Embracing Change: The Power of Delegation and Mindset in Business Growth

WEBVTT00:01.102 --> 00:02.964Let's just go.00:08.348 --> 00:09.429He's back on the show.00:09.569 --> 00:10.670Jamie Schreier is back.00:10.690 --> 00:11.691Jamie, it's been too long.00:11.791 --> 00:12.572My apologies.00:13.993 --> 00:15.254It has been too long.00:15.334 --> 00:16.635Please don't apologize.00:16.675 --> 00:18.777We apologize too much in this country.00:18.817 --> 00:20.298We apologize for everything.00:21.016 --> 00:24.238I saw someone do a New Year's intention,00:24.278 --> 00:25.678not resolution, but intention.00:25.958 --> 00:27.059And this was a female.00:27.139 --> 00:30.221And she was pointing out how herself,00:30.241 --> 00:31.101and then she noticed other00:31.141 --> 00:32.041females in her office,00:32.502 --> 00:34.563their first impulse is to apologize.00:35.583 --> 00:38.645And she was commenting how a00:38.745 --> 00:40.245simple flip of instead of00:40.546 --> 00:41.706if she was late for a meeting,00:41.806 --> 00:43.267instead of I'm sorry I'm late,00:43.827 --> 00:45.248it was thank you so much00:45.308 --> 00:45.988for your patience.00:47.069 --> 00:49.570And she went into how that changes things.00:51.141 --> 00:54.384Yeah, I've experienced the same thing,00:55.645 --> 00:56.906maybe that same example.00:56.986 --> 00:59.909But yeah, instead of saying, you know,01:00.409 --> 01:01.110I'm sorry,01:01.130 --> 01:03.752you you kind of reverse it and01:04.333 --> 01:05.794you make it much more of a positive.01:06.535 --> 01:08.716Or I also heard this.01:09.017 --> 01:10.398It's instead of saying, I'm sorry,01:10.438 --> 01:10.958I was late.01:11.019 --> 01:12.460Just like I'm late.01:12.480 --> 01:16.443Yeah, just just just date it.01:17.443 --> 01:18.664I'm late thank you for your01:18.684 --> 01:20.825patience right yeah you01:20.865 --> 01:23.106know it's hard because uh01:23.506 --> 01:24.466we could dive into this01:24.506 --> 01:26.207because we we say sorry all01:26.227 --> 01:27.448over the place it is it's01:27.508 --> 01:28.828almost like a I think I01:28.868 --> 01:31.329think it's a selfish kind01:31.529 --> 01:35.191of um it's various it it's01:35.231 --> 01:36.452a selfish way like01:36.472 --> 01:38.192psychology wise like I'm01:38.312 --> 01:39.713sorry like you have to01:39.753 --> 01:40.994respond to not now I'm01:41.074 --> 01:42.774sorry oh yeah like you know01:42.794 --> 01:44.895my response is is is always um01:47.045 --> 01:48.186You don't need to apologize.01:48.526 --> 01:49.647Don't apologize to me.01:49.767 --> 01:51.128You're making the thing worse.01:51.748 --> 01:52.508I'll get on a call with01:52.548 --> 01:53.849someone who's late and01:53.869 --> 01:55.430they'll spend five minutes apologizing.01:55.450 --> 01:55.690I said,01:56.151 --> 01:59.112we're already late on our coaching call.01:59.573 --> 02:00.613You don't have to spend five02:00.653 --> 02:01.794minutes apologizing because02:01.814 --> 02:03.215it's not going to change everything.02:03.635 --> 02:05.196We're on it right now.02:05.637 --> 02:05.957Right.02:06.017 --> 02:08.258Just say, Jamie, I'm late.02:08.778 --> 02:09.739Thanks for your patience.02:09.779 --> 02:10.059Thanks.02:10.079 --> 02:11.200Thanks for waiting.02:12.061 --> 02:12.381You know,02:14.065 --> 02:15.266Hope you weren't worried02:15.467 --> 02:16.808that I wasn't going to show.02:17.008 --> 02:18.090Like something.02:19.011 --> 02:20.052Don't rant for three minutes02:20.212 --> 02:21.073that you were late because02:21.113 --> 02:22.755now we're five minutes past02:22.815 --> 02:23.776plus the extra three.02:24.236 --> 02:24.497Right.02:25.077 --> 02:25.338Yeah.02:27.240 --> 02:28.241So something I want to talk02:28.261 --> 02:29.202about with you that we were02:29.262 --> 02:30.463like sort of discussing.02:30.483 --> 02:32.606I feel like you're one of02:32.646 --> 02:33.867those few people who I02:33.887 --> 02:34.848could get on a call with.02:34.988 --> 02:35.449I mean –02:36.201 --> 02:36.701we've done this.02:36.721 --> 02:37.582This isn't something I feel02:37.622 --> 02:38.042like we can do.02:38.062 --> 02:39.343This is what we do is we02:39.363 --> 02:40.503have nothing to talk about.02:40.643 --> 02:41.564And then we get on a call02:41.604 --> 02:43.265and then two hours goes by and we're like,02:43.745 --> 02:44.705we should have recorded that.02:45.846 --> 02:47.727And just before we hit record here,02:47.767 --> 02:50.949we were talking about, um,02:51.529 --> 02:52.329how would I summarize what02:52.349 --> 02:52.790we're talking about?02:53.090 --> 02:53.210Um,02:55.467 --> 02:56.908Setting ourselves up for success,02:56.988 --> 02:57.949or at least that's what I02:57.989 --> 02:58.930was looking at it as.02:59.110 --> 03:01.772And I am on that bandwagon03:01.812 --> 03:03.554of I never made resolutions.03:03.874 --> 03:04.374Or I did,03:04.414 --> 03:05.816but I never followed them because03:06.136 --> 03:07.677they weren't realistic.03:08.158 --> 03:09.919So now the idea is intentions.03:10.740 --> 03:12.101So I'll tell you what I'm doing.03:12.141 --> 03:13.082And this is good because03:13.122 --> 03:13.882this is almost like I'm03:13.902 --> 03:14.863getting free business03:14.903 --> 03:15.664coaching from Jamie.03:15.684 --> 03:17.125This is how I sneak stuff from people.03:18.123 --> 03:19.847So I took one of the things03:19.887 --> 03:21.790that I was really, really nervous about.03:21.891 --> 03:23.133And you've talked about this.03:23.514 --> 03:24.496You had a term for it.03:24.596 --> 03:26.540Checkbook accounting?03:26.941 --> 03:27.682No, it was something different.03:27.702 --> 03:27.883It was...03:28.735 --> 03:30.776It was like, yeah, you were like,03:30.836 --> 03:31.536is there money in there?03:31.656 --> 03:31.876Yes.03:32.076 --> 03:32.497Then we're good.03:32.917 --> 03:34.657It's like, wait, that's not a great idea.03:34.677 --> 03:35.338That's not a great way to03:35.358 --> 03:36.258run your life for you.03:36.478 --> 03:36.758Good.03:36.978 --> 03:37.899No money bad.03:38.279 --> 03:40.300It's more than like this.03:40.560 --> 03:40.820Right.03:41.400 --> 03:42.681So when this podcast started,03:42.721 --> 03:43.681this thing was a goof.03:43.801 --> 03:44.582This thing was a joke.03:44.662 --> 03:45.962It was just like a goof thing.03:46.042 --> 03:46.242Right.03:46.322 --> 03:47.223And then it became a thing.03:47.643 --> 03:49.524And then it started to generate revenue.03:49.984 --> 03:51.485And then I, you know,03:51.605 --> 03:52.745I did what everybody did,03:52.805 --> 03:53.765which is probably Jamie's03:53.805 --> 03:54.726going to shake his head at me.03:55.286 --> 03:56.387But maybe other people do it, too.03:56.507 --> 03:58.088I got like a QuickBooks online account.03:58.108 --> 03:58.848I was like, all right.03:59.488 --> 04:01.989And that was like buying to04:02.049 --> 04:02.830QuickBooks credit.04:02.850 --> 04:04.891It was like buying a Formula One car.04:05.882 --> 04:07.362I had no idea to freaking use it.04:07.722 --> 04:08.303I mean, I could.04:08.343 --> 04:09.343I could send an invoice and04:09.363 --> 04:10.083I could sort of try.04:10.123 --> 04:12.964And I was like, it looks good.04:13.064 --> 04:14.504But when an error popped up, I was like,04:14.604 --> 04:16.805I have no idea what's going on.04:16.865 --> 04:17.105So 2024,04:17.105 --> 04:18.785I'm leaning into what are the04:18.865 --> 04:20.266things that I'm good at?04:20.506 --> 04:21.446Let's do more of those.04:21.886 --> 04:22.666What are the things that I'm04:22.806 --> 04:24.467self-conscious or insecure about?04:24.927 --> 04:26.467Let's not just close the door,04:26.487 --> 04:27.948put them in the closet, close the door,04:28.028 --> 04:28.848sweep them under the rug04:28.888 --> 04:30.388and hope nothing bad happens.04:30.768 --> 04:31.749So I'm leaning into that.04:31.829 --> 04:33.309So I'm hiring a professional.04:33.809 --> 04:34.591to do those things.04:34.771 --> 04:35.452And it, you know,04:35.472 --> 04:36.915we're recording the first week of the,04:37.055 --> 04:37.696of the new year.04:37.857 --> 04:39.339And I had a conversation with,04:40.161 --> 04:41.383I won't say who, but it's like, it's,04:41.463 --> 04:42.184it's a, it's a,04:42.445 --> 04:44.388I found them from an ad and I,04:44.649 --> 04:45.710you're hiring like a04:45.730 --> 04:47.093bookkeeper bookkeeper.04:50.131 --> 04:52.412And I feel good about it so far.04:52.532 --> 04:53.133I'm like, oh,04:53.273 --> 04:54.273someone's going to do the04:54.313 --> 04:55.494thing that every year in04:55.614 --> 04:57.595April... I had someone doing my books,04:57.635 --> 04:59.356but I needed to do them and04:59.376 --> 05:00.137then walk into this05:00.177 --> 05:02.858person's office with all my papers.05:02.958 --> 05:03.779And then they did stuff.05:03.799 --> 05:04.899And it still never felt good.05:05.320 --> 05:06.360This is more of a service05:06.380 --> 05:08.181where I can call them whenever I want.05:08.782 --> 05:09.562And they're looking at my05:09.582 --> 05:10.823books and they're doing them.05:10.923 --> 05:12.364And I'm like, take my money.05:12.904 --> 05:14.665Because I hated the emotion05:14.765 --> 05:16.146of not doing it myself.05:16.266 --> 05:16.586Hated it.05:17.745 --> 05:18.926You know what this is called?05:19.146 --> 05:21.067This is called being a05:21.127 --> 05:23.289professional versus being an amateur.05:24.369 --> 05:26.731Or you're looking at this as05:26.791 --> 05:28.312a business versus a hobby.05:29.753 --> 05:32.315And what's interesting is if05:32.355 --> 05:34.236we're focusing on the05:34.556 --> 05:35.797physical therapy world,05:36.677 --> 05:38.559what is it that we want people to do?05:39.539 --> 05:40.940We want people who obviously05:40.980 --> 05:41.721are appropriate05:42.591 --> 05:45.053to take the time and the05:45.113 --> 05:47.995money to seek out an expert05:48.575 --> 05:49.936who has trained and05:50.036 --> 05:53.279dedicated their lives in this area.05:54.059 --> 05:56.121So instead of taking longer05:56.241 --> 05:58.182or possibly not fixing your05:58.222 --> 05:59.083problem at all,05:59.623 --> 06:01.384you can get it fixed quicker,06:01.464 --> 06:02.445you can get back to doing06:02.485 --> 06:03.186things you love.06:04.547 --> 06:05.588And what you just said was06:05.648 --> 06:07.830interesting is I finally06:07.910 --> 06:11.093made the decision to hire, you said,06:11.133 --> 06:12.554a professional or you could06:12.594 --> 06:14.977say an expert that actually06:15.197 --> 06:16.598has dedicated their life06:17.479 --> 06:20.462and their time to learn the06:20.942 --> 06:22.364art and the science of06:22.484 --> 06:23.925bookkeeping so they can06:23.985 --> 06:25.026help other people.06:25.406 --> 06:25.547Yes.06:26.286 --> 06:28.028And here's the interesting point.06:28.088 --> 06:29.849You and I, when we first came on, I said,06:29.929 --> 06:31.070you know, how are we doing?06:31.090 --> 06:31.310I said,06:31.651 --> 06:32.952I've been going deep in the last06:32.992 --> 06:33.672several months.06:34.093 --> 06:34.853And this is the kind of06:34.873 --> 06:36.495stuff I'm going deeper in.06:36.935 --> 06:39.257I'm going much more under the surface,06:40.118 --> 06:41.198especially with psychology06:41.218 --> 06:41.939and how we think.06:42.540 --> 06:43.580And what's interesting is.06:45.100 --> 06:46.761We want people to do the06:46.861 --> 06:50.022thing that we aren't doing ourselves.06:50.642 --> 06:53.443And let's just be clear, your business,06:53.583 --> 06:55.824your life is to the extent06:56.664 --> 06:57.764of how you think,06:58.785 --> 07:02.966how you make decisions and07:03.086 --> 07:04.787how you handle your own07:05.127 --> 07:07.088stuff that's in our head or the emotions.07:07.708 --> 07:10.069So the more you upgrade you,07:11.468 --> 07:12.810the better your business and07:12.830 --> 07:14.011the better your life becomes.07:14.251 --> 07:16.274This is one big selfish ride.07:16.754 --> 07:17.755All we have to do,07:18.296 --> 07:21.240like this just kind of came to me, Jamie.07:21.280 --> 07:23.042I'm just like, so wait a minute,07:23.142 --> 07:24.023wait a minute, Jamie.07:24.624 --> 07:25.485All you have to do is just07:25.585 --> 07:27.427really 100% just focus on07:27.467 --> 07:28.368you getting just better.07:28.748 --> 07:28.889Yes.07:29.329 --> 07:30.790reading more, learning more.07:31.311 --> 07:32.712You know, you practice in private,07:32.732 --> 07:34.033which you get paid for in public,07:34.053 --> 07:35.814like practicing, creating.07:36.374 --> 07:37.595And the more you do that,07:37.776 --> 07:39.076the more you will attract07:39.157 --> 07:40.518better