How Effective Business Coaching Transforms Companies

WEBVTT

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like behind the scenes. And then it's going to

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tell me when we go live. I'm wearing lip shiny

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stuff for you. We are go live. Let me see here.

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Hold on, Steve. There we go. Go live. Go live.

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Don't be messing me up stream yard. It says live

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on my end. Oh, are we live? Thanks Steve. It's

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now 34 seconds into live. I'll have to get my

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editors. I'll have to get my editors to edit

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that. Oh, wait, I don't have editors. Okay. Welcome

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everyone. Adrienne Barker, no prep needed. That

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means I do zero prep. I did peek a little bit

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at Steve's website because I was really interested.

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Now I got the live. Steve got the live first.

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So Steve. Everyone that comes on to Know Prep

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Needed has to be brave. They have to be bold.

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They have to be brilliant. And they do not have

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to be bald. So that's a good thing. So you're

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good. Now here's the thing. I didn't ask you

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questions beforehand, so this is all off the

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cup. And the only thing I know about you is you're

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a business coach and you live in Orange County

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LA. So introduce yourself. All right, as you

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just said, my name is Steve Smith. My company

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is Growth Source Coaching. For the last 16 years,

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I've been coaching business owners and company

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executives. And I only have one mission, to allow

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them to become the best that they can be so they

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can live their true potential. Oh, that's easy.

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That sounds easy. But what does that really mean?

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Because I think, you know, right now we've got

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on chatter, I was just show everyone because

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I have it. So we're going live on LinkedIn, Facebook,

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YouTube, and chatter social. And I've got some

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amazing women in the room. So I've got Dora Maria,

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I've got Kate. Now, Kate has an amazing business,

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Nolan's Nest. I absolutely love it. She does

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candles and soaps and natural fragrances. So

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we'll use Kate as an example. So Kate's got this

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beautiful business. She works hard with her son

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Nolan called Nolan's Nest dot com. And you guys

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go on the site because it's amazing. OK, so now

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she like what would what would Kate be looking

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for for as a business coach? If she was going

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to hire one, what would she be looking for? Right,

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she was going to hire one or, you know, or something

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like if you met Kate and she tells you what you

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what she does. Well, how does a business coach?

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Is it like particular businesses? Can you help

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a small family owned business? Yeah, look, any

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really good business coach can work with any

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business owner professional regardless of the

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model that they have. Now, there might be some

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exceptions to industries. So as an example, I

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am very, very broad in my industry scope. But

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there are a few industries that I don't really

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work with. One happens to be restaurants. And

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I'll tell people that upfront. But other than

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that, if you have any other type of either virtual

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or entity -based business, it's really more about

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how the business is structured, what the model

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is like, and what are you doing as the owner

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to affect it. Because 90 % of a business' success

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is what the owner does to either grow it or get

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in the way. Yeah, it's very true. I love that.

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Steve, I can tell your level because I did peek

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at your website. Don't tell anyone little prep

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was needed, but I did. I did look at your website

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and I mean it is fantastic. I actually think

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it was better. I can share your screen. So let

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me put it in the notes actually. Oh no, I do

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have in the notes. So when you go to the website,

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I can see right away. Great, handsome, full picture

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of yourself. You're a speaker. So let like like

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business coaches seem to be speakers are out

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there. How? And I love the fact that you don't

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do restaurants because I think that's really

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like a strong niche. So what is your niche? Let

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me we'll start with there. What's your niche?

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All right, my niche, I basically have three industry

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segments that I work in. I work in industrial.

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So they could be manufacturing, logistics, warehousing,

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things of that nature. I work in a commercial

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sector, which could that's what I consider B2B.

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So those are businesses that serve other businesses

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on more of a local scale. And then my third one

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is the professional sector. So I work with law

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firms. I work with CPA firms. I work with engineering

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companies. Those are people that have, you know,

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they've gone after a lot of education and certification

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to be able to practice what they offer. So that's

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the pro. So one of those three, I'm good to go.

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Oh, it makes me want to rub my hands together,

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because that is exciting. So do you reach out

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to all the manufacturing associations? No, actually,

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I do a completely different approach to my outbound

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marketing. I went to school on a practice many,

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many years ago called authority marketing. And

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the reason I did that was because the coaching

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field is very, very populated. And it's littered

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with large -scale companies, franchise -based

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companies, and also a lot of small solopreneurs.

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I am a solopreneur. It's just me. But in that

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field, there are so many people out there that

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you have to be able to say, what makes you different?

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And so I started very early on talking about

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the things that I excel in, my background, what

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I can offer to the small business entity. And

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over time of doing videos and being on social

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media, People come to my website, and if they

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like what they see, they sign up on the little

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box. And that sends their email and their phone.

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I reach out to them. I just had a call this morning

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with a guy who really needs a lot of help. But

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that's what it is. Because it doesn't make any

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sense for me to just pelt people in their email.

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If you're not ready to make a change, it doesn't

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mean anything to you. So I let people see everything

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that I do and who I've done it with. And when

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it's the right time for them, they reach out.

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I love that. Okay, so that makes so much sense

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because I do have some clients and as they're

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looking, you know, they're like, people don't

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respond. They don't call me back. They're not,

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you know, it's not working. And I totally get

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that. And I can see, you know, I do LinkedIn

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generations. I can see which ones really work

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out, but you're right. There's certain niches

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myself that I say, no, I really can't work with

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because there's no communication. Like just notice

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that with like the bus, the superintendent of

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schools that manage the buses, right? That they're

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just maybe they're on LinkedIn because they need

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to be, but they're not like literally answering

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or responding. There's a massive amount of professional

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profiles on LinkedIn that are just abandoned

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or they're what I call like billboards. It lets

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them know people know they're there, but they

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really aren't interested in. They're not interested

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in updating it, providing anything valuable or

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creating a community environment. They're just

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there. And so when you have that, I can't I can't

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be concerned with that because I could be plying

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in with emails every other day and I'll never

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get a response. So when you speak. When you're

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when you're speaking and I actually so funny

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enough, my my bestie does it runs the. the New

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England Manufacturers Association. But that would

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be a good group for you to go out and speak to.

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Oh yeah. To talk about. The business associations

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are great audiences because they're there for

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a purpose. You know, they want to learn something.

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They want to take something away that will hopefully

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make their life or their business better from

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that point on. I love that you're doing manufacturing

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because I can feel it in my bones that we're

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bringing it back. And I grew up in the promotional

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products logo merchandise business. I do believe

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it's gonna come back and I'm excited for that.

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So tool and die is also another kind of lost

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art that we need to bring back. So I love that

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you do that. Okay, so then you're taking a business

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owner because I'm in Volusia County and I know

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that even our own manufacturing association,

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the VMA, that... You have that they they need

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help to and they some of them have worked with

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a local college to bring on a business coach

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to give them an entrepreneurial mindset. Some

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of them may just be working in there and they

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don't have that kind of mindset. So give us a

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little a little juicy juice on what you how you

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help someone. What is it that you do? What are

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your process and steps? Well when I sign someone

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on the very first thing I do is I put them through

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a very extensive Diagnostic and it's designed

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to download all aspects of them and their business

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to me quickly Because I don't believe in taking

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three or four sessions with a client just to

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learn what they already know So this way I'm

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kind of on the same page as them right from the

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get -go and nine times out of ten and you just

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mentioned it Most of the things that hold people

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back, that put them in a kind of treading water

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and I'm not sure where to go next, is because

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they haven't really developed a clear enough

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mindset about what they're there for, what they're

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trying to do, and what they need from everybody

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around them to get there. And until you change

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up how you think, how you perceive things, you

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will literally be in the worst pit of hell, so

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to speak. Because what you're going to find yourself

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doing is everything you've hired everybody else

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to do, because you're unwilling to give things

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up, you're unwilling to set expectations, hold

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people accountable, make sure everybody's doing

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the same work that will get you down the road

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in the right direction. If you're not thinking

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and doing in that manner, it's no wonder we have

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so many people that perpetually fail at trying

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to run their own business. Do you hold your clients

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accountable? Oh, I have to if I don't there's

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no reason for me being in business That's what

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they come to me for because they've tried it

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elsewhere They've tried it doing themselves and

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they can't and so they want somebody from the

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outside. That's important You know, I can't be

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their spouse because that would never work But

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if I'm on the outside and I'm saying look you

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this is what you've told me This is what you

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know to be true. This is what you agreed to do

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Tell me what was more important that made you

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decide not to do that And so when you have conversations

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like that, it's not oppressive, it doesn't make

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people feel bad, it just makes him think about,

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what am I doing? I'm paying this guy to help

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me and I'm not following his direction. And sometimes

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you have to go through a couple of those cycles

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before people actually wake up and recognize

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that there's bad habits they need to get rid

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of. I love that. I noticed that I do belong to

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a master group, but... I haven't attended, I

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attended like once and then like every day there's

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a reason for me not to attend and I signed up

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to support, but there's no real accountability

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for me. So nobody's saying, hey, where were you?

