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Season 7

Richard Walsh, a former Marine and boxer turned business coach, shares his compelling journey of overcoming the 2008 financial crash. With the responsibility of supporting a wife and six young children, Richard transformed his life lessons into a toolkit for success, helping entrepreneurs build resilient businesses. His approach focuses on the five pillars of life—faith, family, finances, fitness, and friendship—challenging the misconceptions about business coaching and highlighting the power of genuine experience and accountability.

Imagine your business as an apple orchard; Richard emphasizes the importance of cultivating diverse income streams, rather than depending on a single tree for survival. By drawing parallels to natural growth processes, he warns against the dangers of overexpansion and price wars. Richard shares valuable insights on how businesses can thrive even in challenging times, like the economic downturns of 2008 and COVID-19, by delivering real value to customers and focusing on building lasting relationships.

Our conversation also touches on breaking free from the "owner prison" by effectively automating, delegating, and eliminating tasks to achieve balance and growth. Richard's transformative journey integrates faith and business, underscoring the importance of focusing on profit over gross revenue. He highlights the necessity of targeting the right market and working on the core 5% of your business to achieve both personal freedom and the ability to make a positive impact in the community. Join us as we explore these dynamic strategies and more, aiming to inspire entrepreneurs to not just survive, but thrive.


Here is Richard’s Website, 

https://sharpenthespearcoaching.com/


Richard’s Book, 

https://www.amazon.com/Escape-Owner-Prison-Contractors-control/dp/1089318901/ref=sr_1_2?crid=18TBISDQEDSZO&dib=eyJ2IjoiMSJ9.ULyxesDh-PwJ0RNB9i6Fjh89vRuiLWsvoeYY2_haYNlJMB1mMpQIeeYW06QJFkeehZqPBfEz4RcLBhOhltqWTLybq7Yx4xw3Jcy5-7ZD7MHgw-jdTCQhDMcCWxZfkQ4Yp9xPHl6sRcOufks3FIo6P0i2gTtz_tePjxlqjV0N0tCFOokj8xlBxGJuKrNBO-gZCMRNl2GE1K0vwp51NgYk_QQjAR5llqITat0OpBEmab8.barrv3_1lt12AU-wAGJNlc4zMfbDK6vYLb6QOFX4Jl4&dib_tag=se&keywords=Richard+Walsh&qid=1728237740&sprefix=richard+walsh%2Caps%2C131&sr=8-2

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Social Media Links,

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https://www.instagram.com/dorsey.ross/


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Thank You for Listening, I hope you enjoyed this episode and that it encouraged you.  Please like, share, and leave a review.  

00:00 - Rebuilding From Business Failure

13:32 - Business Growth and Value Drive Success

19:14 - Finding Balance and Success in Business

27:14 - Faith, Business, and Pricing Strategies

33:45 - Business Growth and Impact

WEBVTT

00:00:15.391 --> 00:00:21.544
Hello everyone, thank you again for joining me on another episode of the Joshua Show.

00:00:21.544 --> 00:00:41.320
Today we have Richard Walsh, who has had 20 years in business and at the top of his game in 2008-2009, and he took a hit with the craft and he lost everything, including his own home.

00:00:41.320 --> 00:00:57.500
At this time, he had a wife and six children under the age of four, as a marine champion, boxer hard work of determining why he had fallen or failed.

00:00:57.500 --> 00:01:11.671
He had connected all the dots and there were a lot of them and started to rebuild and regain success.

00:01:11.671 --> 00:01:22.045
At this time, other entrepreneurs were watching him and asking him questions how he was doing what he was doing.

00:01:22.045 --> 00:01:45.806
Next thing he knows he's helping them create their business to not only withstand hardship but begin to thrive and create a life with balance in the five most important areas of life faith, family, finances, fitness and friendship.

00:01:45.806 --> 00:01:49.539
Richard, thank you so much for coming on the show today.

00:01:50.389 --> 00:01:51.593
Oh, great to be here, Dorsey.

00:01:51.593 --> 00:01:52.456
Appreciate you having me.

00:01:52.737 --> 00:01:53.460
Yeah, definitely.

00:01:53.460 --> 00:02:11.145
Well, I usually start off the show with an icebreaker question, and this week's icebreaker question is if money wasn't a factor, what would you do with your time?

00:02:12.250 --> 00:02:14.960
I would do exactly what I'm doing now.

00:02:14.960 --> 00:02:18.296
I wouldn't change a thing.

00:02:18.296 --> 00:02:26.737
I love what I do, I love what I've created, I love my family, uh yeah there's a lot of balance, a lot of good things.

00:02:26.737 --> 00:02:29.383
So I and the thing also, thank dorsey.

00:02:29.383 --> 00:02:35.943
I've never been driven by money, so that you know, because I've had all that, I don't want all that.

00:02:35.943 --> 00:02:37.032
I it's.

00:02:37.032 --> 00:02:41.262
It's all about purpose for me and not money.

00:02:41.262 --> 00:02:41.983
Money is a good thing.

00:02:41.983 --> 00:02:44.618
I don't not like money.

00:02:44.618 --> 00:02:48.019
I'm not driven by it, I'm driven by purpose.

00:02:48.480 --> 00:02:55.984
Okay, what is the biggest misconception that people have about your field of expertise?

00:02:58.112 --> 00:03:03.105
From the business coach standpoint it's relatively new really.

00:03:03.105 --> 00:03:08.919
I've been in business 35 plus years and there was no such thing when I started.

00:03:08.919 --> 00:03:22.432
I mean, you might find some high level Fortune 500 coach kind of thing that works with people, but you are not finding it for the guy who's doing a million a year, or 5 million or 10 million, a real small business.

00:03:22.432 --> 00:03:23.495
That just didn't exist.

00:03:23.495 --> 00:03:30.135
So I think even today well, okay, dorsey, I'm going to let it go two ways here.

00:03:30.135 --> 00:03:31.919
Okay, two misconceptions.

00:03:31.919 --> 00:03:38.522
One is that every business coach is a good coach, or that they've done business or run a business.

00:03:38.522 --> 00:03:40.355
That's a misconception, because most have not.

00:03:40.355 --> 00:03:42.075
So there's something to be aware of.

00:03:42.075 --> 00:03:53.498
The other misconception is the really good business coaches that have run businesses, scaled, failed, scaled again, whatever's just in my situation.

00:03:53.498 --> 00:04:02.983
They can bring a different element to the business and they're usually very, very results focusedfocused and there's a high accountability aspect.

00:04:02.983 --> 00:04:04.373
So it's a very different.

00:04:05.656 --> 00:04:08.362
I think the best way to describe it is there's teachers and trainers, dorsey.

00:04:08.362 --> 00:04:10.456
Teachers are going to talk.

00:04:10.456 --> 00:04:12.736
They're going to talk in front of the class.

00:04:12.736 --> 00:04:20.350
They're going to tell you to do things and then have you go do them A trainer.

00:04:20.350 --> 00:04:22.319
I'm going to tell you to do push-ups, but I'm going to get in my face and do them with you.

00:04:22.319 --> 00:04:23.022
You're going to do more than I am.

00:04:23.022 --> 00:04:24.771
I'm going to make sure the form is right and that you're on pace.

00:04:24.771 --> 00:04:26.117
I'm going to stay there until you finish.

00:04:26.117 --> 00:04:28.125
That's the difference, right?

00:04:28.125 --> 00:04:30.430
So that's probably the biggest misconception.

00:04:31.372 --> 00:04:37.918
What does a business coach do If, here I come to you I'm like, hey, I need help with my business.

00:04:37.918 --> 00:04:46.526
I'm not making the money I need, I'm not getting the people in to the business you know that I want.

00:04:46.526 --> 00:04:52.129
I'm not reaching the people that I want, you know I'm not getting the numbers, whatever it is.

00:04:52.129 --> 00:05:02.982
You know, what would you do to help me to reach the potential or, like you're saying, the purpose that I need or that I want?

00:05:03.771 --> 00:05:04.011
Right.

00:05:04.011 --> 00:05:09.182
So first thing I do is I give them an assessment of their business and the 12 areas of their business.

00:05:09.182 --> 00:05:17.572
It's an extensive assessment, but it's just yes or no answers, okay, and they go through that and then it scores them so they get a score.

00:05:17.572 --> 00:05:19.780
There's there's four different levels you can score on.

00:05:19.780 --> 00:05:25.432
Now, most people, especially in that situation described, are going to score very low, and that's okay.

00:05:25.432 --> 00:05:27.679
I tell them don't be concerned about the low score.

00:05:27.679 --> 00:05:28.971
Most people are going to score low.

00:05:28.971 --> 00:05:33.932
But what it does is it gives us a roadmap to start working with what really needs to be fixed.

