Transcript: Okay, so here we are the first Monday of the month. And today is a couple of things. Number one, we're beginning a new quarter. Today, we're beginning a new second half of the year. And it's the first Monday of the month. So we're gonna hit on putting the final touches on our one page plan for the rest of the quarter, or the rest of the year, answer any questions that you guys have there. We'll talk about some marketing strategies, because the first Monday we'll talk about some marketing strategies that you can implement into this second, or third quarter. And obviously, live q&a. So who wants to go first? Let's start with you guys and your needs first. Right? And then we'll get into the topics. So Mike, we got anything that you want to talk about strategize on, you know, questions about frustrations, etc. No, no, it's, you know, nothing, nothing specific. It's, it's just a matter of me doing the things that I need to be doing for my business. I mean, that's all it comes down to is, you know, having the discipline and I want to say the drive, but not worrying about rejection, and just doing what I need to be doing. You know, it's, it's also a little, you know, it's also a little bit difficult right now, because with my wife being injured and not working as much, I'm trying to make make up for that. And obviously, that would be a lot easier if I could, you know, get some leads and close to loans. But I am spending a lot of time obering right now. So I, you know, I, that's taking up a lot of my time at this point. So, you know, it's just a matter of me doing doing the things that you need to do to, you know, to get my mortgage business growing. So, you know, nothing I need to do right now. It's just really all internal at this point, and, you know, just being disciplined enough to do it. And that's why, you know, I, I started making calls this morning, just to, you know, I just needed to do it. So, nothing, you know, really nothing, I need, nothing that I need, it's just all kind of, on my own all myself. Sure. What, what time of the day, do you do Uber. So it's, it's so and that's kind of made a little bit difficult to, you know, my goal would be to do it early in the morning, because I'm the kind of person that I like to, I just like to, if I have something to do, I'd like to get it done early. So you know, I'd rather make it especially, you know, my goal is $500 a week. So I'd like to make, you know, like start out as early as possible, get as much, you know, make as much money as I can, it makes a little bit difficult, because I'm driving my wife to work at 630. So then that kind of cuts into it. And then we go to the gym at 6pm. So, you know, I'm starting again, if I don't do it in the morning, or if I don't make as much as I'd like to, I'm starting again at like 7:38pm and then just driving till whenever I have to. So you know, I've been trying to follow kind of more of a strict schedule of, you know, getting up at 530. Unfortunately, my wife does not like to work out in the morning, so I prefer that, but she doesn't like it. So we do 6pm Typically, but you'll get up at 530 Water, my flowers, just kind of maybe work in the yard a little bit, and then take her to work, start hoovering and then come home and start making calls. That would be kind of that's my that would be my ultimate goal. And that's kind of what I did. You know, I'm bad with the snooze, I snooze a lot. So, you know, trying to be disciplined and get away from snoozing. And once my alarm goes off at 530 actually get up and get out of bed and get my day started. So, you know I don't Yeah, I either drive. I would either dry first thing in the morning or typically after seven o'clock I prefer to ask God but I was just going to say I prefer the evenings just because I typically can get more airport ride. Flights don't arrive started riding till like 715 to the airport. And me driving a truck. I prefer to do airport rides because they pay more and they're more on the highway. So So I mean, typically to do that I have to do it later in the in the evening. Got it? Okay. The reason I ask is I have a client of mine who does whatever, but he's also building the business. And he's got he's figured out a system where he brings in about $250 a day. And but it also it's a balancing act. Right. So I think he gets all verified today. But I think he gets started at like, 3am. Yeah. And he gets a crap ton of airport writes, yeah, no. But you know, he goes to bed earlier, obviously. Right? So he gets started at 3am. And he's done typically the verify with what have you done, typically around eight or 9am? And, and he gets to two $50 a day. So it's about 1200 50 a week. And, you know, comes home takes care of his wife, his wife's dependent upon him. And they only have one car. Yeah. And yeah, but he's bringing in, you know, over what 45, about 5000 a month is giving him the cash flow to funnel into his business. And he's got the rest of the day, I think he goes down to sleep probably at seven, seven or eight o'clock at night, something like that. But it's just it's a rearranging of the schedule ticking two and a half weeks to get used to that schedule. Yeah. allottee anyways. But it works out. And because most of