people and the more07:40.558 --> 07:41.879you will help more people,07:42.139 --> 07:43.140which will then in turn07:43.480 --> 07:45.541bring more people into your world.07:46.462 --> 07:49.264But it's fearful because our07:49.344 --> 07:50.645mindset looks at,07:50.825 --> 07:52.106and I don't want to speak for you,07:52.126 --> 07:53.467but if you're like most people,07:54.188 --> 07:54.969it's a cost.07:55.389 --> 07:55.469Yep.07:56.246 --> 07:57.867And what we don't appreciate,07:58.347 --> 07:59.807because most of us are07:59.867 --> 08:02.549still in hobby mode or amateur hour,08:03.269 --> 08:05.390is we don't appreciate the08:05.470 --> 08:09.731fact that our time is valuable.08:11.592 --> 08:14.533And we have been trained and08:14.693 --> 08:16.054taught to think08:16.954 --> 08:19.596that every dollar we spend08:19.777 --> 08:22.399is an expense yet we're08:22.439 --> 08:23.700telling other people when08:23.740 --> 08:25.361you come to us it's an08:25.441 --> 08:26.562investment in your health08:26.883 --> 08:28.384that's all we have to do08:28.984 --> 08:30.065you'll love this one we can08:30.085 --> 08:32.367move on all we have to do08:33.228 --> 08:35.049is be the person we want08:35.170 --> 08:37.512our clients to be that's why that's it08:38.544 --> 08:41.005Just be that person and you08:41.065 --> 08:42.987will attract more clients08:43.307 --> 08:44.347because you'll know how08:44.387 --> 08:45.608they think because you08:45.668 --> 08:46.529think the same way.08:46.809 --> 08:48.410But what you can't do is08:48.450 --> 08:49.811have outside people do08:49.871 --> 08:50.971things that you yourself08:51.071 --> 08:51.912are not willing to do.08:52.892 --> 08:53.693That doesn't work.08:53.993 --> 08:54.733Wait, what do you mean by that?08:54.773 --> 08:56.755You can't have outside people like,08:57.015 --> 08:58.055but aren't I?08:58.095 --> 08:59.536I'm hiring someone to do the bookkeeping.08:59.676 --> 09:01.037I would be a fraud.09:02.038 --> 09:02.338I would.09:02.418 --> 09:02.678No, no, no.09:02.738 --> 09:03.478I don't mean it like that.09:03.618 --> 09:05.700I mean, I would be a fraud.09:06.903 --> 09:08.443If I didn't have a coach.09:09.123 --> 09:09.784Oh, I see what you mean.09:09.884 --> 09:10.044Yeah.09:10.064 --> 09:11.664If I didn't immerse myself09:11.744 --> 09:12.684into the coaching world.09:12.704 --> 09:13.104In other words,09:13.764 --> 09:15.485if I'm not willing to do09:15.565 --> 09:18.905the things such as hire a bookkeeper,09:19.425 --> 09:20.826such as hire a coach,09:21.106 --> 09:22.386but I'm expecting my09:22.546 --> 09:24.046clients or potential09:24.086 --> 09:25.987clients to do those things,09:26.707 --> 09:27.887you have something that is09:28.027 --> 09:29.147lacking integrity.09:29.747 --> 09:30.767Can you get away with it?09:31.107 --> 09:31.268Sure.09:31.288 --> 09:32.128There's lots of people that09:32.168 --> 09:33.028don't have integrity that09:33.048 --> 09:33.768make plenty of money.09:34.525 --> 09:36.407But if you're truly aligned09:36.867 --> 09:37.648with who you are,09:37.728 --> 09:38.989what you want and all that,09:39.649 --> 09:40.870all you have to do are to09:40.950 --> 09:41.851do things that you're09:41.951 --> 09:43.112asking other people to do.09:43.613 --> 09:45.694So when I get fears and I got fears,09:46.115 --> 09:47.696I got worries, I got concerns.09:47.736 --> 09:48.237I'm human.09:48.737 --> 09:50.018I get myself caught up with09:50.058 --> 09:51.079all kinds of stuff.09:51.499 --> 09:53.341But what I've done is not09:53.421 --> 09:54.942beat myself up that that09:55.022 --> 09:56.203happens because I'm human.09:56.704 --> 09:58.866But I've learned how to manage that.09:59.426 --> 10:00.567So I don't make really10:00.627 --> 10:02.248stupid mistakes that are10:02.268 --> 10:05.069really costly and affect people and ruin,10:05.729 --> 10:07.010make things even worse.10:07.730 --> 10:11.112So that's really the thing here, Jimmy,10:11.212 --> 10:14.194is you're starting to have10:14.254 --> 10:15.955more respect for what you10:15.995 --> 10:17.135do and who you are.10:17.155 --> 10:19.357And the minute you get that clarity,10:20.327 --> 10:23.610It took you about a second to then go find,10:23.630 --> 10:25.171make the decision to go find that person.10:25.432 --> 10:26.112And then by the way,10:26.533 --> 10:28.474that person may not be the right person.10:29.255 --> 10:30.556Six months from now, you may be like,10:30.596 --> 10:31.097you know what?10:32.538 --> 10:34.600She was good or he was good, but you know,10:34.620 --> 10:35.580they just didn't do this.10:35.621 --> 10:36.121And I want to do this.10:36.561 --> 10:37.702Some people at that point,10:37.802 --> 10:38.723if that happens to you,10:39.304 --> 10:40.445don't say it didn't work.10:41.872 --> 10:43.214That's a mistake people make.10:43.254 --> 10:44.435Well, I hired someone so,10:44.455 --> 10:45.076and it didn't work.10:45.096 --> 10:46.577So I just took it back into myself.10:47.458 --> 10:47.979Just say,10:48.680 --> 10:51.623these are the good things that happened.10:51.823 --> 10:53.705These are the areas that didn't work out.10:54.206 --> 10:55.868So if I brought someone else on,10:56.088 --> 10:57.229I would want these areas10:57.489 --> 10:58.511and then find someone else.11:00.031 --> 11:00.951And then what you do is you11:00.971 --> 11:02.872just keep looking at where11:02.932 --> 11:04.192is Jimmy not spending11:04.232 --> 11:06.632Jimmy's best time and effort.11:06.933 --> 11:08.753And you have to believe that11:08.973 --> 11:12.254that has a just so much more value.11:12.774 --> 11:15.074But man, we have some deep money issues.11:15.454 --> 11:16.075We all do.11:16.915 --> 11:17.795And we just look at11:17.995 --> 11:19.675everything as a damn cost.11:19.915 --> 11:20.195Yeah.11:20.896 --> 11:22.096And it trapped us.11:22.935 --> 11:25.037Because we're just selling our time,11:25.077 --> 11:26.439like selling our soul.11:26.719 --> 11:28.641We're selling our soul to the money death.11:29.021 --> 11:30.583We just keep selling it and selling it.11:30.603 --> 11:32.165I think we have endless time11:32.665 --> 11:34.087hoping that I'm just going11:34.107 --> 11:34.888to do this for now,11:34.948 --> 11:36.449but eventually I'll hire11:36.509 --> 11:37.310someone to do this.11:37.650 --> 11:39.773You don't because you get into habits.11:40.453 --> 11:41.595And habits, as we know,11:41.675 --> 11:43.116are so hard to break.11:44.177 --> 11:45.559So anyways.11:47.534 --> 11:48.737Was that planned on our talk today?11:48.877 --> 11:49.718It wasn't planned.11:50.159 --> 11:53.445So that's one thing that I11:53.465 --> 11:55.689was saying to myself in 2024.11:55.689 --> 11:57.132I don't know why we do this11:57.192 --> 11:59.035around a calendar change, but we do.12:00.003 --> 12:00.243I said,12:00.263 --> 12:01.904I'm going to lean into the scary things.12:02.164 --> 12:03.385And one of them was like,12:03.425 --> 12:04.905I hate this bookkeeping thing.12:04.986 --> 12:06.306And it's on my calendar every month.12:06.426 --> 12:06.886Do this.12:06.967 --> 12:08.087Send out the invoices and12:08.227 --> 12:09.488reconcile and do all these things.12:09.848 --> 12:11.049And I knew I was doing them poorly.12:11.069 --> 12:12.089And I hated it.12:12.509 --> 12:13.370And it was probably costing12:13.410 --> 12:14.850me money in the end because12:15.051 --> 12:15.751I'm not good at it.12:16.331 --> 12:17.252The second thing was...12:18.300 --> 12:19.220What are the things that I12:19.260 --> 12:22.442could bring someone on that I'm okay at,12:22.522 --> 12:23.462I don't mind doing,12:23.502 --> 12:25.383but I don't love anymore, maybe I used to,12:25.763 --> 12:26.984and they're just plain better than me.12:27.664 --> 12:29.445And while they're doing that thing,12:29.765 --> 12:30.605I could be doing the other12:30.645 --> 12:32.406things that I'm more suited for,12:32.786 --> 12:37.008like doing, and move the needle, right?12:37.048 --> 12:38.469Move and put things in the net.12:39.169 --> 12:41.070And that was hiring someone.12:41.450 --> 12:43.791Again, I started in radio as an editor,12:44.071 --> 12:44.731as an audio editor.12:44.751 --> 12:45.332That's where you start.12:45.492 --> 12:46.572Either handing out bumper stickers,12:46.612 --> 12:48.413which I did, or editing, which I did.12:49.253 --> 12:50.894And I'm bringing on an editor too,12:51.114 --> 12:51.654which is like,12:51.714 --> 12:52.974I need someone because I'd12:53.014 --> 12:54.455rather be talking to Jamie.12:54.795 --> 12:55.355And then later on,12:55.375 --> 12:56.496I'm talking to F. Scott.12:56.876 --> 12:58.016And that's two episodes.12:58.396 --> 12:59.017Well, in the past,12:59.057 --> 13:00.277I could talk to Jamie and13:00.357 --> 13:02.238edit Jamie and then release Jamie.13:03.343 --> 13:05.164Now, with adding an editor,13:05.184 --> 13:07.625and I preach this to clients all the time,13:07.685 --> 13:08.946but did not do it because I was like,13:08.966 --> 13:10.067well, I know how to do it.13:10.107 --> 13:11.888So it feels it's like cutting my own grass,13:12.068 --> 13:12.928which I actually like doing.13:13.589 --> 13:15.109But it's like, at some point,13:15.149 --> 13:17.371if I owned so much grass,13:17.791 --> 13:19.392or I had so much other things to do,13:19.432 --> 13:20.372and that wasn't on my list13:20.432 --> 13:21.413is like pay someone to do it then.13:22.423 --> 13:23.784I don't like cutting my own grass.13:24.204 --> 13:25.325I've hired someone else to do it.13:25.765 --> 13:27.086You see, that's the beautiful part.13:27.146 --> 13:28.527I'm not living by Jimmy's13:28.607 --> 13:30.588rules or someone else's rules.13:31.008 --> 13:33.450I'm living by what Jamie likes to do,13:33.890 --> 13:35.291what gives Jamie energy,13:35.852 --> 13:37.673and what doesn't give Jamie energy.13:38.093 --> 13:39.554Some people like to cut13:39.614 --> 13:40.615grass because it's kind of13:40.635 --> 13:42.716this meditative with the sound.13:42.736 --> 13:44.157They like going out there.13:44.637 --> 13:45.778Some people don't.13:46.647 --> 13:48.388but what you don't want to13:48.428 --> 13:49.789do is start getting caught13:49.889 --> 13:51.610up into justification13:51.630 --> 13:53.011because we're really good13:53.031 --> 13:55.012at justifying yes because13:55.132 --> 13:56.633our ego is fragile you know13:56.653 --> 13:57.754I told you I've been going13:57.794 --> 14:00.135deep a lot of this our ego14:00.195 --> 14:02.097is fragile so if we do14:02.157 --> 14:03.097something that's kind of14:03.157 --> 14:05.459like counter like14:06.844 --> 14:09.125Let's say you don't like to cut your grass,14:09.185 --> 14:10.145but you don't want to pay14:10.165 --> 14:11.066for someone to do it.14:11.646 --> 14:13.246You'll justify it because14:13.266 --> 14:15.387you have to satisfy the ego that's saying,14:15.447 --> 14:17.188hey, I'm fragile here.14:17.628 --> 14:18.669Make sure that we have a14:18.709 --> 14:20.149good reason that we can14:20.209 --> 14:22.530tell whoever you're telling.14:23.070 --> 14:25.071But this happens in business14:25.111 --> 14:25.771all over the place.14:25.811 --> 14:27.992I mean, the number one place that happens,14:28.432 --> 14:29.052I'm not talking in the14:29.092 --> 14:30.173beginning of your business.14:30.573 --> 14:31.473I'm talking about after you14:31.513 --> 14:33.034have several hundred thousand dollars,14:33.054 --> 14:33.994maybe like six,14:34.034 --> 14:34.674seven hundred thousand14:34.694 --> 14:35.435dollars in revenue.14:36.275 --> 14:37.448But you're still treating 40,14:37.448 --> 14:38.41950 hours a week.14:39.180 --> 14:39.481Why?14:39.501 --> 14:41.505And we're not talking about14:41.805 --> 14:42.767not able to hire.14:43.368 --> 14:44.570You're choosing not to hire14:44.590 --> 14:45.251because you're like,14:45.452 --> 14:48.437I'm making more money if I14:48.497 --> 14:49.359don't hire someone.14:50.623 --> 14:51.804but you're also trapped in14:51.824 --> 14:53.765your business and you can't14:53.825 --> 14:54.846look at the other things14:54.866 --> 14:55.527that you don't even know14:55.587 --> 14:57.148exist because you don't14:57.168 --> 14:58.149have that viewpoint because14:58.169 --> 14:59.350your viewpoint's a clinician,14:59.770 --> 15:01.291but then you justify it saying,15:01.451 --> 15:02.252I'm saving money.15:02.872 --> 15:05.194This is the mental game that15:05.354 --> 15:08.136keeps us really small and that keeps us15:09.037 --> 15:11.618doubt.15:11.738 --> 15:12.819If you had to explain15:12.919 --> 15:14.239working on or working in15:14.280 --> 15:15.400your business to someone15:15.440 --> 15:16.320because they sound the