Time Is the Real Product: Business Coaching & Systems with Dan Kreis | Ep 34

Hey guys, Sam McVey here, host of the Hey guys, Sam McVey here, host of the Killer Growth Podcast. And today I have Killer Growth Podcast. And today I have Killer Growth Podcast. And today I have Dan Chry, uh, founder and owner of Dan Chry, uh, founder and owner of Dan Chry, uh, founder and owner of Circle Group Consulting. Circle Group Consulting. Circle Group Consulting. » Circle Consulting. » Circle Consulting. » Circle Consulting. » Circle Consulting Group. Can we just add » Circle Consulting Group. Can we just add » Circle Consulting Group. Can we just add that please? that please? that please? » Circleing. » Circleing. » Circleing. » Okay. Because it's just you. » Okay. Because it's just you. » Okay. Because it's just you. » It's just me. » It's just me. » It's just me. » Yeah. Well, I apologize. » Yeah. Well, I apologize. » Yeah. Well, I apologize. » Great start. And this is like my only » Great start. And this is like my only » Great start. And this is like my only job on the podcast is just to nail the job on the podcast is just to nail the job on the podcast is just to nail the intro and then I just get done. intro and then I just get done. intro and then I just get done. » You're like, I got to get on the road. » You're like, I got to get on the road. » You're like, I got to get on the road. Let's go, Sam. Let's go, Sam. Let's go, Sam. » We got people watching this thing. Yeah, » We got people watching this thing. Yeah, » We got people watching this thing. Yeah, come on now. come on now. come on now. » We'll get it together. D Yeah, buckle » We'll get it together. D Yeah, buckle » We'll get it together. D Yeah, buckle up. Buckle up. up. Buckle up. up. Buckle up. » All right. Uh, have you uh seen any » All right. Uh, have you uh seen any » All right. Uh, have you uh seen any clips from the podcast or any episodes? clips from the podcast or any episodes? clips from the podcast or any episodes? » Saw a few episodes. It's been good. » Saw a few episodes. It's been good. » Saw a few episodes. It's been good. » Good. Uh, so you know how we start. It's » Good. Uh, so you know how we start. It's » Good. Uh, so you know how we start. It's an easy soft serve, but I just love to an easy soft serve, but I just love to an easy soft serve, but I just love to hear your story of what brought you to hear your story of what brought you to hear your story of what brought you to Circle Consulting and we'll have a Circle Consulting and we'll have a Circle Consulting and we'll have a conversation. conversation. conversation. » So, how far back should » So, how far back should » So, how far back should » I I like I like the uh I like the » I I like I like the uh I like the » I I like I like the uh I like the college age kind of like what am I doing college age kind of like what am I doing college age kind of like what am I doing with my life? And then I found myself with my life? And then I found myself with my life? And then I found myself here and now I'm here. here and now I'm here. here and now I'm here. » Okay. » Okay. » Okay. » Yeah. » Yeah. » Yeah. » Yeah. College. That's that's a whole » Yeah. College. That's that's a whole » Yeah. College. That's that's a whole long ways back, but we can do that. long ways back, but we can do that. long ways back, but we can do that. » How old are you, Dan? » How old are you, Dan? » How old are you, Dan? » I'll I'll be 70 in November. » I'll I'll be 70 in November. » I'll I'll be 70 in November. » That's crazy. And you're busy. I hope » That's crazy. And you're busy. I hope » That's crazy. And you're busy. I hope I'm as active as you when I'm 70. I'm as active as you when I'm 70. I'm as active as you when I'm 70. » Yeah. Yeah. Um but yeah, in college, um » Yeah. Yeah. Um but yeah, in college, um » Yeah. Yeah. Um but yeah, in college, um I I I went to school in northeastern Colorado went to school in northeastern Colorado went to school in northeastern Colorado high school. Um it was a small town high school. Um it was a small town high school. Um it was a small town called Marino, which is just outside of called Marino, which is just outside of called Marino, which is just outside of Sterling, which is just outside of Sterling, which is just outside of Sterling, which is just outside of nowhere. nowhere. nowhere. » And » And » And and it's hard to find nowhere. I lived and it's hard to find nowhere. I lived and it's hard to find nowhere. I lived in a town that's smaller than Marino in a town that's smaller than Marino in a town that's smaller than Marino called Willard that had a stop sign. called Willard that had a stop sign. called Willard that had a stop sign. » Oh, one they had one stop sign. » Oh, one they had one stop sign. » Oh, one they had one stop sign. » But I was outside of the town in a » But I was outside of the town in a » But I was outside of the town in a farmhouse. farmhouse. farmhouse. » Okay. » Okay. » Okay. » That was about 3 miles out of town of » That was about 3 miles out of town of » That was about 3 miles out of town of Willard. Willard. Willard. » Yeah. » Yeah. » Yeah. » Now, there's a story about Willard. » Have you ever heard about Willard back » Have you ever heard about Willard back in the day? Mm- in the day? Mm- in the day? Mm- » Willard was actually a show a movie » Willard was actually a show a movie » Willard was actually a show a movie about a rat. about a rat. about a rat. » Did it cook? Was it a chef? » Did it cook? Was it a chef? » Did it cook? Was it a chef? » I It was It was It was a scary movie. » I It was It was It was a scary movie. » I It was It was It was a scary movie. » Oh, » Oh, » Oh, » and so » and so » and so » that was that was one of those things. » that was that was one of those things. » that was that was one of those things. » So anyway, » So anyway, » So anyway, » anyway, go check it out, everybody. » anyway, go check it out, everybody. » anyway, go check it out, everybody. » We're moving on. So So I um » We're moving on. So So I um » We're moving on. So So I um I was in high school. Um, my my uh high I was in high school. Um, my my uh high I was in high school. Um, my my uh high school uh English teacher school uh English teacher school uh English teacher uh encouraged me uh in my ability to uh encouraged me uh in my ability to uh encouraged me uh in my ability to read and write and um was a very read and write and um was a very read and write and um was a very positive influence in my life because positive influence in my life because positive influence in my life because reading and writing wasn't my best reading and writing wasn't my best reading and writing wasn't my best thing. But I ended up being encouraged thing. But I ended up being encouraged thing. But I ended up being encouraged by her a lot. I ended up trying to to by her a lot. I ended up trying to to by her a lot. I ended up trying to to learn more about how to read and write learn more about how to read and write learn more about how to read and write as a sophomore, junior, high school as a sophomore, junior, high school as a sophomore, junior, high school senior. Um, and that was a a rough time senior. Um, and that was a a rough time senior. Um, and that was a a rough time in my life. in my life. in my life. » Um, I had ambition » Um, I had ambition » Um, I had ambition and I wanted to to be an engineer. and I wanted to to be an engineer. and I wanted to to be an engineer. Well, first of all, I wanted to be a Well, first of all, I wanted to be a Well, first of all, I wanted to be a Bible teacher Bible teacher Bible teacher and then an engineer. I tried Bible and then an engineer. I tried Bible and then an engineer. I tried Bible teaching and I got to college at John teaching and I got to college at John teaching and I got to college at John Brown University. Oh wow. Brown University. Oh wow. Brown University. Oh wow. » And I go to John Brown University as » And I go to John Brown University as » And I go to John Brown University as trying to be a Bible teacher and they trying to be a Bible teacher and they trying to be a Bible teacher and they said you have to read and I'm going oh said you have to read and I'm going oh said you have to read and I'm going oh maybe I need to change my thing. I like maybe I need to change my thing. I like maybe I need to change my thing. I like math. math. math. » Yeah. » Yeah. » Yeah. » I'll be an engineer. » I'll be an engineer. » I'll be an engineer. » Yeah. Going to be a Bible teacher. » Yeah. Going to be a Bible teacher. » Yeah. Going to be a Bible teacher. That's a big book, Dan. That's That's a big book, Dan. That's That's a big book, Dan. That's the Bible, but it's it's a big one. the Bible, but it's it's a big one. the Bible, but it's it's a big one. » It's a really big book. And I thought, » It's a really big book. And I thought, » It's a really big book. And I thought, you know, there's a whole lot more to you know, there's a whole lot more to you know, there's a whole lot more to read there. So I think I'll go to read there. So I think I'll go to read there. So I think I'll go to engineering. But then they did another engineering. But then they did another engineering. But then they did another trick on me on me. They said I had to be trick on me on me. They said I had to be trick on me on me. They said I had to be able to do algebra. able to do algebra. able to do algebra. » Yeah. » Yeah. » Yeah. » And that didn't work. » And that didn't work. » And that didn't work. » Gota somewhat like math to be an » Gota somewhat like math to be an » Gota somewhat like math to be an engineer. engineer. engineer. » So So I put two years into college and » So So I put two years into college and » So So I put two years into college and tried to accomplish all the college and tried to accomplish all the college and tried to accomplish all the college stuff that I needed to do. did my best stuff that I needed to do. did my best stuff that I needed to do. did my best to try to be a good student and to try to be a good student and to try to be a good student and re re re restrict my outward um activities and restrict my outward um activities and restrict my outward um activities and just really buckle down and do this and just really buckle down and do this and just really buckle down and do this college thing. college thing. college thing. » Uh eventually my parents suggested that » Uh eventually my parents suggested that » Uh eventually my parents suggested that I quit college. I quit college. I quit college. » That's how well I was » That's how well I was » That's how well I was » Thanks for believing in me, Mom and Dad. » Thanks for believing in me, Mom and Dad. » Thanks for believing in me, Mom and Dad. » That's how well I was doing in college. » That's how well I was doing in college. » That's how well I was doing in college. » Son, this might not be for you. » Son, this might not be for you. » Son, this might not be for you. So, so they encouraged me to do So, so they encouraged me to do So, so they encouraged me to do that. But before they had I actually that. But before they had I actually that. But before they had I actually ended up dropping out of college, um I ended up dropping out of college, um I ended up dropping out of college, um I decided I was going to teach some decided I was going to teach some decided I was going to teach some college courses. So, I taught welding in college courses. So, I taught welding in college courses. So, I taught welding in college. college. college. » I didn't know that. » I didn't know that. » I didn't know that. » Yeah, » Yeah, » Yeah, » that's crazy. » that's crazy. » that's crazy. » So, I thought that was quite funny that » So, I thought that was quite funny that » So, I thought that was quite funny that the college dropout taught a that the college dropout taught a that the college dropout taught a college class before he left college. college class before he left college. college class before he left college. » That's perfect. » That's perfect. » That's perfect. So, I taught welding and discovered So, I taught welding and discovered So, I taught welding and discovered that was an opportunity for that was an opportunity for that was an opportunity for me. Um, and so I went into airplane me. Um, and so I went into airplane me. Um, and so I went into airplane mechanics. mechanics. mechanics. » Oh. » Oh. » Oh. » And became an AMP mechanic. » And became an AMP mechanic. » And became an AMP mechanic. » Nice. » Nice. » Nice. » Uh went to Jefferson County uh in » Uh went to Jefferson County uh in » Uh went to Jefferson County uh in airport in Colorado. airport in Colorado. airport in Colorado. And uh started doing my course in that. And uh started doing my course in that. And uh started doing my course in that. And in 15 months, 18 months it was I And in 15 months, 18 months it was I And in 15 months, 18 months it was I graduated with my uh AMP license. graduated with my uh AMP license. graduated with my uh AMP license. » Okay. So, I got an AP license and I had » Okay. So, I got an AP license and I had » Okay. So, I got an AP license and I had two choices. I could work airlines, two choices. I could work airlines, two choices. I could work airlines, which means nights, which means nights, which means nights, » or I could work the factory, which means » or I could work the factory, which means » or I could work the factory, which means days. And if I worked airlines, days. And if I worked airlines, days. And if I worked airlines, I wouldn't have a social life. But I I wouldn't have a social life. But I I wouldn't have a social life. But I worked the factory, I could have a worked the factory, I could have a worked the factory, I could have a social life. So, here comes Witchita. social life. So, here comes Witchita. social life. So, here comes Witchita. » Makes sense. So I came to the aircraft » Makes sense. So I came to the aircraft » Makes sense. So I came to the aircraft capital of the world, decided I was capital of the world, decided I was capital of the world, decided I was going to work at Beachcraft. I got a job going to work at Beachcraft. I got a job going to work at Beachcraft. I got a job there working on demonstrator and there working on demonstrator and there working on demonstrator and trainer fleet and um eventually after a trainer fleet and um eventually after a trainer fleet and um eventually after a couple three years there at Beachcraft couple three years there at Beachcraft couple three years there at Beachcraft um discovered that my uh boss was going um discovered that my uh boss was going um discovered that my uh boss was going to be retiring in a position he was in to be retiring in a position he was in to be retiring in a position he was in as my boss. And I'm going, this sounds as my boss. And I'm going, this sounds as my boss. And I'm going, this sounds like a dead end. like a dead end. like a dead end. » I had ambition. I was young and I » I had ambition. I was young and I » I had ambition. I was young and I decided that I needed to do something decided that I needed to do something decided that I needed to do something more. So, I started doing the thing that more. So, I started doing the thing that more. So, I started doing the thing that I didn't think I could do and didn't I didn't think I could do and didn't I didn't think I could do and didn't really necessarily want to do, but I really necessarily want to do, but I really necessarily want to do, but I started grabbing a book started grabbing a book started grabbing a book and I wrote read the book Stronger than and I wrote read the book Stronger than and I wrote read the book Stronger than Steel. Steel. Steel. » Okay. » Okay. » Okay. » And was inspirational to me. But then I » And was inspirational to me. But then I » And was inspirational to me. But then I talked to my boss or to a friend of mine talked to my boss or to a friend of mine talked to my boss or to a friend of mine at church and my friend at church said, at church and my friend at church said, at church and my friend at church said, "Hey, I wonder if you could work for "Hey, I wonder if you could work for "Hey, I wonder if you could work for me." And I said, "Sure." me." And I said, "Sure." me." And I said, "Sure." And he says, "Um, can you run my And he says, "Um, can you run my And he says, "Um, can you run my computers?" And I said, "Sure." computers?" And I said, "Sure." computers?" And I said, "Sure." Don't know what that means, but I'll do Don't know what that means, but I'll do Don't know what that means, but I'll do it. it. it. » Right. » Right. » Right. » I I'll I'll do it. So, I took over his » I I'll I'll do it. So, I took over his » I I'll I'll do it. So, I took over his computer systems, managed his mini computer systems, managed his mini computer systems, managed his mini mainframe. Back then, we had many mainframe. Back then, we had many mainframe. Back then, we had many mainframes. We had people running on mainframes. We had people running on mainframes. We had people running on that machine. Um, and that one was 20 that machine. Um, and that one was 20 that machine. Um, and that one was 20 people, 15 to 20 people running on one people, 15 to 20 people running on one people, 15 to 20 people running on one machine. And we had stacked it full of machine. And we had stacked it full of machine. And we had stacked it full of memory. I mean, one mega memory was memory. I mean, one mega memory was memory. I mean, one mega memory was riding on. riding on. riding on. » That was a lot then. That's crazy. » That was a lot then. That's crazy. » That was a lot then. That's crazy. That's one photo now. That's one photo now. That's one photo now. » Yeah. » Yeah. » Yeah. » Yeah. and uh eventually he sold his » Yeah. and uh eventually he sold his » Yeah. and uh eventually he sold his business and um I the company that business and um I the company that business and um I the company that bought that business decided that uh bought that business decided that uh bought that business decided that uh they didn't need me any longer they didn't need me any longer they didn't need me any longer » and um I took my new wife and my son and » and um I took my new wife and my son and » and um I took my new wife and my son and we moved to Seattle uh in Redmond, we moved to Seattle uh in Redmond, we moved to Seattle uh in Redmond, Washington area and worked for a bad Washington area and worked for a bad Washington area and worked for a bad debt collection agency up there running debt collection agency up there running debt collection agency up there running their computer system which was a big their computer system which was a big their computer system which was a big really big machine. I mean, really big machine. I mean, really big machine. I mean, » we had four megs of memory and one gig » we had four megs of memory and one gig » we had four megs of memory and one gig hard drive that was as big as a chair. hard drive that was as big as a chair. hard drive that was as big as a chair. » Jeez. » Jeez. » Jeez. » And it was huge. And it was incredible. » And it was huge. And it was incredible. » And it was huge. And it was incredible. And it took all my time. And it took all my time. And it took all my time. » Yeah. » Yeah. » Yeah. » To run this machine. And we had 36 users » To run this machine. And we had 36 users » To run this machine. And we had 36 users on that one machine. on that one machine. on that one machine. » Jeez. How is there 36 users on one » Jeez. How is there 36 users on one » Jeez. How is there 36 users on one machine? machine? machine? » So, everybody had a dumb terminal » So, everybody had a dumb terminal » So, everybody had a dumb terminal » and a keyboard. And that machine that » and a keyboard. And that machine that » and a keyboard. And that machine that processed all 36 of them hammering away processed all 36 of them hammering away processed all 36 of them hammering away at that one machine. Talk about at that one machine. Talk about at that one machine. Talk about efficiency and programming. efficiency and programming. efficiency and programming. » Yeah. » Yeah. » Yeah. » That's incredible. You couldn't do that » That's incredible. You couldn't do that » That's incredible. You couldn't do that today. today. today. » That's how inefficient the computer » That's how inefficient the computer » That's how inefficient the computer systems are today. systems are today. systems are today. » Interesting. » Interesting. » Interesting. » Yeah. » Yeah. » Yeah. » Huh. » Huh. » Huh. » It's it's a crazy world. The hardware » It's it's a crazy world. The hardware » It's it's a crazy world. The hardware world just changed. world just changed. world just changed. » Yeah. Changed dramatically. » Yeah. Changed dramatically. » Yeah. Changed dramatically. » Thank you, Steve Jobs. » Thank you, Steve Jobs. » Thank you, Steve Jobs. » Yeah. » Yeah. » Yeah. So, so yeah, in fact, we were right So, so yeah, in fact, we were right So, so yeah, in fact, we were right outside of Microsoft World at the time. outside of Microsoft World at the time. outside of Microsoft World at the time. Um, so we wow, we we spent a lot I spent Um, so we wow, we we spent a lot I spent Um, so we wow, we we spent a lot I spent a lot of time driving past Microsoft a lot of time driving past Microsoft a lot of time driving past Microsoft World. So, so anyway, we uh ended up the World. So, so anyway, we uh ended up the World. So, so anyway, we uh ended up the son bosses brought in his son and his son bosses brought in his son and his son bosses brought in his son and his son came over took over the company and son came over took over the company and son came over took over the company and his son and I didn't get along. I could his son and I didn't get along. I could his son and I didn't get along. I could see the writing on the wall and a see the writing on the wall and a see the writing on the wall and a friend of mine says why don't you buy a friend of mine says why don't you buy a friend of mine says why don't you buy a business and I that's crazy idea would be fun. and I that's crazy idea would be fun. and I that's crazy idea would be fun. » Yeah. » Yeah. » Yeah. » New challenge accepted. » New challenge accepted. » New challenge accepted. » It'd be fun. So I eventually figured out » It'd be fun. So I eventually figured out » It'd be fun. So I eventually figured out that I could buy a business and uh move that I could buy a business and uh move that I could buy a business and uh move my family from Seattle to Witchah again my family from Seattle to Witchah again my family from Seattle to Witchah again and bought a Servicem franchise. and bought a Servicem franchise. and bought a Servicem franchise. » What year was this? » What year was this? » What year was this? » Uh 1990. » Uh 1990. » Uh 1990. » Okay. I was born. » Okay. I was born. » Okay. I was born. » Oh, » Oh, » Oh, » that's when I came into the world. What » that's when I came into the world. What » that's when I came into the world. What month do you remember the month? What month do you remember the month? What month do you remember the month? » Um, » April, April, May. » April, April, May. » I was I was born May of 90. So, » I was I was born May of 90. So, » I was I was born May of 90. So, » yeah. So, I mean, my business were born » yeah. So, I mean, my business were born » yeah. So, I mean, my business were born at the same time. at the same time. at the same time. » I know. There's something about that. » I know. There's something about that. » I know. There's something about that. The star the stars that Tyler, stop. The star the stars that