his business is open, you know, in order to, for him to do his business, he has to be available. Typically between 10 and five. Yeah. So that's something to consider is given a different schedule setup, where you can, if you ever transport your wife to work, you can be in that area. Yeah. By the time she needs to get transported to work, but you've already knocked out three, you know, three or four hours of work. Yeah. Yeah. And his thing is, he doesn't have a set hours. He just says, Once I hit 250, for the day, I'm done. Yeah. I, if it takes two hours, great. takes three hours. Great. I mean, the dudes done, I don't know. 15 20,000 Uber rides. Yeah. So and, but it's a system. And so with that, you know, he's also taken. So what he's also done is not only is he building his business, and taking the money to fund the business, and taking care of all the family assets, his wife doesn't work. But he's taken a bunch of that extra money. He's completely debt free now. Like he's paid off all the debt as of like, a week or two ago. And he's like, Dude, my expenses are so low now. Because I've gotten rid of the debt that I'm going to save up about three or four months of war chest. Three or four months of expenses, and then I'm dropping nuber doing full time in my business. Yeah. That's so that's what I'm working towards, like my wife, my wife, and I budgeted a little bit more strictly last week, or last month, and we spent $3,000 More than we brought in, which is not good. So so. So those are one area to target. The other is like, and I do this once a month to go in, look at okay, what are my results last month? What are my goals for this month? And what is my plan? Is my strategy. And when you're starting out in a business, and that business is not sustaining you yet, and it becomes a surgical procedure day and what I mean by that is there's 168 hours in a week. And the one thing I've learned, probably about four or five months into being a business owner is I gotta throw away the clock. There is no clock, there's 20 477 days a week. I've got seven days 168 hours to make crap happen. And how fast do I want to get this thing running to where I don't have to work so hard? I got a very low tolerance for pain. Yeah, and, and so on. Um, you know, I look at my calendar, I go and I slice and dice the heck out of it. And I ended up looking at my calendar this week. I'm like, okay, in order for me to make everything happen this week, my preference is to get up and going, because I switched it up. I targeted now 530. I wanted to stay up later. And so I had to move the wakeup time later. Yeah, I'm finding that the hardest thing I experienced in the third in the second quarter when I tried this 4:30am Wake up, but it was still going to bed at 10 3011 o'clock at night, and I'm just killing myself. Yeah, this is not working for me. I am like an evening person. Yeah. And I am going to stop fighting that. And so. Okay, I'm going to attend. And I had to move the wakeup time to 530. Because I've discovered that getting the most important thing done for me in the morning is very important. And it just sets the tone for the rest of the day. Yeah. So I had to look at my calendar, and I had the time block. So in your case, like, Okay, I need to do Uber to make ends meet right now. But I also need to be available. Insane and awake. And and it was energy during the day. No. And so you know, that you have to come up with what's going to work for you there. Yeah, you know, Uber is just a temporary thing, nothing to be embarrassed about nothing to be any of that you're building a frickin business. Yeah. And, you know, whether it's Uber, whether it's two other jobs or three other jobs, whatever you got to do to make ends meet the best way to draw this out. And I wish I knew how to use these online tools with Zoom now because they have oh, they actually have a whiteboard. I wonder if I could figure out how to actually use it. Boards No date collaborating, presenting meeting participants are granted via that permission meeting just to do this open. Yeah, I mean, I mean, learn how to do a whiteboard right now. You just want to draw, that's all I want to do. X. Fine. You guys see my screen? Yes. With this tool is draw. There we go. Okay. So looking at a tee. If you click Explore new tools box, so it goes off. I think it'll make your screen brighter. Press. Click what? Kevin, I think you have to do that. I just did it. And the screen was brighter. Done. Thank you. I just read it. I couldn't control anything, because I wasn't doing it. But I yeah, that was kind of weird. But. So John, FYI, if you're using the whiteboard, the people who are watching have a little box that comes up. That's trying to tell us about using the whiteboard, I think probably because we've never used it. And it makes the screen gray. We can see it but it's gray. If we click off that box off, it'll turn white. And the reason I tell you that so when you do it again, with rookies like us, you can tell us to do it. And we'll be up to speed. Oh, yeah, it's the first time I've ever done it. I did. I'm like, Okay, this is actually powerful. Because I like this, I just gotta learn how to use the mouse when I'm typing. It looks like it should have