same,15:16.400 --> 15:17.801how do you explain the15:17.841 --> 15:18.842difference between the two?15:18.862 --> 15:23.604I'm going to stop there.15:23.684 --> 15:24.284How do you explain the15:24.304 --> 15:24.964difference between working15:25.104 --> 15:27.406on and working in your own business?15:28.166 --> 15:28.626First of all,15:28.666 --> 15:29.526do you know where that whole15:30.007 --> 15:30.687stuff came from?15:30.707 --> 15:31.527No.15:31.547 --> 15:36.570It came from the EMF, Michael Gerber.15:37.310 --> 15:37.731He's the one,15:37.971 --> 15:38.833at least that's where I first15:38.873 --> 15:40.356saw it in the late 90s,15:41.178 --> 15:42.280working in your business on it.15:42.300 --> 15:43.743People are still using it left and right.15:44.083 --> 15:44.444I love it.15:44.484 --> 15:46.528People are using it that are15:46.568 --> 15:47.650actually working in the business.15:48.211 --> 15:48.712It's simple.15:49.815 --> 15:51.477In the business is you're15:51.537 --> 15:52.398physically in the15:52.558 --> 15:54.340operations of the business.15:54.620 --> 15:55.241The day-to-day.15:55.801 --> 15:57.603You're responsible for15:58.144 --> 16:00.787something within the day-to-day,16:00.867 --> 16:02.909week-to-week operations of it.16:03.630 --> 16:05.251When you're working on the business,16:05.532 --> 16:07.974you're working with strategic planning.16:08.675 --> 16:12.337You're working with support and training.16:12.837 --> 16:14.498You're working with building16:14.678 --> 16:16.218networks and relationships16:16.498 --> 16:17.719and looking and exploring16:17.759 --> 16:18.599for opportunities.16:19.360 --> 16:20.840You're looking at things16:20.940 --> 16:22.961from a different perspective.16:23.661 --> 16:25.782So you could say working on the business,16:25.802 --> 16:26.363you're going to have a 10,000, 20,000, 30,16:26.363 --> 16:26.623000 foot view.16:26.683 --> 16:27.623Working in the business,16:27.643 --> 16:28.423you're on the ground floor.16:32.793 --> 16:34.234You're in it delivering.16:34.255 --> 16:35.936So that's the way I simply16:36.136 --> 16:38.259see it is I see in it.16:39.059 --> 16:40.541You can't be in it and see16:40.561 --> 16:41.542what's outside of it.16:41.622 --> 16:43.084It's impossible for anything.16:43.404 --> 16:44.405Can you go back?16:44.625 --> 16:47.588Coach, I can't see what I don't see.16:48.189 --> 16:49.650I'm in my business as much16:49.710 --> 16:52.213as I'm removed from maybe16:52.253 --> 16:53.614some of the day to day like you're doing.16:54.055 --> 16:55.056You're not doing the editing.16:55.516 --> 16:57.577So I don't do my social media.16:57.837 --> 16:58.417But you know what?16:58.877 --> 16:59.757I shoot videos.17:00.957 --> 17:01.838I like to shoot videos.17:01.878 --> 17:02.518I like to teach.17:02.558 --> 17:03.178I like to train.17:03.498 --> 17:04.678I just don't do the crap17:04.878 --> 17:05.579that actually puts the17:05.619 --> 17:07.039video on the thing and17:07.079 --> 17:07.999measures all the stats.17:08.539 --> 17:09.460I just show up and say,17:09.740 --> 17:10.800tell me what the stats are17:11.240 --> 17:12.921and tell me what's working17:13.221 --> 17:14.441and what we have to do to improve it.17:15.421 --> 17:15.961That's it.17:16.562 --> 17:18.082I don't stop doing that part.17:18.902 --> 17:20.983But all of the administrative, all that,17:21.323 --> 17:22.404that's in the business.17:22.484 --> 17:25.146Delivery of care, that's in the business.17:25.166 --> 17:26.747That's part of your operations.17:27.447 --> 17:29.568Looking at numbers and17:29.668 --> 17:30.829looking at your metrics,17:31.930 --> 17:33.771that is on your business.17:34.551 --> 17:35.812Putting the metrics together,17:35.832 --> 17:38.113that's in your business.17:39.134 --> 17:41.215You are hiring someone to17:41.275 --> 17:42.876put the bookkeeping and the17:42.936 --> 17:44.037numbers and the financials.17:44.960 --> 17:45.840But don't ever make the17:45.880 --> 17:47.801mistake that at least once a month,17:48.281 --> 17:49.741you don't block out a half hour,17:49.741 --> 17:52.40145 minutes to review what that is.17:52.902 --> 17:54.822That is on business stuff.17:55.362 --> 17:56.562I'll say one more thing about it.17:57.623 --> 17:59.023It's hard to work on your17:59.083 --> 18:00.163business if you don't have18:00.203 --> 18:01.323a clear picture of what the18:01.343 --> 18:02.063heck you're working on.18:03.224 --> 18:03.684In other words,18:03.704 --> 18:05.304we talk about New Year's resolutions.18:05.364 --> 18:07.585Well, I teach New Year's resolutions.18:07.645 --> 18:08.765I just call it something different.18:09.105 --> 18:10.245We just call it creating a18:10.285 --> 18:13.466yearly plan and having certain,18:15.410 --> 18:19.013habits formed that the18:19.053 --> 18:20.014habits right now aren't18:20.094 --> 18:21.796serving us so the habit of18:21.876 --> 18:23.558right now is is making you18:23.578 --> 18:24.639know reactive decisions18:24.699 --> 18:25.600because I emotionally get18:25.640 --> 18:27.501crazy because I hate you18:27.541 --> 18:29.163know you know looking at18:29.203 --> 18:30.945the bank and doing bank18:30.985 --> 18:32.266balance accounting as mike18:32.286 --> 18:34.148mcalowicz talks about then18:34.168 --> 18:35.869to do a better habit is18:35.909 --> 18:36.810well you know what how18:36.830 --> 18:38.151about I just hire someone18:38.792 --> 18:41.375that takes that so then the18:41.415 --> 18:42.977habit becomes I will set a18:43.037 --> 18:44.739meeting twice a month once18:44.779 --> 18:46.401a month and have that18:46.461 --> 18:48.443person explain to me how18:48.543 --> 18:49.804our books are doing and all18:49.824 --> 18:51.166of that so you've18:51.286 --> 18:54.289substituted a habit to help18:55.070 --> 18:56.472remove another habit18:56.932 --> 18:58.975willpower does not change habits18:59.801 --> 19:01.002I'm going to lose weight.19:01.122 --> 19:01.562That's it.19:01.622 --> 19:02.302I'm going to do it.19:02.822 --> 19:04.983You have to put in safeguards.19:05.003 --> 19:06.404You have to put in things19:06.744 --> 19:09.665that over time creates a new habit.19:10.045 --> 19:11.966You can't just cut things cold turkey.19:12.006 --> 19:12.526That doesn't work.19:12.546 --> 19:14.347But anyway, I digress.19:14.387 --> 19:16.648But when we look at these resolutions,19:17.668 --> 19:18.248you're just making19:18.308 --> 19:21.050decisions of what you will19:21.090 --> 19:22.210do and what you won't do.19:23.210 --> 19:24.471You're just creating that.19:24.511 --> 19:26.052But it has to be towards something.19:26.412 --> 19:27.332If it's not towards something,19:27.372 --> 19:27.992it doesn't stick.19:28.252 --> 19:29.033I want to lose weight.19:29.173 --> 19:29.373Why?19:30.646 --> 19:32.007Well, because I want to feel better.19:33.187 --> 19:33.488Why?19:34.408 --> 19:35.569I want to look good in clothes.19:35.709 --> 19:36.049Why?19:37.090 --> 19:40.071Because I feel like a stronger person.19:40.091 --> 19:41.232I feel more confident.19:41.512 --> 19:42.773I'll be able to be stronger19:42.813 --> 19:43.654around my friends.19:44.074 --> 19:44.894How important is that?19:45.074 --> 19:45.835It's important more than19:45.875 --> 19:46.595anything in the world.19:46.895 --> 19:47.136Good.19:48.036 --> 19:49.157Now you're connecting19:49.277 --> 19:51.358something to the weight loss.19:51.958 --> 19:53.159Now the question becomes,19:53.759 --> 19:55.320how serious are you about it?19:55.340 --> 19:56.141What are you willing to do?19:56.881 --> 19:59.424Because if the willpower is your only way,19:59.824 --> 20:00.565it's going to fail,20:00.786 --> 20:02.347which is why just go to the20:02.407 --> 20:03.669gym in February.20:03.689 --> 20:04.490You'll see what I mean.20:04.750 --> 20:05.591Nobody will be there.20:05.891 --> 20:07.373Same old, same old people will be there.20:08.914 --> 20:10.256But it's the same thing in our business,20:10.296 --> 20:10.496too.20:11.337 --> 20:12.198Same exact thing.20:12.298 --> 20:13.600We come up with this stuff.20:13.920 --> 20:15.602OK, starting the first week of June.20:16.829 --> 20:18.631Then we come to February and March,20:19.171 --> 20:20.192and the only thing we're20:20.212 --> 20:21.913doing are the habits that20:21.953 --> 20:23.214are already established.20:24.255 --> 20:25.436It's hard, dude.20:25.657 --> 20:26.137It's hard.20:26.517 --> 20:29.220I use a lot of Jamie Schreier-isms.20:29.900 --> 20:30.481Just the other day,20:30.501 --> 20:33.123I probably used them wrong,20:33.163 --> 20:34.584but the sentiment is there.20:34.884 --> 20:35.745I was talking to someone.20:35.765 --> 20:36.025I was like,20:36.045 --> 20:37.186you're in the getting ready stage.20:37.206 --> 20:38.267I'm like, when's that going to happen?20:38.287 --> 20:38.968Well, I'm getting ready.20:38.988 --> 20:39.969I'm getting ready.20:43.140 --> 20:44.161Getting ready to get ready.20:44.181 --> 20:45.322I'm getting ready to get, you know,20:45.342 --> 20:46.723I'm gonna, I'm gonna, I'm like,20:46.783 --> 20:48.124what's preventing you from doing that?20:48.284 --> 20:48.985And they didn't ask.20:49.025 --> 20:51.146And I just kept saying, but why, but why?20:51.206 --> 20:53.148And then eventually they were like me.20:53.348 --> 20:54.088And I was like, now,20:54.289 --> 20:55.409now we have a breakthrough.20:56.851 --> 20:59.893So, so you have me on here to coach you.20:59.933 --> 21:00.854So let me coach you and21:00.874 --> 21:03.095everyone else can be the fly on the wall.21:03.776 --> 21:05.457So you can,21:05.537 --> 21:06.918you can actually go further21:06.978 --> 21:08.460instead of saying what's preventing you,21:08.480 --> 21:09.781you can tell them what's preventing you.21:10.666 --> 21:12.068So obviously there's some21:12.228 --> 21:14.851level of fear that's21:14.891 --> 21:16.233causing you to not take action.21:16.813 --> 21:18.355What specifically is it?21:19.837 --> 21:22.821So now instead of having to think this,21:23.241 --> 21:24.763you made it easier to think.21:25.344 --> 21:25.964What's the thing?21:26.425 --> 21:28.147Because we know it's fear.21:29.088 --> 21:29.709We know it's fear.21:30.768 --> 21:31.829What I don't know is what21:31.909 --> 21:32.989the fear is for them.21:33.649 --> 21:34.770But you know what's amazing21:34.790 --> 21:36.251when I ask that question to people?21:36.851 --> 21:38.052When they actually say it,21:38.452 --> 21:39.893it depowers the fear.21:39.973 --> 21:41.794The fear is left when it's out there.21:42.174 --> 21:43.434Fear likes to hide.21:43.955 --> 21:45.635It likes to hide right in our brain.21:46.236 --> 21:47.757I always tell people like, look,21:47.857 --> 21:50.078let's shine a light on the fear,21:50.138 --> 21:52.619on the uncomfortableness, on the worry.21:52.659 --> 21:54.660Let's shine a light on that21:54.680 --> 21:55.160son of a bitch.21:55.260 --> 21:56.101Because once you do...21:57.310 --> 21:58.591it loses its power.21:59.031 --> 22:02.633So you're ready for a parallel between me,22:02.913 --> 22:03.954how I selected this book22:03.994 --> 22:06.475company organization and22:06.595 --> 22:07.295physical therapy.22:07.555 --> 22:09.196And part of this might be22:09.356 --> 22:10.397the system is broken,22:10.577 --> 22:12.038but I get tired of giving22:12.118 --> 22:13.679excuses of the system's broken.22:13.939 --> 22:14.579So I'm just going to sit22:14.599 --> 22:15.179here and complain.22:15.880 --> 22:18.001So here's two things you talk about fear.22:18.321 --> 22:19.542And when you shine a light on it,22:20.262 --> 22:21.783my shoulders drop and a fear went away.22:22.458 --> 22:23.958I had no idea what monthly22:23.998 --> 22:24.859bookkeeping would cost.22:24.939 --> 22:25.619I was like, is it $1,000?22:25.659 --> 22:26.759Is it $10,000?22:27.279 --> 22:28.120I don't know.22:28.240 --> 22:29.140And I would go to websites22:29.280 --> 22:29.940and no one would tell me.22:30.880 --> 22:32.261I was like, just ballpark it for me.22:32.441 --> 22:32.981Is it $100?22:34.001 --> 22:34.501Is it $10,000?22:35.282 --> 22:36.262Because if it's $10,000,22:36.262 --> 22:37.862I ain't making $10,22:37.862 --> 22:38.763000 a month kind of money to pay.22:38.863 --> 22:39.303I don't know that.22:40.083 --> 22:41.964So I had no idea, no context.22:42.964 --> 22:45.765This company had very clear ballparks.22:46.005 --> 22:46.265They're like,22:46.305 --> 22:47.765if you're an entrepreneur that does this,22:48.165 --> 22:48.906it's this, it's this.22:49.006 --> 22:50.426So I was like, oh, okay.22:51.852 --> 22:53.655That's completely doable.22:53.895 --> 22:54.897I'm in that range.22:55.297 --> 22:55.978And they had options,22:56.078 --> 