Tyler, stop. The star the stars that Tyler, stop. There's There's something to break down There's There's something to break down There's There's something to break down here. Okay. here. Okay. here. Okay. There is a God. All right. This is There is a God. All right. This is There is a God. All right. This is divine. divine. divine. So, yeah. So, I actually started my So, yeah. So, I actually started my So, yeah. So, I actually started my business in 1990 and uh I did it with my business in 1990 and uh I did it with my business in 1990 and uh I did it with my wife doing the bookkeeping and behind wife doing the bookkeeping and behind wife doing the bookkeeping and behind the scenes stuff and I did walking the scenes stuff and I did walking the scenes stuff and I did walking neighborhoods and knocking on doors and neighborhoods and knocking on doors and neighborhoods and knocking on doors and saying, "Let me clean your carpet." saying, "Let me clean your carpet." saying, "Let me clean your carpet." » So, you just had a carpet cleaning van. » So, you just had a carpet cleaning van. » So, you just had a carpet cleaning van. Is that how it all started? Is that how it all started? Is that how it all started? » I bought an old Sears van. » I bought an old Sears van. » I bought an old Sears van. » Okay. » Okay. » Okay. » An old Sears van. and put all the stuff » An old Sears van. and put all the stuff » An old Sears van. and put all the stuff that they gave me in that van and walked that they gave me in that van and walked that they gave me in that van and walked to neighborhoods and knocked on doors to neighborhoods and knocked on doors to neighborhoods and knocked on doors and said, "Can I clean your carpet?" and said, "Can I clean your carpet?" and said, "Can I clean your carpet?" » Wow. » Wow. » Wow. » And that's how I got started. » And that's how I got started. » And that's how I got started. » And they didn't come out with shotguns. » And they didn't come out with shotguns. » And they didn't come out with shotguns. Nowadays, you do that. And all kinds of Nowadays, you do that. And all kinds of Nowadays, you do that. And all kinds of things on the wall that I claimed I things on the wall that I claimed I things on the wall that I claimed I couldn't read. couldn't read. couldn't read. » Well, you know, we've already » Well, you know, we've already » Well, you know, we've already established reading was established reading was established reading was » I just went ahead and knocked on the » I just went ahead and knocked on the » I just went ahead and knocked on the door anyway. So, I knocked on the door and there So, I knocked on the door and there we go. I started getting it. I owned we go. I started getting it. I owned we go. I started getting it. I owned ended up owning some neighborhoods on ended up owning some neighborhoods on ended up owning some neighborhoods on the west side of town and doing some the west side of town and doing some the west side of town and doing some work and some of them said, "Well, work and some of them said, "Well, work and some of them said, "Well, you don't have this fancy machine you don't have this fancy machine you don't have this fancy machine that fits in the back of the truck and that fits in the back of the truck and that fits in the back of the truck and they run hoses in the house. You have they run hoses in the house. You have they run hoses in the house. You have this portable thing to bring in the this portable thing to bring in the this portable thing to bring in the house." And I said, "Yeah, that machine house." And I said, "Yeah, that machine house." And I said, "Yeah, that machine doesn't clean your carpet. I do." doesn't clean your carpet. I do." doesn't clean your carpet. I do." » So, it's the guy who knows how to do it. » So, it's the guy who knows how to do it. » So, it's the guy who knows how to do it. » Yeah. So, you had a portable or a truck » Yeah. So, you had a portable or a truck » Yeah. So, you had a portable or a truck mount system? mount system? mount system? » Portable. » Portable. » Portable. » Portable then. Okay. Portable. » Portable then. Okay. Portable. » Portable then. Okay. Portable. » It's a lot of work. Yeah. » It's a lot of work. Yeah. » It's a lot of work. Yeah. » Yeah. » Yeah. » Yeah. » So, I started doing that and eventually » So, I started doing that and eventually » So, I started doing that and eventually got enough clients that I decided I was got enough clients that I decided I was got enough clients that I decided I was going to hire somebody to to do more of going to hire somebody to to do more of going to hire somebody to to do more of the work and I decided to try to build a the work and I decided to try to build a the work and I decided to try to build a business. business. business. » When did Servicemaster become a » When did Servicemaster become a » When did Servicemaster become a franchise? franchise? franchise? » 1950s. » 1950s. » 1950s. » Oh, wow. » Oh, wow. » Oh, wow. » There were 5,000 franchises when I » There were 5,000 franchises when I » There were 5,000 franchises when I started my business. They were started my business. They were started my business. They were worldwide. worldwide. worldwide. And and when service master started the And and when service master started the And and when service master started the business they started with a core value. business they started with a core value. business they started with a core value. Core values are really part big part of Core values are really part big part of Core values are really part big part of or organizations. Can you imagine or organizations. Can you imagine or organizations. Can you imagine setting core values in place that will setting core values in place that will setting core values in place that will last for 50 years plus last for 50 years plus last for 50 years plus that will actually influence the world that will actually influence the world that will actually influence the world and in fact to the point where they and in fact to the point where they and in fact to the point where they actually resist the venture capitalists actually resist the venture capitalists actually resist the venture capitalists who per took the company and tried to who per took the company and tried to who per took the company and tried to change the core values. change the core values. change the core values. » Yeah. and the franchise system resisted » Yeah. and the franchise system resisted » Yeah. and the franchise system resisted and said, "No, you won't." and said, "No, you won't." and said, "No, you won't." » I feel like, you know, if my core values » I feel like, you know, if my core values » I feel like, you know, if my core values make it a year, I'm I'm pretty thrilled. make it a year, I'm I'm pretty thrilled. make it a year, I'm I'm pretty thrilled. You know, there's a lot of It's kind of You know, there's a lot of It's kind of You know, there's a lot of It's kind of a sinking ship sometimes. Find some a sinking ship sometimes. Find some a sinking ship sometimes. Find some holes in my core values pretty quickly. holes in my core values pretty quickly. holes in my core values pretty quickly. » Yeah. So, it's very interesting. » Yeah. So, it's very interesting. » Yeah. So, it's very interesting. Interesting how that works. So, the four Interesting how that works. So, the four Interesting how that works. So, the four corporate objectives of the core values corporate objectives of the core values corporate objectives of the core values of the service master business of the service master business of the service master business I remember today. I remember today. I remember today. » Okay. Number one is honor God. Number » Okay. Number one is honor God. Number » Okay. Number one is honor God. Number two is pursue excellence. Number three two is pursue excellence. Number three two is pursue excellence. Number three is to help people grow and develop. And is to help people grow and develop. And is to help people grow and develop. And number four is to grow profitably. number four is to grow profitably. number four is to grow profitably. » 50 years. » 50 years. » 50 years. » That's crazy. » That's crazy. » That's crazy. » Still that today. » Still that today. » Still that today. » It's been changed eventually. They beat » It's been changed eventually. They beat » It's been changed eventually. They beat up the franchises up the franchises up the franchises » because they're publicly traded now, » because they're publicly traded now, » because they're publicly traded now, right? right? right? » They took they actually venture capital » They took they actually venture capital » They took they actually venture capital took it off of public trading. took it off of public trading. took it off of public trading. » Oh, I didn't know that. » Oh, I didn't know that. » Oh, I didn't know that. » Moved it to private and now it's back. » Moved it to private and now it's back. » Moved it to private and now it's back. Okay, now it's back public again. Okay, now it's back public again. Okay, now it's back public again. » Yes. » Yes. » Yes. » Wow. » Wow. » Wow. » Yeah. » Yeah. » Yeah. » Crazy. » Crazy. » Crazy. » So, » So, » So, » I wonder how many locations there are » I wonder how many locations there are » I wonder how many locations there are now. now. now. » I don't know. » I don't know. » I don't know. » It's got to be so many. It's been a lot. » It's got to be so many. It's been a lot. » It's got to be so many. It's been a lot. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Okay. So, you start that hire your first » Okay. So, you start that hire your first » Okay. So, you start that hire your first employee. employee. employee. » Fire my hire my first employees. ended » Fire my hire my first employees. ended » Fire my hire my first employees. ended up hiring and firing going up to 30 up hiring and firing going up to 30 up hiring and firing going up to 30 employees at eventually one time because employees at eventually one time because employees at eventually one time because I was doing janitorial and commercial I was doing janitorial and commercial I was doing janitorial and commercial and I was doing uh disaster work and I was doing uh disaster work and I was doing uh disaster work and did all that and of one of the franchise did all that and of one of the franchise did all that and of one of the franchise um distributor representatives came up um distributor representatives came up um distributor representatives came up to me and he said, "Did you hear of to me and he said, "Did you hear of to me and he said, "Did you hear of Michael Gerber?" Michael Gerber?" Michael Gerber?" Now, Michael Gerber was actually go Now, Michael Gerber was actually go Now, Michael Gerber was actually go invited to make a speech at invited to make a speech at invited to make a speech at Servicemaster and he did written this book called the and he did written this book called the and he did written this book called the E-Myth E-Myth E-Myth » and he says that entrepreneurs don't » and he says that entrepreneurs don't » and he says that entrepreneurs don't start businesses. start businesses. start businesses. They are just They are just They are just struck with an entrepreneurial seizure. struck with an entrepreneurial seizure. struck with an entrepreneurial seizure. It's just a seizure. It's just a seizure. It's just a seizure. » Unfortunately, relate to that. » Unfortunately, relate to that. » Unfortunately, relate to that. » Sucks the life out of the person who » Sucks the life out of the person who » Sucks the life out of the person who thought they were an entrepreneur and thought they were an entrepreneur and thought they were an entrepreneur and really weren't. Yeah. really weren't. Yeah. really weren't. Yeah. » And he goes into this whole story in in » And he goes into this whole story in in » And he goes into this whole story in in Michael Gerber's story. The the beauty Michael Gerber's story. The the beauty Michael Gerber's story. The the beauty of that was is they had cassette tapes of that was is they had cassette tapes of that was is they had cassette tapes that I could listen to that I could listen to that I could listen to » that actually helped me get the picture. » that actually helped me get the picture. » that actually helped me get the picture. And I'm going, I understand what he's And I'm going, I understand what he's And I'm going, I understand what he's talking about. I have lived it for 15 talking about. I have lived it for 15 talking about. I have lived it for 15 plus years. I need to change. plus years. I need to change. plus years. I need to change. » And that's where a major change in who I » And that's where a major change in who I » And that's where a major change in who I was and what I did made a difference. was and what I did made a difference. was and what I did made a difference. » Sorry. Could you scoot a little closer? » Sorry. Could you scoot a little closer? » Sorry. Could you scoot a little closer? There you go. There you go. There you go. » Thank you. » Thank you. » Thank you. » Testing out our new system. Dan's only » Testing out our new system. Dan's only » Testing out our new system. Dan's only our second episode on our new layout. our second episode on our new layout. our second episode on our new layout. Uh, drop in the comments if you Uh, drop in the comments if you Uh, drop in the comments if you like our new layout or if you want us to like our new layout or if you want us to like our new layout or if you want us to go back to the other one. go back to the other one. go back to the other one. » All right. » All right. » All right. » That was our commercial break. Back to » That was our commercial break. Back to » That was our commercial break. Back to you, Dan. » All right. » All right. » So, it transformed your thinking. So, » So, it transformed your thinking. So, » So, it transformed your thinking. So, did this transform your service master did this transform your service master did this transform your service master business? It did because I ended up business? It did because I ended up business? It did because I ended up buying and selling fair amount of buying and selling fair amount of buying and selling fair amount of franchise opportunities and uh bringing franchise opportunities and uh bringing franchise opportunities and uh bringing on partners, partners leaving. I've gone on partners, partners leaving. I've gone on partners, partners leaving. I've gone through all that process and there's through all that process and there's through all that process and there's a whole lot of stories behind all that a whole lot of stories behind all that a whole lot of stories behind all that stuff. um ended up even buying a stuff. um ended up even buying a stuff. um ended up even buying a franchise here in town in El Dredo and franchise here in town in El Dredo and franchise here in town in El Dredo and um so yeah there's a whole lot of um so yeah there's a whole lot of um so yeah there's a whole lot of stories behind it but eventually what I stories behind it but eventually what I stories behind it but eventually what I ended up discovering is I needed to ended up discovering is I needed to ended up discovering is I needed to build systems and processes procedures build systems and processes procedures build systems and processes procedures into my business that would actually into my business that would actually into my business that would actually make the business function without me. make the business function without me. make the business function without me. » Yeah. because I was actually living with » Yeah. because I was actually living with » Yeah. because I was actually living with my pager on my nightstand 247 365 for 15 my pager on my nightstand 247 365 for 15 my pager on my nightstand 247 365 for 15 years. years. years. » A pager? » A pager? » A pager? » A pager. » A pager. » A pager. » Yeah. » Yeah. » Yeah. » And I'm at a New Year's Eve party and I » And I'm at a New Year's Eve party and I » And I'm at a New Year's Eve party and I get this call and Tippen's restaurant is get this call and Tippen's restaurant is get this call and Tippen's restaurant is running water out the front door and running water out the front door and running water out the front door and it's freezing into an ice slick. And I it's freezing into an ice slick. And I it's freezing into an ice slick. And I go, everything stops. Whether it's go, everything stops. Whether it's go, everything stops. Whether it's Christmas or whatever, everything stops Christmas or whatever, everything stops Christmas or whatever, everything stops and I go do work. and I go do work. and I go do work. That was not where I wanted to live. That was not where I wanted to live. That was not where I wanted to live. » Yeah. » Yeah. » Yeah. » And so I ended up building a business » And so I ended up building a business » And so I ended up building a business that knew how to do that work without that knew how to do that work without that knew how to do that work without requiring me to do it all. requiring me to do it all. requiring me to do it all. » Isn't that kind of the premise of it? » Isn't that kind of the premise of it? » Isn't that kind of the premise of it? Wasn't is ETH the book I'm thinking of Wasn't is ETH the book I'm thinking of Wasn't is ETH the book I'm thinking of where he's like, I'm on a beach and my where he's like, I'm on a beach and my where he's like, I'm on a beach and my business is running and I'm on a beach. business is running and I'm on a beach. business is running and I'm on a beach. Is that part of his story as well? Is that part of his story as well? Is that part of his story as well? » That's sort of part of his story towards » That's sort of part of his story towards » That's sort of part of his story towards the end. Yeah. He he actually in the end. Yeah. He he actually in the end. Yeah. He he actually in the years that I was doing business in the years that I was doing business in the years that I was doing business in the service master world, he was actually service master world, he was actually service master world, he was actually there um going through bankruptcy. there um going through bankruptcy. there um going through bankruptcy. » Wow. » Wow. » Wow. » After he'd written his book. » After he'd written his book. » After he'd written his book. » Crazy. » Crazy. » Crazy. » And in and in one of his later books, he » And in and in one of his later books, he » And in and in one of his later books, he explained what had happened. explained what had happened. explained what had happened. » Was that the revisit? I think it was » Was that the revisit? I think it was » Was that the revisit? I think it was E-Myth Revisited. E-Myth Revisited. E-Myth Revisited. » Yeah. » Yeah. » Yeah. » Is the one I read. Yeah. Okay. » Is the one I read. Yeah. Okay. » Is the one I read. Yeah. Okay. » And talks about his bankruptcy. » And talks about his bankruptcy. » And talks about his bankruptcy. » Yeah. So, um, very interesting. He » Yeah. So, um, very interesting. He » Yeah. So, um, very interesting. He shares it all and I lived it all. shares it all and I lived it all. shares it all and I lived it all. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » And and they go, "This doesn't have » And and they go, "This doesn't have » And and they go, "This doesn't have to happen." to happen." to happen." » Yeah. » Yeah. » Yeah. What if what if we actually had some way What if what if we actually had some way What if what if we actually had some way that a business owner could get beyond that a business owner could get beyond that a business owner could get beyond the hard knocks and the false beliefs the hard knocks and the false beliefs the hard knocks and the false beliefs and the wrong understandings and the wrong understandings and the wrong understandings and the things that lies that we and the things that lies that we and the things that lies that we believe? What if we could get beyond believe? What if we could get beyond believe? What if we could get beyond that? that? that? Wouldn't that be different? Wouldn't that be different? Wouldn't that be different? So that's what's inspired me to do my So that's what's inspired me to do my So that's what's inspired me to do my coaching. coaching. coaching. » Yeah. » Yeah. » Yeah. » But before I did coaching, I did » But before I did coaching, I did » But before I did coaching, I did consulting. consulting. consulting. And and when I did the consulting, I did And and when I did the consulting, I did And and when I did the consulting, I did the uh travel around the country. I had the uh travel around the country. I had the uh travel around the country. I had clients in Florida. I had clients in clients in Florida. I had clients in clients in Florida. I had clients in Hawaii. I had clients in Canada. I had Hawaii. I had clients in Canada. I had Hawaii. I had clients in Canada. I had clients all over the state that I clients all over the state that I clients all over the state that I was actually helping the software was actually helping the software was actually helping the software company figure out how they could company figure out how they could company figure out how they could implement their software into different implement their software into different implement their software into different businesses opportunities. businesses opportunities. businesses opportunities. » What was that company called? » What was that company called? » What was that company called? » That was called Chronicle. » That was called Chronicle. » That was called Chronicle. » Oh, that's right. Yeah. » Oh, that's right. Yeah. » Oh, that's right. Yeah. » So, » So, » So, » yeah. So that company still » yeah. So that company still » yeah. So that company still does exist. does exist. does exist. » Yeah. » Yeah. » Yeah. » Uh much smaller than they happen to be » Uh much smaller than they happen to be » Uh much smaller than they happen to be at the time. But but I uh discovered at the time. But but I uh discovered at the time. But but I uh discovered that was a way to introduce systems that was a way to introduce systems that was a way to introduce systems into the business because there were a into the business because there were a into the business because there were a lot of good systems that I could lot of good systems that I could lot of good systems that I could implement through Chronicle when I implement through Chronicle when I implement through Chronicle when I implemented it in my business. implemented it in my business. implemented it in my business. » So I thought that's great. That's » So I thought that's great. That's » So I thought that's great. That's awesome. awesome. awesome. » So you had sold the service master. » So you had sold the service master. » So you had sold the service master. I actually did the consulting I actually did the consulting I actually did the consulting » while you had » while you had » while you had » while I had my service master business » while I had my service master business » while I had my service master business because I had built into the systems and because I had built into the systems and because I had built into the systems and it was running. I'd hired a general it was running. I'd hired a general it was running. I'd hired a general manager. I'd hired a whole team to to manager. I'd hired a whole team to to manager. I'd hired a whole team to to run the business and um it was working run the business and um it was working run the business and um it was working fairly well. Um I my goal was to have it fairly