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Why are you not there? So I'm just not there.

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And it makes me think that that's like, that's

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the case. I feel at 62, and with a strong background,

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I grew up in a very large family business and

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still running parts of the business. I really

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do see that that people need that accountability.

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And I don't know why so much. Why would someone

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say no? Besides money, obviously. Why does someone

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what scares them away from having a business

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coach? Well, I can tell you in my situation a

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lot of times what it does. I will always start

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out by talking to people on the phone because

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I really want to understand their story. You

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know, where are they now? How did they get there?

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Did they start it? What do they want in the future?

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And then when I. turn around and kind of say,

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okay, here's what I'm hearing. Here's what I'm

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observing based on what, you know, I've been

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doing this for 16 years. Here's what I see happening

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if you don't make certain changes. Sometimes

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the magnitude scares them off. Sometimes they've

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waited so long that the business is literally

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in peril. And if they don't make some massive,

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massive changes that they're probably not going

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to be liking to do, the business probably not

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going to survive. One of the things I always

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ask customers, if you and I start working tomorrow,

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how much time do you have to turn this around?

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Because a lot of times they don't think about

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that. Gee, I've been losing $10 ,000 a month.

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How much more time can you lose that before you

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bleed out? Because if they tell me, gee, I've

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got three months worth of runway before I go,

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then I'm going to send them right to the government

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website where they can find the paperwork on

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how to file for bankruptcy. Because I can't help

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anybody make a massive course correction like

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that in three months. It doesn't work. It's not

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sustainable. That would be a wake -up call. Well,

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it would. It would. It would. But that's the

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whole problem. And look, here's one thing I get

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more than anything else when I've worked with

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clients for some period of time. Sometimes just

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absentmindedly, I'll say, you know what? I should

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have done this two years ago. I get that with

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people who finally let people go in their organizations

00:13:04.590 --> 00:13:06.750
that they've liked, maybe it was a family member,

00:13:07.049 --> 00:13:08.950
but they finally decided they had to fire him

00:13:08.950 --> 00:13:10.870
because it just was toxic, it wasn't working.

00:13:11.429 --> 00:13:13.269
And the pat answer after that is I should have

00:13:13.269 --> 00:13:16.009
done this 18 months ago. So what that tells me

00:13:16.009 --> 00:13:19.529
is we're all prone as humans to wait way, way,

00:13:19.549 --> 00:13:22.889
way longer, thinking everything around us will

00:13:22.889 --> 00:13:25.490
change and things will be fine and we won't have

00:13:25.490 --> 00:13:28.429
to participate. And that's almost universally

00:13:28.429 --> 00:13:33.049
incorrect. Yeah, I'm yes. I mean, I've seen it

00:13:33.049 --> 00:13:34.789
in real life with my own family business. So

00:13:34.789 --> 00:13:37.950
I totally understand that especially back in

00:13:37.950 --> 00:13:40.330
when I first joined the business in the 80s or

00:13:40.330 --> 00:13:43.470
my mom was, you know, HR, she would hug everyone.

00:13:43.769 --> 00:13:45.730
Everyone would tell her their secrets. I used

00:13:45.730 --> 00:13:49.210
to be like, Mom, you know, too much. Until we

00:13:49.210 --> 00:13:51.230
got to the point where we did have to hire someone

00:13:51.230 --> 00:13:54.470
to come in because we had to take ourselves out.

00:13:54.470 --> 00:13:56.490
Once you slowly start to get that comfortable

00:13:56.490 --> 00:13:58.809
feeling, I totally get it. So Steve, what are

00:13:58.809 --> 00:14:01.470
some of the topics when you are speaking. So

00:14:01.470 --> 00:14:03.289
you're asked to speak. What are some of those

00:14:03.289 --> 00:14:07.090
topics? I'm curious. Well, the one and first

00:14:07.090 --> 00:14:09.309
I just have to let you know that when I do these

00:14:09.309 --> 00:14:11.929
speaking engagements, I spend a fair amount of

00:14:11.929 --> 00:14:14.370
time with the organization up front trying to

00:14:14.370 --> 00:14:17.470
learn what they have introduced to their audience

00:14:17.470 --> 00:14:20.230
in the past and what they think is most beneficial.

00:14:20.690 --> 00:14:24.690
I detest going to association conventions and

00:14:24.690 --> 00:14:26.330
listening to people who are talking about things

00:14:26.330 --> 00:14:29.129
that nobody has any interest in. So I'm always

00:14:29.129 --> 00:14:31.429
saying, OK, what is it these people want to hear?

00:14:32.250 --> 00:14:36.909
And one of the things I get quite a bit is discussions

00:14:36.909 --> 00:14:42.029
on professionalism. And what do you have to become

00:14:42.029 --> 00:14:45.129
to show up in your place of work, the community,

00:14:45.210 --> 00:14:47.309
the industry that you're operating in, where

00:14:47.309 --> 00:14:51.710
people just see you as top notch, first in class

00:14:51.710 --> 00:14:54.679
in whatever it is you're doing? So many people

00:14:54.679 --> 00:14:56.820
don't, they either don't know, they don't care.

00:14:57.139 --> 00:14:59.200
They're just completely unaware of how they show

00:14:59.200 --> 00:15:01.620
up and how they interact. And as a result, last

00:15:01.620 --> 00:15:04.159
times business just walks right by them because

00:15:04.159 --> 00:15:06.080
other people see that and say, I don't know if

00:15:06.080 --> 00:15:08.820
I really want to deal with anybody who presents

00:15:08.820 --> 00:15:11.519
themselves that way. So that's a really good

00:15:11.519 --> 00:15:13.659
topic because anybody can benefit from that.

00:15:14.259 --> 00:15:16.360
I love that. Can we play a game? You and I right

00:15:16.360 --> 00:15:18.059
now? Let's play. Let's play. Okay. So what we're

00:15:18.059 --> 00:15:20.320
going to do is we're going to play what you need

00:15:20.320 --> 00:15:24.370
to be professional. So. So we'll go back and

00:15:24.370 --> 00:15:26.289
forth on some of the things that we'll have,

00:15:26.370 --> 00:15:27.909
so kind of like a role -playing game with a little

00:15:27.909 --> 00:15:30.350
fun, okay? So I'll go first, I'll go first, because

00:15:30.350 --> 00:15:32.450
I'm a female, I wanna go first. Okay, so I'm

00:15:32.450 --> 00:15:38.269
gonna go first. Ladies, let's not show our boobies.

