WHY I WASN’T EXCITED BY MY BUSINESS | Unscripted 25


– In this week’s episode we
talk about how to create a compelling vision for your
life that enables you to drive forward in an
incredibly powerful way. We talk about how you’re not
always going to be excited by your business and that’s okay. We’ll talk about how I
build world-class teams by using a principal called deselection, and ultimately talk about
how you build a brand, a movement, and generate more
customers using effective online funnels. Stay tuned. Essentially the process I’m
going to be walking you through is how to create a vision for
your life that’s a constant work in progress that you
keep and store in a book that you’re always deeply connected to. As I said to you last week,
this is an amalgamation of a process that I went
through in Kuala Lumpur as well as a couple of other
programmes, that I have found going through this and developing
it for myself to be, perhaps, well not perhaps,
undoubtedly the most powerful personal development exercise
that I’ve ever been through. One of the key, paradigm
shifting outputs of going through this for me has been the
somewhat obvious realisation that setting and achieving
goals, is a skill. We probably all know
people like this right? People that we know, if they
set a goal, it’s pretty much damn sure that they’re
gonna achieve it right? Because they’ve mastered the
art and science of setting and achieving goals. Everybody’s growing all of the time, but most people are growing
somewhat unconsciously and somewhat unintentionally, right? And so, a large part of this
for me has been about going okay, we need to have intentional
growth where we’re growing with purpose and clarity
and doing so in a really consolidated way. Prior to go through this,
I had goals around health and fitness, right? When I say goals, I mean I
had things that I loosely wanted to achieve. You know, things around
intellect, things around emotional life, things around spirituality,
things around business. And, no different to, you
know, running a business or running a department of
a business where there’s all of these different
objectives, unless they’re all consolidated into one central
resource that’s always a work in progress, your brain
kind of feels like you’re a computer with 100
different tabs open, right? There’s a feeling of being scattered. If you take the time to
imagine the kind of life you want to live, and you take
the time to imagine the person you want to be, and you move
confidently in that direction, consistently, and over a
long period of time, you will most likely meet with the
success that was even greater than what you had expected. If you’re not consciously
developing positive habits, behaviours, communication in
any area, the weeds will grow in that area. Always. Right? Which is interesting, because
it’s like the negative stuff will come automatically
in every area of life. You actually have to work
consciously to not have the negative stuff and build the good stuff. And so any area you haven’t
been consciously working on, you’ll probably have a hell
of a lot of living to live. You cannot do all of that,
and not have an ongoing, consistent surge of growth
toward the vision that you hold for the person you want to become, and the vision that
you hold for your life. You can’t, you can’t track
at 80% of your habits and not change your life forever. This is a half-an-hour with
myself and my right-hand woman, Ms. Rosey Moloney. Questions and discussions
usually revolve around business, product market fit, finding
traction, generating PR and media attention for
your business raising money from investors, managing
and leading people. What else Romie? Just, general broad discussion
– Just general fun stuff. – About whatever I’m obsessing
– Meditation, – about lately, meditation
– personal development, – personal development
– your couch. – Bio hacking. – Your couch? – Sometimes, that might
sound weird out of context. Getting a lot of angry faces. Why are we getting angry faces Rosie? – I don’t know, we’re getting
a lot of questions about a couch as well. I don’t know if I’ve missed
something or they meant to say coach. – But it’s talking about the couch. Guys what fucking couch
are you talking about? Sir, can I test the couch before I buy it. – [Rosey] It’s not showing
you on the screen. – Some people here are trippin’ out. – What do I know for sure? That we as human beings,
create every inch of ourselves and our world with our
thoughts, with our attitudes, with our words and with our actions. Right? What I know for sure is that
you are, 100%, absolutely, completely responsible and
in charge of everything that happens in your life. You know, I probably used to
say what gets you through tough times like that is vision,
like remaining connected to your vision. But reflecting on that, I
remember I was in a board meeting during that period and you
know, a good friend of mine, and entrepreneur and CEO that
I have a tremendous amount of respect for him, said,
“Does the vision excite you right now?” And my response to that was,
“Excite is an interesting word, because no it doesn’t.” You know, it’s hard to breathe
when you’re underwater. And so it’s like, no, I’m
not excited by the vision. I’m committed to it, I’m
at no chance of giving up. That’s not an option. I’m never gonna fucking do that. But am I excited by it? No, I’m not. What got me through is one
foot in front of the other, every day, doing whatever
we could that day to just keep going. Literally, taking it one
day at a time, every day, one foot in front of the
other, just trying to survive. And slowly but surely, if
you can sort of withstand the pain for long enough,
you know, for us at least it started to get better
and now here we are in 2018. We’re growing faster
than we ever have before. Our members are happier than
our members have ever been before, our retention’s
stronger, our continuations are stronger, our culture’s
stronger, our camaraderie is stronger, we’re more profitable, right? Like, commercially, culturally,
from customers, like everything is night and day
better than it’s ever been. Why? Because 2016 was a fucking blessing. Because when you go through
incredible challenge and incredible adversity, it
makes you so much stronger. I learned more in that year
than I had, I’ve been in business about 12, 13 years now. I learned more in that year
than I had in the prior 12 years. It grows you, and it grows
the people around you, right? Those that can sort of withstand
and navigate that period with you, they come out
incredibly strong as well. You come out smarter and
stronger and more aware, more considerate, more heartfelt,
smarter, everything. Just the best thing
that can happen to you. Worst thing that can happen
to you but the best thing that can happen to you. That’s a long answer. So I think when you go into
