JM Ryerson's Lifelong Business Lessons

Never Been Promoted Podcast with Thomas Helfrich

JM Ryerson, has earned accolades as a performance and mindset coach with a distinct flair for enhancing the efficacy and mental acuity of business professionals across a range of industries. Renowned for his strategic and thoughtful approach, JM Ryerson shares his wealth of knowledge and experience, shedding light on the intricate dance between personal setbacks and professional triumphs, and how these elements forge the path to success.


About JM Ryerson:

Residing in the sunny climes of Florida, JM Ryerson is at the forefront of transformative coaching, deeply invested in mentoring entrepreneurs and business leaders. With a career built on a foundation of genuine passion for growth and development, JM stands out with his ability to interlace personal experiences with professional guidance, fostering resilience and strategic acumen among his clients. Author of pivotal works such as "Let's Go Win," JM's teachings propel individuals towards not just meeting, but exceeding their business and personal goals through structured, insightful strategies that emphasize the power of a proactive mindset.


In this episode, Thomas and JM discuss:

• Strategies for Enhanced Business Performance: JM elucidates his proven techniques for boosting organizational effectiveness, emphasizing the critical role of leadership cohesion and a harmonious team environment.
• Mindset as a Catalyst for Success: The conversation delves deep into how a properly cultivated mindset can serve as a powerful tool in navigating the rough waters of entrepreneurship.
• The Synergy between Personal Challenges and Professional Success: JM provides a candid look into how his personal journey has informed his professional methods, offering listeners a blueprint for leveraging their own life experiences towards career success.

Key Takeaways:

• Embracing a Growth Mindset

JM underscores the essential nature of resilience and adaptability, discussing how these traits are vital for overcoming business challenges and fostering long-term success.

• Innovative Business Practices

Learn about JM's innovative approaches to business management that prioritize strategic alignment and effective team dynamics.

• Learning from Personal Experiences

Gain insight into how personal challenges can significantly shape professional practices, providing a unique perspective on leadership and success.

"True entrepreneurship is a continuous journey of personal and professional evolution, each challenge an opportunity to grow and each success a lesson in persistence and resilience." — JM Ryerson


CONNECT WITH JM RYERSON:

LinkedIn: https://www.linkedin.com/in/jm-ryerson/

CONNECT WITH THOMAS:

X (Twitter): https://twitter.com/thelfrich | https://twitter.com/nevbeenpromoted 

Facebook: https://www.facebook.com/hovienko | https://www.facebook.com/neverbeenpromoted 

Website:

Transcript

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Welcome back to another episode of the Never Been Promoted podcast. Hi, I'm Thomas Helfrich, your host. And yes, it's true, I've Never Been Promoted in my career. Doesn't mean that I didn't have a successful career. It just means I never got promoted. And my theory is because I have an entrepreneur kind of spirit deep inside me and I always find ways to sabotage or outsource my roles. But that's not the point of this podcast because I will give you this caveat. Anyone listening? Any advice I give about a career that has to do with getting promoted, ignore, because it's not going to work. So, that being said, the mission of this podcast is to help a million entrepreneurs get better at entrepreneurship. And we're doing that through micro mentoring, through learning of the journeys of other entrepreneurs. So some that are successful, some are in the thick of it, some are struggling, some have exited, some haven't even begun. The point is to learn one thing. If you can learn one thing from today, you've done your step to get better. And if today is your first day listening or watching this, thank you, and I hope it's the first of many. If you've been here before, collect your dad points. Dad points are free, nowhere to spend them. That's the best part of those things. But I guess they probably should make an NFT out of those or something. I don't know. But thank you for coming here today. I want to introduce our guest, JM Ryerson. He is like a professional performance and mindset coach. He works in all kinds of industries. I'm going to let him do his intro here in a minute, but let's meet JM. How are you doing, JM?
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Brother, I'm fantastic. Thank you for having me. As I said, off air, man, really cool setup. I do a lot of these and your setup is absolutely incredible.
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You know, I aim to please. I appreciate it. When I did buy all these cameras and set and I built my own studio at home here, my wife did give me a look like, how much? And I said, don't worry, baby. The business covered it. So. And if you're an entrepreneur, you know, that's basically, you just don't pay yourself that amount. That's just what happens. I got a first ask JM. Does it stand for just magic or what's. What's the. What's it? Is that. Was that correct?
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No, man, I wish. No, James Michael. I was a slow child and my parents made it easy, gave me two initials. The challenges I don't enunciate all that well, so people like jam Jim. I'm like, yeah, man, whatever. It's cool.
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Yeah. Just. I'll fear we're discussing. This is when I was a kid, I thought to myself, you know, if I'm ever gonna have an alter ego and get, like, a fake passport, my name is gonna be Chris Ryerson. And you gave me kind of the side eye like, huh? And I was like, well, my middle name is Christopher. And. And then Ned Ryerson from. From Groundhog Day, which I love this movie, I was like, that's what I'm going with.
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So, Ned. I mean, gosh, I've never heard my last name until that, uh, at least, you know, out there. And, of course, it's that guy, so he. Yeah, it's. It's the only time I've heard Ryerson, but, yeah, needle knows Ned, man. It's. He's pretty good. That.
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That. It could be worse. Your name could be Karen. So fair. Or a boy named sue. Great song. Um. All right, listen, let's get into your. No, actually, I don't want to get into your background yet. I want to do an icebreaker. And I'm thinking, um. All right, let's go with. What's one absolute ridiculous thing you've been tricked into doing or believing?
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Man? You're stumping me. What have I been tricked into doing? Gosh, brother.
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I don't mean any crimes that haven't gone past statue of limitations, but, I.
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Mean, yeah, I did some dumb stuff as a kid, for sure. We lit a whole country club on fire one time. Yeah, that. That was probably not a good idea, but I can't say I was necessarily tricked into it, because I was definitely a part of it. What happened? I lived. I grew up in Great Falls, Montana, and there's this country club, which, by the way, I was certainly not a member of. I was not. They were. No.
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Well, no will be ever.
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Yeah, no, no. At this point, certainly not. And there was a guy named Verne. We say Verno. And Verne would come out with salt rock at night, and he would shoot, and it hurt like hell. Somehow, at some point, my parents don't even know this. My dad's dead, so I guess he won't ever know this, but my mom. Listening. Mom. Yes, this happened. We literally lit gas all across. I don't remember the fairway, and lit it on fire. And I look back now, and I'm like, holy cow, dude. Like, could have gone to jail. Bad. Bad things could have happened. But fortunately, I guess, nothing too bad did.
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So you're not admitting specifically arson, as you're kind of. You're not an arsonist? We're not saying that specifically.
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I didn't like the match, nor did I carry the gas. I was just happened to be there and got shot up full of salt rock.
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So I think the statute limitations are gone for that. That's fine. All right. Besides your arsenic background arsonist, arsenic arsonist. You want to give us more relevant backstory and maybe what you're kind of working on today?
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Yeah. Cool. So I built three businesses in the financial service world. It was really my background. I don't know anything about financial services. I'll be the first to tell you that. That wasn't what I was good at. What I was good at was teams, culture and distribution and leadership. So I. When I first met the guy that hired me, I'm like, why don't you do this across the nation? He's like, why? I'm making, you know, low seven figures in Sacramento, California. I was like, well, why not? And he goes, well, show me. So I opened our second office in Portland, Oregon, and from there, we took it to eight offices, and we ended up selling because we wanted to go even bigger. Then we went to the next company, which was six years of absolute torture in hell. The third company is fantastic. Ended up selling out of that after I wrote my first book, let's go win, which is what I do today. So let's go win. As you mentioned, performance mindset coach. I help businesses, specifically dentistry, at this point. I mentioned my dad earlier, and the reason dentistry has become such a huge part of what I do. I can double any revenue of pretty much any dentist or most businesses I meet within the first year. Cool. But here's what really grabbed me about dentistry specifically. It's the number one occupation of suicide in the country, and the reason that's important to me, that's how I lost my dad two years ago. And so it's become this really amazing niche because, okay, cool. We're helping you double your revenue, but more importantly, we're really giving you some work life balance and harmony. So every day, Thomas, I get to work with amazing, you know, business owners. Their dentists are not great business owners, so we're clear. They're very talented, though. And so when I can put my hands on their sales and leadership, help them out with their revenue, it's just been a. It's been a pretty awesome journey.
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I have found that dentists do the best upsell job of any of the medical professions of anyone, like, it's amazing how a dentist can say, I can go to one, like a neighbor who, you know, you know, doesn't upsell me. And he's like, ah, you're fine. Everything looks good. You might want to fix that thing in, like, the next year or two, but leave it alone for now. Wait till it hurts. Go to another one two months prior that, and the guy's like, oh, we need to fix this food trap. You have this, you have that. You might want to whiten it. This one's out of. I'm like, no, like, this is something wrong here.
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But.