00:15:38.769 --> 00:15:42.769
First one. When you go to speak, professionalism

00:15:42.769 --> 00:15:46.950
-wise. Yes, is that a question? No. That's that's

00:15:46.950 --> 00:15:48.909
my that's my advice. We're going to give tips

00:15:48.909 --> 00:15:51.809
and advice right now and fast fun. OK, so that's

00:15:51.809 --> 00:15:56.669
your advice. My advice, my advice. Know why you're

00:15:56.669 --> 00:15:58.870
doing what you're doing before you stand on stage.

00:15:59.970 --> 00:16:02.250
When you're on stage, make believe that Disney

00:16:02.250 --> 00:16:04.909
told you you're part of the cast members. Everyone's

00:16:04.909 --> 00:16:07.190
watching you from the minute you get out of your

00:16:07.190 --> 00:16:09.789
car, maybe while you're driving to to the minute

00:16:09.789 --> 00:16:14.610
you hit the stage, right? Yes, and I would say.

00:16:15.049 --> 00:16:17.769
When you're talking to the group, just remember,

00:16:17.950 --> 00:16:19.789
nobody knows what you're about to say. So if

00:16:19.789 --> 00:16:22.830
you happen to make a mistake, don't recoil and

00:16:22.830 --> 00:16:25.490
apologize and melt down because nobody cares.

00:16:26.649 --> 00:16:29.809
Oh, I love that one. So you're introduced on

00:16:29.809 --> 00:16:34.190
stage. OK, here she comes, Adrienne Barker. Should

00:16:34.190 --> 00:16:36.990
I say, hi, everyone, I'm Adrienne Barker. Do

00:16:36.990 --> 00:16:41.940
I start my speaking that way? No, in fact, I

00:16:41.940 --> 00:16:44.419
will, and I'm going to give appropriate credit

00:16:44.419 --> 00:16:47.159
for those of your viewers that know this gentleman,

00:16:47.360 --> 00:16:50.019
his name is Simon Sinek. He's a business leadership

00:16:50.019 --> 00:16:53.379
guru, wonderful guy, great message. He just published

00:16:53.379 --> 00:16:55.840
an article on LinkedIn that I read, and it was

00:16:55.840 --> 00:16:57.980
how to completely change your intro when you're

00:16:57.980 --> 00:17:01.019
making a speech. And his idea is just to what

00:17:01.019 --> 00:17:04.460
you talked about. Do not do that. Just jump right

00:17:04.460 --> 00:17:07.220
into the action of the story. and let people

00:17:07.220 --> 00:17:09.299
know exactly what's going to happen. But, you

00:17:09.299 --> 00:17:11.099
know, gee, I'm here to talk to you about this

00:17:11.099 --> 00:17:12.920
and here's what you're going to learn. Nobody

00:17:12.920 --> 00:17:15.559
cares about that. Half of it is entertainment

00:17:15.559 --> 00:17:19.079
until they realize the value of it. I love it.

00:17:19.079 --> 00:17:22.680
This is fun for me. OK, here's another one. Don't

00:17:22.680 --> 00:17:25.099
yell at the audience. Like, don't get out there

00:17:25.099 --> 00:17:26.579
screaming because you feel like that's how I'm

00:17:26.579 --> 00:17:32.980
going to motivate everyone. Screaming is no fun

00:17:32.980 --> 00:17:35.630
for the listeners. Well, the problem with screaming

00:17:35.630 --> 00:17:39.490
is if you go back to your days as a child and

00:17:39.490 --> 00:17:41.430
your mother would scream at you after she told

00:17:41.430 --> 00:17:43.809
you four, five, six times, it's because we all

00:17:43.809 --> 00:17:46.369
go mentally numb over that. So if you're going

00:17:46.369 --> 00:17:48.730
to scream as a professional speaker, you're going

00:17:48.730 --> 00:17:50.890
to get about six minutes worth of attention,

00:17:50.930 --> 00:17:52.769
and then people are going to be going to the

00:17:52.769 --> 00:17:55.210
bathroom, looking at their phones, because that

00:17:55.210 --> 00:17:58.109
constant drum beat just numbs your head. So I'm

00:17:58.109 --> 00:18:01.250
saying figure out ways to engage the audience.

00:18:01.500 --> 00:18:04.660
You know, adjust your fluctuation. Move around

00:18:04.660 --> 00:18:06.779
a little bit. Have the kind of facial expressions

00:18:06.779 --> 00:18:08.660
that match up with what you're about to say.

00:18:08.880 --> 00:18:13.119
Just be human. I love that. Good speakers meet

00:18:13.119 --> 00:18:16.339
and greet at the door. Maybe even remember some

00:18:16.339 --> 00:18:19.619
names and will say, welcome. I'm so excited that

00:18:19.619 --> 00:18:22.299
you're here. It's going to be a great conversation.

00:18:23.759 --> 00:18:25.440
All right. So I have a different way of looking

00:18:25.440 --> 00:18:28.400
at that. And to me, if you're going to speak

00:18:28.400 --> 00:18:30.910
and they're going to invite you to lunch, Make

00:18:30.910 --> 00:18:32.849
that the time where you go around and introduce

00:18:32.849 --> 00:18:35.170
yourself and just learn about what a few people

00:18:35.170 --> 00:18:37.690
are doing. But when it's getting ready to go,

00:18:37.869 --> 00:18:40.369
you're not at the front door, you're behind the

00:18:40.369 --> 00:18:43.670
set waiting to come on. It's like the Wizard

00:18:43.670 --> 00:18:46.329
of Oz, who's behind the green curtain. People

00:18:46.329 --> 00:18:49.230
expect a little bit of mystique. So if you're

00:18:49.230 --> 00:18:52.470
going to do the schmoozing, either do it the

00:18:52.470 --> 00:18:55.109
night before, do it the day of, but before it's

00:18:55.109 --> 00:18:57.750
your time to be on, be where you need to be so

00:18:57.750 --> 00:19:00.109
that when you come out there, you can make the

00:19:00.109 --> 00:19:02.450
entrance that you want to make. Okay, you convinced

00:19:02.450 --> 00:19:04.430
me. I'm good. I like that that we could have

00:19:04.430 --> 00:19:06.329
a whole debate on that. That would be fun. But

00:19:06.329 --> 00:19:08.950
I do like that. Okay, you know what, make sure

00:19:08.950 --> 00:19:11.769
you're comfortable in what you're wearing, because

00:19:11.769 --> 00:19:14.109
sometimes your high heels may just be a little

00:19:14.109 --> 00:19:17.049
higher. Maybe as a man, your your your suit is

00:19:17.049 --> 00:19:19.109
not comfortable, you keep buttoning and unbuttoned

00:19:19.109 --> 00:19:21.910
the jacket. So when you're comfortable, you'll

00:19:21.910 --> 00:19:25.950
be able to speak comfortably. Yes, comfort is

00:19:25.950 --> 00:19:29.220
a big thing. But the caveat I put on there is

00:19:29.220 --> 00:19:32.099
dress one notch above the audience you're talking

00:19:32.099 --> 00:19:34.900
to. So if you're talking to some trades folks

00:19:34.900 --> 00:19:37.480
and they're showing up casual, you want to be

00:19:37.480 --> 00:19:39.740
business casual. If you're talking to a bunch

00:19:39.740 --> 00:19:41.960
of bankers who are all dressed there, you want

00:19:41.960 --> 00:19:44.980
to match that. Because you want relatability.

