Achieve Top Performance in Entrepreneurship with Deborah Drummond

Hello everybody and welcome back.

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This is the Collaborators Unite podcast, your host Chuck Anderson.

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And this is the show where we like to help what we call big impact entrepreneurs.

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And that's you uh out there in the world making a big impact with your products and

services and enhancing people's lives in a positive way.

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And along that mission we...

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need a lot of things.

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We need leads, we need sales, we need marketing, we need uh stuff for ourselves.

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I mean, there's just so much to this journey.

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So I like to have guests on here who are not only big impact entrepreneurs themselves, but

have something really awesome to share with you.

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And look, we always see our guests as someone great to collaborate with, and you might

just be one collaboration away from a big breakthrough.

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And today's guest is someone you definitely want to know.

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She makes a big impact in everything she does.

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And uh when it comes to performance, when it comes to marketing, when it comes to really

all things entrepreneurship, and we've had many, conversations and today we're recording

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one.

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So Deb Drummond is my guest today.

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Deb, welcome to the show.

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Oh, absolutely.

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This is fun.

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Chuck, thank you so much for having me.

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I love this.

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Awesome.

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And I feel like this will be interesting to watch on video because my head is big and

you're and you're saying but I like that.

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I like the background.

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got so much art back there and everything.

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Well, well, welcome.

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And I know we've been trying to do this for a while.

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uh So let's uh let's start with telling everybody a little bit about you.

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Who's who's you know, who are you and what do you do primarily and whatever you want to

say about yourself.

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And we'll go from there.

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I doing on this show and who says I know a little bit about anything?

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uh Well, I always love to say that I am fortunate enough as well as you Chuck to be able

to come to you from Canada, beautiful Vancouver, British Columbia.

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So I live in Vancouver, Canada.

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I got two great humans as kids and I have enjoyed an entrepreneurial journey.

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We're heading up into 30 years plus.

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Yes, I did start young.

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So.

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I just started in my 20s.

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I've never left a corporate job.

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I've always been an entrepreneur.

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So um it's interesting, right?

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The world of entrepreneurship is interesting.

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So I've had some vast years learning some really cool lessons.

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And predominantly what I think we're going to talk about if we're talking about big

impact, I fell in love with talk performance a long time ago.

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So no matter what company I was building or what sector I was in,

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People call me a professional hippie chuck.

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They're like, my brain works like a Rubik's Cube and truly that piece of art back there

that you like so much is a 1967 Janis Joplin poster.

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So I am truly a hippie, but I really love the cog of business.

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I think it's a really powerful creative form to play in.

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And I've just spent a lot of years talking about top performance, teaching, training,

optimizing.

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I have top performance planners and books and...

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because honestly I think it can be frustrating being an entrepreneur.

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I don't, you know, a lot of times people when they get stuck on something, they're like,

man, this isn't working.

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And I'm like, don't throw it away.

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You have to take the time to dissect it.

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Is it that it's not the right thing or is it that you're just not doing it the right way?

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And nine times out of 10, it's just that they need to change how they're doing what

they're doing.

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And then the results completely shift.

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So that's what I spend my day doing.

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Amazing.

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Now, is there an origin story to how you kind of got into that?

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Was there a struggle or something that you were experiencing when you were, uh you know,

with maybe your first business or, uh you know, where did you first come into contact with

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it and what did it do for you?

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Yeah, so two things.

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mean, I'll be completely honest.

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I think it's somewhere in my gene pool because when I see something, I automatically

optimize it.

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Look, if I'm having conversation with someone and they're telling me about their plan, I

have to stop myself because these bursts of bubbles of, if you just do this and if you

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just do that, and I'm like, that's awesome.

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And I just learned to put my hand over my face because there's a natural aptitude, but.

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I also think I've built seven international companies and you can't help but go rice and

peas and steak and lobster.

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You know what mean?

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That's what we call it, right?

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It's like, woo, that was interesting.

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And how can we make that better?

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How can we make that better?

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But in my first company, I really, because it was a solopreneur company where I was

literally doing massage, right?

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I spent many years in the holistic health arena and I started off with my own massage

business.

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And you learn how to optimize because

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you are based on a time, it's time, right?

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So you only have so much time during the day.

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Now, look, I didn't care about that back then.

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There wasn't this world of, hey, optimize and scale and all that kind of stuff.

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I owned two direct sales companies.

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I understood scaling, but I loved what I did.

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But there came a time where you're like, I have to optimize this because I've now had a

second baby.

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This is happening in the world and expenses.

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And so how can you optimize what you do and love?

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without changing what you do in love.

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And that's where I think I started to first optimize different things I could do, bring

in, all of that.

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Amazing and you know, because some people do find it very, very natural and kind of, you

know, it's not like this big moment that kind of caused them to shift their life.

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And it's cool when what I hear when you say that is that you're really tapping into some

of your natural gifts.

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I believe so.

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And here's the interesting thing.

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So spending so many years in the world of holistic studies, uh people would come to the

studio and there would be books of holistic studies.

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I used to teach perfumery and so there'd be all of those books, right?

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And then there'd be a larger section of business books and people would be like, oh, I

didn't take you for that kind of person, but I love marketing books.

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You should listen to some of the things that I listen to on those morning inspirations.

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It is a natural love for the design.

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I think my son's an artist and he paints a number of different styles of art.

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And people are like, wow, that's incredible.

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You're so expansive.

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And I feel for me, business and creativity happens that way.

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I mean, yes, I can draw and I can do that, not like he does, but...