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So I, I'm not going to get into why dentistry has the highest suicide rate. I've heard that. I don't know if it's stress time, hours, the amount of mass time they have, which confines. I don't know, it's, it's a, it is a weird thing. So if you can get them lowercolife balance, the idea is they're coming out more positive. Maybe they're just position. Is that what you're helping do, is position their brain a little better to accept where they are so they just are happier. They have a great living, potentially, and they don't have to overdo it. What's the angle with the dentistry? I understand you're personal, but how do you actually kind of get into it? A little bit?
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Yeah. I mean, look, they, they went to dental school, and they learned how to drill teeth, do implants, cavities. I mean, they're, they're awesome at that. At no point did they really learn how to run a business, how to do real sales and leadership. And so they're wearing a whole bunch of hats, and it's. I I still haven't 100% figured out why the stress or why that is. As you mentioned, you know, why it's the number one suicide rate of any occupation. But what I found is I really enjoy working with them. They're really talented people. They're open for the most part. The people I work with anyway, they're growth minded. And for me, having a growth mindset, it's like, if you have it, cool, let's work. If you don't, we're not going to fit. And so the clients I have, they have a growth mindset, and they're like, all right, let's grow. Let's do it.
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And actually, I'm sure the teachings, great marketing example here, entrepreneurship, you niched in. There's a lot. There's not endless dentists. There's lots of them. But to make a great business, you don't need everyone. You just need the right few that make you have a good business and stay niche. And I'm 100% sure just what you teach is so applicable across maybe any industry, really. Just, do you want to. We'll get. Well, you know what? Let's take a minute here, because I want to get into kind of how you think about your business, and we can extrapolate how that could be applied to other through example industries. But maybe start off first. Just how do you understand entrepreneurship? Like, how would you define it to you? Like, what's it mean to you personally in the idea of entrepreneurship?
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Freedom. I mean, when I think of entrepreneurship, why did I choose it? It's freedom. And the reason I say that is I did the corporate thing right out of college. And I realized really quickly, I don't like when people tell me how much I can make and where I have to be at what time. Not something. I just don't enjoy that. So when I think of entrepreneurship, I'm just. That word just, it's. It's there. So big now. Some entrepreneurs are not free, so we're clear, because they now have the businesses running their life. It's become almost simultaneous that they're always working all the time. And I don't think that's freedom either. So specific for me, man. Like I said, when I first got into financial services, I asked the guy, his name is Rich. And I said, hey, rich, how much money can I make? And he's like, however much you can produce. Okay, cool. So no restrictions there. And I said, can I golf every Friday? He's like, yep, done. Let's go. That's how I got into it. I will tell you, I don't think I was a naturally an entrepreneur. My youngest son, since he was three years old, I've known he's an entrepreneur. He actually runs circles around me. He talks about P and ls and this. I'm like, where did you get get this from? But his brain is just wired that way. So I think, for me, Thomas, what I figured out is what I'm really good at. I'm really good at sales. I'm really good at leadership and building teams. And that's what I do. That's what I do in any industry, whether it's sushi restaurants I've worked with, or pickleball and tennis company that I've worked with, or healthcare or staffing, it's all the same stuff. So you're right. I did niche, but at the same time, I have other clients. I was just talking to a guy that runs a car dealership, and I'm like, same rules apply there. So it's fun to be able to provide that value to them. And it's not work for me because this is stuff I love to do.
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No, you're right. As I take my journey on Never Been Promoted, this is a new endeavor. Have a book coming out. And I said this before in other shows, but I realized what I was trying to accomplish with the book. I had to check. I had to get out of my own way. I don't have the time, headspace, or capabilities to do what I was trying to accomplish in a book, which is to be fully vulnerable, be very visceral with the emotions of being an entrepreneur. It's 50 entrepreneurial life lessons. And I say that because I'm thinking, where am I going with this? We've never been promoted in this community. The idea behind, like, getting niche is important because you found it right for whatever reasons you did. I know I can help entrepreneurs. I help them in the ether of unknown. And I know, like, when you're stuck, I'm a good person to come to because I'll see lots of paths to the forests that you'll never see. And it's like, but how do I, man, make that into a coaching thing? I'm thinking, like, maybe I'm overthinking that. Because the truth is, when you're stuck, you just focus on that one damn thing until you're unstuck. If you're in a boat and you're stuck and you can't move the boat because the anchors touched something, you have to figure out how to get that anchor loose or cut it loose. Only two options. You have to get that boat moving. And so I'm thinking, like, that's probably where I just need to just miss simple is like, we work on this, then we work on that, and then we do this and keep it simple. And you find people who have very good problems that are worth the fees that I'd want to charge to help you to do that. And you're describing that in a very good market that you're doing this because they have, and it's probably hard for them to think, I need a mindset performance coach, right? Like, it's probably not on the front of their mind. So I'm getting into kind of my next idea. And this is where I love this question that you're going to kill is, where does your mindset matter? As it comes to, like, being a successful business person or entrepreneur. Like, how do you get someone who doesn't realize they need that? Because that's not front and center to me, that I need a mindset coach. So tell me what you do to convince them or make them see it, because that's that mindset itself. To see that you need it is what's usually, I think, missing.
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Yeah, brother. There's something that I say all the time. Sell them what they want and give them what they need. So literally, as I let off, it's like, I can double your revenue in the first year. That's all anyone ever hears. I could talk about leadership and all this work, life, harmony, and they won't hear any of it. But you talk money, they're like, oh, yeah, yeah, no, I absolutely need that. The crazy part is, after we work together, the money is great. And they're like, yes, I was able to buy another toy, or the house is a bit bigger or whatever, right? My investment portfolio has grown, but what they really feel is like, holy shit, man. I am so happy. My relationships are whole. I'm healthier again, that's the stuff that they really need. And that actually allows them to grow even more after that first year. So again, I sell them what they want. Hey, let's double your revenue. Okay, cool, I'm in. And then I give them what they need. Let's do some real coaching behind the scenes. When you're calling me on your cell phone, because you and your wife are literally ready to divorce, and it's like, whether you need to or not, I'm not suggesting I have the answer for it, but let's talk this thing through a little bit. So it's.
