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So I’m excited about this.
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Um, actually, I didn’t see Kara at Influence.
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Um, and I got this email, uh, right after Influence.
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I think it was an email. I don’t know,
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or I saw it on Facebook
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or somewhere where she, she wanted to meet with me,
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but she didn’t get a chance.
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And I went, oh my gosh. So immediately we connected,
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and I, I actually,
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after listening to her talk for about 15 minutes, I said,
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if you could come and speak to my group, they need you.
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And the reason I feel that many of you, um,
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are on the brink right now,
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and we, we talked se several times about moving up a level,
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moving to the next level.
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And I feel like the information
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that you’re gonna get today is going to help you,
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guide you through this career.
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I started, um, in speaking, when I,
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when I became a speaker, I had run a business.
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I had four stores.
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I knew my, my strengths, and I also knew my flaws.
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I always had someone, I, I was the creative end,
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but I had a huge team helping me.
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And I knew about processes
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because I am an ENFP on the Myers-Briggs.
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That’s a disaster. I don’t know. Is anybody else an ENFP?
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Oh my gosh, I didn’t know that. Amy. Amy, no.
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Oh, that’s amazing. Well, we need help.
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I am a p wishing I was a J um, piles P pi.
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I’m a creative, but I am an ENFP.
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And it’s, it’s a hard one.
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So I knew right off the bat that I needed help.
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And when I started speaking, I, I joined a e speakers
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and I created my, um, my line of, of,
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um, what I needed.
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I, I created a segmentation of every single thing I needed,
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and Kara called it a checklist.
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So you’re gonna be hearing about checklist today.
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This, I believe in this totally.
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And I feel like this is for many of you, the next step in
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what you need to grow your business.
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So, without, for further ado,
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I’m gonna turn it over to Kara.
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And if you’ve got questions, um, Kara, would you like us
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to kind of interrupt you and ask the question,
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or wait until the end?
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What do you think would be best?
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Um, I was gonna, you know, Karen said,
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it’s informal, it’s conversational.
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Just come, come chat with us, come hang.
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So I would say, uh, I would love for you to jump in.
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And Amy, thank you. You’re very sweet.
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I, uh, feel free to
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jump in whatever you’re comfortable with.
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I think if you wanna raise your hand
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and have me finish my thought,
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or if you wanna just, you know, come off mute
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and say, oh, you know, let me catch you right there.
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That’s great too. Um, I will name that.
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I don’t speak very often.
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I tend, you know, I live in the back end,
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and so I am a little bit nervous.
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I’m a little bit little. Oh. But I’m excited.
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And I know I, there’s so much about this that I, uh,
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I just get going and I’m passionate and excited.
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And so I, you know, one thing I said to Karen is, is
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that if I go too quick, or if I’m doing too much,
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you pull me back, reign me in.
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And I would say the same to you all.
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If you want me to pause, or,
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or, you know, if I use an acronym
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or whatever it is, please slow me down.
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And, and I wanna make sure you get,
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get good value at it today. So,
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And so, we have a lot, a lot on
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people that are off camera.
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So guys, if you want to, uh,
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to come in, I’ll try to find you.
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I’ll try to recognize you. Okay?
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Okay. Awesome. Well, then we’ll get started. All right.
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So, um, so I’ll start with a quick story.
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Uh, and,
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and maybe you just build a little bit on what Karen said is,
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you know, in our conversation, we were talking about
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business growth, uh, for speaking based businesses,
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and specifically thinking about business models
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and healthy cash flow and, and really the, the nuts
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and bolts of the business parts of it, right?
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Not just being great on stage, not just just crushing it,
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being polished and all those things are important, but, uh,
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but also having a really effective backend of your business
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that supports you so that you can keep doing that
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and you can, uh, do more
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and more of the fun parts over time, ideally, right?
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Get yourself out of the weeds more and more as time goes on.
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So, uh, so that was, you know, kind of the, the piece
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that I felt, uh, was where I saw Karen perk up
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and go, Ooh, we, we should talk about this more.
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So, I, I think from, from what I’m bringing today, I,
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I will say, um, I wanna talk about different phases
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of growth that I’ve, I’ve seen speakers go through
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that I see speakers go through.
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Uh, what’s hard about some of those things, uh, ways
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to be thinking ahead to it, ways
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to be more intentional about casting your vision
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and being really clear about what you’re working towards so
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that you can be clear on the gap
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where, you know, where am I at today?
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Where, what do I need to do to get there?
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So, uh, so really nailing that down in some detail.
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We’re also gonna do a little bit of goal setting.
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So, you know, we’re coming up on the end of 2025.
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We’ve just got a few months left here.
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So we’re gonna take a beat and,
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and do an exercise together to,
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to hone in on a few specific things
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that are gonna really move you forward
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before the end of the year.
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Um, Karen, anything else from our conversation
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that you wanna make sure we, we touch on?
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Uh, no. Well, are you gonna talk about as Asana?
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Asana? I can talk about Asana a little bit. Yep.
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I love that. Yes. Okay, great.
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Proud favorite. Yeah, happy to do that.
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Um, so I think, you know, to start, I,
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I’ll tell a quick little story that, that I’ll, I like
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to share and, and a little bit of an opening
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of my more formal presentation.
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And then, um, and then we’ll transition to, to having it be
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oh, at one, at some point.
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I’m gonna, I’m gonna pause and really turn the floor over
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to you all, and I’d love for you to, uh,
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share what’s been sparking for you.
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What comes up for you about your business,
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where you’re at today, where you wanna go, um,
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and in particular, what are the operational infrastructure,
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you know, software, staff systems, what are the things that,
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that you feel like are sticking points and,
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and obstacles for you, or things you run up against?
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So, um, so you can be thinking about some of that.
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And then, and then when I open the floor,
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uh, we’ll go from there.
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So to start, uh,
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this story is just short and sweet.
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I was at a National Speaker Association conference, uh,
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a couple years ago, and there was a woman there
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who we’d been talking for a long time
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about her consulting business.
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And at some point I looked around
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and thought, oh wow, everybody else has gone to bed.
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And, um, so we were having a good conversation
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and really getting into it.
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And she, she was really exasperated
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and she was saying things like,
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my online course has been ready for a month,
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but it’s still not launched.
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I have support staff with expenses, you know,
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raising all the time, but I don’t feel supported.
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Um, and the cash flow isn’t there to keep this going.
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I’m exhausted. I wanna invest in my business in
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other ways, and I just can’t.
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And I remember she looked up at me
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and she said, I just don’t even know what do I need?
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And then she put her head down on the table
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and I said,
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I think you need a hug.
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And I didn’t know her super well,
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but I, you know, she looked up at me
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and smiled and I gave her a hug.
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And I just remember thinking
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like, everyone’s been there.
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Like I have been there. All speakers at some point are there
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of this, like, oh, this is not
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the fun parts I was hoping for.
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I’m not getting to do as much of that as I’d like to do.
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’cause I’m so focused on all these other things
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that are supposed to be bringing in revenue
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and keeping things going so I can,
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I can say focus on the writing and the speaking.
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So I, I tell that story a little bit too.
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’cause I, I think I get a very unique perspective
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on a lot of businesses.
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As soon as people hear that I’m not a speaker.
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I can feel sometimes, and I’ll say this,
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I’m saying it this way ’cause a lot of times I’m at speaker
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conferences where everybody’s got their, their,
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their game face on, and they’re,
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you know, networking and talking.
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And, and sometimes I think when they hear
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that I’m not a speaker, they hear what I do,
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their walls come down a little bit
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and they go, Ugh, this part of my business is a mess.
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Let me tell you all about it.
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And so I, I get this really, these unique insights, I think,
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or, or really fascinating insights about
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what’s going on back there.
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And even even people who are thriving
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and have really, you know, a lot of success by a lot
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of definitions, a lot of times they’re burning out
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or there are parts of their business
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that are really dragging them down.
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So, um, so with all of that in mind, I think, uh, you know,
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one of the things I, I like
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to share too is some contradictions.
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I think some of that overwhelm that people feel often comes
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after an excellent mastermind
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or a conference, they kind of come away energized.
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And as we’re debriefing those events, a lot of times it,
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the insights will start out energizing and really exciting,
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and we could do this and we could do that.
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And then I can hear sometimes as they talk that it sort
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of spirals into some self-doubt.
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And am I even doing the things I should be doing?
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And, you know, am I gonna, you know,
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are we gonna take three steps down that path?
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Or, and, and especially for people who’ve been around
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for a while, I start to hear there’s, you know, some
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ness like, oh, the new next thing that I gotta learn
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and figure out how to implement it.
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And the next thing we’re doing, you know,
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kinda the exhaustion of the constant innovation.
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So my hope is to help speakers be able
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to reconcile, uh, some of those energizing parts
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of ourselves, like the, the, the, you know, Karen,
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you mentioned your, your creative.
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I, I think visionaries have this very loud, energetic part
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of themselves that they wanna run and go and do,
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and, you know, have, do the parts that are, that are,
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that energizing the part that comes so naturally instead
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of having to log into QuickBooks
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and check off the text task list
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and clear the emails and all those pieces.
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So I really wanna help, uh, speakers reconcile those parts
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of themselves so they can be more effective in their
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business and be able
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to ideally work on their business more often.
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Right? Get up out of the weeds.
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Um, and,
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and a lot of that just takes
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being really clear on your own personal definition
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of success, your own personal vision for your business with,
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you know, with specificity.
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Like what business model are you committed to,
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and what, uh, what is your focus for any period of time?
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Because I think it can feel like you’re constantly running
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and never really achieving anything.
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So, uh, so I’m gonna try to give some tools today
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that are gonna help with all of that.
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Let me, let me pause
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and see, Karen, if there’s anything that you would add
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or if anyone, you know, if that sparks anything for anybody.
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No, I’m ready. I think we’re ready. Ready?
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Okay. Excellent. Um, so let’s see here.
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I’ll share my screen. And this is low Tech today.
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Karen gave me low tech permission, so I’m just gonna share
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my, uh, my little Canva image here.
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I’m just gonna start with the portion. All right. So I love
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Her graphics, I love her colors.
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Thank you. I appreciate that.
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Um, so when people come back from their conferences, I, I,
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you know, like I said, we kind of do a debrief,
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and these are some of the things that I’ll hear
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that I think are common contradictions that can give us
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that feeling of, oh my gosh, there’s so much.
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Which direction do I commit to?
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So the first here is, I think speakers hear a lot
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that they gotta keep it simple, stay really focused
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and master just one thing at a time, right?
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Really master your craft.
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But I also think they hear they’ve gotta be more innovative.
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You’ve gotta stay relevant,
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you’ve gotta stay on the cutting edge,
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you’ve gotta invite the next technology.
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And as speaker, you’re a thought leader, so you really,
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you have a responsibility to be innovative, right?
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I think people also hear
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that your customer experience should be warm,
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it should be human-centric, very personal, uh,
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but you’ve also gotta be automating everything
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and using AI every step of the way, and,
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and really figuring out how to make both
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of those things very real in your business,
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which takes a lot of time and energy to design all of that.
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It’s a lot of work. I think folks also hear
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that great entrepreneurs are gritty and scrappy
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and that they work until the job is done.
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And, and they’re is a little bit of a,
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of a hustle culture, right?
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Like, I’m out there, I’m on the
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road, I’m, I’m doing the thing.
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And, um, and you need to delegate as soon as possible.
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You’ve gotta stay in your zone of genius.
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You really shouldn’t be doing all those things yourself.
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You’ve gotta stay in your zone of genius
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so then you can focus on your self care
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and really create a spacious life.
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And I think it’s, you know, these aren’t wrong ideas.
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There’s nothing here that, that isn’t valid,
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but I think it can be really hard to know how to bring all
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of this to fruition with 24 hours in a day.
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Um, and especially when you’re just getting going.
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So, you know, one of the things that, um, that I think is,
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is valuable, I, I will say that I use this term operations.
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Um, and maybe first
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of I’ll just share a little bit about kind of my lens on it.
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So the, you know, I’ve been in the backend
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of speaking based business for over 10 years,
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and, um, in various positions for the last five
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or six years, it’s been as a second command.
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So if you’re familiar with EOS world, this language
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of visionary integrator, I was an integrator for a number
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of speakers over time, fractional
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and full-time at different points.
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Um, so my responsibility was
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to execute on the vision, right?
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Um, now I own an agency where I’ve got a team of people
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who are fractional COOs, fractional integrators, people
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who will come in as a second command to people
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who are in this type of work.
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So, um, some of our, uh, I’ll talk a little bit more about
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what that looks like, but I think, um, you know, what I said
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before about people, I, I, I have a unique lens I think of,
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I get to see people when they’re at the brink
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of their growth, when they’re really having
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to be honest about where they’ve met their own capacity,
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and they realize I have to start leaning on systems,
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or I have to start leaning on staff
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because I can’t get any bigger.
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I’m starting to drop the ball, or I’m
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starting to miss out on opportunities.
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I can’t leverage this intellectual property I’ve been
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investing in, and I’ve got to do something different.
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The growth isn’t happening.
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So, so those are often the points where people are coming
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to me, they’re saying, I really need to systematize,
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you know, so Karen mentioned Asana.
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We’ll talk about some system work, um,
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or I need to bring some more hands on that are effective
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and, and be more effective delegating.
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So when you hear me use the term operations, for me,
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that is helping people.
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I forgot I have a little slide for this.
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That’s helping people, um, align their, their systems,
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their systems, their software
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and their staff in order to keep the business on track.
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And I bring it up this way
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because I think at each phase of growth, you have
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to reset some of those things.
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There’s gonna be different systems in place when it’s just
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you versus when you have a team of four supporting you.
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And so revisiting that often to say, you know, where am I?
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Which of those things might need some attention when you
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think about tightening up your operations
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or improving operations can be, can be helpful.
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So, um, with that,
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I had talked about, talked with Karen about a, a framework
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that I use with our clients and,
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and was kind of built based
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on the clients that we work with.
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So some of the different consulting
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or some of the different business models we work
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with include, uh, consulting firms,
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coaching agencies, training companies.
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And then we do have some folks who are speaking full-time,
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and that’s their primary source of revenue as well
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as MCs and entertainers.
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So we’ve kind of got the gamut of people who are using,
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speaking as a revenue stream in their business.
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Uh, this is something I designed
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to help people think about those different phases
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of operational growth.
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So, um, so I’ll talk through this in some detail here.
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And then, uh, Jasmine, I love
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that you’re bringing your VA in.
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That makes me so happy.
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Um, ’cause I’m, I’m a big, I’m a big, uh,
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big advocate of these people on the backend.
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They do a lot of heavy lifting,
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so I think she’ll appreciate this.
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So the first year, folks, I’ll focus on, on them first.
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So for first gear, this is what I call our folks who are in
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that solopreneur phase.
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They might have a virtual assistant,
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or, you know, maybe a bookkeeper, a couple people
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who are supporting them, but they really
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hold the weight of the business.
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Um, oftentimes this is people who are, are getting up
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to an annual revenue of 2,250 k or so.
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I offer a number just to kind
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of get your, get your gears going.
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And then, um, these people are based on cash flow, right?
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They really just need the next gig.
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They need the, you know, getting gigs on the calendar,
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getting money in the door.
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That’s very much the focus.
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And so a lot of times these folks have, uh,
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an ability to be more flexible.
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Like they can, they can take the low hanging fruit,
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and if an opportunity presents itself,
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they can say, oh, yeah, sure.
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I haven’t, haven’t done that form of coaching before.
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We’ll try it on and, and we’ll get it going.
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So there’s some great flexibility that comes with it.
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Uh, but the obvious downside is that it can feel like a lot,
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you can feel lonely in this work.
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You can feel overwhelmed and exhausted.
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You’re the one having to hold all the big picture ideas
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and keep yourself focused.
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So you’re functioning in a really nitty gritty level as well
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as a really high visionary level.
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And that can really burn, burn down,
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or burn you out, wear you down.
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Um, but like I said, there’s, there’s pros and cons.
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I think there are folks who are really,
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really good at getting things over, you know,
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past 80% onto fully finished.
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And, and I think for sometimes as I, as I talk to speakers,
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sometimes I can hear that if they’re really,
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really good at the nitty gritty,
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this business model actually works really well.
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Because one of the best things about being first gear is you
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don’t have a lot by way of expenses.
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You don’t have a lot of money going out the
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door to a team, right?
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So as I’m, you know, encouraging you to think about
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what are you designing for yourself,
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I think the assumptions sometimes can be, you know,
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when we look at something like this, we, we kind
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of assume like, you know, bigger is better.
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But, you know, I always joke that, uh,
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like notorious BIG more money, more problems.
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So it’s not as simple as how do I scale? How do I get more?
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Um, you really gotta be mindful of, of what, what
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that definition of success is for you,
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because I can tell you, I know some really,
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really great first gear solopreneurs
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who have an awesome lifestyle,
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to have very simple, straightforward businesses.
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They really, really love it.
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They have a really, a great spacious life
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because they’ve built a small business
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and they’re so effective at managing it really, really well.
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Um, Karen, anything you would add
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as I talk about these first year folks?
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No. Okay. Okay.
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I’m just gonna keep inviting you ’cause you know,
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the people in this room and, and what’s valuable and such.
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So, um, so please don’t hesitate to
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to offer additional thoughts.
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Um, so if we go now to talking about our second gear folks.
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So these are people who are, uh, wanting to expand
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beyond them as the business, right?
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They’re starting to bring on part-time support staff
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of two to five folks.
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These are typically 10 90 nines, uh, doing, you know, five
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to 20 hours a week or so.
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These people are, I have average annual revenue of 500 k
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or so because they’re kind of getting up to where they’ve,
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they’ve got lots of money coming in now, um,
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and a little bit more consistency with the cash flow is,
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is an important piece of kind of getting up to this point.
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Uh, part of how they’re doing
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that is they have a more consistent
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ecosystem of products and services.
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They’re starting to really be more, uh, more consistent in
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what they’re selling and how
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they’re, how they’re fulfilling it.
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So, uh, whereas sometimes in first year, people are kind
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of reinventing the wheel with each client
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or rewriting the speech.
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By this point, you really, you kind of know what works
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and you’re, and you’re in a groove with it.
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So you can sell it more effectively from the beginning
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and have a more standard, uh, fulfillment.
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The, the hard thing about being in second gear is the
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critical need for effective delegation.
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It takes a long time to not only find the right people
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who are going to sort of be able to come in alongside you
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and support you effectively, um,
481
00:19:39.145 –> 00:19:42.105
but also to set them up for success with a lot of clarity.
482
00:19:42.645 –> 00:19:45.105
You know, the ability for them to collaborate, the ability
483
00:19:45.125 –> 00:19:48.945
to hold them accountable, which all starts to require some,
484
00:19:48.945 –> 00:19:50.625
what I’ll call infrastructure, right?
485
00:19:50.735 –> 00:19:54.345
Some systems that are around them that really effectively
486
00:19:55.055 –> 00:19:56.385
package up the work for them
487
00:19:56.845 –> 00:20:00.905
and enable you to keep things moving from start
488
00:20:00.905 –> 00:20:02.145
to finish on a project, right?
489
00:20:02.285 –> 00:20:06.905
So this is where people might realize that, um,
490
00:20:07.575 –> 00:20:12.095
they can’t, they’ve got emails maybe from
491
00:20:12.095 –> 00:20:14.375
important potential clients mixed in
492
00:20:14.375 –> 00:20:18.335
with 10 emails from a web designer and a virtual assistant,
493
00:20:18.335 –> 00:20:19.895
and they’re realizing, oh my gosh, there’s
494
00:20:19.895 –> 00:20:21.535
so much going on here and I’m bouncing from
495
00:20:21.535 –> 00:20:22.655
one thing to the next.
496
00:20:23.115 –> 00:20:27.015
So this is where you might start to say, okay, we need a CRM
497
00:20:27.015 –> 00:20:28.175
to make sure that all of our sales
498
00:20:28.235 –> 00:20:29.415
is managed really effectively.
499
00:20:29.435 –> 00:20:30.535
So if someone else can come in
500
00:20:30.535 –> 00:20:32.735
and support me with it, we need a project management
501
00:20:32.735 –> 00:20:33.775
tool like Asana.
502
00:20:33.775 –> 00:20:34.775
We’re gonna bring that over here.
503
00:20:35.635 –> 00:20:37.695
Um, and I’m gonna come back around to that in just a,
504
00:20:37.695 –> 00:20:39.415
just a moment and talk more about what that, what
505
00:20:39.415 –> 00:20:40.775
that means, a project management tool.
506
00:20:41.635 –> 00:20:42.615
But I think this piece of
507
00:20:42.615 –> 00:20:43.935
delegation becomes really critical.
508
00:20:44.395 –> 00:20:46.095
Um, I have on here a business manager.
509
00:20:46.375 –> 00:20:48.545
I would say same thing as
510
00:20:48.545 –> 00:20:51.345
before, it really depends on your long-term goals.
511
00:20:51.345 –> 00:20:53.945
So there’s some people who settle here in second gear,
512
00:20:54.015 –> 00:20:56.665
some speakers who are making between 300
513
00:20:56.765 –> 00:20:58.345
and 700 K in annual revenue
514
00:20:58.765 –> 00:21:00.665
who don’t really feel like they need to get over a million.
515
00:21:00.945 –> 00:21:03.465
’cause they know that that comes with, with bigger taxes,
516
00:21:03.725 –> 00:21:06.585
bigger team, bigger, you know, there’s a lot of other things
517
00:21:06.585 –> 00:21:08.225
that come into play once you cross a million.
518
00:21:08.445 –> 00:21:11.505
So, um, and not that it’s that, you know, that black
519
00:21:11.505 –> 00:21:13.265
and white, but it, it is significant.
520
00:21:13.375 –> 00:21:14.745
It’s a significant point of growth.