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oh I find it a creative process to figure things out.

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And for me it's like painting a picture.

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Yeah, well, I and I agree.

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mean, one of the things that I do well is I see patterns and it's probably from my

engineering background.

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It's not a creative.

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It's not an artist thing.

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It's just more of how do things line up in in in work.

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But but similar to what you just said, like figuring things out how they work.

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And then how do we can make them work easier?

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Why do we have to do things in 100 steps when we can do them in 12?

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And so I love that.

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And so let's talk about kind of what your, you know.

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hearing from people as you as you work with them as you and kind of because this whole

idea of top performance.

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What are some of the things you're hearing from people in terms of their struggles or in

terms of hey I'm I'm on this mission to make a big impact, but it's not going well and

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You know, people are always looking for tactics, right?

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It's like, oh, I need this magic wand that's going to transform my business.

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uh But really, you know, we always, and we've talked a lot about here, uh a lot here about

transforming ourselves as a way of transforming our business.

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So what are you noticing?

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What are you hearing from people in terms of uh the struggle that maybe they should be

looking, you know, in this direction first before trying to find the next tactic.

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Yeah, so I think where I mean as entrepreneurs there's two things that bubble up.

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One is the physical fatigue.

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um I'm tired.

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There's another philosophy because two things.

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One, we hear and compare and think that everybody out there is doing it in 90 days because

they took this program, this class, this episode.

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And so there's this should or I'm not doing it right or I'm not doing enough or this

program isn't working fast enough.

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I know I have value.

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You know, we're doing a lot of personal development.

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And everyone knows they have value.

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know they have skills.

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They know they can change other people's lives.

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Why is it not happening faster?

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Am I not charging enough?

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I charging too much?

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The ratio feels off.

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The ratio of success, the zeros, I wanted 1x, 2x, 3x, 4x, what have you.

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And I don't know how to do that.

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And there's two things that I really know.

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So one of my top performance expertise is would be in verbiage, right?

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So

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when I role play with somebody and I go, okay, so they're like, look, Deb, I need to make

more money or I need to add a new division or I want to add a new division.

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And hats off to the world of entrepreneurs because a lot of my clients are coming up and

go, I don't want to spend five years to get here.

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I'm told I can do this quicker, can I?

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And I think that we can start our business with really sharp schools, like really sharp

tools, sorry, is what I wanted to say.

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What I hear is, I don't want to say the word frustration.

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It is frustrating, but more than that, sometimes it's like a little disappointment,

sadness, you know?

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So I'd say that's kind of under the frustration and a little bit of comparison.

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And like I said, most people are doing the right thing.

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So they're going on podcasts.

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No one's calling there, you because I'm in media, right?

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So they're on podcasts or they're they're putting themselves out there or they're speaking

on stages or

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They're going to trade events or they're showing up at networking groups or they're

sharing and I'm like, well, share with me.

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Sell with me.

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And we have that conversation.

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One of the things that I really make sure I teach people is profit calling.

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Because you can drive all the leads that you want to somebody.

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All those people could call them from all the shows that they were on, but can they have

that sales journey and conversation?

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Do they know how to open and close and all of the beautiful things that happen in a

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profit calling sales experience with somebody.

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So that's where you start to find the gaps.

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So before, like I said, before I tell people don't do that or add this or change your logo

or, I mean, look at some people come and you're like, I think we should talk about

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branding, but before we do that, let's make sure that that's the problem.

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Let's make sure that that's the problem and let's have that conversation.

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And so I called it an inspector gadget experience because most of us keep doing.

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but we don't stop to inspect.

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And it's really hard to inspect your own business because you think that you're doing

everything fantastic.

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And then it's another set of eyes that comes in and goes, let's just change this.

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Instead of the word need, change it to want.

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Instead of the word have, change it to get.

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Or let's have a conversation or open it up or even closing in a sale if someone's like,

know, really, I'm super, you're trying to sell to somebody, introduce your product,

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whatever you want to say.

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People are so scared of the saying the word sell.

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That's what we do.

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You know, you're talking to somebody and they're like, you know what?

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I'm in renovations right now and you go and offer up.

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Oh, well, this isn't a good time for you.

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Well, maybe you want to wait for them to say this is not a good time for you.

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And then what do you say next?

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What do you say next?

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What's the thing that you say that's going to keep them in your sales funnel compared to

not all those things?

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I think is the important thing to kind of break out.

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And I find that when I go through verbiage with people,

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we've probably covered at least 60 % of the challenge.

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Yeah, and what a I mean first of all just asking the question so that they'll look there

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because I know in my journey every day, people are looking for the magic wand.

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They're looking for that magic tactic.

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And it's about, or I want it, you know, I'm at $100,000 a month.

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I want to be at $200,000 a month.

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And so it's about doing more of what they're already doing.

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But what you just said, it's not necessarily about doing more about what you're already

doing.

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It's maybe there's an opportunity to tweak something or change something that could

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Make it more effective than what you're being right now

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Absolutely, absolutely.

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mean, I don't know, honestly, I don't know in all the years of business that I've done

that there hasn't been a considerable percentage ratio without adding a new program or a

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new this.

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Now, if you want to, that's fine.

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How are you going to it?

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What is it going to look like?

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How are you going to introduce that?

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I mean, I've run, you know, lot of times I get this question, how can you run so many

businesses at the same time?

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And I go, well,

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because you imagine people imagine, my gosh, you have quadruple the amount of work to do.

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I don't necessarily have quadruple.

