0:00

What does need to change is you.

0:02

You have control over that variable,

0:05

right? And I always say there's two things

0:07

that any entrepreneur needs to succeed. Sometimes

0:09

when I go and speak on stages, people ask me, Omar,

0:12

what do you do to motivate yourself? And my first

0:14

answer to them is like, you need to stop trying

0:17

to be an entrepreneur if you're asking this question. I

0:19

don't need external motivation. I

0:21

don't know anybody who's made it in business

0:24

or anything successful in life in

0:26

general who doesn't want

0:28

it bad, right? You think Kobe Bryant

0:30

needed motivation and he was on YouTube

0:32

watching motivational speeches so that he can get up

0:34

and do his exercises and become a

0:37

world-class athlete? No, he has

0:39

an internal hunger. So if you want it bad,

0:42

anything's possible. You'll figure it

0:44

out. You'll learn what you need to learn. You'll take the

0:46

courses. You'll read the books. You'll figure

0:48

it out. Welcome to the Home

0:51

Service Expert, where each week, Tommy

0:53

chats with world-class entrepreneurs and

0:55

experts in various fields, like marketing,

0:58

sales, hiring, and leadership to

1:00

find out what's really behind their

1:02

success in business. Now, your

1:05

host, the Home Service

1:06

Millionaire, Tommy Mello.

1:11

Before we get started, I wanted to share two

1:13

important things with you. First, I want you

1:15

to implement what you learned today. To

1:18

do that, you'll have to take a lot of notes, but

1:20

I also want you to fully concentrate on

1:22

the interview. So I asked the team to take notes

1:24

for you. Just text

1:26

NOTES to 888-526-1299. That's

1:33

888-526-1299,

1:35

and you'll receive a

1:37

link to download the notes from today's episode.

1:40

Also, if you haven't got your copy of my

1:42

newest book, Elevate, please go check

1:44

it out. I'll share with you how I attracted and

1:46

developed a winning team that helped me build a $200 million

1:49

company in 22 states. Just go to

1:51

elevateandwin.com forward

1:53

slash podcast to get your copy. Now

1:55

let's go back into the interview.

1:58

All right, guys, welcome back to the Home Service. expert

2:00

today is going to be amazing.

2:03

We have a guest visiting from way down under.

2:05

His name is Omar Zenholm.

2:07

He's an expert in leadership, e-business,

2:10

and program management. He's based out of Sydney

2:13

and New South Wales, Australia. He's

2:15

a co-founder and CEO of WebNinja.

2:17

He started that in 2014, and he's

2:20

still doing that, and the 100 MBA,

2:24

co-founder and CEO,

2:26

and this guy's rocking it. He's

2:28

the co-founder and CEO of WebNinja, the host of the most

2:31

popular podcast, The 100 MBA

2:33

Show, which consistently ranks among

2:35

the best business podcasts in

2:38

over 30 countries with over 190

2:40

million downloads.

2:42

From risk and mortar to e-commerce and

2:45

SaaS, Omar learned the art

2:47

of entrepreneurship from real world success

2:49

and failures, ultimately dropping out

2:52

of Wharton's MBA program to build and

2:54

manage his own company. Now,

2:57

The 100 MBA Show and WebNinja,

2:59

Omar has made his business to help others

3:01

learn, teach, and grow entrepreneurs.

3:04

I'm very excited to be on this podcast.

3:07

How are you today? Good to be here, Tommy, and congrats

3:09

on all your success of your business, man. It's

3:11

one of those things where I tell people I'm like, perseverance

3:14

and focus, the one thing Gary Keller just

3:17

focused on the one thing. I tell

3:19

people the hustler had to die. I

3:21

had to grow out of being a hustler and

3:24

really learn how to manage people. It's crazy

3:27

the growth you've had and the journey

3:29

you've been on. I just would

3:31

love to hear your point of view on why you

3:33

started a podcast. Tell me

3:35

about WebNinja and where you're at

3:38

today and where you're going. Yeah, sure. To go

3:40

a little bit further back, my first career

3:42

was an educator. I was a teacher. I was actually a high

3:44

school university teacher. I taught five

3:47

classes, five days a week. I taught English

3:49

as a second language. That was my career for 13

3:51

years. It's funny because my dad was in

3:53

sales, in car sales, which is typically

3:56

what people think of sales. I used to go

3:58

to work with him when I was a kid. He used to

4:00

work at the Wash Bay and he used to

4:02

just

4:03

learn from him in

4:04

the showroom. But I kind of always

4:06

shunned away from sales because as a child,

4:09

you see sales as this kind of up and down

4:11

thing. One summer we're having a holiday

4:14

or having vacation at Disney

4:16

World and next summer it's the backyard. So

4:18

it's a little bit scary as a

4:20

child growing up in that environment. So I wanted

4:23

the teaching. I thought it was stable. I don't want to

4:25

go to the army. I don't want to be a doctor. I'll be a teacher.

4:27

As I was teaching in the classroom

4:30

for about 10 years, I was

4:33

building businesses on the side. I

4:35

was interested in the internet. This is circa 2002. So

4:37

it's very early on. There's

4:40

no PayPal. There's no WordPress. There's

4:42

nothing like that. It's really hard

4:44

to build a business online. But I was still interested

4:46

in these people that would just create

4:48

things out of thin air, this idea of entrepreneurship.

4:51

And I started building some small things on the side as

4:53

I was teaching. But eventually, I always

4:56

say my frustration in my job and

4:58

my lack of autonomy outgrew my

5:01

fear of making that

5:03

leap into entrepreneurship. So

5:06

in 2012, that's when I went full-time

5:09

and started the $100 MBA program. The $100

5:12

MBA podcast really just started out because

5:14

I wanted to help other entrepreneurs

5:16

who felt like they didn't know the basics

5:19

of business. They didn't know how to get started. As simple

5:21

as having a profit and loss sheet or

5:23

knowing how to market or sale or idea validation

5:26

even. Things that people feel like they

5:29

need a badge of honor or

5:31

a permission slip to start a business. You

5:34

don't actually need to go to business school. You don't have a monopoly

5:37

on the education. You can learn this on your own. And

5:39

that's where the genesis of the idea of the $100 MBA

5:42

came out. We launched the podcast in 2014,

5:44

August of 2014. And

5:47

quickly we realized that this

5:49

has some traction. Because it was a different kind

5:51

of podcast at the time. I thought

5:54

I was late to podcasting in 2014. But

5:56

I'm glad I started back then. But

5:58

like you said, just a lot of... persistence,

6:01

a lot of just grit.

6:03

I really wanted to produce a great show

6:06

to help people out. I wasn't really worried about how I'm going

6:08

to monetize this right now. I just wanted to create

6:10

an incredible podcast to help other

6:12

entrepreneurs. And I wanted to share

6:15

my own journey, share my own findings,

6:17

things I've learned, mistakes I've made,

6:20

don't do this, do that. And quickly,

6:22

the show got traction. We won Best

6:24

of iTunes, which is award-rolling like 12 podcasts,

6:27

Best of Apple podcasts every year. And that

6:30

really gave us some momentum. And

6:32

during that time, I was building my own software company, which

6:34

is Webinar Ninja, which is a

6:36

platform that helps people teach and

6:39

present and sell their products and services online

6:42

with live webinars, recorded webinars. Basically,

6:44

I wanted to leverage any experience I

6:47

had in the past from teaching and

6:49

use that in my own businesses, whether it's teaching

6:51

on the podcast or printing a tool for teaching

6:54

with webinars. And I didn't

6:56

want to neglect my past because I felt like

6:58

that was my differentiator. That was maybe

7:01

my advantage in the marketplace in some way.

7:04

So yeah, that's kind of how it all

7:06

started. Of course, I'm glossing over

7:08

all the details. There are a ton of failures along

7:10

the way. Every success I've had starts

7:12

with a failure. So we can get into that if you'd

7:15

like. Yeah, it's very, very impressive. I've

7:18

had a lot of people on the podcast. I was actually

7:21

headed Wednesday. I was on Grant Cardone's podcast

7:23

on Monday. And he asked me a really interesting

7:26

question. And I want to ask you the same question.

7:28

What's more important, sales or marketing? I

7:31

would say marketing because if you're not

7:33

people that are not aware of you, if you have a

7:35

great product and people know about it, I would

7:37

say it would be marketing. Because if you

7:39

have a great product, it will sell itself. Now, obviously,

7:41

sales is not totally it's one of my favorite

7:44

things to study. It's not totally useless.

7:47

But you have to advertise. They have to be out

7:49

there. You have to be known. Otherwise,

7:51

it's very hard to succeed.

7:54

One of the biggest pain points for any entrepreneur is being ignored.

7:57

And it's busy out there. It's crowded out

7:59

there. And if you don't invest

8:02

in marketing, it's the one thing I always tell people, like, you

8:04

should always have a budget for marketing. There's

8:06

no reason not to do that. And

8:08

there's lots of products that are like self-service, whether

8:11

it's software or content that

8:13

you can create online funnel

8:16

and walk them through the hand. But

8:19

if you don't have any kind of lead, it's

8:21

hard to sell to anybody. I agree. I

8:24

went down and I was like, you

8:26

need leads. Graham Cardone has done

8:28

a great job of putting himself out there as

8:31

a social in his podcast and

8:33

what he does and training. One

8:36

thing he said about a decade ago that I

8:38

really respected is he goes, I'll always double

8:40

down on my brand. Always be putting

8:42

money into my brand.

8:45

And when you help people, Zig Ziglar once said,

8:47

if you help enough people do what they want, you'll get everything

8:49

you want.

8:50

And I subscribe to that 100%.

8:53

So with the webinars, with

8:55

all this stuff now Zoom, we're on StreamYard

8:57

right now, I still think there's a lot

8:59

of things that I don't know about webinars.

9:02

I've done a lot of webinars, but

9:05

it's a tool that I want to bring in.

9:07

And I want to bring in, you know, I've done

9:09

a garage door company and I do a lot

9:11

of other things, but that's like 99% with my

9:14

core businesses. And

9:16

if I wanted to educate realtors and

9:18

inspectors and contractors

9:21

about garage doors, what would be the best

9:23

way to use a webinar? And I

9:26

probably do a home service crowd. So how could

9:28

they use Webinar Ninja?

9:31

Yeah, I speak about this a lot on stage. Exactly.

9:34

I'm going to a conference in the Gold Coast next

9:36

month in a couple weeks. And my topic

9:39

is webinars and a little

9:41

bit of a spoiler there. Anytime

9:43

I talk about this topic, you know, I say

9:45

like, you know, today I'm going to be sharing with you all the strategies

9:48

and the best time to run a webinar and how

9:50

to convert them and a great

9:52

formula for you to follow and all that kind of stuff, right?

