Aug. 4, 2025

Leslie Hassler – Author, Speaker, Business Growth Strategist and founder of Your Biz Rules

Leslie Hassler – Author, Speaker, Business Growth Strategist and founder of Your Biz Rules
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Leslie Hassler founded Your Biz Rules, transforming small businesses into freedom-generating machines. She guides businesses toward predictable profits and sustainable growth via comprehensive business audits, her Profitable Growth Incubator program, private consulting, and Fractional CFO services. She equips them to conquer challenges, unlock unprecedented growth, and build a life of abundance and balance.

Winning Business Radio is broadcast live Mondays at 4PM ET and Music on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Winning Business Radio is viewed on Talk 4 TV (www.talk4tv.com).

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WEBVTT

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The topics and opinions expressed in the following show are

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solely those of the hosts and their guests, and not

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be directed to those show hosts. Thank you for choosing

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W FOURCY Radio.

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Churchill said, those who failed to learn from history are

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condemned to repeat it. Kevin helen n believes that certainly

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applies to business. Welcome to Winning Business Radio here at

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W four CY Radio. That's W four cy dot com

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and now your host, Kevin Helena.

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Thanks everybody for joining in today. I'm Kevin Hallanan and

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welcome back to Winning Business TV and Radio on W

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four c DO. We're streaming live on talkfo TV dot

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com in addition to Facebook, and that's at Winning Business Radio,

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and of course we're able in podcast form after the

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live show wherever you find your podcast content. The mission

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of Winning Business Radio and TV. As regular listeners and

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viewers know is to offer insights and advice, to help

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people avoid the mistakes of others, to learn best practices.

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Those are the how tos, the what tos, the what

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not tos, and to be challenged and hopefully to be

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inspired by the successes of others. Who are those others consultants, coaches, advisors, authors,

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founders and owners, entrepreneurs, people with expertise. But you know,

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virtually every successful person I've ever talked to has said

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some form of failure in their lives and careers. So

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you hear me say it every week. So we all

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have to get our knees skinned once in a while.

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I'm driven to keep those scrapes from needing major surgery.

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Let's endeavor to learn from history so we don't repeat it.

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I've spent the better part of my career equipping businesses

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to grow from solopreneurs to small and medium sized companies

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all the way up to the Fortune fifty. I've seen

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a lot of those companies win, and to varying degrees,

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I've seen some fail. I've had the opportunity to rub

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elbows with some of the highest performing people around and

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with some who probably should have found other professions. In

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my own businesses, I've had lots of success, but some

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failures too. I like to think I've learned a lot

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from those experiences. So, yeah, you're going to hear from me,

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but mostly you're going to hear from our guests. And

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today is no exception. To Today's guest is Leslie Hasler.

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She's author, speaker, business growth strategist, and founder of Your

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Biz Rules. Here's Your Bio. Leslie Hasser is the powerhouse

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behind Your Biz Rules, a consultancy firm transforming small businesses

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into financial or excuse me, freedom generating machines. Leveraging seventeen

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years of entrepreneurial experience and a strong background in marketing, finance,

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and leadership, she guides businesses towards predictable profits and sustainable results.

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Your Biz Rules offers compart hints of business audits, the

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Profitable Growth Incubator program, private consulting, and fractional CFO services.

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The firm is celebrated for igniting transformative, profitable growth, reshaping

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businesses to fulfill the owner's vision, and enabling clients to

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break through financial barriers. Leslie's holistic approach prioritizes profitability and

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a balanced quality of life for business owners. She's the

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author of first This, Then That, and the Upcoming Scaling

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Rich recognized on stages across the US, including the National

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Association of Women's Business Owners and Women's Business and Excuse me,

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the Women's Business Enterprise National Council. Leslie's also a past

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president of I Don't know how he pronounced that Nabo

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Nabo DFW Dallas Fort Worth and an alumna of the

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Golden sax ten K Small Business Program. She's a mother

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of two an average traveler. She brings a well rounded

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perspective to her work. Her mission is to ignite the

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potential within business owners, empowering them to conquer challenge ranges,

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unlocked on precedent and growth, and build an abundance and

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balance in their lives. Leslie, Welcome to Winning Business Radio.

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How Doy Kevin, thanks for having me.

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I'm so glad you're here. Thank you. So I always

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like to start with a little bit of background. Tell

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us about your kids, your family.

