Start From Zero: Build A Lucrative Business

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Cip & Keller both get help. One learns to sell live to the other person!

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So in this episode, we've got Brian Justin Morgan, Ricardo, and Reuben, big goal for the call. Let's go to Ricardo. Let's see what happens.

Listen as these member share their business goals and get help reaching them.

Meet Evan, George, Marcie, Garry & Tammy - Here them all get coached!

[00:01:12] So today I'm talking to Christina. Christina, where are you at in the world? Good morning.[00:01:16] Christina: [00:01:16] I'm in Venice, California. Venice beach.[00:01:19] dane: [00:01:19] And what's your big goal for the call?[00:01:21] Christina: [00:01:21] Well, I really want to launch some online courses. It's just shifting gears, doing something I've really never done before and I need help.[00:01:31] dane: [00:01:31] What's the ultimate goal with the courses that do for you?[00:01:35] Christina: [00:01:35] Well, it will give me more time. Right now, I trade my time for income. I'm a personal chef. And I really want to start creating products so that I can, you know, have a little more financial freedom and a little more time. It's[00:01:50] dane: [00:01:50] kind of thing. So let's just get really clear on this.[00:01:53] You want to stop trading time for money.[00:01:56] Christina: [00:01:56] Exactly.[00:01:57] dane: [00:01:57] Can you just say that[00:01:58] Christina: [00:01:58] I want to stop [00:02:00] trading my time for money?[00:02:01] dane: [00:02:01] What happens when you share that? It makes me[00:02:03] Christina: [00:02:03] nervous because this is how I've made my income my entire life.[00:02:08] dane: [00:02:08] Is there any sadness?[00:02:11] Christina: [00:02:11] Yeah, because I know that there's only so much time and I can only make so much money, you know, by the hour kind of thing.[00:02:18] It just doesn't make sense. I know all my friends that have real wealth, you know, invest their money or you know, make money in different ways. Passive income. So I really want to start doing that. I'm getting older.[00:02:30] dane: [00:02:30] Oh, you're getting older.[00:02:32] Christina: [00:02:32] Yes.[00:02:33] dane: [00:02:33] So this is a biological clock thing kind of.[00:02:37] Christina: [00:02:37] Well, just the fact that, you know, as a chef, I spend all of my time on my feet and it's physically exhausting.[00:02:46] I mean, I just, you know, did a dinner on Friday night for a big group of people and I was dead on Saturday, you know, I could barely get out of bed. I was so tired from all the energy I put forth for that.[00:02:59] dane: [00:02:59] How much did you make.[00:03:01] Christina: [00:03:01] About $1,200 so embarrassing to say that because that's not that much money in the big picture[00:03:09] dane: [00:03:09] for a night of work.[00:03:10] Christina: [00:03:10] Yeah. It wasn't one night, you know, it was planning, menu, planning, shopping, prepping, cooking, all of that, cleaning.[00:03:18] dane: [00:03:18] Is it possible to hire help for those things that, so you're not so tired?[00:03:23] Christina: [00:03:23] It's possible, but that means that I would make less money. Right? I would have to take that out of my net profit. And[00:03:31] dane: [00:03:31] you'd have your Saturday.[00:03:32] Christina: [00:03:32] That's true. I mean, when I was younger, you know, this is the age part, you know, I had a lot more energy now, you know, it's just kind of, you know, I need more recovery time. I'm in my forties[00:03:45] dane: [00:03:45] so I'm asking these questions just to kind of get a deeper feel for you. I want to ask about what kind of quality of life are you looking for?[00:03:53] Christina: [00:03:53] Well, I would like to be able to travel when I want to. I would like to have more [00:04:00] financial freedom. I would like to have my dream kitchen. I would like to have a garden. So, you know, right now I live in a small apartment. Which is big enough for me. It's lovely, but I don't have the kind of kitchen that I would like.[00:04:12] I would just like to have more financial freedom to make choices and travel and do the things I want to do and to learn more, which, you know, more income gives me more choices.[00:04:21] dane: [00:04:21] Is any of this painful to be talking about.[00:04:24] Christina: [00:04:24] It's a little embarrassing. Yes. Well, you know, I would like to be living at a higher level of success than I currently am right now.[00:04:34] That said, I'm very appreciative and grateful for all the wonderful things that I have done and that have, you[00:04:40] dane: [00:04:40] know, you want a better life and you're embarrassed. You're not there yet.[00:04:46] Christina: [00:04:46] A little bit. Yeah. Because of my age. Yes. And I see a lot of my friends and people that are a lot younger than me that are a lot more successful than I am.[00:04:55] I mean, I hate to say that I'm comparing myself, but it's not even a thing of comparison. I'm in my forties[00:05:01] dane: [00:05:01] well, the comparison is just a reflection of the dissatisfaction. Sure. You know, you're dissatisfied. Like if you had your dream kitchen, your dream garden, your freedom to travel and your freedom to learn, do you think you'd compare yourself.[00:05:15] No. Yeah. So if you're comparing yourself to me, are you comparing yourself to anybody? That's a real good indicator. Just look in a mirror and see where you're dissatisfied. So let's just say that again. Let's say you have your dream kitchen, your dream garden, and you can travel. And you have freedom to learn.[00:05:34] Christina: [00:05:34] That makes me happy.[00:05:35] dane: [00:05:35] Were there some tears the first time I said it? Do you remember? Okay. Your eyes started to get wet when I mentioned the first time and I was just curious about allowing that to expand and so the more deeply felt this is in your body. The less judgment you'll have around it and you know, the more action you'll take, et cetera.[00:05:53] Christina: [00:05:53] Yeah, it does excite me. It's amazing. As a private chef, I go into other people's incredible kitchens and homes and [00:06:00] it's amazing how much food I produce out of my tiny little kitchen here.[00:06:04] dane: [00:06:04] How would it feel for every person you cook for? Do you get to talk to the owner at all?[00:06:10] Christina: [00:06:10] Yeah, every circumstance is different, but yes, generally, absolutely.[00:06:13] Yes,[00:06:14] dane: [00:06:14] I do. What if you said something like this to these owners? I have dreams of expanding my business and one day owning a kitchen as beautiful as yours.[00:06:23] Christina: [00:06:23] Are you suggesting I say that?[00:06:25] dane: [00:06:25] Yep. You're going to say, I have dreams of expanding my business and one day owning a kitchen as beautiful as yours. Oh, wow.[00:06:33] Do you think that you'd ever have a minute? Tell me how you got to where you are.[00:06:37] Christina: [00:06:37] Oh,[00:06:40] dane: [00:06:40] and you want to do that very gently feeling the situation. Cause they might be like, Oh, I'm busy. What do you mean? Talk to you about this. So you can just say the first sentence and what you're doing and you're not saying it for them.[00:06:50] You're saying it for you. Every kitchen you go into that you look at instead of envy, jealousy, disappointment, dissatisfaction, sadness. You're going to say, I have dreams of expanding my business and one day owning a kitchen as beautiful as yours, and then based on their response, Oh, this would be fire if he says something like this, potentially you say, I dunno if you'd ever find it in your heart to mentor a little old chef like me, but if you did, I'd be very grateful.[00:07:21] Okay. That's not so much about how they'll mentor you or what they'll say. It's about watching people support your dream, seeing that people want it for you, seeing that the universe wants it for you. And if someone says no, that's more of a reflection of many circumstances than it is of if you're worthy of this dream or not.[00:07:41] But if you phrase it along the lines of, I don't know if you'd ever find it in your heart to be able to mentor a little chef like me, but if you are, I'd be grateful. And if not, that's totally okay. Now every kitchen you go into is going to deposit like this special vibration. You know, man, when I was [00:08:00] 27 I was starting to really get a hang of this and I got my hands on the right books, Christina and I read them.[00:08:05] It took about four years for my brain to acclimate. So the friends that you're talking about that have the wealth and have these courses and you're like, why can't I do that? Or this or that? Why do they, they have a different brain that you could build, but you need to take time to build the brain. Okay, so we're going to get into that.[00:08:20] But what I want to say, so I was 27 I had a real, a business selling software to real estate agents. And I went to Las Vegas and I must as one of my clients. So she says, well, make sure you talk to me when you come in town. And he's had really good relationships with my customers. I visit them when I come into town.[00:08:35] I don't know many entrepreneurs that do that. One tiny thing I did. Spending time with my customer, being less afraid of them being more connected to them, creating more confidence for me to market to them, seeing that they're not scary, seeing that they're not different than me seeing that it's okay to talk to them about my products and services just because I spend time with them.[00:08:55] Well, I asked her if we could look at the most expensive homes in Las Vegas, can we go to are the most expensive homes for sale? She's like, you can't afford those. And I said, not right now, but I want to be around that vibration. So she called up this home that was owned by a publicly traded guy. He got arrested, went to prison for fraud, publicly traded company at the top of his game, and the $10 million home in Vegas at the top of his game.[00:09:20] And he's still commits fraud. It is, and it's so normal that people are very successful and falling apart in their private life. You know, some do fraud with it, some do drugs with it, but the number of people that are highly successful falling apart in their private life is very alarming. And I wish it was talked about more.[00:09:

[00:01:12] So today I'm talking with Sarah. Sarah, where are you out in the world?[00:01:16] sarah: [00:01:16] I am in Colorado Springs, Colorado.[00:01:18] dane: [00:01:18] Nice. Okay. So what's your big goal today?[00:01:20] sarah: [00:01:20] My big goal is to talk with you about an idea I have for my overarching goals to help people and via the Avenue I'm thinking is life coaching essentially.[00:01:32] dane: [00:01:32] Wonderful. Are people paying you for anything right now? No. Oh, great. So you're starting from zero.[00:01:38] sarah: [00:01:38] I am starting.[00:01:39] dane: [00:01:39] Have you ever worked with anybody in a coaching capacity?[00:01:41] sarah: [00:01:41] My therapist is also a certified life coach. So in that capacity, yes.[00:01:46] dane: [00:01:46] Have you ever coached[00:01:46] sarah: [00:01:46] anyone. No, not formally.[00:01:49] dane: [00:01:49] Are you called to any specific group of people?[00:01:52] sarah: [00:01:52] You know, I'm trying to nail, like hone in on that a little bit, but I'm kind of really drawn to identify as an HSP. Do [00:02:00] you know what that is? It kind of along with,[00:02:03] dane: [00:02:03] I certainly do.[00:02:04] sarah: [00:02:04] Highly sensitive person.[00:02:05] dane: [00:02:05] I've even heard of that book. I'd probably do good to read[00:02:07] sarah: [00:02:07] it. Yeah. Yeah. And so that's a huge, huge bent for me and very much just the way that I am.[00:02:13] So I feel like I could reach people where they are in that.[00:02:16] dane: [00:02:16] Okay, great. So let's cover the basics of business to see how rapidly we can build this thing for you. Okay. So the spinal cord of a business, the fundamental soul of a business is a customer and a mechanism and the result. Okay. And this is so critical to understand because.[00:02:33] This is the meta pattern for just about any and every business in the world. So sure, most people that come to me are really good at mechanism's, not very good at finding customers and not very good about talking about results.[00:02:44] sarah: [00:02:44] Okay,[00:02:45] dane: [00:02:45] so let's use an example. Let's take a computer repair shop. As a customer, what results do you think computer repair shops might want?[00:02:54] sarah: [00:02:54] That computers are fixed?[00:02:56] dane: [00:02:56] So let's say you own a computer repair shop. What would you want as a computer repair shop owner[00:03:02] sarah: [00:03:02] customers to come in and bring their broken computers?[00:03:05] dane: [00:03:05] Yes. Any particular kind of customer, if you're being super, super specific?[00:03:10] sarah: [00:03:10] Hmm. I don't know.[00:03:12] dane: [00:03:12] Let's think about it for a second, and you're like, what would be a great kind of customer?[00:03:15] Someone's got a broken computer. Who[00:03:18] sarah: [00:03:18] does that want to go to? Like the big stores?[00:03:20] dane: [00:03:20] That's pretty good. Yes.[00:03:23] sarah: [00:03:23] You know, might be intimidated by like Mac and I don't know.[00:03:26] dane: [00:03:26] Yeah, this is very good. What else may be,[00:03:31] sarah: [00:03:31] I think it would be tough to find repeat clients. You know, as a computer repair shop, you fix their computer.[00:03:36] It's like buy forever.[00:03:38] dane: [00:03:38] Unless.[00:03:40] sarah: [00:03:40] Unless I don't know. They know how to get their customers to share what they do and tell their friends, you know,[00:03:48] dane: [00:03:48] I'm making you think so that you remember more longterm, unless you install viruses that make them keep coming back. Okay. How about a customer that's a [00:04:00] small and medium sized business with 500 employees.[00:04:02] That needs fast turnaround when stuff breaks, I think that customer might keep coming back. Yeah. Why?[00:04:09] sarah: [00:04:09] Because then they know that they'll have the results that they need.[00:04:13] dane: [00:04:13] Yep. And they've got 500 chances for a computer to break cause they've got 500 employees and a simply by targeting a customer. And by shifting from say a 75 year old grandma who needs her computer to turn on, which could be a good customer, you've now switched to customer.[00:04:30] To small, medium sized businesses with 500 employees or less or more, and making sure that their computers are fixed within 24 hours to 48 hours. If a problem arising. Which business do you think makes more money just based on those customers?[00:04:44] sarah: [00:04:44] I mean, definitely with the 500 employees.[00:04:48] dane: [00:04:48] Yep. And how many business owners do you think take time to try to clarify this?[00:04:52] Out of a hundred business owners.[00:04:54] sarah: [00:04:54] Barely any. I can tell you because my husband's in marketing and I can tell you that that's not common. That's crazy. It is crazy. Like who is your target audience? Who do you want to help[00:05:09] dane: [00:05:09] you take someone who's spent four years learning how to design websites. And giving them zero days and marketing training. They are going to have a deer in the headlights. So it's really a matter of training. So customer, computer repair shop, and you got customer is a business with 500 or so employees.[00:05:27] What result do they want? What result does your customer[00:05:30] sarah: [00:05:30] want? Sorry as to who? My brain's a little fuzzy today. Sorry.[00:05:34] dane: [00:05:34] That's okay. This has a tendency to fuzzy people's brains. Pretty normal.[00:05:39] sarah: [00:05:39] I can't usually hang because of what my husband does, but I'm going off not much sleep for a few days. So that sign, like trying to put all the pieces together as you're talking.[00:05:48] dane: [00:05:48] Well, this is good because you want to be able to mumble this drunk pass out face in a gutter.[00:05:53] sarah: [00:05:53] Yes.[00:05:56] dane: [00:05:56] The other night and like my girlfriend said, you know, you were talking about finding [00:06:00] painful problems in your seat. I was like, fine, fine, fine. Pretty great. I'll live in it in my sleep folks. So drunk and passed out.[00:06:12] Mumbled in a gutter. Yeah. Let's go back to the spine for a soul of a business[00:06:17] sarah: [00:06:17] customer mechanism results.[00:06:19] dane: [00:06:19] Yup. So you own a computer repair shop and we've decided on your customer being in a business with at least 500 employees. Yes. As the owner of a computer repair shop, let's keep it simple and say a profitable and thriving business.[00:06:34] Yeah. Say that out loud.[00:06:36] sarah: [00:06:36] Okay. Profitable and thriving business. Alright.[00:06:40] dane: [00:06:40] With a good lifestyle. Good quality of life.[00:06:43] sarah: [00:06:43] Yeah. It's a good balance. They're not the businesses and owning you.[00:06:47] dane: [00:06:47] Yes. So now there are many mechanisms that guy could do to get there. Yes, we're going to spin this around and it'll all Andrew nicely.[00:06:58] Okay, so let's say that you are selling to a computer repair shop owner. Okay? So that's the customer. Okay. Computer repair shop owner. The result that they want is a thriving, profitable business with a great quality of life. You could be even more specific. A business that makes 300 grand a year that they work at four hours a day.[00:07:20] Okay. So the mechanism to get there would probably be high quality clients, high quality repeat business. Does that sound clear so far?[00:07:29] sarah: [00:07:29] Yes, absolutely.[00:07:31] dane: [00:07:31] So now let's look at a whole different segment. The customer is now a business with 500 or more employees. Okay? You're the owner of a business with 500 or more employees in regards to the technology and computers.[00:07:44] What result do you want[00:07:45] sarah: [00:07:45] to the technology and computers?[00:07:47] dane: [00:07:47] Yeah. That they work.[00:07:49] sarah: [00:07:49] Yeah, basically. And that there's a fast resolution if something does go awry.[00:07:54] dane: [00:07:54] Yes. So your mechanism to make sure that happens is the computer repair shop [00:08:00] owner. Now let's make the customer a highly sensitive person. Okay. What result do they want?[00:08:07] sarah: [00:08:07] They want to feel. Heard and understood for whatever their frustrations and problems are.[00:08:13] dane: [00:08:13] That sounds more like what you might want. Okay. And it's okay. Yeah. Let's think about a highly sensitive person. Think about a hundred of them. Okay. What do they all universally want more than anything as a result?[00:08:28] And would they understand that language? If you talk to a highly sensitive person, would they say, I just want to feel safe? What would they say in their own language? As a result that they a dream result. Hmm. To be around people without losing themselves. To be around people without getting drained.[00:08:47] sarah: [00:08:47] Yes.[00:08:47] That's a huge part of it. Absolutely.[00:08:50] dane: [00:08:50] We're getting somewhere, so a highly sensitive person is to be around other people without being drained[00:08:56] sarah: [00:08:56] over stimulation in general is challenging for HSPs. Do you relate with that?[00:09:02] dane: [00:09:02] Oh, absolutely.[00:09:03] sarah: [00:09:03] I'm like, you have to, I'd be shocked because I know you're highly empathic, so they seem to go hand in hand a lot.[00:09:10] dane: [00:09:10] Very, very difficult. I'm only just now coming to like. Realizing that what I'm feeling isn't mine, man. I had a girlfriend back in the day once and I was like looking at myself in the mirror and checking out my hairline and I was just so insecure and I was how I had it all and it was feeling this terrible.[00:09:27] And then my girlfriend at the time, she calls a friend of mine and the guy says something like magical words to her and she just clears up. And all of a sudden I didn't feel worthless anymore. I didn't feel inadequate anymore. She passes the phone over to me an