9:54

But you're going to put that aside for a moment. We're

9:56

going to get there. Don't worry, right? We're

9:58

going to talk about

9:59

it.

9:59

Trust is irrelevant if you don't understand the

10:02

whole reason why you're doing webinars. The

10:04

whole goal of any webinar

10:06

is to build trust with your audience.

10:08

You have to use this

10:10

medium. It doesn't matter what tool you're using, it doesn't matter what

10:12

kind of copy you're using, all that kind of stuff. The

10:14

whole reason why you're doing this is because you want to fast

10:17

forward your trust-building process.

10:21

Because we only buy from people we trust, right? Whether

10:24

it's the latest iPhone because you bought an Apple

10:26

product before or you see that everybody's

10:28

using it, it's got to be good. So now you're trusting

10:31

them. Webinars allow

10:33

you to do this because it's as close as possible

10:35

for you to be in person with somebody because

10:37

they can go back and forth, ask questions. A lot

10:40

of people have simple buying questions like, do

10:42

you take Amex or something? Do you

10:44

have some sort of warranty? Is

10:47

there a way for me to get this delivered in a

10:49

week? Whatever it is. And

10:52

for you, it's a very simple thing. Of course, it's

10:54

right on the website, but no one's going to scavenger

10:56

your website. A webinar

10:58

allows you to take care of rebuttals

11:01

very quickly and build trust with your audience because

11:03

most people don't want to shop around. Most

11:05

people are just like, hey, this person looks legit.

11:08

They solve the problem completely, what I

11:10

need solving. And

11:13

price is reasonable. It sounds good. Let's

11:15

do it. A lot of people don't want to go through this agonizing

11:19

comparison and decision-making. Webinars

11:22

allows you to build trust quickly. If

11:24

you just keep that in mind, it's like if I have to build

11:26

trust by audience, then I got to do everything

11:28

possible to build trust and not break trust.

11:31

That means

11:32

I got to make sure that they know quickly that

11:35

I have their best interest in mind. That's

11:37

why it's really good to say like, hey, this is who we're

11:39

for and who we're not for. Quickly

11:42

disqualify people, which probably are not in

11:44

the room, but the point is that they feel like,

11:46

okay, you're not just trying to sell anybody anything.

11:49

The other reason why I love webinars is because it allows

11:52

you to show your passion for your product.

11:55

There's something about seeing somebody passionate about something

11:57

really gets people going like, wow, this person

11:59

really... hearing the story behind it, understanding

12:02

that like, oh, there's a person behind this business.

12:05

It's a family business. There's somebody that actually

12:07

rolled up their sleeves and

12:09

started on their kitchen table. And hearing

12:12

all that gets the customer jazzed

12:14

about doing business with you. So

12:16

all that is really what Webinars is all

12:18

about, is giving you the opportunity to

12:21

build massive trust with your audience so that you can

12:23

close the sales cycle. So that you go from,

12:25

I want to learn about your services, I want to learn about what

12:28

you offer to where do

12:30

I sign up? And that's really what

12:32

I love about it is because I don't see anything

12:34

converting better than that because of that interaction.

12:37

So when we talk about like the perfect webinar, are you

12:39

a fan of AB testing

12:41

to get the perfect webinar and running that

12:44

three times a day, just being there for questions

12:46

once you get the conversion?

12:48

And I hate to get into

12:50

the analytics, but it's true.

12:53

If you got a winning formula, you might as well repeat it.

12:55

Why come on and do the same thing over

12:57

and over instead of just answering questions and

12:59

running it again? Yeah. So

13:01

I see Webinars very similar to

13:05

like a comedian do a set. They

13:08

don't create five, 10, 20 sets. They maybe

13:10

have one or two sets and they just go

13:12

out there to the nightclub, to

13:14

the local clubs in their

13:17

area and they just

13:19

go and they do their set and they work out material

13:21

and then they take notes later. Okay. That got a laugh.

13:24

That didn't get a laugh and Webinars are the

13:26

same way. You want to get as many reps as possible.

13:29

Like one of the things I say is like the hardest part of doing Webinars

13:31

is doing your first one. Just get on there,

13:33

get some data that you can work

13:36

with. Understand, okay, wow. People

13:38

really were excited about that. And the chat

13:40

started to buzz when I was talking about this. I

13:42

got a good response here. This headline

13:45

or this title for my webinar got more registrants

13:47

versus it's the same topic, but the way I

13:49

titled it was different. And therefore I'm

13:52

going to go with that title instead. So

13:54

it's great for you to just perfect a

13:57

Webinar so that you can run that play

13:59

over and over. over. I'm a big believer in

14:02

double downing on things that work. So

14:04

you just work on one thing. If it works, keep

14:07

doing it. A lot of people take their foot off the gas and they're

14:09

just like, okay, what's the next thing I can do? What's

14:11

the next marketing strategy

14:13

I can pull off? No. Do

14:15

it until it dies. And then that's

14:17

it. I've exhausted the market, which is going to be very

14:20

hard to do with this topic. But

14:22

if you do, okay, now let's move on to another topic.

14:24

Let's move on to another webinar or workshop

14:27

that I can give my audience. So yeah,

14:29

I'm a big believer in iterating and improving.

14:32

I always say, if you say something 10 times,

14:35

the example I give is everybody's

14:38

got that crazy uncle and their family on Thanksgiving

14:40

who tells the same story every

14:43

year, tells people the same story, the same jokes.

14:45

Why is his delivery so good?

14:48

It's because he's been saying it for 30 years. So

14:50

if you say something more

14:52

than once, if you say it three times, four times, five times,

14:54

the delivery of your content, if you know

14:56

it like the back of your hand, you're going to just

14:58

perform at a higher level because you're so

15:00

comfortable with it. A lot of people just

15:03

say, oh, I know my stuff. I'm

15:05

an expert. I've been doing this for 20 years. My

15:07

dad's been doing it for 20 years. I know this

15:09

is in my DNA. That's great. I probably

15:12

don't doubt that you know that you know this, but do you

15:14

know how to deliver it? That's a totally different

15:17

thing. Do you know how to communicate it in

15:19

a way that's engaging, that people understand,

15:22

that gets people excited? That's

15:24

what you need to work on on the delivery.

15:27

When I work on speeches or work on webinars,

15:29

I spend maybe one third of

15:31

the time on the content and then two

15:34

thirds of the time just rehearsing

15:36

the content, making sure I know

15:39

my beats. I know exactly when to stop, get them

15:41

to think a little bit. If you have a mic

15:43

drop moment where you're going to give them something like, wow,

15:46

I never thought of that before, and you give them a

15:48

fact, you give them a stack. It's more

15:50

for you to just pause for a second and

15:53

get them to think about it and get them to say, oh, okay,

15:55

great. That makes sense. Because if

15:57

it's just the same rhythm, it's the

15:59

same speech. feed, people will start to just kind of

16:01

tune in. You know, I got two speaking coaches

16:04

right now and I was working with one two weeks

16:06

ago and he goes, and we were

16:08

watching some of my speeches and he said,

16:11

everybody laughed and clapped and you just kept

16:13

talking. He goes, can you imagine a comedian

16:15

when they say a great joke, you see how much time they

16:17

pause, let it sink in. You

16:20

know, I'm a student for life and

16:22

it's going to be my last speaking coaches. I

16:24

want to get better. What is the best time to do

16:27

a webinar? And I guess it depends on the industry and

16:29

where you're at on what continent

16:31

and whatnot, but is there a special time that you think it's

16:33

better than it? Yeah, we did

16:35

a lot of research on this and we have one of the, we

16:37

have the number one ranking blog posts on Google

16:40

for this topic for that reason. And

16:42

yeah, we go into details of time zones and

16:44

your industry and all that kind of stuff, but there are some

16:47

rules of thumb that everybody can follow.

16:49

We stay away from Mondays and Fridays. Uh,

16:52

Monday still trying to catch up and Fridays

16:54

people are tuning out. You have to remember some

16:57

people that are going to be attending your webinars are not business

16:59

owners. They might be working for the company.

17:01

They might be gathering information. They

17:04

might not be as committed as you are on a Friday.

17:06

So that's not the best time. So

17:08

we recommend Tuesdays, Wednesdays and Thursdays.

17:11

We think those are the best days. And

17:13

generally between 10 and

17:15

three is the best time in North America.

17:18

10 and three people have time to

17:20

catch up in the morning, answer to whoever

17:22

they got to answer email inbox, all

17:24

that kind of stuff. And they have some

17:26

time either, either while they're eating their lunch

17:29

or before their lunch or whatever it might

17:31

be. 10 to three is a sweet spot is what

17:33

we look at. I often run the

17:36

same webinar back to back in two days,

17:38

just so I want to, cause I will have a global audience and

17:41

I like to cater to North America and Europe. And then I

17:43

cater to, uh, Australia,

17:45

Australia, New Zealand, and Asia the

17:48

next day at a different time. So that way I'm

17:50

catering to both of my audiences and making

17:52

sure I capitalize on it. You know, it's interesting that

17:55

I find that the retention for

17:57

webinars and the engagement in webinars. webinars

18:00

has really gone up big

18:02

time in Europe. And Europe has

18:04

like kind of has been a little bit behind

18:07

the US when it comes to attending

18:09

webinars workshops, the

18:11

marketing side of things in the internet world,

18:14

but they're really attentive. They're really

18:16

asking questions. They're there as if it's a

18:18

call like we're having right now, much more

18:20

so than the US these days. I think

18:22

the US sometimes will have it in the background. They'll

18:24

jump in when it's important, things like that. How

18:27

long should a webinar, I

18:29

was going to say podcast. Yeah. So

18:33

what I recommend for those who are starting

18:36

out is to have

18:39

all your content as if you're going to run your webinar

18:41

for 45 minutes. Why do I say that? It's

18:44

because 100% you will go over. You are not ready

18:47

to be that precise yet. It's

18:49

hard to get that kind of content and

18:51

be that good and knowing your

18:53

timing that you do it right on the minute.

18:56

If you're a beginner, do 45 minutes. That way

18:58

you can finish in an hour. So the actual

19:00

time for the webinar that you're allotting to the

19:02

audience is an hour. And that would include

19:05

your content, your Q&A, any

19:07

kind of call to action or offer you're going to be doing

19:09

towards the end or at any

19:11

time. That's one thing I recommend. There's

19:14

a technique that I learned actually from my

19:16

speaking coach, my support who runs Herro

19:19

Public Speaking. And he does a lot of webinars.

19:21

And one of the things he does when he's selling something,

19:24

I love this technique because it's incredible,

19:26

is he runs a webinar

19:29

back to back, same time, but

19:32

one day after the other. The reason why he does

19:34

this is that he makes the first webinar

19:37

full workshop where it's just like you're

19:39

going to learn how to do XYZ. His expertise

19:41

is public speaking. So he says, he talks about

19:43

scripting, for example, like when you're scripting your speech,

19:46

this is what this webinar is about.