well. Um I my goal was to have it fairly well. Um I my goal was to have it work well enough that somebody could buy work well enough that somebody could buy work well enough that somebody could buy my business and sit in my chair and just my business and sit in my chair and just my business and sit in my chair and just have it happen without me. have it happen without me. have it happen without me. » Yeah. They just walk in and take off. » Yeah. They just walk in and take off. » Yeah. They just walk in and take off. » It's a good goal. » It's a good goal. » It's a good goal. » I did it. » I did it. » I did it. » Yeah. Good job. » Yeah. Good job. » Yeah. Good job. » And and the guy that bought it from me » And and the guy that bought it from me » And and the guy that bought it from me still is doing it today. Did a great still is doing it today. Did a great still is doing it today. Did a great job. He's still working hard, being very job. He's still working hard, being very job. He's still working hard, being very successful in what he's doing. So, it's successful in what he's doing. So, it's successful in what he's doing. So, it's it's fun to see. it's fun to see. it's fun to see. » That's awesome. » That's awesome. » That's awesome. » It's fun to see. So, so anyway, I I also » It's fun to see. So, so anyway, I I also » It's fun to see. So, so anyway, I I also discovered something when I was doing discovered something when I was doing discovered something when I was doing the consulting. One of the things I the consulting. One of the things I the consulting. One of the things I discovered was that if you want to find discovered was that if you want to find discovered was that if you want to find the pain in the business, just add the pain in the business, just add the pain in the business, just add software. software. software. » Interesting. » Interesting. » Interesting. » Just add some software and we can find » Just add some software and we can find » Just add some software and we can find pain all over. And and uh I'm sitting pain all over. And and uh I'm sitting pain all over. And and uh I'm sitting there working with a client and um and there working with a client and um and there working with a client and um and talking to him in his office and his talking to him in his office and his talking to him in his office and his wife comes in wife comes in wife comes in and is screaming. and is screaming. and is screaming. He It is fire. It's total fire. I said, He It is fire. It's total fire. I said, He It is fire. It's total fire. I said, "I think I better leave." And he goes, "I think I better leave." And he goes, "I think I better leave." And he goes, "No, you're not going anywhere. "No, you're not going anywhere. "No, you're not going anywhere. » We need a mediator." » We need a mediator." » We need a mediator." And I'm going, "Oh, shoot. And I'm going, "Oh, shoot. And I'm going, "Oh, shoot. I I need to step into this." I I need to step into this." I I need to step into this." And I did. Um, and it was it was an And I did. Um, and it was it was an And I did. Um, and it was it was an interesting process interesting process interesting process » for me to step into. I I uh learned a » for me to step into. I I uh learned a » for me to step into. I I uh learned a lot. I grew a lot through that. and lot. I grew a lot through that. and lot. I grew a lot through that. and I go, there's a there's a hope I go, there's a there's a hope I go, there's a there's a hope » for business owners » for business owners » for business owners that are really struggling with their that are really struggling with their that are really struggling with their business that they can get out of it. business that they can get out of it. business that they can get out of it. They can get out of this rat race. They can get out of this rat race. They can get out of this rat race. They can get out of this insane boss. I mean, can get out of this insane boss. I mean, can get out of this insane boss. I mean, have you heard of any sane insane have you heard of any sane insane have you heard of any sane insane bosses? bosses? bosses? » Yeah, there's some incredibly insane » Yeah, there's some incredibly insane » Yeah, there's some incredibly insane bosses out there. bosses out there. bosses out there. There's a story uh John Akoff writes There's a story uh John Akoff writes There's a story uh John Akoff writes about and he tells about his insane about and he tells about his insane about and he tells about his insane boss. Have you ever heard of that one? boss. Have you ever heard of that one? boss. Have you ever heard of that one? » His insane boss basically says, » His insane boss basically says, » His insane boss basically says, "You have to work. You have to get this "You have to work. You have to get this "You have to work. You have to get this job done. You have to do this work now job done. You have to do this work now job done. You have to do this work now and you cannot stop." And in fact, he and you cannot stop." And in fact, he and you cannot stop." And in fact, he was a writer and he said, "You have to was a writer and he said, "You have to was a writer and he said, "You have to write in all your spare minutes and write in all your spare minutes and write in all your spare minutes and time. You not only have to write in your time. You not only have to write in your time. You not only have to write in your spare time, but you have to be able to spare time, but you have to be able to spare time, but you have to be able to produce what you write. You have to put produce what you write. You have to put produce what you write. You have to put it into a book. You got to get this it into a book. You got to get this it into a book. You got to get this done. And you can't be taking breaks. done. And you can't be taking breaks. done. And you can't be taking breaks. You can't be wasting your time. I mean, You can't be wasting your time. I mean, You can't be wasting your time. I mean, just stop with the wasting of time and just stop with the wasting of time and just stop with the wasting of time and effort and get busy. And he did. And he effort and get busy. And he did. And he effort and get busy. And he did. And he worked his tail off and he was worked his tail off and he was worked his tail off and he was successful. He actually sold a book. And successful. He actually sold a book. And successful. He actually sold a book. And his boss goes, "Yeah, just look at what his boss goes, "Yeah, just look at what his boss goes, "Yeah, just look at what could have happened if you'd have been could have happened if you'd have been could have happened if you'd have been focused. focused. focused. » Stop. You're wasting your time. In fact, » Stop. You're wasting your time. In fact, » Stop. You're wasting your time. In fact, you went on this trip and on the trip you went on this trip and on the trip you went on this trip and on the trip you sat in the airplane and talked to you sat in the airplane and talked to you sat in the airplane and talked to the person beside you instead of working the person beside you instead of working the person beside you instead of working on your book. Ridiculous. Why did you on your book. Ridiculous. Why did you on your book. Ridiculous. Why did you waste your time?" And he said, then he waste your time?" And he said, then he waste your time?" And he said, then he comes off of the plane and he gets into comes off of the plane and he gets into comes off of the plane and he gets into the car and the car is coming back to the car and the car is coming back to the car and the car is coming back to the office and it gets stuck in traffic the office and it gets stuck in traffic the office and it gets stuck in traffic and the boss goes, "What did you do and the boss goes, "What did you do and the boss goes, "What did you do while you're sitting in the car or of while you're sitting in the car or of while you're sitting in the car or of all things? You probably just sat there all things? You probably just sat there all things? You probably just sat there and wasted your time." He didn't celebrate the book that he He didn't celebrate the book that he actually had success on. He didn't even actually had success on. He didn't even actually had success on. He didn't even give him a cake. He didn't do anything give him a cake. He didn't do anything give him a cake. He didn't do anything to celebrate the success he'd already to celebrate the success he'd already to celebrate the success he'd already had and he was continuing to push him had and he was continuing to push him had and he was continuing to push him and didn't really want to pay him and didn't really want to pay him and didn't really want to pay him anything and he was in fact very anything and he was in fact very anything and he was in fact very underpaid and he couldn't quit. and he couldn't quit. and he couldn't quit. The boss was demanding The boss was demanding The boss was demanding and he couldn't quit. Couldn't demanding and he couldn't quit. Couldn't demanding and he couldn't quit. Couldn't fire the boss. You know why he couldn't fire the boss. You know why he couldn't fire the boss. You know why he couldn't quit? I have a guess. Do you want me to quit? I have a guess. Do you want me to quit? I have a guess. Do you want me to guess? guess? guess? » Yeah. I think he's his own boss. » Yeah. I think he's his own boss. » Yeah. I think he's his own boss. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » And you've actually » And you've actually » And you've actually » It sounds like It sounds like an » It sounds like It sounds like an » It sounds like It sounds like an internal dialogue I have with myself on internal dialogue I have with myself on internal dialogue I have with myself on a regular basis. a regular basis. a regular basis. » This just turned into a therapy session. » This just turned into a therapy session. » This just turned into a therapy session. » I'm sitting here. I hate I hate me. » I'm sitting here. I hate I hate me. » I'm sitting here. I hate I hate me. » You're the worst boss you can have. » You're the worst boss you can have. » You're the worst boss you can have. » The worst boss I've ever had. » The worst boss I've ever had. » The worst boss I've ever had. » Yeah, that's a good story. So then that » Yeah, that's a good story. So then that » Yeah, that's a good story. So then that created a mission in you to release that created a mission in you to release that created a mission in you to release people from that bondage in a sense. people from that bondage in a sense. people from that bondage in a sense. » Yeah, it's a bondage. » Yeah, it's a bondage. » Yeah, it's a bondage. » And then comes the word coaching, not » And then comes the word coaching, not » And then comes the word coaching, not consulting. So is that consulting. So is that consulting. So is that » was that epiphany with that couple » was that epiphany with that couple » was that epiphany with that couple where you were like, I don't want to do where you were like, I don't want to do where you were like, I don't want to do consulting, I want to be a coach. consulting, I want to be a coach. consulting, I want to be a coach. » Yeah. And then it was part of the » Yeah. And then it was part of the » Yeah. And then it was part of the epiphany. And then I was actually at a epiphany. And then I was actually at a epiphany. And then I was actually at a at a um at a um at a um uh 1 million cups or one of those group uh 1 million cups or one of those group uh 1 million cups or one of those group meetings like that meetings like that meetings like that » and I was at one of those groups and » and I was at one of those groups and » and I was at one of those groups and somebody's presenting and I'm going, somebody's presenting and I'm going, somebody's presenting and I'm going, "Oh, what would it be like if they "Oh, what would it be like if they "Oh, what would it be like if they actually had a group of people actually had a group of people actually had a group of people » who really cared about them that they » who really cared about them that they » who really cared about them that they didn't have to pay money to?" didn't have to pay money to?" didn't have to pay money to?" » Yeah. that would actually speak truth, » Yeah. that would actually speak truth, » Yeah. that would actually speak truth, that'd actually say, "Hey, that'd actually say, "Hey, that'd actually say, "Hey, this is different. You don't have to be this is different. You don't have to be this is different. You don't have to be this insane boss." this insane boss." this insane boss." » Yeah. » Yeah. » Yeah. » And what would it be like if that and I » And what would it be like if that and I » And what would it be like if that and I thought that would be really unique. I I thought that would be really unique. I I thought that would be really unique. I I don't think anything like that exists. don't think anything like that exists. don't think anything like that exists. » Yeah. » Yeah. » Yeah. » And I discovered everybody does it. » And I discovered everybody does it. » And I discovered everybody does it. There's all kinds of companies out doing There's all kinds of companies out doing There's all kinds of companies out doing that. Like it's happening all over, but that. Like it's happening all over, but that. Like it's happening all over, but I didn't know. I didn't know. I didn't know. » Yeah. But there's a there's a lot of a » Yeah. But there's a there's a lot of a » Yeah. But there's a there's a lot of a lot of companies out there that do that. lot of companies out there that do that. lot of companies out there that do that. » Yeah. » Yeah. » Yeah. » And so so that's that's sort of the » And so so that's that's sort of the » And so so that's that's sort of the epiphany of when I'm going, how do I do epiphany of when I'm going, how do I do epiphany of when I'm going, how do I do this? And I started doing it on my own. this? And I started doing it on my own. this? And I started doing it on my own. And then after a while, I I started a And then after a while, I I started a And then after a while, I I started a group of business owners getting group of business owners getting group of business owners getting together. together. together. And then um Vistage reached out and And then um Vistage reached out and And then um Vistage reached out and said, "Hey, um you want to be a coach?" said, "Hey, um you want to be a coach?" said, "Hey, um you want to be a coach?" I said, "Okay, I said, "Okay, I said, "Okay, here we go. Here I go again." here we go. Here I go again." here we go. Here I go again." And at this point, you had sold the And at this point, you had sold the And at this point, you had sold the service. service. service. » Sold the service master » Sold the service master » Sold the service master » when the coaching started. Okay. » when the coaching started. Okay. » when the coaching started. Okay. » And and finally just went totally into » And and finally just went totally into » And and finally just went totally into coaching. And coaching. And coaching. And » so you were under a different » so you were under a different » so you were under a different organization when you first started organization when you first started organization when you first started coaching. coaching. coaching. » I was myself. » I was myself. » I was myself. » Okay. » Okay. » Okay. » I was creating this from scratch. » I was creating this from scratch. » I was creating this from scratch. » And who reached out about do you want to » And who reached out about do you want to » And who reached out about do you want to coach that? What was it? coach that? What was it? coach that? What was it? » Vistage did. » Vistage did. » Vistage did. » Okay. And is that a company or » Okay. And is that a company or » Okay. And is that a company or » Yeah, that's a that's a a nationwide » Yeah, that's a that's a a nationwide » Yeah, that's a that's a a nationwide company that says, "Hey, we're coaching company that says, "Hey, we're coaching company that says, "Hey, we're coaching company and we thought you might want to company and we thought you might want to company and we thought you might want to join our organization." join our organization." join our organization." » Got it. » Got it. » Got it. » So, I had already started my own » So, I had already started my own » So, I had already started my own coaching company. And coaching company. And coaching company. And » so, they're kind of just like a resource » so, they're kind of just like a resource » so, they're kind of just like a resource for coaches. for coaches. for coaches. » They actually teach coaches how to » They actually teach coaches how to » They actually teach coaches how to coach. They teach co take coaches to a coach. They teach co take coaches to a coach. They teach co take coaches to a whole new level. They teach them how to whole new level. They teach them how to whole new level. They teach them how to market. They actually do all this stuff. market. They actually do all this stuff. market. They actually do all this stuff. There's actually a really cool Vistage There's actually a really cool Vistage There's actually a really cool Vistage group here in town. Um, and all of that. group here in town. Um, and all of that. group here in town. Um, and all of that. Um, I went through training in San Um, I went through training in San Um, I went through training in San Diego. I did all this stuff to figure Diego. I did all this stuff to figure Diego. I did all this stuff to figure out how to do the Vistage thing and how out how to do the Vistage thing and how out how to do the Vistage thing and how to be a coach and I learned a lot. to be a coach and I learned a lot. to be a coach and I learned a lot. It was phenomenal. Fantastic. It was phenomenal. Fantastic. It was phenomenal. Fantastic. And then I tried to sell it because And then I tried to sell it because And then I tried to sell it because that's the hard part of being a coach. that's the hard part of being a coach. that's the hard part of being a coach. You got to get clients. You got to get clients. You got to get clients. and my clients were five million and my clients were five million and my clients were five million and above businesses above businesses above businesses and I couldn't do it. and I couldn't do it. and I couldn't do it. » Why is that? You think » Why is that? You think » Why is that? You think » scared? » scared? » scared? » It's total personal fear. Personal in » It's total personal fear. Personal in » It's total personal fear. Personal in Yeah. I'm Who am I to teach somebody Yeah. I'm Who am I to teach somebody Yeah. I'm Who am I to teach somebody who's got a $5 million business who's got a $5 million business who's got a $5 million business anything? anything? anything? » Yeah. So self-doubt, fear, anxiety, » Yeah. So self-doubt, fear, anxiety, » Yeah. So self-doubt, fear, anxiety, struggle. Um it was it was a eightmon struggle. Um it was it was a eightmon struggle. Um it was it was a eightmon of selling torture of selling torture of selling torture » for me. » for me. » for me. » Yeah. » Yeah. » Yeah. » Because I'm not a selling person. I » Because I'm not a selling person. I » Because I'm not a selling person. I don't sell. don't sell. don't sell. » It's just what I do because I have » It's just what I do because I have » It's just what I do because I have to do or and it's just not who I am. to do or and it's just not who I am. to do or and it's just not who I am. » It's draining. » It's draining. » It's draining. » It just sucks life right out of me. » It just sucks life right out of me. » It just sucks life right out of me. » Yeah. So, um, I actually ended up having » Yeah. So, um, I actually ended up having » Yeah. So, um, I actually ended up having to stop and couldn't build a Vistage to stop and couldn't build a Vistage to stop and couldn't build a Vistage group. group. group. » So, but then I went back to my own » So, but then I went back to my own » So, but then I went back to my own coaching business and go, my heart's for coaching business and go, my heart's for coaching business and go, my heart's for the startup. the startup. the startup. My heart is for those who actually are My heart is for those who actually are My heart is for those who actually are working through all of this. How do you working through all of this. How do you working through all of this. How do you start this thing? How do you get this start this thing? How do you get this start this thing? How do you get this thing? thing? thing? » How to build it correctly? » How to build it correctly? » How to build it correctly? » How do you build this thing? » How do you build this thing? » How do you build this thing? How has it become something more than How has it become something more than How has it become something more than just my job with a really rotten boss? » How does it become better than that? » How does it become better than that? » Yeah. » Yeah. » Yeah. » And I'm going, that's my heart. » And I'm going, that's my heart. » And I'm going, that's my heart. And I ended up starting to talk to And I ended up starting to talk to And I ended up starting to talk to people and I just started coaching. I people and I just started coaching. I people and I just started coaching. I quit selling. quit selling. quit selling. » Yeah. » Yeah. » Yeah. » And that's what I do today is I start » And that's what I do today is I start » And that's what I do today is I start meet you and I start coaching. meet you and I start coaching. meet you and I start coaching. » Yep. in the media. » Yep. in the media. » Yep. in the media. » Yep. » Yep. » Yep. » And we go down that path » And we go down that path » And we go down that path » and you've experienced it. » and you've experienced it. » and you've experienced it. » Oh, yeah. Oh, yeah. » Oh, yeah. Oh, yeah. » Oh, yeah. Oh, yeah. » And it's it's so fun. » And it's it's so fun. » And it's it's so fun. » Yeah. » Yeah. » Yeah. » And it's so cool. Uh now I've got 28 to » And it's so cool. Uh now I've got 28 to » And it's so cool. Uh now I've got 28 to 30 businesses that I work with. Um I got 30 businesses that I work with. Um I got 30 businesses that I work with. Um I got two groups. Um the groups are a whole two groups. Um the groups are a whole two groups. Um the groups are a whole different dynamic. different dynamic. different dynamic. » Yeah. Yeah, we should talk about that. » Yeah. Yeah, we should talk about that. » Yeah. Yeah, we should talk about that. » Yeah. » Yeah. » Yeah. » The Q school. » The Q school. » The Q school. » It's the Q. » It's the Q. » It's the Q. » The Q. » The Q. » The Q. » The Q. And it's the I created it » The Q. And it's the I created it » The Q. And it's the I created it strictly because the question is the strictly because the question is the strictly because the question is the whole thing that it's all about. It's whole thing that it's all about. It's whole thing that it's all about. It's about the question. What questions do I about the question. What questions do I about the question. What questions do I need to ask to discover something? need to ask to discover something? need to ask to discover something? » So what questions are I not asking? What » So what questions are I not asking? What » So what questions are I not asking? What questions are not being questions are not being questions are not being sent to me, given to me that I need to sent to me, given to me that I need to sent to me, given to me that I need to know the answer to? What are the know the answer to? What