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That's in either case there, you need a w revenue because you're going to lose half or it's going to your marriage. So either way. But you know what? That's funny, because, so I think about how, you know, my agency does LinkedIn marketing. I talk about revenue systems, but no one really thinks like that. I think I might just lead with, I'm going to double your LinkedIn revenue. Revenue from LinkedIn. And people come in like, how do you do that? Like, oh, we have a system. Let's work together. And I think that's the way to do it. So I can either teach you to do it, or we'll do it for you. And, you know, and I think that's probably a better. I may just do that tomorrow. Because the truth is, I've struggled with the thing you just told me how to solve is, what does they want? Let's double your LinkedIn revenue. I didn't say how long. It could take you months. Because if you. You're, you know what I say, no douchebags allowed. If you're one of those that can't get to know everything and. But yet you're, you know, I'm talking about, you know who you are out there, if you're listening anyway. But the point is, I think that's where I need to kind of change it. Like, let's double your. Let's double your link, your revenue from LinkedIn. Like, something like that. And I think that's probably a better way to start the conversation.
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I will tell you, you said something before we even started the show, and it was not in a douchebaggery manner at all. But you're like the 1 million subscribers to YouTube, brother, you caught me hook, line and sinker. You know how hard that is for somebody like me who puts out great, okay, but to you, it's not to me that we may as well be splitting the atom. And what I mean by that is like, you're. For you, it's a walk in the park. Hair will do this.
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33 days. That's how long it took. 33 days.
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Freaking amazing. I will tell you, my content is awesome. I bring a ton of value. But accomplishing what you just did there, which allows monetization, helping more people, all the amazing things that happen by having these subscribers, I'm not kidding. We may as well split the atom. And let's. Let's talk quantum physics for the next hour because it's not going to make any damn sense to me.
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So I. Maybe I'll do that. Maybe so. So this is a brand thing. I love this conversation because. So I have instantly rel my company, right? And you guys see what I'm doing? I'm learning from him. So I'm hoping you're getting some from here. All right, so I have this company that really has a high end focus on LinkedIn. We've added the YouTube and high end cinematic video stuff, right? One pays the bills fully. One is newer, so there's a brand switch where, hey, let's double your LinkedIn or find a million. Let's get you a million subscribers on YouTube. Might not be a bad way to say that because I can back into, like, oh, by the way, do you want to crush LinkedIn as well? Because that might be part of the strategy and it might be a better conversation because all I got to do is there's a way to get this. Now, I will tell you right now, anybody out there? It is. YouTube is a very simple model. You pay advertising to get your stuff, enough subscribers, and a good content where the content eventually takes over, the need to advertise because they want to put your stuff out. So you do need a budget, you need a great mission, you need a great camera or series of them or five like we do. But I could take you through that. But I think maybe that's what I do to kind of. I could run that for three months because I think I'd get people like, hey, can you help me? And as soon as I put that from zero to 100,000 in 30 days, which was actually twelve days, I got several people like, hey, I'd like to talk to you about my YouTube channel.
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Now.
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When that happened, I was like, oh, shit. I have no system in place to. But I'm like, that just tells me I need a one two three system. Like, really just something simple. Cause it wasn't that complicated of a model. So anyway, we'll take that offline, probably, of how we did that. That might be. Maybe I hire you for coaching. Like, how do I go do that and set up the sales cycle and content.
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But, yeah, there's a barter trade. Something here, brother, for sure. Because I'm telling you, you said it so, like, almost passive, just, oh, yeah, a million subscribers. And I'm like, holy cow, like, dude just walked on the moon. And then you said 33 days. And it's. It's remarkable. But again, that's your zone of genius. That's. That's amazing. Just like me with a company, I can take any company. Boom. I can see it. But that doesn't mean it's easy to them. It just happens to be, you know, your zone of genius well.
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And I'll tell you this, this is a free advice for anybody out there. What you do on YouTube, TikTok, anything else. This is what every. Every influencer does. Some will admit it, but I'll just tell you exactly how it works because we've done. I've monetized a few channels now. One is grit AI nerd. 400 videos of me interviewing other AI nerds. Boring as shit. But it was before its time. Not the way to do it. What you do is you go spend advertising in markets where you can get lots of subscribers for your dollar. So India is like 23 subscribers per dollar. You can get Philippines 16, Ecuador, ten to one. Us is about one, 1.1 to one. So you spread it out, you build your creds and then you take your advertising dollars and you focus in the market you want after. If you're a podcast, this allows you to get more people on your show because you're going to have a global reach. You'll have people like, wow, a million subscribers. But they're not bought. They are advertised and elected people have chosen to be on your show and there's a big difference between those two things. But I know we've kind of off topic, but I think that's an important piece because I want that to help you. But there is a plan to do it and execute it and it's not that hard. And I think from a coaching standpoint, it might not be a bad way to start with some people and say, hey, we'll produce your content and go do it. And that's how we do it. But thank you for that. I want to take a pause here because entrepreneurs, anybody listen, right? The idea is in these micro mentoring sessions, I shared something that I just took kind of nonchalant. I already knew that business model was going to work because I just. We kind of scripted it to, hey, we're going to get podcast guests, we're going to get them, we're going to add value to get them to fund, to sponsor their own shows. We're going to go give it to them back. And I know I'm going to invest that 100% right into the channel. And that channel is going to grow like crazy because it easy. You're like, holy shit, split the atom. I didn't think about that. And, you know, you're like, oh, yeah, and this is the point. Sometimes you are good at what you do or you do something well without realizing how valuable it might be. And you just dismiss it. Like, my daughter can draw these little Zen art things. She just gets in the mood and she creates this beautiful black and white original thing. And I'm like, can you just put a camera aiming down and just record yourself doing it? Like, you, you don't understand how much. You're 14 and beautiful, gorgeous woman. You had that plus a skill, her humor. I go, you, you could, you don't have to ever work in your life. You can just when you're, when you want to make money, you'll just turn on a camera, draw, put that as the thumbnail and someone will buy that original for a lot of money and a lot of people buy nfts of it. And that's your whole business, your whole life.
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Easy.
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She's like, no, I don't want to do that. I want to do videos about shoes. Oh, my God. Anyway, we are so. This is so not good format for my. I'm, you know, guys, I got a couple. No, I'm good. This is great. Thank you. All right. Have I answered all the questions you've asked me?
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I'm not sure yet.
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You take the lead. Ask me questions.
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What I love about what you said with your daughter is there will come a realization at some point. Holy cow. This is tremendous value I am providing right now. It's kind of like, for instance, I happen to be a very good dancer. The six 5250 pound white guy can dance now for.
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I'm going to need for that.