19:49

And this is not a sales webinar whatsoever. So

19:52

when they're going through the workshop, a

19:54

lot of people are going to ask questions like, so how do

19:56

I know how to do XYZ? And

19:59

they'll be like, well, that's actually. in our program, but we're not

20:01

going to be talking about that today. We have a webinar tomorrow

20:03

demoing our program. If

20:05

you'd like to send that, you're automatically going to be registered

20:08

for it, you're going to get a link. Okay,

20:10

great. So it lets people just

20:13

relax a little bit, learn,

20:15

focus on the workshop, get the value, all

20:17

that kind of stuff. And then the next day,

20:20

where everybody's registered already to the next webinar,

20:23

when he shows up and does his demo for

20:25

his sales pitch for his actual

20:27

product, he can freely sell

20:29

without having to feel like hoodwinking

20:32

them or having to say, like, I know that this was

20:34

a workshop, but now I want to sell you something. They're

20:36

going in knowing they're being sold. And then you got

20:39

buyers in the room, which is an incredible

20:41

strategy to kind of just have like break it up. Maybe you want

20:43

to do like a 30 minute webinar that's a workshop. And then

20:45

tomorrow you do the sales pitch for 30 minutes. Love

20:48

it. And what do you recommend

20:50

as far as follow up? There's email,

20:52

there's SMS, there's social media.

20:55

I'm going to go back, probably did this in the wrong

20:57

sequence, but what's the best way to get people to

20:59

opt in? Because now TikTok is growing

21:02

Instagram, LinkedIn, Facebook, Twitter,

21:04

YouTube. And then you've got email

21:06

marketing and now SMS is becoming the real

21:08

thing as long as you're getting real opt-ins.

21:11

Right. So when

21:13

it comes to registration, the best

21:15

paid advertising that we've seen work

21:17

for webinars is Facebook Lead

21:20

Ads. So this is where they actually

21:22

opt in for something right on Facebook.

21:25

They don't leave Facebook. And that way it's easy to see

21:27

the conversion because of all the different blocking of

21:30

tools and iOS and all

21:32

that kind of stuff. So you could offer

21:35

something in this ad like registering

21:37

for the webinar and say, Hey, we have this live workshop,

21:40

get them to register. And then you can

21:42

get an EA or you can just use a

21:44

tool like Zapier or something like that to zap those

21:47

leads into the

21:49

webinar registration. That way they're

21:51

registered to the webinar. And that will get

21:54

you the lowest cost relief for the webinar.

21:56

And I even take a step further because I've

21:59

been doing this for so long. long, it's okay for me

22:01

to go a little long tail. I get them to register for something

22:03

completely different on topic, but maybe

22:05

like a workbook or a guide

22:08

or even like a 30-minute workshop or video

22:11

or something like that or a template, they

22:13

get on my email list and then with an automation

22:15

sequence, I invite them to the next webinar. And

22:18

then they go on my webinar, they allow me to have a low

22:20

cost relief. It depends on your audience when

22:22

it comes to SMS. The US

22:24

is totally comfortable with this. If

22:26

you have a US business, especially a

22:28

local business, I would definitely

22:31

collect their phone number so you can do

22:33

SMS reminders because the American population

22:35

is quite comfortable with that. I find

22:37

that outside the US, besides Canada

22:40

I would say, but Europe, especially

22:42

like Australia and New Zealand, they are

22:44

very sensitive to that and

22:46

they don't like getting messages from

22:49

companies. It just feels a little bit too intrusive

22:51

for them. So you just got to know your

22:53

audience, you got to know where you're based. So that's what

22:56

I would say. Now when it comes to the

22:58

follow-up, one of the things that we built

23:00

into Webinar Ninja is email sequences

23:03

inside so that people can be

23:05

able to set up automated emails so

23:07

that they can follow up with their registrants, with their offers.

23:10

This is where a lot of people drop a ball. 30% of

23:13

all my sales come from follow-up emails because

23:16

people may not attend the live webinar and

23:18

watch the replay. People might attend

23:20

the webinar and not always to the end and not see

23:22

the offer. Some people will watch the whole

23:24

webinar. But as soon as

23:27

they get off the webinar, their son

23:29

or daughter needs to go to practice. They totally

23:31

forgot about it and they need a reminder.

23:33

People need reminders. We are super busy. They

23:36

got a million distractions, a million notifications on their phone.

23:38

They have physical distractions in the real

23:40

world with their family and friends and their own

23:42

personal needs. So it's okay to

23:44

send a couple emails reminding them of the offer,

23:47

reminding them of the webinar, all

23:49

that kind of stuff to watch the replay. So I definitely

23:51

recommend doing follow-up. I

23:54

would say a series of three emails

23:56

immediately after, like two hours after the webinar, the

23:59

day after the webinar. and then two days after the webinars

24:01

my recommended follow-up. My

24:04

mind is going crazy so the

24:06

listeners are used to my randomness and

24:08

the ADHD. One of the biggest

24:10

things I find is an A plus

24:13

player will produce a thousand

24:15

percent more than a B player and

24:17

have you ever used webinars for recruiting

24:20

and giving an overview and just getting

24:22

a lot and you ever heard of anybody doing that

24:24

just to say join the webinar to see

24:26

if this career is for you. We have actually

24:28

a lot of users that use for HR,

24:31

for recruitment, they do it for training as well.

24:33

They're hiring like 20-30 people at one time

24:36

and they want to be able to onboard them easily.

24:38

They use webinars to do that. I've done it

24:40

myself with my own team because

24:43

sometimes we know that not everybody's

24:45

going to make the cut. So when we hire for

24:47

a position for example like customer

24:49

service, let's say we need two positions

24:52

filled. We'll hire four or five people and

24:54

just be transparent. Hey, some of you are not going to make

24:57

it past training because this

24:59

is a special place and we want superstars

25:01

on our team and some of you will make it. So

25:04

understand that you are trying out

25:06

right now. You are in tryouts like back

25:09

in high school, you're trying out for the baseball team or something.

25:11

It's okay to be transparent

25:13

about it and we pay them for their time and

25:16

we use webinars to train them and onboard them and

25:18

recruit them. So that way all

25:20

the recordings are there so they can review it and

25:23

they can have a chance. Sometimes they're nervous and they're

25:25

not going to be actually listening in the moment. They're thinking

25:27

about themselves too much. So it's good

25:29

from their watch reporting so they can review and they're doing

25:31

their own work. And also just it's a good

25:33

record for you so that you can watch

25:35

and say, okay, maybe I need to improve

25:38

the way I train, the way I be able

25:40

to and review your actual footage. I actually

25:42

get my EA to do some transcription

25:45

so that way I can be able to and so you

25:47

do the AI tools now to do that. So I

25:49

can just go ahead and review the transcription

25:51

and say, I think I was a little bit

25:54

too long-winded here or maybe I didn't explain it enough

25:56

here. I love this stuff. I've

25:58

got so many more questions.

25:59

I might go a little bit over, but

26:01

I want to jump to podcasts because

26:04

I started about six years

26:06

ago and I'm happy the

26:08

way things have gone. We get 50,000 downloads. I

26:11

don't get any sponsors on my podcast. I

26:14

haven't really wanted to turn

26:16

into a revenue stream. This kind of

26:18

stuff, this is a podcast that I'm

26:20

here asking questions, learning as a

26:22

home service guy and learning

26:24

about tools. If I want to have a CFO like

26:27

the best in the world at home service, they'll

26:29

come on the podcast, but if I'm really looking

26:32

to grow my reach, I mean 190 million

26:34

downloads, the $100 MBA

26:36

show. If you had

26:38

to give me three tips outside of the box,

26:41

obviously there's some things that I guess would be

26:43

international, but if

26:46

I want to grow the following and

26:48

just deliver more value.

26:50

I've been running the podcast for nine years and let's

26:53

break it up into three phases. The first three

26:55

years, how I marketed was different

26:57

than the next three years. In the last three years,

26:59

I've run the podcast. The first

27:01

three years is just brute

27:03

force, guerrilla marketing. I

27:06

would just try to get as many subscribers

27:08

and listeners as possible. I would go

27:10

to every meetup, every conference

27:12

I can go to. I would get on any podcast

27:15

that would even... I didn't care if they

27:17

had five listeners. I would just go and

27:19

show up and be a guest on their podcast and

27:22

try to get those five listeners to be listeners of my podcast.

27:25

Usually I would just leverage my time in the worst way

27:27

possible so that I can get as many listeners.

27:30

One of the out of box things that I did, a

27:32

lot of people, they look at our podcast

27:34

and they see the success and they don't realize

27:36

like, I rolled up with my sleeves

27:38

big time and they don't even believe the story. But

27:40

at the time I was living in San Diego and we

27:43

launched a podcast, this is like maybe three months

27:45

into the podcast, the listeners are

27:47

starting to grow. But I wanted

27:49

to get people that are thinking about starting a business

27:52

and always wanted to start a business but don't

27:54

know how to get started and our show would be perfect for them.

27:57

So Nicole, who's my wife and my co-founder...

28:00

We just went loaded up our

28:02

cooler or a little roller cooler that we take to the

28:04

beach with ice and a bunch of soft

28:06

drinks We went to the boardwalk in San

28:08

Diego We had a whiteboard with us and we just

28:11

roll on the whiteboard, you know free cold

28:13

drinks for iTunes love Right

28:15

or at the time podcast around iTunes. So iTunes

28:18

love right and people will be like, what is that all about? Right

28:20

and like oh, we have a podcast of $100 in VA. You

28:22

know our podcast is 2014. Remember?