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Oh, my kids. You know, when I first started my business,

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they were toddlers. They're now in college. So I have

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incoming sophomore and incoming junior, two boys doing really well

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in school. So excited for them. We do love to travel.

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So this year we actually got to go to Tahiti

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a nice twenty fifth anniversary.

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Well congratulations for that, Oh thank you.

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Yeah.

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And I think generally I see life as an adventure,

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be well enjoyed.

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How's that nice? I love it. So is Tahiti one

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of the favorites or are their other favorites?

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Tahiti was Actually it was good, But Tahiti was kind of.

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A payback to explain that because that's where I thought

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we were going on our.

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Honeymoon, oh man to go, and it was not where

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we wound up.

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We wound up in Germany at Octoberfest, which is a

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very unusual honeymoon trip but actually very apropos as well,

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if you know the story behind Octoberfest.

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So you turned right, you turned left, You should have

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turned right.

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Yeah, I had no say in the planet originally on

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the university.

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Wait, just just to put this out there, we are

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going to Tahaiti, right, Yes, we're going nice.

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Nice. By the way, I have relatives in Frisco and Plano.

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I know you're closer to that area.

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Oh yeah, you're super close close.

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I'll be in DFW actually in Fort Worth and visiting

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that family at the end of this month.

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Oh, be prepared for hot I know, I.

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Know we'll be at the conference that I'm speaking at

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a conference down there, but we'll be inside most of

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the time. Okay, let's talk about your background a bit.

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Where did you grow up?

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I grew up grew up in Houston since so been

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a Texas in my entire life. But Texas is so big.

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You can move around to Texas.

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Like most people moved to states, we just moved cities

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here in Texas. So born and bred went to college.

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Here, have done everything and M. Yes, I'm a pat

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in Texas. A and M class in nineteen I.

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Had a girl, had a girl. Why did you choose

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A and M and to major in journalism?

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Oh golly, journalism is my first degree. And I will

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say that I probably did journalism because it was what

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I was.

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Told I was good at.

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I hadn't quite found what I wanted to be good at.

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And by the time I figured it out, I paid

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my own way through college. I went in and I said,

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I think I went a business degree, and they're like, well, haha,

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that's a BS. You have a ball. Send your college

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career by another three to four years, and I was like, no,

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I can't afford that. So I graduated with a degree

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in journalism, which put me into the marketing and advertising sphere.

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But you know what's so interesting is how many of

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our years afterwards this is I use that degree every

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day of my life. It is so much communication in

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what we do, and I think it's probably the basis

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for being able to write books and blogs and do

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all the content development that we do as a company. So, yeah,

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while I didn't know what I was going to do

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with it, then I will have to say it definitely has.

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Come in handy.

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That's cool. Probably helps you ask questions and be curious

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and learn about your clients and speaking as well, I

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would imagine.

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Yeah, and research.

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You know now that when so much more information is

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so readily available, it's still interesting to see whether or

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not people can be critical of the information that they're

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receiving and actually diving in beyond the story that's being told.

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And I do think that's probably from journalism, where you're

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just you never stop at face value, because generally that's

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not the whole story. You're constantly seeking to find the

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two sides of truth and be able to make some

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I guess analysis for what you find in the middle.

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Did you work in journalism or in that feel a

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related field prior to seven.

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I actually went into I went traditional marketing advertising agency,

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then Interactive the agency up until about two thousand, you know,

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two thousand and four I had Did you get that right?

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I actually I e quit that in twenty two thousand

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and four and went and got a degree in interior design.

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Very cool, Well, that's the next question. You started Designs

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by Leslie and O seven, So tell us about the company,

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why you started, and the work that you did or do.

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I don't know if you still do it, but no, we.

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Don't do that anymore.

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So Designs by Leslie was started on May seventh of

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two thousand and seven, because on May third of two thousand.

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And seven, I found out I was going to have

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a job.

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I worked for small businesses at the time most design

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firms are, and while we did good work, and I

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did good work, there wasn't enough cash flow in the

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business to really have the people that hired me sustain me.

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And I think this happened between maybe three times in

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a row, and I was just like I had it

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up to here. I wanted to do what I wanted

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to do, but I wanted to control my own destiny.

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So I started the business with a whole wap in

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four days worth of planning. Now, granted I had above

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average skills and some I mean, I could move together

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a business plan and a marketing plan and all my

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past agency life. But honestly, I don't know. You know,

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four days is not a whole lot of time to

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get a whole lot of proof either. But we were surprised.