[00:01:12] So today I'm talking to Diana. Diana, where are you at in the world?[00:01:16] Diana: [00:01:16] I am in Austin, Texas.[00:01:18] dane: [00:01:18] So what's your big goal for the call today?[00:01:20] Diana: [00:01:20] My big goal is to get more clarity on my direction for 2020 and beyond.[00:01:24] dane: [00:01:24] And if you knew you couldn't fail, what would you do.[00:01:28] Diana: [00:01:28] Hosts the most badass retreats and events ever.[00:01:31] dane: [00:01:31] So what is there that you really need help with? That was pretty easy,[00:01:38] Diana: [00:01:38] right? I got a call done. I think it, it's really about figuring out the path forward, right? So like, I have this vision of hosting retreats. Locally, nationally, internationally, and having kind of like, I guess like tiered offerings. Right?[00:01:57] So there would be like monthly meetups, there'd be [00:02:00] bigger days.[00:02:01] dane: [00:02:01] Yeah. I'm going to explain a business lesson to you very briefly, and I'm going to have you retell me everything based on the new orientation that I give you. Okay. So very successful businesses, and I'm talking like extremely successful businesses, the ones that are like the envy.[00:02:16] I have three things very clear. Like crystal clear. Yeah, very clear customer. They have a very clear result defined the customer wants, and they have a very clear mechanism that gets the result. So this is the spine of a business customer result mechanism. Yeah. So what you were just doing as you were talking about the mechanism, which were your retreats, so clear customer, clear result, clear mechanism.[00:02:45] So let's switch. So who's your clear customer for these retreats?[00:02:51] Diana: [00:02:51] So my clear customer are the next level of seekers. The people who want to optimize their health and wellness, who want to connect in community. The people who are, you know, doing the personal development, doing the work. So mostly probably people in there, late twenties to mid forties[00:03:09] dane: [00:03:09] is it safe to say people very passionate about personal development?[00:03:14] Diana: [00:03:14] People? Very passionate about personal development.[00:03:16] dane: [00:03:16] Okay. That's clear. Yeah. People very passionate about personal, not people that have read Tony Robbins people. Very passionate. Right. They haven't just read like a book. Well, how do you get more clear on what kind of path? Like what very passionate means?[00:03:32] What do they typically done?[00:03:34] Diana: [00:03:34] Yeah, so there are people who've already read the books, right. Done that. And that was like maybe their entry level. How many got, how many books? I mean, I'd imagine they've read 10 plus books.[00:03:45] dane: [00:03:45] Okay. On what.[00:03:47] Diana: [00:03:47] On soft development.[00:03:49] dane: [00:03:49] What are some examples?[00:03:50] Diana: [00:03:50] So it'd be like maybe like a path with heart by Jack cornfield.[00:03:54] So like some spirituality components, like some of the, maybe you are a badass by [00:04:00] Jen Sincero. I really love Marie Forleo's. Everything is figure outable. So there would be like spiritual development, business development, and like relationship development. So maybe even they started old school, like how to win friends and influence people.[00:04:16] You know, like that might've been something that they read when they were a teenager or younger and then have just continued on. So stuff by, Oh my God, I can't believe I'm blanking on his name right now. The brain guy, what's his name?[00:04:29] dane: [00:04:29] Which one? Like this dispenser.[00:04:31] Diana: [00:04:31] It does then see, you knew exactly who I was talking about.[00:04:33] Dispenza. Yeah, exactly. Top of mind. So dispense maybe stuff by Bruce Lipton. Marianne Williamson, Bernie Brown. Kind of those like next level influencers?[00:04:46] dane: [00:04:46] What do you mean by next level?[00:04:47] Diana: [00:04:47] You know, I mean, there are people who are like on a particular platform, right? Like people would maybe consider like Kobe Bryan and influencer or like they would consider people who are making impacts in some realms, but I'm talking to people who like have global mission to have humanitarian efforts.[00:05:06] People who are usually doing like give back causes and stuff like that.[00:05:10] dane: [00:05:10] Okay. So now the first draft, you said my customer are next level type of personal development. So let me tell you what I'm hearing. We'll see if this is a clear customer, and imagine you're in a room full of 15 baller business dues.[00:05:26] They're all guys and they come to you and it's your turn to talk about your business. Now imagine you say we do retreats and this and this and this and this. Right? You just slipped into mechanism,[00:05:37] Diana: [00:05:37] right? Rookie, right. Cause that's not selling a vision. That's not talking about who it's for. There's, yeah.[00:05:43] dane: [00:05:43] And that's okay, but that's a rookie move and rookies not a bad thing. I'm not trying to mean it as a bad thing. I'm just saying it's like you haven't been trained. Right. So, okay, now it gets to you. For some reason, I'm wanting you to really picture, you're in a room with 15 baller business dues and you're in there.[00:05:58] Okay. Yeah. [00:06:00] Like are you in a high rise? Is there windows around? Tell me about the room.[00:06:04] Diana: [00:06:04] Yeah. I would think that it would be like a really. Nice setting. I wish had been to the Fairmont in Austin. It would be something like that. So like a rooftop patio is what I would envision outdoors. Yes. We're in Austin.[00:06:18] Everyone likes to be outside. The weather is perfect, you know, it's like not too hot, not too cold. People are wearing kind of business casual, so they're fancy, but they're not like suit and tie.[00:06:28] dane: [00:06:28] Great. Okay. So now you're in this environment and it's quiet enough where everybody can hear each other. And it comes to you.[00:06:34] And as they say, so Diana, tell us about your business. You say, well, our business, we target folks who are very passionate about personal development, who have global missions, who think globally. Who've read at least 10 books and the personal development realm, things like Bruce Lipton, things like Joe Dispenza, about 70% of our customer tends to be female, and then 30% of men who would probably identify as a little more sensitive than the average male.[00:06:58] Also, these are our customers. Does that capture it?[00:07:02] Diana: [00:07:02] Yeah. I feel like there's still a little bit of an explanation of like, okay, cause I mean, I know that our point is to get people to lean in more as like, what exactly are we doing? You know? Like I have this vision of creating these life changing and memorable experiences for people who are very passionate about personal.[00:07:18] dane: [00:07:18] We're part one clear customer. Now we're going to add in the clear result they want. So what's the clear result that these folks want?[00:07:26] Diana: [00:07:26] Transformation and recalibration. So it's like, not necessarily like, Oh, we're fixed and we need to be changed, but it's like we're always working on ourselves. We're always refining and we're ready to have those kinds of transformational experiences.[00:07:42] dane: [00:07:42] Is that the language that they use. Like they'll say, I want to buy a transformation.[00:07:47] Diana: [00:07:47] Well, so it's funny because there's a big shift right now, right? Like people are shifting out of like, well, I want to like change and I want to retreat and I want to reset, and they're shifting more into this. Like I want to [00:08:00] create, I want to collaborate, I want to transform.[00:08:03] I don't know if that's everywhere, but I know in Austin, those kinds of forbids are pretty popular and pretty common.[00:08:08] dane: [00:08:08] Okay, so here, listen to this as a clear result. People that want to create their missions around others and collaborate. Yeah. You see how it's very tangible. It's clear and transformation is kind of like, that's probably the bi-product.[00:08:23] Hmm. I mean, that offer gives me chills. What does it do for you?[00:08:28] Diana: [00:08:28] Yeah. I liked that. I'm writing it down, so it's like people that want to create their global missions through collaboration,[00:08:34] dane: [00:08:34] make sure you've put in there around others.[00:08:36] Diana: [00:08:36] Could it be for collaboration and community?[00:08:39] dane: [00:08:39] Well around others, through collaboration and community, but get around others in there.[00:08:44] Diana: [00:08:44] Can you tell me a little bit more about that?[00:08:46] dane: [00:08:46] The loneliness that people feel working on their missions. So if you have another way to articulate loneliness, because collaboration is somewhat hard to picture.[00:08:56] Diana: [00:08:56] Yeah.[00:08:57] dane: [00:08:57] What does that mean? You know? But when you say around others through collaboration, then I picture I'm around those in a room collaborating.[00:09:05] Diana: [00:09:05] Yeah. I don't know why there's something about like global missions around others. I don't know why that is not. There's something in my brain that it's not like I'm getting the point that you're saying that there's something that's not quite clicking for nice delivery.[00:09:19] dane: [00:09:19] Let's picture this. So picture you're sitting down in front of someone who's read Marie Forleo.[00:09:24] They've read Jensen, Sarah, and they've read Bruce Lipton. Yup. And let's say it's a woman and she's 27 and the result that she wants is what?[00:09:34] Diana: [00:09:34] The result that she wants. Well, yeah, I mean, connection is huge for sure. I think that you really touched on something with the loneliness of society right now.[00:09:42] People are really, really wanting to c