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You'll get lots of it, I promise you. We'll go out. My wife makes me. It's like, hey, monkey, go dance. And it's. But anyway, my point is, for years, I wouldn't, because I didn't want to make it about me, right. So I didn't share that gift of just dancing, making people happy. What I realized is it was actually super selfish what I was doing by not sharing that gift. I hope your daughter at some point says, dad's not that dumb. He's actually pretty smart. And I'm going to do that. Jeff?
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Well, when I got the plaque and I get this other one, I became cool. And her friends actually watch because I'll do these point of views, like, you know, I'll show you. I'll put on the wig. And Tammy from HR, she comes out and let me tell you what creepy Tammy. You guys are gonna get this little. The video is gonna be better. And she doesn't. She's like, she. Oh, yeah. Creaky, creepy Tammy from HR. I'm not saying I ever worked with somebody named Tammy from HR, but I may have. She comes out and my, my, her friends are like, oh, it's so cringe. I'm like, it's supposed to be. And my wife's in HR, which makes it even funnier. So anyway, so the point being with all this is that, you know, you find when you're an entrepreneur, sometimes you get so focused on what you think you should do, you miss where the successful entrepreneurs go in. So one of the questions I always like to ask are the successful skills maybe given the kind of light the conversation we just had, what do you think maybe is one of those top skills that you need to realize you have or don't have, but you absolutely need?
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I think there's two. One is humility. As a leader, the ability to actually be humble, to give credit to the team that surrounds you. If you want to crush it in leadership and you want your people to run through a brick wall, learn humility. It doesn't cost you anything. It's not actually that challenging if you're just willing to give credit. So that's number one. Number two, I already mentioned it, if you don't have a growth mindset. So, for instance, you mentioned AI. I was the guy. I'm not a tech savvy person. Like I said, I was somewhat, you know, goo goo gaga about your setup, because to me, again, that, that is remarkable how you set that all up. You have five cameras going. Somehow it's all shooting. I have one. I have one right there. Actually, I have two over here, but they never go on because I don't know how to work the damn thing. But anyway, getting back to AI, you know, I kind of wanted to put my head in the sand because I don't really geek out on that stuff. And yet if I don't incorporate it and if I don't use it, I'm going to get left behind 100% that's happening. And so I, every time I have these, well, this is the way I do it. Or don't. It don't. If it ain't broke, don't fix it. That mentality will absolutely, you will be a dinosaur. So I think that's the second thing as an entrepreneur, is don't get the shiny object syndrome. It doesn't mean grab everything, but when there's something as powerful as AI, just like when the Internet came out, like, look, you need to adopt this and make it a part of your life because everyone else is, and it's tremendously valuable. It allows for more work, life harmony or balance because you're not doing all these tasks that take so long, but if you don't have a growth mindset, you'll just be like, oh, the way we're doing is fine and it's worked for 20 some odd years, so we're just not going to adopt it.
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Right. Well, I'll put my AI in, you know, 20 years of consulting, intelligent automation, AI and stuff. So I will tell you, all these technologies should accelerate you and augment you, not lead you, you must lead them. And that included the Internet. So if you took the Internet and just stopped believing, checking information, validating things, or connecting with people in person, you got, you get behind. And so if you've used AI to create content or do everything possible, that is the thinking side of it, not the attacks, execution side of it. You're like, if you're doing automated outreach endlessly with AI, you're gonna lose long term with it, in my opinion, because people will just, they're gonna pick up on it until it's sophisticated. And when, when AI becomes sophisticated enough to be a really big outreach, it'll be good for a while. Then people will be all over it and it won't work, work anymore. And people will be like, I just want to meet people because that's why I know it's you. And so it's going to come back. So just be just with you on this. You got to be looking ahead to do things like this, but you always got to stay grounded to being accelerated and pushed. So that's a, I don't automate anything, actually, on my LinkedIn, believe it or not, but yet I still do 120 sales calls a month and so, but I'm only on LinkedIn an hour a week, so that's a secret. We can get into how to do.
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That, but that is remarkable. Do you use any, let's just use chat GPT to you have a thought, you're kind of stuck. Throw it in there and then make it your own. Is that a part of something you do?
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Yeah, absolutely. So I take my own thoughts and say, help me write this better without. It usually comes out so salesy. I just, I usually will use it for more strategy. What else could I introduce? What would the Reddit reader feel? How do I remove any salesy feel? How do I make it talk with them as a conversation as opposed to at them? And so those kind of things, like taking posts I like and say, can I copy this style of, of how they talk to people with my own? That's how it's used. Well, you asked it to create net new. It'll come up, come out pretty flat, in my opinion. What do you think keeps you up at night? What's the thing that you, you know, you close your eyes, you're like, oh. And pop right out. What is it?
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Well, for me, it's, my brain is just going and going and going. I don't have any, like, I'm not really a stressful or fearful person. My wife will tell you that sharks and snakes are the only things I really fear. However, when I get on a, whatever the thought is, and if I don't fully go through it, like, if I don't write about it, you'll notice if you're around me, there's always pen paper. And I'm always just writing. Because if I don't brain dump that out, brother, I will be up all night thinking about idea, idea, idea, not sleeping at all. So I know that doesn't necessarily answer your question, like, you know, whatever problem. But that's for me. I have to brain dump if I have something hit me. And often it is. So I shower before I go to bed every night. Well, in the shower, thoughts start going, and I'm all of a sudden, if I don't start writing, oh, dude, it's gonna be a long night.
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Oh, yeah. I mean, and, you know, if you don't capture some of those ideas, I do in my phone, I just write one or two words, and I think it usually triggers the idea. That's the act of mind. I'll make the very poor assumption of that. You feel like you have so much more to give in the world, and you just don't feel like you got enough time to do all of it. Fair enough.
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Yeah. I think any entrepreneur or somebody that is trying to make the world a better place, you're like, oh, that's brilliant. And we need to attack that tomorrow. Well, a, you don't want to lose that. So then you start ideating on it and thinking about it. So that's part of it. You know, there is one thing I didn't mention that does keep me up a bit. My son is going off to college next year. He's gonna go play tennis at Marquette. And I am not ready for that, brother. I am. He had a signing day yesterday, and his coach was talking, and I'm crying, brother. I had sunglasses on. Otherwise, you would have just seen tears coming down. I'm not ready for that. So that one keeps me up a little bit. I know he's gonna do great, and it'll be amazing. He gets to go play the sport that he loves. But I'm not ready for my baby boy to be that far away from me. I live in South Florida. That's Milwaukee. That's. That's a long way from each other. So that one's gonna be tough.