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We did amazingly well our first year. Second year, I

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was having to hire, and then eight or nine happened,

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you know, and build around kind of came to a

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grinding halt.

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I remember in that area seeing just development stopped.

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Yeah, you know, we I living in Houston at the time.

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And what you wound up finding was Houston itself as

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a market wasn't really impacted. But what it was is

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the impact was so grave across the nation that Houston.

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Held its breath.

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There was a lot of conscientious holding back of spending

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and design is a luxury item. It's something that is

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spent and invested in when people feel like they have

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more than enough.

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So that's where.

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There was this this conscience multiple years of people pulling

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back and not investing in their homes or in their

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surroundings at that time, So our business shrunk by fifty percent,

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and going through that that was a lot of not fun.

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I like to say that the two to.

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Three years that I struggled with that loss and trying

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to regain it and rebuild the business, where I call

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them the dark years. They were my hard day's night,

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if you will. I probably was depressed as the day

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was long because I took so much of what was

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happening so personal.

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And you talked about skin knees.

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I'm just like that was being almost like being dragged

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by a horse through the middle of town. It just

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every burn that could happen, I felt like it happened.

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And then.

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Yeah, sorry, those are some of the best lessons, right,

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those are some of my best lessons. So what did

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you learn through that journey?

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One of the big things I learned in that journey

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was you can have a meh business and be okay

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in good times, but you cannot have a med business

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and be okay in bad times.

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And it really taught me what Here's what I saw.

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My personal journey was that our business could ride the

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wave because there was the market there, there was spinding there.

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It was the thing.

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I could take advantage of a trend if you up.

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But that same trend when it started to falter, I

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didn't know at that time that I needed to be

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building in foundational pieces of my business to.

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Go along with our success.

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So when the trend starts faltering, then we had the capsize, right,

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we had a significant I had to figure.

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Out what to do next.

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And we've seen this multiple times over and over and

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over again, most recently twenty twenty. People that businesses weren't

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They rode the trend, but instead of taking advantage of

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that to shore up the business foundations and start to diversify,

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they relied on the trend. Lasting about trends, they eventually

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run out of steam.

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So then twenty thirteen, your arm with all this new

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patful knowledge, but you founded your biz rules. Tell us

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about your biz rules, why you started the company, and

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then the work that you do.

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Sure, so your biz Rules technically started by name in

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twenty fourteen, at the beginning of the year, I.

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You know, I grew back the design business.

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We grew one hundred and fifty percent in six months,

248
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we did some stuff I thought that was going to

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meet me happy, and it didn't.

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So I had about.

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Two years of going through conversations with God and going, Okay, God,

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if it's not.

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This, then what not this? Than what?

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And I really came away with during those conversations is

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I might have walked into this business as an interior designer,

256
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but I was walking out of this business as an entrepreneur.

257
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My role had.

258
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Shifted, and it what I realized is I love business.

259
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I didn't love design. My values just weren't fully aligned in.

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There, and I didn't have a business that still supported

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me because I'm still on a journey. So coming around

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through these couple of years of conversations led me to

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do Your BIS Rules. The difference between the two businesses

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is market although I used the profits of the first

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business to build and fund this second business, your BIS Rules.

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But I'd like to say the design business was a

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bit of my prison and your Biz Rules is my playground.

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And that is signifies the difference of my quality of

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life as an owner and as an entrepreneur and the

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transformation of my learning. If you will say, if you

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will with me of understanding how important it is that

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my business is in alignment with what it is that

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I want from.

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I'm not going to give it away yet, but I hear,

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I'm hearing so many of these elements in the books

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and the work that you do. So hold that thought, everybody.

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We're going to be back in one minute, about one minute,

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we'll take our first break here. We'll be back with

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Leslie in just a few minutes, just one minute. Excuse me.

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You're listening to Winning Business Radio with Kevin helenet on

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W four CY Radio. That's W four cy dot com.

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Don't go away. More helpful information is coming right up

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00:15:31.679 --> 00:15:33.840
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And now back to Winning Business Radio with Kevin Helene

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00:16:13.360 --> 00:16:17.159
presenting exciting topics and expert guests with one goal in

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mind to help you succeed in business. Here once again

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is Kevin Helenet.