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If I've added, if I have four companies, I probably have twice as much to do because you

can, you can ratio that's, that's where top performance really comes in.

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Like it's the same CFO, CMO is all the same people, whether they're doing an advertisement

for this company or that company.

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It doesn't really matter.

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So it's about, so you can add.

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If you wanted two times or three times or four X's, or we're all in this world of 10, I'd

love to 10 X, we'd all love to 10 X.

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So, but what do you got to do from an infrastructure to 10 X?

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What can serve three things at the same time as much as one thing at the same time?

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So yeah, that's the tweaks.

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Honestly, top performance is the one to 3 % difference.

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Yeah.

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What are some of the mistakes that you see entrepreneurs making that are kind of driving

them further away from top performance or making life more difficult for themselves than

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it really needs to be?

217

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Yeah.

218

00:14:41,763 --> 00:14:46,024

Well, again, you're talking to someone a lot who has a media company.

219

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And what I hear a lot of is I'm not getting the results of the form of marketing that

they're doing.

220

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Right.

221

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So I'll just answer that question because there's there's a couple of different answers

that I can give you.

222

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So predominantly when people come to me and they're like, why do I need a, you know, a

marketing plan and a media plan?

223

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Not the same thing.

224

00:15:07,238 --> 00:15:15,603

um If someone's media plan and they're an entrepreneur is all social media, that's only 15

% of media, you're missing a whole bucket.

225

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They kind of get that.

226

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They're girlfriends speaking, so maybe they will too.

227

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So they start to do what I call popcorn marketing, where they'll do a podcast.

228

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Here we are doing podcasts, right?

229

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Podcasts are great.

230

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Don't think I don't think they're great.

231

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I have one.

232

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I'm on them.

233

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I love them.

234

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What you do with them is what makes a difference.

235

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So you might be doing a show, you might go on a summit, you might do a print ad, you might

go do a trade event.

236

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That's four different types.

237

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A lot of times people don't stack their media together.

238

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So they don't play one off each other and they do what I call popcorning.

239

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So it takes four different pieces of energy, right?

240

00:15:53,202 --> 00:15:56,822

Four different pieces of energy instead of doing like a media plan.

241

00:15:56,822 --> 00:15:58,402

Well, you want to 10 extra income?

242

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Cool.

243

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So that's reverse engineer.

244

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top performance and reverse engineer are sisters, know, salt and pepper.

245

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So you need to go back through your year and decide how much media, how much marketing,

what you're going to do, put in goal posts.

246

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In the middle of the year when I work with my clients, Chuck, we know if we're on point.

247

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We know because we analyze it.

248

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We're like, okay, you want to go from 100,000 to 200,000.

249

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Well, we're only at 115,000.

250

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So our ratio is off.

251

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So we stop and we start to analyze what we're doing, whether it's working or whether it's

not working.

252

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And what is working, we'll double down on.

253

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Or sometimes, honestly, we're past it.

254

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I'm like, OK, you're at 170.

255

00:16:46,354 --> 00:16:49,414

You've got, and I go, so go to the spa.

256

00:16:49,614 --> 00:16:51,654

Like, seriously, you want to take a vacation?

257

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Go.

258

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This is the perfect time to go.

259

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We can keep going and you can surpass the X.

260

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which most do, but I usually, if we're like that, I make people take some time off.

261

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I'm like, this weekend, nothing.

262

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And they're like, I know, but I'm like, nothing.

263

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Go, go for dinner, go to the movie, go to this and start to revel in some of the success.

264

00:17:11,487 --> 00:17:16,510

So putting in goal posts, most entrepreneurs, know, bless us.

265

00:17:16,510 --> 00:17:18,732

just, woo, we just keep going, right?

266

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So, yeah.

267

00:17:20,744 --> 00:17:33,820

Yeah, you just mentioned something really important and I would say in the last 30 years,

myself included, I've known a lot of people who they just keep grinding, they just keep

268

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grinding and I think entrepreneurs, business owners, know, either there's a belief that

that's what you need to do.

269

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m

270

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or we're just wired that way.

271

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I know for myself, when I get into a good project, I don't want to stop until I just have

to sleep.

272

00:17:46,531 --> 00:17:51,343

uh But you just, you know, you just mentioned free time and taking time off.

273

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What's the, what's your view on how important it is to build in that free time in terms of

still being a top performer?

274

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doesn't mean working all the time, right?

275

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so that's so why people like honestly why I have a pretty, you know, abundant roster is

because we want to have we want to top perform so that we have choices.

276

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Now you're talking to someone who loves what they do and most entrepreneurs that they do.

277

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I think there's two two things to say here is some are wired.

278

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I being one of them, right?

279

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I love

280

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what I do and it's, I just want to tell people it's okay.

281

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If you, if someone else goes to, you know, if they're into stamp collecting and you're

into reading business books, you know, who cares?

282

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As long as your body feels good, as long as your health's not being compromised and as

long as there isn't people knocking on your door going, excuse me, we're in a

283

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relationship.

284

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Can I have some time?

285

00:18:55,325 --> 00:19:01,986

Like, so if you are, if you are the boundaries of what you do and it feels good to you,

like,

286

00:19:01,986 --> 00:19:03,197

Rock and roll, baby.

287

00:19:03,197 --> 00:19:14,421

But the other part of that in terms of building it in, I think that when you are in a

build, like you're bringing in a new division, you know, we just launched a television

288

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channel.

289

00:19:15,121 --> 00:19:17,042

You have to be honest with yourself.

290

00:19:17,042 --> 00:19:20,063

If you're going to bring in a project, prepare for that.