been something that was on your end, but it was on our end, for some reason. I came out with all these powerful tools about two months ago, I'm like one of these days, and we'll take time to learn how to use them. I have no idea what's you know what they are. And so this right over here is the system that I have used for many, many, many, many, many, many, many years and helped a lot of clients that have a job trying to start a business. So there's 168 hours in a week. And what you have to figure out is okay, how many hours a week there you're going to do your job, let's just say it's 40. And I'm just going to do this in general. Normally I'd be just one on one with somebody but this is personal use. I'm not going to do that because it's being recorded. So let's just say work 40 hours a week, okay, let's just say from this job. Okay. You're earning 5000 A month alright. 1000 Okay. Question You got to ask yourself is okay, what is my monthly requirement? And over here, you put your wife job, etc, etc. So let's just say your your, your monthly requirement is 7500. Okay? So there's a $2,500 discrepancy there. Okay? Now, the number at the very bottom 7500 is what is the income needed to come into the home where you have no stress, I'm not talking about your dream income, I'm not talking about any of that stuff, I'm talking about the income that needs to come through that door where you don't stress out, all the ins are met food, shelter, clothing, etc. Again, it's not your dream income right over here once you figured out the difference, so right now there is a $2,500 a month difference. And I'm just using this as an example. I need to focus on getting my business to the point where you know, obviously my immediate need is to fulfill my current income needs. First go on my business now, over here over here, you're gonna be till out okay, how many hours do I need for my family obligations I probably just do cursive and then I don't have to do the print. Okay. If you hit if you hit the T I think you can do text I can just type very low. Okay, so now we'll go family see that fitness that nests I have a miscellaneous block in there too. Because everything is never perfect. A family fitness sleep you know and excetera Okay, and that's going to equal so we do the math and let's say okay, I'm going to sleep about an hour a day for my wife. So that's gonna be seven. All right, our day for God. So that's another seven carve out an hour day for working out. Okay, so that's that's then I'm going to carve out assembly and healthy sleep and that's going to be eight eight times seven that's 56 So now I'm at 77 Okay and maybe five hours a week for fun 82 plus 40 122 Okay, so the thing to put in here is that equals 122 Now the math is this I've got 168 hours oh I for almost forgot I gotta put in eating time. Thanks. I got bread breakfast, lunch and dinner are about three hours a day for that three times. Seven equals 20 143 hours that are taken up underneath 68 hours NS three 525 hours divided by is a week, five hours a day. We're here my business wouldn't do five hours per day out do you want to do more? You just got to take more from over here but oh, five hours per day. So any other business now we've seen prospect or an existing client? That would be the order. So when I was rebuilding my business that I currently have the whole thing thing fell apart. Thursday before Thanksgiving 2013 December 2 2013, I made an important decision that I am not going to go back and get a job. Turned down $125,000 base salary plus car plus expense account I'm use about a $225,000 opportunity. I turned it down $600 a month. My wife, my wife at the time, thought I was insane. Everybody else on the planet would have thought I was insane too. But I'm like, I just I can't do it. I just can't go back to work or somebody's not going to do it. I don't give a shit. If I lose everything and die trying. I'm just not going to do it. Well, now it's better to it was the better decision. And it put a complete fire under my butt. I did not sleep hours, eight hours a day I slept for either. I had to not only borrow money from friends and do all kinds of side hustles for four months, stuff that I would never do to make ends meet while I was rebuilding my business. And I had to come up with okay. Yeah, I remember, you know, coming in and I told my family and my kid at the time. Especially this is 2013 30. Preston was five. No, Preston was six years old. And you know, six years old, I'm working from home. I just I had a habit now. I'm like, Hey, from from 8am until 7pm At night, that door is closed, you do not go knock on that door. Unless the house is on fire. You do not knock on that door. I promise you daddy will spend time with you today and I will spend time with you my wife and I will make myself available for food. But when that's that doors close, you leave me alone. Isn't is it and I told my ex wife this. I said if you don't want to have to go back to work. I care it right. If you don't want to have to go back to work, you'll leave me alone. Because I have to rebuild this thing and take care of everything. And I cannot be interrupted period. And so I would come and I would tap that door. And as I walked in the door, I