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We're back with Leslie Hastler. She is author, speaker, business

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growth strategist, and founder of Your Biz Rules. And that's

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what we were just talking about. And this may be

300
00:16:38.919 --> 00:16:41.960
slightly unfair, but who are your ideal or typical clients?

301
00:16:42.000 --> 00:16:44.000
Because I know that they're not all ideal, but you know,

302
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what does the ideal client look like for you?

303
00:16:46.720 --> 00:16:51.000
Our ideal clients have a belief in their potential, so

304
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they're likely thinking about growth, scalability, or retirement, so there's

305
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a desire for change. I will say a majority of

306
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our clients have strong family values, strong values and quality

307
00:17:04.119 --> 00:17:07.440
of life as well, are a little battered by the

308
00:17:07.480 --> 00:17:09.960
hustle and grind and looking for something a little bit

309
00:17:10.039 --> 00:17:13.880
better demographically, the ticks and the tax, if you will.

310
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The facts of the business is typically we're ninety percent

311
00:17:18.680 --> 00:17:23.079
service base, ten percent manufacturing failed that type of thing.

312
00:17:23.960 --> 00:17:28.480
But yeah, we really are in that micro and small

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business realm, so mid six figures on up to maybe

314
00:17:32.920 --> 00:17:38.160
five six million in an annual revenue, so a wide

315
00:17:38.279 --> 00:17:40.920
breadth in there, but I say it always comes down

316
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to the desire for something better in the business, the desire.

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00:17:45.000 --> 00:17:48.480
For more freedom, the desire maybe for a better paycheck.

318
00:17:49.240 --> 00:17:52.119
And you know, even maybe with an eye towards selling

319
00:17:52.359 --> 00:17:55.359
or exiting the business in three, five or ten years.

320
00:17:55.799 --> 00:17:56.960
Geography does not matter.

321
00:17:57.640 --> 00:18:02.559
No, we have clients across the nation and to be international.

322
00:18:02.599 --> 00:18:05.240
Very cool, very cool whereabouts, like generally.

323
00:18:07.000 --> 00:18:08.440
It's not general. That's the thing.

324
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We have a big cluster on the East coast, we

325
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have a cluster in the mid the middle Central, and

326
00:18:15.240 --> 00:18:17.640
then I'll say our smallest cluster might be on the

327
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West coast.

328
00:18:19.279 --> 00:18:21.000
But we really do have.

329
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A good spread across the country, typically a little more

330
00:18:25.359 --> 00:18:29.599
urban cities as you will, but yeah, all over the place.

331
00:18:29.640 --> 00:18:33.839
And then our last thirty four clients were in seventeen

332
00:18:34.079 --> 00:18:35.119
different industries.

333
00:18:35.440 --> 00:18:37.279
Wow, wow, that's great.

334
00:18:37.880 --> 00:18:38.359
Yeah.

335
00:18:38.440 --> 00:18:40.920
What does again, maybe a little unfair becau I'm gonna

336
00:18:40.960 --> 00:18:43.559
use the word typical, but generally, what does a typical

337
00:18:43.599 --> 00:18:44.599
engagement look like?

338
00:18:45.720 --> 00:18:48.400
So majority of our clients are coming in for the

339
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fractional c suite set of services.

340
00:18:51.400 --> 00:18:57.119
So that's our probably full service kind of offering where

341
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everybody always wants to know what are we going to

342
00:18:59.160 --> 00:18:59.480
work on?

343
00:18:59.559 --> 00:19:02.519
And here is how we answer that question.

344
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We actually take time to get to know the business

345
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and the business performance, the history of the business before

346
00:19:09.640 --> 00:19:12.799
we even start to say here's what needs change. And

347
00:19:12.920 --> 00:19:15.240
part of that is if we're looking for we go

348
00:19:15.279 --> 00:19:17.359
through a business audit with our clients in the first

349
00:19:17.400 --> 00:19:20.759
four weeks where we're diving deep into the business numbers

350
00:19:20.799 --> 00:19:24.519
of financials, all everything, and it's almost if you can

351
00:19:24.599 --> 00:19:28.000
open up a book, you know, please open up the book.