291

00:19:20,063 --> 00:19:26,406

Go for dinners, go for movies because you're heading in to something that might take you

two, three, four months.

292

00:19:26,406 --> 00:19:27,986

I talk to my family.

293

00:19:27,986 --> 00:19:30,019

I talk to the people that are my friends.

294

00:19:30,019 --> 00:19:36,079

I remember when we started this project, I called my friends and I'm like, here's my

address, show up anytime.

295

00:19:36,079 --> 00:19:36,699

You know what I mean?

296

00:19:36,699 --> 00:19:38,359

But I'm not going to have time.

297

00:19:38,359 --> 00:19:39,839

And they hung in there with me.

298

00:19:39,839 --> 00:19:42,579

And then there was a time I'm like, hey, what's your favorite dinner?

299

00:19:42,579 --> 00:19:43,499

I'm taking you out for a night.

300

00:19:43,499 --> 00:19:45,939

My girlfriend, Tammy, I know her favorite restaurant.

301

00:19:45,939 --> 00:19:47,319

I'm like, Mimi, love foie-au-votre.

302

00:19:47,319 --> 00:19:48,299

I've got reservations.

303

00:19:48,299 --> 00:19:50,079

She's like, yay, you're back.

304

00:19:50,079 --> 00:19:53,499

So I think match your business to your personality.

305

00:19:53,499 --> 00:19:55,719

Don't feel bad about one or the other.

306

00:19:55,719 --> 00:19:58,376

Don't expect in a bill to have balance.

307

00:19:58,376 --> 00:20:01,958

And don't forget that you need life's joys.

308

00:20:01,958 --> 00:20:05,711

So what gives you joy is what you need to incorporate.

309

00:20:05,711 --> 00:20:13,746

So for me, having time by myself in the morning is the fuel that I need and the brain

break that I need to be able to do what I do.

310

00:20:13,746 --> 00:20:16,458

ah So I think it's variable.

311

00:20:16,458 --> 00:20:25,354

I probably didn't answer you in a standard answer, but joy is important, health is

important, and who is important.

312

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Who?

313

00:20:25,774 --> 00:20:27,571

It's those relationships.

314

00:20:27,571 --> 00:20:29,752

I have Sunday blocked off all day.

315

00:20:29,752 --> 00:20:35,115

My daughter's finding us spas to go to and we're celebrating Mother's Day, which was a

month ago.

316

00:20:35,175 --> 00:20:37,371

So I was in Ireland in Mother's Day.

317

00:20:37,371 --> 00:20:39,348

I didn't like lose my mind about it.

318

00:20:39,348 --> 00:20:43,600

I was doing something super cool and groovy and now we're spending the whole day.

319

00:20:43,600 --> 00:20:44,435

She's like, when do you want to go?

320

00:20:44,435 --> 00:20:44,976

I'm like, I don't know.

321

00:20:44,976 --> 00:20:45,611

The whole day's off.

322

00:20:45,611 --> 00:20:46,121

It's yours.

323

00:20:46,121 --> 00:20:47,612

She's like, sweet, we're going shopping.

324

00:20:47,612 --> 00:20:48,583

I'm like, cool.

325

00:20:48,583 --> 00:20:56,587

uh So I think I based my balance, my breaks around joy versus

326

00:20:57,730 --> 00:20:59,657

the number, you know?

327

00:21:00,616 --> 00:21:04,840

Yeah, and what I also heard is around relationships as well.

328

00:21:04,981 --> 00:21:10,527

And I often tell the story in my workshops where I notice patterns.

329

00:21:10,527 --> 00:21:22,239

And when I'm talking to people who are coming to us looking for help with marketing their

business, I always ask, you know, why this goal?

330

00:21:22,430 --> 00:21:24,422

Like what's the money for?

331

00:21:24,422 --> 00:21:26,813

And it's not just money because they want money.

332

00:21:26,813 --> 00:21:29,445

It's usually I want a better life for my family.

333

00:21:29,445 --> 00:21:33,238

uh You know, I want to take my partner on this great vacation.

334

00:21:33,238 --> 00:21:34,930

I want to do this or whatever.

335

00:21:34,930 --> 00:21:47,299

And usually the spark to build a business was this desire to either enhance a relationship

or a family or, you know, just really for loved ones.

336

00:21:47,299 --> 00:21:48,720

And that how

337

00:21:49,008 --> 00:21:58,816

Actually, when you kind of get down the road a little bit, it businesses, if we're not

careful, can take us further away from that goal.

338

00:21:58,816 --> 00:22:00,157

Cause the goal wasn't the money.

339

00:22:00,157 --> 00:22:03,740

The goal was the lifestyle we thought we're going to have with our loved ones.

340

00:22:03,740 --> 00:22:12,007

I can't tell you how many, when we're on the, on the road touring, doing seminars, how

many of my fellow speakers were getting divorced.

341

00:22:12,177 --> 00:22:13,182

because

342

00:22:13,182 --> 00:22:15,836

that wasn't working out.

343

00:22:15,836 --> 00:22:20,593

so what's your take on that?

344

00:22:20,593 --> 00:22:27,875

Because I mean, it just seems like so many of us start our business not for the joy of

doing business, but because of the life that we thought it was going to bring for our

345

00:22:27,875 --> 00:22:28,770

loved ones.

346

00:22:28,770 --> 00:22:33,070

Yeah, I think that engagement is really important.

347

00:22:33,070 --> 00:22:42,290

You're talking to someone who's had two babies married and my marriage didn't end due to

our schedule.