would say all of my problems, all of my stress, all of my worry, all of my doubt. All of my fear has to stay outside of this room. It's not allowed in. These problems will be waiting for me when I'm done at the end of today. I had to mentally physically consciously do it because I was scared to death. I was maxing out credit cards. I was maxing out debt. I was borrowing from people. I mean, it was the most humbling time in my entire professional career. I had already built $3 million companies, but I was stupid with the money back then. Not smart. Okay. And so, you know it was a very humbling and ultimately rewarding experience because is now set up for a time such as this where I can help somebody do the exact thing. And so when I came through that door, this was my priority. I dealt with any client stuff I had to deal with right away. By, then I got into, okay, do I have enough leads to call on today, if not, I made my list, I whipped out my note sheet and I made a list of every single person I was going to call went into my database. For me, I operate better off of a checklist, not sitting there in front of my computer doing a database thing. Other people, they'd like the database thing, you got to figure out what works for you. But unlike, I've got to generate leads, if I don't have them. And then once I know I got my call list, hop on the phone, start making calls. And I made calls. And because I was I was very specific, I knew that I was going to be able to call on that list, at least three times today. So the first round, I didn't leave a message. Second round, I didn't leave a message. Third round, I left a message. So there's an actual YouTube video that I completed in 2014. After I had rebuilt everything, I started to smoke a babble on me when I created that video. And, and literally I broke my day up into four quarters. Okay, so eight to 10 was one quarter took a break 1015 to 1215 was another quarter, I took a half hour for lunch, I walked the dog and ate and drank apple cider vinegar, I lost 34 pounds during this this period of time, that could not work out, it could not go to the gym, I couldn't do anything. I put a crap ton of stuff on hold. And then I came back and the third quarter began, then I took a break in the fourth quarter begin. Once the fourth quarter was done, I was done for the day, I sat down and that's when I did my marketing. That's when I did my lead generation, that's when I did my planning my operations. But during eight to five, Monday through Friday, or however the quarters broke down, back then it was all about revenue generating activity and revenue generating activities, client stuff, making phone calls, running prospect appointments and closing. And once I got done, I repeated the cycle, repeated the cycle, repeat the cycle, repeat the cycle. As a result, I built 100 got to $9,000 a month in less than four months. Because I had no choice, I had to make it happen. So I don't have family. I don't have any of that stuff at that time. And so when you're looking at your day over here in the life of of this is anybody, right? Anybody that wants to build a business from scratch that has a job right now, or the business is not producing the income they want. You know, the first goal that you have is giving 2500 on this side of the aisle, once you get 2500 over here. Now you want to get you free from here. Once you get free from here, and your business is producing the income. Now it's in your best interest to walk and do it full time. So now I'm going to be quiet. Is there any questions about this? No. But if you want to lay this out for yourself, okay, it's interesting the screen year over there and my cameras right there. Okay. Hey, do you want to lay this out for yourself? And you want me to review it and guide you, I will gladly do it. Because this is personal in nature to you. I will make the time today even tomorrow on Fourth of July. I don't care. Because I know what it's like to be in your position. I know 100% Personally what it's like to be in your in your situation. You may want to get some sleep at night, but it sucks. And it's stressful. And then you don't have to go out of it alone. Cool. Cool. All right. So here we go. All right, Kevin, what's on your mind I'm actually kind of revamping my one page business plan. I wasn't very specific. I just started kind of reviewing some numbers and I kind of threw out like what my vision was right as opposed to being more specific on some what I really want it to look like and what I what the numbers look like. I think that I'm in a kind of a weird spot right where I just and we've spoken to this where I need to kind of grow the company to a spot At Work it can be, I can hire the support I need. So that I can go, I can pan on that hamster wheel, right, where I'm running around, do all kinds of stuff, you know, trying to make sure that the, you know, the the VA logins are correct, you know, it's like everybody calls me for these things that I vaguely remember how to do. So I have to go do homework to figure it out, it takes me a lot more time. And if I had a system where I was ahead of it, and an admin that really focused on that, and because of that, I'm not really growing kind of both