00:19:45.400 --> 00:19:48.400
If you show up in a dress style that seems to

00:19:48.400 --> 00:19:50.900
be off -putting or something that people can't

00:19:50.900 --> 00:19:52.920
connect with, now you've just thrown another

00:19:52.920 --> 00:19:54.759
hurdle in front of your ability to connect with

00:19:54.759 --> 00:19:58.099
the audience. So, you know, as a listener in

00:19:58.099 --> 00:20:01.900
the audience, I really try to, you know, sit

00:20:01.900 --> 00:20:04.740
where I'm not going to be distracted. Sometimes

00:20:04.740 --> 00:20:06.500
I'll even move if the person next to me is on

00:20:06.500 --> 00:20:08.960
their phone and it's distracting me so I can

00:20:08.960 --> 00:20:11.680
kind of pay attention because I want to get as

00:20:11.680 --> 00:20:13.700
much. And, you know, I don't think I'm so important

00:20:13.700 --> 00:20:15.779
that I have to have my phone, my hands, like,

00:20:15.819 --> 00:20:16.880
you know, it's not like the president's going

00:20:16.880 --> 00:20:19.240
to try to call me. So I'm okay putting it, taking

00:20:19.240 --> 00:20:23.190
it off and not using it. But I... don't necessarily

00:20:23.190 --> 00:20:26.690
like when a speaker says, turn your phones off

00:20:26.690 --> 00:20:28.750
and, you know, starts looking at people or pointing

00:20:28.750 --> 00:20:32.089
to them or kicking them out of the room. I have

00:20:32.089 --> 00:20:35.829
seen some speakers get kind of, you know, really

00:20:35.829 --> 00:20:39.450
upset when people are on their phones. And I

00:20:39.450 --> 00:20:41.210
can understand that as an audience member. I

00:20:41.210 --> 00:20:43.690
don't really want to be not a child. What are

00:20:43.690 --> 00:20:46.190
your thoughts? Well, no, I mean, look, if you're

00:20:46.190 --> 00:20:48.390
if you've been invited in to speak to an audience

00:20:48.390 --> 00:20:51.160
and the first thing you do is insult them. You

00:20:51.160 --> 00:20:52.940
know, you got a pretty high hill to climb from

00:20:52.940 --> 00:20:56.460
that point on out. So don't worry about giving

00:20:56.460 --> 00:20:58.420
them, you know, gee, the restroom's down the

00:20:58.420 --> 00:21:00.240
hall and this and that. That's what the person

00:21:00.240 --> 00:21:02.079
who's introducing you is kind of the host of

00:21:02.079 --> 00:21:04.480
the program should be doing. When you get on

00:21:04.480 --> 00:21:07.160
there, your job is to immediately connect, show

00:21:07.160 --> 00:21:10.859
relevance, and give them enough information and

00:21:10.859 --> 00:21:14.279
stories and relevant ideas that keep them glued

00:21:14.279 --> 00:21:17.019
to you. So now you become a better choice than

00:21:17.019 --> 00:21:20.019
the cell phone in their pocket or purse. I love

00:21:20.019 --> 00:21:22.819
that. And of course, tell a great story. We all

00:21:22.819 --> 00:21:25.759
love to hear stories. That's weave it right into

00:21:25.759 --> 00:21:29.400
whatever you are teaching and sharing. What about

00:21:29.400 --> 00:21:31.460
PowerPoint, Steve? Aren't they wonderful? They're

00:21:31.460 --> 00:21:35.440
so delicious. Okay. Yeah, PowerPoints. You know,

00:21:35.559 --> 00:21:37.119
you've heard that thing death by PowerPoint,

00:21:37.359 --> 00:21:39.900
OK? PowerPoint's been around a long time. It's

00:21:39.900 --> 00:21:42.599
used by a lot of people. I find a lot of times

00:21:42.599 --> 00:21:46.480
people use it improperly. And if you're on stage

00:21:46.480 --> 00:21:48.680
and you have a big PowerPoint behind you, that's

00:21:48.680 --> 00:21:54.539
fine. But it should be as few words as possible.

00:21:54.900 --> 00:21:59.639
Pictures are the best. Something that just visually

00:21:59.639 --> 00:22:02.759
depicts what you're talking about gets so much

00:22:02.759 --> 00:22:05.960
more mileage than a whole sentence or a paragraph.

00:22:06.140 --> 00:22:08.319
So nobody's got time to read that. And if you

00:22:08.319 --> 00:22:10.839
turn around and read it, that's sin number one.

00:22:11.059 --> 00:22:13.960
You never look at your own screen, but you might

00:22:13.960 --> 00:22:17.059
be forced to if you've got a paragraph with eight

00:22:17.059 --> 00:22:19.359
sentences in it. So if you're going to use PowerPoint,

00:22:19.440 --> 00:22:22.880
I do. I make sure there's tons of pictures on

00:22:22.880 --> 00:22:25.259
there that reflect what I'm talking about because

00:22:25.259 --> 00:22:28.650
the image is worth a thousand words. I love that.

00:22:28.890 --> 00:22:31.690
Also making it interactive. I love that, getting

00:22:31.690 --> 00:22:36.950
feedback from the listening audience. But make

00:22:36.950 --> 00:22:38.910
sure you have a microphone because if I'm in

00:22:38.910 --> 00:22:41.630
a room and... The speaker asked a question and

00:22:41.630 --> 00:22:43.309
someone stands up and they don't have a microphone.

00:22:43.430 --> 00:22:45.230
Someone's not running to them with a microphone.

00:22:45.730 --> 00:22:47.470
That's okay. I don't need a microphone. I have

00:22:47.470 --> 00:22:49.890
a large enough voice. No, your voice actually

00:22:49.890 --> 00:22:52.710
is like I have ears that aren't that like people

00:22:52.710 --> 00:22:54.849
don't understand just because you think you have

00:22:54.849 --> 00:22:58.529
a voice that bellows out. You may not or someone

00:22:58.529 --> 00:23:02.309
may have a some hearing disabilities or just

00:23:02.460 --> 00:23:05.380
unable to hear me with my wax in my ear. So I

00:23:05.380 --> 00:23:07.720
really do think that's important. And also the

00:23:07.720 --> 00:23:10.420
distractions to me, if I see a PowerPoint, my

00:23:10.420 --> 00:23:11.920
mind may go. And next thing you know, I'm thinking

00:23:11.920 --> 00:23:15.279
about my dog at home and if he's fed. Well, that's

00:23:15.279 --> 00:23:17.019
why if you're going to use PowerPoint, you have

00:23:17.019 --> 00:23:19.720
to start off with something that engages attention.

00:23:20.220 --> 00:23:22.640
And it doesn't mean that the people looking at

00:23:22.640 --> 00:23:24.559
it have to understand what it is. It just needs

00:23:24.559 --> 00:23:27.599
to be something that's attractive or inquisitive

00:23:27.599 --> 00:23:30.579
or something that might not make sense. Whatever

00:23:30.579 --> 00:23:33.400
it is, as long as it feeds into what you're talking

00:23:33.400 --> 00:23:35.940
about and it gets people's attention, then it's

00:23:35.940 --> 00:23:38.359
done its job. PowerPoint's just a tool. It's

00:23:38.359 --> 00:23:41.400
not the presenter. It's not the speaker. No.

00:23:41.640 --> 00:23:43.339
No, I totally agree with you. So I just want

00:23:43.339 --> 00:23:46.220
to take a second to say that we are live on Chatter.

00:23:46.819 --> 00:23:48.940
And Steve, I wish you could see everyone. Dora

00:23:48.940 --> 00:23:52.420
Maria, by the way, I just joined Toastmasters

00:23:52.420 --> 00:23:55.119
that she's putting together. Wonderful organization.

00:23:56.140 --> 00:23:58.400
Yeah. And are you a Toastmaster or were you at

00:23:58.400 --> 00:24:01.319
one point? At one point I was, yes, early on.

00:24:01.579 --> 00:24:03.859
And I just found the feedback was invaluable.