[00:01:12] So today I'm talking to Kathy. Kathy, where in the world are you?[00:01:15] Kathy: [00:01:15] I am in beautiful Sarasota, Florida.[00:01:18] dane: [00:01:18] All right, well, this little human there in Sarasota.[00:01:21] Kathy: [00:01:21] I don't care how good it is. It was a blessing to live here. I've been here 25 years. I grew up in Rhode Island. I don't like snow or cold.[00:01:31] dane: [00:01:31] Good. And you're, you know that and you have no guilt or shame about it.[00:01:35] You're live where you live. That's right. That's very important. When you find that authentic voice that's just so honest and you're like, yep, I no longer care what people think. This is what I want. That's a special woman. And there's also something pretty special about this podcast. Can you tell folks that are listening, how we know each other?[00:01:51] Kathy: [00:01:51] I knew of you when I first heard about paperless pipeline and myself and my assistant at the time. We were [00:02:00] beta testers for paperless pipeline. So we were very involved in the building process of it and then utilized it for years afterwards.[00:02:09] dane: [00:02:09] So that's wonderful. And so I didn't know this. People listening as she got on, she said, I know you because I was a beta tester for your software product.[00:02:18] PayPal is pipeline, which has passed its 10th year anniversary. It's still going along nice. And so it's an honor to have you here. And also just for folks listening. For you to hear how happy one of my customers was in working with me. Did you feel cared for Kathy?[00:02:36] Kathy: [00:02:36] I have to say that my perception assessment and the reason why I even continued to follow you all the years after pipeline was that.[00:02:46] You were brilliant. You had a way of, even as you grew your[00:02:50] dane: [00:02:50] product,[00:02:51] Kathy: [00:02:51] making your end users still feel like you matter and you are important. Many people as they grow, lose that.[00:03:01] dane: [00:03:01] Well, I did lose it a little bit and it came rushing back when I got hit in the face.[00:03:05] Kathy: [00:03:05] I don't know. In my mind, I'm like, whatever Dane touches, I want to know what it[00:03:10] dane: [00:03:10] is.[00:03:12] That's so sweet. Thank you. Thank you. You know, when I say I lost, I probably still had it in comparison to others, but to the degree, like. I care so much about the people that I work with. I had one of my very first customers was a real estate broker in Texas. He's one of my first 50 customers, and you know what?[00:03:31] I called him the other day just to say hi after not talking for eight years, and it had been 12 years since we worked together and I called them to say hi and say thank you. And to say thank you for believing in me. Thank you for buying my product when I was so young. Thank you for referring me to the customers you did.[00:03:47] I still think of you. I think if you fondly and get even emotional as I talk about it, just thank you for believing in me. Like an entrepreneur's first. Customers are almost like a first boyfriend or girlfriend, you know, we know them by name. We're [00:04:00] so grateful they take a chance on us. So I called him to tell him that after like 10 years, just to say thank you.[00:04:04] And it felt so good. And you know, he had had some doubts in his life and he had questioned a few decisions that he made and he was having a human moment where he's questioning if what he did mattered. And it just meant so much to him to hear from me, to say thank you and. That's the kind of connection that if you have with people, makes your businesses so much fun to run.[00:04:24] Kathy: [00:04:24] And that's exactly how I feel about each person that I have helped buy or sell a home as you would just talking. That's how I feel about everyone I've worked with. To me, that's the rewarding part. It truly is. And to hear them come back to me and say. We wouldn't be in this house if it wasn't for you, Cathy, or that's what makes it all worthwhile.[00:04:46] I'm celebrating my 20th year in real estate. It doesn't seem like 20 years.[00:04:52] dane: [00:04:52] Wow. So what's your big goal for the call today?[00:04:55] Kathy: [00:04:55] Honestly, when you put this out there, I'm like, yeah, anything you do I want to learn, I want to be a part of. And I'm like, what do I want to do? Do I want it? I have ideas for going in a different direction with my real estate, but I also have ideas for different business I want to do.[00:05:09] So.[00:05:10] dane: [00:05:10] So you knew there was something you wanted with this call and you're willing to book it to see what might happen? Yes. Okay. If you knew you couldn't fail and there was something that excited you to no end, you're like, wow, I could get to do that. Do you know what that would be this year? Yes,[00:05:31] Kathy: [00:05:31] and I now have a look at anything like, I'm going to fail.[00:05:34] dane: [00:05:34] Okay.[00:05:35] Kathy: [00:05:35] I don't fail. Failure is not an option. So one of my passions has been nutrition and simple nutrition because I've lived it myself. And then I found myself stumbling into it with other people and helping them just to understand basics and make it easy and dumb it down to them and say, maybe you want to switch this for this.[00:05:55] And I'm like, is there any way I can turn this into a business? I'm passionate about [00:06:00] this because. I lived it and I enjoy that. I helped my niece who had high blood pressure, cholesterol, diabetes. Just give her ideas, but different ways to make things so it helped make her healthier. I think what I'm learning from people is.[00:06:17] We have a lot of information throughout. We are definitely in the information, like throw it all at us in our heads, spin 5,000 miles an hour, but something simple and say, okay, great. You like to eat this. Why don't you try this instead? Because you're going to feel[00:06:30] dane: [00:06:30] better. Okay, perfect. This will be a wonderful call.[00:06:35] So I'll give you a way to start this from zero effectively, and I can't wait to teach you about this, like really fundamental business principle that. I call it the spine of a business. And if you get this right, you can pretty much build anything you want on top of it. It also insulates you from your business failing because you can change and iterate it, and it's just one of the most harmonious ways.[00:07:02] And when I say harmony, I mean like a full on rich cord and all of its beauty ways to build a business. And I'll give you some examples, and since I've talked about this in so many other episodes, I'm going to just introduce it a little differently again so people can get a different flavor for it. You can build a business at light speed, like really fast, like days, weeks, like if you just focus on the things that make a business a business.[00:07:28] And a business becomes a business. The moment you get your first paying customer, not the moment you get the idea. Not the moment you buy the domain, not the moment you make a logo, not even the moment you buy your first location and move your furniture in, not the moment you declare you are a corporation.[00:07:44] A business exists in my view of the world. As soon as you have that first customer paying for it, so you'd be surprised. Customers will pay for things that have no names, no business names, no branded email addresses. I built my software company to probably [00:08:00] half a million a year in revenue off my personal Gmail address because I was so intentionally lazy and not getting a branded email.[00:08:07] Cause I knew people did. It didn't matter because I, that's a real estate broker said, Hey, do you care if my email is a Gmail or a branded email or do you care if you get a great result. Like, I really just want a result, Dane, I don't care what your email looks like. If a business begins when the customer pays, then this can eliminate all the anxiety around business because now what we do is we reduce ourselves down to zero and make our customer up to a hundred and so we don't exist.[00:08:33] The customer exists at a hundred and then we just listened to them. And then with that listening, we use discernment. But you'd be surprised in areas that you're not listening where you think you are, because there's usually a spot. And the unfortunate truth that I've come to realize is that. If there's an area that you're being talked to and you're not listening, it's generally fear and likely unconscious pride.[00:08:57] Like you don't know. You're too proud to listen, but you just don't. And once you address unconscious pride, you look at it, you're like, ah, you realize it's really uncomfortable. They listened to probably what they're saying because it's either too simple or you don't want to do it. Or like the truth of the matter is, I've got this advanced sort of level of technical knowledge and building software companies and this advanced level of business knowledge.[00:09:19] But I could probably make a hundred million a year if I wanted teaching senior citizens how to use the internet. You know, like how to type in a domain. What happens when you forget your password. Like my friend has a website and his literal most popular page on his website is forgot my MSN password.[00:09:40] That forgot password is below the login button and senior citizen folks that use MSN or whatever demographic uses MSN is generally tech illiterate. So you open up a tab and search what to do if I forgot my MSN password. So he makes loads of money on advertising by solving this real simple problem because he's [00:10:00] listening.[00:10:00] If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com slash podcast. So now notice, watch this. If you think that, Oh my gosh, they don't know the forgot passwords below the login button, or they have to go and sear