521
00:21:14.925 –> 00:21:17.185
So, so there’s plenty of speakers who, again,
522
00:21:17.185 –> 00:21:18.905
have really healthy, wonderful businesses,
523
00:21:18.905 –> 00:21:20.465
right in this second gear area.
524
00:21:21.085 –> 00:21:24.625
Um, and then we’ll go into third gear here.
525
00:21:24.725 –> 00:21:28.465
So these are people who are, um, typically, you know,
526
00:21:28.705 –> 00:21:31.665
I would say 900 to, to a million or so in annual revenue.
527
00:21:31.975 –> 00:21:34.505
They’ve started to really settle in with that support staff.
528
00:21:34.585 –> 00:21:36.545
A lot of times by this time, they’ve really found some
529
00:21:36.545 –> 00:21:40.385
of those core people who can, who get them, who are able
530
00:21:40.385 –> 00:21:43.305
to run the, the systems of the business effectively.
531
00:21:43.845 –> 00:21:45.105
Um, the, you know,
532
00:21:45.105 –> 00:21:47.105
the activity here is really more about maintaining the
533
00:21:47.305 –> 00:21:50.225
pipeline, continually optimizing, uh, looking at
534
00:21:50.825 –> 00:21:53.145
a profitability and increasing, uh, you know,
535
00:21:53.465 –> 00:21:54.865
reducing expenses where we can so
536
00:21:54.865 –> 00:21:57.345
that we’re not getting outta control with our, our expenses
537
00:21:57.365 –> 00:21:59.105
as the team grows and the business grows.
538
00:21:59.605 –> 00:22:02.945
Um, but I’ll say again, with second
539
00:22:03.005 –> 00:22:04.665
and third gear, there’s a lot
540
00:22:04.665 –> 00:22:06.345
of money coming in, and that seems really great.
541
00:22:06.805 –> 00:22:10.785
And I know visionaries who have a million in, in revenue
542
00:22:11.045 –> 00:22:13.745
and very, very little in what they actually take home,
543
00:22:13.745 –> 00:22:15.825
because with these phases of growth comes a lot
544
00:22:15.825 –> 00:22:18.825
of money out the door for all of those systems and people.
545
00:22:19.005 –> 00:22:21.865
So I think it’s good, good things to be thinking about
546
00:22:22.045 –> 00:22:23.065
as you, as you picture,
547
00:22:23.175 –> 00:22:24.785
what is this gonna be for me long term?
548
00:22:25.605 –> 00:22:29.025
Um, and I’ll say the other thing about third gear is
549
00:22:29.535 –> 00:22:32.105
that when people reach this point, a lot
550
00:22:32.105 –> 00:22:33.985
of times they’ve just spent five
551
00:22:33.985 –> 00:22:36.385
to 10 years being in first and second gear.
552
00:22:36.765 –> 00:22:38.985
So they’re very used to being engaged
553
00:22:38.985 –> 00:22:40.385
with the business, very hands-on.
554
00:22:40.385 –> 00:22:41.545
They’re, you know, they maybe are used
555
00:22:41.545 –> 00:22:42.825
to being the one to do everything.
556
00:22:43.365 –> 00:22:46.105
So when they get here, sometimes their struggle is,
557
00:22:48.075 –> 00:22:50.175
is not getting themselves back in the weeds, right?
558
00:22:50.185 –> 00:22:52.815
Being very thoughtful about designing a visionary seat
559
00:22:52.815 –> 00:22:55.495
for themselves that they can stay focused on,
560
00:22:56.395 –> 00:22:59.015
or that they have the discipline to stay focused on writing
561
00:22:59.115 –> 00:23:02.535
and speaking, and, uh, not, we’ll say
562
00:23:03.085 –> 00:23:04.255
overworking, right?
563
00:23:04.255 –> 00:23:05.615
There’s a lot of people that I know
564
00:23:05.615 –> 00:23:06.975
who are at this point in business
565
00:23:07.355 –> 00:23:09.135
who actually really resent their business
566
00:23:09.315 –> 00:23:12.455
and really don’t have a healthy personal life to go back to.
567
00:23:12.455 –> 00:23:14.015
So they’re in a cycle of overworking
568
00:23:14.245 –> 00:23:16.415
because they aren’t happy with the personal life
569
00:23:16.415 –> 00:23:18.215
because they’ve so overworked for years.
570
00:23:18.435 –> 00:23:21.255
So I think the more that people can be thinking about some
571
00:23:21.255 –> 00:23:25.135
of that transition early on, if, if you know that you want
572
00:23:25.135 –> 00:23:28.255
to be somebody with a business model, you know, a business
573
00:23:28.255 –> 00:23:31.535
that reaches this point, uh, being clear on
574
00:23:31.565 –> 00:23:34.015
what am I gonna do with that additional time and energy
575
00:23:34.015 –> 00:23:36.655
and money once I reach that point, so that you can be a,
576
00:23:37.015 –> 00:23:39.935
a healthy, well-rounded leader of a business instead
577
00:23:39.935 –> 00:23:42.255
of a sort of a, a leader that everybody’s on edge.
578
00:23:42.255 –> 00:23:44.415
Like, oh, you know, are they, are they stressed out today?
579
00:23:44.415 –> 00:23:47.205
What’s going on? So, so I think that’s good things
580
00:23:47.205 –> 00:23:49.245
to be thinking about, even, even early days.
581
00:23:49.505 –> 00:23:51.565
How do you wanna embody a visionary
582
00:23:51.565 –> 00:23:52.845
role, uh, for the future?
583
00:23:54.625 –> 00:23:57.605
So one more thing, um, related to some of that,
584
00:23:57.635 –> 00:24:01.325
I’ll just say, uh, when I talk about business models.
585
00:24:01.545 –> 00:24:05.365
So, uh, these are some of the, the most common, um,
586
00:24:05.845 –> 00:24:06.925
I have keynoting here.
587
00:24:07.505 –> 00:24:10.405
Uh, oh, this is supposed to be workshops, workshops
588
00:24:10.405 –> 00:24:11.885
and trainings and training series.
589
00:24:12.025 –> 00:24:15.045
So, um, so this is, you know,
590
00:24:15.045 –> 00:24:16.445
typically those things go hand in hand.
591
00:24:16.445 –> 00:24:17.925
You get me for work or for a keynote,
592
00:24:17.945 –> 00:24:20.045
and then I can come, you know, do a half day workshop
593
00:24:20.045 –> 00:24:22.445
as well, or, or, you know, squeeze me into the rest
594
00:24:22.445 –> 00:24:26.085
of your agenda, um, for an upsell facilitation.
595
00:24:26.305 –> 00:24:28.565
And sometimes I’m just going to define these quickly
596
00:24:28.565 –> 00:24:30.485
because people use these terms differently.
597
00:24:30.585 –> 00:24:32.445
So for me, a workshop or training
598
00:24:32.465 –> 00:24:34.765
or a training series is delivering content, right?
599
00:24:34.765 –> 00:24:37.645
You’re, you’re sharing a, from the stage content,
600
00:24:37.745 –> 00:24:39.805
you might be having them work through and do exercises,
601
00:24:39.805 –> 00:24:42.645
but you are really delivering material to them.
602
00:24:42.795 –> 00:24:46.865
Whereas keynoting is gonna be maybe 20% content
603
00:24:47.005 –> 00:24:49.145
and 80% more storytelling, right?
604
00:24:49.295 –> 00:24:51.385
Much more people, you know, people being able to kind
605
00:24:51.385 –> 00:24:52.825
of sit back in their seats, really take it in.
606
00:24:52.865 –> 00:24:53.905
I know you all know some of this,
607
00:24:53.905 –> 00:24:54.905
but I’m gonna talk through it anyway.
608
00:24:55.165 –> 00:24:56.665
Um, and then workshops is a little bit more
609
00:24:56.765 –> 00:24:57.825
sit forward in you’re engaged.
610
00:24:58.505 –> 00:25:02.425
Facilitation is managing the energy of a room, right?
611
00:25:02.485 –> 00:25:05.385
So you are facilitating a conversation, you’re facilitate,
612
00:25:05.385 –> 00:25:06.945
you might, it might be facilitating content,
613
00:25:07.405 –> 00:25:09.345
but it really is engaging and pulling in,
614
00:25:09.445 –> 00:25:11.345
and it will be much more,
615
00:25:11.765 –> 00:25:13.345
the facilitation is gonna be much more dynamic
616
00:25:13.345 –> 00:25:14.425
with what’s happening in the space.
617
00:25:15.205 –> 00:25:18.705
Uh, consulting is the, the squishiest one.
618
00:25:18.705 –> 00:25:20.385
People define consulting all different ways.
619
00:25:20.825 –> 00:25:22.625
I have some people who can, who define consulting
620
00:25:22.645 –> 00:25:25.105
as any mixture of other services that they have.
621
00:25:25.415 –> 00:25:27.265
Some people say consulting is where you’re really,
622
00:25:27.265 –> 00:25:28.625
really hands on in the work.
623
00:25:28.625 –> 00:25:30.585
You’re responsible for implementation of your ideas.
624
00:25:31.205 –> 00:25:33.625
Um, I think sometimes training series
625
00:25:33.625 –> 00:25:35.825
and consulting might go hand in hand
626
00:25:35.905 –> 00:25:37.145
or be used interchangeably.
627
00:25:37.525 –> 00:25:39.145
Um, you know, I’m working with an organization,
628
00:25:39.245 –> 00:25:41.985
I’m coming in once a month for six months
629
00:25:42.005 –> 00:25:44.105
and doing a training with their mid-level managers.
630
00:25:44.125 –> 00:25:46.465
And they might call that a consulting engagement,
631
00:25:46.465 –> 00:25:47.905
even though what they’re doing is showing up
632
00:25:47.905 –> 00:25:48.985
and delivering content, right?
633
00:25:49.485 –> 00:25:51.985
Um, and then coaching, of course, that can be one-to-one,
634
00:25:52.225 –> 00:25:54.945
coaching, executive coaching, live coaching, group coaching,
635
00:25:55.445 –> 00:25:57.625
um, group coaching versus team coaching, you know,
636
00:25:57.665 –> 00:26:00.145
a cohesive unit versus, uh, individuals in the room.
637
00:26:00.325 –> 00:26:03.865
So lots of different ways that this can look for people
638
00:26:03.965 –> 00:26:05.065
to supplement their speaking.
639
00:26:05.725 –> 00:26:08.225
Um, when I think about scaling,
640
00:26:08.445 –> 00:26:10.985
and I think about some of the struggles I see folks have
641
00:26:11.905 –> 00:26:14.385
standardizing what they’re doing is, is one
642
00:26:14.385 –> 00:26:15.425
of those common struggles.
643
00:26:15.645 –> 00:26:18.625
So, uh, if you are somebody who wants to be able
644
00:26:18.625 –> 00:26:20.185
to have a team come in
645
00:26:20.185 –> 00:26:22.505
and support you, if you want to be able to scale
646
00:26:22.505 –> 00:26:24.145
what you’re doing to, uh,
647
00:26:24.145 –> 00:26:26.065
either have you be less involved in some way
648
00:26:26.065 –> 00:26:27.305
with the actual fulfillment of it,
649
00:26:27.365 –> 00:26:30.105
or even the sale of it, if you want somebody to come in
650
00:26:30.105 –> 00:26:31.185
and be able to sell on your behalf,
651
00:26:31.845 –> 00:26:34.185
having these things set up in advance,
652
00:26:34.465 –> 00:26:35.465
I think is really critical.
653
00:26:36.105 –> 00:26:38.065
I know, you know, there’s a, a lot of people
654
00:26:38.085 –> 00:26:40.025
who will sell something before it’s designed
655
00:26:40.165 –> 00:26:41.305
and, and before it’s built.
656
00:26:41.765 –> 00:26:44.445
I’m not against that, but I will say
657
00:26:44.445 –> 00:26:47.885
that you will be more effective at selling at,
658
00:26:47.905 –> 00:26:50.125
at actually getting an innovative thing sold
659
00:26:50.585 –> 00:26:54.315
and doing it in a way that’s not gonna, not going
660
00:26:54.335 –> 00:26:55.355
to scope creep
661
00:26:55.535 –> 00:26:57.155
or exhaust you if you have thought
662
00:26:57.155 –> 00:26:58.515
through those things in advance, right?
663
00:26:58.935 –> 00:27:01.195
Um, and by advance, I don’t mean a few hours
664
00:27:01.195 –> 00:27:02.355
before the call with the client.
665
00:27:02.515 –> 00:27:05.635
I mean, if you have sat down and said, after, you know,
666
00:27:05.635 –> 00:27:07.435
after I work, you know, the full customer journey
667
00:27:07.435 –> 00:27:09.635
after I keynote for somebody, if they come up
668
00:27:09.635 –> 00:27:12.435
and say, we loved that, we wanna give you all of our money
669
00:27:12.495 –> 00:27:13.595
and, and come in
670
00:27:13.595 –> 00:27:15.515
and really be part of our organization to bring these ideas
671
00:27:15.515 –> 00:27:16.955
to life, are you ready?
672
00:27:17.135 –> 00:27:18.595
Do you know what you’re gonna pitch them?
673
00:27:18.655 –> 00:27:19.875
And have you really thought through
674
00:27:20.775 –> 00:27:22.795
the long-term relationship with that client?
675
00:27:23.415 –> 00:27:27.485
Uh, I think that those things are what enable you to
676
00:27:28.305 –> 00:27:30.825
be, well, I’ll say this.
677
00:27:30.845 –> 00:27:32.305
If you, if you know that, if you know
678
00:27:32.305 –> 00:27:34.665
that you wanna sell someone into six months
679
00:27:34.685 –> 00:27:36.185
of executive coaching at this level
680
00:27:36.405 –> 00:27:38.225
and a maybe a training series
681
00:27:38.225 –> 00:27:39.945
for their mid-level managers at this level,
682
00:27:40.045 –> 00:27:42.105
and you have a sense of how you want that program to look,
683
00:27:42.645 –> 00:27:45.285
you can be infusing seeds
684
00:27:45.665 –> 00:27:47.645
or planting seeds, infusing the conversation
685
00:27:47.675 –> 00:27:50.965
with those ideas from day one with that client, instead
686
00:27:50.965 –> 00:27:52.605
of bringing that up as a next step, all
687
00:27:52.605 –> 00:27:54.245
of a sudden in the debrief call, right?
688
00:27:54.245 –> 00:27:56.725
Like if you, if you’re already coming in as a partner in
689
00:27:56.725 –> 00:27:58.925
that way, um, you don’t have to be pushy.
690
00:27:58.925 –> 00:28:01.045
It’s, you know, you can be tactful in the way you let
691
00:28:01.045 –> 00:28:02.085
them know there’s a lot more here.
692
00:28:02.145 –> 00:28:04.485
If you, if you resonate what I’m do with what I’m doing,
693
00:28:04.545 –> 00:28:05.725
if this lands with your people,
694
00:28:05.995 –> 00:28:07.445
there’s a lot more we can do together.
695
00:28:07.685 –> 00:28:10.325
I think the earlier you can start planting the seeds,
696
00:28:10.325 –> 00:28:12.445
the more, more likely you are to convert into something
697
00:28:12.445 –> 00:28:13.885
that makes sense that you can then deliver on.
698
00:28:13.995 –> 00:28:18.445
Love that. Um, one more thing on this point, I’ll say,
699
00:28:18.445 –> 00:28:20.365
you know, I added in here thought leadership and media.
700
00:28:20.745 –> 00:28:25.215
So in the world of speaking, the world
701
00:28:25.215 –> 00:28:28.095
of thought leadership, of course there’s no, there’s all
702
00:28:28.095 –> 00:28:29.615
of this tells you there’s no
703
00:28:29.615 –> 00:28:30.735
one way to do any of this, right?
704
00:28:30.735 –> 00:28:32.335
It’s going to be very much your flavor
705
00:28:32.475 –> 00:28:33.695
of whatever fits here.
706
00:28:34.235 –> 00:28:36.215
Uh, when you’re thinking about the business model
707
00:28:36.215 –> 00:28:37.815
that makes sense, some of the thought leadership
708
00:28:37.815 –> 00:28:41.495
that might make sense for you, uh, you gotta think about
709
00:28:42.045 –> 00:28:44.255
your day to day and the lifestyle you want, right?
710
00:28:44.275 –> 00:28:48.255
So I’ll sometimes I’ll have people say, I want to be,
711
00:28:48.435 –> 00:28:50.695
you know, flying out to 50 gigs a year,
712
00:28:50.695 –> 00:28:52.055
and they’re, you know, maybe they’ve got a number in their
713
00:28:52.055 –> 00:28:54.295
head, they’re excited, but I also wanna be here
714
00:28:54.295 –> 00:28:55.535
for all my kids’ t-ball games,
715
00:28:55.675 –> 00:28:58.055
or I really wanna be able to be home every weekend.
716
00:28:58.075 –> 00:28:59.655
Or, you know, there’s things that sometimes I hear
717
00:28:59.655 –> 00:29:02.415
and I’m going, oh, that’s gonna be, that’s gonna be tough.
718
00:29:02.595 –> 00:29:05.335
So if you can be clear on what you know,
719
00:29:05.395 –> 00:29:07.055
what’s gonna be values aligned work.
720
00:29:07.395 –> 00:29:09.575
Um, so for example, I have someone right now
721
00:29:09.575 –> 00:29:11.095
who has a little person in his house
722
00:29:11.755 –> 00:29:13.055
and he said, I’m, you know,
723
00:29:13.055 –> 00:29:14.295
I’m gonna travel later in my career,
724
00:29:14.395 –> 00:29:15.855
but right now I need stay at home revenue.
725
00:29:16.275 –> 00:29:17.735
So we’ve been working together to figure out
726
00:29:17.735 –> 00:29:19.095
how do we shift his business model
727
00:29:19.115 –> 00:29:21.775
to be more stay at home revenue, both with his services,
728
00:29:21.835 –> 00:29:23.775
but also his thought leadership instead of speaking
729
00:29:23.795 –> 00:29:25.215
as much he’s launching a podcast
730
00:29:25.475 –> 00:29:26.895
and that makes sense for his life right now.
731
00:29:27.275 –> 00:29:29.335
And then long term we’ll be monetizing that.
732
00:29:29.515 –> 00:29:32.455
So when I think about, you know, I added that leadership
733
00:29:32.455 –> 00:29:33.815
and media in here, both
734
00:29:33.815 –> 00:29:37.735
because I think sometimes people are focused on the next gig
735
00:29:37.735 –> 00:29:40.175
or fo focused on whatever opportunities come,
736
00:29:40.715 –> 00:29:42.285
but I would say the same thing.
737
00:29:42.285 –> 00:29:44.965
The more you can be clear on what’s ideal, what’s the ideal,
738
00:29:45.105 –> 00:29:46.725
you know, if virtual engagements are
739
00:29:46.725 –> 00:29:47.805
gonna be better for you than in person.
740
00:29:47.965 –> 00:29:49.005
I mean, that’s a common example.
741
00:29:49.545 –> 00:29:52.525
Um, but it’s also, you know, I’ve, I’ve worked with someone
742
00:29:52.665 –> 00:29:55.405
who wanted to speak three or four times a month
743
00:29:55.665 –> 00:29:57.765
and between virtual and on, on site,
744
00:29:57.985 –> 00:30:00.885
and we got them up to that point, and they came to me
745
00:30:00.885 –> 00:30:02.445
and said, I don’t, I don’t feel like I’m
746
00:30:02.445 –> 00:30:03.645
capitalizing on this at all.
747
00:30:03.765 –> 00:30:05.645
I thought I just needed to be on stage in front of people,
748
00:30:06.105 –> 00:30:08.005
but we could be really, you know,
749
00:30:08.045 –> 00:30:09.245
I haven’t really thought this through
750
00:30:09.245 –> 00:30:11.645
to really be capitalizing on each engagement.
751
00:30:11.645 –> 00:30:12.925
I feel like I’m wasting time. So,
752
00:30:13.345 –> 00:30:15.685
so being really strategic about why are you speaking?
753
00:30:16.385 –> 00:30:17.645
Are you speaking in front of the right people
754
00:30:17.785 –> 00:30:19.445
or you just trying to get in front of people?
755
00:30:19.945 –> 00:30:22.685
Um, and, and continue to revisit that
756
00:30:22.685 –> 00:30:24.085
because I, even people who have been speaking
757
00:30:24.085 –> 00:30:26.165
for a long time, it can kind of morph and evolve
758
00:30:26.185 –> 00:30:30.325
and you’ll find yourself, um, not always be strategic,
759
00:30:30.325 –> 00:30:32.285
thoughtful as you could be with that thought leadership
760
00:30:32.285 –> 00:30:34.685
because you enjoy it and it’s fun, and you’ll say yes,
761
00:30:34.745 –> 00:30:35.965
and you’ll show up and do the thing.
762
00:30:36.785 –> 00:30:40.245
But you can also, uh, be, if you’re being more strategic,
763
00:30:40.345 –> 00:30:43.045
you can capitalize on those opportunities a lot more if
764
00:30:43.045 –> 00:30:44.765
you’re being thoughtful about the right opportunities,
765
00:30:44.825 –> 00:30:46.645
the right yeses and seeking those things out.
766
00:30:47.185 –> 00:30:48.285
And media’s on here
767
00:30:48.285 –> 00:30:52.245
because as, as your business evolves, as you become, uh,
768
00:30:52.265 –> 00:30:54.845
better known, you’re going to get more by way
769
00:30:54.845 –> 00:30:58.165
of sponsorship opportunities, influence opportunities, um,
770
00:30:58.515 –> 00:31:00.045
paid, paid media work
771
00:31:00.075 –> 00:31:02.445
that can be significant revenue if it’s something
772
00:31:02.445 –> 00:31:04.805
that you are thinking ahead to seeking out, um,
773
00:31:05.095 –> 00:31:06.965
being mindful of what that might look like for you.