28:25

No, what is that? Open up your phone. See this

28:27

app is podcasting. Okay, great Awesome, and I

28:29

just have one-on-one conversations people five-minute

28:31

conversations. This is my podcast called a hundred on

28:33

VA It'll help you get start your first

28:35

business if you want to start your first business Give it a listen

28:38

if you like it give us a five-star review if you

28:40

don't you can just delete it Don't worry about

28:42

it and they'd be like oh they hear about my story

28:45

and whatever and like really I could just take whatever I want from

28:47

the cooler. Yeah, like we had like, you know

28:49

lemonade and root beer and all that

28:51

kind of stuff right and it was just

28:53

like I wanted to talk to people

28:55

that I Would be talking to

28:57

on the podcast I want to understand their pain points and what they're

29:00

struggling with and what's stopping them from starting

29:02

a business and what their fears are But more importantly,

29:04

I was just trying to get the word out about my podcast

29:07

and things like that maybe

29:09

are not like super scalable, but

29:12

There's something about hitting

29:14

the pavement and talking to people one-on-one that

29:18

just Allows you to understand

29:21

that this is what businesses

29:23

it's hand-to-hand combat It's you

29:25

going at it and understanding that

29:27

hey Even if I just get one more

29:29

listeners date that is momentum I think

29:32

I two three four five at the end of the day

29:34

like we spoke to like over a hundred people which is incredible

29:36

and It was just a great time. We're

29:38

out in the Sun. It's the beach I could have

29:40

spent my you know Saturday morning in worse

29:42

ways, you know So those are

29:44

some of the things that I did like almost

29:47

on a regular basis like every week Just trying

29:49

to reach out to people talk to people figure

29:51

out how I can Influence

29:53

them or help them with the podcast. What's great about a podcast

29:56

is it's free But you're not selling anything or actually

29:58

just giving them free content

30:00

to help them in their life or their

30:02

business. One of the things I really focused

30:05

on is try to get on other podcasts, like I know that you

30:07

do. And I just did that on Hyperdrive my

30:09

first year. I got on 50 podcasts. I

30:12

just really just try to get as many podcasts

30:14

as possible. I basically looked at the top 500 podcasts

30:17

in my genre, which is business. And 500

30:20

podcasts, I just went all the way to

30:22

the bottom. I started from the bottom to the top. And

30:24

that way when I get to, let's say podcast

30:27

number 200, I could say I've been on all these other

30:30

podcasts. These are some of the samples of me

30:32

speaking so you can know that I'm not a fool and

30:34

it just allows me to have a bit of credibility. Also,

30:36

I think it's a blessing in disguise

30:39

to start out small and talk

30:41

in front of smaller audiences because you're

30:44

not good enough yet, right? But

30:46

you're still working on your communication

30:48

skills. You're working on the delivery of your message. You're

30:50

trying to figure out, you know, am I being clear

30:53

enough? Am I breathing into the mic? All that kind of stuff.

30:56

This allows you to perfect your message

30:58

and your presentation skills. So by

31:00

the time you are able to get

31:02

to a top podcast and be a guest, you

31:05

are much more polished and able

31:07

to deliver a better performance on the mic.

31:10

So those are some of the things I did the first

31:12

phase. Second phase of growing a podcast

31:15

is you're going to have to put some money behind it. So

31:18

one of the things I did is I, again,

31:20

same mentality of like, how do I tap

31:23

into these communities and try to influence

31:25

to get people into my podcast? And

31:28

that is basically sponsoring

31:30

other podcasts because it's

31:33

easier to convert people if they're already listening

31:35

to podcasts. So I'd go to smaller podcasts

31:37

that have maybe, you know, 500, 1000 downloads a month

31:40

in the same, you know, kind of genre

31:43

of the business and say, Hey, I'd like to sponsor

31:45

your podcast for like the next six months. How

31:47

much are they going to cost me? And it will surprise you. People will

31:49

be like, Oh, give me $2,000. Great.

31:52

Awesome. I'm now in their ears for

31:54

six months about my podcast. Uh,

31:57

yeah, it's not a huge audience, but 500 to

31:59

a thousand people. now are going to move

32:01

over to my podcast and I have those listeners.

32:04

So it's a great investment for you to do that.

32:06

And I did this before they had all the tracking tools

32:08

and chartable and all this other stuff. I just

32:10

did it on goodwill and knowing that

32:13

I'm going to meet this person, the podcast

32:15

host one day in a conference and it's just

32:17

better for them to know that I'm a supporter of

32:20

their show and it all

32:22

comes back somehow. So I did a

32:24

lot of that sponsoring other podcasts,

32:26

getting in front of other podcasts. And

32:28

then I started working on my speaking career. I

32:30

invested, like I said, in a seeking coach and

32:33

a voice coach and I really

32:35

made an effort to try to get on many stages as possible.

32:39

And it's not just because you're going to

32:41

be talking to people that are in the crowd. All

32:43

these conferences get recorded. You can use these

32:45

recordings, cut them up, put them on social media,

32:47

make reels out of them, all that kind of stuff. And

32:50

this allows you to have a little bit more reach

32:52

and a little bit more of a bigger brand to

32:54

promote the podcast. So that was kind of

32:56

the middle stage. And the last stage is again,

32:59

putting some money behind it, but now I'm doing it at a

33:01

different level where I'm sponsoring creators

33:04

newsletters, their YouTube channels.

33:06

I just want to be kind of like attached

33:09

to the people that have a really strong brand with

33:11

their audience. So I would go on Twitter

33:13

and follow some up and coming creators that

33:15

are in my area that like they're starting to become

33:18

popular. They're not making millions

33:20

yet, but they have a great following and

33:22

they're really undervalued in terms of

33:24

sponsorship dollars. And I just DM

33:28

and cut a deal and try to get out there. So that's

33:30

really has been my strategy

33:32

from just a hardcore marketing standpoint.

33:35

But all of this does not matter

33:37

if you're not working on making your show

33:39

amazing every day. You got it. Every

33:42

time I step up to the mic for my podcast, I am thinking to myself,

33:44

how can I be better than the last

33:47

episode? Because I'm going

33:49

to be judged on this episode. Somebody's

33:51

going to find my podcast and be the first time they're

33:53

listening to my show. They're going to stumble upon this

33:55

episode about to record and they're going to make a decision.

33:58

Should I subscribe? But let's do another episode.

34:01

Is this person legit? I have to be

34:03

aware of that. A lot of people today

34:05

don't wanna say like, oh, be yourself and

34:07

don't worry about being judged. No, people judge.

34:10

People have the right to judge because they're gonna be spending

34:12

their time and their effort

34:14

listening to your podcast. Why should they listen to you

34:17

and not Joe Rogan or watch

34:19

a Netflix special or listen to

34:21

music? They have so many options.

34:23

You have so much competition out there. So every

34:25

time I get up to the mic, I'm like, I gotta make this a better

34:28

show than it was yesterday because that's

34:30

the only way to survive and keep going. We're

34:32

putting a lot of time and effort into the podcast.

34:34

We've been for a while, but it's one of

34:36

those things where I'm never content. I'm

34:39

not satisfied.

34:42

I love conversations like this. One

34:44

of the biggest things I try to do is find somebody that's

34:46

really good at some things and extract

34:48

information of what I want. Knowing

34:50

that everybody else has these, how do

34:53

I apply this to home service? Should I start

34:55

a podcast? One of my questions is,

34:57

especially for the listeners, I

35:00

have a podcast, it's for home services, but

35:02

trust me, most of the people I get on

35:05

are in home service. I'm always looking

35:07

for answers outside. And just because I'm in garage doors,

35:10

I talk about HVACs, solar roofing, pools.

35:13

We find out how to do that in my

35:15

industry. Should somebody

35:17

start out, everybody now says start

35:20

out with a niche. You did business

35:23

and you've been doing it in nine years and 190 million

35:26

downloads, you're very successful. For

35:30

the people out there, and actually I had an incubator

35:32

of podcasts on the podcast years

35:34

ago. And he's like, what are you trying to solve for?

35:37

Are you trying to get customers? Are

35:39

you trying, and he really had a really

35:41

good sequence of how to choose how to start

35:43

a podcast. But in your professional

35:45

opinion, if you were to start out now,

35:48

maybe home service, maybe another niche, would you try

35:50

to go business or leadership

35:53

or management, or would you just make

35:56

it more detailed and get into a niche? So

35:59

you can have... a general topic

36:01

like me business, but you can niche down on how

36:04

you deliver it. So my niche

36:06

was that most business podcasts

36:08

or conversations or there's a few

36:10

hosts, maybe a bunch of banter, maybe

36:13

a couple of guests. That's usually most

36:15

podcasts in business in my category.

36:17

What we do is business lessons. So I'm

36:20

teaching a lesson. It's short form. It's

36:22

very action-oriented. I get them to do something

36:24

and then they come back the next day and they learn something new.

36:27

So basically we merged. This

36:29

is not something that we came up just

36:31

out of thin air. We just

36:33

basically combined two ideas.

36:36

Nicole, my co-founder and the

36:38

producer of the show, she loves

36:41

languages and she was listening to podcasts like

36:43

Coffee Break French and Coffee Break Spanish

36:45

for language lessons.

36:47

Every day you'd learn a little bit of Spanish.

36:50

We love business podcasts

36:52

and we love learning about business, but we thought no

36:54

one's doing lessons in business.

36:56

Everybody's just either doing

36:58

an interview or doing some sort of founder story

37:01

or something like that. We wanted to take

37:03

that idea and use it in our genre. So

37:06

we niche down in that way. So if

37:09

I was going to recommend anybody starting a podcast,

37:11

the first thing I would say to them is podcasting

37:14

is a long-term game.

37:16

Meaning you're not going to see

37:19

whatever results you're expecting immediately.

37:21

You need to commit to podcasting at least

37:24

for a year. I would say 18 months,

37:26

especially if you're new to just even presenting

37:29

or talking on the mic. So you

37:31

could start to see if the trend

37:33

of what you're looking for is moving in the right direction.

37:35

It just takes a while, but

37:38

it's a good investment. The best thing about podcasting

37:40

is to evergreen. I feel listening to podcast

37:42

episodes I recorded five, six, seven, eight years

37:45

ago. So it's

37:47

not like these episodes just disappear like

37:50

a story on Instagram. They're there for people

37:53

to look in your back catalog and listen to. So

37:55

it is an investment of time.

37:59

You are interested in personal development. If you're

38:02

interested in just getting better as a person, in

38:04

learning about interesting things, if

38:06

you want to meet interesting people. Podcasting

38:09

has opened so many doors for me. I've

38:11

met so many interesting people. It's incredible.

38:13

One of the first people I met in podcasting, his

38:15

name is John Corcoran. He runs a great podcast,

38:18

Business Revolution podcast. And

38:21

he's introduced me to so many people. In fact, just the other

38:23

day, he's introduced me to Michael

38:25

Jackson's bodyguard. Like what in

38:27

the world? How would I ever be

38:30

able to do that if I wasn't in the world of podcasting?

38:33

Just having a podcast opens a lot of doors

38:35

for you to meet interesting people, improve

38:37

yourself, get different perspectives.

38:40

I can't tell you how many times I've been on a show

38:42

like this talking to somebody. And

38:44

after the show, I'd be like, I think I'm going

38:46

to change my mind about this thing that we're talking

38:48

about. I thought one thing, but I got a new perspective

38:51

that I didn't even consider. And this is

38:53

important as a business owner for

38:55

you to start understanding that

38:58

there's many ways to get to where you want to go.