00:05:34.593 --> 00:05:36.096
Yeah, you're not making enough money.

00:05:36.096 --> 00:05:39.143
Okay, that could be for 10 different reasons.

00:05:39.143 --> 00:05:46.209
Could be because you're bad at sales, but also could be a lot of other aspects of your business are not dialed in, right.

00:05:46.209 --> 00:05:47.355
You're not bringing value.

00:05:47.355 --> 00:05:49.163
You have poor customer service.

00:05:49.163 --> 00:05:56.132
There could be a lot of reasons why you're not making money and we have to determine where those are so we can focus on those first.

00:05:56.132 --> 00:06:01.043
That's what's key, and that assessment is a critical aspect of finding where to start.

00:06:01.043 --> 00:06:04.920
It doesn't do any good to travel somewhere if you don't know where you're going.

00:06:05.650 --> 00:06:07.257
Give us a little bit more background.

00:06:07.257 --> 00:06:21.105
I know I read a little bit about it in your bio, but give us a little bit more background about what happened with your business and how did you come back from that crash of 08 and 09?

00:06:21.105 --> 00:06:21.105
.

00:06:22.245 --> 00:06:22.526
Sure.

00:06:22.526 --> 00:06:25.639
So I came out of the Marine Corps and I started working.

00:06:25.639 --> 00:06:30.562
I decided I want to work for myself because working for someone else was not my thing anymore.

00:06:30.562 --> 00:06:34.399
So I decided I want to work for myself and I started the business Up from there.

00:06:34.399 --> 00:06:37.538
A landscaping business that turned into a custom water feature business.

00:06:37.538 --> 00:06:45.612
I built big waterfalls, ponds, streams, stuff like that for people at their homes.

00:06:45.612 --> 00:06:48.439
I was kind of in the early stages of that whole industry around 89, 90.

00:06:48.439 --> 00:06:49.100
And that grew and was great.

00:06:49.100 --> 00:06:50.423
I became nationally recognized.

00:06:50.423 --> 00:06:55.542
I won tons of awards, was published, became an internationally recognized steel sculptor.

00:06:55.542 --> 00:06:57.615
I started doing steel sculpture, adding it to it.

00:06:57.615 --> 00:07:00.622
So a lot of success there.

00:07:00.910 --> 00:07:01.953
And then 08 comes along.

00:07:01.953 --> 00:07:08.295
Things crash, right, the economy's crashing and it started to take my business down with it.

00:07:08.295 --> 00:07:10.141
November 5th of 2008.

00:07:10.141 --> 00:07:17.290
I mean that day I lost a half a million dollars in one day and they just kept going off the cliff from there and I knew I wasn't going to make it.

00:07:18.013 --> 00:07:25.923
And the one caveat I always put in Dorsey is the economy didn't wreck my business, I wrecked my business, the things I didn't do.

00:07:25.923 --> 00:07:28.134
Making money for me is really easy.

00:07:28.134 --> 00:07:35.751
It's the easiest thing you can do in business actually, if you think about it, I tell people all the time they don't kind of believe that at first, but I'm like it's the easiest thing you do.

00:07:35.751 --> 00:07:36.531
It's everything else.

00:07:36.531 --> 00:07:43.579
That's hard Because if it was the economy that wrecked my business, there'd be no businesses that survived.

00:07:43.579 --> 00:07:45.680
It would have wrecked everybody's right.

00:07:45.680 --> 00:07:56.593
But it's because of the things I didn't do that I kept putting off for literally 20 years, right To short my business, make it strong so I could get through.

00:07:56.593 --> 00:07:57.434
That is those things that I didn't do.

00:07:57.434 --> 00:07:58.316
That's what really caused the collapse.

00:07:58.316 --> 00:08:00.478
Now, again, like you said, I had six kids at the time under four years old.

00:08:00.478 --> 00:08:02.963
My wife lost the home, had to relocate.

00:08:02.963 --> 00:08:08.725
Do all that, sell what little I had, and then decide what I'm going to do next.

00:08:08.805 --> 00:08:11.471
Now here's the really critical part, torsey.

00:08:11.471 --> 00:08:15.658
In the beginning of 2009, I woke up one morning.

00:08:15.658 --> 00:08:20.846
I'm thinking, wow, like everything is kind of crashing down around me and I'm thinking about my children.

00:08:20.846 --> 00:08:23.858
I'm like you know, when I come home they just run and they attack me.

00:08:23.858 --> 00:08:29.362
And I'm leaving one day in my truck and one of my sons is chasing me down the driveway crying because I'm leaving.

00:08:29.362 --> 00:08:30.756
I'm like man, what am I doing?

00:08:31.310 --> 00:08:36.903
And I realized right then, dorsey, is my kids didn't care what I drove.

00:08:36.903 --> 00:08:45.632
They didn't care what kind of house he lived in.

00:08:45.632 --> 00:08:46.555
They don't care what I did for a living.

00:08:46.555 --> 00:08:54.577
All they wanted was me to be around a little bit because I wasn't right and I said you know, if I stay on this trajectory of being the best, business comes first, got to win, got to be number one, got to get the awards, build my ego.

00:08:55.019 --> 00:09:02.182
If I continue down that path, I'm going to destroy my children's future because they're going to have broken marriages, broken relationships.

00:09:02.182 --> 00:09:05.500
They might succeed in business, but they're going to be really lonely.

00:09:05.500 --> 00:09:07.697
It's going to be expense of everything else.

00:09:07.697 --> 00:09:08.919
They'll have no balance.

00:09:08.919 --> 00:09:10.014
Their faith will be out of whack.

00:09:10.014 --> 00:09:11.615
Their family will be out of whack.

00:09:11.615 --> 00:09:12.036
They're fine.

00:09:12.036 --> 00:09:13.354
Everything, everything will be whack.

00:09:13.354 --> 00:09:14.097
That's why I was living.

00:09:14.097 --> 00:09:21.698
I'm like and kids don't do what you tell them, they do what you do.

00:09:21.698 --> 00:09:22.261
More is caught than taught.

00:09:22.261 --> 00:09:23.669
So my kids were watching, even at two, three and four years old.

00:09:23.669 --> 00:09:26.939
So I decided I will never do what I was doing.

00:09:26.939 --> 00:09:29.635
So I left complete water feature sculpture.

00:09:29.635 --> 00:09:31.280
Haven't touched it in 15 years.

00:09:31.280 --> 00:09:33.277
Okay, just completely left.

00:09:33.298 --> 00:09:35.429
What I had done for 20 years Restarted.

00:09:35.429 --> 00:09:39.020
I want to build a business now that I have time to leave.

00:09:39.020 --> 00:09:42.152
If my wife needs me to come home, I can come home.

00:09:42.152 --> 00:09:47.330
I don't say, okay, I'll be home at seven tonight and it's noon, I'll be around.

00:09:47.330 --> 00:09:49.878
We're going to homeschool our children all the way through high school.

00:09:49.878 --> 00:09:51.270
I want to be around for that.

00:09:51.270 --> 00:09:53.433
Now, I'm not the Mr Teacher, that's my wife.

00:09:53.433 --> 00:09:54.615
I do art and PE.

00:09:54.615 --> 00:09:57.359
Okay, that's what I come home for, those two things.

00:09:57.359 --> 00:09:59.563
But everything else I just want to be available, right?

00:09:59.563 --> 00:10:03.899
I want to go on the trips with them, and when they're competing in athletics, I want to be there for those games and things.

00:10:03.989 --> 00:10:05.937
So that's how I had to design my life.

00:10:05.937 --> 00:10:10.241
So I had to create new businesses that would allow me to live that model.

00:10:10.241 --> 00:10:14.912
So what that meant was I can't do everything in my business like I'd done for 20 years.

00:10:14.912 --> 00:10:19.275
Yeah, I had crews and I had office managers, but it still was me, me, me.

00:10:19.275 --> 00:10:24.159
Everything was about me in that first business, and now I wanted it to not be about me at all.

00:10:24.159 --> 00:10:26.420
I wanted to empower other people.

00:10:26.420 --> 00:10:33.726
I want to put them in position, I want to give them lanes to operate in, I want to give them authority and then grow from there, make something that's scalable.

00:10:33.806 --> 00:10:34.326
And I did that.

00:10:34.326 --> 00:10:34.847
I did it twice.

00:10:34.847 --> 00:10:40.741
I did it with the gym, I did it with a contracting business and, like I said, as you mentioned in my bio, people started asking me how I did it.

00:10:40.741 --> 00:10:53.116
And that's when coaching was kind of born for me, because I am an excellent trainer, I'm very good at making things simple and understandable, and I just started helping these guys from a mentor position and then I'm like, well, hey, I could coach.