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That that is gonna be a tough one. Because it's like, I'm not there. I have a 14 year old and twelve and nine. But I'm thinking, like, man, four years, four and a half years now, that girl is gonna be in college somewhere. You know, you kind of want her to be home. And I'm thinking, yeah, that means she didn't get in the college you probably wanted. And that's. But then it's probably cheaper, but I think that's probably better. I don't know. I think that's a really good, honest answer, and I think it's one that's actually the right thing to be up about as opposed to, you know, a million other things about, oh, can I buy that car? Can we move here, like, material things?
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That's a.
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That's a life thing. So I think that's the right way to kind of be. That's. Your head's in the right space. All right, so let's dive into your journey just a little bit here. I want to go through just two scenarios. One, the one success story of your career or success story could be actually nothing to do with work, even. That really is one of your proudest moments that really shaped who you became today.
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You know, I would say leaving the second company, it was one of those things where we were crushing it financially. If you were to look at it from the outside, everything was awesome, again, making over seven figures a year at a very young age, which is great, but then my health is a fricking disaster. I was almost 300 pounds at the time. My wife and I were separated for a year, and a. That's probably the biggest accomplishment that we were able to figure it out, and, yeah, congratulations. Thank you, brother. It's amazing, honestly. You look back and think, at some point, I loathe this person, and yet I can't imagine life without her. So to make that, that is probably the most proud moment, and it wasn't the second company that created it. So we're clear. I own my piece. Like, I just wasn't in alignment with the business, but to look in the mirror and say, look, this is not why I signed up to do what I'm doing. My family is my everything. Freedom is my everything, and I feel like I'm in jail. So being able to leave that and create the third company, which was awesome, and it was fun every day, and we were growing, and it was just. That was probably the most significant one where I look back and I say, you know what? Good job, brother. Like, that. That one was tough, and. And yet you persevered. You grit your teeth, and you looked in the mirror and said, dude, you suck right now. Let's get better.
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Well, I think you already answered my next question, which is the challenge side. It sounds like, you know, overcoming, you know, a potential collapse of the one you chose. Right. Like, and you overcame that by probably, it sounds like, did you make changes yourself, like, when you want to get into the challenge? I mean, maybe there's a bigger challenge you faced and overcame something. Like, you have a couple we've touched upon, but what was that biggest challenge you over came, and how'd you do it?
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You know, I I think at some point, I chose to be a victim, which sounds crazy today as a mindset coach, is like, it's the worst thing somebody can do. Look, take responsibility for any situation you're in. You. I'm not saying that what you did created it, but you have to own your piece. You have to truly take responsibility if you want to be a victor. I just started moving again, so I played basketball in college to get to a point where I was 300 pounds. Like, what the hell happened, man? How'd you lose yourself so much that you're not happy when you look in the mirror, which means you're not happy going to work, which means you're not happy coming home, even though you have this beautiful family. It's like, but you created all of this, so you need to own it, and you need to look in the mirror and change it so that that was a proud moment to be able to look in the mirror and say, you kind of suck right now, but you. You don't have to, and got out of it.
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Well, you know what, though? And that's. You do. You know, I've been. I've personally faced plenty of relations challenge. We've worked through it, and it's amazing and how fast you can turn it around once you kind of own your freaking part of it. Grow up, you know? You know, you're not, you know, I get it. And you're never out of the woods. To be clear, you can get certain far, but, you know, if you kind of fall back and. And I'm sure you've. You've, like, you know, you've had these small lapses of things, and you're like, sorry, my bad. Like, it happens. Right. But, um, maybe your current endeavor, you know, let's dive into that just a bit, too. So, do you have, like, a. Do you have, like, a system? Take me through, like, your, you know, high level, like, you know, your three minute pitch on what do you do to get some. To double their revenue, like, and what's the mindset? Piece of it?
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Yeah, it's called the one sheet, man. And it's so freaking basic. As you said earlier, we discount or we kind of dismiss these things that we do as well. Everybody knows this, right? No, not everybody knows how to get a million subscribers, just like not everybody knows how to do a one sheet. And a one sheet is simple at the end of the day, but it literally changes the trajectory of the business, because everyone now knows exactly who you are, what, what you stand for, how you behave, your goals, and everybody is rowing the boat in the same direction. And when I tell this to people, they're like, well, how are we going to do it? I'm like, well, we're going to do the one sheet, and we go through the winning team game plan, which is the full, you know, I've done it in as short as three and a half hours. I actually just did that training out in Tennessee, uh, two weeks ago, and I'm like, holy cow. 28 people got through this one sheet in three and a half hours. Dialed in, done.
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Wait, what were you doing in Tennessee?
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What.
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What event was that?
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Uh, so that was just a private practice that I went to, um, in, shoot, Boonville, cook. Cookeville. Excuse me.
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Because it's funny, because, like, from an answer, I think I heard someone else doing something similar. I wonder if it was you. Um, but that's amazing. So the one sheet is a guide that describe that. Your customer fills it out and then you help them think through it. It's like a one page of what you do for people and how you get them there. Or what's the dive into that one? Just to maybe peel an onion layer or two on that one, maybe.
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Yeah. So we're going to start at the very top, which is, what are we looking to accomplish? That's the number one question at the top of every one sheet. What are we looking to accomplish? It's the one question most businesses don't ask when they have a meeting. What are we looking to accomplish here, period? Okay, answer the question now. What are your cultural values? I can go to a thousand businesses right now and 999 of them won't know that answer. I'll ask Thomas as an executive, hey, Thomas, what are your cultural values? And he rattles off a list of. Of three, four, five. I'll go to the next executive in Thomas's company. They rattle off a different three, four, or five. And I can do this at every company around the country. The problem is you have a culture. It's just not everyone's clear on what it is. So we get real clear. And I tell them we're only going to have three values, because after three of the law of diminishing return comes into play where you forget. And the only reason I know this, I was literally on stage in our second company in front of about 1500 people. Going through our cultural values. We had six at the time. Well, guess what? I got to four and I went blank. I couldn't remember five and six, and I was one of the executives in the room that created these cultural values. So it was one of those moments where I'm like, hey, dummy, let's keep this simple. Let's get it down to three, because we remember snap, crackle, pop. We remember the three stooges, three amigos, all the threes. Marketing folks know. We remember that. So we start there, and then we, we dig in a little deeper to how you behave. And then lastly, what are we, what are we looking to accomplish? Our goals. Everyone knows what it is.
