long as
• 55:46
  I'm consistent with it, that's the key thing I got to focus on.
• 55:49
  These are the Step 4, which is really a matter of you're like,
• 55:52
  OK, but Kate, I need money. What should I do if I feel like
• 55:56
  I'm doing the consistency thing, if I'm being consistent on the
• 55:58
  core foundation elements? And what would be something that
• 56:00
  I could execute or do to start to see a change here or a surge
• 56:03
  of cash? So here's some things that I
• 56:05
  recommend to people that are basically what was considered to
• 56:07
  be like low hanging fruit. And what I mean by that is like
• 56:10
  it's very easy to access these things and these strategies in
• 56:13
  your world. You don't need anything in order
• 56:15
  to be able to press go on them. And that's the idea.
• 56:18
  Again, keeping it simple, simplicity scales.
• 56:20
  So #1RE engaging old leads. The amount of people that have
• 56:24
  either consultations they've had, DM conversations they've
• 56:28
  had with people. Like go through and make a list
• 56:30
  of every single person in your world that you have had an
• 56:34
  inquiry with a conversation with and build a list of those
• 56:37
  people. And I would literally go and I
• 56:39
  would reach out to them and invite them back into your
• 56:41
  world. And I would say, hey, Sarah, I
• 56:44
  wanted to reach out. I'm so excited to connect with
• 56:46
  you. I just literally was thinking
• 56:48
  about you because we are going to be doing something for our
• 56:51
  offer, our service, our program. And I want to connect with you
• 56:54
  and see if you or someone still who is looking for support and
• 56:57
  coaching because and you would dive into it.
• 57:00
  So you want to make these personalized, but you really
• 57:03
  want to reengage old leads and you want to connect about what
• 57:06
  you guys had talked about previously, what problems they
• 57:08
  were experiencing. Ask them how that problem is
• 57:10
  going today and let them know full transparently, like we're
• 57:13
  not trying to manipulate and kind of go about this in any
• 57:16
  other way other than just saying, you know, I want to
• 57:18
  check in on that goal that we had chatted about and how you've
• 57:20
  been doing with that. The reason I ask is this is what
• 57:22
  we've got going on right now and I'd love to see how I could
• 57:24
  support you. I would reengage any old leads
• 57:26
  that you've had sales conversations with both in the
• 57:29
  DMS, consultations in any capacity, capacity in any way.
• 57:32
  This could also be, by the way, re engaging an e-mail list.
• 57:34
  I have a client that does a package and pricing guide for
• 57:38
  their done for you service. They're a web design agency and
• 57:41
  they have a package and pricing guide.
• 57:42
  And So what they do is they have like basically scheduled pieces
• 57:46
  to reactivate old leads where they send out an e-mail to that
• 57:50
  list and then that list basically gets activated to and
• 57:53
  queued to basically be like, hey, how's your goal going?
• 57:56
  Here's what we've got going on right now so that you're top of
• 57:58
  mind. Second thing is offering a
• 58:00
  limited time promotion, a limited time offering.
• 58:04
  And typically this is something we want to be just very careful
• 58:06
  about how we go about this in the sense of like if you are
• 58:10
  somebody who's never offered a promotion on your offer, we
• 58:12
  don't want this to be something where you like slash the prices
• 58:14
  in half or anything. But it's just something where
• 58:16
  you can use this as an opportunity to be able to
• 58:19
  reactivate people by a limited time offering.
• 58:21
  This is really effective because right now in your audience, you
• 58:26
  have people that are consuming you right now that just needs
• 58:29
  some kind of offering, some kind of positioning for them to feel
• 58:33
  like they can have a reason and urgency to move.
• 58:36
  So it's not always that people need urgency, but there are
• 58:39
  people definitely who need some kind of incentive promotion,
• 58:42
  activation of some kind in order to be able to move.
• 58:45
  And so a limited time offer, a promotion can be something that
• 58:48
  creates a very, very simple cash search.
• 58:50
  I actually had this with another client, same thing, found
• 58:53
  herself in the push plus cycle and realized, you know what,
• 58:56
  hey, I'm taking my foot off the gas and marketing and sales due
• 58:58
  to some things that came up in her life and she really wanted
• 59:01
  to see a cash surge. So we did just that.
• 59:04
  We did a promotion and literally in 45 days did $120,000 of cash
• 59:10
  because of a promotion that she did with her e-mail list.
• 59:13
  I've also, for example, had someone who had a course, same
• 59:15
  idea was like, hey, I want to create a cash surge.
• 59:18
  I'm like great, did a promotion, did a flash sale on the course.
• 59:21
  It was like a 48 hour flash sale.
• 59:23
  And for that person's audience is much bigger, but they had
• 59:26
  about a $300,000 flash sale because there was a limited time
• 59:29
  offering. So all of this to say, the
• 59:31
  limited time offers and the promotions can be a great way to
• 59:35
  take the people in your world who are already considering
• 59:37
  working with you, already thinking about buying from you.