00:24:04.000 --> 00:24:05.680
That was really the biggest part of it. Because

00:24:05.680 --> 00:24:08.160
you can study books, you can watch videos, you

00:24:08.160 --> 00:24:10.480
can do all this kind of academic time. But until

00:24:10.480 --> 00:24:14.460
you stand up and give a five -minute speech and

00:24:14.460 --> 00:24:16.880
then get the feedback, what people heard, what

00:24:16.880 --> 00:24:19.000
they saw, what they thought they saw, that's

00:24:19.000 --> 00:24:21.839
really how you develop as a speaker. Oh, I love

00:24:21.839 --> 00:24:24.059
that. Isn't that great, Dora Maria? I love, love,

00:24:24.059 --> 00:24:28.859
love that. And Dora Maria is actually, she's

00:24:28.859 --> 00:24:31.880
an amazing tech. She's very, very smart. And

00:24:31.880 --> 00:24:34.839
I know that she has incredible processes. How

00:24:34.839 --> 00:24:37.779
do you, what is your knowledge and processes

00:24:37.779 --> 00:24:40.279
to help your client? Because maybe that's where

00:24:40.279 --> 00:24:42.059
their issue is. What does that look like, Steve,

00:24:42.059 --> 00:24:46.319
for you? For me, it's all about getting the client.

00:24:46.480 --> 00:24:48.539
And believe me, something I should tell you right

00:24:48.539 --> 00:24:51.359
off the bat, I consider my entire business practice

00:24:51.359 --> 00:24:55.490
high touch, low tech. Oh, I love that. Tech is

00:24:55.490 --> 00:24:59.089
important, but I don't rely on tech to do everything.

00:25:00.009 --> 00:25:02.470
I find out what tech tools serve their purpose

00:25:02.470 --> 00:25:04.329
for the specific area, and that's what we stay

00:25:04.329 --> 00:25:06.789
with. So your question, a lot of times I'll have

00:25:06.789 --> 00:25:08.730
a client get in front of a giant whiteboard,

00:25:09.130 --> 00:25:11.410
and I'll tell them, draw out your entire workflow

00:25:11.410 --> 00:25:14.130
process from the time you get a call or an order

00:25:14.130 --> 00:25:16.549
from a customer all the way through to delivery

00:25:16.549 --> 00:25:19.670
and collecting on the bill. What does that look

00:25:19.670 --> 00:25:22.690
like? What channels does everything go through?

00:25:22.869 --> 00:25:25.500
Who's involved along the way? you know, what

00:25:25.500 --> 00:25:29.859
kind of blockages or screw -ups routinely happen

00:25:29.859 --> 00:25:31.880
because you haven't thought about that particular

00:25:31.880 --> 00:25:34.359
handoff. Once you have that picture there and

00:25:34.359 --> 00:25:36.559
you can see it from start to end, then you can

00:25:36.559 --> 00:25:39.579
figure out what needs to be automated, what needs

00:25:39.579 --> 00:25:41.880
to be a procedure that everybody needs to be

00:25:41.880 --> 00:25:44.119
trained on and use on a regular basis, because

00:25:44.119 --> 00:25:46.799
all you're interested in is having the most efficient

00:25:46.799 --> 00:25:49.279
workflow from start to finish, because that's

00:25:49.279 --> 00:25:52.569
where the money is. Yeah, that makes sense. So

00:25:52.569 --> 00:25:55.650
like, do you have a steady flow of clients or

00:25:55.650 --> 00:25:58.549
is there a point in time where you are looking

00:25:58.549 --> 00:26:00.289
for clients? What does that look like for you?

00:26:00.309 --> 00:26:02.849
Because I think a lot of us that are business

00:26:02.849 --> 00:26:05.250
consultants or business coaches, we want to know

00:26:05.250 --> 00:26:09.789
from each other. What's going on? I've been either

00:26:09.789 --> 00:26:11.849
full or close to full for the last five years.

00:26:13.109 --> 00:26:18.589
And I consider myself extraordinarily gracious.

00:26:19.329 --> 00:26:21.670
For having gotten to that point, but I will tell

00:26:21.670 --> 00:26:24.470
you the reason it's there is because about 10

00:26:24.470 --> 00:26:27.150
years ago I went to school on internet marketing

00:26:27.150 --> 00:26:30.829
and not all the extraneous lead Jen said just

00:26:30.829 --> 00:26:32.869
what do you have to put out the internet that

00:26:32.869 --> 00:26:35.170
will draw people's attention and attract them

00:26:35.170 --> 00:26:36.750
enough to come back to your website and figure

00:26:36.750 --> 00:26:38.470
out if they want to do business with you or not.

00:26:38.910 --> 00:26:41.210
So after doing that over and over and over again

00:26:41.210 --> 00:26:44.009
for 10 years, you know the payback started to

00:26:44.009 --> 00:26:47.309
show up. You know Steve, your website is really

00:26:47.309 --> 00:26:49.950
wonderful. I have to say that that makes sense

00:26:49.950 --> 00:26:53.069
to me. Thank you. Yeah, really. And you're just

00:26:53.069 --> 00:26:54.789
you're answering everything. It's hard sometimes

00:26:54.789 --> 00:26:58.309
to get everything together. So what advice would

00:26:58.309 --> 00:27:01.809
you have for a business coach or consultant?

00:27:01.910 --> 00:27:04.069
Let's just say they have 20 years of business,

00:27:04.109 --> 00:27:07.769
so they they have enough. Because I mean, can

00:27:07.769 --> 00:27:10.309
you be a business coach with five years? Like,

00:27:10.390 --> 00:27:11.690
what does that look like? Because I'm always

00:27:11.690 --> 00:27:13.970
curious. I have, I don't want to age myself that

00:27:13.970 --> 00:27:16.289
I'm 62, so nobody, you know, say anything about

00:27:16.289 --> 00:27:20.289
my age. But at 62, growing up in a family business,

00:27:20.630 --> 00:27:23.329
I have over 40 years of business experience.

00:27:23.609 --> 00:27:27.079
Does that even matter? I would think if you're

00:27:27.079 --> 00:27:29.779
a business coach, you should have some relevant

00:27:29.779 --> 00:27:31.880
experience because here's what's going to happen.

00:27:32.240 --> 00:27:34.859
At some point during the engagement, the client

00:27:34.859 --> 00:27:37.119
is going to be in such uncharted territory about

00:27:37.119 --> 00:27:39.420
what they need to do, they're going to have to

00:27:39.420 --> 00:27:41.240
draw on you to help them figure out what the

00:27:41.240 --> 00:27:43.559
next step is. So if you've never worked in a

00:27:43.559 --> 00:27:46.559
complex business or run a large scale company

00:27:46.559 --> 00:27:49.420
or had your own successful small business, you're

00:27:49.420 --> 00:27:51.720
not really going to be of much value to them.

00:27:51.869 --> 00:27:55.049
And so having some business experience is important.

00:27:55.349 --> 00:27:57.309
But here's the other thing. If you're really

00:27:57.309 --> 00:28:00.349
going to be good as a coach, you have to understand

00:28:00.349 --> 00:28:02.990
the coaching process. The coaching process is

00:28:02.990 --> 00:28:05.109
not telling people every step of the way what

00:28:05.109 --> 00:28:07.730
to do next and how to do it. A big part of it

00:28:07.730 --> 00:28:10.529
is talking with them and using the question and

00:28:10.529 --> 00:28:13.450
answer technique to draw the answers out of them

00:28:13.450 --> 00:28:15.529
because 90 % of the people I work with, these

00:28:15.529 --> 00:28:17.970
people are not stupid. They're very, very sharp.

00:28:18.279 --> 00:28:20.519
But their heads have gotten cloudy over time

00:28:20.519 --> 00:28:22.279
and they don't see things as clearly as they

00:28:22.279 --> 00:28:25.500
used to. Most of them have the answers. They

00:28:25.500 --> 00:28:27.839
just have never actually had a conversation about

00:28:27.839 --> 00:28:30.160
it and have never been encouraged to actually

00:28:30.160 --> 00:28:32.339
try them. The answers just kind of roll around

00:28:32.339 --> 00:28:33.859
in their head and they go away and they come

00:28:33.859 --> 00:28:35.720
back and they take a shower and all of a sudden

00:28:35.720 --> 00:28:38.460
it pops up. But they never actually act on them.