are the know the answer to? What are the questions? And so that questions? And so that questions? And so that sort of released something in my head sort of released something in my head sort of released something in my head and I'm going, and I'm going, and I'm going, I need to quit talking and I need to I need to quit talking and I need to I need to quit talking and I need to listen and I need to be able to ask listen and I need to be able to ask listen and I need to be able to ask questions and discover with curiosity questions and discover with curiosity questions and discover with curiosity what the truth is. what the truth is. what the truth is. » And it's been so cool. Now, I tell you » And it's been so cool. Now, I tell you » And it's been so cool. Now, I tell you what, there's this script that goes into what, there's this script that goes into what, there's this script that goes into my head my head my head on every coaching event that says, "Shut on every coaching event that says, "Shut on every coaching event that says, "Shut up." Because this voice in my head has all Because this voice in my head has all the answers and con comes to jumps to the answers and con comes to jumps to the answers and con comes to jumps to conclusions in a big hurry conclusions in a big hurry conclusions in a big hurry every time I walk down this path. And I every time I walk down this path. And I every time I walk down this path. And I have to go, "No, you don't know the have to go, "No, you don't know the have to go, "No, you don't know the answer. No, you need to be curious. You answer. No, you need to be curious. You answer. No, you need to be curious. You need to stop. And it is a neverending need to stop. And it is a neverending need to stop. And it is a neverending process for me. process for me. process for me. » Yeah. To to stay in a position of » Yeah. To to stay in a position of » Yeah. To to stay in a position of curiosity and asking questions. Yes. curiosity and asking questions. Yes. curiosity and asking questions. Yes. » For the sake of discovery, which I I » For the sake of discovery, which I I » For the sake of discovery, which I I love that about your method, by the way. love that about your method, by the way. love that about your method, by the way. I tell everybody about that. I tell everybody about that. I tell everybody about that. » And that can be frustrating too » And that can be frustrating too » And that can be frustrating too because I've hear I've heard people talk because I've hear I've heard people talk because I've hear I've heard people talk about that, right? And and I can get about that, right? And and I can get about that, right? And and I can get frustrated when I talk to you because frustrated when I talk to you because frustrated when I talk to you because I'm like, just tell me, Dan, what should I'm like, just tell me, Dan, what should I'm like, just tell me, Dan, what should I do? And uh so talk about that. What is I do? And uh so talk about that. What is I do? And uh so talk about that. What is the value of uh going through discovery the value of uh going through discovery the value of uh going through discovery instead of just being told because being instead of just being told because being instead of just being told because being told is consulting? told is consulting? told is consulting? » Yeah. » Yeah. » Yeah. » And discovery » And discovery » And discovery questions and yeah is coaching. questions and yeah is coaching. questions and yeah is coaching. » So what how is that better if you arrive » So what how is that better if you arrive » So what how is that better if you arrive to the same answer? to the same answer? to the same answer? Um if you already know it walk through Um if you already know it walk through Um if you already know it walk through that like the values of that. that like the values of that. that like the values of that. » So so you own multiple businesses. Yes. » So so you own multiple businesses. Yes. » So so you own multiple businesses. Yes. » Let's just say you own the » Let's just say you own the » Let's just say you own the restoration and cleaning company. restoration and cleaning company. restoration and cleaning company. » Correct. » Correct. » Correct. » Okay. That restoration and cleaning » Okay. That restoration and cleaning » Okay. That restoration and cleaning company is one of those companies out company is one of those companies out company is one of those companies out there that I know a lot about. there that I know a lot about. there that I know a lot about. » Mhm. » Mhm. » Mhm. » But I don't know » But I don't know » But I don't know as a whole lot about your specific as a whole lot about your specific as a whole lot about your specific restoration cleaning company. restoration cleaning company. restoration cleaning company. So I ask, So I ask, So I ask, "How many employees do you have? Tell me "How many employees do you have? Tell me "How many employees do you have? Tell me more about what is actually the biggest more about what is actually the biggest more about what is actually the biggest challenge you have. And I have one challenge you have. And I have one challenge you have. And I have one question that's that's the start question that's that's the start question that's that's the start question for every conversation. What's the most important thing for us What's the most important thing for us to talk about today? You've heard that to talk about today? You've heard that to talk about today? You've heard that before. before. before. » Yeah. » Yeah. » Yeah. » What's the most important thing for us » What's the most important thing for us » What's the most important thing for us to talk about today? to talk about today? to talk about today? So in that discovery, you're also just So in that discovery, you're also just So in that discovery, you're also just identifying some current problems that identifying some current problems that identifying some current problems that lead into probably much bigger picture lead into probably much bigger picture lead into probably much bigger picture issues. I've experienced that with you issues. I've experienced that with you issues. I've experienced that with you where I come in and that's a where I come in and that's a where I come in and that's a frustrating process, which is the point frustrating process, which is the point frustrating process, which is the point of coaching. But I come in, Dan, here's of coaching. But I come in, Dan, here's of coaching. But I come in, Dan, here's the problem. And then we go through all the problem. And then we go through all the problem. And then we go through all this and you're listening and then this and you're listening and then this and you're listening and then » why is that a problem? » why is that a problem? » why is that a problem? » Right? Then there's kind of this » Right? Then there's kind of this » Right? Then there's kind of this unraveling of oh we just unearthed uh we unraveling of oh we just unearthed uh we unraveling of oh we just unearthed uh we we had a I had a meeting with Dan with we had a I had a meeting with Dan with we had a I had a meeting with Dan with you uh with a business partner. We went you uh with a business partner. We went you uh with a business partner. We went in with this one objective and left both in with this one objective and left both in with this one objective and left both just completely devastated in a good way just completely devastated in a good way just completely devastated in a good way of unearthing some other things that of unearthing some other things that of unearthing some other things that were uh kind of more at the core of the were uh kind of more at the core of the were uh kind of more at the core of the problem. Right? We were looking at like problem. Right? We were looking at like problem. Right? We were looking at like a bad fruit of something that we were a bad fruit of something that we were a bad fruit of something that we were producing ourselves instead of saying producing ourselves instead of saying producing ourselves instead of saying like should we do this or this the like should we do this or this the like should we do this or this the meeting turned into like why does this meeting turned into like why does this meeting turned into like why does this keep happening? keep happening? keep happening? » Right. » Right. » Right. » Let's let's let's figure let's what's » Let's let's let's figure let's what's » Let's let's let's figure let's what's deeper. deeper. deeper. » Yeah. » Yeah. » Yeah. » So there's this illustration that you » So there's this illustration that you » So there's this illustration that you can actually um two illustrations. One can actually um two illustrations. One can actually um two illustrations. One is that you can actually go water is that you can actually go water is that you can actually go water skiing. Ever done that? skiing. Ever done that? skiing. Ever done that? » Mhm. » Mhm. » Mhm. » That's sort of fun. Oh yeah. » That's sort of fun. Oh yeah. » That's sort of fun. Oh yeah. » It's cool. » It's cool. » It's cool. » Yeah. Or you can go scuba diving. » Yeah. Or you can go scuba diving. » Yeah. Or you can go scuba diving. » Yeah. » Yeah. » Yeah. » Have you ever done that? » Have you ever done that? » Have you ever done that? » I have. » I have. » I have. » So what's the difference between water » So what's the difference between water » So what's the difference between water skiing and scuba diving? skiing and scuba diving? skiing and scuba diving? » Uh one is above water, one's below. » Uh one is above water, one's below. » Uh one is above water, one's below. » Yeah. » Yeah. » Yeah. Just the one's above, one's below. Just the one's above, one's below. Just the one's above, one's below. That's it. That's it. That's it. » Yeah. » Yeah. » Yeah. » Except for the one that goes below has » Except for the one that goes below has » Except for the one that goes below has to go deeper. to go deeper. to go deeper. » Has to go deeper. » Has to go deeper. » Has to go deeper. » Yeah. » Yeah. » Yeah. » We scuba dive » We scuba dive » We scuba dive in the coaching world. in the coaching world. in the coaching world. We go deeper. We go deeper. We go deeper. So, there's this rumor about me. So, there's this rumor about me. So, there's this rumor about me. » Oh, boy. You heard it here first. » Oh, boy. You heard it here first. » Oh, boy. You heard it here first. » And it says that I make people cry. » And it says that I make people cry. » And it says that I make people cry. » Yeah, it's true. » Yeah, it's true. » Yeah, it's true. » I don't » I don't » I don't I don't make people cry. I don't make people cry. I don't make people cry. » Those emotions already live. » Those emotions already live. » Those emotions already live. » People cry. Yes. » People cry. Yes. » People cry. Yes. » Yeah. » Yeah. » Yeah. » But I don't make them cry. » But I don't make them cry. » But I don't make them cry. » Yeah. » Yeah. » Yeah. » I just ask them questions » I just ask them questions » I just ask them questions and they end up crying. and they end up crying. and they end up crying. So Dan, okay, hold on though. Are you So Dan, okay, hold on though. Are you So Dan, okay, hold on though. Are you asking hurtful questions? Do we need to asking hurtful questions? Do we need to asking hurtful questions? Do we need to talk about this? No. Are you crossing talk about this? No. Are you crossing talk about this? No. Are you crossing some lines? some lines? some lines? » I'm not. I'm just going, what's the most » I'm not. I'm just going, what's the most » I'm not. I'm just going, what's the most important thing? And we don't stop long important thing? And we don't stop long important thing? And we don't stop long enough to even ask ourselves that enough to even ask ourselves that enough to even ask ourselves that question. question. question. » Yeah. » Yeah. » Yeah. » We don't even get to the point of going, » We don't even get to the point of going, » We don't even get to the point of going, "Huh, I didn't think about the most important I didn't think about the most important thing. I thought about the next thing. thing. I thought about the next thing. thing. I thought about the next thing. Yeah. Yeah. Yeah. » Cuz the next thing is demanding and is » Cuz the next thing is demanding and is » Cuz the next thing is demanding and is requiring all of my thoughts, my requiring all of my thoughts, my requiring all of my thoughts, my attention, and my actions. attention, and my actions. attention, and my actions. » Yeah. » Yeah. » Yeah. » The next thing is really potentially » The next thing is really potentially » The next thing is really potentially most likely the wrong thing most likely the wrong thing most likely the wrong thing » and it's not the thing that would » and it's not the thing that would » and it's not the thing that would actually stop the treadmill and give me actually stop the treadmill and give me actually stop the treadmill and give me a chance to get off. a chance to get off. a chance to get off. » Yep. Yeah. And if if the most important » Yep. Yeah. And if if the most important » Yep. Yeah. And if if the most important thing I think there's so many different thing I think there's so many different thing I think there's so many different goals and objectives for business owners goals and objectives for business owners goals and objectives for business owners that are not the same, which is always that are not the same, which is always that are not the same, which is always shocking to me that, you know, you talk shocking to me that, you know, you talk shocking to me that, you know, you talk to a business owner, I'm sure, that to a business owner, I'm sure, that to a business owner, I'm sure, that doesn't even want to be out of the doesn't even want to be out of the doesn't even want to be out of the day-to-day, but they don't want the day-to-day, but they don't want the day-to-day, but they don't want the business to ever grow to the point that business to ever grow to the point that business to ever grow to the point that they would have to be out of they would have to be out of they would have to be out of the day-to-day for it not to ruin their day-to-day for it not to ruin their day-to-day for it not to ruin their lives. And so, you've got these uh what lives. And so, you've got these uh what lives. And so, you've got these uh what do you uh self- operators, right? Like do you uh self- operators, right? Like do you uh self- operators, right? Like the self operators, the self operators, the self operators, » oneman band. » oneman band. » oneman band. » Yeah. They they probably don't identify » Yeah. They they probably don't identify » Yeah. They they probably don't identify with all the systems and values you can with all the systems and values you can with all the systems and values you can bring until bring until bring until it's enough heartache. it's enough heartache. it's enough heartache. » Let's say I'm an electrician. » Let's say I'm an electrician. » Let's say I'm an electrician. » Yeah. » Yeah. » Yeah. » Okay. I like doing electrical work. » Okay. I like doing electrical work. » Okay. I like doing electrical work. I can do this job as an electrician. I I can do this job as an electrician. I I can do this job as an electrician. I can install outlets. I can actually can install outlets. I can actually can install outlets. I can actually rewire panels. I can do all kinds of rewire panels. I can do all kinds of rewire panels. I can do all kinds of stuff as an electrician. stuff as an electrician. stuff as an electrician. But you want me to go in the office and But you want me to go in the office and But you want me to go in the office and actually put money in the bank and actually put money in the bank and actually put money in the bank and actually do this thing called accounting actually do this thing called accounting actually do this thing called accounting and bookkeeping and answer the phone and bookkeeping and answer the phone and bookkeeping and answer the phone and talk to people all day long. talk to people all day long. talk to people all day long. What? What? What? Alls I know is my boss Alls I know is my boss Alls I know is my boss was ruining my jobs because he couldn't was ruining my jobs because he couldn't was ruining my jobs because he couldn't keep his act together, couldn't do it keep his act together, couldn't do it keep his act together, couldn't do it right, and I could do better than he right, and I could do better than he right, and I could do better than he could. M. could. M. could. M. » So that's why I started my business » So that's why I started my business » So that's why I started my business because I didn't want to live under his because I didn't want to live under his because I didn't want to live under his stupidity. stupidity. stupidity. » Yeah. » Yeah. » Yeah. » Except for the fact that now I'm living » Except for the fact that now I'm living » Except for the fact that now I'm living under mine, under mine, under mine, » right? Yeah. And it's such a it's it's » right? Yeah. And it's such a it's it's » right? Yeah. And it's such a it's it's like the first few years. I feel like the first few years. I feel like the first few years. I feel like anybody that goes out on their own, the anybody that goes out on their own, the anybody that goes out on their own, the first few years are kind of magical, you first few years are kind of magical, you first few years are kind of magical, you know, and then it starts it starts hit know, and then it starts it starts hit know, and then it starts it starts hit setting in that oh man, now I have five setting in that oh man, now I have five setting in that oh man, now I have five jobs, right? jobs, right? jobs, right? » Yeah. No, because » Yeah. No, because » Yeah. No, because more that I have to do. more that I have to do. more that I have to do. » Yep. » Yep. » Yep. » So, there is this and Michael Gerber » So, there is this and Michael Gerber » So, there is this and Michael Gerber goes into this, but there's this idea goes into this, but there's this idea goes into this, but there's this idea that you can do this honeymoon stage for that you can do this honeymoon stage for that you can do this honeymoon stage for the first two years, maybe up to five, the first two years, maybe up to five, the first two years, maybe up to five, but two to five years, the honeymoon but two to five years, the honeymoon but two to five years, the honeymoon stage by the time five comes is gone. stage by the time five comes is gone. stage by the time five comes is gone. » Yeah. » Yeah. » Yeah. » It's just gone. And it's just killing » It's just gone. And it's just killing » It's just gone. And it's just killing me. whether I love baking pies or me. whether I love baking pies or me. whether I love baking pies or whether I love doing electrical or whether I love doing electrical or whether I love doing electrical or plumbing or anything else out there, plumbing or anything else out there, plumbing or anything else out there, it's gone. it's gone. it's gone. » And after five to 15, it's like » And after five to 15, it's like » And after five to 15, it's like life sucks and this is what I have to do life sucks and this is what I have to do life sucks and this is what I have to do and I'm stuck and it's here. And then 15 and I'm stuck and it's here. And then 15 and I'm stuck and it's here. And then 15 to 20 it's like to 20 it's like to 20 it's like it's just cynical it's just cynical it's just cynical and that doesn't need to be. and that doesn't need to be. and that doesn't need to be. So we decide what we're building. We So we decide what we're building. We So we decide what we're building. We figure out how to build it and then figure out how to build it and then figure out how to build it and then build it because a business is an entity build it because a business is an entity build it because a business is an entity outside of you and me. outside of you and me. outside of you and me. » Yep. » Yep. » Yep. » If that business is not an entity » If that business is not an entity » If that business is not an entity outside of you and me, it's a slave outside of you and me, it's a slave outside of you and me, it's a slave driver and it will consume you. talk about your and it will consume you. talk about your and it will consume you. talk about your illustration that I love that you make illustration that I love that you make illustration that I love that you make people draw. I've seen you do it a people draw. I've seen you do it a people draw. I've seen you do it a couple times now, but you make them draw couple times now, but you make them draw couple times now, but you make them draw something. So, you have them draw something. So, you have them draw something. So, you have them draw the business structure or the entity the business structure or the entity the business structure or the entity itself, right? I don't know what word itself, right? I don't know what word itself, right? I don't know what word you use there. you use there. you use there. » Yeah, it's it's looks like an org chart. » Yeah, it's it's looks like an org chart. » Yeah, it's it's looks like an org chart. » An organizational chart. That's right. » An organizational chart. That's right. » An organizational chart. That's right. Yeah, Yeah, Yeah, » it looks like an organizational » it looks like an organizational » it looks like an organizational chart. It it looks like a position chart. It it looks like a position chart. It it looks like a position chart to me because what happens when I think to me because what happens when I think to me because what happens when I think of an organizational chart, I think of of an organizational chart, I think of of an organizational chart, I think of people. people. people. » Yep. How many people do I have in my » Yep. How many people do I have in my » Yep. How many people do I have in my business? Well, I have one. Okay. And I business? Well, I have one. Okay. And I business? Well, I have one. Okay. And I do it all. do it all. do it all. » Okay. And that's my organizational » Okay. And that's my organizational » Okay. And that's my organizational chart. chart. chart. Not true. Not true. Not true. Then organizational chart actually has Then organizational chart actually has Then organizational chart actually has positions in it. And if I put positions in it. And if I put positions in it. And if I put positions in this chart, there has to be a leader. in this chart, there has to be a leader. in this chart, there has to be a leader. We often call him a general manager. We often call him a general manager. We often call him a general manager. There has to be uh a a marketing person There has to be uh a a marketing person There has to be uh a a marketing person slalesperson and we can put those two together. We and we can put those two together. We and we can put those two together. We have administration. We can put that one have administration. We can put that one have administration. We can put that one out there because somebody has to answer out there because somebody has to answer out there because somebody has to answer the phone and do all this stuff behind the phone and do all this stuff behind the phone and do all this stuff behind the scenes. And man, I'm so glad I the scenes. And man, I'm so glad I the scenes. And man, I'm so glad I married an administrator. married an administrator. married an administrator. » Hit the lottery there. » Hit the lottery there. » Hit the lottery there. » Yeah, I hit the lottery there. So » Yeah, I hit the lottery there. So » Yeah, I hit the lottery there. So administration, then there's finance administration, then there's finance administration, then there's finance and then there's there's operations and then there's there's operations and then there's there's operations and there's this training and all of a there's this training and all of a there's this training and all of a sudden there's a whole lot of things sudden there's a whole lot of things sudden there's a whole lot of things that has to happen in the business that has to happen in the business that has to happen in the business whether it's a one-man band or not. whether it's a one-man band or not. whether it's a one-man band or not. It all has to happen. Now the question It all has to happen. Now the question It all has to happen. Now the question is is where does the owner live? is is where does the owner live? is is where does the owner live? » So after you draw out the organizational » So after you draw out the organizational » So after you draw out the organizational chart » Yeah. structure, then it's » Yeah. structure, then it's » Yeah. structure, then it's » then we got to discover where does the » then we got to discover where does the » then we got to discover where does the owner go. owner go. owner go. » Yep. » Yep. » Yep. » And and everybody wants to put it in the » And and everybody wants to put it in the » And and everybody wants to put it in the general manager spot, the CEO's spot, general manager spot, the CEO's spot, general manager spot, the CEO's spot, whatever else. And then they go, "Oh, whatever else. And then they go, "Oh, whatever else. And then they go, "Oh, wait a minute. I'm doing the wait a minute. I'm doing the wait a minute. I'm doing the operations." Yeah. Oh, wait a minute. operations." Yeah. Oh, wait a minute. operations." Yeah. Oh, wait a minute. I'm doing the sales and marketing. Oh, I'm doing the sales and marketing. Oh, I'm doing the sales and marketing. Oh, wait a minute. I'm doing admin and wait a minute. I'm doing admin and wait a minute. I'm doing admin and stuff. I'm I'm actually sending out stuff. I'm I'm actually sending out stuff. I'm I'm actually sending out invoices. And yeah, I'm doing all that. invoices. And yeah, I'm doing all that. invoices. And yeah, I'm doing all that. So, I don't know where the owner goes. So, I don't know where the owner goes. So, I don't know where the owner goes. » And you have them draw a box » And you have them draw a box » And you have them draw a box around the structure around the structure around the structure » around the structure because this is an » around the structure because this is an » around the structure because this is an entity » that I'm creating. » that I'm creating. » that I'm creating. » Yeah. » Yeah. » Yeah. » And when I draw this box around that » And when I draw this box around that » And when I draw this box around that structure, that entity is outside of me. structure, that entity is outside of me. structure, that entity is outside of me. And when I look at that box and I have And when I look at that box and I have And when I look at that box and I have the owner, the if the owner's on the owner, the if the owner's on the owner, the if the owner's on the outside of the box, he is an owner. If outside of the box, he is an owner. If outside of the box, he is an owner. If he's on the inside, he's an employee. he's on the inside, he's an employee. he's on the inside, he's an employee. Yep. Yep. Yep. » Because every time I go in the box, I » Because every time I go in the box, I » Because every time I go in the box, I become an employee. become an employee. become an employee. » And that's the trick question. Nick » And that's the trick question. Nick » And that's the trick question. Nick uh was the last time I saw you do this. uh was the last time I saw you do this. uh was the last time I saw you do this. And that was the moment even he was And that was the moment even he was And that was the moment even he was catching on. He goes, "I feel like catching on. He goes, "I feel like catching on. He goes, "I feel like you're about to trip me up here cuz you're about to trip me up here cuz you're about to trip me up here cuz you made him draw the box around the made him draw the box around the made him draw the box around the organizational structure." He said, organizational structure." He said, organizational structure." He said, "Okay, where are you?" And then uh he "Okay, where are you?" And then uh he "Okay, where are you?" And then uh he started pointing out some stuff, but started pointing out some stuff, but started pointing out some stuff, but even he goes, "Well, I think you want me even he goes, "Well, I think you want me even he goes, "Well, I think you want me to be out here. to be out here. to be out here. I think I'm not supposed to be inside I think I'm not supposed to be inside I think I'm not supposed to be inside this machine." And I I love that analogy this machine." And I I love that analogy this machine." And I I love that analogy too. You use machines uh as an analogy too. You use machines uh as an analogy too. You use machines uh as an analogy of the entity, right? Of all the working of the entity, right? Of all the working of the entity, right? Of all the working parts. And so if an owner is a necessity parts. And so if an owner is a necessity parts. And so if an owner is a necessity like a uh a part of this system or like a uh a part of this system or like a uh a part of this system or engine, right? There's there in itself engine, right? There's there in itself engine, right? There's there in itself is a problem. is a problem. is a problem. » The the problem for the startup » The the problem for the startup » The the problem for the startup is even deeper than that. is even deeper than that. is even deeper than that. » The problem for the startup, what » The problem for the startup, what » The problem for the startup, what happens to them happens to them happens to them » is that they go in and they create this » is that they go in and they create this » is that they go in and they create this entity. they have to do all this work entity. they have to do all this work entity. they have to do all this work and they go in and do all that work and they go in and do all that work and they go in and do all that work which is reasonable. which is reasonable. which is reasonable. » It's it's what needs to happen for the » It's it's what needs to happen for the » It's it's what needs to happen for the business to get started and all of a business to get started and all of a business to get started and all of a sudden they get busy and they start sudden they get busy and they start sudden they get busy and they start accomplishing stuff and they get things accomplishing stuff and they get things accomplishing stuff and they get things done and then they get this cycle of I done and then they get this cycle of I done and then they get this cycle of I go sell and then I go produce and then I go sell and then I go produce and then I go sell and then I go produce and then I go sell and I go produce and I go sell go sell and I go produce and I go sell go sell and I go produce and I go sell and I produce and it just goes around and I produce and it just goes around and I produce and it just goes around and round and round and that all and round and round and that all and round and round and that all works and then all of a sudden they get works and then all of a sudden they get works and then all of a sudden they get this thought this thought this thought And it's an owner thought. And the owner And it's an owner thought. And the owner And it's an owner thought. And the owner thought says, "But but what if I ask you thought says, "But but what if I ask you thought says, "But but what if I ask you to hire somebody?" » Well, the general manager position in » Well, the general manager position in the company goes, "Shut up. We're busy. the company goes, "Shut up. We're busy. the company goes, "Shut up. We're busy. You're going to mess up the whole You're going to mess up the whole You're going to mess up the whole process." process." process." The general manager and the operation The general manager and the operation The general manager and the operation guy goes, "You know, we don't have guy goes, "You know, we don't have guy goes, "You know, we don't have enough money to hire somebody to do all enough money to hire somebody to do all enough money to hire somebody to do all this work." So the general manager needs this work." So the general manager needs this work." So the general manager needs to be doing this. He needs to get this to be doing this. He needs to get this to be doing this. He needs to get this out there and get done because there's out there and get done because there's out there and get done because there's not enough money here. We need to keep not enough money here. We need to keep not enough money here. We need to keep all our money. all our money. all our money. And then we end up going but the And then we end up going but the And then we end up going but the marketing needs to be done and I'm sick marketing needs to be done and I'm sick marketing needs to be done and I'm sick of this process of doing the work and of this process of doing the work and of this process of doing the work and then trying to market and then getting then trying to market and then getting then trying to market and then getting more work than I can do and more work than I can do and more work than I can do and I'm so tired. I'm so tired. I'm so tired. » Yes. Amen. So, so the owner doesn't get to live in So, so the owner doesn't get to live in the entrepreneurial the entrepreneurial the entrepreneurial business. He only gets to start the business. He only gets to start the business. He only gets to start the business, launch it, imagine it's going business, launch it, imagine it's going business, launch it, imagine it's going to be wonderful, and is told to get out to be wonderful, and is told to get out to be wonderful, and is told to get out of it of it of it » and never allow again. » and never allow again. » and never allow again. » Yeah. » Yeah. » Yeah. And if it becomes your identity, that's And if it becomes your identity, that's And if it becomes your identity, that's the that's a difficult part even for the that's a difficult part even for the that's a difficult part even for myself. Yeah, myself. Yeah, myself. Yeah, » even if I know I should get not be a cog » even if I know I should get not be a cog » even if I know I should get not be a cog in the system, I kind of I kind of miss in the system, I kind of I kind of miss in the system, I kind of I kind of miss the I miss being the I miss being the I miss being » But you're the podcaster guy. You're the » But you're the podcaster guy. You're the » But you're the podcaster guy. You're the guy that's in front of the mic. You have guy that's in front of the mic. You have guy that's in front of the mic. You have to do this. to do this. to do this. » I know, right? » I know, right? » I know, right? » It's all about you. » It's all about you. » It's all about you. » Yeah. Yeah. But but just that » Yeah. Yeah. But but just that » Yeah. Yeah. But but just that marriage to an identity. I' I've met a marriage to an identity. I' I've met a marriage to an identity. I' I've met a lot of people. We actually acquired a lot of people. We actually acquired a lot of people. We actually acquired a business from someone uh that had been business from someone uh that had been business from someone uh that had been in it for 40 years and they in it for 40 years and they in it for 40 years and they couldn't stop. couldn't stop. couldn't stop. » They they you know it just if if you » They they you know it just if if you » They they you know it just if if you can't live and that's where you live and can't live and that's where you live and can't live and that's where you live and it becomes part of your identity um and it becomes part of your identity um and it becomes part of your identity um and you it's almost like a divorce in a you it's almost like a divorce in a you it's almost like a divorce in a sense. I think if it goes on long enough sense. I think if it goes on long enough sense. I think if it goes on long enough everything you're saying I agree with. everything you're saying I agree with. everything you're saying I agree with. But if it goes on long enough I've seen But if it goes on long enough I've seen But if it goes on long enough I've seen that to where they can't that to where they can't that to where they can't » it tears you up. It tears you up. » it tears you up. It tears you up. » it tears you up. It tears you up. » Yep. It tore me up to sell my business. » Yep. It tore me up to sell my business. » Yep. It tore me up to sell my business. » Yep. » Yep. » Yep. » My business. » There's something deeper there, Dan. » There's something deeper there, Dan. » There's something deep there. My » There's something deep there. My » There's something deep there. My business. business. business. » It's this entity that's called killer » It's this entity that's called killer » It's this entity that's called killer growth. growth. growth. » Yeah. » Yeah. » Yeah. » That's not yours. It's an entity that » That's not yours. It's an entity that » That's not yours. It's an entity that you're creating, you're building to you're creating, you're building to you're creating, you're building to actually make something bigger than you, actually make something bigger than you, actually make something bigger than you, different than you. that you're trying different than you. that you're trying different than you. that you're trying to establish in a market. to establish in a market. to establish in a market. That's an entity. That's an entity. That's an entity. Why would you as the owner of that Why would you as the owner of that Why would you as the owner of that entity actually get any money for that entity actually get any money for that entity in 5 years? in 5 years? in 5 years? Why would you get paid? Especially if Why would you get paid? Especially if Why would you get paid? Especially if you're not behind the mic. you're not behind the mic. you're not behind the mic. » Yeah. » Yeah. » Yeah. » Why should you get any money for this » Why should you get any money for this » Why should you get any money for this entity? entity? entity? if you're not doing anything in it. if you're not doing anything in it. if you're not doing anything in it. » Yep. » Yep. » Yep. » Why? » Why? » Why? You know, You know, You know, » it's a common debate. Why should I not? » it's a common debate. Why should I not? » it's a common debate. Why should I not? » Why should you get paid for this entity? » Why should you get paid for this entity? » Why should you get paid for this entity? Because I created it and I own stock. Because I created it and I own stock. Because I created it and I own stock. More importantly, I would just say More importantly, I would just say More importantly, I would just say owning stock and a percentage of a owning stock and a percentage of a owning stock and a percentage of a company is different than being on the company is different than being on the company is different than being on the payroll. So if the company is profitable payroll. So if the company is profitable payroll. So if the company is profitable and I own it, I have a legal right to and I own it, I have a legal right to and I own it, I have a legal right to the profits. That's a very literal the profits. That's a very literal the profits. That's a very literal answer. answer. answer. » Do you expect » Do you expect » Do you expect that if you built this mic that if you built this mic that if you built this mic » Yeah. » Yeah. » Yeah. » and you created this stand and put all » and you created this stand and put all » and you created this stand and put all this together? this together? this together? » I did, by the way, just everyone know I » I did, by the way, just everyone know I » I did, by the way, just everyone know I I handcrafted this whole thing. I handcrafted this whole thing. I handcrafted this whole thing. » That you should get paid for that what » That you should get paid for that what » That you should get paid for that what you create. you create. you create. » Yes. » Yes. » Yes. In fact, you should be able to buy a In fact, you should be able to buy a In fact, you should be able to buy a camera be and you expect to pay for the camera be and you expect to pay for the camera be and you expect to pay for the camera, right? camera, right? camera, right? » I I made the cameras, too. » I I made the cameras, too. » I I made the cameras, too. » Yeah. » Yeah. » Yeah. » We're getting way off track. » We're getting way off track. » We're getting way off track. » Wow. No, we're not. We're actually » Wow. No, we're not. We're actually » Wow. No, we're not. We're actually walking down this path to say, is the walking down this path to say, is the walking down this path to say, is the business an entity business an entity business an entity that you're creating? If it is an that you're creating? If it is an that you're creating? If it is an entity, entity, entity, you get paid because you're selling that you get paid because you're selling that you get paid because you're selling that creation. creation. creation. Gotcha. Gotcha. Gotcha. » That's why you get paid. » That's why you get paid. » That's why you get paid. » Yeah. » Yeah. » Yeah. » That's because the creation » That's because the creation » That's because the creation » lives outside of yourself. » lives outside of yourself. » lives outside of yourself. » Lives outside of you. » Lives outside of you. » Lives outside of you. » Yeah. » Yeah. » Yeah. » That's because the creation actually » That's because the creation actually » That's because the creation actually generates revenue that is a part of that generates revenue that is a part of that generates revenue that is a part of that business. That's the one thing about a business. That's the one thing about a business. That's the one thing about a business that's different from this mic. business that's different from this mic. business that's different from this mic. » Yeah. » Yeah. » Yeah. » Is that the business has the potential » Is that the business has the potential » Is that the business has the potential of bringing in revenue for itself. of bringing in revenue for itself. of bringing in revenue for itself. » Yep. » Yep. » Yep. And and in the service world that is so And and in the service world that is so And and in the service world that is so difficult especially in B2B and you're difficult especially in B2B and you're difficult especially in B2B and you're in it right. So like your business today in it right. So like your business today in it right. So like your business today » Yeah. » Yeah. » Yeah. » is coaching. » is coaching. » is coaching. » Yeah. » Yeah. » Yeah. » And it doesn't exist without you » And it doesn't exist without you » And it doesn't exist without you » and you're Let's talk about that now. » and you're Let's talk about that now. » and you're Let's talk about that now. That's a that's a big that's a big That's a that's a big that's a big That's a that's a big that's a big transition. transition. transition. » So I own my own job, » So I own my own job, » So I own my own job, » right? » right? » right? » I own my own job now. I have an employee » I own my own job now. I have an employee » I own my own job now. I have an employee that I don't pay. that I don't pay. that I don't pay. which is you, which is you, which is you, » which is me and another employee » which is me and another employee » which is me and another employee that I don't pay, which is my wife. that I don't pay, which is my wife. that I don't pay, which is my wife. » Yeah. » Yeah. » Yeah. » That does the all the » That does the all the » That does the all the administrative work. So, I do all the administrative work. So, I do all the administrative work. So, I do all the operations. She does all the operations. She does all the operations. She does all the administrative work. And yet, do I get administrative work. And yet, do I get administrative work. And yet, do I get paid » as an employee? No. But as an owner, » as an employee? No. But as an owner, » as an employee? No. But as an owner, yes. Is that what we're Is that where yes. Is that what we're Is that where yes. Is that what we're Is that where we're going? we're going? we're going? » Because it's an entity outside of B. » Because it's an entity outside of B. » Because it's an entity outside of B. The entity makes money. The entity makes money. The entity makes money. » Got it. The entity has money left over. » Got it. The entity has money left over. » Got it. The entity has money left over. And who gets to choose how that money is And who gets to choose how that money is And who gets to choose how that money is spent? spent? spent? » The owner. » The owner. » The owner. » Yes. » Yes. » Yes. » Got it. » Got it. » Got it. » So if the owner chooses how that money » So if the owner chooses how that money » So if the owner chooses how that money gets spent, he can spend it on himself gets spent, he can spend it on himself gets spent, he can spend it on himself and he could spend it on his business. and he could spend it on his business. and he could spend it on his business. He can spend it any way he wants to. He can spend it any way he wants to. He can spend it any way he wants to. » Yep. » Yep. » Yep. Now, one of the things that's a problem Now, one of the things that's a problem Now, one of the things that's a problem with my model with my model with my model is I I have X number of time, is I I have X number of time, is I I have X number of time, » right? » right? » right? » X amount of time. » X amount of time. » X amount of time. » Yeah. There's one of you. » Yeah. There's one of you. » Yeah. There's one of you. » There's X time that can do be doing this » There's X time that can do be doing this » There's X time that can do be doing this work. So, every business does what? » A lot of things. » A lot of things. » Buys time. » Buys time. » Buys time. » Gotcha. » Gotcha. » Gotcha. » It's all about buying time. » It's all about buying time. » It's all about buying time. So, did you buy time for all of your So, did you buy time for all of your So, did you buy time for all of your businesses? businesses? businesses? » Yes, » Yes, » Yes, » you're buying time all the time. » you're buying time all the time. » you're buying time all the time. » Yeah, that's a good » Yeah, that's a good » Yeah, that's a good Yeah. So, on that note then on and I'm Yeah. So, on that note then on and I'm Yeah. So, on that note then on and I'm genuinely just getting free coaching genuinely just getting free coaching genuinely just getting free coaching right now. And so are you guys. Welcome right now. And so are you guys. Welcome right now. And so are you guys. Welcome to the Killer Growth podcast. Um I I to the Killer Growth podcast. Um I I to the Killer Growth podcast. Um I I feel like in the and you're in a feel like in the and you're in a feel like in the and you're in a different position, so I I bring that up different position, so I I bring that up different position, so I I bring that up to say it's also just a it's a passion to say it's also just a it's a passion to say it's also just a it's a passion and » it's a choice for me. Yeah, it's a » it's a choice for me. Yeah, it's a » it's a choice for me. Yeah, it's a choice. You're like, "This is what I choice. You're like, "This is