• 59:39
  They're already in this place of readiness to be able to move
• 59:42
  over the finish line. Here's the thing again, going
• 59:45
  back to what you've been doing for the last 90 days is going to
• 59:47
  be something that does impact any strategies we do.
• 59:50
  We want to remember when you do a limited time offer or when you
• 59:53
  do a flash sale or you do a promotion, that's something
• 59:57
  that's only going to be effective and it's only going to
• 1:00:00
  create results for you. If you already have people in
• 1:00:03
  your world as it stands right now who are considering working
• 1:00:06
  with you. If you have not been marketing,
• 1:00:09
  if you have not been promoting, if you have not been showing up,
• 1:00:12
  And then you're like OK, I'm gonna do this flash sale.
• 1:00:14
  You do the flash sale only to then realize.
• 1:00:17
  I don't have anybody in my audience who's wanting to work
• 1:00:19
  with me. The flash sailor promotion is
• 1:00:21
  not necessarily going to generate a lot of sales.
• 1:00:23
  You need to be nurturing people consistently.
• 1:00:25
  So you can't have disappeared from marketing the last six
• 1:00:30
  months and then do a flash sale all of a sudden be like, OK,
• 1:00:32
  this is going to get me back on track.
• 1:00:34
  This is something that typically we see most beneficial for
• 1:00:36
  people who've still been marketing, but it's just more a
• 1:00:39
  matter of the fact that they really want to call in some of
• 1:00:41
  those leads that are kind of hiding in the leads of their
• 1:00:43
  audience. The third is really making sure
• 1:00:46
  that you're really consistent on marketing and even potentially
• 1:00:48
  increasing the volume at what you market.
• 1:00:50
  So even for me, when I go into a promotion or I go into a launch,
• 1:00:53
  I always I'm increasing marketing prior to that to
• 1:00:57
  basically get my audience activated and tuned in.
• 1:00:59
  And I'm also looking to increase visibility as much as I can.
• 1:01:02
  So getting in front of new audiences could be collabbing
• 1:01:05
  with a peer, could be going on podcast, could be basically
• 1:01:07
  doing anything to get new eyes on your stuff and getting new
• 1:01:11
  kind of like quote UN quote. I don't know why I call this
• 1:01:12
  like fresh blood into your audience is basically the way
• 1:01:15
  that I refer it. So this is also with marketing a
• 1:01:17
  time to get really intentional about what you're marketing.
• 1:01:20
  So like when you need to create a surge of cash and a surge of
• 1:01:23
  sales, we want to say like, are we selling?
• 1:01:25
  Are we inviting? Are we posting social proof?
• 1:01:27
  Are we getting people in the front door and getting them
• 1:01:30
  moving into our world to get them inquiring with us.
• 1:01:34
  And the last thing that I will say is really looking at the
• 1:01:39
  money that's sitting right underneath your nose, which is
• 1:01:41
  your existing clients. And could you run, for example,
• 1:01:45
  a referral promotion to them to say, if you refer a friend right
• 1:01:48
  now we're giving X amount. Or could you run a renewal
• 1:01:52
  program, which is really where like we do renewal promotions a
• 1:01:55
  lot in our business, which is basically where if you renew
• 1:01:59
  during certain moments, we have certain incentives and
• 1:02:02
  promotions available to clients when they renew.
• 1:02:05
  And so with all of these opportunities, these are
• 1:02:08
  basically things that are invitations.
• 1:02:10
  There's an invitation to reengage old leads.
• 1:02:12
  You've got an invitation for your audience, which is where
• 1:02:14
  you're offering that limited time offer or a promotion.
• 1:02:17
  You've got an invitation to new audiences by getting more
• 1:02:19
  visibility and increasing your marketing and how much marketing
• 1:02:22
  you're putting out. And you've got an invitation for
• 1:02:24
  referrals to your clients or asking current clients to renew.
• 1:02:28
  And so all of these are ways to basically activate the money
• 1:02:31
  that is sitting right underneath your nose.
• 1:02:33
  And so the thing that I, you know, really wanted to make sure
• 1:02:37
  that I made clear today was that if you are somebody who's in
• 1:02:42
  this pattern, that's OK. And it starts with awareness,
• 1:02:46
  but then it goes into what are we going to do about it?
• 1:02:49
  OK. So this is not a shame.
• 1:02:51
  It's not like, Oh my gosh, Kate, like I'm literally in this right
• 1:02:53
  now. OK, good, good.
• 1:02:55
  We know that we're in the patterns.
• 1:02:56
  Like that's the first place we need to start.
• 1:02:58
  Now that we know we're in this pattern, ask yourself, what are
• 1:03:02
  you going to do about it? And I really will say the
• 1:03:07
  aspects in coaching, for example, we talk about and we
• 1:03:11
  teach people how to prevent this from happening.
• 1:03:14
  So I taught you today the one O 1 of understanding which stage
• 1:03:18
  you're at and why they happen. And we've also gone over if
• 1:03:21
  you're in a place of meeting cash surge, something that we
• 1:03:24
  can kind of look at as like my my prescription, if you will,
• 1:03:27
  and how to navigate that. The third part, that's what we
• 1:03:29
  didn't get to today, but it's something I talk a lot about in
• 1:03:32
  coaching is prevention like this can be prevented as well.