22:56.979monthly versus yearly.22:57.000 --> 22:57.240They're like,22:57.260 --> 22:58.041you're going to save more money.22:58.121 --> 22:59.042I was like, okay.22:59.824 --> 23:01.706And the second thing was they...23:03.723 --> 23:05.485made it very easy to figure23:05.585 --> 23:06.926out if this was the right person.23:07.406 --> 23:09.008They said, if this,23:09.448 --> 23:10.429and they listed a couple of23:10.449 --> 23:11.089the different things.23:11.170 --> 23:12.331If this sounds like you,23:12.671 --> 23:13.992we don't know if we can help you,23:14.412 --> 23:15.213but you click here.23:15.413 --> 23:16.774We put you one-on-one for 2023:16.774 --> 23:17.675minutes with someone on the phone.23:17.975 --> 23:19.417You ask them all the questions you want,23:19.757 --> 23:20.998and then they will let you23:21.058 --> 23:22.640know if you sound like a good fit.23:23.300 --> 23:23.460Now,23:23.540 --> 23:24.880take everything about bookkeeping that23:24.900 --> 23:27.321I just said and replace it23:27.381 --> 23:28.341with physical therapy23:28.361 --> 23:29.581because Jamie and I are PTs.23:30.182 --> 23:31.082The problem, I think,23:31.202 --> 23:33.602is that cost thing is so23:33.722 --> 23:35.643ambiguous sometimes that23:35.703 --> 23:37.043people probably are like me23:37.083 --> 23:37.923because there's that fear.23:38.403 --> 23:38.764Is this a $10,000?23:39.444 --> 23:40.844Does this ever end?23:40.904 --> 23:42.724Is this three times a week forever?23:43.285 --> 23:44.025What is this?23:44.245 --> 23:46.525And I think that is, for my opinion,23:46.605 --> 23:48.326a limiting factor why a lot of people,23:48.406 --> 23:49.026patient-wise,23:49.606 --> 23:50.969might not begin that23:51.049 --> 23:52.331conversation with a PT.23:52.591 --> 23:53.613They can't understand the23:53.713 --> 23:55.916outcome because the process23:55.996 --> 23:57.238feels very ambiguous.23:57.859 --> 24:00.223Well, we're in a world of, well,24:00.343 --> 24:00.784I say this,24:02.810 --> 24:04.411We're in a world of transparency.24:05.131 --> 24:06.731People want transparency.24:06.971 --> 24:07.611Having said that,24:07.851 --> 24:11.112not everyone's transparent, as we know.24:11.592 --> 24:13.753But the successful companies24:13.913 --> 24:14.933are transparent.24:15.613 --> 24:18.734They tell you up front what this is.24:19.634 --> 24:21.395And the reason they do that24:21.415 --> 24:23.635and are successful is24:23.655 --> 24:25.116because they're clear on who they are.24:25.916 --> 24:27.157They're clear on the type of24:27.217 --> 24:28.397person they want to serve.24:29.058 --> 24:31.299They're clear on what is the24:32.039 --> 24:34.101cost or whatever the things that you get.24:34.201 --> 24:35.101Like I learned from this,24:35.161 --> 24:37.022like originally when I was doing coaching,24:37.042 --> 24:39.143I didn't know myself.24:40.104 --> 24:41.665Like I did everything kind24:41.705 --> 24:42.966of like off the cuff.24:43.446 --> 24:46.588Like I knew how to help you, but the cost,24:46.628 --> 24:47.808I would be changing my mind.24:47.828 --> 24:48.469I'd be doing this.24:48.509 --> 24:49.329I'd be like, oh, maybe this.24:49.369 --> 24:51.210Like that's not what people want.24:51.230 --> 24:52.611That didn't make people feel secure.24:55.296 --> 24:56.037Oh, my bad, dude.24:56.077 --> 24:56.457That was bad.24:56.477 --> 24:57.097I'll edit that out.24:57.138 --> 24:58.178That was me.24:58.218 --> 25:01.381The idea is, and this is the mindset shift,25:01.421 --> 25:01.641right?25:01.721 --> 25:03.322That's a big part of what25:03.362 --> 25:04.263we're doing here.25:04.603 --> 25:06.565We're changing how we think about things.25:07.085 --> 25:08.026The shift is,25:08.046 --> 25:10.408how about we look at it from25:10.448 --> 25:13.070the perspective of our patients,25:13.730 --> 25:15.332of our client?25:15.432 --> 25:17.293What is it that would make25:17.373 --> 25:19.435them feel comfortable?25:20.200 --> 25:21.402what is it that they would25:21.522 --> 25:22.903need to be able to make a25:22.943 --> 25:25.486decision so this is by the25:25.546 --> 25:27.588way jimmy working on the25:27.628 --> 25:29.531business stuff you can't do25:29.611 --> 25:31.172this when you have 3025:31.172 --> 25:32.274things on your plate you25:32.314 --> 25:34.196have 20 notes to do you got25:34.216 --> 25:35.277a bunch of patients coming25:35.357 --> 25:36.538in you got docs on the25:36.558 --> 25:37.620phone you got insurances25:37.660 --> 25:40.263denying you you you can't do this25:42.476 --> 25:45.197In that world, you need to step away,25:45.297 --> 25:46.878step all the way back and saying,25:47.398 --> 25:50.179how do we create a better25:50.379 --> 25:52.239experience for our client,25:52.639 --> 25:53.479for our patient?25:53.980 --> 25:55.400And you just have to keep25:55.480 --> 25:56.500asking questions.25:57.161 --> 25:58.401How do we do that on the25:58.981 --> 26:01.242idea of expectations?26:02.822 --> 26:03.862People feel more comfortable26:03.903 --> 26:05.363when they know what's expected of them.26:06.409 --> 26:07.510In Practice Free to View,26:08.130 --> 26:10.251our first call is called a26:10.312 --> 26:11.312getting started call.26:12.033 --> 26:13.093And we tell people,26:13.153 --> 26:15.235I tell them on my initial discovery call,26:15.275 --> 26:16.315but we tell people,26:16.896 --> 26:18.056I just want to be clear.26:18.857 --> 26:21.118Here's what you can expect from us.26:21.258 --> 26:21.979I start out with us.26:22.819 --> 26:24.180Here's what you can expect from us.26:24.640 --> 26:25.920We are going to provide you26:26.180 --> 26:27.101everything you need.26:27.521 --> 26:28.701We are going to support you.26:29.141 --> 26:30.002We're going to kick your26:30.102 --> 26:31.522butt sometimes if we have to.26:32.182 --> 26:33.163But you're going to have26:33.383 --> 26:34.243everything you need to26:34.383 --> 26:35.764build the business and the26:35.864 --> 26:36.984practice that you want.26:37.804 --> 26:39.165Here's what we need from you.26:40.165 --> 26:43.226We expect you to show up on time,26:43.786 --> 26:44.347prepared.26:45.147 --> 26:46.667We expect you to block out26:46.767 --> 26:47.628on your calendar.26:48.550 --> 26:50.150our coaching calls and et cetera.26:50.911 --> 26:54.171We expect you to do the best you can,26:55.432 --> 26:56.372the best you can.26:57.372 --> 26:59.692Now, where did I get that?27:00.333 --> 27:03.053It's the exact same thing I did with PT.27:03.953 --> 27:06.234In my practice, when I had trouble,27:06.294 --> 27:06.594you know,27:07.874 --> 27:09.855retaining patients and visits27:09.915 --> 27:12.035and cancellations, I just, you know,27:12.075 --> 27:13.115I started talking to my27:13.255 --> 27:14.456coach and mentors and all that.27:14.476 --> 27:15.156And I've just been like,27:16.158 --> 27:17.038You have to look at it from27:17.058 --> 27:17.599their perspective.27:17.659 --> 27:19.480How do you make their thing?27:19.720 --> 27:20.700And don't assume you know27:20.800 --> 27:21.581what they're thinking.27:23.021 --> 27:24.302So we start to ask questions27:24.342 --> 27:26.403and we realize that, first of all,27:26.423 --> 27:27.624they don't even know what we do.27:28.824 --> 27:30.225And what they do know is27:30.265 --> 27:31.346incorrect information,27:31.726 --> 27:33.747but it doesn't mean they27:33.767 --> 27:34.587don't believe it.27:35.608 --> 27:35.888Well,27:35.988 --> 27:37.549I believe I have to go a million times.27:38.809 --> 27:40.170I believe that you're going to hurt me.27:41.508 --> 27:42.989I believe that I'm gonna get27:43.049 --> 27:44.350nickel and dime with stuff.27:44.430 --> 27:45.191I believe that I'm gonna get27:45.211 --> 27:45.971stuck with the bill.27:46.772 --> 27:48.593You don't judge whether27:48.653 --> 27:49.534they're right or wrong.27:49.934 --> 27:52.136All you have to do is start27:52.896 --> 27:54.317figuring out responses,27:54.357 --> 27:55.858which is called answering objections.27:56.539 --> 27:57.519You just have to figure out,27:57.880 --> 28:00.542so how are you going to respond to that?28:00.902 --> 28:01.522Well, guess what?28:02.003 --> 28:02.963If you're not spending any28:03.063 --> 28:05.085time responding to28:05.145 --> 28:07.086objections and teaching28:07.106 --> 28:08.187your staff how to do that,28:08.387 --> 28:09.348especially front desk,28:11.052 --> 28:12.853then shouldn't you have a28:12.933 --> 28:14.233lot of cancellations and no28:14.293 --> 28:16.554show and a poor utilization?28:16.934 --> 28:18.554Should you not be making any money?28:18.574 --> 28:19.354I mean,28:19.895 --> 28:21.155don't you deserve that for not28:21.515 --> 28:22.555doing what is needed?28:23.256 --> 28:25.096Now you can justify and say,28:25.176 --> 28:26.176I don't know how to do it.28:26.536 --> 28:26.957Okay.28:27.937 --> 28:29.837But come on, with the world,28:31.498 --> 28:32.978you can get taught anything.28:32.998 --> 28:34.319You can go on YouTube and28:34.359 --> 28:35.959get exactly everything you need.28:35.979 --> 28:38.400It's your job as the owner28:39.614 --> 28:41.696is to make it, to put it in place.28:43.397 --> 28:43.977That's, I mean.28:44.858 --> 28:46.499Here's a very visible answer,28:46.599 --> 28:48.060or here's a very visible28:48.180 --> 28:49.341example of what you just said.28:50.222 --> 28:53.424I think five to seven years ago,28:53.604 --> 28:55.145whenever you went to a website,28:55.545 --> 28:56.206when you were looking to28:56.246 --> 28:58.167hire a bookkeeper or a28:58.307 --> 28:59.248video editor or anything,29:00.825 --> 29:03.409they would bury the cost29:03.469 --> 29:05.191question in a click here,29:05.311 --> 29:06.272let's set up a call,29:06.633 --> 29:07.854get a personalized quote.29:08.655 --> 29:10.578That was five to seven years ago.29:11.099 --> 29:12.240And now one of the first29:12.280 --> 29:14.063thing you see across the29:14.103 --> 29:15.685header of websites is pricing.29:16.792 --> 29:17.853Because I think people,29:17.953 --> 29:18.614I think businesses29:18.734 --> 29:19.775understood what you're saying,29:19.795 --> 29:20.896which is that is the29:20.956 --> 29:21.857objection they're looking,29:22.018 --> 29:23.259that they bring out first.29:23.860 --> 29:25.021And as long as you give them29:25.061 --> 29:28.504a context or at least help29:28.565 --> 29:32.328them understand, get them closer, people,29:32.489 --> 29:33.610the fear is reduced.29:33.830 --> 29:34.871That is one thing that the29:34.911 --> 29:35.892bookkeeper did for me.29:36.072 --> 29:36.853They were very clear that29:36.893 --> 29:37.434here's our pricing.29:38.720 --> 29:39.260Take it or leave it,29:39.681 --> 29:41.602which probably does them some good,29:41.642 --> 29:42.222which is they're not29:42.262 --> 29:43.383booking one-on-one calls29:43.443 --> 29:45.864with their reps for people29:45.904 --> 29:46.905who are never going to buy29:46.945 --> 29:48.606their product in the first place.29:48.966 --> 29:50.327So then they have to,29:50.607 --> 29:53.269the owner of that company, first of all,29:53.329 --> 29:54.310has to make a conscious29:54.350 --> 29:55.270decision to do this.29:56.151 --> 29:57.532And that conscious decision29:58.032 --> 29:59.013comes from values.29:59.773 --> 30:01.595It comes from what that owner believes.30:02.215 --> 30:03.356We're the type of company30:03.396 --> 30:04.657that is in integrity.30:04.897 --> 30:05.838We're the type of company30:05.858 --> 30:06.879that is transparent.30:06.939 --> 30:09.001Like those standards,30:09.081 --> 30:10.982those values is what guides30:11.383 --> 30:12.904your thought process and behavior.30:13.304 --> 30:16.567So then the end solution becomes, hey,30:16.647 --> 30:17.027Jimmy,30:17.147 --> 30:19.149so are we going to put pricing on there?30:19.169 --> 30:19.750Well-30:20.530 --> 30:21.970Our value is transparency.30:22.490 --> 30:23.871So let's put pricing on there.30:23.911 --> 30:24.971Let's make sure we create30:24.991 --> 30:26.611the context of what30:26.651 --> 30:28.352separates us from other companies.30:28.752 --> 30:29.812And then you know what we're going to do?30:30.372 --> 30:32.352Let people choose because I30:32.592 --> 30:35.173don't want 60% of our calls30:35.793 --> 30:37.553not to turn into clients.30:38.113 --> 30:39.694I'd rather have 10% of our30:39.734 --> 30:41.134calls do that because I'm30:41.214 --> 30:42.414paying for people to be on30:42.454 --> 30:43.694these calls and I don't30:43.734 --> 30:44.815want to just a bunch of people.30:45.015 --> 30:46.235But guess what that also takes?30:47.188 --> 30:48.689It takes an abundance30:48.749 --> 30:51.551mindset because a scarcity mindset is,30:52.431 --> 30:54.393well, if I put what we really do,30:55.093 --> 30:56.474what if they don't come and30:56.514 --> 30:57.955now I don't have any patients?30:58.956 --> 31:01.697So you have to believe that31:01.737 --> 31:02.958there's plenty for everyone,31:02.998 --> 31:03.839especially in our field.31:04.119 --> 31:05.660I say this all the time.31:05.960 --> 31:07.261There's 343 million human31:07.301 --> 31:08.562bodies just in the US.31:09.402 --> 31:10.923There's plenty of bodies out there.31:11.324 --> 31:12.124What they don't know is they31:12.144 --> 31:12.985don't know who you are.31:13.845 --> 31:14.886They don't know the benefits31:14.946 --> 31:16.147that you could provide for them.31:16.667 --> 31:17.948They don't know where you are.31:18.228 --> 31:19.509They don't know how you operate.31:19.529 --> 31:20.649They don't know what you believe.31:20.910 --> 31:22.451They don't know what services you do.31:22.471 --> 31:23.651They don't even know what those mean.31:24.132 --> 31:25.112That's your job.31:25.853 --> 31:27.333As the owner, your job,31:27.774 --> 31:29.675not to bitch and complain and saying,31:30.015 --> 31:31.156well, they should know what we do.31:32.409 --> 31:33.991No, they shouldn't know what they do.31:34.451 --> 31:36.033And don't blame the APTA.31:36.453 --> 31:37.774These are associations.31:38.315 --> 31:38.816You know what?31:39.276 --> 31:40.838I stopped blaming the APTA a31:40.878 --> 31:41.738long time ago.31:42.199 --> 31:43.460They're doing the best they can.31:43.500 --> 31:44.401But what I'm not doing,31:44.781 --> 31:45.742expecting them to31:46.263 --> 31:49.006communicate clearly what I do.31:49.266 --> 31:50.227That's my job.31:50.567 --> 31:50.767Yeah.31:51.448 --> 31:52.949You can bitch and complain about it.31:53.930 --> 31:54.471Go for it.31:55.111 --> 31:56.012It ain't gonna change.31:57.413 --> 31:58.414Just take ownership.31:58.934 --> 32:00.015When you take ownership,32:00.415 --> 32:01.416building a business becomes32:01.576 --> 32:03.618so much easier when you just own it.32:04.739 --> 32:05.700If you keep blaming,32:06.941 --> 32:08.502you're never gonna really move forward.32:09.082 --> 32:10.564Blaming other just32:10.644 --> 32:12.085reinforces your position of32:12.125 --> 32:12.886you being right,32:14.287 --> 32:15.207even though the results32:15.227 --> 32:16.288you're getting are not right.32:16.909 --> 32:17.790So the results,32:18.190 --> 32:19.271here's what I want people to do.32:20.646 --> 32:21.687Look in the mirror and32:21.767 --> 32:23.308honestly say that the32:23.368 --> 32:24.389results you're getting,32:24.670 --> 32:25.851whatever those results may be,32:26.171 --> 32:28.993financial result, time, happiness,32:29.094 --> 32:31.696wellbeing, whatever you want,32:32.276 --> 32:34.238and ask yourself, mirror,32:34.819 --> 32:36.540am I getting the results that I want?32:36.620 --> 32:38.142And you have to honestly answer.32:38.702 --> 32:40.404If the answer is no,32:41.084 --> 32:42.706then if you don't change32:43.366 --> 32:44.668how you're doing things,32:44.968 --> 32:46.409how you're thinking about things,32:47.050 --> 32:48.291like really change them,32:48.331 --> 32:49.332not just want to change them,32:49.953 --> 32:51.434then don't expect any32:51.514 --> 32:53.577significant changes in the outcomes.32:54.698 --> 32:55.679Just period.32:56.700 --> 32:58.041And by looking at the32:58.061 --> 32:58.802businesses that are out32:58.822 --> 32:59.643there and the practices32:59.663 --> 33:00.323that are out there,33:02.225 --> 33:03.627most of them just aren't making it.33:04.448 --> 33:05.729Then they get scared and33:05.769 --> 33:06.910they sell it for pennies on33:06.930 --> 33:08.131the dollar to these bigger33:08.171 --> 33:09.492comes that certainly know33:09.512 --> 33:10.292what the heck they're doing.33:10.833 --> 33:12.073They're making a fortune off of yours.33:12.294 --> 33:13.655But you're also selling your dream.33:14.215 --> 33:15.416You're selling this thing33:15.776 --> 33:16.717that you want to do.33:17.317 --> 33:18.098And then you go into what,33:18.138 --> 33:19.219working for someone else?33:19.239 --> 33:20.439And then you're unhappy doing that?33:20.459 --> 33:21.080Uh-uh.33:21.540 --> 33:22.801That's not the solution.33:23.502 --> 33:25.223The solution is start being33:25.263 --> 33:25.923a professional.33:25.943 --> 33:26.764Start being a pro.33:27.364 --> 33:28.425Start taking this seriously.33:28.465 --> 33:29.606Look in the mirror and say,33:29.686 --> 33:30.727you don't know what you're doing.33:31.795 --> 33:35.177Start there and then say, but I can learn.33:35.197 --> 33:37.979That's what I did.33:38.039 --> 33:39.420I looked in the mirror, dude.33:40.941 --> 33:41.722Just one point.33:41.982 --> 33:42.703I looked in the mirror.33:42.723 --> 33:43.963This was, I don't know how many years ago,33:44.003 --> 33:44.664a long time ago.33:45.585 --> 33:46.585And this was right after my33:46.645 --> 33:47.246place burned down.33:47.986 --> 33:48.787And I shared that story33:48.807 --> 33:49.647about how my place burned33:49.687 --> 33:50.908down three years into it.33:51.789 --> 33:53.290But even before it burned down,33:53.310 --> 33:53.910I wasn't happy.33:54.371 --> 33:55.631And I looked in the mirror and I said,33:55.651 --> 33:55.772Jamie,33:55.792 --> 33:57.052you don't know what the F you're doing.33:57.433 --> 33:58.193And that was hard for me33:58.213 --> 33:58.974because my ego says,34:00.247 --> 34:00.747I'm smart.34:01.187 --> 34:01.688I'm good.34:01.708 --> 34:02.488People love me.34:02.508 --> 34:03.529I'm a hell of a therapist.34:03.569 --> 34:04.269Yada, yada, yada.34:04.649 --> 34:04.889I said,34:04.909 --> 34:07.590I don't know about this business stuff.34:07.610 --> 34:08.531I want to know about it.34:09.151 --> 34:10.472I want to think I know about it.34:11.172 --> 34:12.053I read the e-myth.34:12.193 --> 34:13.213I should know about working34:13.573 --> 34:14.554on your business, not in it.34:15.654 --> 34:17.155But I don't know how to do that.34:17.595 --> 34:19.116I don't know how to stay34:19.156 --> 34:21.097accountable to actually do it.34:21.977 --> 34:23.179And that's when things34:23.319 --> 34:24.602changed for me because I34:24.622 --> 34:25.844was honest with myself.34:26.285 --> 34:27.407I think people aren't honest34:27.427 --> 34:28.128with themselves.34:28.569 --> 34:29.911And when you're not honest with yourself,34:29.971 --> 34:31.354Jimmy, it's easy to blame others.34:32.616 --> 34:33.337At the end of the day,34:33.417 --> 34:34.719you need to feel right.34:35.560 --> 34:36.620And the way you feel right34:37.360 --> 34:39.121is by justifying your position,34:39.481 --> 34:40.301even if it's not getting34:40.341 --> 34:41.061you what you want.34:41.321 --> 34:42.961And that's how you blame other people.34:43.521 --> 34:45.042You know, like I told you,34:45.082 --> 34:46.562I've been going real deep34:46.702 --> 34:47.702for the last thing and I'm34:47.742 --> 34:48.822coming up with these things34:48.882 --> 34:50.543and it's making all the34:50.583 --> 34:51.603difference with people though.34:51.943 --> 34:52.883Because once you see it,34:53.743 --> 34:54.543you can change it.34:54.803 --> 34:55.583Here's a quote that might34:55.683 --> 34:58.924summarize or capitalize on34:58.964 --> 34:59.684what you just said,35:00.324 --> 35:02.345which is the results that35:02.365 --> 35:03.945you're seeking are hiding35:03.965 --> 35:05.205in the work that you're avoiding.35:06.488 --> 35:08.949Yeah.35:09.749 --> 35:10.849I might've said something, but I mean,35:10.889 --> 35:11.870someone smarter said that35:11.890 --> 35:13.850before me and I might've changed it.35:13.890 --> 35:14.771I think you put it on my35:14.791 --> 35:15.711Facebook post or something.35:15.771 --> 35:16.171I might've.35:16.671 --> 35:16.871Yeah.35:16.911 --> 35:20.232Because yeah, that was it because right.35:20.312 --> 35:21.093That's right.35:21.133 --> 35:21.313Yeah.35:21.333 --> 35:22.493Nobody cares about your35:22.573 --> 35:24.094excuses as much as you do.35:24.434 --> 35:25.234Yeah.35:25.314 --> 35:26.494Which is keep pointing.35:26.534 --> 35:28.555Like no one, it's not that no one,35:28.635 --> 35:28.795you know,35:28.815 --> 35:29.575cause some people would say like,35:29.635 --> 35:30.716no one cares, work harder.35:30.836 --> 35:31.736Like that's a great thing to35:31.776 --> 35:32.917put on a motivational poster,35:32.957 --> 35:33.417put on the wall.35:34.017 --> 35:34.137But,35:35.252 --> 35:38.174But working harder isn't what, Jamie,35:38.274 --> 35:39.014isn't what you're saying.35:39.054 --> 35:41.836You're saying the success35:41.856 --> 35:43.277you're seeking is hiding in35:43.297 --> 35:44.398the things that you're avoiding.35:44.898 --> 35:46.139So that's when I decided to,35:46.159 --> 35:49.521I can 2x myself if I hired an editor,35:49.721 --> 35:50.041and I did.35:51.002 --> 35:52.142And there are these things35:52.202 --> 35:53.343that I'm sweeping under the35:53.403 --> 35:54.964rug or just avoiding or35:55.164 --> 35:56.425trudging through and doing35:56.445 --> 35:58.066them that someone else could do better.35:58.906 --> 35:59.186Likely,35:59.226 --> 36:00.247I'm going to hire a bookkeeper and36:00.267 --> 36:01.027they're going to find me36:01.088 --> 36:02.108more money than I'm paying them.36:02.128 --> 36:03.209Probably.36:03.229 --> 36:03.569Probably.36:04.388 --> 36:07.829And what I love to do too, because I'm a,36:09.310 --> 36:09.930I don't know what I am,36:09.970 --> 36:11.830but I like to do best case,36:11.950 --> 36:12.831worst case scenarios.36:13.331 --> 36:13.731Okay, good.36:13.791 --> 36:14.291Yes.36:14.331 --> 36:15.772I'm one of those people.36:15.872 --> 36:16.592I always do that.36:17.712 --> 36:21.313And very few times I ever36:22.674 --> 36:24.214choose not to do something36:24.254 --> 36:25.815because of a worst case scenario.36:26.255 --> 36:26.455Right.36:27.199 --> 36:28.679Because the fact that you36:28.719 --> 36:30.940even do a best case, worst case scenario,36:31.600 --> 36:33.401and my mindset is,36:33.421 --> 36:35.481and what I teach my clients36:35.621 --> 36:38.202is the mindset of the only36:38.302 --> 36:42.203time you fail is when you36:42.263 --> 36:43.303don't learn from it.36:44.123 --> 36:45.343That's the only time you fail.36:45.404 --> 36:45.884Other than that,36:45.924 --> 36:47.204you're never going to learn36:47.924 --> 36:48.664from succeeding.36:48.944 --> 36:50.285You don't learn from succeeding.36:50.305 --> 36:51.645You only learn from failing.36:51.945 --> 36:54.626But you can fail and not learn.36:55.006 --> 36:55.246Correct.36:55.731 --> 36:55.931Right.36:56.011 --> 36:56.512I mean,36:56.532 --> 36:58.714you can fail and not learn from36:58.734 --> 37:00.676your mistakes and just37:00.716 --> 37:02.157continue to repeat them in37:02.197 --> 37:02.738different ways.37:03.218 --> 37:04.339But if you fail,37:04.379 --> 37:05.641so your worst case scenario is.37:06.542 --> 37:07.823And so if I was coaching you, Jimmy,37:07.863 --> 37:08.764I said, Jimmy,37:08.804 --> 37:10.625what's really I like use37:10.646 --> 37:11.366the word resistance.37:11.406 --> 37:12.547What's really the resistance?37:12.587 --> 37:14.129Like what what is it?37:14.189 --> 37:15.570And you can be honest with me right now.37:16.251 --> 37:18.093What was the resistance of37:18.153 --> 37:19.154hiring the bookkeeper?37:20.844 --> 37:23.485I had no idea if it was going to be $10,37:23.485 --> 37:25.446000 or, or a hundred dollars a month.37:25.486 --> 37:26.526I had no idea scale.37:26.806 --> 37:30.387And this was the unknown of money.37:30.788 --> 37:31.068Correct.37:31.268 --> 37:32.968Is it possible to have an37:33.088 --> 37:34.289idea to find out some37:34.309 --> 37:35.509information to at least get37:35.929 --> 37:36.590what that could be?37:37.130 --> 37:37.290Yes.37:37.450 --> 37:38.650So let's make that the first step.37:39.070 --> 37:40.611And I did like to do that.37:40.931 --> 37:41.031Right.37:41.111 --> 37:41.351Okay.37:41.511 --> 37:43.252So then now this thing that37:43.272 --> 37:44.072you're running around in37:44.112 --> 37:44.992your head for who knows how37:45.012 --> 37:46.273many weeks or months or37:46.353 --> 37:47.954years can actually be37:48.014 --> 37:49.134solved in about five minutes.37:51.167 --> 37:55.568Okay, what else is the deeper resistance?37:56.429 --> 37:59.069Is there any worry, fear around money?38:00.150 --> 38:03.671Like just in general, like why would I,38:03.811 --> 38:04.931and some people need prompting.38:05.171 --> 38:05.811You're probably one of those38:05.851 --> 38:06.412guys that would.38:08.372 --> 38:10.253Why