352
00:19:28.039 --> 00:19:31.920
We say you cannot drown us in information, because what

353
00:19:31.960 --> 00:19:34.279
we do is we're going through it to get a

354
00:19:34.400 --> 00:19:37.599
great understanding, a quick understanding. More than you could give

355
00:19:37.680 --> 00:19:40.079
us tell us. It would take you three years to

356
00:19:40.119 --> 00:19:42.359
tell us as much as we can mark in that

357
00:19:42.519 --> 00:19:43.519
four to six weeks.

358
00:19:43.759 --> 00:19:44.759
But we're also looking for.

359
00:19:44.799 --> 00:19:47.039
Where are the red flags, where are the low hanging

360
00:19:47.079 --> 00:19:51.519
fruit opportunities? What does growth look like for this business?

361
00:19:52.359 --> 00:19:53.359
We have just come.

362
00:19:53.279 --> 00:19:58.240
Behind too many other playbooks, if you will, where the

363
00:19:58.279 --> 00:20:02.000
playbook never changes, it's always the same playbook for growth.

364
00:20:02.559 --> 00:20:05.519
And we have found that business A and business being

365
00:20:05.599 --> 00:20:08.640
may not need the same things. It's this time that

366
00:20:08.680 --> 00:20:11.079
we take to really get to know the company that

367
00:20:11.319 --> 00:20:16.680
enables us to give it a very customized personalized and

368
00:20:16.799 --> 00:20:19.920
if you will, Now, what do we do after that?

369
00:20:20.200 --> 00:20:22.519
We always work on the money of the business first,

370
00:20:22.640 --> 00:20:27.240
because that's the engine, right, that's the fuel, that's what's

371
00:20:27.279 --> 00:20:29.960
going to pay for the growth coming down the pipe.

372
00:20:30.160 --> 00:20:32.359
But from there it's just a matter of what does

373
00:20:32.400 --> 00:20:35.319
that business need. A lot of people need work in

374
00:20:35.359 --> 00:20:40.319
the team area, job descriptions, team development, leadership, development.

375
00:20:39.880 --> 00:20:42.079
Leadership, right communication.

376
00:20:42.960 --> 00:20:46.920
Sometimes we just need to actually define what's the marketing message.

377
00:20:47.200 --> 00:20:49.720
Maybe they're looking to expand and get better in sales,

378
00:20:49.759 --> 00:20:53.920
but they don't know how to communicate themselves in a

379
00:20:53.960 --> 00:20:57.160
way that's enticing. So we will stay in the strategy

380
00:20:57.200 --> 00:21:01.480
area and really develop out create the system, if you will,

381
00:21:02.319 --> 00:21:04.880
so that they then can leverage something a little bit

382
00:21:04.880 --> 00:21:10.519
more processes technology. I have one client right now, just

383
00:21:10.519 --> 00:21:12.400
to give you an example. One client right now has

384
00:21:12.440 --> 00:21:15.440
been with us for four years, and we started out

385
00:21:16.400 --> 00:21:21.119
doing more of a strategic growth plan. We've moved into

386
00:21:21.400 --> 00:21:27.400
fractional CFO services, and now we're doing some bad work

387
00:21:27.519 --> 00:21:29.440
with the rest of the team to get them to

388
00:21:29.519 --> 00:21:37.440
start developing networks and pipewort originate. We're also doing bringing

389
00:21:37.440 --> 00:21:40.680
in more structure to the company for project management and

390
00:21:40.720 --> 00:21:44.480
things of that nature. So our company is really designed

391
00:21:44.759 --> 00:21:46.920
full of SME experts.

392
00:21:47.279 --> 00:21:48.880
Do we have every subject? No matter?

393
00:21:49.119 --> 00:21:52.000
No, that's why you need great partners like Sandler and

394
00:21:52.519 --> 00:21:55.640
you know, to be able to take a lot of

395
00:21:55.680 --> 00:21:59.720
these heavy liftings. But we can provide this nucleus, if

396
00:21:59.720 --> 00:22:03.200
you will, of making sure that everything in the business

397
00:22:03.519 --> 00:22:08.200
is attended to. Because I've never seen one problem only

398
00:22:08.279 --> 00:22:12.640
be about one segment, right right, It's multiple, so we

399
00:22:12.640 --> 00:22:14.519
can handle a lot under that umbrella.

400
00:22:15.079 --> 00:22:17.559
All right, quick one, how do clients find you?

401
00:22:17.720 --> 00:22:18.039
Sure?