774
00:31:07.865 –> 00:31:09.565
So I think, you know, I’m curious.
775
00:31:09.885 –> 00:31:11.565
I I would love to hear a little bit from you all
776
00:31:11.565 –> 00:31:14.685
as in talking through some of this, what’s coming up,
777
00:31:14.685 –> 00:31:15.765
if there’s other things here
778
00:31:15.765 –> 00:31:17.405
that you would add into the ecosystem.
779
00:31:17.605 –> 00:31:20.625
I, and I put this ecosystem of products
780
00:31:20.625 –> 00:31:22.065
and services that, that’s very trendy.
781
00:31:22.145 –> 00:31:26.425
I think, um, ecosystem implies you need to have 15 things,
782
00:31:26.565 –> 00:31:29.265
and it needs to be a big web where this always, you know,
783
00:31:29.265 –> 00:31:30.425
this always funnels into this
784
00:31:30.425 –> 00:31:32.945
and this is going, you know, you have a, a specific path
785
00:31:32.945 –> 00:31:34.945
for each client that’s gonna, like, no matter who comes
786
00:31:34.945 –> 00:31:36.105
to you, you have something for them.
787
00:31:37.345 –> 00:31:39.545
I would encourage the, encourage you
788
00:31:39.545 –> 00:31:40.705
to find a balance with that, right?
789
00:31:40.965 –> 00:31:42.985
Um, just like we’re talking about being mindful
790
00:31:43.285 –> 00:31:46.305
of the different, the different pieces you’re gonna offer
791
00:31:46.485 –> 00:31:50.335
and, um, and not, uh,
792
00:31:50.995 –> 00:31:54.055
it is all a balance of, of keep it, keep it focused
793
00:31:54.075 –> 00:31:55.375
and simple and, um,
794
00:31:55.515 –> 00:31:59.135
and also offer enough that it makes sense for a client
795
00:31:59.195 –> 00:32:00.535
to be working with you long term
796
00:32:00.635 –> 00:32:01.975
so you’re not doing one-offs
797
00:32:01.975 –> 00:32:03.215
and then finding yourself having
798
00:32:03.215 –> 00:32:04.535
to get the next client in the door.
799
00:32:05.075 –> 00:32:07.295
Um, I’m gonna pause for a second, Karen,
800
00:32:07.515 –> 00:32:08.815
any, any thoughts or anything?
801
00:32:09.135 –> 00:32:11.415
I think this is, it’s, it’s hitting home with me.
802
00:32:12.375 –> 00:32:13.415
I think this is really great.
803
00:32:13.695 –> 00:32:17.095
I feel like for me, I knew I did not want,
804
00:32:17.295 –> 00:32:18.295
I came from a business,
805
00:32:18.395 –> 00:32:21.175
so I was going into speaking knowing I did not
806
00:32:21.175 –> 00:32:22.335
want to do consulting.
807
00:32:23.095 –> 00:32:24.415
I did not wanna have a relationship.
808
00:32:25.035 –> 00:32:28.335
And I was asked so many times in the very beginning,
809
00:32:28.715 –> 00:32:31.015
if I could do more, could you come in and do more?
810
00:32:31.395 –> 00:32:33.855
It was so interesting because I, if I had had
811
00:32:34.555 –> 00:32:38.615
either someone else where I could at least hand it off
812
00:32:38.615 –> 00:32:41.125
to someone, if I had really thought that through,
813
00:32:41.205 –> 00:32:42.885
I think it could have really helped my business.
814
00:32:43.425 –> 00:32:45.325
It wasn’t something I wanted to do yet.
815
00:32:45.325 –> 00:32:46.805
They wanted someone to come in
816
00:32:47.425 –> 00:32:50.085
and I probably could have partnershipped with somebody else.
817
00:32:50.725 –> 00:32:54.125
I really like that idea of understanding your offerings, um,
818
00:32:54.125 –> 00:32:55.325
because they’re going to happen.
819
00:32:56.185 –> 00:32:58.445
The better you are, the more people are gonna want you,
820
00:32:58.445 –> 00:32:59.645
they’re gonna want more things.
821
00:33:00.385 –> 00:33:02.885
Um, online courses, all kinds of things.
822
00:33:03.685 –> 00:33:06.565
Companies are asking me right now, do you have more?
823
00:33:06.825 –> 00:33:09.205
Can you give us more video after your keynote?
824
00:33:09.585 –> 00:33:13.125
If I’m doing a virtual, can you, can you do packages
825
00:33:13.225 –> 00:33:14.605
of, of video for us?
826
00:33:15.225 –> 00:33:18.965
So I feel like there’s a lot there that you said
827
00:33:19.835 –> 00:33:21.285
that people need to think about.
828
00:33:21.765 –> 00:33:23.285
I think that we just, some
829
00:33:23.285 –> 00:33:25.005
of us are just focused on that one speech.
830
00:33:25.665 –> 00:33:28.045
Um, so I did think of you, Amy, I thought
831
00:33:28.045 –> 00:33:30.645
that this was hitting home with a lot of what you do.
832
00:33:30.985 –> 00:33:32.645
You know, the keynote is just the opening
833
00:33:32.645 –> 00:33:36.435
of the door to your services.
834
00:33:38.495 –> 00:33:41.505
Yeah, I agree. ’cause I, um, it’s, it’s interesting,
835
00:33:41.505 –> 00:33:44.665
especially just after having attended influence, um,
836
00:33:46.325 –> 00:33:49.025
one of the things that became really clear to me is
837
00:33:49.025 –> 00:33:51.225
that we all have a different way to make our income.
838
00:33:51.245 –> 00:33:53.665
And some of us do it strictly through keying.
839
00:33:53.665 –> 00:33:57.305
Some of us do it more what I’m doing, which is like,
840
00:33:57.495 –> 00:34:00.625
that keynote is not me making the big bucks.
841
00:34:00.805 –> 00:34:02.785
The big bucks for me is more on the back end of getting
842
00:34:02.785 –> 00:34:04.865
to know the company and doing the consulting coaching
843
00:34:04.865 –> 00:34:06.425
and sales training and advising.
844
00:34:07.245 –> 00:34:09.545
So, uh, I honestly, I struggle with that sometimes
845
00:34:09.545 –> 00:34:12.625
because then I’m like, you know, I should be doing more
846
00:34:12.625 –> 00:34:14.745
of the keying make and then I gotta remind myself
847
00:34:14.745 –> 00:34:16.145
to stay in my lane that that’s,
848
00:34:16.145 –> 00:34:17.625
that’s not really my business model,
849
00:34:17.685 –> 00:34:20.265
but we all have a different way of making an income is
850
00:34:20.265 –> 00:34:21.705
what I always try to come back to.
851
00:34:21.765 –> 00:34:23.585
And, and whatever way we do it is great.
852
00:34:24.615 –> 00:34:28.345
Yeah, I think that, I think there’s a lot to be, we need
853
00:34:28.345 –> 00:34:29.585
to think through what we wanna do
854
00:34:30.325 –> 00:34:32.105
and think of the offerings that we’re giving.
855
00:34:32.565 –> 00:34:33.705
The other thing that I like
856
00:34:33.705 –> 00:34:36.865
that you said way in the beginning, which I, I hear a lot
857
00:34:36.865 –> 00:34:39.705
of the members, they have a lot of people on their team.
858
00:34:39.815 –> 00:34:42.905
I’ve got someone that does all of my social, I have some,
859
00:34:42.985 –> 00:34:44.785
I have a va, I have, I’m trying
860
00:34:44.785 –> 00:34:46.265
to get somebody to do outreach.
861
00:34:46.345 –> 00:34:49.465
I mean, I’m hearing it. And what I like that you said was
862
00:34:49.465 –> 00:34:52.025
that we have to set them up for success.
863
00:34:53.345 –> 00:34:55.745
I feel like I’m just getting a feeling
864
00:34:55.815 –> 00:34:59.625
that people are hiring people, they’re having a conversation
865
00:34:59.625 –> 00:35:01.145
with them, and then they’re letting them go,
866
00:35:01.365 –> 00:35:02.425
you know, go do whatever.
867
00:35:02.985 –> 00:35:05.265
I feel like you’ve gotta really know what you’re doing and,
868
00:35:05.265 –> 00:35:08.505
and, and set up training in a way that people can begin
869
00:35:08.505 –> 00:35:11.545
to understand your values, what you do.
870
00:35:11.805 –> 00:35:14.425
So I think there’s more to it to set
871
00:35:14.425 –> 00:35:15.745
and set them up for success.
872
00:35:15.815 –> 00:35:16.815
What do you think, Kara?
873
00:35:18.005 –> 00:35:19.095
Yeah. Yeah.
874
00:35:19.415 –> 00:35:22.535
I, I really like, yes, I love that you said that.
875
00:35:22.575 –> 00:35:24.295
I think that’s a good segue into Asana.
876
00:35:24.455 –> 00:35:25.935
I think we could go there next for a minute.
877
00:35:26.135 –> 00:35:30.015
I, um, I think when, when you mentioned online courses,
878
00:35:30.885 –> 00:35:32.575
I’ll say, you know, it’s one of the things that I talk
879
00:35:32.575 –> 00:35:35.815
to people about a lot because it sounds like it’s going
880
00:35:35.815 –> 00:35:38.045
to be a great passive avenue, right?
881
00:35:38.065 –> 00:35:41.925
Or a semi passive. And I think having conversations,
882
00:35:42.185 –> 00:35:46.105
you know, you have to really enjoy creating content
883
00:35:46.105 –> 00:35:47.865
because it’s not a set it and forget it
884
00:35:47.885 –> 00:35:50.905
and it’s, it’s going to require you to promote and launch
885
00:35:51.005 –> 00:35:52.905
and push and get butts in seats
886
00:35:53.005 –> 00:35:54.225
for the online course, right?
887
00:35:54.225 –> 00:35:56.225
Like, it’s not, it’s not just something you can
888
00:35:56.225 –> 00:35:57.385
set up and, and run in the back.
889
00:35:57.415 –> 00:36:00.265
It’s gonna be more involved in that, and it always will be.
890
00:36:00.325 –> 00:36:01.705
And so if I see
891
00:36:01.705 –> 00:36:04.025
that somebody is very naturally good at creating content
892
00:36:04.125 –> 00:36:07.025
and they love it and they already have a great creative team
893
00:36:07.025 –> 00:36:08.545
that they trust that they enjoy working with,
894
00:36:08.545 –> 00:36:10.265
and that’s a strength for them, those are people
895
00:36:10.265 –> 00:36:11.865
that I will encourage to do an online course.
896
00:36:12.125 –> 00:36:15.425
If somebody is not very techie, doesn’t really enjoy it,
897
00:36:15.425 –> 00:36:17.345
doesn’t really like to outsource their creative,
898
00:36:17.615 –> 00:36:19.985
they’re gonna really have a hard time with it.
899
00:36:20.405 –> 00:36:22.425
Um, the other thing is that comes into play
900
00:36:22.425 –> 00:36:24.665
and I’ll, this will, this could be a big tangent
901
00:36:24.725 –> 00:36:26.425
so I’ll keep it tight, is, uh,
902
00:36:26.425 –> 00:36:28.105
intellectual property when it comes to
903
00:36:29.145 –> 00:36:31.665
creating digital assets, creating online courses.
904
00:36:32.065 –> 00:36:33.985
I think, uh, you know, I’m, I’m working
905
00:36:33.985 –> 00:36:35.705
with somebody right now who thought that they wanted
906
00:36:35.705 –> 00:36:39.785
to do a B2C online course and go volume and,
907
00:36:39.805 –> 00:36:41.145
and really have that be the way
908
00:36:41.145 –> 00:36:42.705
that anybody could access them.
909
00:36:42.705 –> 00:36:44.825
You know, they’ve got, like I said, I’ve got my book at $27.
910
00:36:44.825 –> 00:36:46.865
I’ll have my online course at $57 where they’re kind
911
00:36:46.865 –> 00:36:47.825
of thinking through the tier like we,
912
00:36:47.825 –> 00:36:48.625
like we’re supposed to do.
913
00:36:49.245 –> 00:36:53.545
Um, and then when they realized, oh my gosh, I’m gonna have
914
00:36:53.545 –> 00:36:55.025
to figure out how to protect this IP
915
00:36:55.565 –> 00:36:57.945
and I’m gonna be responsible for making sure
916
00:36:58.015 –> 00:37:01.185
that if it gets loaded somewhere else, that it’s being
917
00:37:01.185 –> 00:37:03.305
that someone else online, you know, that my, I have a way
918
00:37:03.305 –> 00:37:05.545
that I go go after that person, or how am I gonna, you know?
919
00:37:05.545 –> 00:37:08.265
And so, and some of the specific, the nature of
920
00:37:08.265 –> 00:37:11.985
what they do, I think is very susceptible to be taken
921
00:37:12.125 –> 00:37:13.185
and repurposed by people,
922
00:37:13.185 –> 00:37:15.145
which is very common online right now.
923
00:37:15.165 –> 00:37:17.745
And there’s, uh, you know, I tell people,
924
00:37:17.745 –> 00:37:20.905
if you’re gonna do a B2C online course, be okay
925
00:37:20.905 –> 00:37:22.545
with it being taken because it will.
926
00:37:22.725 –> 00:37:24.705
So one of the things that we talked about was,
927
00:37:24.765 –> 00:37:26.945
why don’t you do that as a B2B course
928
00:37:27.325 –> 00:37:29.065
and we will have this be an upsell
929
00:37:29.085 –> 00:37:30.585
for the organizational work that you do,
930
00:37:30.585 –> 00:37:32.465
and it’s gonna be targeted for midlevel managers,
931
00:37:32.465 –> 00:37:34.945
and you can sell that as a much larger package.
932
00:37:35.085 –> 00:37:36.585
That’s not gonna be a volume play.
933
00:37:36.585 –> 00:37:37.785
And it’s, and you’re also not gonna have
934
00:37:37.785 –> 00:37:39.225
to protect the IP the same way.
935
00:37:39.285 –> 00:37:42.665
So it gets, you know, there’s a lot of a lot of stuff
936
00:37:42.665 –> 00:37:44.385
to be teased out when you dig into some of this.
937
00:37:44.775 –> 00:37:46.865
Carl, I see your hand there.
938
00:37:48.915 –> 00:37:50.985
Thank you Kara. Go for it. Yeah,
939
00:37:51.945 –> 00:37:52.945
I have a question. Uh, and
940
00:37:52.945 –> 00:37:54.465
it’s maybe kind of wide,
941
00:37:54.485 –> 00:37:56.385
but you, you’ll probably figure out how to shape it.
942
00:37:58.345 –> 00:37:59.795
What amount do you see people
943
00:38:00.945 –> 00:38:03.235
more going at their business more organically?
944
00:38:04.095 –> 00:38:05.705
In other words, what fits
945
00:38:05.845 –> 00:38:07.665
and what sort of happens in the moment
946
00:38:07.765 –> 00:38:10.635
and moves them versus planned?
947
00:38:11.055 –> 00:38:13.755
Do you see a lot of people really coming up with deep plans
948
00:38:13.975 –> 00:38:16.155
and like the real crisp vision?
949
00:38:16.415 –> 00:38:18.815
Or are they just kind of getting, you know,
950
00:38:18.815 –> 00:38:20.175
riding the wave that they create?
951
00:38:21.695 –> 00:38:26.325
Yeah, great question. I, I do think that first gear
952
00:38:27.675 –> 00:38:30.865
folks and solopreneur folks tend to ride the wave, tend
953
00:38:30.865 –> 00:38:32.865
to be more kind of what comes in and they’re ready.
954
00:38:32.925 –> 00:38:34.185
You know, they’re, they’re flexible
955
00:38:34.245 –> 00:38:36.925
and that’s, like I said, that’s the perk of it a bit, right?
956
00:38:37.585 –> 00:38:39.445
Um, I think I talked to folks who,
957
00:38:41.185 –> 00:38:43.685
and I think as folks get more into second gear
958
00:38:43.905 –> 00:38:45.445
and more into third gear, they start
959
00:38:45.445 –> 00:38:46.445
to become more planners.
960
00:38:46.475 –> 00:38:48.845
They realize, oh, for me to really be able to make
961
00:38:49.435 –> 00:38:51.525
scaling work for that to really be
962
00:38:51.525 –> 00:38:53.285
what my business is gonna be doing, I have
963
00:38:53.445 –> 00:38:56.245
to be really clear on my next steps and stay focused on it.
964
00:38:56.625 –> 00:38:57.645
So I think that more
965
00:38:57.645 –> 00:39:02.005
and more of that gets brought in, um, as people get bigger
966
00:39:02.205 –> 00:39:03.525
’cause they realize the necessity for it.
967
00:39:03.545 –> 00:39:05.525
And I think especially as you’re gonna bring other people
968
00:39:05.525 –> 00:39:07.645
into that plan, you have to be clear, you have
969
00:39:07.645 –> 00:39:09.965
to set them up for a sense of where are we going?
970
00:39:10.225 –> 00:39:11.925
How, you know, what, how am I a part of this
971
00:39:11.945 –> 00:39:13.165
and what role do I play?
972
00:39:13.885 –> 00:39:17.525
I think I tell people that strategic planning with us
973
00:39:17.525 –> 00:39:19.525
and some of our services are a good fit for people
974
00:39:19.585 –> 00:39:22.445
who are feeling very aggressive with their goals and,
975
00:39:22.465 –> 00:39:24.645
and really want to make some things happen.
976
00:39:24.645 –> 00:39:28.925
Because I think it’s not uncommon that someone comes to me
977
00:39:28.925 –> 00:39:30.725
and says, you know,
978
00:39:30.725 –> 00:39:32.445
after something like this, for example, they’ll come to me
979
00:39:32.445 –> 00:39:33.605
and say, I’ve been in first gear
980
00:39:33.705 –> 00:39:35.285
for way longer than I want it to be.
981
00:39:35.725 –> 00:39:37.565
I wanna get up into second. I’m ready. You know?
982
00:39:37.565 –> 00:39:40.245
And that, I believe that requires sitting down
983
00:39:40.265 –> 00:39:42.965
and putting pen to paper with some real specific goals,
984
00:39:42.995 –> 00:39:44.285
some real specific clarity
985
00:39:44.465 –> 00:39:47.485
and making it, uh, letting it be less fluid.
986
00:39:47.485 –> 00:39:50.285
Because I think especially, you know, with,
987
00:39:50.515 –> 00:39:53.715
with the business models I was talking about consulting,
988
00:39:53.765 –> 00:39:56.355
which does tend to be more, custom work is one
989
00:39:56.355 –> 00:39:59.515
of the hardest business models to scale, for example, right?
990
00:39:59.615 –> 00:40:02.075
So, so that’s why consulting is a better fit for someone
991
00:40:02.175 –> 00:40:06.675
who might want four to six really big corporate clients.
992
00:40:07.055 –> 00:40:09.875
And they don’t want to, they, you know, they, they, they’ll,
993
00:40:09.875 –> 00:40:11.355
they’ll only have space for that really.
994
00:40:11.655 –> 00:40:14.475
Um, ’cause you can’t, if it’s not standard,
995
00:40:14.575 –> 00:40:15.795
if you’re not doing something similar,
996
00:40:16.145 –> 00:40:17.435
it’s gonna be very hard for you
997
00:40:17.435 –> 00:40:18.835
to then be able to offer that to more people.
998
00:40:19.175 –> 00:40:22.955
So, um, I think I answered your question there about kind
999
00:40:22.955 –> 00:40:25.405
of the fluidity versus not, right?
1000
00:40:25.465 –> 00:40:26.525
But we should probably
1001
00:40:26.525 –> 00:40:27.525
Move on. I’m just looking
1002
00:40:27.525 –> 00:40:28.725
at the time and I’m worried
1003
00:40:28.725 –> 00:40:29.805
that some will have to end at
1004
00:40:29.805 –> 00:40:30.885
the hour. So let’s keep going.
1005
00:40:31.715 –> 00:40:34.965
Okay. Okay. Well then I will make sure that we hit,
1006
00:40:35.705 –> 00:40:36.965
um, Asana.
1007
00:40:37.545 –> 00:40:42.035
Um, and I’ll say, you know, one of the things I talk about
1008
00:40:42.105 –> 00:40:45.915
with, uh, with the second year folks and,
1009
00:40:46.295 –> 00:40:47.515
and even third gear folks
1010
00:40:47.695 –> 00:40:50.675
who sometimes people in speaking world, especially I’ll say,
1011
00:40:50.735 –> 00:40:53.315
if you’re really excellent on stage, you can get away
1012
00:40:53.315 –> 00:40:56.075
with a, a messy backend for a long time.
1013
00:40:56.455 –> 00:40:58.315
And because if you can get enough revenue
1014
00:40:58.375 –> 00:40:59.435
in the door, you can be strong.
1015
00:40:59.435 –> 00:41:02.715
You know, you can really, I will say I have some people come
1016
00:41:02.715 –> 00:41:03.875
to me in a world of hurt
1017
00:41:03.935 –> 00:41:05.915
who are totally burned out on their business,
1018
00:41:06.215 –> 00:41:07.515
but they have really great fees
1019
00:41:07.735 –> 00:41:09.355
and they do a lot of work with bureaus
1020
00:41:09.355 –> 00:41:11.755
and they’re doing really well in that sense, right?
1021
00:41:12.255 –> 00:41:13.555
Um, but they feel like they’re
1022
00:41:13.555 –> 00:41:14.635
so behind on their infrastructure.
1023
00:41:14.775 –> 00:41:17.795
So, so again, it’s sort of like invite these things in
1024
00:41:17.795 –> 00:41:20.715
as it’s the right time for you and the right need.