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I mean, that's simple, too, I think, you know? And when we do our kind of LinkedIn system, the guys, just to kind of extrapolate, we do a one pager. It's one of the things we help create for the customer is signature solution, or however, how is it you go from a to b? And what are the steps to get there? Like, right. And yours is a different kind of approach, but it's still a one page description. And assuming that a business has multiple goals, I would. I would guess that one pager focuses on one thing. What's the biggest one? What's the biggest thing we need to do? Or is it the most important? Because I think a problem I see with a lot of entrepreneurs specifically is they have too much. They have too many things they're trying to accomplish. So does yours thing go down to chunk size winnable, or the overarching goal, or. Well, how do you, how do you, how do you manage the sub goals to the goal that has another goal to keep it sane?
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It's a really good question. I allow three, I call them the core three. So the company will have their core three. Now, that could be a yearly goal. That could be a monthly goal. That could be 90 days. It doesn't matter to me because I really just want them to all be clear on the three things that we absolutely have to do in order to have an amazing day. Now, you, Thomas, would also have your core three things. So, for instance, checking emails probably isn't one of those, right? That would not be a core three thing. Cause that's just somebody else's task. You know, it's their task list that they have for you. But doing the show, you said 120 calls, or whatever you said on LinkedIn, that might be another core three. And then I don't know which other. But you will have three things where.
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If my answer would be to you, I want to do zero and bring in salespeople. I have a different, I don't want to do any meetings. I actually want to have completely sales. So I have a different challenge.
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Now, you don't have to do meetings, but your core three would be okay. Finding salespeople, that's one of them, right. It's whatever your thing is, everyone has it, but oftentimes people are trying to juggle so many things in the air, and we're not efficient when we do that.
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No, we're not.
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What do you actually need to get done?
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You know, it's so, so my ideas of keeping entrepreneurial add in check, you need one thing that makes you money, and it may not be your favorite thing, and it'll evolve over time, but it's the bail payer. And, you know, in mine's instantly relevant. Right. And then for marketing, for. The other piece is the bigger play. It's the, it's a, it's a kind of thing. It's beyond what you may make your money on, but it's, it touches lots of people and has a way to do big effect. And that's, for me, that's never been promoted. Right. That's my entrepreneurs. I help someone here, but the truth is I want to, I have this core of need to kind of like, want to help. And the other piece I have for me is cut the tie. So it's the community. Right. And that third piece is the action that I don't want to own. I just want to been the person who's kind of started and kicked it off and let it become its own thing. The reason is that those will fund. Not fund, those will feed the other three. And so when I look at, like, what you're describing, you do lots of things. If you can keep three things or so in balance that all typically work together, you get to keep your add going so you don't get distracted. But when you are working on multiple things, you are working towards a common goal of whatever that is. I'm not sure you consider that in yours. I'm asking you, does that seem still to, you know what? You still got to focus on one. Or is my thinking how I'm doing it? I don't know. You can say, no, it's not acceptable. No, I'm curious because that's how I think about it.
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I just, I look at, once you get past three, you don't have a shot. And having, again, I talk to you like, I have a task list over here. And then I have my core three. Well, guess what? I may or may not get to my task list. And the best example is you come home at night and your kids are sitting there and your family sitting there, but you have the dishes, and they're piled up, man. Well, the dishes got to get done at some point. But is that the most important thing? No.
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Yes. In my family, it is. And if you say otherwise, you're dismissing feelings, behaviors.
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Fair. But spending time with your kids, with the people you love, you're not gonna be on your deathbed and go, God, I wish I got those dishes done way faster. Nobody says that, but people all the time say, I wish I spent more time with the people I love. So it's really just having your priorities so in check and dialed in that they know, like, I am focused here. I'm truly pouring into it, and guess what? It grows because of it.
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Awesome. Yeah. It's so unlifting. My mindset's better. I'll tell you what. You make me rethink about this three, because I inherently do that because we have three phases of our thing called core, connect, convert. I have three things that work together. I want to simplify our offers down to, hey, there's kind of just three main things we're going to go do, is this and this and this, and that's it. We repeat it every month. It's just very simple. There's, you know, there's always substeps of do to do that and execution. Now, are you doing just coaching and saying, now get off there and go do it? Are you saying, we're going to do it for you? What's kind of your mindset approach to the business model of coaching?
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Yeah. So it's a. It's a two pronged answer. Yes, I do do some coaching where it's just, all right, here's some guidance and, you know, some bumpers to throw up. But one of my favorite things that I. That I did, I absolutely love this. I do either small equity play or profit share with companies. The reason I love it, brother, is because it gives me true vest. I'm vested in now. I am truly bought in. It's not just like you're paying the taxicab and. Okay, cool. Here's your five grand. I'm on ten grand, whatever the thing is. But I am truly in it with you. So when I get to that chance, when companies and I decide to come together, oh, brother. It just. It. That fulfills me more than anything, because, again, it's not just all right. Good luck. Go do it. I get paid regardless. It's like, no, we're truly going to implement and we're going to build this thing together. And guess what? Both of us end up making more money being more fulfilled in that scenario. So that is 100% my favorite way to work with companies today.
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I love that. That's great. So let's. I'm conscious of time. I've loved this conversation, man. And I think you have a podcast as well. You want to jump here and plug a few things of what you're working on?
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Sure. Yeah. Let's go win podcast, man. Of all the things I do, podcasting is my absolute favorite. I could do this all day, just like you said. I think you did like six today. I mean, it's remarkable. It's exciting, but it actually. Well, see, that's interesting because I don't do six a day per se, but this is my fourth or fifth today, and I get energized. I mean, I freaking love it. So, yeah, it's when you do six.
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A day, three days a week, it does get a little tiring. Cause when you're hosting versus showing up, if you show up for a party, you have to clean up, do anything, make sure the cameras don't go all down like they may have just done on my podcast here for a minute and have to fix. I mean, sometimes your computer runs out of memory because you've done six today and it's like, hey, you're out of space on an eight terabyte drive. Anyway, please continue.