00:28:38.460 --> 00:28:41.440
They just continually think about them. So coaching

00:28:41.440 --> 00:28:44.859
is help you get it to the surface and then figure

00:28:44.859 --> 00:28:46.680
out what it's going to take for you to step out

00:28:46.680 --> 00:28:50.099
of your box. and actually do it. It's almost

00:28:50.099 --> 00:28:52.480
like if you're if you're in a business and you

00:28:52.480 --> 00:28:54.940
need help and you decide well I'm going to ask

00:28:54.940 --> 00:28:57.640
my mom which I could have because she was really

00:28:57.640 --> 00:29:00.259
brilliant or my dad but you know you start asking

00:29:00.259 --> 00:29:02.720
family members and then they're giving you the

00:29:02.720 --> 00:29:04.559
wrong advice or all of a sudden they're making

00:29:04.559 --> 00:29:06.400
suggestions and you know they don't really know

00:29:06.400 --> 00:29:09.480
what that that I see can really cause issues.

00:29:09.700 --> 00:29:12.359
I was with SCORE for eight years so what I did

00:29:12.359 --> 00:29:15.670
was I decided I could write smart because that's

00:29:15.670 --> 00:29:17.809
one way of doing it. You're coaching and mentoring,

00:29:17.890 --> 00:29:20.029
not a coach, but you're mentoring for free, but

00:29:20.029 --> 00:29:22.470
you're learning all different kinds of different

00:29:22.470 --> 00:29:25.789
businesses. But I do see that a lot where someone

00:29:25.789 --> 00:29:28.410
is be giving advice and it's not the smartest

00:29:28.410 --> 00:29:30.410
advice. As a matter of fact, the advice half

00:29:30.410 --> 00:29:32.529
the time doesn't even make sense. I'm like, don't

00:29:32.529 --> 00:29:34.789
take that advice. All right, so all right, look,

00:29:34.910 --> 00:29:38.329
that's a great topic. Here's a tip for everybody

00:29:38.329 --> 00:29:40.470
listening today, because I tell my clients this

00:29:40.470 --> 00:29:43.799
all the time. Look at who's in your inner circle.

00:29:44.980 --> 00:29:47.779
Everybody has between three and five people that

00:29:47.779 --> 00:29:50.759
are really close to them that they draw on, or

00:29:50.759 --> 00:29:54.140
these people inject things into their environment

00:29:54.140 --> 00:29:56.240
about what they should do, what they should be

00:29:56.240 --> 00:29:59.019
scared about doing, all number of things. Look

00:29:59.019 --> 00:30:02.480
at who's in your inner circle and upgrade the

00:30:02.480 --> 00:30:06.599
people. So rule number one, if anybody in your

00:30:06.599 --> 00:30:08.920
inner circle that is a direct descendant of you,

00:30:09.420 --> 00:30:11.569
toss them out. Not because you don't love them,

00:30:11.869 --> 00:30:14.730
but because they're never going to give you unbiased

00:30:14.730 --> 00:30:16.849
feedback that you can actually do something with.

00:30:17.250 --> 00:30:19.230
They're going to be too close to the situation.

00:30:19.930 --> 00:30:21.849
Find people, they don't have to be in your business,

00:30:21.890 --> 00:30:23.269
they don't even have to be in your industry.

00:30:23.730 --> 00:30:26.589
People you respect who when you sit down and

00:30:26.589 --> 00:30:29.490
you ask them a question, they will give you unfiltered

00:30:29.490 --> 00:30:32.549
advice that you can actually do something with

00:30:32.549 --> 00:30:34.890
as opposed to telling you what you want to hear

00:30:34.890 --> 00:30:40.559
or what's going to make you feel good. I just

00:30:40.559 --> 00:30:42.099
love those words. I think that makes so much

00:30:42.099 --> 00:30:45.299
sense. I want to go to chatter. So we are live

00:30:45.299 --> 00:30:48.180
on chatter. And I'll just give you really quickly,

00:30:48.339 --> 00:30:51.099
Dora Maria. Dora Maria, you are in California.

00:30:57.019 --> 00:30:59.880
Oh, okay. Same time zone. Because Steve is I

00:30:59.880 --> 00:31:02.680
think in Orange County. What about the fire,

00:31:02.880 --> 00:31:06.250
Steve? Well, the fires were 50 plus miles north

00:31:06.250 --> 00:31:08.289
of us, but it was devastating I mean this state

00:31:08.289 --> 00:31:10.410
has never had anything like that happen before

00:31:10.410 --> 00:31:12.630
and it's gonna be a long long time before they

00:31:12.630 --> 00:31:15.210
get out of it So I just want to show everyone

00:31:15.210 --> 00:31:17.410
because we are live on chatter and I want to

00:31:17.410 --> 00:31:19.970
see if anyone has any questions We have Kate

00:31:19.970 --> 00:31:23.109
who is a business owner with Nolan's nest and

00:31:23.109 --> 00:31:25.009
also she helps people's heart. I think she's

00:31:25.009 --> 00:31:29.839
a cardiogram Okay And then we have C. Marie,

00:31:30.220 --> 00:31:32.920
who is very, very smart, a speaker, mental health,

00:31:33.099 --> 00:31:35.599
self -care advocate, just absolutely lovely,

00:31:36.079 --> 00:31:39.220
helping parents. I think that's amazing. Momo,

00:31:39.660 --> 00:31:42.079
who sings, it is absolutely beautiful, and it

00:31:42.079 --> 00:31:45.099
has just so many talents. Momo is also in Cali,

00:31:45.160 --> 00:31:53.960
Momo, where in Cali? Oh, let me, I'm gonna turn

00:31:53.960 --> 00:31:55.960
a little louder, see if that, what was that again?

00:32:00.740 --> 00:32:05.619
Oh, okay, L .A. area. We have, Nula is on here.

00:32:05.740 --> 00:32:08.579
Nula is really cool. She's a journalist. I think,

00:32:08.680 --> 00:32:16.119
Nula, 29 books? Just two. Oh, just two. But you're

00:32:16.119 --> 00:32:19.400
amazing. I've read a lot. Nula is very well -loved.

00:32:21.000 --> 00:32:23.140
She's really, really well known. And then we

00:32:23.140 --> 00:32:26.660
have this young man named Caleb who lives in

00:32:26.660 --> 00:32:29.180
Costa Rica. And every time I see him, I just

00:32:29.180 --> 00:32:31.380
see a big heart because he has such a big heart.

00:32:31.619 --> 00:32:35.539
He's like a soul, beautiful human that just wants

00:32:35.539 --> 00:32:38.900
the world to everyone to get together. And so

00:32:38.900 --> 00:32:42.380
I wanted to ask you guys what advice or what

00:32:42.380 --> 00:32:44.140
questions would you have that I could ask Steve

00:32:44.140 --> 00:32:55.460
while I have them? Hey, I mean, I'm new to this

00:32:55.460 --> 00:32:57.799
space. I have no idea who Mr. Steve Smith is.

00:32:57.920 --> 00:33:00.200
Do you mind just giving me just a quick little

00:33:00.200 --> 00:33:04.759
overcap of everything or whatever you feel to

00:33:04.759 --> 00:33:08.480
share? Sure, absolutely. I've been in business

00:33:08.480 --> 00:33:12.279
all of my adult life. I was in the consumer products

00:33:12.279 --> 00:33:14.759
manufacturing field for 30 years, worked with

00:33:14.759 --> 00:33:19.910
some top end US based businesses. 16 years ago,

00:33:19.910 --> 00:33:23.150
I started professional coaching. I figured out

00:33:23.150 --> 00:33:25.890
that was the absolute best use of my time and

00:33:25.890 --> 00:33:28.130
talent that I could ever come up with. And it

00:33:28.130 --> 00:33:30.930
has been an absolute joy ever since. And to date,

00:33:30.950 --> 00:33:33.470
I've been fortunate enough to serve just a little

00:33:33.470 --> 00:33:37.029
over 1 ,000 professional business clients. And

00:33:37.029 --> 00:33:39.529
I'm very happy. I couldn't be happier with what

00:33:39.529 --> 00:33:44.650
I'm doing or who I'm doing it for. Wait, hold

00:33:44.650 --> 00:33:47.849
on, Caleb. I have to, I just, I don't. I know

00:33:47.849 --> 00:33:51.809
that there's a, okay, go ahead. Thank you so

00:33:51.809 --> 00:33:54.769
much. It's a pleasure to meet you. Even if it's

00:33:54.769 --> 00:33:57.910
virtually, right, bridging past space and time.