39:01

And maybe you see the world in one

39:03

way, but there's other ways to get there. So

39:05

I think podcasting is a great way for you just to improve

39:08

and to grow and also just be a better communicator,

39:10

all that kind of stuff. So if that's just your goal and

39:13

you just want to be able to build insight

39:15

and network, then podcasting is a

39:17

great tool. If you're trying to build

39:19

the podcast so you can improve your business,

39:22

this is also a great option because even

39:25

if you're very niche, say for example, you

39:27

are an electrician and you want to do the electrician

39:29

podcast, people that love this

39:32

topic are going to love your podcast and they could

39:34

be future employees of yours. They could

39:36

be future customers of yours, maybe

39:38

as vendors or whatever it might be. So

39:41

yes, you're not going to be the next

39:43

Joe Rogan, but that is

39:45

not your intention. Your intention is actually to

39:48

be able to be the person in

39:50

your little niche in your market. So

39:53

personally for podcasting, it opened

39:56

up so many doors. And

39:58

for me, as I've always used it. I had

40:00

a guy tell me, I listened to your first 100

40:03

podcasts, it took me to 15 million. I

40:05

listened to your next 100 podcasts, it took me to 30

40:07

million because I felt like I was on your

40:09

journey. I was picking up the same questions

40:12

you were going through. And I'm trying

40:14

not to make the podcast like a timeline,

40:17

but it just happened to be in business. I

40:19

was facing certain questions and now I'm like, okay,

40:23

how do I go to that next level? And I get to people on

40:25

the podcast and it's like me feeding

40:28

myself, this is so important. We're

40:30

putting people to private equity and

40:32

I said, I'm going to still write books, I'm

40:35

still going to speak on stages, I'm still going to do podcasting

40:38

because this is what I need for me. It's

40:41

almost selfish at this point and I'm glad a lot of people

40:43

get a lot out of it. But there's so

40:45

many things you just gave, so much

40:47

information, so much great information.

40:50

I mean, I've got a million notes. The

40:53

differences between me and a lot of people Omar,

40:55

I implement to

40:58

a fault. And a lot of things that go down the wrong

41:00

direction, I get back up and I keep going.

41:03

And that's what it's all about, man. That's what it's all about. I

41:06

have this poster of Rocky behind me. Rocky

41:08

is my favorite movie. And it's because Rocky

41:11

didn't have a motivational coach.

41:14

He just understood

41:16

that life is about moving forward. It's about

41:19

doing the things that are painful,

41:21

despite your fears, despite your feeling

41:23

tired, despite the fact that everybody

41:25

thinks you're a loser, right? He's got

41:27

his hands up at the top of the stairs in Philadelphia.

41:30

No one's around. He's cheering himself on. He's

41:32

being his own motivator. And

41:35

as entrepreneurs, we have to remember that no

41:37

one's coming for you. No one's going to come and just save

41:39

the day and swoop you up and be like, now you got a successful

41:42

business. You got to figure it out. You got

41:44

to push yourself to get to the next limit.

41:46

You got to be able to say, hey, you know what? I'm

41:49

working too much. I got to hit the gym. My body's

41:51

suffering. My family's suffering. I can't be my

41:53

best self if I'm not fulfilling myself in those areas.

41:56

So you have to understand, I love this.

41:58

This is a great reminder. I love this character

42:00

Rocky's because he has

42:03

to become his biggest fan. He has to

42:05

say, you know what? Everybody thinks I'm a loser. Everything

42:08

I can't do it. I'm the biggest underdog of the

42:10

century, but why

42:12

not? Why not go for it? Why not push

42:14

for it? I have an opportunity here. One of

42:16

my learnings in life is that life is just

42:19

a combination of opportunity and struggle,

42:21

right? You're going to have opportunities in your life, but

42:24

they're not going to be without struggle. You're going to have difficulties.

42:26

You're going to have fears. You're going to have issues.

42:29

It's never smooth sailing. You can enjoy the sweet

42:31

without the sour. And that's what I love about

42:33

this reminder, this poster is that like, we have

42:35

to push ourselves. No one's going to push us.

42:38

Where are you from Omar? So

42:40

originally I was born and raised in Long Island. My

42:42

parents are Egyptian background. Okay.

42:45

I was like, there's no way this guy's from us. I

42:47

can't wait to come out. I'll be meeting you

42:49

here this year. I got a million questions,

42:52

but I'm just curious. So you've been podcasting

42:54

for a long time and there's

42:56

so many people out there. They get into business

42:59

for freedom, right? They get into business

43:01

because they don't, the

43:03

single work of nine to five, watching the

43:05

man at the top make all the money and

43:09

my life

43:10

since I started a business and I started mowing lawns

43:12

when I was eight years old with shoveling snow.

43:15

It's not been an easy road. It's full of

43:17

sacrifice. It's full of long hours.

43:19

I think I can give you 10 things, you

43:22

know, they don't delegate well to port time

43:24

management. They don't hire people that are smarter

43:26

than them. They don't hire people for their weaknesses.

43:28

They tend to hire more of their strengths. They

43:31

have somebody to get along with their underfunded

43:33

when they get started. They don't have any clue what financial

43:35

statements are. And I can go on

43:37

and on. And a lot of

43:39

people think it's going to be, man, if

43:41

he could do it, I can do it. And it's true. And

43:44

I tell people, I'm just a dude from Detroit.

43:47

Didn't live in a big house. Parents didn't have a lot

43:49

of money. They gave me a lot of love. Never

43:51

had a golden spoon, never had anything handed, but

43:53

if I can do it, you could do it, but it's

43:56

not like I'm going to give you this. Secret guys. It's

43:58

a lot of work. that, you know, I

44:00

can, I can tell you how to get a six pack, but

44:02

you got six times more likelihood, six

44:05

times more likelihood to be a millionaire

44:08

than have a six pack in the United States of America.

44:11

Wow. I like that. And I'm

44:13

just curious for those out there that are struggling

44:15

and trust me right now, it's

44:18

more than ever interest rates are up. The

44:20

lead volume is so far down from where

44:22

it was during COVID. We were deemed essential

44:25

with home service people. We had record

44:27

years and people are like

44:29

wondering what's next,

44:32

what's going on. And a lot of people say what's been on Ukraine,

44:35

by anonymous, blah, blah, blah, blah. Yeah.

44:37

But what do you tell people? I mean, you've been doing this a long

44:39

time. You've listened to a lot of, yeah. Yeah.

44:42

One of my favorite quotes from Jim

44:45

Rohn, who's like the father of personal development

44:47

is like a lot of people asked him, you

44:49

know, what is the next 10 years are going to be like? And he

44:51

says, I know exactly what the

44:53

next 10 years are going to be like. Going to be very similar

44:55

to the last 10 years. Nothing

44:58

really changes in the world. This is going

45:00

to be struggles. There's going to be difficulties.

45:03

Things will change politically. Things will change

45:05

economically. This happens every

45:07

generation happens to everybody, whether

45:10

it's wars, whether it's economic disasters,

45:12

whether, you know, like we didn't go through a world

45:15

war. We went through COVID, but we didn't go through a world.

45:17

Like most people go through some serious stuff

45:19

in their lifetime. Right. So this is just par for

45:21

the course. What does need to change

45:23

is you. You have control

45:26

over that variable. Right. And

45:28

I always say there's two things that any entrepreneur

45:30

needs to succeed. Sometimes when I go and

45:32

speak on stages, people ask me, Omar, what

45:34

do you do to motivate yourself? And then my first

45:37

answer to them is like, you need to stop trying

45:39

to be an entrepreneur if you ask them this question. I

45:41

don't need external motivation. I

45:43

don't know anybody who's made it in business

45:46

or anything successful in life in

45:48

general, who

45:50

doesn't want it bad.

45:51

Right. You think Kobe Bryant needed motivation

45:54

and he was on YouTube watching motivational speeches

45:56

so that he can get up and do his exercises and

45:58

become a world-class athlete. No,

46:01

he has an internal hunger. So if you want

46:03

it bad, anything's possible. You'll

46:06

figure it out. You'll learn what you need to learn. You'll

46:08

take the courses. You'll read the books. You'll

46:11

figure it out if you want it bad enough, right?

46:14

Wanting it bad, when I say that, I'm not just

46:16

saying this is like this bravado and just it

46:18

can mean something for you. Maybe want it bad

46:20

for you. It's like I'm sick and tired of

46:23

being strapped for money. I'm sick

46:25

and tired of having late payments on my bills. I'm

46:28

sick and tired. You know, frustration

46:30

is a great motivator, right? I'm sick and tired

46:33

of being behind on my promises to my family

46:35

and telling them that, you know, next year we'll buy a house. Whatever

46:37

it is, you got to find your why. You

46:39

got to find your thing that's going to motivate you to

46:42

like, I got to figure this out. This is the equation

46:44

of business or success in my life, right?

46:47

So that's number one. You got to want it bad, right?

46:50

Number two is you

46:52

got to understand that if

46:54

you want to build a great business, you

46:56

have to be a great entrepreneur. One of the things I

46:58

love doing is reading biographies.

47:01

I love reading, you know, the story of Phil

47:03

Knight, the founder of Nike and his book Shoe

47:05

Dog or, you know, Elon Musk

47:07

or whatever it might be. The reason why I like reading these books

47:10

is because I read them and I realized,

47:13

wow, this guy ate glass for 20

47:15

years before he saw a dime. Am

47:18

I willing to do that if I want to build the next Nike?

47:20

Am I that kind of person? Like the

47:23

person that builds

47:24

that kind of company is not the same person that builds,

47:27

you know, the local pizza shop.

47:29

Right. So

47:30

you have to change. You have to become

47:32

better. Right.

47:33

So usually when your business is not

47:35

growing, it means that you're not growing. You

47:37

need to level up so you can make better decisions.

47:40

You can make better hires. And this is what's

47:42

so confronting about business is that there's

47:45

no bull. Like you can't escape

47:48

it. It's so honest. Right. So

47:50

for me, this

47:51

has been one of the things that has been the

47:53

biggest struggle for me is because I had to come to terms

47:56

that like I'm not good enough to build the business

47:58

I want right now. I need to get better. I need to

48:00

figure out I gotta hire some help. I gotta you

48:03

know get a coach I gotta you know Expose

48:05

myself and be around people that are

48:07

interesting and are doing crazy amazing things

48:10

One of the things I do is I actually go on vacation

48:12

with people that are a few levels

48:14

higher than me So I could be like shoe

48:17

I need to get to this point where this guy's you

48:19

know paying $500 for a dinner No problem,

48:22

right? Like these are the things you've got to

48:24

do in your life Sometimes to just

48:26

come to terms like you're not what you need to be right

48:28

now You need to get better you need to improve and

48:30

it's very confrontational and it's not for everybody But

48:32

that's what business is about or you could just

48:35

stay where you are and you can keep your business where

48:37

it is But one thing I learned about business that there's

48:39

no stasis in business. You either grow your dying

48:41

It's a lot of people like Oh Jeff Bezos.