[00:01:12] So today I'm talking to Chelsea. Chelsea, where in the world are you?[00:01:15] Chelsea: [00:01:15] I'm in Los Angeles, California.[00:01:18] dane: [00:01:18] What's your big goal today for this call?[00:01:20] Chelsea: [00:01:20] A big goal today is to help me zero in on becoming more visible.[00:01:26] dane: [00:01:26] How do you feel when you say that?[00:01:28] Chelsea: [00:01:28] I feel nervous. I should give you a little bit of a background on me is that I am an actor.[00:01:34] I have been an actor for a long time. I've been a performer and a dancer and a standup comedian and dance company owner and traveled all over the world. And then the thing, and. When I went through my different cycles of awakening for the last seven years, being a part of that industry and I was successful, I had a lot of success.[00:01:57] I did it really well, and going into [00:02:00] those rooms started to feel really toxic, like on my actual skin. Like it started to just not feel good. There's so much comparison and competition and blaming and shaming and wow. And in those rooms, it was just too challenging while I was negotiating with so much internally and spiritually to show up like that.[00:02:20] And so I have my own. New relationship to discover with being seen, and I'm very aware that in the last five years specifically as I've been really working with people really end up me really putting myself out there hasn't really happened because I believe I have this interesting block with putting my creations out in the public.[00:02:41] I have had a lot of luck with energetic marketing, so I haven't needed to really happen[00:02:48] dane: [00:02:48] and energetic marketing. Well, look,[00:02:52] Chelsea: [00:02:52] it's also vibrational alignment to just receive clients that are in vibrational alignment. So I haven't needed to like make Facebook ads or feel like I need to be posting every day or doing Facebook lives like I did when I first started doing this work, and then I fell out of it because it felt so inauthentic.[00:03:08] It started to feel way too coachy for me personally in a stereotypical sense. No offense, but like it just started to feel. Not authentic. So I dropped out of that. And then since then, as I've been allowing spaciousness for me to really feel what is authentic for me and really come home as I keep having these different pops and layers of pier, I call them pups and different layers of awakening or however you want to phrase that or look at that.[00:03:32] And as those have been churning and I've been allowing time for integration and for me to be really present with my clients and with myself and really feel that and do my deeper work, it hasn't felt appropriate for me to be like, Oh, and like, by the way, by living by the moon and I don't have a way yet to do that.[00:03:49] That feels really good. Yet I have the strong desire to be seen and to be using my creativity. I'm also like a painter and I want to be dancing and I channel when I dance and [00:04:00] I want to be sharing that and I have this resistance and I know that it's coming from an old paradigm, an old framework of relating to showing up in that way from a place of like, look at me coming from a place of, I can do this.[00:04:14] Rather than a place of sharing, offering, just being present too. And it is as easy as me just doing it and I know that, but I'm still having this resist, like it's an interesting mental loop. I catch myself and it's not often that I have this much trouble pulling myself into another house.[00:04:35] dane: [00:04:35] Do you feel willing and able to kind of go down a little bit more of a vulnerable trajectory.[00:04:40] Chelsea: [00:04:40] That's how I live. Let's go.[00:04:43] dane: [00:04:43] What felt inauthentic about the Facebook posts[00:04:47] Chelsea: [00:04:47] at the time, I was dating like a bigger coach, and that was as I was starting to come into this work, like leaving acting, and so I had such limited reference points. For that entire world of like the healer and the coach and all of that, that I really took on a lot of his tools, which aren't bad at all, but I took them on as like, Oh, this is the way you do it.[00:05:09] I was also young and naive in a lot of ways, and so I just was like, okay, cool. Like I'm just going to do it like this now because that's the way we do it.[00:05:18] dane: [00:05:18] So long ago,[00:05:20] Chelsea: [00:05:20] this is seven years ago.[00:05:21] dane: [00:05:21] So you got into coaching seven years ago,[00:05:23] Chelsea: [00:05:23] ish. Yeah.[00:05:24] dane: [00:05:24] Okay, so your big goal is more visibility in a way that is authentic.[00:05:30] Do you have revenue goals in mind?[00:05:32] Chelsea: [00:05:32] Yeah.[00:05:33] dane: [00:05:33] What are those?[00:05:34] Chelsea: [00:05:34] I love to be making minimum $20,000 a month from my healing work.[00:05:40] dane: [00:05:40] And how close are we? Where do we have to go to get there?[00:05:43] Chelsea: [00:05:43] Or half[00:05:45] dane: [00:05:45] halfway. Okay. And that's through the just natural organic process. So I have a book coming out next year, and one of the first things I teach in that book is that we don't get to decide what works.[00:05:59] It's [00:06:00] really important to teach this first because right now what you're doing is working and it's working without you even really working it. Hmm. So when I say we don't get to decide what works, it's almost like what works. Works without us. So if this is possible to remember, it's the difference between having a few balloons and why don't you just go and it blows up completely and then it just goes a full, it's off in the sky.[00:06:26] That's how good it is. There's one that you have to for awhile to blow it up, and then it just stays there and then the next day you gotta come back and, and that's what most people have. And then there's these balloons that you go and then the wind goes out right away. So then you're exhausted all the time trying to do it.[00:06:47] And there's an energetic response testing, if you will, like use dip your finger and then see if it goes boom. You know, you'd put a drop of water on something and see if it fills a glass. It's the same thing as a metaphor. So right now you have the blows up and goes off and works without you, and you did not get to decide that.[00:07:08] It's like what? That goes deep as possible. Like you did not get the choice in that. I mean, maybe you do great work and your clients refer, but you don't get to decide what works. Chelsea, so often what works is staring at us right in front of the face. And all we need to do is listen to see it. There is a danger because now you're like, okay, I want more visibility.[00:07:30] So yeah, Facebook ads, cause that's what everyone else is doing. I'll do billboards. Stillbirth definitely work. Oh, you know what? I'll write little mini adverts in the back of Cosmo magazine. Oh, you know what? I'm going to target people. Inside of Gmail because Gmail has advertisements around it. And any emails that talk about anything that has anything related to do with me, I'll have an ad show up for, which is actually a great idea, you know, or you know, all have YouTube videos that are 60 seconds.[00:08:00] [00:08:00] That talk about the struggle someone has and then tells a story of one of my favorite clients and invites people to have a discovery call with me and I'll have a YouTube video and it'll play at the beginning of other people's videos that I think if they're watching it, they'd be a good fit for me.[00:08:14] And I mean, you can do that in a day. You could pull up your iPhone from your car and be like, yo, like, what's one of the biggest, most unique issues that you help people with? Something kind of[00:08:24] Chelsea: [00:08:24] niche. I mean, I help people move out of their minds and limited belief systems into their bodies and breathing.[00:08:32] dane: [00:08:32] So that's an expert language. That's your language. What's their language? So there's an extra language in their language.[00:08:41] Chelsea: [00:08:41] Their language is I get out of my monkey mind and I feel and believe in myself and I can take action in my life.[00:08:49] dane: [00:08:49] So I'll give you example one a woman I talked to, a very similar, she's hypnotherapy, not very similar, but you know, she helps people stop smoking.[00:08:56] She helps people get over their fear of public speaking. She helps people leave the house. She helps people build habits to lose weight. So what are some specific problems that people come to you with?[00:09:08] Chelsea: [00:09:08] I'm really good with gas lighting. No gaslighting is so gaslighting. I mean, it's a pretty common psychological term these days.[00:09:16] There's like a trillion articles about it. It's kind of like a taught topic word now. I've been studying this for years, but now it's starting to be a thing. I don't know if that's a good thing or a bad thing, but gaslighting is. When someone pretty much denies your entire experience. So I would say like, Hey, you know, that woman just looked at me weird.[00:09:35] Anything from that small? And you'd be like, no, she didn't too, like felt really uncomfortable when we were just in that room. It'd be like, no, it didn't. So[00:09:44] dane: [00:09:44] yeah. So how many clients are you working with right now? Six. Okay. And what's one of their problems?[00:09:50] Chelsea: [00:09:50] One of them. A compulsive data.[00:09:53] dane: [00:09:53] Okay, great. Another one,[00:09:54] Chelsea: [00:09:54] self sabotaging their creativity.[00:09:57] dane: [00:09:57] Better explanation than that, maybe what result are [00:10:00] they not able to get on their own?[00:10:01] Chelsea: [00:10:01] Do their art.[00:10:03] dane: [00:10:03] Oh, their blogs. Creating their art. Thank you. Yeah. Next one.[00:10:07] Chelsea: [00:10:07] An ability to authentically connect to themselves and communicat