would I pay somebody38:10.433 --> 38:12.353that I can do myself,38:12.994 --> 38:14.134even though I don't love it,38:14.414 --> 38:15.494but I don't mind it?38:16.395 --> 38:17.215Was that something that went38:17.235 --> 38:17.655through your head?38:18.628 --> 38:19.209Uh, yes.38:19.589 --> 38:22.151Mostly it was, um, I think if,38:22.752 --> 38:24.613if I could take a stab at38:24.694 --> 38:25.314mostly it was like,38:25.434 --> 38:26.675I didn't know what I didn't know.38:26.996 --> 38:28.157So I didn't know, uh,38:29.534 --> 38:31.275I was also insecure with how bad it was.38:31.375 --> 38:32.715Maybe my books are so bad.38:32.936 --> 38:33.376Oh my God.38:33.416 --> 38:34.256Like maybe my house is,38:34.876 --> 38:35.657I don't want to hire a house,38:36.017 --> 38:36.777someone to clean my house38:36.837 --> 38:37.558once a month because my,38:37.738 --> 38:38.698my place is so dirt.38:38.758 --> 38:41.339It's not, but like your resistance,38:42.100 --> 38:43.720let's go, let's go deep into this.38:44.321 --> 38:45.561You're cause this is really common.38:45.941 --> 38:48.362Your resistance was really reality.38:48.842 --> 38:49.043Yeah.38:49.503 --> 38:49.703Okay.38:50.123 --> 38:51.644This person would bring38:51.704 --> 38:54.925about a reality that you38:55.165 --> 38:58.367weren't ready to face.38:59.369 --> 39:00.994And what I mean by that is39:01.595 --> 39:02.698we get a lot of people that39:02.738 --> 39:04.423are resistant to financials.39:05.846 --> 39:08.888And I believe some of the reason,39:08.928 --> 39:09.809not all of the reason,39:09.909 --> 39:12.811is because the financials is a fricking,39:13.771 --> 39:15.913just right in your face of39:16.033 --> 39:16.853how you're doing.39:17.794 --> 39:19.055It's unemotional.39:19.755 --> 39:21.076It's flat out objective.39:22.117 --> 39:24.919And some of us, and I'm with you, Jimmy,39:25.259 --> 39:26.900when I did my books myself, which is,39:27.400 --> 39:28.501it's laughable that I did39:28.541 --> 39:29.242my books myself.39:29.502 --> 39:31.703I wasn't even, I was losing thousands.39:34.618 --> 39:35.559Part of it was I didn't want39:35.579 --> 39:37.560to pay someone, but if you go deeper,39:38.180 --> 39:39.221when I reflect back,39:40.382 --> 39:43.263I didn't want to see what I wasn't doing.39:43.844 --> 39:45.044I didn't want someone to39:45.104 --> 39:47.226tell me I wasn't good39:47.686 --> 39:49.387because I have a fragile39:49.627 --> 39:53.969ego and I can't handle that.39:55.090 --> 39:57.892So what happened was eventually,39:57.912 --> 40:00.033and I know this is happening for you,40:00.053 --> 40:01.294what I wanted was40:02.987 --> 40:06.069was greater than that fear or that worry,40:06.390 --> 40:07.150which was bullshit.40:07.390 --> 40:08.491The worry was bullshit.40:08.911 --> 40:10.212It was something I concocted40:10.232 --> 40:12.995in my own head because the person I hired,40:13.015 --> 40:14.396like the person that you hired,40:15.016 --> 40:15.897she was great.40:16.437 --> 40:17.018She helped me.40:17.178 --> 40:19.279She taught me P&L.40:19.319 --> 40:20.880She taught me what chart of accounts were.40:21.081 --> 40:22.301She taught me how to organize it.40:22.642 --> 40:24.143She taught me what a balance sheet was.40:24.463 --> 40:25.564I read about this a little bit,40:25.604 --> 40:26.505but I really didn't have a40:26.565 --> 40:28.006clue because now I had40:28.066 --> 40:28.746something that it was40:28.806 --> 40:30.468related to that was important to me.40:31.088 --> 40:32.229So all of a sudden I'm like,40:33.783 --> 40:35.964Look how much time I wasted40:36.985 --> 40:39.446on this whole story I had in my head.40:40.507 --> 40:43.088So as you begin, this is a skill, Jimmy,40:43.128 --> 40:43.448for you.40:43.468 --> 40:45.129Take the lesson.40:45.489 --> 40:47.090I'm going to tell you to do40:47.130 --> 40:47.710something right now.40:48.431 --> 40:49.571Not this second, but when we're done.40:50.091 --> 40:53.553I want you to debrief that40:53.633 --> 40:55.254situation that you just went through.40:56.155 --> 40:57.235And here's what I mean by debrief.40:58.496 --> 41:00.497Name it, hiring a bookkeeper.41:01.986 --> 41:05.927what went well what went41:05.967 --> 41:09.548well what went good second41:11.328 --> 41:12.628what did you have trouble41:12.688 --> 41:17.089with to be how did you41:17.129 --> 41:22.570handle it three what did41:22.610 --> 41:26.171you learn from it four41:27.551 --> 41:29.712knowing this what can you41:29.772 --> 41:31.652do moving forward41:32.603 --> 41:34.064that will help you in the41:34.104 --> 41:36.045future yeah I'm already41:36.065 --> 41:36.926thinking about these things41:36.986 --> 41:40.508yeah this is the most41:40.688 --> 41:44.891important tool concept we41:44.931 --> 41:45.872teach at practice freedom41:45.892 --> 41:47.753you we call it the mini41:47.773 --> 41:49.795debrief but it's a it's a41:49.855 --> 41:51.516reflection tool and if you41:51.556 --> 41:53.677look at psychology and you41:53.717 --> 41:54.458look at all the stuff41:54.478 --> 41:55.458that's out there written by41:55.538 --> 41:56.979all these very very smart41:57.039 --> 41:58.240people a whole lot smarter41:58.280 --> 42:01.763than I am they will have elements of42:02.748 --> 42:05.491people always look forward42:07.412 --> 42:08.553and they don't look42:08.854 --> 42:11.476backwards and the gold is42:11.576 --> 42:13.037looking and reflecting42:13.198 --> 42:14.899backwards and the problem42:14.979 --> 42:16.320is when you don't spend the42:16.360 --> 42:17.261time by the way this is42:17.301 --> 42:18.462also working on your42:18.502 --> 42:19.503business when you don't42:19.583 --> 42:21.065spend the time reflecting42:22.213 --> 42:24.955You will gloss over it in your memory.42:25.596 --> 42:28.338Your memory isn't about the facts.42:29.059 --> 42:32.242Your memory will put it into some nice,42:32.482 --> 42:35.524neat package that sounds good to you.42:36.385 --> 42:38.547But it isn't anywhere close42:39.267 --> 42:40.789to what actually happened.42:41.604 --> 42:43.285The only way to really do it42:43.405 --> 42:44.646is to reflect back.42:45.226 --> 42:46.927And you can reflect something like this.42:47.368 --> 42:48.528I would reflect sooner42:48.588 --> 42:50.189rather than later so you can remember.42:50.870 --> 42:52.911But you can also, for things like,42:53.772 --> 42:55.673you can reflect back things a while ago.42:55.693 --> 42:58.194Because the questions that42:58.214 --> 42:59.635you're asking yourself around,43:00.135 --> 43:02.177so we just call it did well do better.43:02.217 --> 43:03.437That's like a quick way of doing it.43:03.818 --> 43:04.518What went well?43:04.598 --> 43:05.479What could you do better?43:05.839 --> 43:07.000But I kind of added some43:07.020 --> 43:07.800other stuff into that.43:09.281 --> 43:10.641You'll learn so much that43:10.661 --> 43:11.642will give you then now43:11.742 --> 43:13.682confidence with your next43:13.742 --> 43:15.483hire or with the next thing43:15.503 --> 43:16.223that you fear.43:16.263 --> 43:17.203Because you could look back43:17.223 --> 43:18.243at this and say, you know what?43:18.964 --> 43:20.044I feared stuff before.43:20.824 --> 43:21.644But look at all these43:21.684 --> 43:22.885results that I feared.43:23.445 --> 43:24.685Look at what I learned from it.43:25.165 --> 43:26.586So the worst case scenario,43:26.726 --> 43:28.406and I've done this hundreds of times.43:28.846 --> 43:30.167I debrief almost everything.43:31.207 --> 43:32.547What I've learned is I've43:32.627 --> 43:34.248learned how to learn from43:34.928 --> 43:38.409my mistakes and failures to use them43:39.246 --> 43:42.789to help overcome my natural43:42.849 --> 43:43.890tendency not to move43:43.930 --> 43:45.331forward with something and43:45.391 --> 43:46.372just hold back.43:49.675 --> 43:50.535I had a conversation or43:50.575 --> 43:51.336interaction with somebody43:51.376 --> 43:52.837on Twitter where somebody43:52.857 --> 43:53.738made a statement and I43:53.818 --> 43:54.819chimed in that I agreed.43:55.339 --> 43:57.881And the statement was, I love failure.43:58.102 --> 43:59.142And I was like, I love failure too.44:00.216 --> 44:00.916And then the third guy44:00.956 --> 44:01.716chimed in and was like,44:02.297 --> 44:03.357that's the wrong way to look at it.44:03.517 --> 44:04.277I love success.44:04.677 --> 44:05.797I guess I'll be over here on44:05.837 --> 44:07.198my own on success island.44:08.158 --> 44:11.419And I was like, and I wrote, I'm great.44:12.119 --> 44:12.859I'm excited for you.44:13.239 --> 44:15.300He wanted this fight.44:15.500 --> 44:15.960And I was like,44:16.360 --> 44:17.541you're just looking at it differently.44:18.381 --> 44:19.861I get to success by failure,44:20.541 --> 44:23.942by probing and trying44:23.982 --> 44:25.703things that I'm like, I'm trying to reach,44:25.943 --> 44:26.623exceeding my grasp.44:27.190 --> 44:29.012respond to my next uh social44:29.092 --> 44:30.053post because it's coming44:30.093 --> 44:31.033out this week and it's44:31.054 --> 44:32.415going to be the title of44:32.455 --> 44:33.376the post is going to be I44:33.416 --> 44:35.898want you to fail and some44:35.918 --> 44:36.839people would say absolutely44:36.899 --> 44:38.660not but you and I i mean44:38.680 --> 44:39.721that's just my mindset was44:39.741 --> 44:40.942probably the same oh no44:41.042 --> 44:43.845failure no no avoid it and44:43.865 --> 44:45.286you're right there is a44:45.666 --> 44:48.049deeper with failure where44:48.089 --> 44:50.090are we learning failure from from school44:50.996 --> 44:53.677And school, they don't reward failure.44:53.697 --> 44:55.218So your entire life,44:55.658 --> 44:57.179especially in your formative years,44:57.679 --> 44:58.580is through school.44:59.020 --> 45:00.441And you're being compared to45:00.521 --> 45:02.302other people based on letter grades.45:03.035 --> 45:03.335Well,45:03.776 --> 45:04.877you're not being compared to other45:04.897 --> 45:06.218people in letter grades in your business.45:06.979 --> 45:08.781Nobody cares where you went to school.45:08.921 --> 45:10.643Nobody cares how smart you are.45:10.663 --> 45:13.345All that matters in your business is,45:13.786 --> 45:15.468is your business giving you45:15.528 --> 45:16.469the life that you want?45:16.849 --> 45:18.591Is your business satisfying you?45:18.611 --> 45:19.311Well,45:19.432 --> 45:20.853when none of us are learned how to45:20.973 --> 45:21.614think that way,45:22.174 --> 45:24.575And all we think about is working hard,45:24.855 --> 45:25.875which none of us have a45:25.915 --> 45:26.775problem doing that.45:27.315 --> 45:28.036Sacrificing,45:28.076 --> 45:29.256we don't have problems doing that.45:29.696 --> 45:33.217But we also strive for this perfectionism.45:33.937 --> 45:35.097We're high achievers.45:35.618 --> 45:36.778We like to compare with45:36.918 --> 45:38.658others because we want to beat everybody.45:39.098 --> 45:40.839You see, that's what gets us into trouble.45:41.758 --> 45:43.581That's what gets us in that,45:43.621 --> 45:45.743one of my mentors,45:45.783 --> 45:47.165Dan Sullivan calls the gap,45:47.746 --> 45:51.771this negative plate, this negative zone,45:52.492 --> 45:53.033if you will.45:54.095 --> 45:54.876That's what happens.45:56.448 --> 45:58.129Yeah, I heard someone else say, and again,45:58.189 --> 45:59.070you can tell I like quotes45:59.330 --> 46:00.952and I like stealing words of smart people,46:01.232 --> 46:02.433but I think that's how we learn, right?46:03.193 --> 46:04.995And they said, you know,46:05.315 --> 46:06.276modern or traditional46:06.336 --> 46:09.118school has it backwards by 180 degrees.46:09.639 --> 46:10.159In school,46:10.179 --> 46:11.500you're given a lesson and then46:11.520 --> 46:12.100you're tested.46:12.421 --> 46:13.081But in life,46:13.482 --> 46:15.123you're given the test and then46:15.143 --> 46:15.863you learn the lesson.46:16.863 --> 46:17.723So it is sort of this,46:18.103 --> 46:20.224it is in the life example,46:20.404 --> 46:21.664failure is the teacher.46:21.924 --> 46:22.925In the school example,46:23.045 --> 46:24.725failure is the thing to avoid.46:25.105 --> 46:26.006And I think when you spend46:26.046 --> 46:27.506an entire lifetime avoiding failure,46:27.886 --> 46:28.746you would logically say46:28.766 --> 46:29.647this is the bad thing.46:30.187 --> 46:32.267Except we would never do this with kids.46:32.568 --> 46:33.408The first time you try to46:33.448 --> 46:34.988walk and it doesn't work, what do you do?46:35.368 --> 46:36.109You're not any good at it?46:36.249 --> 46:37.149We're not going to learn.46:37.169 --> 46:37.229No.46:37.893 --> 