00:33:58.009 --> 00:34:00.950
So thank you for sharing yourself and awesome

00:34:00.950 --> 00:34:03.210
to see you over here being bridged over to chatter

00:34:03.210 --> 00:34:06.250
and lots of love from Maine, the Northeast part

00:34:06.250 --> 00:34:08.789
of the United States. And I hope everything is

00:34:08.789 --> 00:34:10.269
well. Oh, he thought you were in Costa Rica.

00:34:10.349 --> 00:34:11.809
Now I'm all confused. We have to do ketchup.

00:34:13.329 --> 00:34:18.760
Nuala has a question. I do have a question. Can

00:34:18.760 --> 00:34:25.920
you hear me okay? Yes. Yes. Yeah, my background

00:34:25.920 --> 00:34:31.139
is 30 years in journalism and also having had

00:34:31.139 --> 00:34:33.599
a couple of books published by Random House,

00:34:34.320 --> 00:34:42.559
I help people to put together proposals, the

00:34:42.559 --> 00:34:46.019
irresistible proposal and I'm fine with that.

00:34:46.079 --> 00:34:48.679
And when it comes to, I've only been coaching

00:34:48.679 --> 00:34:52.320
in terms of publicity and how to get free publicity

00:34:52.320 --> 00:34:59.199
for like, well, about a year. My question is,

00:34:59.739 --> 00:35:04.119
how do you stop yourself? Because it can be quite

00:35:04.119 --> 00:35:08.239
frustrating when you're telling people what they

00:35:08.239 --> 00:35:10.900
need to do or the things that they can do in

00:35:10.900 --> 00:35:14.059
order to get free publicity and they don't do

00:35:14.059 --> 00:35:19.230
it. And so... I'm tempted to, although that would

00:35:19.230 --> 00:35:23.789
cost, I'm tempted to actually say let me do it

00:35:23.789 --> 00:35:26.090
for you, but I really don't want to do that.

00:35:26.130 --> 00:35:28.349
What I want to do is coach them how to do it

00:35:28.349 --> 00:35:30.289
so they've got the skills in the back pocket.

00:35:31.630 --> 00:35:36.409
How do you keep yourself from the temptation

00:35:36.409 --> 00:35:41.150
of just wanting to do it for them? That's a great

00:35:41.150 --> 00:35:44.829
question. Yeah, it is a good question. I think

00:35:44.829 --> 00:35:48.909
the thing that you have to keep in mind is you

00:35:48.909 --> 00:35:53.530
are the catalyst for their success, meaning they

00:35:53.530 --> 00:35:57.789
have to own the success they want. You're a big

00:35:57.789 --> 00:36:00.210
part of helping them get there, but your job

00:36:00.210 --> 00:36:03.889
is not to do it for them. So when you and your

00:36:03.889 --> 00:36:06.849
client come up with a strategy that makes sense

00:36:06.849 --> 00:36:11.190
for them and they're really committed to getting

00:36:11.190 --> 00:36:13.840
what they're telling you you're getting, Then

00:36:13.840 --> 00:36:15.980
you've got to be able to ask them questions.

00:36:16.039 --> 00:36:19.260
Okay, you understand the strategy Tell me why

00:36:19.260 --> 00:36:23.440
this is the best choice for you get them to internalize

00:36:23.440 --> 00:36:26.739
the reasons why Because when people are really

00:36:26.739 --> 00:36:29.019
clear about why they need to do something they

00:36:29.019 --> 00:36:31.099
tend to do it a lot of times ahead of schedule

00:36:31.099 --> 00:36:35.639
but when people are unclear or It's a nice idea,

00:36:35.639 --> 00:36:38.539
but I don't know if it fits me They'll go along

00:36:38.539 --> 00:36:40.239
with the program if they think somebody else

00:36:40.239 --> 00:36:42.429
is going to do it for them even if the results

00:36:42.429 --> 00:36:44.750
aren't there, because that means they don't have

00:36:44.750 --> 00:36:47.369
to do anything. And the hardest part about coaching

00:36:47.369 --> 00:36:50.670
is getting people to mentally and behaviorally

00:36:50.670 --> 00:36:53.909
change what they're doing to something that's

00:36:53.909 --> 00:36:57.349
more successful. So all I would suggest for you

00:36:57.349 --> 00:37:00.550
is resist, even if you have to take a piece of

00:37:00.550 --> 00:37:03.030
paper and write on it and stick it in front of

00:37:03.030 --> 00:37:06.090
your computer, write on it in big, giant words,

00:37:06.590 --> 00:37:10.630
do not do it for them. Keep that mantra in your

00:37:10.630 --> 00:37:13.170
head, because the minute you do it for them,

00:37:13.710 --> 00:37:18.510
you've actually set them up for failure. Because

00:37:18.510 --> 00:37:21.869
your job as a coach is to get them to take the

00:37:21.869 --> 00:37:24.110
initiative and be accountable for their own success.

00:37:24.789 --> 00:37:27.070
So don't do it for them. Continue to go back

00:37:27.070 --> 00:37:29.409
to the well. You said you were going to do this.

00:37:29.690 --> 00:37:33.090
Tell me what was better off than you doing this.

00:37:33.230 --> 00:37:35.349
Why did you not do this? Don't let them off that

00:37:35.349 --> 00:37:37.750
hook. Sometimes it's an uncomfortable conversation,

00:37:38.030 --> 00:37:40.190
but guess what? That's what they're actually

00:37:40.190 --> 00:37:44.610
paying you for. Oh, my heart is racing. I love

00:37:44.610 --> 00:37:47.969
that. Nuala, they're not your children. That's

00:37:47.969 --> 00:37:50.210
like doing the homework for your kids, you know,

00:37:50.250 --> 00:37:55.170
really. I love that. Go ahead. I'm just going

00:37:55.170 --> 00:37:57.329
to turn it up louder because I still need to

00:37:57.329 --> 00:38:00.809
figure out the echo part. Go ahead, Nuala. No,

00:38:00.909 --> 00:38:04.460
thank you. Yeah, there is a problem. Absolutely,

00:38:04.559 --> 00:38:08.320
thanks very much. I do have to have my knuckles

00:38:08.320 --> 00:38:11.280
in my mouth sometimes saying, I'll just do it

00:38:11.280 --> 00:38:14.599
for you. And no, I won't. And by the way, I'll

00:38:14.599 --> 00:38:19.079
cost a lot more. So this is the value you're

00:38:19.079 --> 00:38:21.500
getting. It's almost like trying to cure people

00:38:21.500 --> 00:38:24.800
of their own procrastination, stagnation, which

00:38:24.800 --> 00:38:28.800
is not my job. Thank you so much for that. It's

00:38:28.800 --> 00:38:33.030
your job to reveal to them What's causing that

00:38:33.030 --> 00:38:36.050
problem and what they are? Missing out on their

00:38:36.050 --> 00:38:38.989
own because they're acting that way and at some

00:38:38.989 --> 00:38:42.369
point through their own discussion with you The

00:38:42.369 --> 00:38:44.969
real reasons why they're doing this will become

00:38:44.969 --> 00:38:47.110
apparent to both of you And that's what you want

00:38:47.110 --> 00:38:49.110
because when they start to see what you've been

00:38:49.110 --> 00:38:52.230
seeing that's when change takes place That makes

00:38:52.230 --> 00:38:56.670
so much sense. That is fantastic Okay, is there

00:38:56.670 --> 00:38:58.449
anything that I didn't ask you that you were

00:38:58.449 --> 00:39:00.530
hoping like oh I hope Adrian asked this question

00:39:00.530 --> 00:39:04.030
even though there's no prep needed No, I think

00:39:04.030 --> 00:39:06.170
you actually I think you did a great job of just

00:39:06.170 --> 00:39:08.469
you know off the cuff, you know kind of walking

00:39:08.469 --> 00:39:10.989
through it and look I'll be honest with you people

00:39:10.989 --> 00:39:14.510
don't want to know the the extremities of everything