• 1:03:36
  Their strategies and approaches both personally and
• 1:03:38
  professionally that will massively prevent this pattern
• 1:03:42
  from happening ongoing over and over and over again.
• 1:03:45
  And so the first step is going to start with you being aware.
• 1:03:48
  The second step being if you're in this place, giving you some
• 1:03:50
  of those strategies to overcome this.
• 1:03:51
  And 3rd, remembering that there's also an aspect of
• 1:03:54
  prevention here. And so if you feel that you're
• 1:03:58
  in this pattern, seeking out ways to prevent this is an
• 1:04:02
  important thing as well. So as I said earlier, the push
• 1:04:06
  pause pattern became something that I identified because I was
• 1:04:09
  coaching so many, you know, individuals and businesses and
• 1:04:13
  different stages. And it became very apparent to
• 1:04:15
  me that there was a cycle happening.
• 1:04:18
  There was a pattern happening with all of these clients.
• 1:04:20
  And it wasn't just my feeling. There was literal stages as we
• 1:04:24
  covered today of what I was seeing people fall into.
• 1:04:27
  And so the mistake people make with this pattern is #1 not even
• 1:04:32
  being aware that they're in it. So you're already ahead by the
• 1:04:35
  fact that you know what this pattern is and you know what the
• 1:04:37
  stages are. Two, that they don't know how to
• 1:04:40
  respond to it, and three, that they don't know how to prevent
• 1:04:42
  it. And so it's you're already 2/3
• 1:04:46
  of the step of the way there, which is you know how to respond
• 1:04:49
  in moments when you're like, OK, my back's against the wall.
• 1:04:52
  And now you actually know which stage you're at.
• 1:04:53
  So you have an awareness to keep yourself progressing through
• 1:04:56
  this and not needing to rinse and repeat this cycle.
• 1:04:59
  So I really also want to thank you guys because I, well, I have
• 1:05:03
  been getting so many absolutely beautiful messages from you on
• 1:05:06
  Instagram. And I have to say, like, I know
• 1:05:08
  I probably say this every episode, but like, I just feel
• 1:05:10
  like I can never say it enough. Like, just like you can never
• 1:05:12
  tell your, your loved ones you love them enough.
• 1:05:14
  I just really love you guys. Like I, I really, I really
• 1:05:16
  appreciate every single message that I get the the episodes that
• 1:05:21
  hit home with you and, and, and the lessons that you're like,
• 1:05:23
  Oh, I needed this. The topics that you're like, I'd
• 1:05:26
  love if you could dive deeper into the following.
• 1:05:28
  All of it is something that really is just so incredible to
• 1:05:32
  receive. And I want to say thank you
• 1:05:34
  because my mission with Ambitious was really a matter of
• 1:05:37
  making this something you could listen to every single Thursday
• 1:05:40
  and be able to get, you know, little Nuggets of wisdom for
• 1:05:44
  yourself, for your business, for strategies, for your mindset,
• 1:05:47
  for, you know, those in connection to your business,
• 1:05:49
  your team, your partners, whatever it might be.
• 1:05:52
  And to use the insights of the topics we talked about here to
• 1:05:54
  really help you to go for those big ambitious goals that you're
• 1:05:57
  going for. And so I want to say a massive
• 1:05:58
  thank you because hearing from you really does allow me to be
• 1:06:02
  able to always curate our topics, our guests, our
• 1:06:05
  everything towards you. And so as always, if you ever
• 1:06:08
  have any downloads or questions or follow-ups to today, I would
• 1:06:11
  love to hear from you as to like, you know, the push pause
• 1:06:13
  pattern. Is there a stage that you're in
• 1:06:15
  right now? Is there a stage that you're
• 1:06:17
  like, man, I always am stuck here or I always find that this
• 1:06:21
  is the one that gets me. And maybe any awarenesses that
• 1:06:23
  you had today, Maybe you're listening today and you started
• 1:06:25
  to realize, wait a second, OK, this is me and I'm not doing
• 1:06:29
  this. You're going into 2025 and
• 1:06:32
  you're looking at, OK, like I'm not going to maintain this this
• 1:06:34
  cycle. I'm not going to, you know,
• 1:06:36
  consistently flow through this. I'm deciding that I'm not going
• 1:06:40
  to be playing in these swings of business anymore.
• 1:06:42
  And I'm going to have consistent results that compound over time.
• 1:06:45
  All of that is possible for you. And so I'm very excited for you
• 1:06:48
  to have this awareness and for also you to take that awareness
• 1:06:51
  and go see what change you can go make into your Business
• 1:06:53
  Today. And so with all that being said,
• 1:06:55
  I want to thank you so much for listening.
• 1:06:56
  I will see you as always next week and as always my girl, stay
• 1:07:00
  ambitious and I will see you next Thursday.
• 1:07:03
  Bye.