46:40.155You promote failure there and learning.46:40.915 --> 46:41.896There's that third option, too,46:41.916 --> 46:43.057which is failure is one thing.46:43.077 --> 46:43.778Success is another.46:43.818 --> 46:45.279You don't learn well from success.46:45.719 --> 46:46.740But can I learn from the46:46.840 --> 46:49.222failure to then promote future successes?46:50.623 --> 46:50.843Yeah.46:51.163 --> 46:51.383I mean,46:51.403 --> 46:53.045you can say that it's all this46:53.105 --> 46:54.145stuff in our head.46:54.886 --> 46:55.627And then we're like, yeah,46:55.647 --> 46:56.867but I just need to get more patience.46:56.907 --> 46:58.088I just need to get more patience.46:58.989 --> 47:00.090And you say the same thing47:00.951 --> 47:02.592month after month, year after year.47:03.809 --> 47:04.650At some point,47:04.770 --> 47:06.412and some people don't get to this place,47:06.952 --> 47:07.813at some point,47:08.314 --> 47:09.795you have to look in the mirror and say,47:10.256 --> 47:12.057perhaps I'm looking at this47:12.258 --> 47:13.038the wrong way.47:13.579 --> 47:17.183Perhaps the problem isn't47:17.363 --> 47:19.585getting patients or47:19.645 --> 47:21.847referrals or cancellations47:22.508 --> 47:23.469or even hiring.47:24.551 --> 47:27.092The problem must be how I'm47:27.152 --> 47:27.832approaching it.47:28.533 --> 47:29.933Because although I like to47:30.013 --> 47:31.514say everyone has it,47:31.534 --> 47:32.314because we love saying47:32.354 --> 47:33.695words like they and everyone.47:33.835 --> 47:34.355Who said that?47:34.675 --> 47:35.295They say that.47:35.815 --> 47:36.996Yeah, they talk a lot.47:37.576 --> 47:38.697But the real problem,47:38.737 --> 47:39.657and this is something that47:39.757 --> 47:41.738I continue to explore myself.47:41.778 --> 47:43.658So I am a guinea pig for47:43.819 --> 47:44.879everybody I talk to and47:44.899 --> 47:45.659everybody I work with.47:45.959 --> 47:47.340I'm just not learning.47:47.680 --> 47:49.861I'm doing this myself is I'm47:49.961 --> 47:52.382exploring this idea of,47:56.946 --> 48:00.970Where is my thinking not48:01.210 --> 48:02.791serving me in what I want?48:03.712 --> 48:05.514So I need to be clear in what I want,48:06.395 --> 48:07.315and then I need to be48:07.456 --> 48:13.241really intentional on what I'm doing.48:14.801 --> 48:15.601And, and that's,48:15.841 --> 48:18.062it's just so enlightening to, to,48:18.242 --> 48:19.442to realize like, you know,48:19.482 --> 48:20.283something happened today.48:20.303 --> 48:21.743You know, I'll be honest,48:21.783 --> 48:22.483something happened today.48:22.543 --> 48:25.404I had a, I had a, a client reach out and,48:25.544 --> 48:26.584and say, hey, Jamie, you know,48:26.604 --> 48:27.244something's going on in my48:27.264 --> 48:29.165personal life and, you know,48:29.625 --> 48:31.185may have to put some coaching on.48:31.426 --> 48:33.246And I've known this woman for a long time.48:33.286 --> 48:34.926And the first thing I did is48:34.966 --> 48:36.007I got the pit in my stomach48:36.047 --> 48:36.827and I got the angst.48:38.107 --> 48:38.347Right.48:38.367 --> 48:41.128And I went, Jamie,48:42.088 --> 48:43.729this has happened a thousand times.48:43.929 --> 48:44.009Yeah.48:44.738 --> 48:45.518Don't react.48:46.518 --> 48:47.078Deep breath.48:47.319 --> 48:48.079The first thing I did,48:49.159 --> 48:49.959we have this thing called48:50.019 --> 48:51.399confidence toolbox,48:51.439 --> 48:52.760which is things that we48:52.820 --> 48:54.080have that give us confidence.48:55.720 --> 48:57.001I changed, went to the gym,48:57.561 --> 48:59.241worked out for 45 minutes, came back.48:59.741 --> 49:01.261My energy level was up here.49:02.482 --> 49:04.162I then wrote her an email49:04.242 --> 49:10.603back in a very present, connected moment,49:10.623 --> 49:11.804because this is all about her,49:12.264 --> 49:12.804not about me.49:14.369 --> 49:16.310And I feel so much better about it.49:16.630 --> 49:18.591No matter what happens, you know,49:18.671 --> 49:19.531I'm here for her.49:19.551 --> 49:21.292That's what we operate on.49:22.132 --> 49:24.393And that's that.49:25.053 --> 49:26.214You know how many times I've49:26.254 --> 49:27.995reacted when somebody quits49:28.335 --> 49:30.155or a patient didn't show or49:30.255 --> 49:31.736this happened or that happened.49:32.136 --> 49:34.757And I fricking said stuff and did stuff.49:35.217 --> 49:35.658Me jerk.49:36.378 --> 49:37.819That caused me more problems49:37.839 --> 49:38.519than the thing itself.49:39.212 --> 49:39.392Sure.49:39.994 --> 49:40.475Well,49:40.695 --> 49:41.677I liked the thing you were talking49:41.697 --> 49:42.599about a second ago before49:42.619 --> 49:43.461you mentioned that example,49:43.501 --> 49:44.443which is sometimes you have49:44.463 --> 49:45.244to look in yourself.49:45.645 --> 49:47.168And I feel like a very good...49:47.972 --> 49:49.793pop culture reference with49:49.833 --> 49:51.594that is Taylor Swift49:51.634 --> 49:53.795released a song called it's me.49:53.915 --> 49:54.715Hi, I'm the problem.49:54.735 --> 49:55.076It's me.49:55.656 --> 49:56.476And then she went on just to49:56.496 --> 49:58.797have like a four billion, $4,400 billion.49:59.218 --> 49:59.378She's,49:59.918 --> 50:01.579she's got the GDP of several large50:01.639 --> 50:02.899countries on this one.50:03.039 --> 50:05.020She certainly does.50:06.401 --> 50:07.462You know, Taylor Swift,50:07.542 --> 50:08.502I'm not going to judge you.50:08.602 --> 50:09.483I'm not here to judge you.50:09.983 --> 50:10.783I would actually judge50:10.803 --> 50:11.964someone who at this point,50:12.084 --> 50:13.044how have you avoided50:13.104 --> 50:14.125knowing who Taylor Swift is?50:15.270 --> 50:17.351Like, like how have you done it?50:17.931 --> 50:19.651Um, but I think that example, right?50:19.691 --> 50:21.452That meme, that gif is kind of funny.50:21.472 --> 50:22.432Like, hi, it's me.50:22.492 --> 50:23.792I'm the problem is me is how50:23.812 --> 50:25.433many situations in life50:25.493 --> 50:27.814where you've at least been50:27.854 --> 50:30.274a part of the problem or by recognizing,50:30.314 --> 50:31.315Hey, I'm part of this problem.50:31.515 --> 50:32.415I can now be a part of the50:32.455 --> 50:33.995solution without that.50:34.115 --> 50:34.295I mean,50:34.335 --> 50:35.776the 12 step program is based on50:35.816 --> 50:37.156that without admitting there's a problem.50:37.176 --> 50:39.757You can't get to a solution and look,50:41.056 --> 50:42.818I've not found a situation50:42.858 --> 50:43.519in my life when I've50:43.579 --> 50:44.880recognized I'm part of the problem,50:44.940 --> 50:46.862or at least I could be more50:46.882 --> 50:47.863a part of the solution.50:48.364 --> 50:49.305I've never had a situation50:49.325 --> 50:50.306where that didn't help me50:50.506 --> 50:51.467in some small way.50:51.748 --> 50:52.588And here's the thing.50:53.149 --> 50:54.471We feel we're alone.50:55.371 --> 50:56.513And for many of us, we were.50:56.613 --> 50:58.935I felt I was alone when I was in business.50:59.761 --> 51:01.042Because your colleagues51:01.082 --> 51:02.463don't talk to you and51:02.483 --> 51:03.704everyone says you're doing great.51:03.764 --> 51:04.365So then you're like51:04.385 --> 51:05.226comparing yourself and like,51:05.346 --> 51:06.507am I the only one not making it?51:06.527 --> 51:07.127Right.51:07.287 --> 51:08.649But the reality is you don't51:08.729 --> 51:09.689have to do this alone.51:09.730 --> 51:11.311And it's not cheating, Jimmy.51:11.331 --> 51:13.393It's not cheating doing with51:13.433 --> 51:14.554someone else as you were51:14.594 --> 51:16.655taught in school that that's, you know,51:16.775 --> 51:18.457cheating if you're collaborating.51:18.997 --> 51:19.218Yeah.51:19.618 --> 51:22.520It's hard to do business and51:22.600 --> 51:24.262doing it alone is even harder.51:25.461 --> 51:26.502That's why I coach.51:27.162 --> 51:28.383That's why I have a coach,51:29.104 --> 51:31.325is because it's hard to do this alone.51:31.766 --> 51:33.507I want someone to think ideas through.51:33.907 --> 51:35.248I wanna have a thinking partner.51:35.508 --> 51:36.249I want someone that's51:36.309 --> 51:38.010protecting me from me.51:38.030 --> 51:39.791I want someone to help me51:39.851 --> 51:42.713avoid the big things that happen.51:43.254 --> 51:44.895I want someone that I can51:45.075 --> 51:47.817learn how they think about a problem,51:48.177 --> 51:49.398not just feed me a bunch of51:49.558 --> 51:51.640answers to make me codependent on them.51:52.799 --> 51:54.760that's why people have51:54.880 --> 51:58.201coaches and whether it's51:58.321 --> 51:59.781you know you know I know51:59.821 --> 52:00.702some people have you know52:00.762 --> 52:01.922look explore like peer52:01.982 --> 52:04.243groups or masterminds hey52:04.703 --> 52:06.464that's not coaching that's52:06.524 --> 52:07.984its own thing of52:08.064 --> 52:09.345collaboration and running52:09.465 --> 52:11.485ideas and connecting it's52:11.766 --> 52:13.186all good the problem is52:13.526 --> 52:14.386that's a very small52:14.426 --> 52:15.927percentage of people right52:16.909 --> 52:18.450very small percentage of people.52:19.210 --> 52:20.270And that's the problem.52:20.851 --> 52:23.272If we can learn how to52:23.732 --> 52:24.632address the stuff that52:24.672 --> 52:25.392we're talking about today,52:25.412 --> 52:26.813this is like some deep stuff.52:27.713 --> 52:28.914There's plenty of people out52:28.974 --> 52:29.974there that need our help.52:30.614 --> 52:31.355And the only reason they're52:31.375 --> 52:32.615not getting that help is52:32.675 --> 52:36.197because you refuse to help you, period.52:37.097 --> 52:41.479If you just take ownership to help you,52:42.239 --> 52:43.960you're gonna help so many people52:45.262 --> 52:46.503And yes,52:46.543 --> 52:48.045you're going to make a lot of52:48.085 --> 52:49.446money doing it and you're52:49.466 --> 52:50.367going to have a great life52:50.627 --> 52:51.688and you're going to have an52:51.928 --> 52:54.751unbelievable impact in your community.52:54.991 --> 52:56.333That all goes with it.52:56.833 --> 52:58.194Because what you're providing is valuable.53:00.116 --> 53:03.019What we provide is tremendously valuable.53:03.239 --> 53:04.520But what I'm tired of,53:04.560 --> 53:06.282and I don't jump into this anymore,53:06.923 --> 53:07.904I'm just tired of just53:07.964 --> 53:10.106hearing people just complain about53:11.522 --> 53:12.663We're better than those.53:12.923 --> 53:14.024Do you realize we got all53:14.304 --> 53:16.285into this whole doctorate53:16.325 --> 53:17.906and course because we were53:17.926 --> 53:19.887comparing ourselves to other fields,53:21.388 --> 53:21.688right?53:21.968 --> 53:24.190We get into this because we're comparing.53:24.490 --> 53:25.190And now look,53:26.311 --> 53:28.112we're all in debt because we53:28.132 --> 53:29.413have all this higher education.53:29.473 --> 53:30.694So all the schools just said, hey,53:30.734 --> 53:31.894we'll just charge you more money.53:32.635 --> 53:32.835What?53:33.235 --> 53:34.196You think the money we were53:34.216 --> 53:35.096going to make coming out of53:35.136 --> 53:36.637school is magically going53:36.657 --> 53:38.458to be better because of third parties?53:38.518 --> 53:39.399They don't care.53:40.310 --> 53:42.952Like we created the problem we're in.53:44.113 --> 53:44.814So you know what?53:45.274 --> 53:45.595Own it.53:46.015 --> 53:46.275Say it.53:46.856 --> 53:47.236I own it.53:47.256 --> 53:49.918And let's start doing something about it.53:50.179 --> 53:51.760But that starts with you.53:52.320 --> 53:53.421Don't waste your time53:53.481 --> 53:54.682getting into these groups53:54.943 --> 53:56.364to try to change the world.53:56.704 --> 53:59.347Jeff Bezos said the most53:59.407 --> 54:00.528important thing you need to54:00.588 --> 54:01.889know is you need to be54:01.989 --> 54:03.450honest about the way the world is.54:04.901 --> 54:05.661And right now,54:05.941 --> 54:07.082here's the way the world is.54:07.822 --> 54:09.382Insurance companies want to54:09.462 --> 54:12.323cut what your value is and54:12.363 --> 54:14.084want to delay payments, period.54:15.544 --> 54:17.225Medicare is going to make it54:17.265 --> 54:18.785more and more difficult, period.54:19.406 --> 54:21.726People do not know what you do, period.54:22.507 --> 54:23.087You can change that.54:24.116 --> 54:26.016And let's start fixing it.54:26.096 --> 54:27.617You can't fix the insurance companies,54:28.117 --> 54:29.077but you can add in54:29.737 --> 54:31.398alternative payment methods.54:31.578 --> 54:32.478You can learn how to