00:10:53.116 --> 00:10:54.234
People wanted to pay me for it.

00:10:54.709 --> 00:10:55.891
So what does an entrepreneur do?

00:10:55.891 --> 00:10:57.174
Well, you turn it into a business.

00:10:57.174 --> 00:11:10.938
So for years and years now, I've been doing this and helping tons of businesses and it's just so rewarding giving them the free profit and impact in their business that they get into business, for we don't get in the business for it to be a slave to it.

00:11:10.938 --> 00:11:13.308
We want a business that serves us.

00:11:13.308 --> 00:11:15.072
We don't want to serve it right.

00:11:15.072 --> 00:11:17.418
I want an opportunity to make impact.

00:11:17.418 --> 00:11:18.860
How do I help my community?

00:11:18.860 --> 00:11:20.144
How do I raise up my family?

00:11:20.144 --> 00:11:23.519
How do I help the people in my business who are working with me?

00:11:23.519 --> 00:11:25.536
How do I make them better as people?

00:11:25.536 --> 00:11:33.819
That became my goal, and you can't do that if you're doing everything else in the business, so you're really not helping out the people working for you or the people around you.

00:11:33.819 --> 00:11:38.654
So that became the big focus of how I did it and what I wanted to do with other businesses.

00:11:39.876 --> 00:11:41.658
Now, what do you focus on now?

00:11:41.658 --> 00:11:48.706
I mean, obviously you have the coaching business but, do you have other businesses as well that you?

00:11:49.789 --> 00:11:59.561
I am 100% coaching now and I'm scaling that business because our mission, our vision, is to help 10,000 business owners create profit, freedom, profit and impact in their business.

00:11:59.561 --> 00:12:02.210
So that's a lot of people to help 10,000 business owners create profit, freedom, profit and impact in their business.

00:12:02.210 --> 00:12:02.250
So that's a lot of people to help.

00:12:02.250 --> 00:12:04.254
So we're focused solely on that.

00:12:04.254 --> 00:12:10.019
As my business, I scaled out the other two and now I focus solely on this and growing this.

00:12:10.209 --> 00:12:20.774
I want to be a leader in this industry because, dorsey, the key is when you build freedom, profit and impact in your business, and part of our strategy is to make them all vision-driven businesses.

00:12:20.774 --> 00:12:26.175
So when we do that, that means inside your team, all the people that work with you or for you and for you.

00:12:26.175 --> 00:12:29.892
You want to elevate them as people as well as competent employees.

00:12:29.892 --> 00:12:34.230
And when you're able to do that, they take that home and they take it home to their families.

00:12:34.230 --> 00:12:35.253
That changes their families.

00:12:35.253 --> 00:12:36.778
Their families operate in the community.

00:12:36.778 --> 00:12:38.763
That affects the community.

00:12:38.763 --> 00:12:44.157
So if I help 10,000 business owners, I literally can affect millions of people's lives.

00:12:44.157 --> 00:12:49.360
If we can get people to get onto this, which they do, they love it because it changes their whole culture of their business.

00:12:49.360 --> 00:12:51.814
So that's really what I see.

00:12:51.814 --> 00:12:55.351
That's what drives me and that's why I want to scale this and help this many people.

00:12:56.534 --> 00:13:13.951
Now, this may not be the exact topic or the exact you know scope of what you do, but we've seen a lot of you know businesses, and especially it's the big businesses that have multiple you know, like Target, walmart.

00:13:13.951 --> 00:13:19.335
You know those businesses that we've seen that just fail or they go out of business.

00:13:19.335 --> 00:13:28.280
Do you have any idea of maybe what are they doing wrong that they're going out of business?

00:13:29.061 --> 00:13:32.022
Well, there becomes a size.

00:13:32.022 --> 00:13:33.644
So let me give you an analogy.

00:13:33.644 --> 00:13:39.807
Okay, so pretend my business is an apple tree, okay, so I got this apple tree, I planted it.

00:13:39.807 --> 00:13:43.036
It's growing now, right, and it's get to about 15, 20 feet.

00:13:43.036 --> 00:13:45.070
It's going to produce these beautiful apples, right.

00:13:45.070 --> 00:13:47.537
Okay, and go pick low apples I can get.

00:13:47.537 --> 00:13:51.315
Maybe go a little higher, get the, get the nice ones on top and get that.

00:13:51.615 --> 00:13:56.554
Now the question is do I want my one apple tree to grow to 800 feet?

00:13:56.554 --> 00:14:01.210
Do I want an 800-foot apple tree that just keeps growing and growing and growing?

00:14:01.210 --> 00:14:09.751
Because the comparison is what else grows constantly and that's cancer, right, that grows continuously.

00:14:09.751 --> 00:14:10.373
And what does it do?

00:14:10.373 --> 00:14:12.218
It kills its host, right?

00:14:12.218 --> 00:14:13.241
That's what happens.

00:14:13.241 --> 00:14:20.133
So when they put everything in that one tree, me, I'd rather plant another tree, which means another business, right, I'd rather have an orchard.

00:14:20.133 --> 00:14:26.670
I'd rather plant another tree, which means another business, right, I'd rather have an orchard, I'd rather have an apple orchard, right, that each business can run itself.

00:14:26.670 --> 00:14:35.399
Right, it can produce, it has great fruit, it's cultivated properly and it's all run, it's under control, and then we can make more and more apple trees.

00:14:35.478 --> 00:14:47.391
But when you go with that, got to be the biggest, got to be the lowest bidder, got to compete on price all the time, like there's a, I'll say there's a place for it and there's people who are driven to do that and that's the Walmarts and the targets and things like that.

00:14:47.391 --> 00:14:50.559
The Lowe's and the Home Depot's Just a different mindset.

00:14:50.559 --> 00:14:54.053
They fail because a lot of reasons.

00:14:54.053 --> 00:14:58.440
Dorsey, it's overexpansion, right, itflation hurts them a lot.

00:14:58.440 --> 00:15:00.924
Because they're low bid right, they're low bidders.

00:15:00.924 --> 00:15:01.390
You go in.

00:15:01.390 --> 00:15:02.654
It's always about the lowest price.

00:15:02.654 --> 00:15:03.737
Lowest price, lowest price.

00:15:03.737 --> 00:15:05.190
We have the best prices.

00:15:05.190 --> 00:15:08.697
Well, when you play that game, it's a race to the bottom.

00:15:08.697 --> 00:15:12.371
You always have to be the low price guy, always.

00:15:12.371 --> 00:15:15.936
Otherwise, oh, I can't go there anymore because this guy's lower over here.

00:15:15.936 --> 00:15:18.279
So it's a horrible way to do business.

00:15:18.279 --> 00:15:22.085
Now they'll do it and they'll work on little tiny margins and they'll go high volume.

00:15:22.085 --> 00:15:28.555
But imagine trying to keep that engine fed with fuel, how difficult it is.

00:15:28.649 --> 00:15:40.093
And when you get a big economic collapse, like we saw in 08, 09, things like that, when they like saying the dumbest thing ever, that too big to fail, and they're bailing them out, all those businesses should have failed.

00:15:40.093 --> 00:15:41.516
It's just like mine.

00:15:41.516 --> 00:15:45.570
No one came to my rescue, right, but no one's too big to fail.

00:15:45.570 --> 00:15:48.576
If you're that big, you need to fail.

00:15:48.576 --> 00:15:52.524
Okay, you need to be broken down, split up.

00:15:52.524 --> 00:15:54.213
You're not going to evaporate.

00:15:54.213 --> 00:15:56.660
People are going to pick it up for pennies on the dollar An airline.

00:15:56.660 --> 00:16:01.492
It goes out of business that jets don't disappear.

00:16:01.492 --> 00:16:03.097
Someone else picks them up for 30ies on the dollar an airline.

00:16:03.097 --> 00:16:04.120
It goes out of business that jets don't disappear.

00:16:04.120 --> 00:16:06.347
Someone else picks them up for 30 cents on the dollar and puts them in their functioning airline.

00:16:06.347 --> 00:16:09.916
Right now they can expand because they were prepared for this.

00:16:09.916 --> 00:17:06.984
They had put in the right precautions, but they're proactive on what they were doing.

00:17:06.984 --> 00:17:09.149
They weren't reckless and that's so.

00:17:09.149 --> 00:17:11.486
I think that was kind of the path that makes sense.

00:17:11.486 --> 00:17:13.817
Yeah, I don't want to come directions there, but yeah.

00:17:15.461 --> 00:17:19.913
So how did COVID affect your business, or did it?

00:17:21.901 --> 00:17:29.910
It really didn't affect my business we're remote, right, because I train business all over the country but it affected in the way that, like we had to shift gears.