sides of it, whether whether it's my personal business, or us as a company. So I, I treading water, and not really going very far. And I'm it's not that I don't want to it's not that I know, I'm grateful for the position I'm in. But I don't have to put as much into it, and it keeps moving. But I also feel like I've gotten a little bit lazy. And I'm not driving on, you know, many facets of life, from working out to whatever. So, point is that for the one page business plan, I kind of came into it. And I didn't do it right off right in the beginning of the year. So I feel like six months does make sense to kind of reset, and recreate. And so I really want to get the numbers, right. Yeah, I'm not sure. I'm not sure that really makes sense to you in my head, it makes perfect sense. That makes total sense. Like, the nice thing about the one page plan, and the process of the one page plan is based on a three to five year vision. Okay, where you want to be three to five years from now. So you can choose you can just take this year as a half a year, Headstart, Sprint, whatever you can say, Okay, I'm not even going to count this year, I'm gonna, that's gonna give me a six month Headstart. And so you can go okay, 2425 26. So by the end of 2026, this is what my business looks like. It's like kind of meets the criteria for one page plan, right? Because now you got a three year vision. Three and a half years from now, that's three year vision, right? You get to determine what that is gonna be three years, five years, four years, five years, okay, typically three to five years. And when you start looking into a 10 year goal, that's more of the EOS system. And your business really needs to be at a certain level before you start thinking 10 years. But three to five years very short period of time. Right. And it's foreseeable. Now, and so you can go okay, by the end of 2026. This is where this is what my business looks like, this is how many employees I have. I'm going to be licensed in 10 states. I'm going to have, you know, 10 loan officers working for me three originators, an assistant, a business development manager, a team of vas, I'm going to be on talk shows, I'm going to be I mean, you just make when I'm creating my vision statement is a better week, week to week process. And I'm just making a bullet list where and I just add, you know, it's called imagining, I'm like, I spent time that I met, okay, man, if money was not an issue, you know, if time was not an issue, if I have great health. And I had a magic wand, you know, three years from now, where do I Where would I like to be? You know, where, where would I travel what I have, you know, a home here and a home there. You know, and I just allow my brain to free flow. And to give myself a deadline. You know, it's like, Okay, I'm gonna complete this mental process by this Friday, or by two Fridays from now, which frees me up to just brainstorm. At the end of the day, this is the most important exercise you could do for your business. Doesn't matter if it gets done today. It ultimately needs to get done. But don't skimp on it. You know, give yourself hey, I'm gonna I'm gonna let I want to get my plan finalized. By this day in this time. Yeah. And so you get this whole laundry list of stuff. And then you start looking at okay. whittle it down to a vision statement in order to have this lifestyle. What is the math that has to work? No. Like I got a very specific lifestyle I want and There's a very specific number that has to come into this home free and clear of taxes, and everything. I've got it in the spreadsheet, I've already done the math, I know how much I'm going to be tithing, I'm going to know how much I'm going to be reserving and paying for taxes. You know, and I know the number actually turned out to be bigger than I thought it was going to be. Because I have certain charities and certain things I want to do with that money. But my net income has to mean this. In order to do this, though, once I got clear on what you know, either you had a very specific house that I want to live in a very specific car that I want to drive. I think in this particular plan, there's seven vacations I want to do every year. Yeah, I want to have a very specific home in a hot climate and a warm climate, or a hot climate and a cold, you know, I want to be able to stay in warm weather. Not hot weather, not cold weather year round. Cool, right. But it Jacks me up. You know, because I can point to all kinds of people in this world that have that lifestyle. So the only difference between me and them is they have different information and they take different actions and I am taking it. Right. I put my pants on every day they put their pants on every day. I wake up in the morning, first thing I do is dream that dream my bladder, they have to do the same thing. Okay. They eat breakfast, I eat breakfast. I mean, I couldn't different. Totally. You see I'm saying? Yeah. And so you spend time going, Okay, here's where don't worry about where you're at. This is where I want to go. I'm going through this with my 16 and a half year old son right now. He is stressing out to the maximum. He doesn't know what he wants to be. I did you're only 16 and a half now, but