sell54:32.518 --> 54:33.538cash-based services.54:33.978 --> 54:35.659You can dial in and54:35.719 --> 54:37.119streamline your services54:37.639 --> 54:39.239and reduce your overhead.54:39.479 --> 54:40.680There's things you can do.54:40.700 --> 54:42.980And the people that we have worked with,54:43.720 --> 54:44.841they're making a lot of54:44.941 --> 54:46.041money doing these things.54:46.341 --> 54:48.201So it's not like you can't make money.54:48.641 --> 54:49.642You can make money.54:50.442 --> 54:51.162By providing value.54:51.869 --> 54:52.869You can't do it the way54:52.949 --> 54:53.670you're doing it now.54:54.030 --> 54:54.330Correct.54:54.650 --> 54:55.570So we're doing a different54:55.610 --> 54:56.190way of doing it.54:56.670 --> 54:57.751We did an episode or doing54:57.771 --> 54:59.711an episode recently where we wanted to,54:59.731 --> 55:00.191I wanted,55:00.211 --> 55:01.892I wanted a definitive answer from,55:02.032 --> 55:02.572from people.55:02.612 --> 55:03.592And I'll ask you this question.55:04.293 --> 55:04.533Sure.55:06.353 --> 55:08.474If you had a 22 or 23 year55:08.514 --> 55:09.194old in front of you and55:09.214 --> 55:10.134they asked you the question,55:11.134 --> 55:12.135is it worth it to become a55:12.175 --> 55:13.055physical therapist?55:13.655 --> 55:14.515How would you answer it?55:15.036 --> 55:16.396And it could be a yes or a no.55:16.436 --> 55:17.496And then a qualifier.55:18.957 --> 55:19.797What would you say to them?55:20.488 --> 55:22.109well the qualifier first55:22.329 --> 55:24.049would be if you're really55:24.169 --> 55:26.570passionate about it then55:26.610 --> 55:27.770the answer is absolutely55:27.990 --> 55:28.910and I've had people ask me55:28.930 --> 55:29.830people ask me all the time55:29.910 --> 55:31.991because they know I said55:33.251 --> 55:36.092but if you're focusing on55:36.472 --> 55:38.893really making a living and55:39.253 --> 55:42.814and um you would have to55:42.854 --> 55:43.594really question that55:44.278 --> 55:45.459Because the amount of money55:45.519 --> 55:47.440you're going to pay for the55:47.480 --> 55:50.561return on investment is very difficult.55:51.181 --> 55:52.282If you're going to say,55:52.482 --> 55:53.823I'm going to become a physical therapist,55:53.843 --> 55:55.343go get a job working for someone else,55:55.563 --> 55:57.064and show up and be a55:57.144 --> 55:59.525clinician who does this,56:00.246 --> 56:01.686and I'm holding my hand on a podcast,56:01.706 --> 56:04.768but if you are doing the minimum effort,56:05.308 --> 56:06.068are you shocked you're56:06.088 --> 56:07.249getting paid the minimum amount?56:07.856 --> 56:09.779viable salary you shouldn't56:09.799 --> 56:11.461be shocked can you provide56:11.521 --> 56:12.502more if the answer is yes56:12.862 --> 56:13.583my question would be why56:13.623 --> 56:14.965aren't you why aren't you56:15.085 --> 56:16.427showing someone you know I56:16.467 --> 56:17.188talked with a client every56:17.208 --> 56:18.009day it was like we have a56:18.470 --> 56:19.170their company within56:19.230 --> 56:20.312physical therapy a big one56:21.693 --> 56:22.874We provide a really great...56:23.215 --> 56:24.476They're a continuing education company.56:24.836 --> 56:26.358We provide great continuing education.56:26.538 --> 56:27.378The thing that we do,56:27.419 --> 56:28.540the thing that we teach works.56:28.720 --> 56:29.480It helps people.56:29.641 --> 56:31.022You get certified, it helps people.56:31.663 --> 56:32.003I said,56:32.123 --> 56:35.106how often are you showing people that?56:35.366 --> 56:36.787And they said, all the time, every day.56:36.908 --> 56:38.409And then I asked this next question, Jamie,56:39.090 --> 56:40.091can you show me that now?56:41.112 --> 56:42.273Show me on your website how56:42.333 --> 56:43.994you will help me become a56:44.034 --> 56:45.476better version of me so I56:45.516 --> 56:46.557can help more people56:47.304 --> 56:47.704doing that.56:48.305 --> 56:49.065And their website just56:49.105 --> 56:50.206talked about them and their56:50.246 --> 56:51.046history and their56:51.086 --> 56:52.127background and why they do56:52.147 --> 56:53.188what they do as a company.56:53.528 --> 56:54.829And I said, your website's about you.56:54.949 --> 56:55.669I need it to be about the56:55.689 --> 56:56.370people you serve.56:56.750 --> 56:57.771When you change that,56:58.051 --> 56:59.092we can change everything else.56:59.152 --> 57:00.192The videos, the media,57:00.532 --> 57:02.033that will be an extension because,57:02.053 --> 57:04.235and here's the nice little quote I use,57:04.295 --> 57:05.356we are not in tell business.57:05.596 --> 57:06.937We are in show business.57:06.997 --> 57:08.037Tell business is not a business.57:08.357 --> 57:08.918It ain't a business.57:10.148 --> 57:11.949We avoid telling people.57:12.229 --> 57:12.749I mean,57:13.069 --> 57:14.310you're more adept at this than I am,57:14.350 --> 57:16.871but we do some light57:16.991 --> 57:18.192training around websites.57:18.252 --> 57:19.472I'm not a website developer,57:19.833 --> 57:21.293but I'm a communicator.57:21.773 --> 57:23.134And you're absolutely right.57:23.494 --> 57:24.775When you look at a website,57:24.835 --> 57:26.296if you're not speaking to57:26.356 --> 57:29.197the person that you are trying to attract,57:29.577 --> 57:31.138then you're just basically telling them,57:31.598 --> 57:32.899it really isn't about you.57:32.979 --> 57:34.099It's all about me.57:34.399 --> 57:35.180So let's do this.57:35.780 --> 57:36.821my name is jamie schreier57:36.861 --> 57:37.561I'm going to give you my57:37.601 --> 57:38.221whole history and57:38.262 --> 57:39.062everything about me blah57:39.082 --> 57:40.283blah blah and all they're57:40.423 --> 57:42.944asking is can this person57:43.364 --> 57:45.446help me with my problem yes57:45.526 --> 57:47.347or no and if it's not a yes57:47.387 --> 57:48.748in two seconds I'm moving57:48.908 --> 57:52.129on so make it easy for57:52.170 --> 57:54.951people to say yes can they57:55.151 --> 57:57.332resonate with you and if57:57.373 --> 57:59.294they say no that's okay57:59.734 --> 58:03.256we're so afraid of no yeah right like58:04.366 --> 58:05.687Let's not be afraid of no.58:06.587 --> 58:07.067Lean into it.58:07.107 --> 58:07.988No just saves you time.58:08.508 --> 58:08.968I like that.58:09.209 --> 58:09.909All right.58:09.949 --> 58:11.650We do a parting shot with every episode.58:11.670 --> 58:12.610You ready for your parting shot?58:13.331 --> 58:13.751Yeah, sure.58:28.612 --> 58:29.452Parting Shot is brought to58:29.472 --> 58:30.373you by our friends from the58:30.413 --> 58:32.453Academy of Orthopedic Physical Therapy.58:32.493 --> 58:35.134Find them online at orthopt.org.58:35.674 --> 58:36.695They're a profession leading58:36.815 --> 58:37.655current concepts of58:37.715 --> 58:39.576orthopedic physical therapy,58:39.616 --> 58:40.356taking you from where you58:40.496 --> 58:41.696are in your orthopedic life58:41.896 --> 58:42.697to where you want to be.58:42.717 --> 58:44.617Maybe you want to take that OCS exam.58:44.997 --> 58:46.338This is a great guide that58:46.358 --> 58:47.198will help you get to that.58:47.498 --> 58:48.098At least they're not going58:48.118 --> 58:48.959to take the test for you,58:49.339 --> 58:50.119but it'll get you to the58:50.219 --> 58:52.680test day feeling confident and competent.58:53.460 --> 58:56.102Again, orthopt.org.58:56.162 --> 58:56.823All right, Jamie,58:57.103 --> 58:58.945how would you wrap this up?58:59.065 --> 59:00.486Or what's the sentiment59:00.506 --> 59:01.086you'd want to leave with59:01.106 --> 59:02.047people with their party shop?59:04.069 --> 59:04.769Yeah, good question.59:04.789 --> 59:05.950We've talked about a lot of things,59:05.990 --> 59:09.233but I think it all stems to, look,59:09.673 --> 59:11.835all of us deserve to be successful.59:12.556 --> 59:14.837All of us deserve to be happy.59:15.738 --> 59:17.259All of us deserve to...59:18.735 --> 59:21.076fulfill this dream and this59:21.216 --> 59:22.536ideal of helping others.59:23.416 --> 59:25.477All of that happens when you59:25.517 --> 59:28.217look inward to yourself and59:28.237 --> 59:29.818you ask the tough questions.59:30.578 --> 59:32.638Am I achieving those now?59:33.158 --> 59:34.319And only you can answer that.59:34.359 --> 59:35.839You don't have to tell anyone else this.59:36.539 --> 59:38.380And if the answer is no,59:39.240 --> 59:41.100what would I have to do to59:41.140 --> 59:44.221begin moving forward to59:44.301 --> 59:45.361achieving those things?59:45.682 --> 59:47.382What would I have to become59:48.564 --> 59:50.645Who is the person I would have to be?59:51.705 --> 59:54.706Am I putting the amount of59:55.046 --> 59:58.507effort into growing myself59:58.567 --> 01:00:00.608to become a better leader,01:00:00.648 --> 01:00:01.988a better business owner and01:00:02.028 --> 01:00:02.568what have you?01:00:03.309 --> 01:00:04.449That's what we're talking about.01:00:04.549 --> 01:00:05.589Because if you are,01:00:05.609 --> 01:00:07.390there's lots of resources.01:00:07.690 --> 01:00:08.510Practice Freedom U,01:00:08.550 --> 01:00:09.471that's what we're built on.01:00:09.911 --> 01:00:11.571We're built on helping people do that.01:00:11.811 --> 01:00:12.632And there's other companies01:00:12.692 --> 01:00:13.452out there as well.01:00:14.232 --> 01:00:16.253But if you stay focused01:00:17.768 --> 01:00:19.349If you stay into the same01:00:19.409 --> 01:00:20.550way of looking at things01:00:20.910 --> 01:00:22.371and same way of justifying01:00:22.451 --> 01:00:24.153things and the same way of01:00:24.213 --> 01:00:26.274making you feel like like01:00:26.815 --> 01:00:29.056everything else is the problem, not me.01:00:29.677 --> 01:00:30.858You're not going to get what01:00:30.918 --> 01:00:33.760you want and you absolutely deserve.01:00:34.220 --> 01:00:35.601And the problem with that is01:00:35.621 --> 01:00:36.722and this is where I have a problem.01:00:36.882 --> 01:00:38.243You can choose not to do that,01:00:38.783 --> 01:00:40.004but it's going to affect your staff.01:00:40.945 --> 01:00:42.246It's going to affect your patients.01:00:42.626 --> 01:00:43.807It's going to affect your community.01:00:43.907 --> 01:00:44.608It's going to affect the01:00:44.668 --> 01:00:46.009people that you actually01:00:46.409 --> 01:00:47.310love and care about,01:00:47.610 --> 01:00:48.811let alone it's going to01:00:48.831 --> 01:00:50.332affect your family because01:00:50.352 --> 01:00:51.133you're not going to be home01:00:51.153 --> 01:00:51.713and you're not going to be01:00:51.753 --> 01:00:52.774pleasant to be around01:00:53.094 --> 01:00:54.415because business is stressful,01:00:54.656 --> 01:00:56.757especially when you do it incorrectly.01:00:57.198 --> 01:00:58.278So that's what we really01:00:58.359 --> 01:00:59.079talked about here.01:00:59.640 --> 01:01:01.281If you want help, if you need help,01:01:01.921 --> 01:01:02.481Reach out,01:01:02.881 --> 01:01:04.662start off by taking the practice quiz.01:01:04.682 --> 01:01:06.162I'm sure Jimmy will have that on there.01:01:06.443 --> 01:01:08.083The practice quiz helps you01:01:08.123 --> 01:01:09.764start to identify where you01:01:09.864 --> 01:01:10.664are in your business.01:01:11.124 --> 01:01:12.104There's different problems01:01:12.124 --> 01:01:13.465for different areas of your business,01:01:13.505 --> 01:01:14.765which means different solutions.01:01:15.145 --> 01:01:16.226And it lets you know whether01:01:16.246 --> 01:01:17.366you're a committed clinician,01:01:17.786 --> 01:01:18.706overwhelmed operator,01:01:18.786 --> 01:01:19.807evolving entrepreneur.01:01:20.207 --> 01:01:21.267Once you take the quiz,01:01:21.307 --> 01:01:23.588it'll give you tips and01:01:23.668 --> 01:01:25.349ideas and advice of what to do.01:01:25.369 --> 01:01:27.789And then you can set up a01:01:27.889 --> 01:01:29.090free quiz review.01:01:29.930 --> 01:01:31.111that we can talk through it01:01:31.252 --> 01:01:33.654and see what some next steps are for you.01:01:34.375 --> 01:01:35.616Love it.01:01:35.797 --> 01:01:37.018Jamie, thank you for the time.01:01:37.038 --> 01:01:39.340It was very much a therapy01:01:39.360 --> 01:01:40.121session for Jimmy.01:01:40.282 --> 01:01:41.923But look, progress.01:01:42.744 --> 01:01:43.705I'm doing the things.01:01:43.765 --> 01:01:44.326Progress, not perfection.01:01:44.826 --> 01:01:45.888Progress, not perfection.01:01:45.908 --> 01:01:46.408All right.01:01:46.428 --> 01:01:46.889They say the best01:01:46.929 --> 01:01:48.390conversations happen at happy hour.01:01:48.410 --> 01:01:49.411Thanks for coming to ours.