00:17:29.910 --> 00:17:36.092
We went from doing business and working on things to like, okay, we have to combat this.

00:17:36.092 --> 00:17:38.226
Like, how do we combat this?

00:17:38.226 --> 00:17:39.826
How do we weather that?

00:17:39.826 --> 00:17:50.732
We've already been building things, shoring up the business, doing all the right things in the business, but now it's a different approach because if you have a brick and mortar, well, some people aren't letting you come to business.

00:17:50.732 --> 00:17:54.890
Some states are shutting down businesses and only letting the big guys open.

00:17:54.890 --> 00:18:03.614
And now you've got to deal with that because I think they thought COVID only was safe in the big places and not in the little places.

00:18:03.614 --> 00:18:04.036
You could manage it.

00:18:04.056 --> 00:18:11.304
So it was a very odd thing going on, but we had to fight back in our own way and really again shore them up and understand no, we can market through this.

00:18:11.304 --> 00:18:19.065
This is just going to cause a little bit of a pivot or we're not going to go under, we're going to weather this because what we have is worth having right.

00:18:19.065 --> 00:18:25.051
So it was just a redirection which was kind of I hate to use the F word but it was fun.

00:18:25.051 --> 00:18:31.297
Okay, it was just fun, so we had a good time doing it.

00:18:31.297 --> 00:18:34.427
It's a challenge and we got through it.

00:18:34.427 --> 00:18:35.900
And you know, you know what happens when you get through adversity.

00:18:35.900 --> 00:18:37.506
You're just so much stronger after that.

00:18:40.060 --> 00:18:40.441
That was a biggie.

00:18:40.441 --> 00:19:07.783
The other question I came up with, you know, on top of that was if you know, there are people listening, you know, to this podcast and maybe they're still struggling somehow coming out I mean, we've been out of it for a little while but still struggling from the, you know, from the hard times of COVID what advice would you give to them?

00:19:07.783 --> 00:19:15.875
To you know, you know, come out of it and be you know and be thriving with that business.

00:19:16.700 --> 00:19:18.664
I think it's going to be a very simple thing.

00:19:18.664 --> 00:19:25.287
Look at your business and think of one word value.

00:19:25.287 --> 00:19:29.735
Okay, how much value are you bringing to your customer base?

00:19:29.735 --> 00:19:31.142
What are you doing?

00:19:31.142 --> 00:19:32.247
Have you changed that?

00:19:32.247 --> 00:19:36.060
Are you giving them far more value than they're paying for?

00:19:36.060 --> 00:19:37.704
And what does that look like?

00:19:37.704 --> 00:19:39.287
That doesn't mean you give away money.

00:19:39.287 --> 00:19:43.094
It doesn't mean you're giving away more expensive product you're getting less money for.

00:19:43.094 --> 00:19:49.378
It means that you're giving them the intangibles, right, the perceived value.

00:19:49.378 --> 00:19:50.180
What does this really mean?

00:19:50.180 --> 00:19:51.304
Really understand what you are?

00:19:51.304 --> 00:20:02.345
Because a lot of businesses, even though they weathered it, they really don't understand who what we call our ICP ideal client profile who that person is and how to serve them at the highest level.

00:20:02.345 --> 00:20:08.426
So if you're still struggling with that, you've got to really dial in who specifically you're serving.

00:20:08.426 --> 00:20:10.471
Don't ever be all things to all people.

00:20:10.471 --> 00:20:14.805
That's Walmart, they think I try never to go in there.

00:20:14.805 --> 00:20:16.128
So they're not all things to me.

00:20:16.128 --> 00:20:18.333
They're the last choice.

00:20:18.333 --> 00:20:22.044
Okay, Everything else is closed and it's whatever, and I got to have something.

00:20:22.085 --> 00:20:29.811
But but I'm just saying that, like, look at the value that you're bringing to the marketplace, focus on that, improve that.

00:20:29.811 --> 00:20:37.264
And if you think you can't improve it, well, you can call me and I'll help you because I will show you all kinds of ways to improve what you haven't thought of because it's so critical.

00:20:37.264 --> 00:20:41.750
That's what separates small business from the low bidders, the big guys.

00:20:41.750 --> 00:20:44.095
Right, they're just volume, volume, volume.

00:20:44.095 --> 00:20:46.525
You know there's nothing special about that place.

00:20:46.525 --> 00:20:49.000
Do you get a warm, fuzzy feeling when you go in a Home Depot?

00:20:49.000 --> 00:20:54.046
I don't, okay, I mean, I just, you know Walmart, I don't get a warm, fuzzy feeling.

00:20:54.046 --> 00:20:56.428
I wanted to, like, take a bath when I come out of there.

00:20:56.428 --> 00:20:58.190
Okay, I just want to get what I get.

00:20:58.190 --> 00:21:04.036
You go there, dorsey, and they have like 37 self-checkout lanes now and three work.

00:21:04.036 --> 00:21:05.157
Three are open.

00:21:05.157 --> 00:21:07.766
And I'm like even the self-checkout doesn't show up to work.

00:21:07.766 --> 00:21:10.120
Okay, I'm like what are you kidding me?

00:21:10.120 --> 00:21:14.443
I'm standing in line at the self-checkout and there's it's unbelievable.

00:21:14.443 --> 00:21:16.125
I could just go down this rabbit trail.

00:21:16.125 --> 00:21:17.627
But I mean that's what you get.

00:21:17.627 --> 00:21:27.195
Oh, look, they got 30, literally, they got 30 self-help checkouts and there's three open and one person standing there looking at you and you're behind 10 other people.

00:21:27.195 --> 00:21:29.037
I'm like this is unbelievable.

00:21:29.037 --> 00:21:32.782
Okay, I mean so.

00:21:32.782 --> 00:21:33.403
Like, don't be that.

00:21:33.604 --> 00:21:34.827
How do you serve your customer?

00:21:34.827 --> 00:21:35.670
How do you make it easy?

00:21:35.670 --> 00:21:39.641
What's the ease of compliance of getting whatever you offer?

00:21:39.641 --> 00:21:40.301
How easy is to get it be served?

00:21:40.301 --> 00:21:42.243
Feel great about it, have the warm and fuzzy.

00:21:42.243 --> 00:21:45.025
I want to go to the cool coffee place.

00:21:45.025 --> 00:21:46.506
We can sit down.

00:21:46.506 --> 00:21:49.968
The ambiance is great when they bring a coffee out to you, you sit down.

00:21:49.968 --> 00:21:51.850
I'm happy to pay the five bucks for that.

00:21:51.850 --> 00:21:54.431
I'm getting an experience with it.

00:21:54.431 --> 00:21:55.812
You know I like that.

00:21:55.812 --> 00:22:00.196
That's good, not a 25-minute drive-through lane, you know, I mean so.

00:22:00.196 --> 00:22:05.866
It's those kind of things, george, that change a business and you look what's immediately around you.

00:22:05.866 --> 00:22:06.810
How do you serve that?

00:22:06.810 --> 00:22:09.388
And that'll change the face of your business.

00:22:10.200 --> 00:22:17.192
I can relate to the Walmart experience only because I work for their competition.

00:22:17.192 --> 00:22:18.675
I work for Target.

00:22:18.675 --> 00:22:22.467
And not only do I work for Target, I work the self-checkout line.

00:22:23.129 --> 00:22:25.073
Sure, sure, yeah, well, you know them.

00:22:25.073 --> 00:22:30.752
Most of us can check out our own stuff, but then there's people that can't even do that.

00:22:30.752 --> 00:22:32.664
So it's bad on both sides.

00:22:32.664 --> 00:22:34.671
Dorsey, and you know, you live it firsthand.

00:22:34.671 --> 00:22:36.711
So it is interesting to watch, let's put it that way.

00:22:36.711 --> 00:22:37.919
And so it is interesting to watch.

00:22:39.080 --> 00:22:45.832
Let's just put it that way you wrote a book called Escaping the Owned Prisoner.

00:22:45.832 --> 00:22:47.715
And why did you write that book?

00:22:47.715 --> 00:22:49.760
And what is?

00:22:50.161 --> 00:22:50.622
that book about.

00:22:50.622 --> 00:22:52.384
So Escape the Owned Prison was.

00:22:52.384 --> 00:22:56.050
It's both my story and how not to do what I did.

00:22:56.050 --> 00:22:59.075
Okay, so it's a how-to manual.

00:22:59.075 --> 00:23:04.807
Okay, I tell my kids, don't do what I did that first, 20 years.

00:23:04.807 --> 00:23:05.729
Do what I do now, okay.