[00:01:12] So today I'm talking with Terry. Terry, where are you at in the world?[00:01:16] Terry: [00:01:16] I'm in the Northeast part of the country, not far from Philadelphia.[00:01:20] dane: [00:01:20] Okay, and what's your big goal for the call?[00:01:22] Terry: [00:01:22] I think my biggest goal for the call is I feel like as a woman that I had so much fear and to overcome some of that fear within business would be great.[00:01:32] You know, not feeling good enough or feeling judged. So I would love to get some insight from you as it relates to that.[00:01:39] dane: [00:01:39] So take a big old breath with me.[00:01:46] I want to say it's very brave in my opinion, for you to be talking about this. It doesn't sound like someone who is a frayed would ask about this. Right.[00:01:57] Terry: [00:01:57] Well, I think maybe because you know, I'm [00:02:00] behind a computer screen and nobody knows who I am asking about it, that I feel that freedom.[00:02:05] dane: [00:02:05] Oh, great. Did you say you wanted to share your social security number with people[00:02:10] on[00:02:10] Terry: [00:02:10] this as well as my date of birth and my American express card?[00:02:14] dane: [00:02:14] All good. Honestly, the expiration and the last four digits on the back, you know, so you have a sense of humor. This is great. So, okay. I'm going to tell you a couple of things. And I want you to hear them with your heart, and then we're going to go from there, okay? Okay. I believe women are especially hard wired to succeed in entrepreneurship.[00:02:39] You are naturally wired from an evolutionary perspective, like you actually as simple as breathing. You can succeed was entrepreneurship, and I will give you very specific reasons why. How is it to hear that before I do?[00:02:57] Terry: [00:02:57] It feels good. I don't know why, but I feel like I trust you. It feels like. You know as a mom, but I certainly have been the entrepreneur of our family as a single mom.[00:03:07] So[00:03:08] dane: [00:03:08] yeah, girl,[00:03:09] Terry: [00:03:09] I want to believe that.[00:03:11] dane: [00:03:11] Great. Let me show you how we can, the most successful businesses, the ones that do well and they sort of effortlessly grow are generally, not always, but generally around. A very deep, painful problem. These successful businesses that do very well also have very strong communities, a deep, painful problem, strong communities.[00:03:44] Women, as far as I can tell, are especially hard wired to see someone in pain and help them and build community. Just hypothetically, let's say you had a million dollar per month [00:04:00] business right now, and it's solving a very deep, painful problem. Customers love you, and there's a great community around it, and you've got a great team who all love you that you've hired to make up for every single one of your own deficiencies, because entrepreneurs are generally just as flawed, if not more flawed than the rest of us.[00:04:23] We just make up for it by hiring people to work in the areas that we're not good at. So if you were to pick two areas to obsess about, it would be about searching for a very deep pain and then building a community around it and learning how to sell and learning how to outsource. Tell me what's happening in your mind right now.[00:04:43] Terry: [00:04:43] I think the first thing that comes up for me, the deep problem is I feel like I'm great at building community, have a great community of friends. My background actually is sales. Not great without sourcing yet. Thank you. So I feel like one of the things that's held me back in life and entrepreneurship is I don't feel like anybody can do it the way that I want it done.[00:05:09] And I'm not willing to accept yet that someone may not be able to do it exactly the way that I want it done, but it would at least get done.[00:05:20] dane: [00:05:20] I like to do this often, but I'm gonna just let you bust this belief right away. There are a lot of people out there that can do it way better than you. Okay. Tell me why you laugh,[00:05:30] Terry: [00:05:30] because I know that's true.[00:05:32] So then my next limiting belief that pops up is like, how do I find them?[00:05:37] dane: [00:05:37] Right? So this is good. Let's just jump to the fear that asks that question. Okay. Are you able to connect with it being fear that asks that question?[00:05:47] Terry: [00:05:47] I think[00:05:48] dane: [00:05:48] yes. Tell me why.[00:05:50] Terry: [00:05:50] Because immediately when you said that the fear that pops into my mind is I'm not good enough.[00:05:54] Like I'm going to be exposed. Like somebody is going to figure it out that I'm not good enough, and then they'll leave.[00:06:00] [00:06:00] dane: [00:06:00] Thank you for being so open with me. I struggle with the same issue.[00:06:03] Terry: [00:06:03] Yeah. I feel like abandonment is a big issue,[00:06:06] dane: [00:06:06] so if I struggle with the same issue and I'm still able to start businesses, why do you think that is?[00:06:13] Terry: [00:06:13] I would say that you've probably found a way to overcome it. By proving to yourself that you can do it, or actually, I'm not sure.[00:06:22] dane: [00:06:22] Take a moment and really just reflect on this.[00:06:25] Terry: [00:06:25] Yeah, I'm not sure.[00:06:26] dane: [00:06:26] Lady Gaga, have you heard of that artist sold out Madison square garden before she goes on to sing. She looks at herself in the mirror and says, I still feel like the ugly bullied, not enough kid from school.[00:06:41] Looks at herself in the mirror, says that out loud in front of everyone and walks out and crushes an amazing show. You and lady Gaga both struggle with the same thing. What do you think the differences?[00:06:52] Terry: [00:06:52] I guess she's willing to admit it and do it anyway.[00:06:58] dane: [00:06:58] That's tons of pretty good. I think there's probably a handful of correct answers.[00:07:02] But the fact that your brain is making connections to make them right now is much more significant than a fight just assumed to tell you we're giving your brain a workout. So it's so fun because you know, and you're like, but how do I find them? Like you have this normal voice you talking, and then when your fear voice talks, it's like, but how do I bet up?[00:07:21] It has this whole identity and character to it. And the reason I don't answer it is because that same identity character is going to be like, well, then what about this? So that's why I stopped answering your questions. Okay, so let's leave this on the table for what makes the difference. We'll come back to it and it's such a pleasure to get to help you, by the way,[00:07:42] Terry: [00:07:42] and I am so appreciative of you being able to help me.[00:07:45] And you know, another intention that I have for this call is able to provide value to other people who might have the opportunity to listen to it, have the same fears and freak outs so that they might be helped as well.[00:08:00] [00:07:59] dane: [00:07:59] I'll get that. Oh, that's really beautiful to hear. I think that that is definitely going to be the case.[00:08:05] This is very exciting. So now let's go back to, but where do I find them? This person that's better than you. Okay. And you said, well, where do I find them? Do you remember? Yes. So let's have you rest in love instead of fear for just a moment. And this can be challenging because fear is kind of a default for you.[00:08:23] It's a very comfortable place. And what feels right. Is not right. Like I'm training very lightly with like yoga and jujitsu and I'm doing that because of past bullying stuff. And I've got my fight or flight triggered off in, and I just kinda like to relax so. I want to know that I can defend myself. So it's very scary.[00:08:52] And he sits there and we're doing yoga, and I say, what happens if I have a feeling come up? Should I like just buckle into it and feel it real quick and then get back into the posture? He's saying, don't let your feelings come, but stay in the posture. Is that, does that make sense? Like that doesn't make any sense.[00:09:05] Is it, you know, Dean, your first response is not always the right response. And I said, what do you mean? And he said, well, watch this. I'm sitting on my butt and he pushes me. He's like, watch when he pushes me and I fell straight on my back. If we were wrestling and jujitsu and I pushed you, your body naturally wants to fall straight on its back.[00:09:22] You would get crushed. If you did that in jujitsu, your first response is not the right response. Instead of being pushed back and falling on your back, you would fall to your side, right? Your first response is not always the right response. So you've got these first responses that you're kind of somehow implicitly trust, like, Oh, well what about this?[00:09:40] And what about that? Because that's what your first response is. So we want to take a breath, and this is difficult, and sometimes it's not. It's fine. I find it to be difficult. We're take a breath, we're going to create a new response for love to emerge. So let me know if you can connect to the feeling of love even in the slightest.[00:09:59] Where's it at in [00:10:00] your experience in your body? If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast. Actually[00:10:12] Terry: [00:10:12] it might face good.[00:10:14] dane: [00:10:14] Good. Okay. Some people, it's in their arms, you know, so face. Now let that feeling come through your whole body from your face.[00:10:24] No. When I tell you, you can hire people that are way better than you, what would love want to ask or say instead of fear?[00:10:32] Terry: [00:10:32] That's amazing.[00:10:33] dane: [00:10:33] Good. Take a breath there. Just take a breath into, that's amazing.[00:10:42] Can you feel how that's just more loving in general? Yes. Does l