1025
00:41:21.095 –> 00:41:25.795
Um, but I’ll say when it comes to the phase of growth
1026
00:41:25.795 –> 00:41:27.835
where you do need to delegate, where you need to be able
1027
00:41:27.835 –> 00:41:31.195
to effectively get things onto the plate of others, I think
1028
00:41:32.035 –> 00:41:34.685
a project management tool becomes really critical.
1029
00:41:35.025 –> 00:41:36.645
Um, task management tool.
1030
00:41:36.865 –> 00:41:38.525
And actually before I go there, I’ll say
1031
00:41:39.195 –> 00:41:41.125
more broadly about Tech Stack for a minute.
1032
00:41:41.565 –> 00:41:42.845
’cause people always wanna know, you know,
1033
00:41:42.845 –> 00:41:44.725
when’s the right time for me to invest in different things.
1034
00:41:45.805 –> 00:41:48.645
I think in the speaking world, one of the most important,
1035
00:41:49.465 –> 00:41:51.645
you know, transition points I suppose
1036
00:41:51.645 –> 00:41:53.925
with your tech is gonna be adding a CRM.
1037
00:41:53.925 –> 00:41:56.005
That’s almost always the first thing.
1038
00:41:56.305 –> 00:41:59.445
Uh, because you as a person who is selling yourself need
1039
00:41:59.445 –> 00:42:00.885
to be able to effectively keep track of that.
1040
00:42:00.905 –> 00:42:04.005
So whether it’s a, a great spreadsheet that you can really,
1041
00:42:04.065 –> 00:42:06.165
if you’re a spreadsheet person, great, go crazy.
1042
00:42:06.665 –> 00:42:10.205
Um, but getting systems around yourself to be able
1043
00:42:10.205 –> 00:42:12.285
to sell when you’re in that solopreneur mode
1044
00:42:12.285 –> 00:42:14.605
or you’re, you’re the one putting bread on the table,
1045
00:42:14.745 –> 00:42:16.405
you gotta, you gotta be organized there.
1046
00:42:16.405 –> 00:42:17.685
And that’s the first place people realize
1047
00:42:18.165 –> 00:42:19.205
I need to get more organized.
1048
00:42:19.205 –> 00:42:21.245
So the CRM tends to come, tends to come first.
1049
00:42:21.745 –> 00:42:26.565
The second thing I think is the, um, task management tool.
1050
00:42:26.625 –> 00:42:27.725
So I’m gonna share my screen
1051
00:42:27.825 –> 00:42:29.845
and go into, I’m giving y’all kind of a
1052
00:42:29.845 –> 00:42:31.245
behind the scenes, I hope that’s okay.
1053
00:42:31.745 –> 00:42:34.045
Um, you’re gonna see client names and things.
1054
00:42:34.105 –> 00:42:37.685
I’m, I’m comfortable with that, uh, with discretion.
1055
00:42:37.785 –> 00:42:42.735
So, um, so when you hear task management tool,
1056
00:42:43.115 –> 00:42:45.295
the examples of this are going to be
1057
00:42:46.155 –> 00:42:49.495
things like Clickup Teamwork, Asana is the one
1058
00:42:49.495 –> 00:42:50.575
that we’re gonna talk about right now.
1059
00:42:51.155 –> 00:42:54.655
Um, if you are familiar with Trello, Trello is, you know,
1060
00:42:54.695 –> 00:42:57.295
a CanBan version with the, with the boards or boxes.
1061
00:42:57.995 –> 00:43:01.215
Um, and so there’s lots of different options out there, like
1062
00:43:01.215 –> 00:43:03.255
what I’m about to show you, uh,
1063
00:43:04.115 –> 00:43:05.575
and I’ll just walk through this briefly,
1064
00:43:08.795 –> 00:43:11.485
Kara, for those of us that are like using, um,
1065
00:43:11.835 –> 00:43:14.965
speaker Flow, do we need a separate task management system
1066
00:43:14.985 –> 00:43:17.605
or does Speaker Flow have a component of this
1067
00:43:17.605 –> 00:43:18.645
that we can leverage?
1068
00:43:19.065 –> 00:43:21.645
Or maybe even people are using, like go high level.
1069
00:43:21.725 –> 00:43:23.365
I think that’s the thing with each speakers now,
1070
00:43:24.345 –> 00:43:25.925
or each, I don’t know,
1071
00:43:25.925 –> 00:43:27.485
like things already in the infrastructure
1072
00:43:27.515 –> 00:43:28.525
that we might be using.
1073
00:43:30.115 –> 00:43:34.025
Excellent question. So, okay,
1074
00:43:34.205 –> 00:43:38.425
so I would say if you are in Speaker Flow, the, the thing
1075
00:43:38.425 –> 00:43:40.785
that Speaker Flow does best is CRM, right?
1076
00:43:40.785 –> 00:43:43.425
And for those of you who know Speaker Flow, well really,
1077
00:43:43.425 –> 00:43:45.545
you’re just working on top of Zoho one
1078
00:43:45.565 –> 00:43:47.625
and there’s lots of things inside Zoho one
1079
00:43:47.625 –> 00:43:48.625
that can support you.
1080
00:43:49.135 –> 00:43:53.265
They do have a tool within Zoho called Zoho Projects,
1081
00:43:53.925 –> 00:43:57.065
and no one lasts in Zoho projects more than two months.
1082
00:43:57.065 –> 00:43:58.105
People will try it on
1083
00:43:58.285 –> 00:43:59.585
and they say, oh, I’m doing speaker flow,
1084
00:43:59.585 –> 00:44:00.625
I’m gonna go all in with Zoho.
1085
00:44:00.655 –> 00:44:01.985
They hate Zoho projects.
1086
00:44:01.985 –> 00:44:04.585
So I’ll tell you, save you some time. Most people don’t.
1087
00:44:04.855 –> 00:44:06.105
It’s not intuitive. It’s really,
1088
00:44:06.215 –> 00:44:07.545
it’s not, it’s not very popular.
1089
00:44:08.245 –> 00:44:12.545
Um, so to your question, Jasmine, there’s a lot of people
1090
00:44:13.285 –> 00:44:15.225
who have set up speaker flow
1091
00:44:15.965 –> 00:44:17.705
and are realizing
1092
00:44:17.705 –> 00:44:20.225
that they need something separate completely to be able
1093
00:44:20.225 –> 00:44:21.625
to manage all their internal projects.
1094
00:44:21.865 –> 00:44:23.945
So things like, uh, you know,
1095
00:44:23.945 –> 00:44:26.985
all the things our VA is doing, the maybe a book launch,
1096
00:44:27.005 –> 00:44:29.705
all the different little tasks that come up outside of just
1097
00:44:29.705 –> 00:44:32.005
what might be in that sales checklist
1098
00:44:32.145 –> 00:44:34.285
and speak in the CRM, those things are different.
1099
00:44:34.385 –> 00:44:37.285
So, so that’s when people start to want a separate tool.
1100
00:44:37.285 –> 00:44:39.965
Completely. Um, to your question about,
1101
00:44:40.105 –> 00:44:42.245
or you mentioned go high level and e speakers.
1102
00:44:42.245 –> 00:44:43.365
I’ll just speak to that really quickly.
1103
00:44:43.945 –> 00:44:46.925
Um, I just, full disclosure, I haven’t dug into
1104
00:44:46.995 –> 00:44:49.445
that since they launched their kind of, you know,
1105
00:44:49.445 –> 00:44:50.525
they’re collaborative now.
1106
00:44:50.945 –> 00:44:53.565
Um, EE speakers and go high level are working together.
1107
00:44:56.415 –> 00:44:59.175
I would say Speers has always been a great tool for someone
1108
00:44:59.235 –> 00:45:02.535
who is pure keynoting as a business model when
1109
00:45:02.535 –> 00:45:03.535
that’s all you’re doing.
1110
00:45:04.155 –> 00:45:08.015
Um, and some of the checklists that you might have, like if,
1111
00:45:08.075 –> 00:45:12.375
if speaker flow guys set you up with some tasks in the CRM,
1112
00:45:12.375 –> 00:45:13.855
they might do a little bit of fulfillment.
1113
00:45:13.855 –> 00:45:16.335
They might help you with a little bit of like, you know,
1114
00:45:16.335 –> 00:45:17.975
here’s the 15 things you need to do.
1115
00:45:18.835 –> 00:45:21.335
Um, here’s the 15 things you need
1116
00:45:21.335 –> 00:45:23.455
to do when you get a contract in for speaking.
1117
00:45:23.455 –> 00:45:25.735
They do a little bit of that, but then it’s in there
1118
00:45:25.735 –> 00:45:28.575
with your CRM tasks and most people don’t like that.
1119
00:45:29.235 –> 00:45:32.335
So, um, so this is all to say that part of the evolution
1120
00:45:32.335 –> 00:45:35.455
of your tech and your business might be getting more
1121
00:45:35.455 –> 00:45:37.015
comfortable having different containers
1122
00:45:37.035 –> 00:45:38.095
for different things, right?
1123
00:45:38.115 –> 00:45:40.055
Saying, when I’m gonna work on sales things,
1124
00:45:40.155 –> 00:45:41.295
I’m gonna go into speaker flow
1125
00:45:41.295 –> 00:45:44.535
or my CRM, go high level, whatever you use for your CRM,
1126
00:45:44.715 –> 00:45:46.375
I’m gonna be in sales mode
1127
00:45:46.395 –> 00:45:47.855
and work through all my tasks there.
1128
00:45:48.235 –> 00:45:50.055
And then I’m okay going over to my email
1129
00:45:50.055 –> 00:45:51.335
and that’s where my client activity lives.
1130
00:45:51.355 –> 00:45:52.455
I’m gonna work through my tasks there.
1131
00:45:52.715 –> 00:45:54.375
I’m gonna go over to my project management tool
1132
00:45:54.375 –> 00:45:55.655
and work through my internal tasks.
1133
00:45:55.795 –> 00:45:57.295
And really getting okay
1134
00:45:57.295 –> 00:45:59.735
with having a few containers I think is kind of a point
1135
00:45:59.735 –> 00:46:01.175
of maturity where you realize like, ugh,
1136
00:46:01.715 –> 00:46:04.015
it feels like a lot, but I gotta learn how to kind
1137
00:46:04.015 –> 00:46:05.895
of be in flow in these different spaces.
1138
00:46:06.355 –> 00:46:08.135
So, um, so it,
1139
00:46:09.475 –> 00:46:13.095
and the, the answer to all of this really is the tool.
1140
00:46:13.195 –> 00:46:15.215
The right tool is the tool that you’ll use, right?
1141
00:46:15.215 –> 00:46:16.215
That’s, that’s the one
1142
00:46:16.215 –> 00:46:17.615
that someone says at the end of the day.
1143
00:46:17.615 –> 00:46:20.215
And yeah, Jasmine, the, the thing I’m about to show you,
1144
00:46:20.335 –> 00:46:22.095
I think is the most popular, um,
1145
00:46:22.175 –> 00:46:24.535
I think Asana is the most popular, uh,
1146
00:46:24.795 –> 00:46:27.015
but Clickup, I would say is a close second in terms
1147
00:46:27.015 –> 00:46:28.735
of task management tools that people love.
1148
00:46:29.595 –> 00:46:33.855
Um, and Rob, I saw you had your hand up.
1149
00:46:33.855 –> 00:46:34.935
I don’t wanna forget, do you
1150
00:46:34.935 –> 00:46:36.335
wanna share what you were gonna say?
1151
00:46:37.205 –> 00:46:39.055
Well, I was just gonna say what you just said.
1152
00:46:39.375 –> 00:46:41.975
I tried putting, having speaker flow,
1153
00:46:42.295 –> 00:46:44.295
generate all the things you have to do for a keynote,
1154
00:46:44.435 –> 00:46:46.135
you know, make your travel arrangements,
1155
00:46:46.205 –> 00:46:47.815
send in your PowerPoint, all of that.
1156
00:46:48.275 –> 00:46:50.855
And then your task list gets so long
1157
00:46:50.855 –> 00:46:52.255
that you can’t do the marketing
1158
00:46:52.515 –> 00:46:54.495
and the CRM tasks you’re supposed to do.
1159
00:46:54.635 –> 00:46:57.575
So we’ve, we’ve done just what you’re suggesting we’re using
1160
00:46:57.765 –> 00:47:00.295
with my VA Asana for the tasks.
1161
00:47:01.115 –> 00:47:04.775
And so now the task list in the CRM is reach out
1162
00:47:04.775 –> 00:47:07.975
to this client for follow up on Tuesday and that’s it.
1163
00:47:09.365 –> 00:47:13.135
Yeah, yeah. And you’ll learn that, you know, as much
1164
00:47:13.135 –> 00:47:15.735
as possible having a central source of, for, of,
1165
00:47:15.935 –> 00:47:17.615
I call it central, central source of truth
1166
00:47:17.715 –> 00:47:18.775
for the people on your team.
1167
00:47:18.775 –> 00:47:20.535
That’s really reliable information.
1168
00:47:21.035 –> 00:47:23.335
Um, that’s what I’m, you know, what you kind
1169
00:47:23.335 –> 00:47:24.935
of wanna design in something like Asana.
1170
00:47:24.995 –> 00:47:26.575
And it might mean that there’s triggers
1171
00:47:26.575 –> 00:47:28.895
to say once a week your job is to go check
1172
00:47:29.090 –> 00:47:30.205
that container in Zoho
1173
00:47:30.205 –> 00:47:31.805
to go check the tasks over there, right?
1174
00:47:31.805 –> 00:47:34.725
Like, you might end up doing a little directing
1175
00:47:34.725 –> 00:47:35.765
around to the other systems.
1176
00:47:35.945 –> 00:47:37.205
And that’s, and that’s okay.
1177
00:47:37.425 –> 00:47:41.005
Um, I think when people want to bring on a VA
1178
00:47:41.025 –> 00:47:42.325
or if someone comes to me and says, you know,
1179
00:47:42.325 –> 00:47:44.045
I’m on my seventh VA this
1180
00:47:44.045 –> 00:47:45.125
year, they’re all driving me crazy.
1181
00:47:45.125 –> 00:47:46.645
Nobody can, you know, nobody’s able
1182
00:47:46.645 –> 00:47:48.765
to read my brain and, and be effective.
1183
00:47:49.075 –> 00:47:50.445
This is usually where I send them,
1184
00:47:50.455 –> 00:47:52.045
let’s set up a project management tool.
1185
00:47:52.045 –> 00:47:54.605
So I’m gonna go ahead and share, this is the task list
1186
00:47:54.665 –> 00:47:56.765
for my, um, my assistant.
1187
00:47:57.425 –> 00:48:01.685
So some of the things that you’ll see here, um, we’ve got,
1188
00:48:02.185 –> 00:48:03.685
and there’s so many ways to set this up.
1189
00:48:03.885 –> 00:48:06.525
I think people really like the way I design it
1190
00:48:06.525 –> 00:48:08.765
because it’s very simple and dumbed down.
1191
00:48:08.955 –> 00:48:10.725
This is the, this is the free version
1192
00:48:10.725 –> 00:48:12.045
of Asana that I’m showing you.
1193
00:48:12.545 –> 00:48:13.645
Um, and people are shocked
1194
00:48:13.645 –> 00:48:14.845
that I’ve been in here forever and ever.
1195
00:48:14.845 –> 00:48:16.165
The speaker flow guys make fun of me.
1196
00:48:16.325 –> 00:48:18.165
’cause I don’t, I’m not big on automation,
1197
00:48:18.185 –> 00:48:20.245
I’m not big on integration like it takes me, you know,
1198
00:48:20.985 –> 00:48:22.565
I’m a hard sell because you can do
1199
00:48:22.565 –> 00:48:23.845
so much with a simple system.
1200
00:48:24.865 –> 00:48:29.485
So how I design my piece of it, I have internal tasks here,
1201
00:48:29.585 –> 00:48:31.285
or in, I should say, internal boards.
1202
00:48:31.665 –> 00:48:34.845
Um, and I, I function, even though I’m a small business,
1203
00:48:34.965 –> 00:48:36.685
I function as though I have departments
1204
00:48:36.865 –> 00:48:39.205
and my whole team understands this language, right?
1205
00:48:39.205 –> 00:48:43.045
We have admin, finance, marketing, sales services,
1206
00:48:43.145 –> 00:48:45.165
and we’ve got a board for our SOPs and things.
1207
00:48:46.025 –> 00:48:49.565
So that’s great. Thanks. And, and it forces us.
1208
00:48:49.605 –> 00:48:51.445
I like that to be good at thinking
1209
00:48:51.445 –> 00:48:53.205
and talking about the different parts of our business.
1210
00:48:53.465 –> 00:48:55.885
People on my team, they understand the difference
1211
00:48:55.885 –> 00:48:57.685
between a marketing task versus a sales task.
1212
00:48:58.185 –> 00:49:00.965
Um, and we understand when a, when a, when
1213
00:49:01.805 –> 00:49:04.125
activity moves from being sales activity over to
1214
00:49:04.725 –> 00:49:06.485
services activity, now we have a signed contract.
1215
00:49:06.485 –> 00:49:07.765
Here’s the line. Now everything
1216
00:49:07.765 –> 00:49:08.925
lives over in services, right?
1217
00:49:08.925 –> 00:49:10.885
And it, so again, like creating containers
1218
00:49:10.885 –> 00:49:13.885
that become intuitive for the team is, is the goal.
1219
00:49:14.595 –> 00:49:16.645
Then we have a space over here that says external.
1220
00:49:16.675 –> 00:49:18.365
This is where, these are my business lines.
1221
00:49:18.425 –> 00:49:19.765
So I’ve got some community stuff,
1222
00:49:19.765 –> 00:49:21.085
I’ve got some staffing things.
1223
00:49:21.255 –> 00:49:23.285
We’ve got strategy work systems and software.
1224
00:49:23.715 –> 00:49:27.405
This is where, um, all of our contracts live.
1225
00:49:27.405 –> 00:49:28.605
So all of those checklists.
1226
00:49:28.605 –> 00:49:31.645
So for every, every contract I have, every, um,
1227
00:49:32.415 –> 00:49:34.445
every contract that I have that comes in from a client,
1228
00:49:34.555 –> 00:49:38.885
I’ve got a 20 to 25 task item checklist,
1229
00:49:39.035 –> 00:49:40.205
like Karen was talking about.
1230
00:49:40.265 –> 00:49:42.885
For each type of thing that we do, I have a list like that,
1231
00:49:42.885 –> 00:49:44.045
that we run through with some
1232
00:49:44.045 –> 00:49:45.325
consistency and they live here.
1233
00:49:45.985 –> 00:49:50.525
Um, I don’t know, I’m just gonna be really, really
1234
00:49:51.035 –> 00:49:52.925
like full disclosure with you all here
1235
00:49:52.925 –> 00:49:55.085
and trust that, um, trust that you’re comfortable with that.
1236
00:49:55.325 –> 00:50:00.165
I, I am. So, um, so if we say, um, like,
1237
00:50:00.165 –> 00:50:03.445
we’ll look here at one that we’re about halfway through.
1238
00:50:03.445 –> 00:50:08.245
Okay? So, um, so we’ve got the links that we need to the,
1239
00:50:08.305 –> 00:50:09.925
for the team and, and what’s going on here.
1240
00:50:09.925 –> 00:50:11.285
And then we’ve got specific tasks.
1241
00:50:11.425 –> 00:50:12.685
So these are administrative tasks.
1242
00:50:12.825 –> 00:50:13.925
All the things that need to happen there.
1243
00:50:14.175 –> 00:50:16.525
These are financial tasks that need to happen here,
1244
00:50:16.625 –> 00:50:18.405
and these are tasks related to the services.
1245
00:50:19.065 –> 00:50:21.605
So this whole service is managed with
1246
00:50:22.225 –> 00:50:24.565
1215 tasks here, right?
1247
00:50:24.985 –> 00:50:27.165
Um, and you can see everybody’s like the, a little picture
1248
00:50:27.185 –> 00:50:28.245
of the person who does it.
1249
00:50:28.255 –> 00:50:30.405
We’ve got the due date of when it needed to happen.
1250
00:50:31.065 –> 00:50:34.285
Um, and, and it’s very, very simple.
1251
00:50:34.465 –> 00:50:36.045
So, you know, I think that’s one thing that
1252
00:50:36.045 –> 00:50:37.805
as you’re thinking about a task management tool,
1253
00:50:37.955 –> 00:50:40.965
sometimes you’ll come into a system like this and just
1254
00:50:40.965 –> 00:50:43.125
because there are features available to you, you don’t have
1255
00:50:43.125 –> 00:50:44.165
to use them, right?
1256
00:50:44.345 –> 00:50:47.445
So, for example, you’ll see like I manually type in the
1257
00:50:47.445 –> 00:50:48.565
beginning of every one of my tasks.
1258
00:50:48.565 –> 00:50:50.605
Roughly how long do I think this is gonna take?
1259
00:50:51.085 –> 00:50:53.245
I think that’s one of the biggest things I coach people on
1260
00:50:53.245 –> 00:50:54.325
with their virtual assistants
1261
00:50:54.325 –> 00:50:55.605
and people they bring on in part-time.
1262
00:50:56.185 –> 00:50:58.605
Um, you gotta be really specific with people.
1263
00:50:58.605 –> 00:51:00.605
If people are only working for you five to 15 hours a week,
1264
00:51:00.865 –> 00:51:02.525
you need to be in alignment with
1265
00:51:02.525 –> 00:51:04.365
how long you expect things are gonna take.
1266
00:51:04.365 –> 00:51:07.005
Because if they spend, you know, there’s a lot
1267
00:51:07.005 –> 00:51:10.045
of tasks in here that you might assume it’s gonna take them
1268
00:51:10.045 –> 00:51:12.125
30 minutes and they might go spend three hours on it.