00:23:05.749 --> 00:23:10.728
So Escape the Owner Prison is the contractor's new way to scale, regain control and fast track growth while loving life.

00:23:10.728 --> 00:23:14.224
So it's about again how do you get in business?

00:23:14.224 --> 00:23:22.412
Because here's what happens, torsey, people get in the business, say I'm a really good carpenter and I think I can do it better than the guy I'm working for.

00:23:22.412 --> 00:23:24.221
Matter of fact, I know I can, so I'm going to go get my own clients.

00:23:24.221 --> 00:23:25.044
I'm going to start a business.

00:23:25.044 --> 00:23:28.360
Well, I'm doing the work right, and you have to do that in the beginning.

00:23:28.360 --> 00:23:30.142
You have to go do the carpentry work.

00:23:30.142 --> 00:23:31.704
You have to office work.

00:23:31.704 --> 00:23:33.305
You have to go get materials.

00:23:33.305 --> 00:23:35.267
You have to do all that First couple of years.

00:23:35.267 --> 00:23:36.548
You're building, building, building.

00:23:36.548 --> 00:23:37.308
You're making money.

00:23:37.308 --> 00:23:38.150
Okay, it's good.

00:23:38.671 --> 00:23:39.792
But here's the catch.

00:23:39.792 --> 00:23:47.746
Next thing, you know it's 10 years and you've repeated the first two years five times, so you've never been able to scale.

00:23:47.746 --> 00:23:51.283
You're making money, but not like the money of your dreams.

00:23:51.283 --> 00:23:53.170
You don't have everything you want.

00:23:53.170 --> 00:23:58.047
You can't take a vacation because if you don't open the door, no business starts right.

00:23:58.047 --> 00:23:59.932
You're in charge, you're doing all this stuff.

00:23:59.932 --> 00:24:04.826
So you haven't delegated property, you haven't automated properly, you haven't eliminated property.

00:24:04.826 --> 00:24:09.345
Automate, delegate, eliminate are the three things that we look for and you're trapped.

00:24:09.605 --> 00:24:21.455
That's the prison and there's patterns to that that I saw over time because I lived there for 20 years and I thought it was awesome because I was single and I didn't care and I'm like business is everything and I love it, right, I was totally obsessed.

00:24:21.455 --> 00:24:24.903
So to me it didn't seem abnormal.

00:24:24.903 --> 00:24:31.933
But you look back and go, wow, you were an idiot, like, you were just like just going and you just had blinders on.

00:24:31.933 --> 00:24:37.829
You know like I did great things and I made great money and all that stuff, but the rest of the life was out of balance.

00:24:37.829 --> 00:24:41.844
So escape the underpinnings is how to correct all that.

00:24:41.844 --> 00:24:43.989
It gives you the actionable steps to do that.

00:24:43.989 --> 00:24:50.170
It takes you through a lot of fundamentals that guys lose or actually never knew Again.

00:24:50.170 --> 00:24:55.800
They were good at what they do and it could be a tech guy, it could be a tradesman, it could be a service guy, it doesn't matter.

00:24:55.800 --> 00:24:56.942
A realtor, it doesn't matter.

00:24:56.942 --> 00:25:01.102
But they get into it and then they don't learn the business side.

00:25:01.102 --> 00:25:03.868
I don't mean go to college and get an MBA.

00:25:03.868 --> 00:25:08.063
I mean what I learned was hire the right business people.

00:25:08.063 --> 00:25:15.533
Figure out how you can put the right people in place to take care of it, because I'm never going to be a great accountant Never happening.

00:25:15.533 --> 00:25:18.033
I took four years to get out of general math in high school.

00:25:18.033 --> 00:25:18.991
So you don't want me working the numbers.

00:25:18.991 --> 00:25:19.695
I need four years to get out of general math high school, okay.

00:25:19.695 --> 00:25:20.685
So you don't want me working the numbers?

00:25:20.685 --> 00:25:22.609
Okay, I need a professional for that.

00:25:22.609 --> 00:25:24.994
So that's really what the book is about.

00:25:24.994 --> 00:25:28.307
It really shows you how to create that freedom, how to get.

00:25:28.609 --> 00:25:32.947
We talk about the five F's, so faith, family, finances, fitness and friendships.

00:25:32.947 --> 00:25:34.331
That's the balance.

00:25:34.331 --> 00:25:38.028
When you hear about work-life balance, that's what my book talks about as well.

00:25:38.028 --> 00:25:40.093
Because people say you need work-life balance.

00:25:40.093 --> 00:25:41.133
That's what my book talks about as well.

00:25:41.133 --> 00:25:43.055
Because people say you need work-life balance and they walk away from you.

00:25:43.055 --> 00:25:50.223
No one tells you how, because you still have a business to run, you still want to be successful in business, because that's your income, that's how you make a living.

00:25:50.223 --> 00:25:52.729
But what is that.

00:25:52.729 --> 00:25:54.573
So that's why the five Fs kind of come up.

00:25:55.259 --> 00:25:57.505
Well, faith, it needs to be strong, right.

00:25:57.505 --> 00:25:59.550
Faith is continual.

00:25:59.550 --> 00:26:01.133
It's every day, all day.

00:26:01.133 --> 00:26:04.385
That's what for me, you know, it starts at 4 am.

00:26:04.385 --> 00:26:08.803
When I get up, you know, it's water, it's coffee, it's time in the Word.

00:26:08.803 --> 00:26:10.247
I praise God.

00:26:10.247 --> 00:26:15.688
Off to the gym at 5.30, I work out, come back, make my breakfast, have a great day, go to work, right, so I understand.

00:26:15.688 --> 00:26:20.782
But I'm continuously, you know, focused on my faith throughout the day.

00:26:20.782 --> 00:26:22.065
Family comes next, right, that's the right order.

00:26:22.065 --> 00:26:24.391
It's God, then family, now it's family.

00:26:25.072 --> 00:26:26.042
Okay, well, what am I doing?

00:26:26.042 --> 00:26:31.342
I'm able to see them, go them, take them here, do this, help out my wife, go to the games, do all that kind of stuff.

00:26:31.342 --> 00:26:33.305
Have that balance, great Finances.

00:26:33.305 --> 00:26:35.648
What am I doing with this money I'm making?

00:26:35.648 --> 00:26:38.613
Am I just buying things?

00:26:38.613 --> 00:26:40.475
Oh, look, a cool four-wheeler.

00:26:40.475 --> 00:26:42.247
I'll buy a new four-wheeler, you know, because I got lots of money.

00:26:42.247 --> 00:26:43.916
No, I have a plan for it.

00:26:43.916 --> 00:26:49.833
I'm building passive income, I'm acquiring assets to be able to replace my active business income.

00:26:49.833 --> 00:26:54.726
So when I leave the business or sell the business, I still have that same amount coming in.

00:26:54.726 --> 00:26:57.029
Right, I don't lose that Very wise with that.

00:26:57.430 --> 00:27:00.094
And then fitness, again what do I eat?

00:27:00.094 --> 00:27:01.216
When do I work out?

00:27:01.216 --> 00:27:02.844
How do I keep my body healthy?

00:27:02.844 --> 00:27:05.171
So I'm strong, because if you're not fit, you're not fit to lead.

00:27:05.171 --> 00:27:11.961
So I want to be fit, I want to lead, I want to have the energy to do that, both my family and my teams at work.

00:27:11.961 --> 00:27:13.403
I want to be able to do that well.

00:27:13.423 --> 00:27:14.705
And lastly is friendships.

00:27:14.705 --> 00:27:18.610
Now, friendships for me is a pretty small.

00:27:18.610 --> 00:27:23.154
I tell people, if I lost three fingers on one hand, my friends would still fit on my hand.

00:27:23.154 --> 00:27:28.045
Okay, it's pretty small, but because I'm very selective, I call them trench buddies.

00:27:28.045 --> 00:27:29.545
These guys will have my six.

00:27:29.545 --> 00:27:31.446
I go to war with these guys.

00:27:31.446 --> 00:27:32.906
We'll give our lives for each other.

00:27:33.259 --> 00:27:36.509
Now there's other circles of acquaintances and friends and they're in different places.

00:27:36.509 --> 00:27:46.462
But I really focus on quality friendships so that when we do get together it's meaningful, it's incredible discussions, right, insight we share with each other and stuff.

00:27:46.462 --> 00:27:48.207
And you know we're like-minded.

00:27:48.207 --> 00:27:58.568
So to me, I'd rather have two of those than 10 goofs who are around me and shallow and they just, you know, all they want to talk about is whatever the last football game or the girls they saw.

00:27:58.568 --> 00:27:59.551
You know, I don't want any of that.

00:27:59.551 --> 00:28:00.658
You know I don't want any of that.