let's get clear. What are you already, you know, you want to drive? He wants to drive an Audi Ra. Now, and then we started drinking brainstorming. And so he's got these specific goals. And I've been able to tie it down to Okay, well, these are this is the reward. This is what you need to do to get there. And you know, we got a year and a half. So what's realistic? Yeah. So what's realistic is what you want to do from a work standpoint. Once I know what your work ethic is going to be and that you can commit to it, then I can tell you what's realistic and what's not. And so that's what I would do with your vision statement is if you need more time with it, then give yourself more time. Nothing wrong with it. But definitely set yourself a deadline. Say, Hey, I want to get this done by then. Well, I guess it's interesting, what you're saying is to dream a little more. And I tend to want to just sit down and start planning. Without the dreaming. I think that probably my biggest detriment is that I'm comfortable. Right. And so I look at that, and I kind of like a vacation when I want to vacation. But I don't really want to right now. So I don't. And the reality is if I had an extra, you know, half a million dollars, I would vacation more. As the only reason I'm going through the 75 hard program and begin with is I am comfortable. Right? No, I don't I don't have to go out and do much anymore. I really don't know. And that drives me freaking nuts. Right? Because if I'm not growing I'm actually going backwards. Right? You don't stay in one spot. And so I'm like I have become undisciplined and so this program has forced me to because every day I argue with myself God dang man, I gotta go it's an argument every day. Now and and, and but in reading the book 75 heart and listening to some of those podcasts. I realize what I'm going through is normal in that program your your mind is the biggest challenge that you overcome. And that 75 Day Program is not the physical shit. Not the diets not the water. It's not any of that stuff. It is talking yourself out of doing what needs to be done even when you don't want to do it. Right now and and my goal my my reward is completely rewiring my subconscious mind to love the tough stuff, to love discipline. Because I've lost that over the years by hitting big goals and you know, the in cotton getting myself to a comfortable place. So, you know, maybe you find something like that. But there's got to be it comes down to here's a good exercise for you is taking the biggest ticket chapter of the cardones book and it's like write your write your top five goals in the morning write your top five goals at night. It's not goals that you think of us like, Okay, what do I want, you just write down whatever comes to mind. Do it twice, once a night once in the morning. For the next two or three weeks, you're gonna be very clear on what you want. It will make itself known when you say that you mean top five big goals or top five goals for the day. Oh, if you go to put the URL in the chat window. My screen, I put the link in the chat window. Okay. Buy the planner don't buy the planner. That's not important. What's important is watch this video. Watch the video he breaks it down. I read about it, but he actually breaks it down the psychology behind it everything. I think it's like a five or six, maybe four or five minute video or whatever. How long is three minutes or 55 seconds? Okay. So but the one thing that you want to grab from it is the power writing out your goals twice a day. And he explains what he's talking about. Talking about big goals here. Not small goals. Not Hey, something I want to get done this week sometime I want to get done. Very, we're talking big, hairy, audacious goals. So and it's an exercise where you allow your brain God the universe, whatever your belief system is. You imagine, okay, if if time and money were not a problem, were not an issue. Okay. What do I want? What is important to me? What? What What if I, what would motivate me to just freakin wake up every morning fired up. Now, here's the test. If your current goals aren't giving you that energy, then they're probably the wrong goals. They still need to be accomplished. certain goals need to be accomplished. But there needs to be something that's going to jack you know. And I remember when I hit the fastest growing companies list for the first time 2000 789 were the years that they measured? Or no 2006 Seven and eight those years they measure I was number 10. I wanted to make that list. really did. I just It drove me down. Because in order to make the list, you know, you have to do some pretty incredible stuff. Now, and then I saw my buddy was the featured the center page article. So I remember calling up the Business Journal going hey, how do I get that spot? Yeah. And she told me what the criteria had to do you have to have the biggest percentage increase over any other business. Because it's all percentage based. It's not dollar based. No. Yeah. And I'm like, okay, so that drove me well guess what? They came to my office they interviewed me and I was the center page article the next year. The economy was collapsing. But that just drove me I don't even know what the reward was