348

00:22:43,610 --> 00:22:55,690

So I married for 17 years, had relationships, and I can honestly 100 % tell you my work

was never an issue in any of them because I say don't lie to yourself.

349

00:22:55,756 --> 00:22:57,167

Like first of all, don't lie to yourself.

350

00:22:57,167 --> 00:23:00,938

I stopped packing my runners when I went on business trips.

351

00:23:00,938 --> 00:23:01,378

You know why?

352

00:23:01,378 --> 00:23:03,779

Because I told myself I was going to exercise.

353

00:23:03,779 --> 00:23:04,530

Guess what?

354

00:23:04,530 --> 00:23:05,208

I never did.

355

00:23:05,208 --> 00:23:06,591

I stopped putting my runners in.

356

00:23:06,591 --> 00:23:08,992

So I don't lie to myself and I don't lie to others.

357

00:23:08,992 --> 00:23:14,134

So if I'm getting into a relationship, I tell somebody this is who I am and this is what I

do.

358

00:23:14,134 --> 00:23:17,075

I will more than likely be doing things on the weekend.

359

00:23:17,075 --> 00:23:21,477

If that's a deal breaker, then it's probably not a good idea because I'm not going to lie

to myself.

360

00:23:21,477 --> 00:23:23,818

This is what is required of me.

361

00:23:23,818 --> 00:23:24,650

Now,

362

00:23:24,650 --> 00:23:29,211

when I was in the crux of building businesses and also how much of your business are you

doing?

363

00:23:29,211 --> 00:23:33,952

If you're doing part time or you're doing 30 hours, this probably isn't a conversation

that needs to affect you.

364

00:23:33,952 --> 00:23:41,574

But if you want to build, if you're looking to go into those big zeros, then there's going

to be times where you're going to be unavailable.

365

00:23:41,574 --> 00:23:47,736

And so I just had a relationship or chose people in my life where that was OK from the

beginning.

366

00:23:47,736 --> 00:23:49,406

Now that may change.

367

00:23:49,406 --> 00:23:50,257

Life may change.

368

00:23:50,257 --> 00:23:52,297

You have six kids and they're like,

369

00:23:52,297 --> 00:23:55,178

I'm not super excited about you not being here.

370

00:23:55,178 --> 00:23:58,440

So take responsibility for that and accommodate for that.

371

00:23:58,440 --> 00:24:09,214

So if it, I'll tell you right now, there was a time when I uh actually was, I had a

marital status change and I was not financially fluid.

372

00:24:09,214 --> 00:24:10,584

Okay.

373

00:24:10,965 --> 00:24:15,726

And so I had these two kids and we were all going through this unexpected shift in our

life.

374

00:24:15,726 --> 00:24:20,018

um And I had, you know, let's say it's Tuesday night with my son.

375

00:24:20,540 --> 00:24:27,385

And so I paid somebody I said I said to a woman that worked with me I said do you grocery

shop?

376

00:24:27,385 --> 00:24:33,148

She said I do I said do you want to make an extra 20 bucks an hour when you grocery shop?

377

00:24:33,148 --> 00:24:45,440

She said sure I go here's my list Buy the things for my son, but this is my list go buy it

put it in my fridge I'm gonna take my kid and we're gonna go play that night

378

00:24:45,440 --> 00:24:47,100

So accommodate for it, right?

379

00:24:47,100 --> 00:24:51,980

Like take responsibility for the fact that you are a rambunctious, excited entrepreneur.

380

00:24:51,980 --> 00:24:56,220

I took my son on trade shows with me, right?

381

00:24:56,220 --> 00:25:01,000

And I would bring in extra staff so we could hang out and we could spend time together.

382

00:25:01,000 --> 00:25:04,220

I remember being at the rodeo with him up in Armstrong.

383

00:25:04,220 --> 00:25:07,300

And then I'm like, hey, we have to go back to the booth for a couple of hours.

384

00:25:07,500 --> 00:25:10,560

he was, maybe he was 10 or 11.

385

00:25:10,560 --> 00:25:12,120

And so we go back, he goes, hey, mom.

386

00:25:12,120 --> 00:25:12,480

I go, what?

387

00:25:12,480 --> 00:25:12,929

goes.

388

00:25:12,929 --> 00:25:16,929

You go to the, you walk by and be the customer and I'm gonna sell to you.

389

00:25:16,929 --> 00:25:18,489

And I thought, oh, how cool.

390

00:25:18,489 --> 00:25:19,909

You know, how cool.

391

00:25:19,909 --> 00:25:24,889

When I went on trips, I used to leave little presents for them each night.

392

00:25:24,889 --> 00:25:30,629

So they weren't huge presents, but it was something that they could, you cause I was so

concerned they were missing me every night.

393

00:25:30,629 --> 00:25:36,469

It's probably pretty self-serving, but made me feel better that they had this little gift

to open up every single night.

394

00:25:36,689 --> 00:25:41,888

And I just kept my husband, my family, my people.

395

00:25:41,888 --> 00:25:46,028

involved in a beneficial way to my business because that was the truth.

396

00:25:46,028 --> 00:25:48,168

This is who I was doing it for.

397

00:25:48,848 --> 00:25:49,248

I don't know.

398

00:25:49,248 --> 00:25:50,848

That's my advice on that.

399

00:25:50,848 --> 00:25:52,120

Don't lie to yourself.

400

00:25:52,532 --> 00:25:53,445

I love it.