1269
00:51:12.385 –> 00:51:14.125
And it’s better to catch that upfront
1270
00:51:14.225 –> 00:51:16.485
and have them go, Hey, this is gonna take way longer heads
1271
00:51:16.485 –> 00:51:18.965
up before I spend this time, um, than for you
1272
00:51:18.965 –> 00:51:20.045
to get a surprise invoice
1273
00:51:20.105 –> 00:51:21.725
and go, why did you spend three hours on that?
1274
00:51:21.725 –> 00:51:24.925
Right? So I do think that being in conversation to
1275
00:51:24.925 –> 00:51:26.165
that level of specificity
1276
00:51:26.165 –> 00:51:27.845
with people on your team when you’re going
1277
00:51:27.845 –> 00:51:29.445
through this initial growth, especially
1278
00:51:29.465 –> 00:51:31.325
of bringing people on, I think is important.
1279
00:51:32.065 –> 00:51:33.525
Um, so you can see all
1280
00:51:33.525 –> 00:51:37.005
of our tasks have time estimates our tasks also, um,
1281
00:51:37.545 –> 00:51:38.925
always start with an action word.
1282
00:51:38.955 –> 00:51:39.965
This is a small thing,
1283
00:51:40.305 –> 00:51:41.645
but it’s one of the things
1284
00:51:41.645 –> 00:51:43.565
that makes a huge difference to the people we work with.
1285
00:51:43.705 –> 00:51:47.485
So when you design a task for someone, it needs
1286
00:51:47.485 –> 00:51:49.565
to be very clear what the action is.
1287
00:51:49.625 –> 00:51:53.645
So in, in, let’s go here. So this is my assistant.
1288
00:51:53.705 –> 00:51:57.085
You can see her tasks are largely administrative,
1289
00:51:57.225 –> 00:51:58.605
but she’s got a couple marketing things.
1290
00:51:58.655 –> 00:52:00.605
She’s got a little bit that has to do with our,
1291
00:52:00.665 –> 00:52:02.925
our client work here, those business lines.
1292
00:52:03.385 –> 00:52:05.045
Um, but when she comes in, her
1293
00:52:05.565 –> 00:52:06.885
activity is very clearly laid out
1294
00:52:06.885 –> 00:52:08.045
and her priorities for the day.
1295
00:52:08.665 –> 00:52:12.565
Um, if I open one of these, fingers crossed it’s a good one.
1296
00:52:12.585 –> 00:52:16.765
Yep. Um, so the top line here, it’s in bold it, bottom lines
1297
00:52:16.785 –> 00:52:19.245
for here, bottom line, here’s what we’re doing here.
1298
00:52:19.665 –> 00:52:22.405
All the supporting facts are down here in the bullets below.
1299
00:52:23.485 –> 00:52:26.765
I think one of the things that we ask, one of the things
1300
00:52:26.765 –> 00:52:28.925
that we will, that I see people do
1301
00:52:28.955 –> 00:52:32.565
with their team members is, um, I’m gonna bounce back now
1302
00:52:32.565 –> 00:52:33.725
to this Canva image.
1303
00:52:33.945 –> 00:52:37.125
Um, this is something I talk about a lot.
1304
00:52:37.745 –> 00:52:40.965
Um, you’ve gotta be mindful of the people on your team,
1305
00:52:41.375 –> 00:52:43.605
which, which of these buckets they’re sitting in.
1306
00:52:43.705 –> 00:52:45.685
Really, you should be the one in visionary.
1307
00:52:46.225 –> 00:52:48.285
You, you’re largely gonna be the only one in strategy
1308
00:52:48.345 –> 00:52:49.845
for a long time in your business, probably
1309
00:52:49.845 –> 00:52:52.005
until you’re ready to have more of a leadership team, um,
1310
00:52:53.265 –> 00:52:56.925
people that you bring on for execution, you need
1311
00:52:56.925 –> 00:52:58.485
to package up tasks for them
1312
00:52:58.705 –> 00:53:00.045
and give them enough structure
1313
00:53:00.075 –> 00:53:02.365
that they can truly just do the execution.
1314
00:53:02.925 –> 00:53:05.565
’cause a lot of times people aren’t good at building systems
1315
00:53:05.665 –> 00:53:06.885
around themselves, right?
1316
00:53:06.885 –> 00:53:08.325
If you bring in a virtual assistant,
1317
00:53:08.665 –> 00:53:10.325
she might not know the best, she
1318
00:53:10.325 –> 00:53:14.445
or he might not know the best way to, to build a system
1319
00:53:14.585 –> 00:53:17.365
for themselves to be consistent about what they’re doing
1320
00:53:17.465 –> 00:53:19.365
to actually have strong follow through.
1321
00:53:19.465 –> 00:53:21.005
So you’re going to have to,
1322
00:53:21.165 –> 00:53:24.085
I always talk about there’s a direct correlation between
1323
00:53:24.145 –> 00:53:26.525
how much you’re paying someone an hourly rate,
1324
00:53:26.985 –> 00:53:28.965
and how much you can expect them
1325
00:53:28.985 –> 00:53:30.725
to be functioning in more management
1326
00:53:30.725 –> 00:53:33.245
and strategic mindset in their work, right?
1327
00:53:33.385 –> 00:53:36.765
So, um, is a great slot, and I bring this up.
1328
00:53:38.825 –> 00:53:40.565
I’m glad it resonates. I think, you know,
1329
00:53:40.565 –> 00:53:42.325
I bring this up in part because, um,
1330
00:53:43.805 –> 00:53:46.205
I think not only do I have a soft spot for sort
1331
00:53:46.205 –> 00:53:48.325
of protecting execution, folks who,
1332
00:53:48.385 –> 00:53:51.005
who wanna do good work from being thrown into a situation
1333
00:53:51.005 –> 00:53:52.445
where they don’t really understand what’s expected,
1334
00:53:52.505 –> 00:53:53.645
or they think they’re doing the right thing,
1335
00:53:53.665 –> 00:53:55.445
and then the person’s not happy with what they get.
1336
00:53:55.465 –> 00:53:58.245
And you know, I I I, those situations are
1337
00:53:58.245 –> 00:54:00.005
so common in these, in small business,
1338
00:54:00.465 –> 00:54:03.805
and I, I think, so in addition to helping avoid some of
1339
00:54:03.805 –> 00:54:06.925
that, I also think if you wanna have long-term team members
1340
00:54:06.985 –> 00:54:09.565
who stick around and you retain the talent of the people
1341
00:54:09.565 –> 00:54:11.765
that you’ve invested in, I think you have
1342
00:54:11.765 –> 00:54:14.605
to be really good at packaging things up with a lot
1343
00:54:14.605 –> 00:54:16.405
of clarity and then checking in regularly
1344
00:54:16.405 –> 00:54:18.405
and making sure that they aren’t, um,
1345
00:54:18.715 –> 00:54:20.765
like giving them an opportunity to say,
1346
00:54:21.235 –> 00:54:22.965
what tasks do you actually enjoy?
1347
00:54:22.995 –> 00:54:24.805
What do you not enjoy? What do we need to do
1348
00:54:24.805 –> 00:54:26.365
to get you more into your zone of genius
1349
00:54:26.505 –> 00:54:27.645
and continue to rescope?
1350
00:54:27.955 –> 00:54:31.325
Because people aren’t always good at having un
1351
00:54:31.325 –> 00:54:32.565
uncomfortable conversations, right?
1352
00:54:32.625 –> 00:54:35.005
So you and as the leader need to create the space for
1353
00:54:35.005 –> 00:54:36.805
that conversation, and you’re gonna have a lot more
1354
00:54:37.475 –> 00:54:40.685
effective delegation, uh, you know,
1355
00:54:40.685 –> 00:54:43.005
roles on your team if you, if you design some of that.
1356
00:54:43.185 –> 00:54:45.045
So I know I’m, I’m going
1357
00:54:45.045 –> 00:54:45.885
through a few different things
1358
00:54:45.885 –> 00:54:47.045
here, but, um, any, that’s okay.
1359
00:54:47.355 –> 00:54:50.165
This is so good. I’m just like, I’m thinking about,
1360
00:54:50.185 –> 00:54:52.365
oh my gosh, if, if I had known some of this with,
1361
00:54:52.365 –> 00:54:53.925
when I was growing my big business.
1362
00:54:54.445 –> 00:54:56.045
I mean, not that my speaker business wasn’t,
1363
00:54:56.045 –> 00:54:57.645
but there, there, there were very different,
1364
00:54:58.035 –> 00:54:59.165
this is really good stuff.
1365
00:55:00.175 –> 00:55:02.165
Thank you. You’re welcome. I love this stuff.
1366
00:55:02.765 –> 00:55:05.445
I could tell I I love it now too.
1367
00:55:06.955 –> 00:55:10.765
Okay. ’cause I see, I see so much of how,
1368
00:55:11.945 –> 00:55:13.645
how you could be so much more effective,
1369
00:55:14.145 –> 00:55:15.805
but all of us are leadership.
1370
00:55:15.805 –> 00:55:18.445
We, we speak on leadership, we speak on communications
1371
00:55:18.515 –> 00:55:20.605
because we have to take all those skills now
1372
00:55:20.605 –> 00:55:21.805
and put them into your team.
1373
00:55:22.745 –> 00:55:25.005
Um, you know what I mean? Yeah. Practice what you preach.
1374
00:55:25.595 –> 00:55:26.845
This is really good. Yeah.
1375
00:55:27.755 –> 00:55:30.285
Good, Kara. I’d like to say, yeah, this is so helpful.
1376
00:55:30.705 –> 00:55:32.965
And you know, I am a visionary
1377
00:55:32.985 –> 00:55:34.205
and sometimes when we get like,
1378
00:55:34.205 –> 00:55:37.165
really in the weeds in the details like this, I’m like, oh,
1379
00:55:37.165 –> 00:55:38.965
overwhelmed, sensory overload.
1380
00:55:39.025 –> 00:55:41.285
And I’m not there yet. So kudos to you.
1381
00:55:42.895 –> 00:55:45.165
Great. It makes I really, yeah,
1382
00:55:45.325 –> 00:55:47.005
I think it’s a making you wanna get a team.
1383
00:55:47.705 –> 00:55:51.325
Yes. Grow your business. I like it. This all fits.
1384
00:55:51.595 –> 00:55:55.685
It’s so interesting. Everything that you’ve said today fits.
1385
00:55:55.825 –> 00:55:59.005
So starting with the gear, starting with where you are
1386
00:55:59.545 –> 00:56:01.285
and then deciding that I wanna move up,
1387
00:56:01.285 –> 00:56:02.445
what do you need to move up?
1388
00:56:02.805 –> 00:56:05.245
I, I really feel like this is fabulous.
1389
00:56:06.475 –> 00:56:08.095
Thanks. Thank you. I’m really glad to hear that.
1390
00:56:08.525 –> 00:56:09.655
Yeah, absolutely.
1391
00:56:10.275 –> 00:56:12.775
Um, well, like Karen said, if there are folks that need
1392
00:56:12.775 –> 00:56:14.375
to hop off right now, that’s, you know,
1393
00:56:14.645 –> 00:56:16.095
Some will, some are just coming in.
1394
00:56:16.095 –> 00:56:19.575
It’s so weird, but just, I, I book it for an hour
1395
00:56:19.575 –> 00:56:20.655
and a half, so you go.
1396
00:56:20.755 –> 00:56:22.455
But some will, some people will leave,
1397
00:56:22.515 –> 00:56:25.405
but this is very exciting.
1398
00:56:26.345 –> 00:56:29.285
Hey, Kara, can I just, I just wanted to add something.
1399
00:56:29.425 –> 00:56:32.605
Uh, you might consider, like, this is all like,
1400
00:56:32.605 –> 00:56:34.165
like Karen’s saying, you know, phenomenal.
1401
00:56:34.665 –> 00:56:38.125
And it might also be, um, a thought
1402
00:56:38.145 –> 00:56:39.525
to consider doing a case study.
1403
00:56:40.715 –> 00:56:44.555
’cause you know, to help people see the, you know,
1404
00:56:44.575 –> 00:56:46.795
the places to buy to hook into the, the growth.
1405
00:56:46.945 –> 00:56:48.515
Yeah. Mm-hmm. To see that growth
1406
00:56:48.535 –> 00:56:51.235
and how, where they could hook into, uh, mm-hmm.
1407
00:56:51.515 –> 00:56:52.555
I dunno. Just, just a thought,
1408
00:56:52.555 –> 00:56:54.895
sharing a thought, and it’s great. Thank you. Appreciate
1409
00:56:54.895 –> 00:56:55.895
That. Yeah,
1410
00:56:55.895 –> 00:56:58.275
I’m glad. It’s good. Okay.
1411
00:56:59.175 –> 00:57:02.435
Um, any questions for me about Asana
1412
00:57:02.535 –> 00:57:04.635
or, um, you know, I have a little bit more that I can, I,
1413
00:57:04.715 –> 00:57:06.475
I know where I will go next, but I wanna pause
1414
00:57:06.535 –> 00:57:07.595
and, and give y’all a chance.
1415
00:57:07.675 –> 00:57:08.955
I, I, that did feel like a lot.
1416
00:57:08.955 –> 00:57:10.875
So is there anything coming up about, you know,
1417
00:57:10.875 –> 00:57:14.155
different levels of the people on your team or Asana
1418
00:57:15.945 –> 00:57:19.205
For me, um, one of the challenges when I was,
1419
00:57:19.395 –> 00:57:21.565
when I was really working, uh,
1420
00:57:21.565 –> 00:57:24.965
when I was out there a lot was my expectations were not in
1421
00:57:24.965 –> 00:57:27.445
alignment with what they, with what they could achieve.
1422
00:57:27.985 –> 00:57:31.885
And I feel like, I feel like you kind of opened me up to,
1423
00:57:32.965 –> 00:57:35.485
I had unrealistic expectations of what people could do
1424
00:57:36.505 –> 00:57:39.885
and, um, because you’re depending on them for so much,
1425
00:57:40.665 –> 00:57:42.205
you know, when you’re out there traveling,
1426
00:57:42.205 –> 00:57:45.925
you’re depending on them to help get you back home in a way
1427
00:57:46.385 –> 00:57:47.725
and to keep the business going.
1428
00:57:47.945 –> 00:57:49.605
And, um, yeah.
1429
00:57:50.185 –> 00:57:51.885
And, and people have different abilities
1430
00:57:52.105 –> 00:57:53.365
and I, I didn’t think of that.
1431
00:57:54.005 –> 00:57:55.165
I think this is really good.
1432
00:57:56.005 –> 00:57:58.605
I guess, I guess you’re hitting, you’re hitting a nerve
1433
00:57:58.605 –> 00:57:59.965
with me as I’m thinking back.
1434
00:58:01.435 –> 00:58:02.485
Yeah, Yeah.
1435
00:58:02.915 –> 00:58:04.045
Good. I’m glad.
1436
00:58:04.305 –> 00:58:08.045
And I, yeah, I, I think two things.
1437
00:58:08.265 –> 00:58:09.965
One, everything takes longer than you think.
1438
00:58:09.965 –> 00:58:11.605
It’s gonna take everything. Yes.
1439
00:58:11.605 –> 00:58:13.805
And especially if you’re somebody with high standards
1440
00:58:13.985 –> 00:58:15.565
who wants it to, you know, if you like,
1441
00:58:15.805 –> 00:58:17.325
really think all the way through what it is
1442
00:58:17.325 –> 00:58:18.845
that you’re doing, like, you know, there,
1443
00:58:18.845 –> 00:58:23.165
and there’s some people who, um, who can get away with kind
1444
00:58:23.165 –> 00:58:25.365
of, you know, messy delegation, we’ll say,
1445
00:58:25.365 –> 00:58:27.925
because they’re okay with scrappy, they’re okay with,
1446
00:58:27.945 –> 00:58:29.405
you know, good enough, get it done, you know.
1447
00:58:29.405 –> 00:58:31.525
But I think again, that’s sort of a, a level
1448
00:58:31.855 –> 00:58:34.845
where at a certain point with people that I see who want
1449
00:58:34.845 –> 00:58:36.965
to go bigger, who want to do more, you have
1450
00:58:36.965 –> 00:58:38.925
to then elevate your standards as well.
1451
00:58:38.985 –> 00:58:40.165
The brand has to look tighter.
1452
00:58:40.165 –> 00:58:42.045
Things have to, you know, the details have to land.
1453
00:58:42.105 –> 00:58:45.405
You can’t have, um, you know, it can’t be as scrappy.
1454
00:58:45.505 –> 00:58:47.805
So, um, and then, yeah, Jasmine, you know,
1455
00:58:47.825 –> 00:58:49.325
you’re mentioning Jack of all trades.
1456
00:58:49.325 –> 00:58:52.725
I think that’s, I’ll, I’ll go to one more idea here
1457
00:58:52.725 –> 00:58:55.965
that I talk about, which is very, very, like,
1458
00:58:55.965 –> 00:58:57.525
closely related to where we’re at now.
1459
00:58:57.835 –> 00:59:01.125
I’ll say, um, the idea of, uh,
1460
00:59:01.975 –> 00:59:03.285
generalist to specialists.
1461
00:59:03.305 –> 00:59:06.405
So I, I will joke that, you know, around the time
1462
00:59:06.405 –> 00:59:08.085
that people are getting to second gear
1463
00:59:08.085 –> 00:59:09.885
where they wanna start delegating more effectively,
1464
00:59:10.265 –> 00:59:12.125
that’s typically when they stop working
1465
00:59:12.125 –> 00:59:14.965
with their cousin who’s been doing social media for years.
1466
00:59:15.145 –> 00:59:17.845
And that, you know, that cousin might be kind of flaky
1467
00:59:18.305 –> 00:59:21.325
and they don’t, great job, and there’s a lot of errors,
1468
00:59:21.625 –> 00:59:23.645
but that person’s around and they’re cheap
1469
00:59:23.705 –> 00:59:25.085
and they’re like, happy to help, you know?
1470
00:59:25.105 –> 00:59:27.765
And so I think around the time that you’re ready
1471
00:59:27.765 –> 00:59:30.885
to start having people delegate in, in such a way
1472
00:59:30.885 –> 00:59:32.765
that they are getting more in their zone of genius
1473
00:59:32.835 –> 00:59:34.285
with time, you do have
1474
00:59:34.285 –> 00:59:36.245
to start thinking more in terms of specialists.
1475
00:59:36.305 –> 00:59:38.325
And instead of having a virtual assistant
1476
00:59:38.325 –> 00:59:41.245
that you wanna bring on to have them, you know, touch
1477
00:59:41.785 –> 00:59:44.285
all different parts of your business in, in little ways here
1478
00:59:44.285 –> 00:59:47.045
and there, you do need to start thinking more in terms of
1479
00:59:47.435 –> 00:59:50.645
what kind of skill sets are gonna be required for this seat,
1480
00:59:50.645 –> 00:59:52.125
and how do I build this out in a thoughtful
1481
00:59:52.125 –> 00:59:53.245
way to get a specialist in there.
1482
00:59:53.625 –> 00:59:56.165
Um, and I’m saying that as a, an important thing
1483
00:59:56.165 –> 00:59:58.165
that when it comes to growth, when it comes to somebody
1484
00:59:58.165 –> 01:00:00.285
who wants to be, I don’t know, 500 k
1485
01:00:00.285 –> 01:00:02.645
and above, like that, that’s where you start to see the need
1486
01:00:02.645 –> 01:00:03.845
for more specialist work.
1487
01:00:04.405 –> 01:00:06.125
I think if you’re working with generalists,
1488
01:00:06.125 –> 01:00:09.045
and if you’re a first gear person, then the thing
1489
01:00:09.045 –> 01:00:13.485
to keep in mind there, and the thing to, um, uh,
1490
01:00:13.605 –> 01:00:15.085
I guess the thing to keep in mind is, is
1491
01:00:15.635 –> 01:00:18.685
that generalists have come with a risk of burnout, right?
1492
01:00:18.685 –> 01:00:21.765
Like, I think there’s sort of the pros of, you know, it’s
1493
01:00:21.765 –> 01:00:23.725
so nice when you’re a solopreneur in your business
1494
01:00:23.725 –> 01:00:24.925
to finally have the relief
1495
01:00:24.925 –> 01:00:26.485
of having someone else in there helping you.
1496
01:00:26.485 –> 01:00:29.165
And so even somebody who is kind of like, I don’t know
1497
01:00:29.165 –> 01:00:30.805
what I like to do, but I’m all hands on deck, like,
1498
01:00:30.805 –> 01:00:32.125
that can feel so good at the beginning.
1499
01:00:32.145 –> 01:00:35.125
It can be a really important, um, phase for somebody
1500
01:00:35.125 –> 01:00:36.965
to just even see what it’s like to delegate
1501
01:00:36.965 –> 01:00:38.045
and sort of get that relief.
1502
01:00:38.945 –> 01:00:40.045
But I will say that a lot
1503
01:00:40.045 –> 01:00:43.245
of generalist relationships don’t last as long
1504
01:00:43.245 –> 01:00:45.365
as specialist relationships because people burnout
1505
01:00:45.665 –> 01:00:46.765
or they get overwhelmed,
1506
01:00:46.825 –> 01:00:48.925
or they start to not be able to be
1507
01:00:48.925 –> 01:00:49.925
as effective at all different levels.
1508
01:00:50.025 –> 01:00:51.485
Uh, like if, especially if somebody is,
1509
01:00:51.945 –> 01:00:55.485
if someone’s being asked to function in a lot
1510
01:00:55.485 –> 01:00:57.765
of those different buckets, they are more likely to burn out
1511
01:00:57.865 –> 01:01:00.045
or to stop doing a good job at,
1512
01:01:00.265 –> 01:01:01.445
at some of those levels, right?