00:28:00.658 --> 00:28:01.649
You know I want to talk about things that matter.

00:28:01.649 --> 00:28:03.365
You know I want to move things forward.

00:28:03.365 --> 00:28:05.106
I want to move the ball down the field, you know.

00:28:05.106 --> 00:28:07.692
So that's really where all that comes from.

00:28:09.036 --> 00:28:16.350
How did your faith play a part in your business, and especially during the time of the crash?

00:28:17.914 --> 00:28:18.055
Yeah.

00:28:18.055 --> 00:28:26.345
So it's kind of an interesting evolution with that Dorsey, because at the time, in 08-09, I was I call myself a CINO, c-i-n-o.

00:28:26.345 --> 00:28:27.788
Christian in name only.

00:28:27.788 --> 00:28:31.224
Okay, okay, which is a lot of Christians out there.

00:28:31.224 --> 00:28:36.522
They don't really know what they believe in, that a lot of them are not even truly saved, Like I wasn't.

00:28:36.522 --> 00:28:45.499
But I'm going to church, I go to church and all this stuff's collapsing around me, so all I know is I failed, okay, everything I did I couldn't do it.

00:28:45.499 --> 00:28:47.003
Now I'm failing, now I'm losing everything.

00:28:47.003 --> 00:28:51.186
I didn't turn to God, okay, because I didn't know I could.

00:28:51.186 --> 00:29:04.818
All I knew is I went to this big church on Sunday and they never and I'm just being honest here never once was there an altar call, never once did they ever tell you you need to be saved, never once did they tell you you need to accept Jesus as your Lord and Savior, never once.

00:29:04.818 --> 00:29:07.505
2,000 people in this church.

00:29:07.505 --> 00:29:11.159
Okay, I'm like what do I know?

00:29:11.159 --> 00:29:11.380
Right?

00:29:11.380 --> 00:29:12.122
So I'm going in.

00:29:12.402 --> 00:29:17.685
So, after we lost everything, we relocated, started over again, I went to a different or some a different state.

00:29:17.685 --> 00:29:19.859
Now I'm like, oh, and I started hearing about this.

00:29:19.859 --> 00:29:21.945
People have a date and they've been saved.

00:29:21.945 --> 00:29:23.276
I'm like, what is this?

00:29:23.276 --> 00:29:28.623
So I'm typing to my pastor one day on the computer, right, I'm sending him an email, and my wife goes to me.

00:29:28.623 --> 00:29:29.865
She goes what are you doing?

00:29:29.865 --> 00:29:32.248
I go, I'm sending an email to Pastor Tammy.

00:29:32.248 --> 00:29:33.329
I go about what?

00:29:33.329 --> 00:29:35.252
I go about being saved.

00:29:35.252 --> 00:29:35.952
She goes what do you mean?

00:29:35.952 --> 00:29:37.355
I go, well, that's it.

00:29:37.355 --> 00:29:38.257
What does it mean?

00:29:38.257 --> 00:29:40.221
She goes what are you talking about?

00:29:40.221 --> 00:29:41.605
I go well, everyone's got a date.

00:29:41.605 --> 00:29:50.870
And all of a sudden I don't have a date.

00:29:50.870 --> 00:29:51.730
I go do again.

00:29:51.730 --> 00:29:53.133
That's playing the Christian game.

00:29:53.133 --> 00:29:54.856
Everyone thinks you're all that.

00:29:54.856 --> 00:30:07.457
But like I didn't accept the Lord, I mean, if I checked out that day, I'm in hell, right, like I am not saved from my sin, I didn't know, but I go to church, that doesn't count.

00:30:07.457 --> 00:30:09.541
No, it doesn't right.

00:30:09.541 --> 00:30:11.904
So it was such a big revelation.

00:30:11.904 --> 00:30:16.018
And then I started doing that like, oh, now I understand.

00:30:16.018 --> 00:30:17.601
Oh, it's a relationship.

00:30:17.601 --> 00:30:19.686
Oh, it's about relationship.

00:30:19.686 --> 00:30:22.278
It's not about checking with the church box.

00:30:22.278 --> 00:30:25.997
Oh, I gave tithing and all that, so it's not that, it's about a relationship.

00:30:26.378 --> 00:30:33.225
And that changed everything and I started spending a lot of time in the work getting around the right people who could really influence me in a godly way.

00:30:33.225 --> 00:30:39.678
And that's what changed the business?

00:30:39.678 --> 00:30:41.401
Because I'm out of the old business now I'm in the new stuff.

00:30:41.401 --> 00:30:43.164
Oh, there's a way to do this with a kingdom mindset.

00:30:43.164 --> 00:30:44.567
Oh, biblical principles.

00:30:44.567 --> 00:30:47.980
Oh look, god actually has principles to do business.

00:30:47.980 --> 00:30:50.487
He has principles to do everything.

00:30:50.928 --> 00:30:55.221
And the cool thing is I tell people I go well, you're in luck if you're not a believer, because they work for nonbelievers too.

00:30:55.221 --> 00:31:00.105
So if you just apply God's principles in your business, you're going to be successful.

00:31:00.105 --> 00:31:00.647
How about that?

00:31:00.647 --> 00:31:04.244
Hopefully you're going to come to Jesus and know him.

00:31:04.244 --> 00:31:08.125
But really, the fact is, what God gives us works.

00:31:08.125 --> 00:31:11.182
His blessings are in the boundaries that he gives us.

00:31:11.182 --> 00:31:14.084
If we can operate inside those, it's amazing.

00:31:14.084 --> 00:31:16.043
So that changed everything for me.

00:31:16.043 --> 00:31:18.019
That's really how I mean my children.

00:31:18.019 --> 00:31:20.456
We homeschool them all the way through high school, right.

00:31:20.456 --> 00:31:26.961
So we got to raise them with a biblical worldview and really got them close to the Lord and everything else, and it's just been awesome.

00:31:26.961 --> 00:31:29.023
So you could say it was kind of pivotal.

00:31:35.035 --> 00:31:43.519
Now, we talked about it earlier and I'm not sure if this is the same thing that you were referring to, but why is being the low bidder the worst thing you can do for your business?

00:31:44.802 --> 00:31:47.188
So, like we talked about Walmart and all that stuff too, right.

00:31:47.188 --> 00:31:53.916
But if you're out there and you're a contractor, anything that you're doing if you want to compete on price, like I said, it's a race to the bottom.

00:31:53.916 --> 00:31:56.403
You're going to have to be the low bidder all the time.

00:31:56.403 --> 00:31:59.882
And here's what happens when you're low bidder You're never going to have enough.

00:31:59.882 --> 00:32:01.866
You're never going to have enough money.

00:32:01.866 --> 00:32:03.920
You're never going to do enough volume.

00:32:03.920 --> 00:32:20.682
You're going to feel like I'm getting a lot of work, my gross revenue is very high, right, and you're like, oh, that's exciting, I'm doing $5 million a year.

00:32:20.682 --> 00:32:21.443
But then how much are you taking home?

00:32:21.443 --> 00:32:23.650
You're doing $5 million, but you're not taking home even $100,000 a year.

00:32:23.670 --> 00:32:27.980
So you know, there's a saying, doris, and it goes gross revenue feeds the ego, profit feeds the family.

00:32:27.980 --> 00:32:30.826
Okay, it's always about what you keep.

00:32:30.826 --> 00:32:33.170
You know, if your scorecard is gross revenue, you're going to, it's going to be a disaster.

00:32:33.170 --> 00:32:33.932
It's always about what you keep.

00:32:33.932 --> 00:32:35.675
If your scorecard is gross revenue, it's going to be a disaster.

00:32:35.675 --> 00:32:40.727
It's going to look good on the outside, but your family is going to struggle.

00:32:40.727 --> 00:32:43.625
You're going to struggle because you don't have that money.

00:32:43.815 --> 00:32:51.940
So if you want to live that life and always going deeper and deeper and deeper in debt and competition and everything else.

00:32:51.940 --> 00:32:53.404
You never get to rise above.

00:32:53.404 --> 00:32:56.057
You'll never be known as the best.

00:32:56.057 --> 00:32:56.880
Like to me.

00:32:56.880 --> 00:32:58.182
I couldn't live with that.

00:32:59.443 --> 00:33:02.129
I am driven, and God put this in me.

00:33:02.129 --> 00:33:04.739
He wants us to be the best.

00:33:04.739 --> 00:33:05.621
We represent Him.

00:33:05.621 --> 00:33:08.286
Do all things as unto Christ.

00:33:08.286 --> 00:33:10.498
I mean that's how we live.

00:33:10.498 --> 00:33:16.349
So I want to be the best, right, I mean I'm not going to do it in a bad way, but I'm going to be the best I can be.