401

00:25:53,445 --> 00:25:54,979

you know, because the

402

00:25:55,088 --> 00:26:00,230

So, so many conversations I've had where this has been the motivation for business.

403

00:26:00,230 --> 00:26:06,760

ah Now, before we run out of time, I just want to make sure that we, you because we I

think we could talk about this all day.

404

00:26:06,760 --> 00:26:11,708

I mean, you're kind of triggering my inner like, I it is a subject.

405

00:26:11,708 --> 00:26:18,159

I always say in my workshops, your business doesn't grow beyond the extent that you do.

406

00:26:18,159 --> 00:26:18,529

Right.

407

00:26:18,529 --> 00:26:20,980

Like we, we grow ourselves.

408

00:26:20,980 --> 00:26:25,462

You know, we have to be top performers ourselves if we want our business to be top

performers.

409

00:26:25,722 --> 00:26:37,702

Before we run out of time, how would you summarize your advice to our big impact

entrepreneurs that they're on this path, maybe things are going well, maybe they're not.

410

00:26:38,182 --> 00:26:45,202

And it could be in any given day, could start the day great, it could suck by lunchtime

and then it could be great again by the end of the day.

411

00:26:45,202 --> 00:26:54,902

What's your biggest advice to this group in terms of finding their own top performance?

412

00:26:55,712 --> 00:27:06,112

Finding your own top performance, well, first of all, the up and down of entrepreneurship,

it's a, gosh, it's a get to.

413

00:27:06,112 --> 00:27:08,972

I remind myself that this is a get to.

414

00:27:08,972 --> 00:27:09,952

I get to.

415

00:27:09,952 --> 00:27:14,512

So take out have to and put in get and just force yourself to do that.

416

00:27:14,532 --> 00:27:23,027

Don't expect to wake up loving in a happy love state of joy, no matter whether you're an

entrepreneur or a person on the planet.

417

00:27:23,027 --> 00:27:28,572

Like sometimes we attach things to being an entrepreneur and not thinking that other

people experience them.

418

00:27:28,572 --> 00:27:36,319

You don't think other people experience upheaval in their life or they have a boss they

don't like or there's a manager that they don't get along with.

419

00:27:36,319 --> 00:27:38,621

I it's like pick your heart.

420

00:27:38,621 --> 00:27:40,643

Honestly, pick your heart.

421

00:27:40,643 --> 00:27:42,364

Which one gives you the most joy?

422

00:27:42,364 --> 00:27:45,187

In relationship to top performance, I think it's critical.

423

00:27:45,187 --> 00:27:47,128

I mean, honestly, it's a critical skill.

424

00:27:47,128 --> 00:27:50,687

um I'm not saying hire me, but hire somebody.

425

00:27:50,687 --> 00:27:54,368

uh People go, wow, how have you been able to do what you've been able to do?

426

00:27:54,368 --> 00:28:04,340

Coaches, experts, at times in my life, therapists, counselors, like, you know, this isn't

a solo journey, life wasn't meant to be a solo journey, and entrepreneurship certainly

427

00:28:04,340 --> 00:28:09,131

isn't gonna be a solo journey, particularly if you can't seem to break your own ceilings.

428

00:28:09,131 --> 00:28:13,322

And I'm not talking about going to workshops and trade shows and courses and all this

stuff.

429

00:28:13,322 --> 00:28:20,272

Like, get someone that you can get real with, that you don't have to smile and go, my

business is great, just like.

430

00:28:20,272 --> 00:28:24,583

someone who's willing to get in there with you and stop pretending everything's not if

it's not.

431

00:28:24,583 --> 00:28:33,546

You don't show up on events and go, hey, things are sucking right now, but there is

someone that you need to pick up the phone and go, my head's not, my head's not in, know,

432

00:28:33,546 --> 00:28:36,427

I'm having trouble with what's going on between my ears right now.

433

00:28:36,427 --> 00:28:38,827

So I truly believe in that.

434

00:28:39,267 --> 00:28:48,562

And I think as we start to build, particularly with how vast and fast things go and how,

look at, I've watched entrepreneurs go from wanting to make.

435

00:28:48,562 --> 00:28:54,435

this much, know, like six figures, people see the opportunity that is around.

436

00:28:54,435 --> 00:28:56,967

This is a very abundant time.

437

00:28:56,967 --> 00:29:01,229

People can scale much easier than they've been able to scale before.

438

00:29:01,229 --> 00:29:02,690

And that takes skills.

439

00:29:02,690 --> 00:29:03,991

Where do you think you're going to get it?

440

00:29:03,991 --> 00:29:07,473

So stop thinking you're supposed to know something or be somewhere that you're not.

441

00:29:07,473 --> 00:29:10,064

Hire somebody that does and just get it done.

442

00:29:10,568 --> 00:29:21,373

Yeah, you know, to your point, I hate this term people use to call themselves solo

printers, you know, because and I, I was I called myself a reform to do it yourself.

443

00:29:21,373 --> 00:29:27,636

Because I was one of those people for way too long and just had to, you know, I love

learning.

444

00:29:27,636 --> 00:29:30,778

So it was not a big deal for me to learn new skills.

445

00:29:30,778 --> 00:29:37,651

But man, when I learned to play well with others and to collaborate with others, things go

much, much smoother.

446

00:29:37,651 --> 00:29:40,604

I mean, the best thing that we did in our business, uh

447

00:29:40,604 --> 00:29:43,035

and a half ago is I hired a project manager.