1513
01:01:01.525 –> 01:01:04.445
I talked to somebody recently who, um, is,
1514
01:01:04.805 –> 01:01:06.125
I would say spread across too many.
1515
01:01:06.215 –> 01:01:08.645
She’s posting on social media down here in execution.
1516
01:01:09.015 –> 01:01:10.725
She’s, you know, building SOPs.
1517
01:01:10.725 –> 01:01:12.445
She’s kind of responsible for some other team members
1518
01:01:12.465 –> 01:01:14.205
and helping to make sure that they’re set up.
1519
01:01:14.545 –> 01:01:17.685
Um, and then she’s hopping on calls with the leader at,
1520
01:01:17.685 –> 01:01:19.805
after a conference and, you know, thinking about the vision
1521
01:01:19.825 –> 01:01:20.845
of the future of the company.
1522
01:01:20.945 –> 01:01:23.685
And so, you know, she’s telling me she’s enjoying all of
1523
01:01:23.685 –> 01:01:24.725
that and it feels good to her.
1524
01:01:24.725 –> 01:01:26.125
And so she’s, she is sitting in
1525
01:01:26.125 –> 01:01:27.965
that generalist seat in a way that she’s okay with.
1526
01:01:28.825 –> 01:01:30.885
But I can hear in the same conversation
1527
01:01:30.885 –> 01:01:33.445
that she is burning out and overwhelmed
1528
01:01:33.505 –> 01:01:36.685
and feels like she doesn’t know where to put her energy and,
1529
01:01:36.745 –> 01:01:38.325
and maybe getting resentful
1530
01:01:38.325 –> 01:01:40.485
because she’s charging maybe for an execution rate,
1531
01:01:40.505 –> 01:01:42.565
but she’s really being asked to do a lot of things up here.
1532
01:01:42.665 –> 01:01:44.805
And so, you know, you, you have to continue
1533
01:01:44.865 –> 01:01:46.765
to have conversations with people.
1534
01:01:46.825 –> 01:01:49.245
And especially I would say one of the things
1535
01:01:49.245 –> 01:01:50.445
that’s very common is
1536
01:01:50.445 –> 01:01:52.205
that people in these admin roles especially
1537
01:01:52.595 –> 01:01:53.725
tend to be perfectionists.
1538
01:01:54.065 –> 01:01:56.005
Um, and so they are somebody who might
1539
01:01:56.705 –> 01:01:58.725
be spending three extra hours on a project
1540
01:01:58.785 –> 01:02:00.605
and not telling you because they want, they
1541
01:02:00.625 –> 01:02:02.085
so want to get it right for you.
1542
01:02:02.385 –> 01:02:03.325
And then you don’t have a sense
1543
01:02:03.325 –> 01:02:04.125
of how long that thing takes.
1544
01:02:04.275 –> 01:02:05.805
They’re not getting paid well enough,
1545
01:02:05.805 –> 01:02:06.925
they’re not gonna say it to you.
1546
01:02:06.925 –> 01:02:10.325
They’re just going to slump off and maybe, you know, resign
1547
01:02:10.325 –> 01:02:12.205
because they’re, they’re like, oh, I can’t keep this up.
1548
01:02:12.545 –> 01:02:14.605
So you, as the leader, I would encourage you as,
1549
01:02:14.605 –> 01:02:16.205
and well, you know, I’m saying leader,
1550
01:02:16.205 –> 01:02:18.685
you’re really a manager with this, you know, this level
1551
01:02:18.705 –> 01:02:19.805
of bringing people on.
1552
01:02:20.265 –> 01:02:22.565
You really have to be the initiator of those conversations.
1553
01:02:22.565 –> 01:02:24.525
What’s working for you? How long are things really taking?
1554
01:02:24.625 –> 01:02:26.085
Are you logging all the time you’re spending,
1555
01:02:26.205 –> 01:02:28.685
I really wanna make sure I’m understanding your role so
1556
01:02:28.685 –> 01:02:32.085
that they feel like you’re part of their, you know, it,
1557
01:02:32.285 –> 01:02:33.365
I don’t want it to be codependent,
1558
01:02:33.365 –> 01:02:34.925
but I also don’t know that people are good at
1559
01:02:34.925 –> 01:02:36.765
that in a professional capacity coming to you
1560
01:02:36.765 –> 01:02:38.605
and saying, Hey, actually your,
1561
01:02:38.755 –> 01:02:40.485
your expectations are unrealistic.
1562
01:02:40.505 –> 01:02:42.485
Or this, you know, this takes me three times as long
1563
01:02:42.485 –> 01:02:44.565
as the time that you want me to spend on it every time.
1564
01:02:44.705 –> 01:02:47.405
Can we talk about that? So I think the more you can initiate
1565
01:02:47.405 –> 01:02:49.165
those conversations, the less likely you are
1566
01:02:49.165 –> 01:02:50.605
to have people Yeah.
1567
01:02:50.605 –> 01:02:51.645
To have the churn, right?
1568
01:02:51.645 –> 01:02:53.445
The turnover that, that takes a toll on
1569
01:02:53.665 –> 01:02:54.725
on small business owners.
1570
01:02:57.255 –> 01:02:58.895
I, I said all of that in response
1571
01:02:58.895 –> 01:03:00.495
to Jasmine saying a jack of all trades.
1572
01:03:00.655 –> 01:03:03.295
’cause I think there’s a lot of people who are going, ah,
1573
01:03:03.295 –> 01:03:04.375
I just gotta find the right person.
1574
01:03:04.575 –> 01:03:05.975
I gotta find the right person who can
1575
01:03:05.975 –> 01:03:07.015
run my pullback office.
1576
01:03:07.155 –> 01:03:09.215
You know? And, and again, I think if it’s
1577
01:03:09.775 –> 01:03:12.295
a smaller business, a, a a contained business model,
1578
01:03:12.395 –> 01:03:14.455
you know, if you wanna just, if you just wanna speak,
1579
01:03:14.565 –> 01:03:15.815
that can make sense.
1580
01:03:16.195 –> 01:03:17.855
But even then you gotta design it thoughtfully.
1581
01:03:23.215 –> 01:03:23.335
I,
1582
01:03:24.315 –> 01:03:28.155
Big Topics, I feel sometimes. Say it again. No, it’s,
1583
01:03:28.605 –> 01:03:30.675
We’re Thinking, I said big topics, you know,
1584
01:03:30.675 –> 01:03:31.595
and yeah, you’re bringing some
1585
01:03:31.715 –> 01:03:32.795
structure, big structure we’re
1586
01:03:32.795 –> 01:03:33.795
Thinking. Yeah.
1587
01:03:33.795 –> 01:03:34.305
1588
01:03:36.825 –> 01:03:40.085
I’m curious about, um, you know, Karen,
1589
01:03:40.145 –> 01:03:42.805
we had talked about one of the things that I do
1590
01:03:42.805 –> 01:03:45.525
for folks at various levels is strategic planning.
1591
01:03:45.745 –> 01:03:49.125
So, uh, so one of the things I had said with Karen,
1592
01:03:49.785 –> 01:03:52.925
for Karen, uh, when we were talking about this, I think, is
1593
01:03:52.925 –> 01:03:55.725
that it could make sense for us to do a little bit of, of
1594
01:03:57.325 –> 01:03:59.575
goal setting for the next four months
1595
01:03:59.585 –> 01:04:01.775
after having just had some of this conversation.
1596
01:04:01.855 –> 01:04:03.095
I thought that, that could be valuable.
1597
01:04:03.595 –> 01:04:06.415
Um, so I think, you know, we’ll start to move there next.
1598
01:04:06.415 –> 01:04:08.495
Jasmine, I see your hands up.
1599
01:04:11.305 –> 01:04:14.335
Thank you so much. Um, I will say that probably some
1600
01:04:14.335 –> 01:04:17.215
of my, um, frustration has come from
1601
01:04:17.215 –> 01:04:18.415
wanting a jack of all trades.
1602
01:04:18.495 –> 01:04:20.815
I know Nicole, who I work with, she’s broken up
1603
01:04:20.815 –> 01:04:23.295
with me a couple times and I always beg her to come back.
1604
01:04:23.395 –> 01:04:26.175
And I’m, I’m very thankful for her patience.
1605
01:04:26.635 –> 01:04:30.775
But, you know, if you would say, like, in that two 50 spot,
1606
01:04:31.265 –> 01:04:33.655
where do you recommend we start?
1607
01:04:33.685 –> 01:04:35.695
Like, if we were gonna invest, you know,
1608
01:04:36.095 –> 01:04:37.215
I think I have like a VA
1609
01:04:37.475 –> 01:04:40.695
and now I’m gonna do some, bring somebody on to do video,
1610
01:04:40.875 –> 01:04:42.255
and then I’m like, oh, I probably need someone
1611
01:04:42.285 –> 01:04:43.455
with like, social media.
1612
01:04:43.875 –> 01:04:46.975
But to your point earlier, it’s like you can be spending all
1613
01:04:46.975 –> 01:04:49.335
of this money, um, as fast
1614
01:04:49.335 –> 01:04:51.055
as you’re making the money, you can be spending it.
1615
01:04:51.315 –> 01:04:54.135
So where would you recommend we start at, like,
1616
01:04:54.135 –> 01:04:57.705
with the administrative tasks, with the social media,
1617
01:04:58.535 –> 01:05:00.545
with video, we’re, we’re for speakers.
1618
01:05:00.545 –> 01:05:04.425
And I will say my business is, um, majority keynoting.
1619
01:05:04.625 –> 01:05:07.065
I do do media work. I have a regular media gig,
1620
01:05:07.065 –> 01:05:08.505
but that’s just a local day rate.
1621
01:05:09.045 –> 01:05:10.825
Um, and then, you know,
1622
01:05:10.865 –> 01:05:14.865
I probably get a nice 50 K consultant contract a year, so,
1623
01:05:16.835 –> 01:05:17.835
Okay. Yep.
1624
01:05:17.835 –> 01:05:19.515
Super. Great. I love this question.
1625
01:05:19.695 –> 01:05:23.475
So, um, the things that come to mind, I think you need
1626
01:05:23.475 –> 01:05:25.195
to hire for your own weaknesses, right?
1627
01:05:25.615 –> 01:05:29.395
So I think there are people who, even if you don’t enjoy it,
1628
01:05:29.395 –> 01:05:31.515
if you’re good at it, you might need to do a, you know,
1629
01:05:31.655 –> 01:05:33.435
if you can get it across the finish line, you might need
1630
01:05:33.435 –> 01:05:34.715
to be the one doing it for a while.
1631
01:05:34.735 –> 01:05:37.675
So, for example, Angela, I’ll tell you, there’s a lot
1632
01:05:37.675 –> 01:05:40.915
of people who want to outsource their creative right away,
1633
01:05:40.915 –> 01:05:44.515
like their social media, um, and then get frustrated
1634
01:05:44.515 –> 01:05:46.715
because it takes a lot to train someone in your voice.
1635
01:05:46.735 –> 01:05:48.595
And so, again, that’s a role that requires a lot
1636
01:05:48.595 –> 01:05:50.195
of infrastructure, a lot of support, a lot
1637
01:05:50.195 –> 01:05:51.395
of clarity on expectations.
1638
01:05:51.855 –> 01:05:55.355
Um, and that will take some time to develop that role. Um,
1639
01:05:56.135 –> 01:05:58.315
Can we stop for one second that Yep.
1640
01:05:58.535 –> 01:06:00.595
I’d like you to say that. I, I, a lot
1641
01:06:00.595 –> 01:06:01.995
of people hire social media
1642
01:06:02.935 –> 01:06:05.115
and they’re just putting stuff out there that I know,
1643
01:06:05.215 –> 01:06:07.755
and it’s not really their voice, it’s just content,
1644
01:06:07.975 –> 01:06:09.035
and you’re wasting your money.
1645
01:06:09.955 –> 01:06:12.315
I love what you said. I, I, I haven’t really had the heart
1646
01:06:12.315 –> 01:06:14.075
to tell people, but I,
1647
01:06:14.215 –> 01:06:17.155
but there’s a lot of people that I know that definitely have
1648
01:06:17.155 –> 01:06:19.275
that, and they’re cranking stuff out,
1649
01:06:19.935 –> 01:06:21.235
but it’s not their voice
1650
01:06:22.535 –> 01:06:26.155
and, um, it, it, it, it kind of goes into the clouds.
1651
01:06:26.375 –> 01:06:27.715
Anyway, thank you. Keep going.
1652
01:06:28.745 –> 01:06:31.235
Yeah, I mean, I, I will say my bias tends
1653
01:06:31.235 –> 01:06:33.475
to be quality over quantity when it comes to marketing.
1654
01:06:33.615 –> 01:06:36.195
And, and that’s a reflection of my business model.
1655
01:06:36.395 –> 01:06:39.395
I am a referral based, relationship based business.
1656
01:06:39.615 –> 01:06:41.915
If I were a B2C business
1657
01:06:41.935 –> 01:06:43.395
and I needed everybody to know my name
1658
01:06:43.395 –> 01:06:44.675
and needed everybody to buy my book,
1659
01:06:45.345 –> 01:06:46.715
okay, that’s different, right?
1660
01:06:46.715 –> 01:06:48.555
Like, my marketing strategy needs to align with
1661
01:06:48.555 –> 01:06:50.515
what I’m trying to feed and my business.
1662
01:06:51.055 –> 01:06:54.675
Um, but I think to what you’re saying, I, yeah, there’s,
1663
01:06:54.715 –> 01:06:58.355
I think there are things, um, like social media
1664
01:06:58.855 –> 01:07:01.795
and some of the marketing, you know, strategy and voice work
1665
01:07:02.255 –> 01:07:04.475
and the writing and sales work.
1666
01:07:04.555 –> 01:07:06.915
I think those are things that as the business owner,
1667
01:07:06.935 –> 01:07:09.515
you are likely going to be the one doing
1668
01:07:09.615 –> 01:07:11.675
for longer than you want to likely.
1669
01:07:12.335 –> 01:07:15.635
Um, it will, it will take until you are really good at,
1670
01:07:15.695 –> 01:07:18.475
at systematizing it for yourself so that you can start
1671
01:07:18.475 –> 01:07:19.995
to invite someone into pieces of it
1672
01:07:19.995 –> 01:07:23.115
before you can start to really pass off the ownership of it.
1673
01:07:23.575 –> 01:07:25.275
Um, so those are those particular things.
1674
01:07:25.435 –> 01:07:27.755
I just know give people a lot of headaches
1675
01:07:27.755 –> 01:07:29.235
and they waste a lot of time trying
1676
01:07:29.235 –> 01:07:30.835
to do it sooner than I think they need to,
1677
01:07:30.855 –> 01:07:31.875
or sooner than they should.
1678
01:07:32.495 –> 01:07:36.275
Um, I think the administrative pieces, uh,
1679
01:07:36.775 –> 01:07:38.915
are probably the most natural place.
1680
01:07:39.135 –> 01:07:41.315
Um, right. So things like helping
1681
01:07:41.315 –> 01:07:42.355
with some email organization,
1682
01:07:42.355 –> 01:07:44.955
having somebody manage your scheduling in your calendar,
1683
01:07:45.255 –> 01:07:48.475
having someone who can catch the little random things
1684
01:07:48.475 –> 01:07:50.235
and kind of keep you organized, right?
1685
01:07:50.375 –> 01:07:52.955
Be managing up and coaching around your tasks
1686
01:07:53.055 –> 01:07:54.675
and activity, helping you stay on track.
1687
01:07:55.215 –> 01:07:57.595
Um, you know, I mean, I can share like some
1688
01:07:57.595 –> 01:07:58.835
of the things that my gal does.
1689
01:07:59.455 –> 01:08:02.155
Um, she, I dunno if this level
1690
01:08:02.155 –> 01:08:03.795
of detail will be helpful, but I’ll go ahead and share.
1691
01:08:03.855 –> 01:08:07.075
So, um, so she manages our, our company inbox.
1692
01:08:07.215 –> 01:08:08.835
She organizes testimonials.
1693
01:08:08.855 –> 01:08:11.635
She’ll go grab metrics that we pull onto a dashboard.
1694
01:08:12.295 –> 01:08:16.165
Um, she will confirm with my team, uh, to make sure
1695
01:08:16.165 –> 01:08:18.565
that we’re not having people cancel on me last minute.
1696
01:08:18.615 –> 01:08:20.205
She’s kind of working ahead to make sure
1697
01:08:20.205 –> 01:08:22.325
that my calendar is actually really effective.
1698
01:08:22.905 –> 01:08:26.565
Um, she does a little bit of, of sort of organizing our SOPs
1699
01:08:26.565 –> 01:08:27.805
and stuff, but I try to keep that minimal.
1700
01:08:28.045 –> 01:08:29.685
’cause I want her to be able to just focus on execution.
1701
01:08:29.685 –> 01:08:32.405
I don’t want her to have to, I want the nature of her role
1702
01:08:32.585 –> 01:08:33.645
to feel like a checklist.
1703
01:08:33.785 –> 01:08:35.965
And I want her to be someone who’s sort of addicted
1704
01:08:35.985 –> 01:08:37.045
to getting her checklist done.
1705
01:08:37.125 –> 01:08:39.205
I don’t want her to have to think that hard about
1706
01:08:39.205 –> 01:08:40.925
what she’s doing because I’m giving her a bunch
1707
01:08:40.925 –> 01:08:43.605
of little 5, 10, 15 minute things, right?
1708
01:08:44.025 –> 01:08:45.165
So I wanna be fair to her.
1709
01:08:45.365 –> 01:08:47.405
I wanna ask her to like, think really critically about this.
1710
01:08:47.435 –> 01:08:48.805
It’s a completely different type of role.
1711
01:08:48.825 –> 01:08:52.365
So she keeps our, our assets organized for our clients.
1712
01:08:52.665 –> 01:08:55.125
She does a little bit of at like organi organizing,
1713
01:08:55.125 –> 01:08:57.565
fulfillment, uh, client files, things like that.
1714
01:08:58.145 –> 01:09:02.085
Um, organizing agendas, um, scheduling client calls,
1715
01:09:02.945 –> 01:09:05.005
but, you know, add my insurance policy to a folder.
1716
01:09:05.025 –> 01:09:07.085
So a bunch of little, little things, uploading videos,
1717
01:09:07.105 –> 01:09:08.325
that’s like a, you know, a thing
1718
01:09:08.325 –> 01:09:10.125
that would take me an annoying amount
1719
01:09:10.285 –> 01:09:12.165
of time and brain space.
1720
01:09:12.705 –> 01:09:15.765
Um, so it’s a lot of, of this kind of, uh,
1721
01:09:15.865 –> 01:09:17.045
you know, this is a personal thing.
1722
01:09:17.055 –> 01:09:19.125
She’s, she helps me a little bit with my personal life
1723
01:09:19.185 –> 01:09:21.725
and getting my, she schedules my dog grooming
1724
01:09:21.725 –> 01:09:22.725
and things like this, right?
1725
01:09:22.785 –> 01:09:23.725
So if they’re comfortable doing
1726
01:09:23.725 –> 01:09:25.045
some personal things, that can be helpful too.
1727
01:09:25.625 –> 01:09:28.925
Um, that is probably the first place to start,
1728
01:09:28.925 –> 01:09:30.485
because in part,
1729
01:09:30.485 –> 01:09:33.085
because you’ll see if they’re dropping the ball, um,
1730
01:09:33.515 –> 01:09:35.245
like you’ll see that things aren’t getting scheduled
1731
01:09:35.245 –> 01:09:37.045
or that thing, you know, like you’ll get a good sense
1732
01:09:37.045 –> 01:09:39.965
of their skillset before you give them things that are kind
1733
01:09:39.965 –> 01:09:42.405
of off where they need to own it more effectively.
1734
01:09:42.405 –> 01:09:43.605
So it, it’s close to you
1735
01:09:43.665 –> 01:09:45.485
so you can be managing that person really effectively.
1736
01:09:45.485 –> 01:09:47.205
It’s a good place to start if you’re just getting used
1737
01:09:47.325 –> 01:09:49.925
to delegating in like tight management way.
1738
01:09:50.545 –> 01:09:54.355
Um, I think what you were saying, Jasmine, about, um,
1739
01:09:55.635 –> 01:09:57.445
I’ll say another common one is you want somebody
1740
01:09:57.445 –> 01:09:58.445
to be pitching on your behalf.
1741
01:09:59.065 –> 01:10:02.485
Um, that’s really common, I think with all of this stuff.
1742
01:10:02.725 –> 01:10:06.905
I will just say, um, well, I’ll finish my thought about
1743
01:10:06.905 –> 01:10:08.025
that pitching on your behalf.
1744
01:10:08.265 –> 01:10:11.185
I think, again, you need to be really clear on your strategy
1745
01:10:11.185 –> 01:10:12.545
around speaking and thought leadership
1746
01:10:12.545 –> 01:10:14.025
and your business model before you
1747
01:10:14.025 –> 01:10:15.265
spend money on something like that.
1748
01:10:15.265 –> 01:10:17.625
Because if you, again, like if you,
1749
01:10:18.825 –> 01:10:21.605
if your goal from speaking is to land a long-term
1750
01:10:22.745 –> 01:10:26.165
big whale client, then you need to be the one owning
1751
01:10:26.165 –> 01:10:27.845
that relationship from the very first conversation
1752
01:10:27.845 –> 01:10:29.405
and interaction, potentially, right?
1753
01:10:29.405 –> 01:10:31.725
Whereas if your goal is to just get on as many stages
1754
01:10:31.785 –> 01:10:32.805
as you can and,
1755
01:10:32.945 –> 01:10:35.925
and maybe a little bit more B2C, like you were trying to,
1756
01:10:36.065 –> 01:10:38.125
you know, sell your book to lots of women
1757
01:10:38.145 –> 01:10:39.445
and you wanna be on all the women’s stages,
1758
01:10:39.835 –> 01:10:42.045
then the volume play makes a little bit more sense.