what I choice. You're like, "This is what I want to do." Like, "This is more fun for want to do." Like, "This is more fun for want to do." Like, "This is more fun for you than a lot of things than water you than a lot of things than water you than a lot of things than water skiing." Like, you love what you do. skiing." Like, you love what you do. skiing." Like, you love what you do. » I do. » I do. » I do. » And so, I think there's a there's » And so, I think there's a there's » And so, I think there's a there's there's a difference in that setup. there's a difference in that setup. there's a difference in that setup. And with Killer Growth, for And with Killer Growth, for And with Killer Growth, for example, as a marketing agency, there's example, as a marketing agency, there's example, as a marketing agency, there's there's pieces of it that you tend to there's pieces of it that you tend to there's pieces of it that you tend to assume that you can't replace, more than assume that you can't replace, more than assume that you can't replace, more than I've ever felt, just being completely I've ever felt, just being completely I've ever felt, just being completely transparent. and my partners feel the transparent. and my partners feel the transparent. and my partners feel the same way, right? So we're we're we're same way, right? So we're we're we're same way, right? So we're we're we're going we're taking care of people and going we're taking care of people and going we're taking care of people and then you start going it gets very then you start going it gets very then you start going it gets very relational in what we do just like what relational in what we do just like what relational in what we do just like what you're doing and there's aspects of it you're doing and there's aspects of it you're doing and there's aspects of it that are really hard to replace and then that are really hard to replace and then that are really hard to replace and then that comes into the world of if we built that comes into the world of if we built that comes into the world of if we built this mic and sold it this mic and sold it this mic and sold it » um just like if I could build this mic » um just like if I could build this mic » um just like if I could build this mic and sell it I also uh in a service side and sell it I also uh in a service side and sell it I also uh in a service side I have to productize my services I have to productize my services I have to productize my services uh to be able to sell those without my uh to be able to sell those without my uh to be able to sell those without my involvement. Right. Right. And uh that involvement. Right. Right. And uh that involvement. Right. Right. And uh that is so hard. That is so hard. Do you work is so hard. That is so hard. Do you work is so hard. That is so hard. Do you work with many B2B uh businessto business with many B2B uh businessto business with many B2B uh businessto business service providers? service providers? service providers? » So one of the challenges in my business » So one of the challenges in my business » So one of the challenges in my business is what happens when I decide I'm done. is what happens when I decide I'm done. is what happens when I decide I'm done. » Right. » Right. » Right. » I've got 30 businesses that I've been » I've got 30 businesses that I've been » I've got 30 businesses that I've been working with and now I'm all of a sudden working with and now I'm all of a sudden working with and now I'm all of a sudden done. Do I just walk away? done. Do I just walk away? done. Do I just walk away? » Yeah. » Yeah. » Yeah. » Good luck, guys. There's going to be a » Good luck, guys. There's going to be a » Good luck, guys. There's going to be a lot of tears that day. lot of tears that day. lot of tears that day. » So, so how do I get beyond that? » So, so how do I get beyond that? » So, so how do I get beyond that? » That's how you should exit, by the way. » That's how you should exit, by the way. » That's how you should exit, by the way. It should just be a question. What are It should just be a question. What are It should just be a question. What are you guys all going to do when I leave? » But, but the point of that is is that » But, but the point of that is is that what do I do with that future? what do I do with that future? what do I do with that future? » What do I do with that is actually a » What do I do with that is actually a » What do I do with that is actually a thought that has to cross my mind before thought that has to cross my mind before thought that has to cross my mind before I ever will deal with it. I ever will deal with it. I ever will deal with it. » Yeah. » Yeah. » Yeah. » Most small businesses don't even think » Most small businesses don't even think » Most small businesses don't even think about that thought. But then the other about that thought. But then the other about that thought. But then the other side of that business is that what is side of that business is that what is side of that business is that what is actually transferable and how do I get actually transferable and how do I get actually transferable and how do I get there? So guess what I have in my or in there? So guess what I have in my or in there? So guess what I have in my or in one of my Q groupoups? one of my Q groupoups? one of my Q groupoups? » Uh a mentor or sorry » Uh a mentor or sorry » Uh a mentor or sorry » have a coach » have a coach » have a coach » coach. Oh, gotcha. Yeah, » coach. Oh, gotcha. Yeah, » coach. Oh, gotcha. Yeah, » there's a coach in my Q group. I've » there's a coach in my Q group. I've » there's a coach in my Q group. I've actually got a network of coaches that I actually got a network of coaches that I actually got a network of coaches that I work with work with work with » and that I I'm setting up time to meet » and that I I'm setting up time to meet » and that I I'm setting up time to meet with coaches. I love to even help with coaches. I love to even help with coaches. I love to even help coaches. Yeah. coaches. Yeah. coaches. Yeah. » And so, yeah, to work with that and to » And so, yeah, to work with that and to » And so, yeah, to work with that and to be able to give coaches or to actually be able to give coaches or to actually be able to give coaches or to actually bring some of my clients to the coaching bring some of my clients to the coaching bring some of my clients to the coaching opportunity. opportunity. opportunity. » Yeah, » Yeah, » Yeah, » there's always lots of different » there's always lots of different » there's always lots of different opportunities, but I just have to think. opportunities, but I just have to think. opportunities, but I just have to think. » Yeah. » Yeah. » Yeah. » And give myself the opportunity to think » And give myself the opportunity to think » And give myself the opportunity to think and say, what if we did this? What would and say, what if we did this? What would and say, what if we did this? What would happen if I did that? And how does it happen if I did that? And how does it happen if I did that? And how does it get sustained? But we have to ask the get sustained? But we have to ask the get sustained? But we have to ask the hard questions. hard questions. hard questions. » Yeah. And and that's the situation for I » Yeah. And and that's the situation for I » Yeah. And and that's the situation for I feel like anybody that's in a very feel like anybody that's in a very feel like anybody that's in a very relational service environment, right? relational service environment, right? relational service environment, right? It's not It's not It's not » I'm not reselling I'm not selling a » I'm not reselling I'm not selling a » I'm not reselling I'm not selling a policy or a you know there's there's B2B policy or a you know there's there's B2B policy or a you know there's there's B2B service where you sell an item, right? service where you sell an item, right? service where you sell an item, right? And then you're just kind of there to And then you're just kind of there to And then you're just kind of there to answer questions, answer questions, answer questions, » but you're selling one thing and all B2B » but you're selling one thing and all B2B » but you're selling one thing and all B2B sells at least one thing. sells at least one thing. sells at least one thing. » What's that? And even anyone who » What's that? And even anyone who » What's that? And even anyone who produces a product or sells a service is produces a product or sells a service is produces a product or sells a service is selling one thing. What are they selling one thing. What are they selling one thing. What are they selling? selling? selling? » Value. » Value. » Value. » No. What are they selling? » No. What are they selling? » No. What are they selling? » I I want you to tell me. » I I want you to tell me. » I I want you to tell me. » Time. » Time. » Time. » Time. » Time. » Time. » Time. » Time. » Time. » This. » This. » This. » So, this is like a Bible school » So, this is like a Bible school » So, this is like a Bible school situation where the answer is always situation where the answer is always situation where the answer is always Jesus. With Dan, it's always time is Jesus. With Dan, it's always time is Jesus. With Dan, it's always time is what I'm catching on. what I'm catching on. what I'm catching on. » You're selling time. So, so in in any of » You're selling time. So, so in in any of » You're selling time. So, so in in any of your companies, your companies, your companies, what are you selling? what are you selling? what are you selling? » Time. » Time. » Time. » Yeah. You think about it. » Yeah. You think about it. » Yeah. You think about it. » Yeah. It takes time to make the mic. It » Yeah. It takes time to make the mic. It » Yeah. It takes time to make the mic. It takes time to coach. It takes time. takes time to coach. It takes time. takes time to coach. It takes time. » It takes time to have a podcast. » It takes time to have a podcast. » It takes time to have a podcast. » Yep. Yep. » Yep. Yep. » Yep. Yep. » It takes time to » It takes time to » It takes time to figure out what to sell, what to buy. figure out what to sell, what to buy. figure out what to sell, what to buy. » Yeah. » Yeah. » Yeah. » It takes time to go serve a client. It » It takes time to go serve a client. It » It takes time to go serve a client. It takes time. takes time. takes time. We're just trying to figure out the best We're just trying to figure out the best We're just trying to figure out the best use of the dollar and buying time. use of the dollar and buying time. use of the dollar and buying time. » Yeah. » Yeah. » Yeah. Yeah. If you buy uh you buy an excavator Yeah. If you buy uh you buy an excavator Yeah. If you buy uh you buy an excavator instead of 20 humans and 20 shovels or instead of 20 humans and 20 shovels or instead of 20 humans and 20 shovels or you pay 20 humans 20 shovels or you rent you pay 20 humans 20 shovels or you rent you pay 20 humans 20 shovels or you rent an excavator, it's probably you not an excavator, it's probably you not an excavator, it's probably you not buying humans. That was Whoa, that's a buying humans. That was Whoa, that's a buying humans. That was Whoa, that's a rough clip. Got to cut that one out, rough clip. Got to cut that one out, rough clip. Got to cut that one out, Tyler. Uh but yeah, that's a great Tyler. Uh but yeah, that's a great Tyler. Uh but yeah, that's a great » Yeah, it's it's all about time. » Yeah, it's it's all about time. » Yeah, it's it's all about time. » Yeah. So, if I actually look at that, » Yeah. So, if I actually look at that, » Yeah. So, if I actually look at that, why would I why would I why would I hire somebody for my company and not pay hire somebody for my company and not pay hire somebody for my company and not pay them for their time? That'd be terrible, them for their time? That'd be terrible, them for their time? That'd be terrible, » right? It's illegal. » right? It's illegal. » right? It's illegal. » It's It's illegal. But but small » It's It's illegal. But but small » It's It's illegal. But but small business owners do it all day long. business owners do it all day long. business owners do it all day long. » It's true. » It's true. » It's true. » Here's a profit share opportunity. Want » Here's a profit share opportunity. Want » Here's a profit share opportunity. Want some equity? Want some stock? some equity? Want some stock? some equity? Want some stock? » Yeah. We're going to talk about sweat » Yeah. We're going to talk about sweat » Yeah. We're going to talk about sweat equity. Oh, yeah. equity. Oh, yeah. equity. Oh, yeah. There's a heck of a lot of sweat. There's a heck of a lot of sweat. There's a heck of a lot of sweat. I'm not sure I'm not sure I'm not sure equity, but equity, but equity, but » I'm not sure there's equity part of this » I'm not sure there's equity part of this » I'm not sure there's equity part of this at all. at all. at all. » Yeah. » Yeah. » Yeah. » Yeah. Yeah. We we'll pretend there's » Yeah. Yeah. We we'll pretend there's » Yeah. Yeah. We we'll pretend there's equity here. equity here. equity here. » Yeah. » Yeah. » Yeah. » There's no real equity. » There's no real equity. » There's no real equity. » So, the uh a lot of what I'm seeing » So, the uh a lot of what I'm seeing » So, the uh a lot of what I'm seeing nowadays is people are uh working with nowadays is people are uh working with nowadays is people are uh working with people they know, like, trust um and people they know, like, trust um and people they know, like, trust um and when the services are provided, right? when the services are provided, right? when the services are provided, right? And uh like Jason Gway is a great And uh like Jason Gway is a great And uh like Jason Gway is a great example, right? He's been your client example, right? He's been your client example, right? He's been your client for a long time and he's built a for a long time and he's built a for a long time and he's built a powerful model where he is still a powerful model where he is still a powerful model where he is still a communicator face brand uh but as far as communicator face brand uh but as far as communicator face brand uh but as far as all fulfillment goes and services all fulfillment goes and services all fulfillment goes and services provided or someone else right he's provided or someone else right he's provided or someone else right he's completely removed from that but there's completely removed from that but there's completely removed from that but there's also a big value of Jason building a also a big value of Jason building a also a big value of Jason building a following people knowing and trusting following people knowing and trusting following people knowing and trusting his opinion because they know and trust his opinion because they know and trust his opinion because they know and trust the systems he built and the systems he built and the systems he built and the structure of time he built to sell to structure of time he built to sell to structure of time he built to sell to his clients via other people. Um, I I his clients via other people. Um, I I his clients via other people. Um, I I think with AI and everything, it think with AI and everything, it think with AI and everything, it just seems like a lot of this is moving just seems like a lot of this is moving just seems like a lot of this is moving towards you do have to brand yourself in towards you do have to brand yourself in towards you do have to brand yourself in a certain way and not just your a certain way and not just your a certain way and not just your company's name and that hybrid is like a company's name and that hybrid is like a company's name and that hybrid is like a hard thing. So, I'm curious like you'd hard thing. So, I'm curious like you'd hard thing. So, I'm curious like you'd tear me a new one. Um, but there tear me a new one. Um, but there tear me a new one. Um, but there is a weird uh like Alex Hermoszi is a is a weird uh like Alex Hermoszi is a is a weird uh like Alex Hermoszi is a big one right now. like he essentially big one right now. like he essentially big one right now. like he essentially his brand is synonymous um it's his brand is synonymous um it's his brand is synonymous um it's acquisition I think acquisition I think acquisition I think » acquisition is his brand massive » acquisition is his brand massive » acquisition is his brand massive » acquisition.com but it's synonymous with » acquisition.com but it's synonymous with » acquisition.com but it's synonymous with his name and like all the content his name and like all the content his name and like all the content all the value they put out so those two all the value they put out so those two all the value they put out so those two more people are familiar with his name more people are familiar with his name more people are familiar with his name than obviously the entity but the entity than obviously the entity but the entity than obviously the entity but the entity operates without him but the leadfunnel operates without him but the leadfunnel operates without him but the leadfunnel is dependent on him right and a lot of is dependent on him right and a lot of is dependent on him right and a lot of big players are doing that now And big players are doing that now And big players are doing that now And so I'd love to hear uh not saying so I'd love to hear uh not saying so I'd love to hear uh not saying that's right because I also if something that's right because I also if something that's right because I also if something happened to that guy tomorrow that whole happened to that guy tomorrow that whole happened to that guy tomorrow that whole leave funnel's in a bad spot, right? leave funnel's in a bad spot, right? leave funnel's in a bad spot, right? » Yeah. » Yeah. » Yeah. » Like that whole process of bringing » Like that whole process of bringing » Like that whole process of bringing in and they do consulting like with in and they do consulting like with in and they do consulting like with large businesses like that's their whole large businesses like that's their whole large businesses like that's their whole thing is they take a company from X thing is they take a company from X thing is they take a company from X to some other number. Um but you and I to some other number. Um but you and I to some other number. Um but you and I have had this dialogue a couple times have had this dialogue a couple times have had this dialogue a couple times and then I had a a a guy on um oh and he and then I had a a a guy on um oh and he and then I had a a a guy on um oh and he listens to podcast, Mr. Mixer listens to podcast, Mr. Mixer listens to podcast, Mr. Mixer » and right you remember that guy the Mr. » and right you remember that guy the Mr. » and right you remember that guy the Mr. makes it and you're like, listen, he's makes it and you're like, listen, he's makes it and you're like, listen, he's still a cog in the system. Like he's still a cog in the system. Like he's still a cog in the system. Like he's he's he's the sales and marketing engine he's he's the sales and marketing engine he's he's the sales and marketing engine » and it doesn't work without his face. » and it doesn't work without his face. » and it doesn't work without his face. » And so depending on the type of » And so depending on the type of » And so depending on the type of industry, is that industry, is that industry, is that » okay? » okay? » okay? Like in in your principles of how to Like in in your principles of how to Like in in your principles of how to build a business, build a business, build a business, » it's fine. He can do that and you can do » it's fine. He can do that and you can do » it's fine. He can do that and you can do that. Anybody can do that. It's fine. Do that. Anybody can do that. It's fine. Do that. Anybody can do that. It's fine. Do that if that's what you want. that if that's what you want. that if that's what you want. But what's the problem with that But what's the problem with that But what's the problem with that picture? picture? picture? » It's it that can't exist without my » It's it that can't exist without my » It's it that can't exist without my time. time. time. » Without your time, » Without your time, » Without your time, » right? » right? » right? » It's requires your time and your effort » It's requires your time and your effort » It's requires your time and your effort to keep that going. to keep that going. to keep that going. » Yep. » Yep. » Yep. » So, how do I get beyond that? How do I » So, how do I get beyond that? How do I » So, how do I get beyond that? How do I be to a new place? be to a new place? be to a new place? » Right. And and that's where I would say » Right. And and that's where I would say » Right. And and that's where I would say if you enjoy that, if there's something if you enjoy that, if there's something if you enjoy that, if there's something about that process and it's structured about that process and it's structured about that process and it's structured in a way because I would say Zach at Mr. in a way because I would say Zach at Mr. in a way because I would say Zach at Mr. Mixer loves making content and he's a Mixer loves making content and he's a Mixer loves making content and he's a very entertaining dude. So, he also kind very entertaining dude. So, he also kind very entertaining dude. So, he also kind of has this of has this of has this » influencer part of his business that I » influencer part of his business that I » influencer part of his business that I think he likes more than his think he likes more than his think he likes more than his business itself, right? business itself, right? business itself, right? » And so, you've got you got these two » And so, you've got you got these two » And so, you've got you got these two pieces. So, if it's something you enjoy pieces. So, if it's something you enjoy pieces. So, if it's something you enjoy and then it benefits the entity and then it benefits the entity and then it benefits the entity um versus what do you really want is um versus what do you really want is um versus what do you really want is your original question like what your original question like what your original question like what do you really want? And if you want what do you really want? And if you want what do you really want? And if you want to be an integral part of a team and a to be an integral part of a team and a to be an integral part of a team and a brand like that, I guess that's okay. But then like that, I guess that's okay. But then like that, I guess that's okay. But then it's just you're not going to act as an it's just you're not going to act as an it's just you're not going to act as an efficient owner. efficient owner. efficient owner. » So » So » So » or the best owner you can be. » or the best owner you can be. » or the best owner you can be. » Maybe, maybe not. Maybe you might be the » Maybe, maybe not. Maybe you might be the » Maybe, maybe not. Maybe you might be the best owner. I mean, let's let's take best owner. I mean, let's let's take best owner. I mean, let's let's take Zach on and say, "Okay, Zach, um Zach on and say, "Okay, Zach, um Zach on and say, "Okay, Zach, um you're the best person for this you're the best person for this you're the best person for this position." Yeah. You're absolutely going position." Yeah. You're absolutely going position." Yeah. You're absolutely going to rock the world with what you're doing to rock the world with what you're doing to rock the world with what you're doing here and you're doing