other than an ego boost. But it was the amount of crap I had to go through the amount of personal growth I had to go through the amount of sack If I had to go through, it just motivated the hell out of me. No. One reason I'm doing this, the 75 hard program was like, I want that reward at the end of being having my subconscious rewired and chiseled to where? You know, I have a discipline about me again, that I've lost a one that back now in my life, and, and it's tough. Yeah, yes. But I'm thinking about where John's gonna be at that point. And it's the one thing I can do that's going to impact every single area of my life. That will impact every Yeah. And so. But it's, it's different for everybody. Yeah, like, what caused me to go from zero to a million dollars in 2006, seven and eight, wasn't about being in the Business Journal. It was about showing my ex business partner and basically flipping him off. That anger drove me. It wasn't a drove anybody else. It has to be personal to you. So if you go through this 10x that video, he explains what he's talking about when he's talking about right now your goals. Okay, so just try that for the next two weeks. And two weeks from now, I'll check back in with you. But if you do it consistently, every day, it takes about five minutes in the morning, five minutes a night. And but you I promise you this, you will be more a lot more clear, at least with two or three of those goals that will motivate you and Jack you up where you're like, Okay, I don't care what I got to do to get there. I'm fired up. Obviously, you don't need as much sleep. Now all of a sudden, certain things aren't aren't a priority anymore. Yeah. Certain things B, it puts a lot of stuff into perspective, when you're very clear on what you want to do. And so going into this quarter, if you can give yourself the space to do this. And make it happen. This could be the best second half of the year. So next quarter that you've ever had, as you're going into with a whole different mindset. Okay. Yeah, no, I agree. I think that, you know, having a clear goal that falls to me, is something I've been lacking for a while, like I kind of just been cruising along last several years. So I mean, the one thing you too could feel might want to consider is creating a, I don't know if you're familiar with BNI, or a tip or anything like that, okay, but create your own group, you have a Toastmasters group, right? So create your own lead generation group doesn't have to be rich, it doesn't have to be BNI. It can be if you want it to be, but you can start your own. Now. So if you look at the categories that the two of you would need, right? Is, and you can, you can allow what would be really cool. And I see that there's this lady. She's in real estate, and the mortgage person in this group is from Big Valley mortgage, and they call it a bar is what the acronym stands for, but they meet once a month in Lincoln. And they have like 12 or 13 people as part of the group now, but one of the things they've decided is to allow two people in the same category in the group. One person for one category that makes both people show up in a big way. Because there's competition in the group. And so what they have is, same thing, you go out and find the property and casualty insurance person. You find the people that are feeders in your category, title person, pest control, you can start your own breakfast group with whatever rules you want. Okay. But I would do knowing knowing this industry and how this works, it would need to be a morning group, just simply because once once the plumber, the landscape guy once all the tradesmen are gone for the day, they're not coming back for lunch group. And you want those you want those relationships and I have an entire categories Those that are power partners for your type of business. So if you guys want to consider starting that you can't do it let's IT group because there's a mortgage person and a real estate person, every other group in this region. So for you guys to actually do this to start your own VIP group, which that's what you want to do, I can definitely show you how to do that. But because you can start at your own little chapter, you don't have to have you get the access of all of the tip and you start your own BNI chapter, you don't have to do anything fancy to start it. It's usually started by a mortgage person or real estate person or property and casualty person, typically the three categories and started because they can't get into any other group. Because once those categories are filled in those other groups, they never are vacant, right? Like Stephanie Ammons is the mortgage person in our group. And that category was held over 10 years the pit Miller and it wasn't until pit left and open the category that we had like four people auditioning for the spot Yeah, so But that's something that you guys could consider that can be a huge lead generator or your or for the both of you. And power base marketing right going in and and let me see if I can find this real quick is even if you don't start a group, I would start building out your arsenal of our base partners. And it gives you a lever an edge in the let's use you an edge market because now you