448

00:29:43,656 --> 00:29:57,567

it's like, you know, just having the meeting with her once a week to go over things is

probably better than a lot of coaches that I paid a lot of money to, honestly.

449

00:29:57,567 --> 00:29:58,848

It's just that check-in.

450

00:29:58,848 --> 00:30:05,042

uh you know, there's a good balance of uh tasks getting done.

451

00:30:05,072 --> 00:30:07,403

and even some woo in there as well, right?

452

00:30:07,403 --> 00:30:11,655

Because when you hire someone who aligns with your values, you can have those

conversations as well.

453

00:30:11,655 --> 00:30:18,778

So totally with you when you need to have that person that you can just talk to there in

your corner.

454

00:30:18,778 --> 00:30:22,140

And it's like not everything has to be rosy with them, right?

455

00:30:22,140 --> 00:30:23,020

Yeah.

456

00:30:23,112 --> 00:30:32,230

it's not about making, you know, this is not a, you know, you know, here's my music thing,

like the magical musical tour, you know, it's going to be everything that you think it's

457

00:30:32,230 --> 00:30:33,300

going to be.

458

00:30:33,441 --> 00:30:35,643

Like it's going to be everything you think it's going to be.

459

00:30:35,643 --> 00:30:36,366

It's going to be great.

460

00:30:36,366 --> 00:30:37,177

It's going to be hard.

461

00:30:37,177 --> 00:30:38,347

It's going to, you're going to be tired.

462

00:30:38,347 --> 00:30:39,586

You're going to be elated.

463

00:30:39,586 --> 00:30:41,508

Like there's no magic.

464

00:30:41,508 --> 00:30:48,562

The promises are the things that you bring true within your business for yourself and they

might change.

465

00:30:48,562 --> 00:30:53,964

But I can tell you from someone that's been here for a while, I got to go to every pumpkin

patch.

466

00:30:53,964 --> 00:30:55,785

um I can clear my day.

467

00:30:55,785 --> 00:30:57,226

I pick my holidays.

468

00:30:57,226 --> 00:30:59,467

You have to remember the joys.

469

00:30:59,467 --> 00:31:00,967

You have to remember the joys.

470

00:31:00,967 --> 00:31:05,509

um And there are plenty.

471

00:31:05,789 --> 00:31:09,551

I personally didn't get to where I got to without stretching myself.

472

00:31:09,551 --> 00:31:11,792

I call it the stretch of significance.

473

00:31:11,792 --> 00:31:14,893

And so it's supposed to be hard at times.

474

00:31:18,042 --> 00:31:18,583

It is.

475

00:31:18,583 --> 00:31:20,104

Go talk to Branson.

476

00:31:20,104 --> 00:31:22,087

You know, I'm sure he said a few tears.

477

00:31:22,087 --> 00:31:24,049

Like it just is what it is.

478

00:31:24,049 --> 00:31:28,944

So I think people are, how can I say it?

479

00:31:28,944 --> 00:31:30,855

They're too hard on themselves.

480

00:31:31,477 --> 00:31:32,928

Too hard on themselves.

481

00:31:32,928 --> 00:31:35,068

Yeah, very much so.

482

00:31:35,188 --> 00:31:36,788

Like I said, amazing conversation.

483

00:31:36,788 --> 00:31:42,668

We could do this all day long, but I want to make sure we give people an opportunity to

connect with you.

484

00:31:42,728 --> 00:31:47,308

because I'm sure that there's people leaning in right now going, oh my God, she's speaking

my language.

485

00:31:47,308 --> 00:31:52,048

So how do people connect with you, learn from you, work with you, et cetera?

486

00:31:52,256 --> 00:31:53,777

Well, I make it very easy.

487

00:31:53,777 --> 00:31:56,119

So if you remember my name, you know where to find me.

488

00:31:56,119 --> 00:32:02,924

If you go to debdrummond.com, you will find a plethora of different things to play with.

489

00:32:02,924 --> 00:32:06,156

In relationship to top performance, I do two things.

490

00:32:06,156 --> 00:32:11,136

I offer three, I think, critical complimentary classes that people can join.

491

00:32:11,136 --> 00:32:16,092

I do it once a month, and then I do deep dives, six hour days, let's get it done.

492

00:32:16,092 --> 00:32:17,533

Like, let's just get it done.

493

00:32:17,533 --> 00:32:21,936

So the three topics is knowing your media score.

494

00:32:22,412 --> 00:32:27,095

Very important if you're doing any form of media, should know your media score and how to

media stack.

495

00:32:27,095 --> 00:32:27,986

That's critical.

496

00:32:27,986 --> 00:32:29,637

That alone will change people's lives.

497

00:32:29,637 --> 00:32:32,209

And then trade shows and live events, how to do them.

498

00:32:32,209 --> 00:32:41,185

Chuck, I was sharing with you earlier, just did a trade show this weekend with my son and

we walked away and I'm not kidding, probably eight inches of entry farms of qualified

499

00:32:41,185 --> 00:32:43,246

people that want us to follow up.

500

00:32:43,246 --> 00:32:48,290

There's ways to do it that will, you you should walk away from every trade event saying I

would pay double for that.

501

00:32:48,290 --> 00:32:51,972

And then of course, I can't tell people how to bring leads.

502

00:32:52,341 --> 00:32:54,842

and well, I am gonna teach you how to bring leads in.

503

00:32:54,842 --> 00:33:05,047

But then I teach profit calling and proper sales because if you have all these leads

calling you and you have all this inbound, is every entrepreneur's joy, what do do with

504

00:33:05,047 --> 00:33:05,807

them?