it already. You've here and you're doing it already. You've here and you're doing it already. You've proven that. It's amazing products. It's proven that. It's amazing products. It's proven that. It's amazing products. It's it's what you do is is is incredible. it's what you do is is is incredible. it's what you do is is is incredible. If somehow If somehow If somehow you got sick you got sick you got sick and had to be gone for a month, how do and had to be gone for a month, how do and had to be gone for a month, how do we keep that going? we keep that going? we keep that going? » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » How do we keep moving forward? And if » How do we keep moving forward? And if » How do we keep moving forward? And if Zach changes just a little bit of his Zach changes just a little bit of his Zach changes just a little bit of his mindset and said, "I'm here to actually mindset and said, "I'm here to actually mindset and said, "I'm here to actually build how this is done how this is done how this is done and every part of this and every part of this and every part of this » connection that I do, » connection that I do, » connection that I do, document, make it something that can be document, make it something that can be document, make it something that can be duplicated." duplicated." duplicated." » Yeah. » Yeah. » Yeah. » Then he has this opportunity to get » Then he has this opportunity to get » Then he has this opportunity to get sick, which nobody wants to do that. But sick, which nobody wants to do that. But sick, which nobody wants to do that. But in case that might happen, in case that might happen, in case that might happen, » that would be a problem. But on the » that would be a problem. But on the » that would be a problem. But on the other hand, he also has this opportunity other hand, he also has this opportunity other hand, he also has this opportunity not to get sick, but to actually go take not to get sick, but to actually go take not to get sick, but to actually go take a month vacation, a month vacation, a month vacation, » right, » right, » right, » anywhere he wants to go and he can enjoy » anywhere he wants to go and he can enjoy » anywhere he wants to go and he can enjoy the time and not worry about the fact the time and not worry about the fact the time and not worry about the fact that the sales are going to drop before that the sales are going to drop before that the sales are going to drop before he gets back. he gets back. he gets back. » Yep. » Yep. » Yep. » He doesn't have to worry about that. He » He doesn't have to worry about that. He » He doesn't have to worry about that. He doesn't have to worry about the fact doesn't have to worry about the fact doesn't have to worry about the fact that there's no production being done that there's no production being done that there's no production being done while he's gone because the production while he's gone because the production while he's gone because the production will be done. will be done. will be done. » Yeah. » Yeah. » Yeah. » It'll get done. » It'll get done. » It'll get done. » Yeah. » Yeah. » Yeah. » But all he has to do is figure out how » But all he has to do is figure out how » But all he has to do is figure out how to systematize and buy time. to systematize and buy time. to systematize and buy time. » Yep. » Yep. » Yep. » All there's to it. » All there's to it. » All there's to it. » Yep. Well, and getting more efficient. I » Yep. Well, and getting more efficient. I » Yep. Well, and getting more efficient. I think about that. Uh like the podcast, think about that. Uh like the podcast, think about that. Uh like the podcast, just being completely transparent. The just being completely transparent. The just being completely transparent. The podcast is a very efficient way for us podcast is a very efficient way for us podcast is a very efficient way for us to have a lot of content, right? lot of to have a lot of content, right? lot of to have a lot of content, right? lot of content that's value ad. Uh we can content that's value ad. Uh we can content that's value ad. Uh we can generate a lot of clips uh that are generate a lot of clips uh that are generate a lot of clips uh that are interesting from this conversation with interesting from this conversation with interesting from this conversation with you. you. you. » Um versus like building out a whole like » Um versus like building out a whole like » Um versus like building out a whole like how often do we need to film? We how often do we need to film? We how often do we need to film? We need to be coming up and scripting and need to be coming up and scripting and need to be coming up and scripting and building all these concepts that we put building all these concepts that we put building all these concepts that we put out there as far as content. Um so I out there as far as content. Um so I out there as far as content. Um so I think that efficiencies gained is is a think that efficiencies gained is is a think that efficiencies gained is is a no-brainer. Like if you can build a no-brainer. Like if you can build a no-brainer. Like if you can build a content engine content engine content engine around » that's essentially what you're saying to » that's essentially what you're saying to » that's essentially what you're saying to » it's a good investment » it's a good investment » it's a good investment » right » right » right » to buy time. » to buy time. » to buy time. » Yes. Exactly. » Yes. Exactly. » Yes. Exactly. » And you're making efficient use of time » And you're making efficient use of time » And you're making efficient use of time » in your podcast idea because you're » in your podcast idea because you're » in your podcast idea because you're producing something producing something producing something the value in a very quick and easy and the value in a very quick and easy and the value in a very quick and easy and efficient way. efficient way. efficient way. » There you go. » There you go. » There you go. » Yeah. You know what is it uh is it good? » Yeah. You know what is it uh is it good? » Yeah. You know what is it uh is it good? I don't know. Um, but you know, the I don't know. Um, but you know, the I don't know. Um, but you know, the unscripted format obviously unscripted format obviously unscripted format obviously helps with prep, you know, just being helps with prep, you know, just being helps with prep, you know, just being curious and having conversations. Uh, curious and having conversations. Uh, curious and having conversations. Uh, usually something good is said, you usually something good is said, you usually something good is said, you know, between two people. know, between two people. know, between two people. » You've at least had one nugget. No, I'm » You've at least had one nugget. No, I'm » You've at least had one nugget. No, I'm kidding. You've had more than more than kidding. You've had more than more than kidding. You've had more than more than one nugget on this. But that's a really one nugget on this. But that's a really one nugget on this. But that's a really good point that everyone needs to good point that everyone needs to good point that everyone needs to consider. And I and it's such a scary consider. And I and it's such a scary consider. And I and it's such a scary cuz I've thought the way I've I've never cuz I've thought the way I've I've never cuz I've thought the way I've I've never been in an organization where it was so been in an organization where it was so been in an organization where it was so dependent on uh different things I'm dependent on uh different things I'm dependent on uh different things I'm doing and my business partners are doing and my business partners are doing and my business partners are doing. Like if I lost Tyler doing. Like if I lost Tyler doing. Like if I lost Tyler » tomorrow, that'd be a really scary deal, » tomorrow, that'd be a really scary deal, » tomorrow, that'd be a really scary deal, right? And so I think it keeps me awake right? And so I think it keeps me awake right? And so I think it keeps me awake at night because my other businesses at night because my other businesses at night because my other businesses that wasn't necessarily the case. So, so that wasn't necessarily the case. So, so that wasn't necessarily the case. So, so let's say let's say let's say » Tyler decides tomorrow he's going to go » Tyler decides tomorrow he's going to go » Tyler decides tomorrow he's going to go his own podcast booth and he's got so his own podcast booth and he's got so his own podcast booth and he's got so much experience. much experience. much experience. » He's so so good. I mean, he's he's the » He's so so good. I mean, he's he's the » He's so so good. I mean, he's he's the find a better host. find a better host. find a better host. » He's the brains behind all this. » He's the brains behind all this. » He's the brains behind all this. » Going nowhere. » Going nowhere. » Going nowhere. » He's the brains behind all this. » He's the brains behind all this. » He's the brains behind all this. » Yes. » Yes. » Yes. » So, let's say he does that. » So, let's say he does that. » So, let's say he does that. » Yeah. » Yeah. » Yeah. » Would you help him? » Would you help him? » Would you help him? » Would I support him to leave me? » Would I support him to leave me? » Would I support him to leave me? » Yeah. I mean, most likely I would, but I » Yeah. I mean, most likely I would, but I » Yeah. I mean, most likely I would, but I want to be happy about it. That's the That's the bummer about, you That's the That's the bummer about, you know, really liking someone and wanting know, really liking someone and wanting know, really liking someone and wanting them to be successful if I'm their them to be successful if I'm their them to be successful if I'm their bottleneck, you know. But I get what bottleneck, you know. But I get what bottleneck, you know. But I get what you're saying. Yeah. you're saying. Yeah. you're saying. Yeah. » If you'd potentially help him, then how » If you'd potentially help him, then how » If you'd potentially help him, then how would he help you would he help you would he help you » in doing what you're doing and continue » in doing what you're doing and continue » in doing what you're doing and continue to sustain you? Because I'm sure he to sustain you? Because I'm sure he to sustain you? Because I'm sure he would help you. would help you. would help you. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » So, if he would help you, and he » So, if he would help you, and he » So, if he would help you, and he actually wrote the process and procedure actually wrote the process and procedure actually wrote the process and procedure out for how we do a podcast and actually out for how we do a podcast and actually out for how we do a podcast and actually created the stepby-step created the stepby-step created the stepby-step process of how he does what he does process of how he does what he does process of how he does what he does » and was able to have that as a training » and was able to have that as a training » and was able to have that as a training tool and give it to you, would you go, tool and give it to you, would you go, tool and give it to you, would you go, » "Okay, » "Okay, » "Okay, we're fine." And then you might be able we're fine." And then you might be able we're fine." And then you might be able to even sleep at night, to even sleep at night, to even sleep at night, » right? » right? » right? » And not worry about Tyler. » And not worry about Tyler. » And not worry about Tyler. » Yeah. Because you and Todd are on the » Yeah. Because you and Todd are on the » Yeah. Because you and Todd are on the same page. same page. same page. » Yeah. » Yeah. » Yeah. » And you're working together to create » And you're working together to create » And you're working together to create something that's outside of both of you. something that's outside of both of you. something that's outside of both of you. That's how we build business. That's so That's how we build business. That's so That's how we build business. That's so healthy to even have a relationship or healthy to even have a relationship or healthy to even have a relationship or partnership or just the uh wherewithal partnership or just the uh wherewithal partnership or just the uh wherewithal to say like I'm going to go ahead and to say like I'm going to go ahead and to say like I'm going to go ahead and just build this now because this could just build this now because this could just build this now because this could happen. And then being able to have that happen. And then being able to have that happen. And then being able to have that conversation I think creates another conversation I think creates another conversation I think creates another level of trust even probably with your level of trust even probably with your level of trust even probably with your key. I even think of key people, Dan. key. I even think of key people, Dan. key. I even think of key people, Dan. Like I've had some employees that were Like I've had some employees that were Like I've had some employees that were if I lost those employees, I was I was if I lost those employees, I was I was if I lost those employees, I was I was going to be in trouble. Well, then how going to be in trouble. Well, then how going to be in trouble. Well, then how do you have a conversation with your do you have a conversation with your do you have a conversation with your employee to say, "Hey, there's a lot of employee to say, "Hey, there's a lot of employee to say, "Hey, there's a lot of things you do that I don't know that are things you do that I don't know that are things you do that I don't know that are going great that we need to understand going great that we need to understand going great that we need to understand what you do in case we don't have you, what you do in case we don't have you, what you do in case we don't have you, but you're not going anywhere. Like, but you're not going anywhere. Like, but you're not going anywhere. Like, we're not getting rid of you." You know, we're not getting rid of you." You know, we're not getting rid of you." You know, it's kind of a delicate conversation of it's kind of a delicate conversation of it's kind of a delicate conversation of of like when you trust someone so much of like when you trust someone so much of like when you trust someone so much to build stuff. I'm the star performer to build stuff. I'm the star performer to build stuff. I'm the star performer in one of your businesses. in one of your businesses. in one of your businesses. » Yeah. » Yeah. » Yeah. » And I'm doing this great work. » And I'm doing this great work. » And I'm doing this great work. » We're hiring if you spot. » We're hiring if you spot. » We're hiring if you spot. » You come to come to me and say, "Hey, » You come to come to me and say, "Hey, » You come to come to me and say, "Hey, » um I I need you to tell me what you do » um I I need you to tell me what you do » um I I need you to tell me what you do here because this is an important here because this is an important here because this is an important position. How do you do that?" position. How do you do that?" position. How do you do that?" » Yeah. I don't know. That's what I'm I'm » Yeah. I don't know. That's what I'm I'm » Yeah. I don't know. That's what I'm I'm I mean with a lot of with a lot of like I mean with a lot of with a lot of like I mean with a lot of with a lot of like how do you have that conversation how do you have that conversation how do you have that conversation without them feeling threatened and also without them feeling threatened and also without them feeling threatened and also without them leveraging what they know without them leveraging what they know without them leveraging what they know to secure their spot. to secure their spot. to secure their spot. » You know the answer. » You know the answer. » You know the answer. » Pay them for their time. » Pay them for their time. » Pay them for their time. » This is an entity » This is an entity » This is an entity that is outside of both of us. that is outside of both of us. that is outside of both of us. » Yes. » Yes. » Yes. » It is not just you and it is not just » It is not just you and it is not just » It is not just you and it is not just me. We need to make this to where we can me. We need to make this to where we can me. We need to make this to where we can grow this. And it only grows by us grow this. And it only grows by us grow this. And it only grows by us knowing what to do and how to do it and knowing what to do and how to do it and knowing what to do and how to do it and how to use our time well. Cuz if they're how to use our time well. Cuz if they're how to use our time well. Cuz if they're they are in that position, they probably they are in that position, they probably they are in that position, they probably care a lot about the business and its care a lot about the business and its care a lot about the business and its success and its growth because they grow success and its growth because they grow success and its growth because they grow too. So it's it's a win-win, too. So it's it's a win-win, too. So it's it's a win-win, right? Like right? Like right? Like » I mean, who doesn't want to have a » I mean, who doesn't want to have a » I mean, who doesn't want to have a legacy in my in a business? legacy in my in a business? legacy in my in a business? » Yeah, » Yeah, » Yeah, » for sure. doesn't want to be able to » for sure. doesn't want to be able to » for sure. doesn't want to be able to say, "I actually helped build that." say, "I actually helped build that." say, "I actually helped build that." » Yeah. » Yeah. » Yeah. Yeah. That's good. Uh what's what's the Yeah. That's good. Uh what's what's the Yeah. That's good. Uh what's what's the success rate that you've seen now success rate that you've seen now success rate that you've seen now coaching this long? I'm I'm curious on a coaching this long? I'm I'm curious on a coaching this long? I'm I'm curious on a someone that's obviously an operator, someone that's obviously an operator, someone that's obviously an operator, you know, so you've got owner, GMs, you know, so you've got owner, GMs, you know, so you've got owner, GMs, department heads, all that department heads, all that department heads, all that organizational structure. organizational structure. organizational structure. when someone comes in and they truly are when someone comes in and they truly are when someone comes in and they truly are an electrician, an electrician, an electrician, how what's the success rate of a how what's the success rate of a how what's the success rate of a true operator? Not not saying they true operator? Not not saying they true operator? Not not saying they couldn't do the other parts and maybe couldn't do the other parts and maybe couldn't do the other parts and maybe they have it in them, they just didn't they have it in them, they just didn't they have it in them, they just didn't know yet, but what have you seen where know yet, but what have you seen where know yet, but what have you seen where they can actually move into a position they can actually move into a position they can actually move into a position of an owner? of an owner? of an owner? » So, I'm going to throw Jason under the » So, I'm going to throw Jason under the » So, I'm going to throw Jason under the bus. bus. bus. » Great. But but Jason » Great. But but Jason » Great. But but Jason when I had a first conversation with him when I had a first conversation with him when I had a first conversation with him » Jason Gway 316 health uh was on the » Jason Gway 316 health uh was on the » Jason Gway 316 health uh was on the podcast so you can go check him out for podcast so you can go check him out for podcast so you can go check him out for context. context. context. » He was in the first point at which » He was in the first point at which » He was in the first point at which I had a conversation with him. He told I had a conversation with him. He told I had a conversation with him. He told me there's nobody that can do what I can me there's nobody that can do what I can me there's nobody that can do what I can do. do. do. » Nobody can do what I can do. I am a » Nobody can do what I can do. I am a » Nobody can do what I can do. I am a unique person and this is not able to be unique person and this is not able to be unique person and this is not able to be done. done. done. » It is not going to happen. » It is not going to happen. » It is not going to happen. And over time he figured out that oh And over time he figured out that oh And over time he figured out that oh now we had multiple conversations about now we had multiple conversations about now we had multiple conversations about how to get there. We had multiple how to get there. We had multiple how to get there. We had multiple conversations about how to get my conversations about how to get my conversations about how to get my elephant to let go of the situation elephant to let go of the situation elephant to let go of the situation and to be able to go that's just my and to be able to go that's just my and to be able to go that's just my elephant my emotions. elephant my emotions. elephant my emotions. » That's what that is. That's not true. » That's what that is. That's not true. » That's what that is. That's not true. It's understanding the lies we tell It's understanding the lies we tell It's understanding the lies we tell ourselves is incredible thing. So yeah, ourselves is incredible thing. So yeah, ourselves is incredible thing. So yeah, he's one of those I' I've had companies he's one of those I' I've had companies he's one of those I' I've had companies ever from plumbing to signs to to ever from plumbing to signs to to ever from plumbing to signs to to whatever out there um in in a company whatever out there um in in a company whatever out there um in in a company who has said I have to do all this and who has said I have to do all this and who has said I have to do all this and have discovered that they don't. H have discovered that they don't. H have discovered that they don't. H » so um but I've had other companies that » so um but I've had other companies that » so um but I've had other companies that have come and said I have this that have come and said I have this that have come and said I have this skill and this ability to do this work skill and this ability to do this work skill and this ability to do this work » and I said well do you want to build a » and I said well do you want to build a » and I said well do you want to build a business? They said yes. And then they business? They said yes. And then they business? They said yes. And then they discovered that building the business discovered that building the business discovered that building the business was another kind of work that they was another kind of work that they was another kind of work that they didn't want to do. didn't want to do. didn't want to do. » Yeah. » Yeah. » Yeah. » So they shut it down » So they shut it down » So they shut it down » and went back to doing the work they » and went back to doing the work they » and went back to doing the work they wanted to do. They weren't in into wanted to do. They weren't in into wanted to do. They weren't in into building a business. So I've had both. building a business. So I've had both. building a business. So I've had both. Yeah. Yeah. Yeah. » And it just depends on the individual » And it just depends on the individual » And it just depends on the individual who's