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Well, you're right. And, you know, anything, if you do it that repetitive, sure, I get that. I will tell you this. This morning I woke up, brother, and I was not feeling it, man. I just wasn't. I was not. And I did an episode with someone and I was like, ready to run through brick wall because of. She fed and fulfilled me so much with her information. So that's why I love it. But, yeah, let's go in podcast. That's the shameless plug. And there's a couple books that I've written. You can check it out. Let's go in.com or Amazon.
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So what's your other books? I see three in the background and my old eyes can't read them. I see. Let's go win and upgrade. Do you want to talk about those as well? I mean, because it may be just high level of kind of what they accomplish for people.
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Yeah. So let's go in is the first one I wrote. It's. So I have 17 or my wife and I have 17 and 14 year old sons. I actually wrote that book for them. The whole idea was if I got hit by a bus and gone that they would have some of the philosophies I learned from mentors and parents and every into one easy read. The second one is called Champions Daily Playbook. What I decided, again, I'm a kid from Montana. I, the price that for one on one coaching, I was like, whoa, that's a lot. But I wanted people to have access to the coaching. So that's what champions daily playbook. It's literally, it's, if you follow it, there's any goal you want to accomplish, you can do it in 90 days. And then the last one is upgrade. That was one of those things. After 20 years of coaching, brother, people don't like change. Everyone loves to upgrade. And I once I realized that, I was like, holy shit, this is easy. Why am I trying to change anybody? Let's just. Would you consider an upgrade? And they're like, yeah, that sounds amazing. So that's what that one's all about.
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Absolutely. I love the idea. And by the way, I'm writing Never Been Promoted. I want to help entrepreneurs, but there's three main people I want to help the most are my kids. I'm writing it in a way that they understand. Sometimes I'm sitting next to you talking, I'm just not there. My mind and I'm trying to be and it's like, but I don't want to come across mean and bad. But like other times I'm right in it and I realize it. And it's like that struggle is so real for so many dads and moms that are doing this. And so I'm trying to leave that. Like, if you're going to become an entrepreneur, kids, you're going to feel these things and maybe you can improve. From where I was, hopefully I wasn't that bad kind of thing. So I absolutely love that. You know, as we kind of, you know, conscious of time here, what is your maybe one top tip for an entrepreneur? Like if you had a crystal ball and they could, somebody could come to you and, and just say, what is it? I should know what nugget you give them.
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You mentioned the word vulnerability earlier and it's actually the first chapter of let's go win. I was taught boys don't cry. Terrible advice, by the way. But I realized really quickly that that's horseshit. And as a leader, the more I'm able to let people in the more that they want to be a part of it. They will follow you through the ends of there. So that would be one. And just be yourself. Take off the mask, man. Be your authentic self, because that is the most powerful thing you can be. When you're trying to be something you're not, it just takes up a lot of time and energy, and people see right through it. So I guess that's two. But being vulnerable and truly being authentic, that's what I wish I had learned earlier in my career.
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Yeah, I think that's solid advice. You're getting a bit of an echo. Sorry, guys.
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Sound good to me.
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All right, cool. I hear it, but it's all right. I think my computer's telling me at this point, stop. You've had enough. It's been a good day, you know, be done with your life anyway, so not life like today. Just shut it down. That being said, I have worked out twice today, right before our show, I ran, which was awesome. Um, anyway, mistake. It's Georgia. Super hot. Not the best advice to go right before a podcast. You're, like, dabbing it down. Maybe you shoot out the wrong link. Let's just not talk about it. All right, look ahead. I got three questions less for you. Here's. Here's the next one. What have you done? You know, you're a year. It's a year from now. What have you accomplished?
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Oh, man. So if we're talking business, it is scaled to reach. I don't know the exact number. That's the challenge I'm having. It's scaled to the point where I'm bringing a whole lot of other people, salespeople, as you mentioned before, I'm tapped out, and I've spent a hell of a lot of time in Milwaukee visiting my son at Marquette.
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Nice. Even better. Make sure whenever he goes to really nice places to go, you know, play tennis, I think you said. Right? You're like, hey, you know, I know you're in Miami this week. I'm going to hang out, hope to see you. I'm just going to be at the beach if you need anything. I hope to make a game. I think that's a great goal, by the way, last question today is going to be how to get a hold of you again for any special offers you might do or whatever. But what's the one question maybe I should ask you? I didn't.
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Oh, man, you asked so many good questions. You know, the one that maybe, what was the most profound lesson that you learned? And I think that is truly just being yourself. I said it earlier, so it's somewhat of a repeat. But, you know, I just. I wish if I could talk to that kid, say, dude, just be you, and I wouldn't have gone through that separation with my wife. That wouldn't have happened. And I'm. I'm grateful it did because now we're at the place we are now. But did you have to go through all that pain and suffering? Nah, just be you. So that would be the one piece.
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All right, well, how do people get ahold of you? And who do you want to get ahold of? You?
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Yeah. Let'sgowin dot. There's free stuff all over. There's a blog and work life balance sheet that's free to you. Take it. Let's go win 365 on Instagram. That's where I probably have the most traction. And then who? You know what? People with a growth mindset that want to get better. I do love working with dentists, and I can absolutely double that. But it's not just that. I've worked with pro athletes. I've worked with other companies. So if you want to grow and get better, let's do it.
91
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Love it. You now have a. I wouldn't follower. I am now follower. 17,000 and something. So we have a new. We're there. We're in. Thank you so much, by the way, for coming on today. I've really enjoyed this. I'm gonna pick your brain before we get off, when we get off air here. So that's part of the upgrade subscription. See, I did the upgrade word there, threw it right in there. So thank you so much for attending today and being an awesome guest.
92
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Thank you, brother.
93
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Appreciate you and anybody who got to this point in the show, thank you. If this was your first time coming on the show or listening in, I should say I appreciate you getting to this point. I hope you come back. If you've been here before, double down your dad points. You've earned it. You know, I want you to get out there, unleash your entrepreneur. I want you to really, honestly, metaphorically cut the tie. And if you actually legitimately have a cut tie on, cut it. But cut the tie into the stuff and the crap that holds you back, the excuses you make, people that are in your way, don't murder them, but maybe just get rid of them a little in your life and get out there and go unleash it. Go help somebody if you're doing okay and you think you can help somebody, but it's really important to get more entrepreneurs in this world. I believe we need it. I believe specifically the US needs it to be competitive. So go unleash it. And until we meet again on the Never Been Promoted podcast. Thank you so much for listening.