48:43

He's greedy. He has no choice. He has

48:45

to keep growing right? Otherwise,

48:47

it's it's gonna die. He's gonna

48:49

get eaten by some competition. That's

48:51

just the nature of commerce, right?

48:54

Now we can get into the details of like

48:56

how much money and all that stuff and the way he's treating people

48:59

Well, that's all irrelevant. The point is that

49:02

He has to either grow the business or

49:04

it will die

49:05

so either is gonna exist or not so

49:08

this how you got to see your own life in your own business and You

49:11

also got to know when to cash out

49:13

This is another thing that people talk about you got to know

49:16

when to just say, you know What

49:18

time to fold them Kenny Rogers right the gambler,

49:20

right? What is time for me to say? I

49:23

did what I got to do This is enough for me to sustain

49:25

myself in my business time to sell my business time

49:27

to downsize my business time for me to Turn into a lifestyle

49:30

business because everything

49:32

has limits including your life, right?

49:34

So you got to think I'm 40 and 50 and 60.

49:37

How long am I gonna be doing this for? Maybe I need

49:39

to start thinking about who's gonna take over you can

49:41

still own the business But have somebody run it

49:43

for you But you got to think about when is

49:45

it time for me to just say? Alright

49:48

now I got to focus on other areas of my life. I've

49:50

built a great empire and a great business I've

49:52

achieved all my goals and my dreams in that area.

49:55

What about my health? What about my

49:57

family? What about my community? What

49:59

am I? spiritual health? What about all that kind

50:01

of stuff that we probably haven't focused

50:04

on for a while and you're gonna

50:06

find yourself malnourished

50:08

in those areas? So I always think that you

50:10

also got to think about

50:12

not what right now you got to do but what

50:14

does the next stages look like and when is it

50:16

time for me to hold them? Very very hard

50:18

for a true entrepreneur and I say a true

50:21

entrepreneur. We like building.

50:23

We're never content. I don't

50:25

talk about football. I don't go,

50:28

you know, I have a lot of fun. We do a lot of cool

50:30

stuff with the group and I

50:32

genuinely want to sit down and talk about

50:34

business and it excites me and it's in

50:36

my DNA and I

50:39

tell everybody and man, I was wrong. I'll

50:41

tell everybody now you build

50:43

a company to sell it for the most part and

50:45

even if you don't plan on selling it needs to look

50:48

like it's in people say it's I'm not

50:50

selling now who cares if my financials are screwed

50:52

up. I'm not selling now who cares if I got a better

50:54

culture.

50:55

Build a business that's sellable at any time.

50:58

Can you never know what's going to break?

51:00

And I'll tell you this if you could maybe I'm

51:02

wrong about this but from my experience it's

51:04

been

51:05

the real

51:07

freedom comes from selling and

51:09

knowing that that's not the end of your life the end of your

51:11

chapter. Well, A1 garage or service

51:13

will always be in my DNA. I'll bleed A1 on

51:15

the side of the truck but I

51:18

went through a process I retained almost half

51:20

of the company and you hear the

51:22

horror stories of PDE and this and that

51:26

and I believe Elon Musk and Bezos

51:29

they should continue because they're providing a lot of jobs

51:31

and a lot of people are paying taxes to keep the economy going

51:34

and that they're innovator but why

51:37

wouldn't somebody build a company that they

51:39

can sell on? It's scary because you got

51:41

to judge yourself. One of the best exercises

51:43

you do is like is you sit down for

51:46

a day and you pretend you're buying

51:48

your own business.

51:49

If you bought your business today what would you change?

51:52

What would you do? What are the first hires you'd

51:54

make? What are the first fires you'd make?

51:55

If you had to fire everybody on your team right now

51:58

who'd rehire and who would you not rehire? These

52:01

are great questions to ask because you could then

52:03

transform your business

52:04

because you're

52:08

seeing it from a different perspective. And not only

52:10

the like you've mentioned like build your business to

52:12

sell. It's also great to do

52:15

that because if you ever want to raise capital,

52:17

it's essentially the same thing. They want to see the

52:19

book. They want to see if this is worth investing. It's

52:21

worth for me to raise capital. Even

52:23

if you're looking to get a loan even, you know, like just to have

52:26

you have your business in good shape so

52:28

that you can easily like hand it over and say,

52:30

Hey, I'm proud. I built a great well-toiled machine

52:33

and I have everything in order. It's a hard

52:35

process to do that in your business to

52:38

just to clean things up because when you're starting out,

52:40

you're just kind of like running, you know,

52:42

as you're putting your clothes on, you know, you're just kind of like, how

52:44

do I get this going and how do I make money

52:47

and how do I make a profit and all that kind of stuff. So

52:49

you're just really kind of doing all that and

52:51

then you got to go back and visit those

52:54

days and all those documents and clean things up

52:56

and just make it all work. So it's very

52:58

healthy to do that. And the reason why people don't

53:00

do it is because one, it's a lot of work

53:03

to it's

53:04

scary to kind of have to put

53:06

yourself to that standard and judge yourself

53:08

and say, Hey, my business is not good in

53:10

this area. I need to clean it up. Right.

53:13

And one of the things I always recommend is that like most

53:15

of the people will not do something

53:18

they they need to do because it's painful. This

53:20

is something I learned from one of my coaches, Dan Martell,

53:23

where we don't grow into pain. We don't

53:25

do things that are painful. So if something like

53:27

this, you know, you have to do it. You probably just

53:29

playing a too hard bucket. I don't want to do it right now

53:32

because there's so much admin work and there's so much

53:34

things I have to do to kind of organize.

53:36

Then if you know that just hire an

53:38

administrator, hire an EA, a part-timer, be

53:41

like, Hey, I need you to make sure we have this

53:43

in order and this in order and this in order, you know,

53:45

train them a little bit, get them to do all the admin for

53:47

you. So you don't have to kind of worry about it and then

53:49

check on their work. The point here is that gives

53:51

them send an, a sign, a NDA. That's

53:53

fine. You know, but the point is that,

53:55

you know, you've got to figure out a way to do

53:57

the hard things,

53:59

even if it means like.

53:59

hiring somebody to do the things that are painful

54:02

for you. Otherwise, you're just building

54:04

something to basically pay your bills. You're

54:06

creating a job for yourself, really. You're not building an

54:08

asset. And building an asset is the name

54:10

of the game in business so that you can have these assets,

54:13

you can leverage these assets in a lot of ways

54:15

and eventually have an exit. You

54:17

know, I've really pushed for a lot

54:19

more of my teammates and coworkers

54:22

to get an executive assistant. The problem

54:24

is some of the most advanced,

54:26

gifted individuals. It's

54:29

not even a delegation problem. It's a trust issue.

54:32

Well, they never do it right. They booked my ticket

54:34

wrong. They didn't put my TSA number in

54:36

there. And I watched this and I say,

54:39

have you ever seen a really, really great

54:42

sales person and you move them to a coach

54:44

and you're like,

54:45

Holy shit, they suck at coaching. What was

54:47

I thinking? And the same thing with like a

54:49

lot of leadership. They go, I'll

54:51

just do it myself so that nobody screws

54:54

up. And I'm okay. I've been

54:56

very content with people not doing something

54:58

right. As long as they learn from it. Right.

55:00

Right now I have an executive assistant.

55:02

I've got a personal assistant and a chief of staff coming

55:05

on. So I'll have three people that just work

55:07

on me. My three are four coaches.

55:09

I've got a lot of coaches and literally

55:12

like I'm always learning and I'm literally

55:14

like observing my team and just

55:16

giving them a help here. They are giving them a resource.

55:18

And I always tell them millionaires,

55:21

they cold punch, they get up really early. I mean, I've been doing

55:23

a lot of this stuff too, but millionaires are

55:25

homeworkers, they pray every day. They show up for

55:27

dinner. Billionaires, they

55:29

don't do their laundry. They don't really

55:32

do much. They know who to call and

55:35

they're not afraid to just take an educated

55:37

guess. And they say, I'm going to pull this person

55:39

in. I'm going to ask for help and I'm going to implement.

55:42

And it's crazy because I've got to know a lot

55:44

of billionaires and I know lots and lots of millionaires.

55:46

And what a different mindset.

55:49

It's crazy because you don't see

55:52

the billionaire outworking anybody. I

55:54

see all these influencers out there

55:56

that were writing books and really great and

55:58

they're really smart. like I'm gonna outwork

56:01

you. I'm like, good. I'm

56:03

gonna delegate you. I don't

56:05

want to go 24 seven. I never brag

56:07

about burning the midnight oil. I'm just not

56:09

what am I? What is not working one person

56:12

means you know, 800 employees, if there's 70%

56:14

of me that's 56,000%

56:17

of what I can do. Exactly.

56:19

And really get help my super

56:23

power. I don't want to ask you what yours is. My

56:25

superpowers asking, as a always,

56:29

I'm not afraid to ask, I'm not afraid that

56:31

the answer is a no, I never get offended

56:33

if it's a no. I asked all my mark

56:36

advertisements that they'll do this for me if I do

56:38

this for them. I say, can you introduce

56:40

me to these people? Can you do this? Somebody

56:43

asked me yesterday on my podcast during the Q&A,

56:45

which is my favorite thing to do is they said,

56:47

how do I become number one in this niche?

56:50

And I don't remember the exact question. And I said,

56:52

well, there's 50 states in the United

56:54

States, go find the next door statements

56:57

to you that will never compete with you find the top person

56:59

on Google organically, or on paper,

57:01

click or on LSA or GMB or whatever,

57:04

or find the number one guy on Angie, or

57:06

home advisor or some tech, or

57:08

Valtech, or whatever it is, and

57:10

go there and just ask them, you

57:12

don't mind, I look up to you, I want

57:15

to learn more than you, I'll even pay

57:17

you. I want to be just

57:19

involved in what you're doing. And I want to learn

57:21

from you. And price will

57:23

pay forward successfully close

57:26

everywhere. Totally. My advice to anybody

57:28

who has a hard time

57:31

delegating is twofold. First one is there's

57:33

a great book called buy back your time, Dan Martel,

57:35

it's all about, you know, how to leverage

57:37

your time, which is your greatest asset, we have

57:39

to realize we only have 4000 weeks in our whole

57:42

life. Most of us have already run through 2000

57:44

of them, so you only got 2000 weeks left, right?

57:47

It's over after that.

57:48

So by you doing administrative

57:50

tasks, do you think that's a good use of your time?

57:53

You have to get over it's a mind setting, you have to get over

57:55

the fact that you don't have unlimited time.