extreme challenge it’s not necessarily about staying
positive, it’s more just about staying, right? And not quitting. It’s more just about sustaining. But you know as a business
owner or you know, any leader, any manager, any human,
you know, a lot of life is fucking challenging and so
how do you stay positive? I suppose positive isn’t
the word that I would use that I sort of aspire toward. I don’t see it as being positive. I see it as being sort of
joyful, appreciative, grateful and how do you do that? Firstly, doing what you
love, like, you know, there’s nothing else in the world
that I would want to be doing than what I’m doing every day
regardless or particularly when it gets challenging. And the second is perspective, right? We have so many challenges
in you know, the first world environment that just aren’t challenging. You know, if I took all of
your challenges regardless of what they are and compared
them with somebody in Uganda, you would get a lot
of perspective very quickly on just how blessed we are
and just how easy we have it, right, and so doing what you
love, gratitude and realising that you’re doing what you
love, and thirdly perspective is hugely important when it
comes to you know, staying fulfilled and staying happy. So just to come back to it,
because I do think this is a really interesting point
around focusing on verticals. So if we can get targeted
around these verticals I think that’s a fundamental that
we really want to build into the strategy. It’s a bit refreshing for
me, because there’s a few dynamics that exist in this
style of business, right? We need a few high-quality
clients, and so at The Entourage we want to have thousands of
members at any given time. The Beanstalk, if we’ve got
20 great clients, then this is a really strong business. Can I just draw a really
basic model in terms of how I think about this, and it’s
probably exactly what you guys are thinking but just
to sort of clarify how. We want to sort of build
audience, achieve re-syncs in frequency and be in front
of people, so this is the content strategy, right? And so that’s all of the
content stuff that we wanna do research around and communicate
that credibility and amplify wherever it’s most
effective, LinkedIn, blog, calling, and all that sort of stuff. From there, you know like, so
at The Entourage for instance, we’ve got, we only ever
want three funnels. Now we might build more
than that but we find that three gives us literally
too many high-quality leads. And so, one might be a
relatively direct funnel, one might be a funnel that
takes them through a webinar, and one might be a funnel
that takes them through some other tripwire, that then
becomes a sales conversation, that then becomes a customer,
and then there’s all the other sort of. Yeah, so
advocacy, for us advocacy is a huge thing because a
substantial amount of our revenue, let’s say probably
50% plus, can and should come from up-sells and cross-sells,
just internally, right? And so you’re working with
one area or a CBA, we ask the question, “Who else do you
know in CBA that wants to get the same outcomes?” Then they refer us over to somebody else. So this is as much of our
marketing funnel as anything else. For me, this conversation
probably leveraged some of the work we’ve done here and some
of the content we’ve done here to deploy us, like
maybe one immediate funnel to generate more conversations here. And so sort of starting here
and while we’re strategically doing an overhaul of the entire process. Unscripted we are recruiting
for three different positions at the moment which is always
a very involved process for me and my entire team. Our whole recruitment philosophy
is built on deselection. Which is essentially, we’re a
very self-aware organisation, we know who we are, we’ve got
very clear mission values, and so we’re very conscious
about who we enter into relationship with both at a
staff level and at a member or customer level. So you know, our recruitment
process is built on several different stages, all of
which are designed to give our applicants a deep understanding
of who we are, so that the wrong people will deselect
themselves as they move through the process. And we almost, you know, we
try to give a very honest and transparent overview as
terms of who we are, warts and all, the challenges, the
great things, the hard things, so that the job applicants
that are coming through can get a really honest indication,
and an honest selection in terms of whether they
believe they’re appropriate. And so the people that get
to the end of that process that we essentially know have
the resilience to make it in an organisation, you
know, such a high-growth organisation like ours. We’re recruiting for digital
marketing specialist. We’re recruiting for a Personal Assistant,
Digital Content Manager. – [Rosey] Yeah.
– What did I say? – [Rosey] Digital Marketing Specialist. – [Jack] Alright, so
whatever Rosie just said. – Personal assistant for me. What’s the third role? An Entrepreneur Success Manager. So that’s someone that manages,
when our members step in we put a huge focus on
customer experience, member experience, right? So, induction, making sure
they’re connected to all the resources and people that
they need to be, and then making sure that we hold
them accountable to achieving the goals that they want to achieve. And so we’re recruiting
for all three roles at the moment, all three roles are
critical, loving the search, loving the conversations. So tell me about you and what’s
made you who you are today. Have you been following
us for a little bit? And what’s driving you these days? What are you sort of looking
to create for your next chapter? Does what we do here resonate
with you on any level, and if so, why? Why does it resonate with you? In a professional sort of
dynamic relationship like this, what kind of person are
you looking to work with, and you know, if I was managing
you and working with you for instance, what would
you be looking for from me? And so how do you like to
take directives for instance, and direction? How did you two work up
to that level of trust? And how do you like to take feedback? Do you see you as somebody that
likes direct communication, are you somebody that likes
to be coached, are you somebody that likes
written feedback, are there particular ways that you
like to be communicated with? Knowing a little bit about
The Entourage now, how would you describe what we do and who we are? Are you familiar with and
got experience in project management at that level or
is it more just sort of on a task-by-task basis with your contributors? And so why do you think you’d
be awesome for this role? Did you have any questions for me?

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