go and you have a network of people right nice this is the top 50 Categories list and leave I can just share it with you guys is your email Mike at ABS mg that's that and then so, when the tip hire me to expand this region, I put together business plan and grow every single group and region to a total of 700. And I created these five power base groups that are proven nationwide. So if I add these these categories to these groups, this group produces about close to almost a million and a half a year. But the people these are the categories that are the best producing referral groups in the in the whole nation. And so I broke it down by science because they hired me they wanted me to grow the region. I'm like, Okay, well, I'm not doing this without a plan. And so, you know, whether it's elliptic curve or your own private group, you know, just let me know if that's something you guys want to do. And I'll just give you step by step. Now of a sudden you got a referral business owners referral group that YouTube show up to you guys can actually because you're with the same company, right? You too can tag team one person shows up one week one person shows up the next week. However you guys want to do it right. But you have the categories and it becomes a lead feeder for your business. Yeah, and then the thing I like about this group in on Lincoln, is he bringing a guest speaker once a month, not somebody from the group. And I was the guest speaker at this last one. And I was like, That is a brilliant idea lead group. Well, you guys do your referrals and leads. But once a month you bring in an outside speaker. Like that kind of flavors of that. So cool. All right. Well, this has been a great call today. And one thing I want to share with you guys, before I go and get your feedback, let me get my screen where it needs to ask your opinion about this. All right, so I want to start incorporating some questions that are valuable. This is something I do with it every one every one that is a one on one client of mine. Every other week, I give them this agenda before we talk. And they answer these questions. Okay, what do you want to achieve? By the end of our session today? Ask them very specific one page business plan questions. What's the biggest wins setbacks and lessons since our last strategy session? And then I check in with them on the key areas of their life. Okay. Anything they're putting off or avoiding? biggest win from today? Is there anything missing from our consulting relationship cetera, and then there's action items. So this is every other week. During the between the strategy calls, I have what's called a checking call template, this is all centered around the both of these are centered around the one page plan and maximizing and making the one place plan. Very effective. I send them this email. Okay, and the checking call is very short. What would you like to have achieved by our call today? Are you on track with the action? We don't strategize on the plan? Do you think they're on track to the action items? Or they're not? Not? Why not? Even you're currently putting off a void, and we're, we're on and off the phone. Okay. So what I'm thinking about doing for this group to make it more valuable, is to create a structure questions like this, that you guys as participants can come to the meeting, and be able to get your needs met very clearly before you get here. Okay. And that way, you walk away getting your needs met every week, knowing exactly what you need to go do between now and next week. And then you hit your goals, every client that I have that goes through this, the one thing about my clients that are one on one, they always hit their goals, every single freaking one of them. Because we don't wait till the end of the year going, Oh, where are we at with our goal? Now, they literally twice a month, they update their numbers where they're at? Are they on track? Or are they not? No. And then between the weeks on the checking call, they either are doing what they need to be done. So the further they get off track is when we as a result, every client hits their goal by the end of the year, they just do now, if I didn't do that for them, they wouldn't hit their goal. No, my mentors wouldn't do that. For me, there's no way in heck, I'd hit my goal because life is comes up. Right? So be thinking about all of them ask if you guys I'm gonna send both the template to both of you. And what we want is okay, maybe the first and actually maybe the second and the fourth Monday of the month, we we have the participants fill out the check the strategy questions, right. And the first and third Monday of the month, we do the check ins, you know, questions, okay. And as a group, we can start we create a culture where the group becomes an accountability partner for you. And that just makes it more valuable. So I'll send that to you. I'm gonna send it to everybody in the group and kind of summarizing it but any feedback that you guys can give me the better. I really appreciate it. So alright guys have a have a wonderful Fourth of July. You too. All right. Take care, guys. Yeah, be safe. Be cool. Yeah, exactly. Alright. Have a great

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