57:58

Okay, so you need to leverage somebody else. of

58:00

time to get things done, things that

58:02

you don't need to do, that somebody else

58:04

can do. That's the first thing I would say. The second

58:06

thing is, I learned this from

58:08

my buddy Carl Taylor, who runs an agency

58:11

called Audubation Agency. And

58:13

he got me over this by saying to me,

58:15

you are 100% correct. No one's

58:17

going to do it as good as you. No

58:20

one's going to make as little mistakes as you because

58:22

you care the maximum amount

58:24

when it comes to your matters, 100%. But

58:27

you need to accept the fact that

58:29

it's healthier and better for somebody

58:31

else to do the work, even if they do it up to 80%. That means 80%

58:33

of the time, if they do 100 tasks a week, that

58:38

means 80 of those tasks are off your plate, 20

58:40

of them, they screw up. Who cares? 80 of

58:42

them are done.

58:44

You would have to do all those 80 tasks. And it just

58:47

unlocked my brain. I just got to be okay with 80%. 80% is

58:50

fine. And if they screw up, it's

58:52

a teaching moment, it's a learning moment, it's a chance for

58:54

them to learn and for me to coach and to train

58:57

and get them moving on. So they don't make the same mistake over

58:59

and over. If they make a mistake

59:01

again,

59:02

if they make the same mistake again and

59:05

again over and over, that means they're not learning.

59:07

And you got to be okay with

59:10

firing people with saying, hey, you're not

59:12

a good fit. I got to find the next person. A lot

59:14

of people that resist this because like, oh, I got to train somebody

59:16

new, but you have

59:18

to get in the habit of having

59:20

that standard of saying, hey, if they're making

59:22

the same mistake going over, I got to rehire. So

59:25

I definitely agree with you. You have

59:27

to start leveraging your time. In the beginning, of course,

59:29

you're scrapping and you're trying to make it happen. But once

59:31

you have some money to invest in talent, you got to do that. You

59:34

talked about coaches. You

59:35

have a lot of coaches. You're learning constantly, you're

59:37

improving.

59:38

I always say this is the best investment you can make

59:40

in your business is investing in yourself

59:42

because you always take

59:45

that asset with you. Your skills and your knowledge,

59:47

you always have. You sell your business, you still have your skills

59:49

and knowledge. Or you go bankrupt, you still have your skills and

59:51

knowledge. People go to prison and

59:53

come out of prison and they still know how to do business

59:56

because they did it on the streets. The point is

59:58

that this is a great...

59:59

ask that you can never get rid of

1:00:02

and never be taken away from you. It's amazing

1:00:04

because it's yours tax free,

1:00:06

which is great. So it's like always

1:00:09

invest in yourself, always invest in

1:00:11

your knowledge and improvement and just certain

1:00:13

join being a lifelong learner, understanding

1:00:15

that as good as I think I might be right now,

1:00:18

I know in 10 years, 50% of the things

1:00:20

I know and believe today

1:00:22

are going to be wrong. I know

1:00:24

I will say to myself 10 years from now, cause I

1:00:26

know 10 years ago, I was wrong about half

1:00:28

the stuff I thought I believed in or thought

1:00:31

it was true or far the right way to do something. So

1:00:34

that keeps you humble when you're learning, keeps

1:00:36

you humble, understanding like

1:00:37

I'm learning, I'm improving. Probably I'm going

1:00:40

to move up a level in 10 years and I'll

1:00:42

be wrong about these things, but it's okay. I'll

1:00:45

put it on proof. And I love what you talked

1:00:47

about with the billionaires, those high

1:00:49

performers, people that have done well in business,

1:00:52

they understand that their job is making

1:00:55

a few key decisions. Their

1:00:57

asset in the business is making

1:01:00

high quality decisions. So they make

1:01:02

their whole life about how can I make

1:01:04

sure I make the best decisions, whether

1:01:07

it's advisors, whether it's getting coaches,

1:01:09

whether it's going to the gym, getting

1:01:12

some sunlight in the morning, having breakfast on the

1:01:14

balcony, whatever it is that inspires you to

1:01:16

make better decisions, because at the end

1:01:18

of the day, your decisions are going to influence

1:01:20

the business in a big way. It's going to impact you in a

1:01:23

big way. Look at Warren Buffett. The guy's like,

1:01:25

uh, you know, 89 years old or whatever he

1:01:27

is. And all he does really all year

1:01:29

long is make a few key decisions that keep his

1:01:31

wealth going. Well, he's had a lot of trusted

1:01:34

advisors. Just one thing I was going to

1:01:36

say, if you're looking

1:01:36

to hire a personal assistant

1:01:38

executive assistant, and you're absolutely right.

1:01:41

And I read just base those book

1:01:43

and I study him about

1:01:45

how he makes the decisions when he makes his decisions.

1:01:47

It's he doesn't start his day till 10, cause he's got four

1:01:49

hours to get started. And basically

1:01:52

this is decision time. But

1:01:55

what if you just recorded and set out

1:01:57

while what you were doing,

1:01:58

I'm going to book a flight. Now, let me.

1:01:59

show you how I do this. I go to this

1:02:02

website, then I go to this website and I make sure

1:02:04

I got a direct flight. Now I'd like to fly at this

1:02:06

time. Here's where I answer my number. Here's

1:02:09

one thing I want you to know, I love the miles from here

1:02:11

and here's how I use them. And here's kind of my

1:02:13

critical process of how I make decisions.

1:02:16

And just go through your email and say, I've

1:02:18

known this person for 14 years, here's what

1:02:20

they're involved in, and just categorize those videos.

1:02:23

And if you get a great student in the grade

1:02:25

EA, they'll pick it up very quickly, especially if you

1:02:27

make it easy for them. And they say, I've

1:02:30

done it enough. And then you just create SOPs, you

1:02:32

just transcribe that stuff, have

1:02:34

a VA or you can find something on Fiverr.

1:02:37

There's a million sources I could give you. And got

1:02:41

a buddy that just

1:02:42

I talked to, he's high level business.

1:02:44

He said I had a VA for 500 bucks a month.

1:02:47

And he goes, I cannot believe how great she is. He

1:02:49

goes, perfect English, my life is so

1:02:52

much easier. And then the deal

1:02:54

is how, looking at replicate myself,

1:02:56

what is something only I could do? I'll tell you

1:02:59

the only thing, the only thing that

1:03:01

could come from me is when I praise somebody. Because

1:03:03

I'm not gonna have my EA call somebody say,

1:03:05

Tommy's happy with you. I think it means something

1:03:07

for me to take the time to do that. And

1:03:10

when I have to have a one on one and truly be

1:03:12

there, but everything else pretty much when

1:03:15

I would say, I always look at what

1:03:17

else could I delegate?

1:03:18

And like I have a housekeeper

1:03:20

and we're frustrated with a few things.

1:03:23

And I'm like, it's our fault.

1:03:25

If she doesn't

1:03:26

do the stuff right, did we train her?

1:03:28

Do we expect her to be no sure-dumbest and figure

1:03:30

stuff out?

1:03:31

And that's the one thing is like, I

1:03:33

make manuals and Santa Robert and machines

1:03:35

and checklist the easiest things. And I've always

1:03:37

said, there's

1:03:38

either no system, the wrong system or

1:03:40

the third one, which is the most important, the

1:03:42

current system is not being followed. And that

1:03:44

falls on you. You got to take complete ownership

1:03:46

of that. Totally true. I learned this from

1:03:49

Derek Sivers, who wrote a book, Anything

1:03:51

You Want, which is this idea that when

1:03:54

you build a business, you're building your own utopia or you're

1:03:56

building your own perfect world and you get

1:03:58

to make the rules. So one of the things that... He

1:04:00

created a company called CD Baby. It was the first

1:04:02

online e-commerce store where independent

1:04:04

music producers and the musicians

1:04:07

would send their music to him and

1:04:09

he would sell it on the site and they would send the CDs

1:04:11

out to the customers. He literally

1:04:14

had a physical warehouse office and

1:04:16

every time somebody had asked the question, hey, Derek, how

1:04:18

do I do XYZ? He would gather everybody

1:04:21

and they would have a manual. This is back in the

1:04:23

early 2000s, late 90s. It

1:04:25

was literally paper and pen. It was like

1:04:28

a binder. He would just like, all right,

1:04:30

let's write this down. When this question comes

1:04:32

up, when this is what you do, one, two, three, four. Right?

1:04:35

Then the

1:04:36

next time somebody asks the question, hey, how do we do this?

1:04:38

Let's open a manual. Do we have this answer in the manual?

1:04:41

Oh, no, it's up there. Let's add it to the manual. Then

1:04:44

they just get in the habit of just checking the manual.

1:04:47

Okay, here we go. This is what I have to

1:04:49

do. Okay. It's in the manual now. I know what to

1:04:51

do. And what's great is that when you make a hire, everything

1:04:53

is already documented, like you said, in those SOPs.

1:04:55

And now it's even easier with

1:04:57

Google Docs and all these tools and

1:04:59

Notion. There's all these ways to

1:05:01

do this, but even if it's just physical

1:05:03

paper and pen, like Derek did it, it's

1:05:06

better than them coming to you constantly.

1:05:08

One of the things I always say is that if you have all the answers

1:05:11

and they can't do their job

1:05:13

without you, then

1:05:14

you don't really have a business, right? If you don't,

1:05:17

you need,

1:05:18

yeah. And it's not a fun job,

1:05:20

right? The point of the EA and the point

1:05:22

of the team is to make your life

1:05:25

better. Make it more enjoyable. Imagine, you

1:05:27

know, somebody in your company has a baby and

1:05:29

you could just send a message, hey, send

1:05:31

so-and-so flowers, and you don't have to

1:05:33

think about this. And you know, you've done the right thing.

1:05:36

And what a joyful feeling of bringing that brightness

1:05:38

to somebody's life. And it's just

1:05:40

taken care of, right? And a lot of people are like, well, what about, you

1:05:43

know,

1:05:43

credit cards and what if they like embezzle

1:05:45

money? It's like, this is so easily

1:05:47

solved. Just give them a card with a limit that

1:05:49

is no more than their salary, right? And

1:05:52

they're not going to get paid if they embezzle. That's it. Over.

1:05:55

And you know, people get taken advantage

1:05:57

of, it leaves a scar on them that they could never heal.

1:06:00

Because yeah one bad experience

1:06:02

to be careful, but you're right

1:06:04

is I don't open my own mail I don't open

1:06:06

up my own email. I mean I look at everything

1:06:08

that's important that gets Dissected

1:06:11

to me. What is your if you had to pick one

1:06:13

thing, you know, there's a book 10% or

1:06:16

10x is better than 2x and Dance

1:06:19

all of them and I'll try to think anyway

1:06:22

if you had to give your superpower What is

1:06:24

it if you had to pick one thing and can't be a

1:06:26

multitude? You know if you had to say this

1:06:28

is the thing that separates me in the world probably

1:06:31

teaching goes back to teaching I've always been a teacher

1:06:33

whether in the classroom whether it's in

1:06:35

my own team Coaching my team to get

1:06:37

better whether it's me using teaching

1:06:39

as a sales technique and selling my own

1:06:41

products and services or speaking On stage

1:06:44

one of the things I learned early on in teaching

1:06:46

is the students don't care about how much you know

1:06:49

Until you show them how much you care.