[00:01:12] So today I'm talking to Sarah. Sarah, where are you at in the world?[00:01:15] sarah: [00:01:15] I am in Jupiter, Florida.[00:01:17] dane: [00:01:17] Whoa. Jupiter's like 3 billion miles away, isn't it?[00:01:23] sarah: [00:01:23] The planet?[00:01:26] dane: [00:01:26] It's crazy. Like Mars. There's 130 million miles Jupiter, 3 billion.[00:01:32] sarah: [00:01:32] 3 billion at that same bar. Jupiter, Florida seems like that far away from things.[00:01:40] Well,[00:01:40] dane: [00:01:40] I just think how far away Mars is and how long it takes to get to, and then it's like, okay, just to break your brain, here's something like 30 times farther away[00:01:49] sarah: [00:01:49] and grasp that comes up to, to tell you the truth.[00:01:51] dane: [00:01:51] Yeah. So I was fascinated with it. Clearly. What's your big goal for the call today?[00:01:55] sarah: [00:01:55] Just a little perspective.[00:01:57] I think I'm really just getting started on [00:02:00] front of being able to finally do something for myself or as a family. We're making changes in order for us to be able to build our own business. I have kind of a direction, but I really just would love all the expertise that I can get from folks that know better than a more.[00:02:15] dane: [00:02:15] That's wonderful. So what's your goal with having a business? What are you ultimately after.[00:02:20] sarah: [00:02:20] Ultimately I want to be able to provide value to people while also being able to provide for my family. You know, first and foremost, I want to be able to do something that allows me to spend time with my family.[00:02:35] I think that's what a lot of our goals are. We want to be able to travel, and I want to do it in an honest way. I've done a lot of things. I've done nonprofit, I've done sales, and I just want to do something. That speaks my truth and provides value to customers and to clients. Kind of like a mutual thing that everyone kind of feel good about.[00:02:54] That makes sense.[00:02:55] dane: [00:02:55] Yeah, that sounds wonderful. How is it to share that?[00:02:58] sarah: [00:02:58] I mean, it's great. Like I've done a lot of work for other people and I've always wanted to work for myself and my own business and I've always been held back because of, you know what? If you fail and you know you have to worry about this, and it feels really good to finally be pursuing that.[00:03:14] And I have kind of like a. I guess a starting point and I want to see where that can expand and how I can really further on that. Cause I'm actually going back to working in financial services and getting my insurance license again. But I think that there's so much more to it than selling products.[00:03:29] There's so much more to it than just that. And I think that I can provide real value if I can find a niche in that market and be able to provide, you know, something great for clients.[00:03:39] dane: [00:03:39] Okay. So are you wanting to focus on the insurance business.[00:03:42] sarah: [00:03:42] Yeah. That's where I want to do financial planning and life insurance is kind of what the core of my business is going to be.[00:03:49] I'd like to look at coaching, maybe videos. My focus is on women and women owned businesses and families is, it's not really focused on a lot by financial people. It's a [00:04:00] very male dominated organ industry. You know, a lot of times it's like, Hey, your husband should get a million dollars in license insurance and your wife can get 500,000 even though she's,[00:04:09] dane: [00:04:09] yeah, sure.[00:04:09] So I want to tell you a couple of things and I just want to see what the impact is. Yeah, so let's see how clear this is on its own. Okay. A technician with expertise trades time for money, no matter if they're an employee or anyone else. An entrepreneur trades time for freedom. That is a technical term called equity.[00:04:33] So technicians trade time for money. Entrepreneurs. Trade time for equity. Technicians get licenses, certifications, degrees, become neurosurgeons, become astrophysicists, entrepreneurs, learn about humans, what results these humans want, and then hire teams that have the licenses to build the result that the people want.[00:05:00] So your orientation of business at this present time is for you to build a level of expertise with some technical craft to then offer your time for money that would get you a home more, but your income is somewhat tied to, if not all, but tied to how much time you spent. Yeah. Tell me what starts happening and all the things happening in your brain hearing this.[00:05:25] sarah: [00:05:25] So what's funny is in preparation for this today, I was kind of perusing the foundation websites and the videos that I've watched or remembered, kind of just to refresh my memory and I watched the marketing levels that you did, is so funny. I was just thinking about this with what I'd like to do, and it's.[00:05:43] I think I have this claim to safety, even though, again, like I said, we're arranging our lives kind of so that we can take this risk and I know that their safety, at least in a short term, and doing it that way and how, you know, I have my feet on both sides of the aisle. I guess I want [00:06:00] to try to have that.[00:06:01] Okay. How can I start as a technician but make it into an entrepreneurship? And I'm not sure. Maybe I can't. Maybe I have to look[00:06:06] dane: [00:06:06] at it. Well, it's good that you're asking the question. Yeah, and I'm going to say something that could be risky for me to say. Entrepreneurship is not a risky, it's, in my opinion, it is so much safer than being a technician and so much safer than being an employee.[00:06:25] It is the knowledge and the orientation that you hold that makes it risky. Entrepreneurship itself isn't actually the risk. It's what you know. And what your orientation is.[00:06:39] sarah: [00:06:39] Cause I always, I know I have the faith in myself and I have a bad habit of listening to other people tell me to be careful.[00:06:48] dane: [00:06:48] Oh, sure.[00:06:49] So I'll tell you, when I was 22 I decided I wanted to go into business for myself. And so I started telling people and they all told me the same things that people are telling you. I just didn't listen to them, but the only reason I didn't listen to them, it's because I had books that I trusted. What happened is instead of listening to the world, I listened to the books.[00:07:11] I didn't care what anybody's told me. I mean, especially if they don't have any results to speak of, like if they're not living a result that I want, then bike there. There's some part of my body, it just wouldn't even believe it. But where I think why I want to go with you on this, and this is a completely anonymous, people just really know your first name, so it's a good place to be vulnerable and look at the stuff that really needs to be seen.[00:07:34] Because if we don't believe in ourselves, it'd be very easy for someone to sway us off course. They might not even have to say anything. They could just breathe on us, but if we don't believe in ourselves, it's going to look like it's them stopping us. It's going to look like they're scaring us out of it.[00:07:52] There's something crazy that my mentor said to me and he said, you know, Dana, at first we think our emotional reactions are [00:08:00] coming from other people. We think our fear is coming from the other people saying it to us, but what they're really doing. Is waking up the fear that's already inside of you[00:08:11] sarah: [00:08:11] and a therapist tell me something very similar.[00:08:13] dane: [00:08:13] That's good. Who are the similar territory? So there's almost always good news. And the good news about this is that if we don't believe in ourself, that in and of itself is only a thought. Try and say out loud, I believe in myself and see what happens.[00:08:32] sarah: [00:08:32] I believe in myself. I know it still feels weird. I did this exercise again with the therapist that I worked with for awhile, and I know it's some thing that both reading daily and I haven't entered it into my practice and it's, you know, just one of those others.[00:08:47] Got to do it. Gotta do it.[00:08:49] dane: [00:08:49] So is your mind racing a little bit? So we want to slow that mind down by just letting it race without buying into it racing. So there is a linchpin that I feel with you. That if we look at and focus on, see, I've got like 30 other podcasts episodes now that you'll be able to listen to, that will all give you the business knowledge that you need.[00:09:15] You'll get all of them over time, but they won't be effective without us looking at this linchpin. And the linchpin is this thing. When you pull it out, everything else falls in. All we need to do is get you connected to feeling that you actually don't believe or haven't been believing in yourself as the root thought that it has actually been guiding everything this whole time.[00:09:43] It's why you didn't go into business when you wanted to. It's why you're doing it the way you're doing it now. It's why it's taken so long and this is a perfectly normal thing. There are many, many people, myself included, all struggled to believe in ourselves. It's a very [00:10:00] human thing. If you'd like to get a free one on one with me and beyond this show, you can find out details@startfromzero.com forward slash podcast.[00:10:11] And if we can just get you connected to the experience, like, Oh, it's that simple. I didn't believe in myself. And would you say it's somewhat true that this looks true and reflection and also that you're just now starting to, which is why you're looking at business again?[00:10:29] sarah: [00:10:29] No, you're right on track. I think for the first time in my life, I've actually sought out mentors, and it's been a really interesting experience because that's the resounding thought from them, from a therapist that I work