505

00:33:05,827 --> 00:33:12,080

And how do you do with them so that your ratio of return and conversion is really high.

506

00:33:12,080 --> 00:33:17,532

So those are three classes that are complimentary and people can find that on my website.

507

00:33:18,058 --> 00:33:22,098

Amazing, well if you're watching this on video, the links to all of Deb's stuff

508

00:33:22,098 --> 00:33:23,808

is right beneath this video.

509

00:33:23,808 --> 00:33:28,993

you're listening to us on podcast, just open up your phone, the player you're on, all the

links are there as well.

510

00:33:28,993 --> 00:33:31,015

um Deb, amazing.

511

00:33:31,015 --> 00:33:42,443

Before I let you go, and we talked about this before, we always like to give our listeners

an opportunity to read a book or listen to an audio book or whatever, know, kind of is it

512

00:33:42,443 --> 00:33:43,934

their must read or next read.

513

00:33:43,934 --> 00:33:49,692

Do you have a must read or next read recommendation that would be helpful for our

audience?

514

00:33:49,692 --> 00:33:50,272

Yes.

515

00:33:50,272 --> 00:33:51,832

Well, I'm going to do two.

516

00:33:52,152 --> 00:33:53,192

Is that okay?

517

00:33:53,192 --> 00:33:57,192

So obviously we just produced a book of 262 gump.

518

00:33:57,192 --> 00:33:59,332

The criteria was gumption.

519

00:33:59,392 --> 00:34:06,071

So it is 262 self-funding gumptious women that have some very cool things to share.

520

00:34:06,071 --> 00:34:12,212

It's called, you know, Mission Accepted 262 Women Entrepreneurs, Ultimates, Creatives and

Media.

521

00:34:12,252 --> 00:34:13,552

You'll see it on my website.

522

00:34:13,552 --> 00:34:17,012

You can also see it where you can get all books, all things.

523

00:34:17,292 --> 00:34:18,288

And so

524

00:34:18,288 --> 00:34:23,250

you go, go meet, you know, hundreds of people that want to learn about what you're doing

as well.

525

00:34:23,250 --> 00:34:27,371

The other one is watch for the book that falls on off the shelf.

526

00:34:27,371 --> 00:34:33,513

The one that gleams at you, the one that someone gifts you by at a conference and just

goes, I think this is for you.

527

00:34:33,513 --> 00:34:38,234

Or you walk by it at a bookstore and you keep going back and wondering why you need to

read it.

528

00:34:38,234 --> 00:34:40,375

That's the next book that you need to read.

529

00:34:41,056 --> 00:34:42,376

Oh, I love that.

530

00:34:42,376 --> 00:34:47,016

You know, out of what 150 guests on this show alone.

531

00:34:47,056 --> 00:34:52,476

So far, you're the first person who said anything close to I love the answer to that.

532

00:34:52,476 --> 00:34:57,856

And it is so true, you know, trust the energy of that.

533

00:34:58,076 --> 00:35:00,976

And there are signs and signals everywhere.

534

00:35:01,307 --> 00:35:02,327

True, true.

535

00:35:02,644 --> 00:35:03,745

Deb, thank you so much.

536

00:35:03,745 --> 00:35:05,226

That was amazing.

537

00:35:05,226 --> 00:35:08,748

um And we definitely want people to connect with you.

538

00:35:08,849 --> 00:35:13,292

before we go, any final piece of advice, words of wisdom for our audience.

539

00:35:15,228 --> 00:35:25,014

You know what, there's three minutes while you put your head on the pillow to the time

that you go to sleep per se, and those three minutes will tell you if you're doing the

540

00:35:25,014 --> 00:35:26,588

right thing at the right time.

541

00:35:26,588 --> 00:35:29,296

If there's anything that you need to clean up, clean it up.

542

00:35:29,356 --> 00:35:38,401

And if you go to bed and you absolutely are wasted, close your eyes because you poured it

all out that day, good on you, you're doing the right thing.

543

00:35:38,442 --> 00:35:41,113

Just pay attention to your three minutes.

544

00:35:41,427 --> 00:35:42,110

I love that.

545

00:35:42,110 --> 00:35:43,688

Beautiful words to end this.

546

00:35:43,688 --> 00:35:45,689

episode by Deb, thank you.

547

00:35:45,689 --> 00:35:49,571

And to our audience, I want this to be time well spent for you.

548

00:35:49,571 --> 00:35:58,085

uh If you're still leaning in and if you're just, really resonate with what we talked

about today, ah go and click on those links beneath this video.

549

00:35:58,085 --> 00:36:03,097

Connect with Deb, take her free courses, connect with her, get the book, right?

550

00:36:03,097 --> 00:36:06,479

There's all sorts of great ways that you can benefit.

551

00:36:06,479 --> 00:36:13,902

Take one action of something you heard us talk about here today and keep moving forward.

552

00:36:13,902 --> 00:36:26,092

because you just might be one collaboration or course or book or expert away from a big

breakthrough that you need to make the big impact in the world that you are looking to

553

00:36:26,092 --> 00:36:26,692

make.

554

00:36:26,692 --> 00:36:30,895

So remember, there's no obstacle too big to be overcome.

555

00:36:30,895 --> 00:36:33,177

So, and the only way to fail is to quit.

556

00:36:33,177 --> 00:36:36,159

So keep moving forward and we'll see you on the next one.

557

00:36:36,159 --> 00:36:37,180

Thank you.

558

00:36:40,039 --> 00:36:41,384

and stop.