1759
01:10:42.625 –> 01:10:45.565
So, so doing, you know, having a pitching on your behalf,
1760
01:10:46.085 –> 01:10:48.525
I think again, needs to be in alignment with
1761
01:10:48.525 –> 01:10:50.525
that long-term goal around why you’re speaking
1762
01:10:50.545 –> 01:10:51.885
and the opportunities you’re gonna get.
1763
01:10:52.385 –> 01:10:53.725
One of the things that has happened
1764
01:10:54.225 –> 01:10:55.365
to multiple people I’ve worked
1765
01:10:55.365 –> 01:10:56.965
with is they’ve started working with an agent
1766
01:10:57.065 –> 01:10:58.245
or started working, you know,
1767
01:10:58.245 –> 01:10:59.845
being exclusively managed in some way,
1768
01:11:00.905 –> 01:11:02.365
and they get frustrated
1769
01:11:02.485 –> 01:11:05.645
because they realize that person is only there to sell me
1770
01:11:05.645 –> 01:11:08.245
for stages, but I need to be able to sell myself
1771
01:11:08.545 –> 01:11:10.085
for a half day executive retreat,
1772
01:11:10.085 –> 01:11:11.845
or I need to be able to sell myself to that person
1773
01:11:11.905 –> 01:11:13.165
for coaching or whatever it is.
1774
01:11:13.265 –> 01:11:15.525
So, so I’ve seen people break up with agents
1775
01:11:15.525 –> 01:11:16.605
and have it be very dramatic
1776
01:11:16.605 –> 01:11:19.045
because they weren’t clear enough on the business model they
1777
01:11:19.045 –> 01:11:21.405
were trying to feed from the speaking
1778
01:11:21.405 –> 01:11:22.405
that they were doing, so they
1779
01:11:22.405 –> 01:11:23.805
got frustrated. Does that make sense?
1780
01:11:24.675 –> 01:11:27.165
Yeah. We’re gonna have
1781
01:11:27.195 –> 01:11:29.045
Crystal, crystal, this Is great.
1782
01:11:29.045 –> 01:11:30.045
Thank you.
1783
01:11:30.515 –> 01:11:33.765
Crystal is speaking, crystal is speaking next month,
1784
01:11:34.465 –> 01:11:36.165
and I know her business so well.
1785
01:11:36.225 –> 01:11:40.245
Her and when she was training, I can’t remember the,
1786
01:11:40.245 –> 01:11:41.925
her name, the woman who does her sales,
1787
01:11:42.805 –> 01:11:45.925
I think it was two months of training to get
1788
01:11:45.925 –> 01:11:47.085
to understand Crystal’s voice.
1789
01:11:47.165 –> 01:11:49.085
I mean, it’s not like she just went out
1790
01:11:49.085 –> 01:11:51.285
and hired somebody to start selling it.
1791
01:11:51.465 –> 01:11:53.405
It was very, very intense.
1792
01:11:54.615 –> 01:11:57.305
Yeah. And I’ll say all of the stuff you’re seeing here,
1793
01:11:57.305 –> 01:11:59.585
this checklist, this is all stuff I’ve built, right?
1794
01:11:59.585 –> 01:12:01.745
Like I, because of the, like I said, the nature
1795
01:12:01.765 –> 01:12:03.385
of her role is not strategic.
1796
01:12:03.455 –> 01:12:06.905
It’s not management. So I, I am responsible
1797
01:12:06.905 –> 01:12:08.105
for packaging up her tasks,
1798
01:12:08.205 –> 01:12:10.465
and if I need to make a change, if something goes wrong
1799
01:12:10.765 –> 01:12:12.065
and I go, oh, we need to catch
1800
01:12:12.065 –> 01:12:13.465
that in our documentation for the future.
1801
01:12:13.925 –> 01:12:15.865
I’m the one going into her task and fixing it.
1802
01:12:16.405 –> 01:12:18.465
Um, and maybe, you know, people would say,
1803
01:12:18.465 –> 01:12:19.745
your gal should be able to do that.
1804
01:12:20.765 –> 01:12:21.925
I I have other people on my team
1805
01:12:21.945 –> 01:12:23.325
who are at a management strategic
1806
01:12:23.325 –> 01:12:24.565
level who I trust to do that.
1807
01:12:24.685 –> 01:12:26.325
I say, please go fix, fix your task.
1808
01:12:26.705 –> 01:12:28.605
If I, if it’s an execution person, I,
1809
01:12:28.765 –> 01:12:30.205
I do all as much as I can.
1810
01:12:30.285 –> 01:12:31.365
I try to make their, their life
1811
01:12:31.395 –> 01:12:32.605
very easy and straightforward.
1812
01:12:33.265 –> 01:12:35.885
Um, but, and so that’s my way of saying in addition to
1813
01:12:36.475 –> 01:12:37.405
good documentation,
1814
01:12:37.745 –> 01:12:39.125
yes, I agree with what you’re saying, Karen.
1815
01:12:39.225 –> 01:12:41.005
You have to, you have to spend time with them
1816
01:12:41.025 –> 01:12:42.045
and sit with them and be patient
1817
01:12:42.105 –> 01:12:43.445
and not assume they understand
1818
01:12:43.445 –> 01:12:44.725
the industry or what you’re working on.
1819
01:12:45.425 –> 01:12:49.565
Um, Carl, I’m curious what you, what you wanna share?
1820
01:12:52.285 –> 01:12:53.935
Jasmine, did you still wanna go?
1821
01:12:53.935 –> 01:12:58.065
Jasmine, you had your hand up a moment. You’re good. I think
1822
01:12:58.065 –> 01:12:59.065
She went on. I think she already
1823
01:12:59.065 –> 01:13:00.865
went. Yeah, we talked to her,
1824
01:13:01.125 –> 01:13:02.125
Her. Thank you. So this is
1825
01:13:02.125 –> 01:13:02.945
a, yeah, sorry
1826
01:13:02.945 –> 01:13:03.945
About that, Carl. Let me
1827
01:13:03.945 –> 01:13:04.785
put that down. Sorry.
1828
01:13:05.335 –> 01:13:08.535
Alright, so, uh, Kara,
1829
01:13:09.635 –> 01:13:10.655
oh, Jasmine, you wanna go?
1830
01:13:10.715 –> 01:13:13.585
Go? You were ahead of me. I’m sorry. Just
1831
01:13:13.605 –> 01:13:14.185
Go. No, I
1832
01:13:14.185 –> 01:13:15.225
Was trying to put my hand down it
1833
01:13:16.245 –> 01:13:17.245
Just go girl. Alright,
1834
01:13:17.245 –> 01:13:19.955
Please.
1835
01:13:20.225 –> 01:13:22.555
Okay. So I, this is the thing I stumbled with a lot.
1836
01:13:22.555 –> 01:13:24.195
You asked earlier what, what we stumbled with
1837
01:13:24.255 –> 01:13:25.315
or challenges are.
1838
01:13:25.775 –> 01:13:29.955
Mm-hmm. Uh, this visionary, quote unquote, this quote,
1839
01:13:30.465 –> 01:13:32.235
visionary thought leadership journey.
1840
01:13:32.735 –> 01:13:35.475
You know, how do you, what have you seen,
1841
01:13:35.495 –> 01:13:38.355
or what recommendations do you have for someone to get clear
1842
01:13:38.355 –> 01:13:40.355
and clearer about, you know, their brand, their,
1843
01:13:40.485 –> 01:13:44.395
their thought leadership, for example, uh, like Mel Robbins
1844
01:13:44.395 –> 01:13:46.355
and the Five Second Rule, Simon Sinek.
1845
01:13:46.435 –> 01:13:50.355
And start with why and tell, you know, uh, uh, you know,
1846
01:13:50.355 –> 01:13:52.645
these kind of people have you,
1847
01:13:52.645 –> 01:13:53.845
do you have any insights into that?
1848
01:13:53.845 –> 01:13:55.565
You’ve worked with some people like this, I’m sure.
1849
01:13:56.195 –> 01:13:58.165
Like what, what helped them in their journey?
1850
01:14:02.085 –> 01:14:05.505
So I think what comes to mind with your question is
1851
01:14:09.515 –> 01:14:11.525
when I ask people what they wanna do with regard
1852
01:14:11.525 –> 01:14:13.485
to their thought leadership, do you wanna do a podcast?
1853
01:14:13.665 –> 01:14:15.205
Do you wanna speak? Do you wanna do research?
1854
01:14:15.225 –> 01:14:17.525
Do you wanna be in me, you know, big media and,
1855
01:14:17.585 –> 01:14:20.205
and all the different ways it can look, I
1856
01:14:22.565 –> 01:14:25.245
I, there’s often a re an immediate response of, oh yeah,
1857
01:14:25.245 –> 01:14:26.285
I wanna do it all right?
1858
01:14:26.285 –> 01:14:27.885
Of course I’m gonna do all those things over time.
1859
01:14:28.365 –> 01:14:32.285
I wanna do it all. I think getting clear on
1860
01:14:33.145 –> 01:14:34.525
the things that you actually enjoy,
1861
01:14:34.625 –> 01:14:37.165
and I, I am I’m being very practical in my answer
1862
01:14:37.165 –> 01:14:38.765
to your question, I think, um,
1863
01:14:39.235 –> 01:14:40.765
because I think there’s a lot of people
1864
01:14:40.785 –> 01:14:42.365
who will launch podcasts
1865
01:14:42.365 –> 01:14:43.885
and they’re not gonna get to the Mel Robbins level,
1866
01:14:44.065 –> 01:14:45.845
and they’re not necessarily gonna put out a framework
1867
01:14:45.845 –> 01:14:47.645
that everyone’s gonna know, like five second rule, right?
1868
01:14:47.645 –> 01:14:49.725
Like, not all of us are gonna hit that level,
1869
01:14:49.785 –> 01:14:52.605
but I think at least to capture the community
1870
01:14:52.605 –> 01:14:54.285
and the audience that is gonna resonate
1871
01:14:54.285 –> 01:14:58.085
with us at our own level, I do think that you need
1872
01:14:58.085 –> 01:14:59.845
to be really lit up about the work that you’re doing,
1873
01:15:00.185 –> 01:15:01.405
and that’s gonna be the thing
1874
01:15:01.405 –> 01:15:02.725
that you keep showing up and doing.
1875
01:15:03.265 –> 01:15:06.465
So, I say that because I’ve seen people
1876
01:15:07.175 –> 01:15:08.265
have false starts
1877
01:15:08.265 –> 01:15:10.305
because they’re doing a thing that they think they should do
1878
01:15:10.305 –> 01:15:11.345
because the market wants it.
1879
01:15:11.345 –> 01:15:12.825
And people are telling them, you have
1880
01:15:12.825 –> 01:15:13.905
to have a book, you have to have a podcast.
1881
01:15:14.125 –> 01:15:16.025
And so they’ll go spend a lot of time and money
1882
01:15:16.025 –> 01:15:17.345
and energy doing those things,
1883
01:15:17.765 –> 01:15:19.625
and they don’t actually care about the thing that much.
1884
01:15:19.625 –> 01:15:20.625
They’re, and they’ll tell you,
1885
01:15:20.625 –> 01:15:21.745
they’re like, oh, I’m kind of checking the box.
1886
01:15:21.745 –> 01:15:24.225
Everybody should have a book. Okay. You know?
1887
01:15:24.285 –> 01:15:25.865
So I, I think there’s something like that.
1888
01:15:26.625 –> 01:15:28.185
I suppose what I’m saying is I think that
1889
01:15:28.185 –> 01:15:30.865
that shows in the quality of the work that they do
1890
01:15:30.925 –> 01:15:32.505
and the energy of the work that they do.
1891
01:15:33.005 –> 01:15:35.385
And I think that when people are really, really aligned
1892
01:15:35.385 –> 01:15:37.145
and lit up by the thought leadership that they,
1893
01:15:37.145 –> 01:15:39.585
that they pursue, um, and picking the two
1894
01:15:39.585 –> 01:15:40.785
or three things that are most important
1895
01:15:40.785 –> 01:15:42.025
to them when it comes to thought leadership,
1896
01:15:42.025 –> 01:15:43.105
whether it’s being on stage
1897
01:15:43.125 –> 01:15:48.075
or it’s, you know, whatever it may be, I think, um, I think
1898
01:15:48.075 –> 01:15:50.795
that those things will last longer.
1899
01:15:50.795 –> 01:15:52.035
They’ll be more committed to it,
1900
01:15:52.035 –> 01:15:53.275
and they’ll have better results.
1901
01:15:53.935 –> 01:15:56.755
That’s a great answer. Yeah. Yes. Okay.
1902
01:15:57.475 –> 01:15:59.655
That’s helpful. And it, however, it also leaves,
1903
01:16:00.355 –> 01:16:04.945
it also says a little bit like, be yourself as authentically
1904
01:16:05.165 –> 01:16:07.305
as you can know yourself and be yourself
1905
01:16:08.035 –> 01:16:09.055
and it will manifest.
1906
01:16:09.215 –> 01:16:10.655
I mean, it says a little bit of that,
1907
01:16:10.675 –> 01:16:11.895
but I, but your answer yes.
1908
01:16:11.955 –> 01:16:14.295
Was very practical. I appreciate it. Thank you.
1909
01:16:16.085 –> 01:16:17.495
Yeah. I’ll also say, I mean,
1910
01:16:17.495 –> 01:16:19.135
I quote Brene Brown a lot with this work.
1911
01:16:19.195 –> 01:16:22.015
She talks about defining done really clearly with your team.
1912
01:16:22.085 –> 01:16:24.695
Like, I think, I think they’re great managers
1913
01:16:24.695 –> 01:16:26.295
and leaders of people, and I think
1914
01:16:26.295 –> 01:16:27.495
that they lean into relationships
1915
01:16:27.495 –> 01:16:28.495
and they have people around them
1916
01:16:28.515 –> 01:16:30.095
who are really supportive from early days,
1917
01:16:30.095 –> 01:16:31.655
and they reference that they’ve had, you know,
1918
01:16:31.655 –> 01:16:34.455
they have long-term teams who helped prop them up.
1919
01:16:34.755 –> 01:16:39.625
Um, they also are people who, I mean,
1920
01:16:39.625 –> 01:16:40.905
we know their name because of the nature
1921
01:16:40.905 –> 01:16:42.025
of the work that they pursued.
1922
01:16:42.025 –> 01:16:43.105
Like, they had some,
1923
01:16:43.495 –> 01:16:45.745
they had some academic things that went really well for them.
1924
01:16:45.745 –> 01:16:48.305
They had some B2C model things that went well for them.
1925
01:16:48.305 –> 01:16:49.505
They did some license programs.
1926
01:16:49.685 –> 01:16:50.785
I’m kind of lumping them all together.
1927
01:16:50.805 –> 01:16:52.985
But those are kinda the common things from the people you
1928
01:16:52.985 –> 01:16:54.225
mentioned, the people, the names that we know.
1929
01:16:54.735 –> 01:16:58.785
I’ll say there’s a lot of people who make a ton of money
1930
01:16:58.845 –> 01:17:01.745
and do a really great, you know, have really good success,
1931
01:17:01.745 –> 01:17:03.745
really great work that they love,
1932
01:17:04.155 –> 01:17:05.465
where we’ll never know their name,
1933
01:17:05.485 –> 01:17:06.465
but they’re really in alignment
1934
01:17:06.465 –> 01:17:07.625
with the work that they’re doing, right?
1935
01:17:07.625 –> 01:17:09.525
And so I think, again, I don’t know
1936
01:17:09.525 –> 01:17:12.165
that those people set out necessarily to be famous,
1937
01:17:12.425 –> 01:17:16.085
but I do think that, um, that there’s something,
1938
01:17:16.785 –> 01:17:18.685
I’m being a broken record a little bit,
1939
01:17:18.705 –> 01:17:22.775
but I think I, I do think getting really clear on what level
1940
01:17:22.795 –> 01:17:26.135
of fame and, and, you know, like really what level of, of,
1941
01:17:26.475 –> 01:17:30.325
uh, of fame is the only word I can think of right now,
1942
01:17:30.325 –> 01:17:31.965
but how much of that do you really want and need?
1943
01:17:31.985 –> 01:17:33.645
And be really honest and sincere about that.
1944
01:17:33.645 –> 01:17:34.685
I’ve had some people who say
1945
01:17:35.195 –> 01:17:36.805
that they know that that’s an important piece.
1946
01:17:36.805 –> 01:17:38.085
You know, they’re saying, if I can be really honest
1947
01:17:38.085 –> 01:17:39.485
with myself, I know that that’s important.
1948
01:17:39.565 –> 01:17:42.525
I know that I really wanna be in front of big, big audiences
1949
01:17:42.525 –> 01:17:43.965
and have my name really well known,
1950
01:17:43.985 –> 01:17:45.005
and that’s important to me.
1951
01:17:45.465 –> 01:17:46.805
So we build that into their strategy
1952
01:17:46.985 –> 01:17:48.725
and the things that they’re doing, as opposed to people
1953
01:17:48.725 –> 01:17:51.565
who say, I don’t care about that at all, sincerely.
1954
01:17:51.685 –> 01:17:52.685
I just wanna hang with my family
1955
01:17:52.745 –> 01:17:54.845
and have, you know, not care about, not have
1956
01:17:54.845 –> 01:17:56.725
to worry about money coming in the door and do work.
1957
01:17:56.765 –> 01:18:00.275
I enjoy. So I do think being honest about,
1958
01:18:00.435 –> 01:18:01.435
I love it. I think, I
1959
01:18:01.435 –> 01:18:03.035
think that we got that from you.
1960
01:18:03.875 –> 01:18:05.915
I think it’s so clear how you started,
1961
01:18:06.695 –> 01:18:08.155
and I think that we’re,
1962
01:18:08.155 –> 01:18:10.275
so all we hear about is the million dollar this
1963
01:18:10.275 –> 01:18:13.395
and the million dollar that a lot of people just wanna have
1964
01:18:14.075 –> 01:18:16.715
a great life and a and, and they wanna do what they love
1965
01:18:17.415 –> 01:18:18.755
and they have to define it.
1966
01:18:18.815 –> 01:18:22.115
And we don’t have to judge each other on how much we make
1967
01:18:22.215 –> 01:18:23.995
or what category we’re in.
1968
01:18:24.095 –> 01:18:28.035
But I, I really, I love the way you tied this all together,
1969
01:18:28.625 –> 01:18:31.035
because basically you’re talking about systems
1970
01:18:31.135 –> 01:18:34.435
and processes, but this whole thing is really about
1971
01:18:35.225 –> 01:18:37.675
understanding where you wanna go, where you wanna be,
1972
01:18:37.735 –> 01:18:39.355
how much you wanna make, and then
1973
01:18:39.355 –> 01:18:43.165
what you have to do to get there. And, um, and
1974
01:18:43.685 –> 01:18:44.685
I love it. I’ll say
1975
01:18:44.685 –> 01:18:47.685
one thing that people, I, I don’t know,
1976
01:18:48.785 –> 01:18:51.045
one thing I wish there was more emphasis on is
1977
01:18:51.075 –> 01:18:52.245
your take home, right?
1978
01:18:52.345 –> 01:18:53.365
We focus a lot on revenue.
1979
01:18:53.475 –> 01:18:55.965
Yeah, a lot of that top dollar number.
1980
01:18:56.705 –> 01:18:58.445
Um, and we don’t focus as much on take home.
1981
01:18:58.465 –> 01:19:02.485
And I think, I think we’d be in better shape if NSA had a,
1982
01:19:02.945 –> 01:19:05.205
had a, I don’t know, you know, 500 thou,
1983
01:19:05.205 –> 01:19:07.565
$500,000 take home group that everybody’s going, yeah,
1984
01:19:07.585 –> 01:19:08.725
I’m learning how to keep my money.
1985
01:19:08.825 –> 01:19:11.125
You know? And I think, so there’s something there about
1986
01:19:11.125 –> 01:19:13.845
really being, like I said, hiring for your weaknesses.
1987
01:19:13.985 –> 01:19:16.285
If you’re not a money person, get yourself resourced.
1988
01:19:16.285 –> 01:19:17.685
Put people around you who are gonna force you
1989
01:19:17.685 –> 01:19:18.685
to look at your money and be
1990
01:19:18.685 –> 01:19:19.765
really honest about the numbers.
1991
01:19:19.865 –> 01:19:22.005
And you will, you will make better decisions in your
1992
01:19:22.165 –> 01:19:23.565
business when you know the numbers and you’re having
1993
01:19:23.565 –> 01:19:25.405
to be like, work with real numbers.
1994
01:19:25.625 –> 01:19:29.205
And, um, I mean, that’s one thing, especially like, again,
1995
01:19:29.325 –> 01:19:30.685
I apologize for the broken record,
1996
01:19:30.745 –> 01:19:33.845
but I, I think knowing your business model, so if you have,
1997
01:19:33.845 –> 01:19:35.245
if you’re, if you’re gonna do a coaching agency,
1998
01:19:35.245 –> 01:19:36.605
if you’re gonna have people coaching your behalf,
1999
01:19:36.605 –> 01:19:38.445
or you’re gonna have consultants
2000
01:19:38.445 –> 01:19:39.765
and trainers going out on your behalf,
2001
01:19:39.765 –> 01:19:41.365
and they’re gonna take 50, 60%
2002
01:19:41.365 –> 01:19:44.405
of your money from the contracts coming in, you need
2003
01:19:44.405 –> 01:19:47.205
to be thinking in terms of profit margins immediately
2004
01:19:47.305 –> 01:19:48.925
and getting good at that,
2005
01:19:49.065 –> 01:19:51.565
and getting good at man, you know, managing your expenses.