00:33:16.349 --> 00:33:18.283
And I can't be that at low bidding.

00:33:18.283 --> 00:33:24.827
And now there are people who low bid and they jack up their prices after they get in and do all that nonsense.

00:33:24.827 --> 00:33:28.861
But the reality is, if you're going to go that route, there's going to be an end.

00:33:28.861 --> 00:33:29.382
It's going to be bad.

00:33:29.382 --> 00:33:30.464
You're never going to be an end.

00:33:30.464 --> 00:33:31.185
It's going to be bad.

00:33:31.185 --> 00:33:32.586
You're never going to profit.

00:33:32.586 --> 00:33:34.490
You're never going to get the things you truly want.

00:33:34.490 --> 00:33:41.383
You'll never be able to help the people you truly want to help, because you just don't have the income, because you're always racing towards the bottom.

00:33:42.898 --> 00:33:50.244
So what advice would you give to people that are in that type of business where you have to beg for the place?

00:33:50.244 --> 00:33:52.522
What advice would you give to them?

00:33:54.634 --> 00:33:58.282
You're going to have to start to transition out of it, not out of the business, but how you do business.

00:33:58.282 --> 00:34:04.002
So think of this If that's like, your whole business, is that low bid, low bid, low bid.

00:34:04.002 --> 00:34:09.820
Okay, well, you're going to for lack of a better term say you're going to create a division.

00:34:09.820 --> 00:34:18.083
Maybe it's a different offering, or it's the same thing offered differently right, you're going to go for a different customer base.

00:34:18.083 --> 00:34:29.255
So you're going to have to start out slow, but all of a sudden, instead of charging $5,000 for what you do, you're going to charge $6,500 and then $7,000.

00:34:29.255 --> 00:34:30.779
And you're going to make it better and better.

00:34:30.779 --> 00:34:31.824
Right, you're going to bring more value.

00:34:31.824 --> 00:34:32.804
And you're going to make it better and better.

00:34:32.804 --> 00:34:34.987
Right, you can bring more value and you're going to creep it up to see what the market's going to bear.

00:34:34.987 --> 00:34:37.849
You're going to go for a different client base, right?

00:34:37.849 --> 00:34:39.831
So instead of you know again, there's.

00:34:40.112 --> 00:34:40.994
There's a market for everybody.

00:34:40.994 --> 00:34:41.896
Let's use landscaping.

00:34:41.896 --> 00:34:45.681
There's a guy with a beat up pickup truck and a push mower in the back.

00:34:45.681 --> 00:34:47.822
Right, he'll cut your grass for 15 bucks.

00:34:47.822 --> 00:34:49.525
Okay, there's a market for that.

00:34:49.525 --> 00:34:51.407
There's people that just want the grass cut.

00:34:51.407 --> 00:34:52.407
$15 is great.

00:34:52.407 --> 00:34:55.552
The other guy has the beautiful covered trailer.

00:34:55.552 --> 00:34:57.039
It's all wrapped.

00:34:57.039 --> 00:34:58.561
He's got the beautiful new truck.

00:34:58.561 --> 00:35:00.864
He's got rider mowers, blowers, edgers.

00:35:00.864 --> 00:35:03.862
He'll come and that yard will look like the White House.

00:35:03.862 --> 00:35:09.153
Okay, I mean, it'll be perfect and you'll pay $200 a week instead of $15.

00:35:09.153 --> 00:35:10.480
Right, and you'll be happy.

00:35:10.480 --> 00:35:15.363
Right, the same thing, and you'll be happy, you'll love it and you'll love to see him every week.

00:35:15.363 --> 00:35:17.371
You'll come home and you'd be proud of that thing and happy to pay it.

00:35:17.371 --> 00:35:17.974
They both get to work right.

00:35:17.974 --> 00:35:24.638
But I guarantee you the guy getting the 200 a week is going to do a lot better than the guy getting 15.

00:35:24.638 --> 00:35:26.181
Right, he's gonna.

00:35:26.181 --> 00:35:28.627
He's not gonna be able to replace his truck when the time comes.

00:35:28.627 --> 00:35:30.156
So it's like that, right.

00:35:30.176 --> 00:35:32.440
So now you have to shift and change your customers.

00:35:32.440 --> 00:35:34.163
Who do you truly want to serve?

00:35:34.163 --> 00:35:36.927
Who are your favorite customers and how do you?

00:35:36.927 --> 00:35:37.428
Who are they?

00:35:37.428 --> 00:35:39.419
How do I serve them at the highest level.

00:35:39.419 --> 00:35:41.186
That's what you begin to do.

00:35:41.186 --> 00:35:42.952
So really is it's time.

00:35:42.952 --> 00:35:52.346
It's going to take you one, two, three years to get there, but pretty soon you can do one job and that'll equal three or four jobs over here on the low bid side.

00:35:52.346 --> 00:35:54.790
I do it with my customers all the time.

00:35:54.790 --> 00:35:56.541
I have guys in remodeling and construction.

00:35:56.541 --> 00:36:06.743
They went from doing $43,000 average kitchens to $93,000, right Now they're doing $150,000 kitchens.

00:36:06.743 --> 00:36:10.283
They were doing 12 jobs, 12 to 15 jobs at a time.

00:36:10.283 --> 00:36:13.440
Now they're doing three and they're making even more money.

00:36:13.520 --> 00:36:22.020
Double and triple the money that's a good life, you know, but it is because you have time, right, think about spinning 12 plates at a time.

00:36:22.020 --> 00:36:23.485
Keep those going, right?

00:36:23.485 --> 00:36:24.477
That's?

00:36:24.477 --> 00:36:29.523
It was crazy, right, but that's, and that's kind of the transition you have to make.

00:36:30.875 --> 00:36:36.067
Why must you create freedom, profit and impact in your business?

00:36:37.295 --> 00:36:40.522
So freedom, profit and impact go together, okay.

00:36:40.522 --> 00:36:43.348
So first, no one got into business to be a slave.

00:36:43.348 --> 00:36:44.437
We talked about that before.

00:36:44.437 --> 00:36:45.941
So what do you need?

00:36:45.941 --> 00:36:48.206
You need to what we call working on your 5%.

00:36:48.206 --> 00:36:53.751
Okay, there's 5% of your business that only you can do, dorsey, right, that's vision.

00:36:53.751 --> 00:36:56.178
That's maybe growth strategies, things like that.

00:36:56.178 --> 00:36:59.577
Right, reeling in the big clients, that's going to take you as the owner.

00:36:59.577 --> 00:37:02.608
Everything else is delegated and automated, right.

00:37:02.608 --> 00:37:10.967
So once you get to that 5% working on that, you go from 60, 70 hours a week to 10 or 12 in your business.

00:37:10.967 --> 00:37:11.788
That's freedom.

00:37:11.788 --> 00:37:13.599
Now you bought all your time back.

00:37:13.599 --> 00:37:15.516
All that stuff's been delegated.

00:37:15.516 --> 00:37:16.039
Now you have time.

00:37:16.039 --> 00:37:16.722
That's your freedom.

00:37:16.722 --> 00:37:18.853
Right, now you can do the things you want.

00:37:18.873 --> 00:37:22.045
The five F's right, you can start working on those Profit.

00:37:22.045 --> 00:37:30.735
When you do that, when you get to your 5%, everything you had to do to get there gives you a smooth running business, a self-running business.

00:37:30.735 --> 00:37:33.982
People are delegated, they're given authority, they can run it without you.

00:37:33.982 --> 00:37:36.167
You can leave for a month, come back and it's like you never left.

00:37:36.167 --> 00:37:39.882
Everything is good, right, you're more profitable, that kind of thing.

00:37:39.882 --> 00:37:44.542
And then you start making more money that way because you have efficiencies, you're streamlined.

00:37:44.542 --> 00:37:47.358
You're collecting your receivables when you need them.

00:37:47.358 --> 00:37:49.022
You're not chasing money right.

00:37:49.022 --> 00:37:52.371
Everything is handled, everything has a system and a place to go.

00:37:52.371 --> 00:37:54.117
That increases your profit.

00:37:54.117 --> 00:37:56.227
Now you're making more money without doing more work.

00:37:56.227 --> 00:37:57.593
That's the beauty.

00:37:57.593 --> 00:37:58.837
You didn't increase the workload.

00:37:58.837 --> 00:38:05.802
You increased the efficiencies and the streamline and the systemization of the business, and that naturally increases profit.

00:38:05.802 --> 00:38:08.495
Okay, now you can make the impact.

00:38:09.016 --> 00:38:09.717
Who do you want to help?

00:38:09.717 --> 00:38:11.241
Do you have a favorite charity?