[00:01:12] So today I'm talking to Annie. Annie, where in the world are you.[00:01:16] annie: [00:01:16] I am in[00:01:17] dane: [00:01:17] Fort worth, Texas. And what's your big goal for this call[00:01:20] annie: [00:01:20] to get some actionable steps to help me get out of my current working situation.[00:01:27] dane: [00:01:27] How do you feel about your job?[00:01:28] annie: [00:01:28] I feel really apathetic. Like every day I'm like super anxious on my way in.[00:01:32] And then while I'm there, I'm feeling apathetic and neither of those are characteristics I've ever really had and it's really kind of bringing me down. So I'm ready to. Make some big changes.[00:01:42] dane: [00:01:42] You are feeling apathetic. That's an interesting word. I don't hear that often. What does that feel like for you?[00:01:49] annie: [00:01:49] Oh soul sucking cause I want to do well and it'd be helpful and be part of a team or whatever it is, but I don't feel like I'm valued and [00:02:00] so I kind of lose my drive to have my normal approach, I guess.[00:02:06] dane: [00:02:06] How's that for you to share?[00:02:09] annie: [00:02:09] It's fine. That's my reality at the moment.[00:02:12] dane: [00:02:12] You don't feel valued at your work?[00:02:14] What sort of situations create that feeling?[00:02:17] annie: [00:02:17] There's a new dynamic at work. There's a new chef.[00:02:20] dane: [00:02:20] It's a catering business. Okay.[00:02:23] annie: [00:02:23] And he and I have, I don't know, pretty different approaches when it comes to food. And I don't know. I have a master's degree in it. Not making food, but food studies, I'm feeling like they don't take any of my knowledge into consideration, and so I just want to remove myself from that place.[00:02:38] dane: [00:02:38] Thank you for sharing this, I think is important to be seen. How would it feel just for you to have a clear articulation around it? I do not feel respected for my competence or listened to for my knowledge at work. I see that impact on you pretty heavy. It might be really healing to say and get real clear, so it's.[00:02:58] A very clear dynamic. Do you want to try and put words to it? That land?[00:03:03] annie: [00:03:03] Yeah. Um, those that you just used pretty accurate.[00:03:06] dane: [00:03:06] Just for your own catharsis. Why don't you try and say it out loud so your own ears hear it so you can finally put words to what's been going on with clear language.[00:03:16] annie: [00:03:16] So I don't feel heard or respected at work and it makes me want to hide[00:03:21] dane: [00:03:21] how you're feeling safe, wise, sharing all this right now.[00:03:24] annie: [00:03:24] Yeah. I've done safe[00:03:25] dane: [00:03:25] try. I don't feel respected at work.[00:03:28] annie: [00:03:28] I don't feel respected at work.[00:03:30] dane: [00:03:30] Just let that land. Try and say it again. I don't feel respected at work.[00:03:35] annie: [00:03:35] I don't feel respected for work.[00:03:37] dane: [00:03:37] Your job, you stay with us, the tears will come, the tears will pass and then it'll just be like, yeah, I don't feel respected at work and you'll just be neutral.[00:03:43] You're like, but right now the emotions there and so we want to honor that. Let it be felt full. Let the trauma of not feeling respected at work. Yeah. I'm so sorry. Any,[00:03:53] annie: [00:03:53] it's so real. Cause they just came from there.[00:03:56] dane: [00:03:56] Good. I just came from work and I don't feel respected [00:04:00] there.[00:04:00] annie: [00:04:00] I don't feel respected. I don't feel like sharing or helping, and that's where the apathy comes in.[00:04:06] dane: [00:04:06] These feelings. I see them as a gift. The feelings you're feeling, they're very temporary, but they are very real right now. And if they feel permanent, then they feel permanent. But that's just right now. And I want you to just to let yourself just dive in, give yourself the experience. I mean, how long have you been working there?[00:04:24] annie: [00:04:24] About a year and a half.[00:04:25] dane: [00:04:25] Okay. So have you been allowing yourself to go into a place of work where you don't feel respected for a year and a half?[00:04:33] annie: [00:04:33] Definitely six months,[00:04:35] dane: [00:04:35] definitely six months, and just to let yourself connect with that. Yeah. Good. Many people go into places of work where they don't feel respect to Danny.[00:04:42] You're not alone. Many people do not feel respected at work. You're crying for you, you're crying for me. You're crying for many people right now, but the tears come. Let them see the light of day. There was a gentlemen on one of these calls. He wanted to be an entrepreneur because. He watched his parents get attacked and demeaned in the middle of the streets in Africa by their employers.[00:05:03] Is there anything you want to share?[00:05:05] annie: [00:05:05] Just mean hearing that and thinking about my situation, it's like I want to be a boss. That does not treat people that way.[00:05:12] dane: [00:05:12] I want to be a boss that does not treat people that way,[00:05:15] annie: [00:05:15] and maybe boss is not even the right word. I just want to be a leader. I[00:05:19] dane: [00:05:19] want to be in a position of authority so I can use it for good.[00:05:24] That hits hard for me. Yeah. I hate what authority figures told me personally, so try that. I want to be in a place of authority to use it for good and also say, I want to make sure. Everyone feels respected.[00:05:37] annie: [00:05:37] I want to be in a place of authority where people are respected. And what was the other part you said?[00:05:44] Like distracted by it?[00:05:46] dane: [00:05:46] A new thought.[00:05:47] annie: [00:05:47] I think saying I want to be in a place of authority is kind of a new place. Even though I am a manager. It feels different.[00:05:54] dane: [00:05:54] I want to be in the highest place of authority so that I can ensure everyone is kind, [00:06:00] listened to and respected.[00:06:02] annie: [00:06:02] I feel like I want to help look after people in a role like that.[00:06:05] dane: [00:06:05] What has you want to look after people.[00:06:08] annie: [00:06:08] I was just not wanting anyone to feel like I[00:06:09] dane: [00:06:09] do. And how do you feel?[00:06:12] annie: [00:06:12] Pretty important.[00:06:14] dane: [00:06:14] Just let that wash over you. It's very simple, unimportant.[00:06:19] annie: [00:06:19] Know that I am important, but I feel unimportant in that workspace. I don't wish that on anyone.[00:06:25] dane: [00:06:25] So let yourself swim in it cause it's there until it's not.[00:06:30] I feel unimportant and I want you to picture that chef feel small. You feel, feel the desire to hide, as you said, picture him and those listening you probably got bosses you don't like, or if you had situations where don't, you can easily join us. But in your case handy, you just picture the person and say, I see a lot important here.[00:06:52] annie: [00:06:52] Yeah. I feel an important here. It's not just the chef. There's the general manager that I guess I feel like the two of them have kind of boxed me out since they hired him and I'm the one talking to all the clients trying to sell the food, and I feel. So uninclined to try to sell his food. It's like, sorry, you can't say hello to me when you walk in in the morning and I say hello to you then why should I try to sell your food?[00:07:15] Sorry, I just don't feel any respect and I feel like with the other. Manager, she's seeing it happen, but not doing anything about it. And you feel apathetic, like, okay, good luck. You can find someone to replace me[00:07:31] dane: [00:07:31] and we want to get you to a place of that where it's. Not necessarily with anger, but you leave with kindness.[00:07:39] So there's not any subtle bridges that are kind of left, like you want to leave every place better than you found it. So you leave with kindness for yourself. So that dis becomes, I've decided. And I've been thinking about this for six months, did this time for me to move on, and I'm [00:08:00] happy to help you find a replacement[00:08:01] annie: [00:08:01] and train them[00:08:02] dane: [00:08:02] and train them.[00:08:04] But I know my time here is complete. And then when they say, why or how do you know? What would you say?[00:08:11] annie: [00:08:11] They don't feel respected? And[00:08:13] dane: [00:08:13] what if they listened to that and started respecting you what you want to stay. Okay. Right. So it's not true. That's not why you're leaving.[00:08:21] annie: [00:08:21] Okay. Well, I can't see myself on my bosses position.[00:08:24] I can't see myself on the owner's position, so there's no growth for me right[00:08:28] dane: [00:08:28] now. Clear. Done. Okay. And when you know, you know, you give them any sort of string or reason. No, I[00:08:37] annie: [00:08:37] don't want to do that.[00:08:39] dane: [00:08:39] Yeah. So walk me through how you'd say that.[00:08:44] annie: [00:08:44] I would probably start out by thanking them being gracious for the job and the opportunity that I have had with them, but them my time is that because I would like to grow and hopefully in another industry, not from beverage and yeah, that I'm.[00:09:02] More than happy to help them up until March 1st I'm going to give him a date. Can't drag me along any further to find someone and train them so I can be on my way.[00:09:12] dane: [00:09:12] So now here's where we're going to get really honest. We want to look at and see if you can touch and feel the area where you don't respect yourself.[00:09:21] annie: [00:09:21] Oh yeah.[00:09:22] dane: [00:09:22] And this is why we can't be too angry at them cause they're mirrors. They're just showing you. You're doing very good. Just all we need to do is you just be friend. That feeling, you feel that, just let it be here. Something shift that quick, something shi

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