willing to actually take on the who's willing to actually take on the who's willing to actually take on the responsibility and the challenge to responsibility and the challenge to responsibility and the challenge to build this entity that's not them. And build this entity that's not them. And build this entity that's not them. And the worst thing is is to be as somebody the worst thing is is to be as somebody the worst thing is is to be as somebody who wants to own just the skill of doing who wants to own just the skill of doing who wants to own just the skill of doing the work I do the work I do the work I do and that's it. And forcing them to stay and that's it. And forcing them to stay and that's it. And forcing them to stay in a business because they're trapped. in a business because they're trapped. in a business because they're trapped. Yeah, Yeah, Yeah, » that's terrible. » that's terrible. » that's terrible. » Yeah. » Yeah. » Yeah. » And and I think it's a success for them » And and I think it's a success for them » And and I think it's a success for them to get out of the business to get out of the business to get out of the business » as much as it is is for the next person » as much as it is is for the next person » as much as it is is for the next person to build the business. to build the business. to build the business. » Yeah, that's really good. » Yeah, that's really good. » Yeah, that's really good. » Uh so let's talk about Circle » Uh so let's talk about Circle » Uh so let's talk about Circle Consulting. Um the next couple years, uh Consulting. Um the next couple years, uh Consulting. Um the next couple years, uh what's you talk about? you're already what's you talk about? you're already what's you talk about? you're already thinking through uh transitions, making thinking through uh transitions, making thinking through uh transitions, making sure there's other people more so to sure there's other people more so to sure there's other people more so to just take care of your people. Um are just take care of your people. Um are just take care of your people. Um are you wanting to grow more than where you wanting to grow more than where you wanting to grow more than where you're at? You've got 30 people. That you're at? You've got 30 people. That you're at? You've got 30 people. That seems like a lot. seems like a lot. seems like a lot. » Yeah. » Yeah. » Yeah. » I mean, I can't imagine you having to » I mean, I can't imagine you having to » I mean, I can't imagine you having to deal with, you know, three of me alone. » But like there's only one of you. Sorry. » But like there's only one of you. Sorry. » Hey, that's not true. You know, Hold on. » Hey, that's not true. You know, Hold on. » Hey, that's not true. You know, Hold on. Don't be a hypocrite here. Don't be a hypocrite here. Don't be a hypocrite here. » No, not a hypocrite. I mean, » No, not a hypocrite. I mean, » No, not a hypocrite. I mean, » did you hear that? Jason, I am one of a » did you hear that? Jason, I am one of a » did you hear that? Jason, I am one of a kind. You're not. kind. You're not. kind. You're not. » I didn't say that. » I didn't say that. » I didn't say that. » I think Jason's one of a kind, too. Very » I think Jason's one of a kind, too. Very » I think Jason's one of a kind, too. Very much so. much so. much so. » And and that's the world that we live in » And and that's the world that we live in » And and that's the world that we live in is this one of a kind world that we're is this one of a kind world that we're is this one of a kind world that we're all one of a kind. all one of a kind. all one of a kind. » Yes. » Yes. » Yes. » And even that daughter who was born in » And even that daughter who was born in » And even that daughter who was born in your family and has a lot of your family and has a lot of your family and has a lot of your characteristics is one of a kind. characteristics is one of a kind. characteristics is one of a kind. » Mhm. So that one-of-a-kind person is is » Mhm. So that one-of-a-kind person is is » Mhm. So that one-of-a-kind person is is that person that we actually learn to that person that we actually learn to that person that we actually learn to know and enjoy. know and enjoy. know and enjoy. » What uh can you handle 50 people with » What uh can you handle 50 people with » What uh can you handle 50 people with the » I I would have to » I I would have to » I I would have to I'd have to change my my model quite a I'd have to change my my model quite a I'd have to change my my model quite a bit. bit. bit. » Yeah. » Yeah. » Yeah. » Um » Um » Um » uh I I » uh I I » uh I I I would love to grow uh some more. I I would love to grow uh some more. I I would love to grow uh some more. I don't sure how much now. There's a part don't sure how much now. There's a part don't sure how much now. There's a part of me that goes, of me that goes, of me that goes, » I think two groups is big enough. » I think two groups is big enough. » I think two groups is big enough. » Sure. » Sure. » Sure. » But but on the other hand, » But but on the other hand, » But but on the other hand, » 30 businesses, » 30 businesses, » 30 businesses, I I still want to speak truth into I I still want to speak truth into I I still want to speak truth into people's lives. people's lives. people's lives. » Yeah. » Yeah. » Yeah. » Yeah. That's » Yeah. That's » Yeah. That's » I I don't have an end. » I I don't have an end. » I I don't have an end. » Yeah. » Yeah. » Yeah. » Um » Um » Um maybe, you know, I I am getting to a maybe, you know, I I am getting to a maybe, you know, I I am getting to a point in life where I want to slow down point in life where I want to slow down point in life where I want to slow down a bit. Yeah. a bit. Yeah. a bit. Yeah. » But then there's this part of me that » But then there's this part of me that » But then there's this part of me that still imagines I'm 30. still imagines I'm 30. still imagines I'm 30. » Yeah. Yeah. Good for you. Uh I I so » Yeah. Yeah. Good for you. Uh I I so » Yeah. Yeah. Good for you. Uh I I so appreciate that about you and you appreciate that about you and you appreciate that about you and you answered the question exactly how I answered the question exactly how I answered the question exactly how I thought you would. Um cuz I know you're thought you would. Um cuz I know you're thought you would. Um cuz I know you're we're in the same B and I group together we're in the same B and I group together we're in the same B and I group together now and um without a doubt you genuinely now and um without a doubt you genuinely now and um without a doubt you genuinely are excited to help people and that is are excited to help people and that is are excited to help people and that is so talk about like only being one of so talk about like only being one of so talk about like only being one of someone like that is so hard to find and you're like that is so hard to find and you're like that is so hard to find and you're in such a cool spot I feel like in your in such a cool spot I feel like in your in such a cool spot I feel like in your career right now where career right now where career right now where » you're you're not you're not hurting » you're you're not you're not hurting » you're you're not you're not hurting worrying about getting numbers you're worrying about getting numbers you're worrying about getting numbers you're worrying about helping each person worrying about helping each person worrying about helping each person » and that's evident based on your » and that's evident based on your » and that's evident based on your testimonials and everybody that's coming testimonials and everybody that's coming testimonials and everybody that's coming through and uh so don't don't lose that. through and uh so don't don't lose that. through and uh so don't don't lose that. I we all benefit a lot from that and you I we all benefit a lot from that and you I we all benefit a lot from that and you know it's like your mission you know I know it's like your mission you know I know it's like your mission you know I think some people just they get think some people just they get think some people just they get something bigger than themselves and something bigger than themselves and something bigger than themselves and they get something bigger than an entity they get something bigger than an entity they get something bigger than an entity too right like that's too right like that's too right like that's » you know in the grand scheme of things » you know in the grand scheme of things » you know in the grand scheme of things even the businesses we're building are even the businesses we're building are even the businesses we're building are pretty small but people are everything pretty small but people are everything pretty small but people are everything and you've and you've and you've » you've created a model that makes the » you've created a model that makes the » you've created a model that makes the individual everything and then and then individual everything and then and then individual everything and then and then you're essentially giving them identity you're essentially giving them identity you're essentially giving them identity back. You're you're untangling pulling back. You're you're untangling pulling back. You're you're untangling pulling apart the identity they think they have apart the identity they think they have apart the identity they think they have inside this entity and allowing them to inside this entity and allowing them to inside this entity and allowing them to step away from it step away from it step away from it » and it's really hard to see where the » and it's really hard to see where the » and it's really hard to see where the tears come. tears come. tears come. » Yes. Exactly. But I mean that is that's » Yes. Exactly. But I mean that is that's » Yes. Exactly. But I mean that is that's that's a you know I can't think of a that's a you know I can't think of a that's a you know I can't think of a better word that's a ministry in itself. better word that's a ministry in itself. better word that's a ministry in itself. just I mean people we we struggle with just I mean people we we struggle with just I mean people we we struggle with who we are, self-identity, and we get who we are, self-identity, and we get who we are, self-identity, and we get stuck in our own routines and close stuck in our own routines and close stuck in our own routines and close-minded views of how this could close-minded views of how this could close-minded views of how this could work. And um and you're not like work. And um and you're not like work. And um and you're not like overly optimistic or glass half full. overly optimistic or glass half full. overly optimistic or glass half full. You're not making empty promises by any You're not making empty promises by any You're not making empty promises by any means. You're you're pretty straight up means. You're you're pretty straight up means. You're you're pretty straight up like this is going to suck for a while. like this is going to suck for a while. like this is going to suck for a while. » Like this is going to be hard, » Like this is going to be hard, » Like this is going to be hard, » right? Yeah. But for a season, there's » right? Yeah. But for a season, there's » right? Yeah. But for a season, there's no such thing as overnight on anything, no such thing as overnight on anything, no such thing as overnight on anything, right? I mean, we deal with that in the right? I mean, we deal with that in the right? I mean, we deal with that in the marketing world, right? You know, I wish marketing world, right? You know, I wish marketing world, right? You know, I wish I could just I could just I could just » flip a switch and generate way too much » flip a switch and generate way too much » flip a switch and generate way too much business for someone, but it just it business for someone, but it just it business for someone, but it just it doesn't work that way. It takes time and doesn't work that way. It takes time and doesn't work that way. It takes time and effort. effort. effort. » I'm not sure that would be good. » I'm not sure that would be good. » I'm not sure that would be good. » Yeah. No, seriously. Yeah. They need to » Yeah. No, seriously. Yeah. They need to » Yeah. No, seriously. Yeah. They need to they need to meet with you and build they need to meet with you and build they need to meet with you and build everything out first and then we can everything out first and then we can everything out first and then we can help. help. help. » Well, not necessarily do it all first. » Well, not necessarily do it all first. » Well, not necessarily do it all first. It actually works together. We we grow It actually works together. We we grow It actually works together. We we grow together. We we grow as an entity. It's together. We we grow as an entity. It's together. We we grow as an entity. It's it's uh that creation of that it's uh that creation of that it's uh that creation of that business that actually can adapt and business that actually can adapt and business that actually can adapt and change and grow. change and grow. change and grow. » Yeah. » Yeah. » Yeah. » I mean, you've seen it. » I mean, you've seen it. » I mean, you've seen it. » You've seen it in your personal life. » You've seen it in your personal life. » You've seen it in your personal life. » Yep. » Yep. » Yep. » We go down a path and we think this is » We go down a path and we think this is » We go down a path and we think this is the right way and we've had to pivot and the right way and we've had to pivot and the right way and we've had to pivot and then the next thing we know, we've and then the next thing we know, we've and then the next thing we know, we've got to figure out how I'm in the way and got to figure out how I'm in the way and got to figure out how I'm in the way and what's what am I getting doing wrong to what's what am I getting doing wrong to what's what am I getting doing wrong to cause this to be painful. cause this to be painful. cause this to be painful. » Yeah. And facing that part of it is » Yeah. And facing that part of it is » Yeah. And facing that part of it is really hard. really hard. really hard. » Yeah. » Yeah. » Yeah. » What am I doing wrong? What am I doing » What am I doing wrong? What am I doing » What am I doing wrong? What am I doing right? right? right? What am I best at? What am I best at? What am I best at? » Yeah. » Yeah. » Yeah. And what drains me that I need to And what drains me that I need to And what drains me that I need to » pay to get that time back into what » pay to get that time back into what » pay to get that time back into what doesn't drain me. doesn't drain me. doesn't drain me. » Yeah. » Yeah. » Yeah. » That's that's my biggest takeaway from » That's that's my biggest takeaway from » That's that's my biggest takeaway from this whole thing, Dan, is time. this whole thing, Dan, is time. this whole thing, Dan, is time. » Yeah. » Yeah. » Yeah. » Everything is time. I love that. » Everything is time. I love that. » Everything is time. I love that. » It's time. Uh, I would love to have you » It's time. Uh, I would love to have you » It's time. Uh, I would love to have you back on again in the future if you come back on again in the future if you come back on again in the future if you come back and go maybe a little more specific back and go maybe a little more specific back and go maybe a little more specific like dial in on a topic. I think like dial in on a topic. I think like dial in on a topic. I think that'd be really fun. that'd be really fun. that'd be really fun. » We could do that. » We could do that. » We could do that. » Dial in on some topics that could be » Dial in on some topics that could be » Dial in on some topics that could be some good value ad to our business owner some good value ad to our business owner some good value ad to our business owner listeners. listeners. listeners. » Um, but yeah, » Um, but yeah, » Um, but yeah, » we might even be able to do a a coaching » we might even be able to do a a coaching » we might even be able to do a a coaching session. session. session. » Yeah, I'm willing to do a public one. » Yeah, I'm willing to do a public one. » Yeah, I'm willing to do a public one. You you're already dabbling into it. So, You you're already dabbling into it. So, You you're already dabbling into it. So, I'm already I'm already feeling a little I'm already I'm already feeling a little I'm already I'm already feeling a little vulnerable now. Everyone's going to hear vulnerable now. Everyone's going to hear vulnerable now. Everyone's going to hear me not be able to answer your questions. me not be able to answer your questions. me not be able to answer your questions. » Uh but by no means do I pretend to be a » Uh but by no means do I pretend to be a » Uh but by no means do I pretend to be a business expert. Um and this is Yeah, business expert. Um and this is Yeah, business expert. Um and this is Yeah, that would be fun. We could do a live that would be fun. We could do a live that would be fun. We could do a live one. We could even have another person one. We could even have another person one. We could even have another person on. on. on. » Oh, yeah. » Oh, yeah. » Oh, yeah. » And uh just observe. I could be the I » And uh just observe. I could be the I » And uh just observe. I could be the I could just hold the tissues when you could just hold the tissues when you could just hold the tissues when you make them cry, you know, just here you make them cry, you know, just here you make them cry, you know, just here you go. go. go. » Yeah. So, so I can't stop without » Yeah. So, so I can't stop without » Yeah. So, so I can't stop without mentioning Susan Scott and uh fierce mentioning Susan Scott and uh fierce mentioning Susan Scott and uh fierce conversations because that is a really conversations because that is a really conversations because that is a really powerful book about how to have a fierce powerful book about how to have a fierce powerful book about how to have a fierce conversation. Have you read that? conversation. Have you read that? conversation. Have you read that? » No, I have not. » No, I have not. » No, I have not. » Susan Scott's got a really powerful » Susan Scott's got a really powerful » Susan Scott's got a really powerful book, Fierce Conversations. Talks about book, Fierce Conversations. Talks about book, Fierce Conversations. Talks about the conversations we don't have. the conversations we don't have. the conversations we don't have. » Talks about the power of actually scuba » Talks about the power of actually scuba » Talks about the power of actually scuba diving or water skiing and how do we diving or water skiing and how do we diving or water skiing and how do we scuba dive? talks about the idea of of scuba dive? talks about the idea of of scuba dive? talks about the idea of of what it means to be looking at a beach what it means to be looking at a beach what it means to be looking at a beach ball. ball. ball. And the beach ball concept is a powerful And the beach ball concept is a powerful And the beach ball concept is a powerful concept. concept. concept. » Talks about the idea of of the tree, the » Talks about the idea of of the tree, the » Talks about the idea of of the tree, the tree that's out there that we go, this tree that's out there that we go, this tree that's out there that we go, this is um a decision tree, a tree that says is um a decision tree, a tree that says is um a decision tree, a tree that says you can make these decisions, but not you can make these decisions, but not you can make these decisions, but not these decisions. You can make leaf these decisions. You can make leaf these decisions. You can make leaf decisions, not trunk decisions. You decisions, not trunk decisions. You decisions, not trunk decisions. You cannot ever make a rude decision, but cannot ever make a rude decision, but cannot ever make a rude decision, but you can go make these decisions and you can go make these decisions and you can go make these decisions and don't involve me into any of those leaf don't involve me into any of those leaf don't involve me into any of those leaf decisions. decisions. decisions. » So, there's just a lot of really cool » So, there's just a lot of really cool » So, there's just a lot of really cool tools. tools. tools. » So, being a book guy, » So, being a book guy, » So, being a book guy, » yeah, » yeah, » yeah, » that's one of the many books that I » that's one of the many books that I » that's one of the many books that I listen to. listen to. listen to. » Let's Let's give our listeners one more. » Let's Let's give our listeners one more. » Let's Let's give our listeners one more. What's one other book you'd recommend? What's one other book you'd recommend? What's one other book you'd recommend? Um Um Um if you're in a small business, the if you're in a small business, the if you're in a small business, the highest calling highest calling highest calling uh can be really impactful. uh can be really impactful. uh can be really impactful. Um and the highest calling and I all Um and the highest calling and I all Um and the highest calling and I all these books have a lot and the highest these books have a lot and the highest these books have a lot and the highest calling is definitely this but it's an calling is definitely this but it's an calling is definitely this but it's an allegory. allegory. allegory. » Okay. Um now theology of the highest » Okay. Um now theology of the highest » Okay. Um now theology of the highest calling is a little weak but calling is a little weak but calling is a little weak but otherwise the highest calling idea otherwise the highest calling idea otherwise the highest calling idea is is really powerful. is is really powerful. is is really powerful. » Cool. » Cool. » Cool. » Um and of course the E-Myth. » Um and of course the E-Myth. » Um and of course the E-Myth. » Yeah, » Yeah, » Yeah, » the E-Myth is has been one of those » the E-Myth is has been one of those » the E-Myth is has been one of those stalwart books over the years and the stalwart books over the years and the stalwart books over the years and the E-Myth is a powerful book out E-Myth is a powerful book out E-Myth is a powerful book out there. there. there. » Yeah. » Yeah. » Yeah. » Um so » Um so » Um so » cool. » cool. » cool. » And any Patrick Lencian's books. I mean, » And any Patrick Lencian's books. I mean, » And any Patrick Lencian's books. I mean, now you got me going. now you got me going. now you got me going. » I know. I know. That's why I know I know » I know. I know. That's why I know I know » I know. I know. That's why I know I know some people that listen that will be some people that listen that will be some people that listen that will be reading whatever you say. I have a reading whatever you say. I have a reading whatever you say. I have a feeling. So, feeling. So, feeling. So, » uh, but no, I love the idea. Yeah. Well, » uh, but no, I love the idea. Yeah. Well, » uh, but no, I love the idea. Yeah. Well, yeah, I'd love to have you back. I'll yeah, I'd love to have you back. I'll yeah, I'd love to have you back. I'll think of some topics or concepts we think of some topics or concepts we think of some topics or concepts we could do again together. It' be a lot of could do again together. It' be a lot of could do again together. It' be a lot of fun. So, fun. So, fun. So, » okay. » okay. » okay. » Appreciate you. Thanks for being here. » Appreciate you. Thanks for being here. » Appreciate you. Thanks for being here. appreciate you. ---