00:38:11.241 --> 00:38:12.283
You know?

00:38:12.283 --> 00:38:12.704
Do you have?

00:38:12.704 --> 00:38:14.388
You know, is the Better Woman Shelter?

00:38:14.388 --> 00:38:17.884
Is an adoption facility someplace?

00:38:17.884 --> 00:38:21.805
Where do you want to take that extra money you're making and use it for good?

00:38:21.805 --> 00:38:24.803
You can create and you can do that wherever.

00:38:24.994 --> 00:38:29.025
Again, as a small business, I do like the right hand does know what the left hand is doing.

00:38:29.025 --> 00:38:32.143
In that way, I'm not out to brag what I'm doing with my charity.

00:38:32.143 --> 00:38:39.057
I just want to go help people.

00:38:39.057 --> 00:38:40.643
I don't need the recognition, I just need to know that I'm doing that.

00:38:40.643 --> 00:38:42.009
It's like when you tithe right as a believing Christian, people go.

00:38:42.009 --> 00:38:43.754
Oh, you know, the church just absconds with the money.

00:38:43.754 --> 00:38:44.355
I just go.

00:38:44.355 --> 00:38:48.119
I don't care, I'm not giving to the church, I'm giving to the Lord.

00:38:48.119 --> 00:38:49.941
There's a difference.

00:38:49.941 --> 00:38:59.330
You need to get this in your head If I'm giving 10% or 15% or whatever I'm giving, I go yes, it's at a church and I'm putting it in the envelope right, the proverbial envelope.

00:38:59.330 --> 00:39:05.814
If they abscond with it, if they misappropriate it, you know they're not going to answer to me, they're answering to God.

00:39:06.454 --> 00:39:07.575
We could have a way worse.

00:39:07.575 --> 00:39:10.920
My heart is for the Lord and that's where the money went.

00:39:10.920 --> 00:39:16.146
If you can understand that, you will freely give, because God loves a cheerful giver, and you become that.

00:39:16.146 --> 00:39:18.469
You're just I'm doing what I'm asked.

00:39:18.469 --> 00:39:23.520
Okay, I'm not going to worry about all the other stuff Again.

00:39:23.520 --> 00:39:24.543
We don't want that to happen.

00:39:24.563 --> 00:39:25.547
But it's the same thing in the business.

00:39:25.547 --> 00:39:26.370
Can I just give?

00:39:26.370 --> 00:39:26.591
Can I help?

00:39:26.591 --> 00:39:29.317
I just give it to them and watch them flourish as well.

00:39:29.317 --> 00:39:33.403
So that's the impact portion, just like improving your people them flourish as well.

00:39:33.403 --> 00:39:34.305
So that's the impact portion.

00:39:34.305 --> 00:39:35.526
Just like improving your people.

00:39:35.526 --> 00:39:42.896
Let them go home when they're coming and working for a purpose and not just a paycheck, so they work for a purpose.

00:39:42.896 --> 00:39:43.758
They want quality, feedback and recognition.

00:39:43.758 --> 00:39:44.299
Then it's about the money.

00:39:44.299 --> 00:39:46.224
Everyone wants to make good money, but that's not what drives people.

00:39:46.224 --> 00:39:49.840
Working for vision, working for purpose, that's what drives people.

00:39:49.840 --> 00:39:51.384
You can give them and elevate them.

00:39:51.384 --> 00:39:57.457
As people make them better Again.

00:39:57.457 --> 00:39:57.998
They go home happy.

00:39:57.998 --> 00:39:58.921
They're going to stay with you longer.

00:39:58.921 --> 00:40:00.527
You create a great culture at your business.

00:40:00.527 --> 00:40:01.851
That's what freedom, profit and impact does.

00:40:01.851 --> 00:40:02.393
It changes everything.

00:40:02.413 --> 00:40:07.364
By getting your business style then properly, the impact that you can have is almost immeasurable.

00:40:07.364 --> 00:40:12.804
It really is because you're an influencer, you're a business owner in the town you live in.

00:40:12.804 --> 00:40:15.841
Let's say, right, maybe you have 10 employees, maybe you have 100.

00:40:15.841 --> 00:40:16.724
Maybe you have 1,000.

00:40:16.724 --> 00:40:21.954
Whatever that is, that's influence, and not in the way of like politics and all that.

00:40:21.954 --> 00:40:24.343
I'm talking about the influence of the people who are under your care.

00:40:24.343 --> 00:40:26.100
You're a steward, after all.

00:40:26.100 --> 00:40:29.201
You raise them up, you make them better.

00:40:29.201 --> 00:40:31.385
They're happy, their lives become better.

00:40:31.385 --> 00:40:32.807
I mean, what more could you want?

00:40:32.807 --> 00:40:34.990
You know, it's just so awesome.

00:40:34.990 --> 00:40:37.262
So that's the opportunity you have as a business owner.

00:40:38.954 --> 00:40:40.637
As we get really close here.

00:40:40.637 --> 00:40:50.969
How can people reach you if they feel you know that they need a business coach or they just want to, you know, bounce some ideas off of you?

00:40:51.730 --> 00:40:53.887
Sure, just go to sharpenthespiritcoachingcom.

00:40:53.887 --> 00:40:54.632
Go to sharpenthespiritcoachingcom.

00:40:54.632 --> 00:40:58.242
So sharpenthespiritcoachingcom, you'll see the contact.

00:40:58.242 --> 00:41:02.160
You'll say call me, book a call, reach out, whatever you want to do, click the button.

00:41:02.160 --> 00:41:03.625
We'll get a call to a discovery.

00:41:03.625 --> 00:41:08.840
We'll call a discovery call, chat about your business, find out what's going on, give you some great advice if you need it.

00:41:08.840 --> 00:41:11.463
And if we want to work together, we'll work together.

00:41:11.463 --> 00:41:13.104
It's awesome, I'd love to help you.

00:41:13.104 --> 00:41:18.010
Yeah, that's sharpenthespiritcoachingcom One-stop shop.

00:41:21.914 --> 00:41:29.502
And what is one last encouragement that you would give to my listeners, because I think it's not too sharp at Walmart?

00:41:30.244 --> 00:41:32.240
Right, right, right, yeah, don't go there.

00:41:32.240 --> 00:41:40.317
But if you're in business or you're thinking of starting a business, here's what I need you to understand that perseverance is what it's about.

00:41:40.317 --> 00:41:46.436
There's suffering, there's perseverance, there's grit all that you have to persevere.

00:41:46.436 --> 00:41:48.721
You have to be in for the long haul.

00:41:48.721 --> 00:41:49.884
There's no quick fix.

00:41:49.884 --> 00:41:50.987
There's no short.

00:41:50.987 --> 00:41:53.161
You know short term high gains.

00:41:53.161 --> 00:41:54.998
None of that exists in business.

00:41:54.998 --> 00:41:56.725
You know every anyway.

00:41:56.725 --> 00:41:59.936
You know the old saying, every overnight success only took 10 years.

00:41:59.936 --> 00:42:03.443
Okay, so it's, nothing happens overnight.

00:42:03.443 --> 00:42:04.946
Be persistent.

00:42:04.946 --> 00:42:06.275
You have a great idea, stick with it.

00:42:06.275 --> 00:42:07.157
But find help.

00:42:07.157 --> 00:42:09.022
Get a good coach.

00:42:09.022 --> 00:42:13.824
It can be me, it can be someone else, but I just want to encourage you to push through, because we need small business.

00:42:13.824 --> 00:42:22.866
So if that's really what you're looking to get into, talk to me, talk to somebody who can guide you, who's been where you want to go, and they'll help you get there.

00:42:24.094 --> 00:42:26.363
Thank you, Richard, for coming on the show today.

00:42:26.363 --> 00:42:28.622
We greatly appreciate having you.

00:42:29.596 --> 00:42:30.694
Dorsey, thank you for having me.

00:42:30.694 --> 00:42:31.516
I really appreciate it.

00:42:31.516 --> 00:42:32.037
It was an honor.

00:42:32.498 --> 00:42:33.299
Yes, definitely.

00:42:33.299 --> 00:42:37.648
Well, guys and girls, thank you so much for coming on and listening.

00:42:37.648 --> 00:42:45.129
Please go and check out Richard's website and even his book.

00:42:45.129 --> 00:42:45.774
I'll have it in the show notes.

00:42:45.774 --> 00:42:54.000
And please go check out my new podcast website at wwwdorseyrosshowcom podcast website at wwwdorseyrossocom.

00:42:54.000 --> 00:42:58.984
And please like, share and be encouraged by these podcasts.

00:42:58.984 --> 00:43:01.361
Have a great day.

00:43:01.361 --> 00:43:01.545
Bye-bye.