1:06:51

Yeah, they're not interested They're not interested

1:06:53

in what you have to tell them until they

1:06:55

understand I care. I

1:06:57

have your best interest in mind I want to make

1:06:59

sure that you win and This

1:07:02

is what I like to that's my superpower is I

1:07:04

like whether I'm speaking on stage whether I'm

1:07:06

doing the podcast Whether I'm trying

1:07:08

to train my team because they screwed up and be like hey

1:07:10

listen The reason we're having this conversation

1:07:12

right now is because I'm investing in you. I

1:07:15

want to see you win I want to see you shine I want you

1:07:17

to be say I did the best work of my

1:07:19

life at this company, right?

1:07:21

And this is why we're having this conversation because you

1:07:24

made a mistake. Let's learn from it Let's

1:07:26

see how we can do better right

1:07:28

and let's make sure we don't do it again because I don't have

1:07:30

this conversation again because and I a

1:07:33

lot of people don't do this and I feel like it's really important

1:07:35

is it's a Hold

1:07:37

them accountable a little bit and just say hey, I

1:07:40

believe in you. Don't make me regret that Don't

1:07:42

make me regret me investing you

1:07:44

in hiring you. I believe that you can do it now

1:07:47

You got to believe in yourself and you got to do the job.

1:07:49

I'm asking you to do in The

1:07:51

correct way and it just kind of wakes

1:07:53

them up a little bit and say like they're right They

1:07:55

gave me a chance they invested in me that

1:07:58

you know that they don't skip a beat salary,

1:08:00

they make sure that I'm taken care of, we go on team retreat,

1:08:03

what am I doing? It's like they wake them up out

1:08:05

of a super. They're like, oh, okay, yeah, let me focus

1:08:07

up now. Let me get it going. And

1:08:10

sometimes you're going to have to do that every once in a while,

1:08:12

every year or so with employees. Because

1:08:15

again, I can't expect

1:08:17

them to want

1:08:18

it as bad as I do or

1:08:20

care about the business. They don't own the business.

1:08:23

They're not building the legacy. What

1:08:25

they're doing is that they're building their own

1:08:27

career through our business and

1:08:30

I

1:08:30

can just have to accept the fact that I

1:08:32

will have to

1:08:33

coach them and help them through the way. And

1:08:35

sometimes it's going to work and

1:08:37

be great. And sometimes we're going to have to say goodbye in part

1:08:39

ways. And that's okay. Not

1:08:42

for everybody. I love using

1:08:44

sports as a metaphor. One of the most successful

1:08:46

basketball teams of all time is the Chicago Bulls. A lot

1:08:49

of people say, oh my God, that was amazing.

1:08:51

How do they win all those titles? Well, look at the players

1:08:54

they had on the team. Look at the coach. They

1:08:56

have still Jackson. Still Jackson got nine rings. Look

1:08:59

at the organization. All this has to

1:09:01

happen. So if you want a winning team on your business,

1:09:03

you got to have great players. You got to have eight players. You got

1:09:05

to have people that know how to win, that want it bad,

1:09:08

that are willing to sacrifice and play the role

1:09:11

and be able to fit into the system

1:09:13

that requires them to win. So

1:09:16

I would say my superpower is teaching

1:09:18

and helping people improve.

1:09:21

I'm going to send you my new book, Elevate.

1:09:23

Because I want a philosophy that if you sit

1:09:25

down with people, understand their why, what their

1:09:27

goals, what their aspirations, what their dreams

1:09:29

are, and you write them down and see

1:09:31

the vision of how to get there through your tool, which

1:09:33

is your business, they'll work 10 times

1:09:35

harder. And then instead of saying you need

1:09:38

to work on this, say, remember you said you

1:09:40

wanted to take your wife on a 10 year anniversary. You

1:09:42

wanted to take her to Hawaii, all expenses.

1:09:45

You told me that was going to cost 20 grand. I know

1:09:47

a way to get there quicker. Let's look at these KPIs.

1:09:50

If I show you how to accomplish your goals a little bit quicker,

1:09:52

and I'm on your team and I'm your cheerleader, when

1:09:55

that make it so much easier to motivate

1:09:57

people. A couple more questions. people

1:10:00

get a hold of you. If they want to reach out,

1:10:02

obviously you got the podcast. Right,

1:10:05

so the best way is to

1:10:07

actually join our email list. If you just go to 100mba.net,

1:10:11

you can just sign up for one of our freebies and be on our

1:10:13

email list. We have a resources page, we have a

1:10:16

templates page where you can download templates. The

1:10:19

reason why I say that is because I actually still write

1:10:21

our own emails. This is my form of communication.

1:10:24

I still write all the emails to our

1:10:27

subscribers and if you reply, I will

1:10:29

reply. I'm

1:10:31

still the guy that replies to emails.

1:10:34

I'm not huge on social, but you

1:10:36

can follow me on Facebook or on Twitter,

1:10:39

I'm a TheOmarZinom on Twitter, OmarZinHome

1:10:42

on Facebook, and Instagram as well, OmarZinHome.

1:10:45

So that's kind of where I live

1:10:46

mostly.

1:10:47

And yeah, I'd love to

1:10:49

help people. If you send me an email, I

1:10:51

will reply. It might take me a bit of time, but

1:10:54

if you're stuck in your business and you're trying to

1:10:56

make some decisions, let me know.

1:10:58

And Omar, we need a chance to close this

1:11:00

out. We talked about a lot of things and you,

1:11:03

I really, really enjoyed this.

1:11:06

And I can't wait to meet you in person. So anything

1:11:08

you feel like the audience needs to hear. One of

1:11:10

the things that I learned along the way

1:11:12

in business is when you're dealing with people

1:11:15

in life, whether it's your employees, whether

1:11:17

it's your family members, your friends,

1:11:19

if you are judgmental, if you're finding yourself

1:11:22

being hard on people, this is

1:11:24

a sign that you're not being kind to

1:11:26

yourself. This probably means you're hard on

1:11:28

yourself. And not in a good way. I'm not saying

1:11:31

it's okay to push yourself, but when

1:11:33

you're putting yourself down, right,

1:11:35

you can't afford to put yourself

1:11:37

down.

1:11:38

Business is as hard as it is. You

1:11:40

need to be your biggest cheerleader. You need

1:11:42

to

1:11:43

make sure that you have your own back.

1:11:46

So whenever you catch yourself kind of like

1:11:48

being judgmental of somebody or criticizing

1:11:51

somebody, it probably means this is how you treat

1:11:53

yourself. When you screw up, you probably inside,

1:11:56

call yourselves names or something. You can't afford that. You

1:11:59

need everything. on your side in business

1:12:01

to succeed, including yourself, having

1:12:03

yourself on your side. You got to be your number one supporter,

1:12:05

believer, because sometimes you're

1:12:07

going to find yourself alone. You're not going to have

1:12:10

everybody's

1:12:10

busy, your friends are busy, your family's got

1:12:12

other issues, your spouse might be

1:12:15

taking care of other things. And you're having a

1:12:17

low moment business and you can't

1:12:19

allow yourself to go to that place

1:12:21

where you're having that negative talk, talking to yourself

1:12:23

in a bad way. A lot of business

1:12:26

is a mind game.

1:12:27

You have to be able to master that

1:12:30

and quickly turn those negative thoughts and say,

1:12:33

I can do this, I can turn myself around, let

1:12:35

me figure out what's the next question I got to ask myself

1:12:37

so I can improve and get myself

1:12:39

out of this situation or improve my

1:12:42

business in some way. So

1:12:44

that would be my advice. A lot of us, we

1:12:46

give up, we have struggles because we don't

1:12:49

say the nicest things to our own self.

1:12:51

We probably put ourselves down more than anybody else.

1:12:53

I love it, man. This has been

1:12:55

amazing. I really appreciate

1:12:57

you jumping on today. It's been great, Tommy. Thanks for

1:13:00

having me. And I wish you and everybody

1:13:02

who's listening on an amazing day. And guys,

1:13:04

this is a gift, man, that we are on

1:13:06

this earth, that we're alive, that we're breathing. If

1:13:08

you have your limbs, if you have your health, you

1:13:10

have so much to live for, you have so much to

1:13:13

do, you have this opportunity, you're exposed

1:13:15

to this idea of business and this chance to improve.

1:13:18

This is just alone, that's a blessing. We

1:13:20

got to just be thankful for that. Just be

1:13:22

happy in the fact that we have these opportunities. Absolutely.

1:13:25

And I'm very thankful. I was talking about

1:13:27

that on stage. It made myself very vulnerable

1:13:30

the other day. I made a deal

1:13:32

with Jesus. It's

1:13:35

my platform for religion, but I'm giving my

1:13:37

word. And a guy called me up

1:13:39

two weeks ago and said, hey, man, I don't

1:13:41

know you, but I had an epiphany. And

1:13:44

I think you were on your hands, knees and praying.

1:13:46

And I don't know what you did or what kind

1:13:48

of deal you made, but it seems like

1:13:50

everything's going right. And

1:13:52

because this never happened before, I'm not just,

1:13:55

I'm not your savior, I'm not an angel, but

1:13:58

I want you to know that

1:13:59

your words of what you said you were gonna

1:14:02

do if,

1:14:03

you know, God did this for you. And I was

1:14:05

like, all of a sudden I got goosebumps and

1:14:07

I'm like, oh my gosh, this is crazy.

1:14:09

So I'm thankful, very

1:14:12

thankful. And thank you for coming on the podcast.

1:14:14

Can you stick around for a quick minute? Sure, no

1:14:16

problem. All right. Thank you. Take

1:14:18

care.

1:14:23

Hey there, thanks for tuning into the podcast

1:14:25

today. Before I let you go, I want to let everybody

1:14:27

know that Elevate is out and ready

1:14:29

to buy. I can share with you how I attracted a winning

1:14:32

team of over 700 employees in over 20

1:14:34

states. The insights in this book are powerful

1:14:37

and can be applied to any business or organization.

1:14:39

It's a real game changer for anyone looking

1:14:41

to build and develop a high performing team like

1:14:43

over here at A1 Garage Door Service. So if you want to learn

1:14:45

the secrets that helped me transfer my team from stealing

1:14:48

the toilet paper to a group of 700 plus

1:14:51

employees rowing in the same direction, head over

1:14:53

to elevateandwin.com forward

1:14:55

slash podcast and grab a copy of the book.

1:14:58

Thanks again for listening and we'll catch up with you next time

1:15:00

on the podcast.