00:39:14.510 --> 00:39:16.650
that I'm involved in because it's boring stuff,

00:39:17.230 --> 00:39:20.670
you know, I I tell folks that I talked to and

00:39:20.670 --> 00:39:22.710
some of these, you know association meetings

00:39:22.710 --> 00:39:26.570
that everybody, every one of your clients listens

00:39:26.570 --> 00:39:31.309
to this radio station called WIFM. It's W -I

00:39:31.309 --> 00:39:35.670
-F -I -I -F -M. What's in it for me? That's all

00:39:35.670 --> 00:39:37.849
they care about. They don't care about anything

00:39:37.849 --> 00:39:39.949
else until they know what they're going to benefit

00:39:39.949 --> 00:39:42.170
from. And once they are clear about that, then

00:39:42.170 --> 00:39:43.969
all of a sudden, they'll take a personal interest

00:39:43.969 --> 00:39:46.230
in you and some of the stuff you do on a daily

00:39:46.230 --> 00:39:48.630
basis. But prior to that, nobody really cares.

00:39:48.849 --> 00:39:51.420
And I'm OK with that because I'm not here to

00:39:51.420 --> 00:39:53.880
talk about myself. I'm here to figure out what

00:39:53.880 --> 00:39:56.239
I can do to be the catalyst for the success you

00:39:56.239 --> 00:39:59.760
want. Oh, I love it. I'm so glad. Thank you so

00:39:59.760 --> 00:40:01.480
much. I know we had a little glitch. I think

00:40:01.480 --> 00:40:04.380
that we had a date and then I'm sure it was me

00:40:04.380 --> 00:40:07.480
messing up, which, by the way, you know that

00:40:07.480 --> 00:40:09.519
no, but the point actually, I just said that

00:40:09.519 --> 00:40:11.980
I noticed that and I don't have a problem with

00:40:11.980 --> 00:40:13.840
it. I noticed a lot of people have a problem

00:40:13.840 --> 00:40:16.920
admitting that they made a mistake. My husband

00:40:16.920 --> 00:40:20.840
included. He's like. Like, I'll like do it. I'm

00:40:20.840 --> 00:40:23.079
seeing it. And I'm like, you won't say it. But,

00:40:23.079 --> 00:40:26.460
you know, I just, I see that a lot where is I

00:40:26.460 --> 00:40:28.340
enjoy, like I made a mistake. So like, I want

00:40:28.340 --> 00:40:30.519
to tell the world I made a mistake. Well, when

00:40:30.519 --> 00:40:33.639
you make mistakes, you learn from them. So, you

00:40:33.639 --> 00:40:35.300
know, for some people, that's their greatest

00:40:35.300 --> 00:40:37.659
source of learning. So if that's what it is,

00:40:37.780 --> 00:40:40.429
then yeah, don't don't fear it. I love it. I

00:40:40.429 --> 00:40:42.469
love it. Thank you so much for being brave enough

00:40:42.469 --> 00:40:44.789
to go live. And thank you for telling me all

00:40:44.789 --> 00:40:46.829
my questions were really amazing and what a great

00:40:46.829 --> 00:40:48.809
job I did. I think you said that, maybe not.

00:40:48.849 --> 00:40:52.070
Can I hear it again? It just, it all goes with

00:40:52.070 --> 00:40:55.329
the package, you know? It showed up well, the

00:40:55.329 --> 00:40:58.579
stream yard worked, so hey, I'm happy. And we're

00:40:58.579 --> 00:41:01.519
on chatter, so if you're not on chatter, let

00:41:01.519 --> 00:41:03.820
me know. I could send you, Steve, if you're interested,

00:41:03.900 --> 00:41:07.639
I could send you the invite. It's chattersocial

00:41:07.639 --> 00:41:11.760
.io, an amazing app. Right now you can't see,

00:41:11.780 --> 00:41:14.400
we're streaming live. And if we were going to,

00:41:14.420 --> 00:41:18.019
hey, Caleb, can you go on camera? Are you able

00:41:18.019 --> 00:41:20.519
to? So I can just show what that looks like.

00:41:21.340 --> 00:41:24.239
If you're dressed. Or does anyone want to go

00:41:24.239 --> 00:41:26.440
on camera real quick? As long as she's decent.

00:41:28.549 --> 00:41:30.690
You know, Caleb sometimes doesn't wear clothes.

00:41:30.849 --> 00:41:32.590
We're like, what the heck? No, anyone want to

00:41:32.590 --> 00:41:37.869
go on camera? Can you? Let me see. Anyone? No,

00:41:37.869 --> 00:41:39.789
maybe not. I don't know. I don't know. But normally

00:41:39.789 --> 00:41:41.889
you go on camera so you can actually see the

00:41:41.889 --> 00:41:44.250
person. And at nighttime, there's something called

00:41:44.250 --> 00:41:46.789
debate the news and they go live on chatter and

00:41:46.789 --> 00:41:50.010
then they turn it into a podcast. And I will

00:41:50.010 --> 00:41:52.510
tell you, Oh there, Kate. Thank you. Oh, there

00:41:52.510 --> 00:41:56.980
you go. I see her. Yep. Ah, Kate. has the most

00:41:56.980 --> 00:42:00.079
incredible blonde hair. And I am getting her

00:42:00.079 --> 00:42:02.119
shampoo and conditioner because I feel like I

00:42:02.119 --> 00:42:04.099
want my hair to be as it looks, it's just, it's

00:42:04.099 --> 00:42:07.300
beautiful. Will it make it blonde too? No, but

00:42:07.300 --> 00:42:10.260
just, it's so, as she's, and Kay is, oh, this

00:42:10.260 --> 00:42:13.519
is such a great family of people. I'm meeting

00:42:13.519 --> 00:42:16.000
some of them actually this weekend in Chicago

00:42:16.000 --> 00:42:18.719
at Creative Con, but all really stemming from,

00:42:18.980 --> 00:42:23.280
and Nelson Apega is 30 now. And this is his like

00:42:23.280 --> 00:42:26.090
invention. He was on another app. for years and

00:42:26.090 --> 00:42:28.989
loved it. And so it's fun to help him grow. And

00:42:28.989 --> 00:42:31.050
we're all like wanting to support each other.

00:42:31.050 --> 00:42:33.329
So it's really been a great experience. So if

00:42:33.329 --> 00:42:35.389
you're interested or just to know about it, it's

00:42:35.389 --> 00:42:38.469
fantastic. And thank you, Steve, for your time

00:42:38.469 --> 00:42:41.190
and energy today. I love it. Thank you for having

00:42:41.190 --> 00:42:43.969
me on. You are welcome having you on. I'm going

00:42:43.969 --> 00:42:47.349
to end the stream right now. And that was fantastic.

00:42:47.630 --> 00:42:49.429
Thank you for letting me play on chatter, too.

00:42:49.510 --> 00:42:52.469
Sure. Oh, I got to go on the stream yard studio.

00:42:54.070 --> 00:42:57.280
Okay. Next time I'll learn how to avoid.