2006
01:19:51.985 –> 01:19:54.525
If you’re somebody that has a lot of expenses going out
2007
01:19:54.525 –> 01:19:55.845
for any reason, any business model,
2008
01:19:56.765 –> 01:19:58.405
I would suggest that you read.
2009
01:19:58.425 –> 01:19:59.965
And, and if numbers is a weakness for you,
2010
01:20:00.025 –> 01:20:01.445
I’d suggest you read Profit First
2011
01:20:01.745 –> 01:20:03.805
and start to think about some of those principles
2012
01:20:03.805 –> 01:20:05.365
that are in there about, you know, being,
2013
01:20:05.435 –> 01:20:07.365
it’s basically percentage based budgeting.
2014
01:20:07.785 –> 01:20:08.965
It was life changing for me.
2015
01:20:08.965 –> 01:20:10.605
And I think especially in the speaking industry,
2016
01:20:10.605 –> 01:20:13.405
when there’s huge money in from opportunities, um,
2017
01:20:13.435 –> 01:20:14.885
it’s very feast or famine, right?
2018
01:20:14.985 –> 01:20:17.645
So, so a lot of speakers will have huge money come in from
2019
01:20:17.645 –> 01:20:19.725
their, their gig, and then it’s gone immediately.
2020
01:20:19.785 –> 01:20:23.565
And so, um, so that profit first philosophies,
2021
01:20:23.565 –> 01:20:25.725
I think are an especially good fit for this industry
2022
01:20:25.725 –> 01:20:29.085
because it forces incremental savings and all of that.
2023
01:20:29.225 –> 01:20:31.405
So, I, I wanna say one more thing,
2024
01:20:31.405 –> 01:20:32.965
and Karen, is it okay that we’re not,
2025
01:20:33.545 –> 01:20:35.885
I’m gonna send out the exercise for the,
2026
01:20:36.185 –> 01:20:37.565
the goal setting exercise,
2027
01:20:37.665 –> 01:20:40.525
and I enjoy this, I love doing this. So I,
2028
01:20:40.985 –> 01:20:43.725
We are, we are loving, we don’t care, you know, we got
2029
01:20:43.825 –> 01:20:47.325
so much out of this, so don’t, please, don’t worry about,
2030
01:20:47.355 –> 01:20:48.485
like, I didn’t get this done
2031
01:20:48.515 –> 01:20:53.205
because I feel like, I feel like this is something that, um,
2032
01:20:53.545 –> 01:20:56.325
we don’t talk about, we don’t really talk about,
2033
01:20:56.425 –> 01:20:58.165
we don’t talk about where we really wanna be.
2034
01:20:58.165 –> 01:20:59.445
We all we hear are the big numbers.
2035
01:21:00.025 –> 01:21:01.805
And I think this is a realistic way
2036
01:21:01.805 –> 01:21:02.965
of looking at your business
2037
01:21:03.465 –> 01:21:06.645
and really talking about what you need to implement to grow.
2038
01:21:09.725 –> 01:21:13.765
I wanna say one more thing, um, that kind of builds on,
2039
01:21:13.765 –> 01:21:17.565
on Jasmine’s question and, and, uh, goes back to Asana.
2040
01:21:17.645 –> 01:21:19.885
I think for me, one thing that’s been really important,
2041
01:21:20.385 –> 01:21:23.045
I’m gonna share my screen again, when I think about,
2042
01:21:23.705 –> 01:21:25.485
you know, the different, like, these are all my team members
2043
01:21:25.505 –> 01:21:27.325
on the left hand side, I’ve got a bunch of different folks
2044
01:21:27.345 –> 01:21:29.365
who are helping me with different pieces of the business,
2045
01:21:29.865 –> 01:21:33.205
um, and I own those relationships.
2046
01:21:33.305 –> 01:21:36.405
And I’m, I’m really big on, you know, like with my gal here,
2047
01:21:36.465 –> 01:21:39.085
my admin gal, I wanna own the tasks.
2048
01:21:39.205 –> 01:21:40.645
I wanna have visibility on what she’s doing,
2049
01:21:40.745 –> 01:21:41.925
how long it’s taking her.
2050
01:21:42.005 –> 01:21:44.045
I wanna be in comm continual communication about her
2051
01:21:44.045 –> 01:21:45.765
priorities, where, you know, where she’s spending time
2052
01:21:45.765 –> 01:21:48.285
and energy and, and what questions she has.
2053
01:21:49.185 –> 01:21:52.805
People will ask me, um, should I use an agency?
2054
01:21:52.985 –> 01:21:55.245
Should I go through an agency to hire a VA
2055
01:21:55.505 –> 01:21:58.325
or a, you know, a bookkeeper or a CFO, um,
2056
01:21:58.465 –> 01:22:00.765
or should I go find a specific person?
2057
01:22:00.945 –> 01:22:02.885
And, uh, most of the time we’re just kind
2058
01:22:02.885 –> 01:22:04.045
of doing whatever’s right in front of us.
2059
01:22:04.105 –> 01:22:06.725
If we happen to talk to someone who has an agency
2060
01:22:06.725 –> 01:22:08.285
and we, you know, we kinda get excited, like, oh,
2061
01:22:08.285 –> 01:22:09.725
they have an agency and they can give me a va,
2062
01:22:09.725 –> 01:22:10.645
and it’s gonna be so easy, and
2063
01:22:10.645 –> 01:22:11.765
I’m not gonna have to manage that person.
2064
01:22:13.045 –> 01:22:14.385
You will have to manage that person.
2065
01:22:14.525 –> 01:22:18.825
If you work with an agency, you still are going to be just
2066
01:22:18.985 –> 01:22:22.265
as involved as if they are your own, your own team member.
2067
01:22:22.645 –> 01:22:26.545
So if you can take the time to build a job description,
2068
01:22:26.795 –> 01:22:29.585
build an application, go through the recruitment process
2069
01:22:29.805 –> 01:22:31.425
to find a person, you know, and,
2070
01:22:31.425 –> 01:22:32.785
and really what that’s doing is forcing
2071
01:22:32.845 –> 01:22:33.865
you to design the seat.
2072
01:22:33.865 –> 01:22:35.905
What is the seat that I need to build for my business?
2073
01:22:36.485 –> 01:22:38.265
And then put that out with people
2074
01:22:38.265 –> 01:22:39.425
that you trust in your network.
2075
01:22:40.005 –> 01:22:42.625
Get, you know, get however many candidates in.
2076
01:22:42.645 –> 01:22:44.865
And if you can take the time to go through
2077
01:22:44.865 –> 01:22:46.065
that recruitment process yourself,
2078
01:22:46.085 –> 01:22:48.025
so you can own the relationship from the beginning,
2079
01:22:48.785 –> 01:22:50.905
I think you could save yourself a lot
2080
01:22:50.905 –> 01:22:53.025
of heartache from going through agencies
2081
01:22:53.055 –> 01:22:54.545
that seem like they might be a great fit.
2082
01:22:54.545 –> 01:22:57.265
And I’m pro I’m speaking especially to the agencies,
2083
01:22:57.265 –> 01:23:01.265
because it is so, you know, once in a while you hear,
2084
01:23:01.305 –> 01:23:03.545
IF you know, I worked with, so I, I found so
2085
01:23:03.545 –> 01:23:06.085
and so through an agency, and that’s great,
2086
01:23:06.225 –> 01:23:08.845
but that particular person happened to be a really good fit.
2087
01:23:08.845 –> 01:23:10.285
And that one relationship worked.
2088
01:23:10.545 –> 01:23:12.325
You’re very much, it’s very much a gamble
2089
01:23:12.355 –> 01:23:13.605
when you’re working with an agency.
2090
01:23:13.625 –> 01:23:14.965
And same with creative agencies.
2091
01:23:15.425 –> 01:23:18.085
Um, so I think like the, again,
2092
01:23:18.085 –> 01:23:20.005
those can be a good fit depending on if you’re,
2093
01:23:20.005 –> 01:23:22.005
if you just wanna speak and your business model is such
2094
01:23:22.005 –> 01:23:24.805
that you never wanna manage a person a day in your life,
2095
01:23:25.635 –> 01:23:28.565
part of me says, okay, maybe try the agency and,
2096
01:23:28.625 –> 01:23:31.485
and be, you know, thoughtful about how you go about that
2097
01:23:31.625 –> 01:23:33.565
and, and you know, the money that you’re spending on it.
2098
01:23:34.025 –> 01:23:37.085
Um, but know that you will still be very involved in
2099
01:23:37.085 –> 01:23:40.685
that relationship, and you can’t, I don’t think you can,
2100
01:23:40.985 –> 01:23:43.285
you can get very far beyond two 50 K
2101
01:23:43.285 –> 01:23:45.365
and have too much more of a big of a business than
2102
01:23:45.365 –> 01:23:46.525
that without managing people.
2103
01:23:46.525 –> 01:23:48.365
There’s going to need to be some level
2104
01:23:48.425 –> 01:23:49.525
of support around you.
2105
01:23:49.705 –> 01:23:51.965
So, um, maybe that’s controversial,
2106
01:23:52.025 –> 01:23:53.285
but I thought, you know, that question
2107
01:23:53.285 –> 01:23:56.245
of agency versus not big for a lot of people.
2108
01:23:56.425 –> 01:23:57.425
So
2109
01:23:57.945 –> 01:23:58.945
Design the seat.
2110
01:23:59.485 –> 01:24:00.485
I love that.
2111
01:24:03.305 –> 01:24:07.775
Awesome. Okay, well guys,
2112
01:24:07.825 –> 01:24:10.375
we’re down to the, the, the last three minutes.
2113
01:24:11.475 –> 01:24:14.855
So we loved you. I mean, look at, we’re all here.
2114
01:24:15.315 –> 01:24:18.495
We still have 16, 15 here. That’s, that is amazing.
2115
01:24:19.075 –> 01:24:21.975
And for those of you, if you want, we’ll have the video up,
2116
01:24:22.075 –> 01:24:23.735
the audio, up, the video up,
2117
01:24:24.595 –> 01:24:26.455
and you can listen to parts of this.
2118
01:24:26.795 –> 01:24:29.935
Um, you are phenomenal. Thank
2119
01:24:29.935 –> 01:24:30.935
You so much. Thank you. I appreciate
2120
01:24:30.935 –> 01:24:32.855
it much. I’m realizing much.
2121
01:24:33.375 –> 01:24:36.855
I didn’t even give you my little, my little code here.
2122
01:24:37.395 –> 01:24:40.015
Um, so this, this is gonna be, if you wanna scan this,
2123
01:24:40.015 –> 01:24:43.525
this is gonna be, uh, free gifts,
2124
01:24:43.615 –> 01:24:46.525
which is gonna include the 90 day planning that I set.
2125
01:24:46.525 –> 01:24:48.525
It’ll walk you through an exercise for setting goals
2126
01:24:48.525 –> 01:24:49.725
between now and the end of the year.
2127
01:24:49.825 –> 01:24:50.845
I’d encourage you to do that.
2128
01:24:50.845 –> 01:24:54.405
It’ll take you 20 minutes, and it will be so, so valuable.
2129
01:24:54.905 –> 01:24:58.725
Um, I’m also gonna put in the chat, I’ll put my, uh, link
2130
01:24:58.725 –> 01:25:01.285
to schedule because I would love to chat with any
2131
01:25:01.285 –> 01:25:03.285
of you about this stuff, if there’s anything in particular.
2132
01:25:03.765 –> 01:25:05.965
I, I mean, I really do just love being a resource.
2133
01:25:06.265 –> 01:25:09.725
So, um, so whatever it is that you’re working on, you know,
2134
01:25:09.725 –> 01:25:11.445
don’t hesitate to, to schedule time.
2135
01:25:11.545 –> 01:25:12.725
I’m happy to be a sounding board.
2136
01:25:13.225 –> 01:25:16.525
Um, uh, Jasmine said, tell me more about strategic sessions.
2137
01:25:16.525 –> 01:25:21.325
Yeah, so, um, so the strategic mapping
2138
01:25:21.355 –> 01:25:24.165
that we do is essentially designed to
2139
01:25:24.955 –> 01:25:27.205
help you do a lot of what we talked about today,
2140
01:25:27.205 –> 01:25:29.925
which is get really clear on what is it you’re trying
2141
01:25:29.925 –> 01:25:31.925
to do over the next 10 years in your business.
2142
01:25:32.385 –> 01:25:35.125
Um, breaking it down by, you know, year one, year three
2143
01:25:35.225 –> 01:25:37.645
or five, thinking through the number trajectory as well.
2144
01:25:37.745 –> 01:25:39.165
Are you trying to get to a million?
2145
01:25:39.185 –> 01:25:40.685
Are you trying to maintain, are you trying
2146
01:25:40.685 –> 01:25:42.245
to work two days a week
2147
01:25:42.305 –> 01:25:43.365
and still, you know, make grant
2148
01:25:43.365 –> 01:25:44.765
money, whatever it is, those goals are.
2149
01:25:44.765 –> 01:25:48.085
We tease some of that out. Thanks, Amy. Good to see you.
2150
01:25:48.665 –> 01:25:50.005
Um, we tease some of that out,
2151
01:25:50.005 –> 01:25:52.525
and then we’ll also break it down by quarter.
2152
01:25:52.625 –> 01:25:54.765
So over the coming year, here are the specific things
2153
01:25:54.765 –> 01:25:56.845
that you need to tackle in the 12 months,
2154
01:25:56.945 –> 01:25:58.085
and we are making sure
2155
01:25:58.085 –> 01:25:59.725
that you’re looking at all different
2156
01:25:59.725 –> 01:26:00.765
parts of your business, right?
2157
01:26:00.865 –> 01:26:04.725
So, uh, so going through some, some thoughtful goal setting
2158
01:26:04.725 –> 01:26:06.605
that’s gonna keep you from just working on the parts
2159
01:26:06.605 –> 01:26:08.125
of your business that come most naturally.
2160
01:26:08.155 –> 01:26:09.285
It’s gonna really encourage you
2161
01:26:09.285 –> 01:26:11.365
to think about the comprehensive health of your business,
2162
01:26:11.985 –> 01:26:15.205
um, and really strategic use of your resources, your money,
2163
01:26:15.235 –> 01:26:16.565
your energy in the next year.
2164
01:26:16.745 –> 01:26:18.085
Thanks, Rob. Good to see you.
2165
01:26:18.745 –> 01:26:19.885
Um, and,
2166
01:26:20.425 –> 01:26:23.805
and from there, a lot of times, uh, it’s a really,
2167
01:26:24.505 –> 01:26:26.765
we do this as a, as a first step for somebody
2168
01:26:26.765 –> 01:26:28.245
who needs a business manager as well.
2169
01:26:28.265 –> 01:26:30.285
So if you know that you need some help in your business,
2170
01:26:30.355 –> 01:26:31.845
it’s also just a great exercise
2171
01:26:31.865 –> 01:26:34.285
to get really clear on exactly what you need from them.
2172
01:26:34.625 –> 01:26:36.365
And a lot of times people take what we put together
2173
01:26:36.665 –> 01:26:39.085
and can basically paste that into a job description
2174
01:26:39.085 –> 01:26:40.725
and say, here’s exactly what I’m
2175
01:26:40.725 –> 01:26:41.765
trying to do in the next year.
2176
01:26:41.965 –> 01:26:43.965
I need somebody who can come in and, and do this for me.
2177
01:26:44.065 –> 01:26:47.045
So it’s also a great way to get good clarity and,
2178
01:26:47.045 –> 01:26:48.165
and find the right people for that.
2179
01:26:52.305 –> 01:26:56.445
Thanks, Jasmine. Awesome. Thanks Patty. Good to see you.
2180
01:26:59.265 –> 01:27:01.355
This was so fun. I love this stuff.
2181
01:27:01.415 –> 01:27:02.955
You are so good. Thank you.
2182
01:27:03.085 –> 01:27:06.355
Let’s, oh, we, anyway, we loved you. I loved you.
2183
01:27:06.715 –> 01:27:09.915
I think they did too. They’re still here. Thanks, Karen.
2184
01:27:09.985 –> 01:27:11.275
Kara, have a great weekend.
2185
01:27:12.675 –> 01:27:14.495
Thanks. Thanks
2186
01:27:14.685 –> 01:27:15.685
Everybody.
2187
01:27:15.885 –> 01:27:20.055
Guys, they wanna just stay. Yeah, you
2188
01:27:20.055 –> 01:27:21.055
Welcome to stick around.
2189
01:27:21.315 –> 01:27:23.535
I’m, I mean, I’m happy to, to stay a few minutes, Karen,
2190
01:27:23.535 –> 01:27:25.415
if you’ve got time to hang out, but
2191
01:27:26.005 –> 01:27:30.675
Does anyone have a question? I think we’re good.
2192
01:27:31.375 –> 01:27:33.075
Not so much a question. Just a, a state.
2193
01:27:33.085 –> 01:27:36.155
Thank you again, Kara. I, I, um, so I’m in the position
2194
01:27:36.155 –> 01:27:38.835
where I, I’m primarily keynoting, that’s sort of my thing,
2195
01:27:38.835 –> 01:27:40.475
and I’m very clear that I don’t wanna do
2196
01:27:40.475 –> 01:27:41.755
more than a couple a month.
2197
01:27:41.895 –> 01:27:44.315
And, you know, and thankfully I’ve got my fees up to
2198
01:27:44.315 –> 01:27:45.915
where it, it makes this palatable.
2199
01:27:46.535 –> 01:27:50.035
So I’m using an, I use an agency that has a VA within it,
2200
01:27:50.135 –> 01:27:52.515
and I really love him, will, he’s based in California,
2201
01:27:52.615 –> 01:27:53.755
so it’s not cheap, right?
2202
01:27:53.935 –> 01:27:57.475
So I, I appreciate the goals because I, I want to get clear.
2203
01:27:57.535 –> 01:27:59.835
I’d said, you know, I don’t wanna spend more than $1,200 a
2204
01:27:59.835 –> 01:28:00.875
month on tasks.
2205
01:28:01.055 –> 01:28:02.275
And so, you know,
2206
01:28:02.275 –> 01:28:03.715
and he’s good at, like, we’re using
2207
01:28:04.095 –> 01:28:05.315
Sam Richter’s Intel engine.
2208
01:28:05.415 –> 01:28:07.035
I’m pushing for him to do more revenue
2209
01:28:07.125 –> 01:28:08.795
generating type of stuff, right?
2210
01:28:08.795 –> 01:28:10.995
Like outreach to association conferences.
2211
01:28:11.135 –> 01:28:14.595
So this has inspired me just to think, how can I maximize,
2212
01:28:15.175 –> 01:28:17.275
you know, that that time I have with him,
2213
01:28:17.275 –> 01:28:18.915
because it’s not cheap, you know?
2214
01:28:18.915 –> 01:28:20.355
Um, it’s much more expensive than the
2215
01:28:20.355 –> 01:28:21.555
Philippines in some of those places.
2216
01:28:21.775 –> 01:28:23.675
So, yeah. So thank you for that. Yeah,
2217
01:28:25.165 –> 01:28:26.165
Absolutely. That’s great. I’m,
2218
01:28:26.165 –> 01:28:27.125
I’m glad to hear that.
2219
01:28:27.285 –> 01:28:31.565
I think, uh, yeah, I, I will say like, there’s a lot
2220
01:28:31.565 –> 01:28:33.765
of agencies that will allow you to use the tool still,
2221
01:28:33.765 –> 01:28:34.845
like Asana or something, right?
2222
01:28:34.905 –> 01:28:37.445
And so, even within those relationships, like oftentimes
2223
01:28:38.325 –> 01:28:40.205
encouraging better visibility
2224
01:28:40.205 –> 01:28:41.725
because it’s gonna, you know, I have a task
2225
01:28:41.725 –> 01:28:42.885
for myself every week, go in
2226
01:28:42.885 –> 01:28:44.205
and look at what everybody’s working on so
2227
01:28:44.205 –> 01:28:46.205
that I can make sure that I’m signing off on priorities
2228
01:28:46.205 –> 01:28:48.685
or catching it if I’m going, oh, wow, no, push that back.
2229
01:28:48.685 –> 01:28:49.685
And that’s not, you know, we’re not doing
2230
01:28:49.685 –> 01:28:50.645
that for another month or whatever.
2231
01:28:50.745 –> 01:28:54.205
So, um, so I do think the more you can be thoughtful about
2232
01:28:54.205 –> 01:28:57.005
how do I sort of capitalize on this relationship
2233
01:28:57.005 –> 01:28:58.885
for the long term, while you’ve got a great person in there,
2234
01:28:59.025 –> 01:29:01.445
how do I start to be thinking about documenting what’s being
2235
01:29:01.445 –> 01:29:03.005
done, having better visibility for me,
2236
01:29:03.005 –> 01:29:05.325
having better expectations and alignment for both of you?
2237
01:29:05.525 –> 01:29:08.485
I mean, I think those things can happen now with, you know,
2238
01:29:08.485 –> 01:29:10.725
even, even not even working with an agency.
2239
01:29:10.805 –> 01:29:12.685
I think those things are important. It’s great.
2240
01:29:13.485 –> 01:29:15.705
Thank you. Yeah. Thanks for being here.
2241
01:29:18.095 –> 01:29:20.945
Okay. Okay. All right. Well, thank you, Kara.
2242
01:29:21.315 –> 01:29:23.945
Thank you again. Thank you. Thank you. This was wonderful.
2243
01:29:24.445 –> 01:29:29.105
Bye everybody. Everyone byebye. Bye everybody. Bye-bye.
2244
01:29:29.135 –> 01:29:30.465
Here to go. Bye-bye. Bye girl.