402
00:22:18.640 --> 00:22:21.319
Obviously your biz Rules. In fact, we do have a

403
00:22:21.400 --> 00:22:24.839
special page just for our listeners today at your biz

404
00:22:24.880 --> 00:22:30.319
rules dot com forward slash w b R. So being

405
00:22:30.359 --> 00:22:32.039
able to go there, you're all be able to see

406
00:22:32.039 --> 00:22:34.279
a few things. You'll get more information about the books

407
00:22:34.279 --> 00:22:37.960
about us and a few free resources. But we are

408
00:22:38.000 --> 00:22:41.359
pretty much everywhere, so LinkedIn happens to be our most popular.

409
00:22:41.400 --> 00:22:47.000
Soa but speaking speaking is a large element of how

410
00:22:47.039 --> 00:22:50.599
we I don't get exposed to people that are looking

411
00:22:50.599 --> 00:22:51.279
for answers.

412
00:22:51.839 --> 00:22:54.440
All right, now, don't blush these next quotes, all right,

413
00:22:55.440 --> 00:23:00.599
I want you to touch on these testimonials, gain clarity, no,

414
00:23:00.599 --> 00:23:03.160
no nonsense. I was able to focus and let go

415
00:23:03.240 --> 00:23:06.640
of the distractions. I only wish I had found Leslie sooner.

416
00:23:06.759 --> 00:23:09.480
Can you give us a flush that out just for

417
00:23:09.480 --> 00:23:10.079
a minute.

418
00:23:10.559 --> 00:23:13.519
Sure, we hear that a lot about we wish we

419
00:23:13.519 --> 00:23:16.599
had worked with you sooner, and a lot of what

420
00:23:16.640 --> 00:23:19.880
we find is is that our clients are great at business.

421
00:23:19.880 --> 00:23:23.319
They're great doing the work they serve their clients, but

422
00:23:23.400 --> 00:23:26.799
they're oftentimes in this bit of an echo chamber, if

423
00:23:26.799 --> 00:23:29.440
you will. Even when you have team, you don't always

424
00:23:29.480 --> 00:23:34.119
feel not safe, but like it's appropriate to have some

425
00:23:34.200 --> 00:23:38.240
of these questioning conversations with your team when you're supposed

426
00:23:38.240 --> 00:23:40.680
to be the one that's exuding all of this confidence.

427
00:23:41.559 --> 00:23:43.640
A lot of times we'll get in there and it's

428
00:23:43.720 --> 00:23:45.920
just a matter of being that second set of eyes,

429
00:23:46.519 --> 00:23:50.839
having experience in the arena that you're trying to fight

430
00:23:50.839 --> 00:23:53.400
your battle in, and just going, hey, yeah, I know,

431
00:23:53.480 --> 00:23:55.599
that looks like the thing we should be chasing that.

432
00:23:55.720 --> 00:23:56.599
Actually it's not.

433
00:23:57.319 --> 00:24:00.559
It's being caused by this over here, and this thing

434
00:24:00.599 --> 00:24:02.839
over here is being really really quiet, which is why

435
00:24:02.880 --> 00:24:05.240
you don't even think you need to be fixing that.

436
00:24:05.319 --> 00:24:08.519
But if we fix this, then that will.

437
00:24:08.279 --> 00:24:09.559
Take care of the next thing.

438
00:24:10.079 --> 00:24:14.920
So it's that ability to sort through, and I think

439
00:24:14.960 --> 00:24:18.200
it comes down to how we on board clients get

440
00:24:18.200 --> 00:24:21.799
really deep dive and then we're like, I see what

441
00:24:21.839 --> 00:24:26.839
you're feeling, let's fix that. And it's just like, oh yeah,

442
00:24:26.880 --> 00:24:29.079
it's super easy. We need to do the next four things,

443
00:24:29.200 --> 00:24:31.519
and you know, we can have this chop chop chop.

444
00:24:31.559 --> 00:24:34.559
And there a lot of times were like that client said,

445
00:24:34.559 --> 00:24:37.759
they're like I have one client. She goes, I've been

446
00:24:37.759 --> 00:24:40.519
working on this for three years. We take care of

447
00:24:40.559 --> 00:24:44.400
it in nine weeks. It's like, it's just a difference frame, right,

448
00:24:44.400 --> 00:24:45.799
we're not emotionally attached.

449
00:24:46.079 --> 00:24:48.359
We can see the facts and the figures and sometimes

450
00:24:48.400 --> 00:24:50.599
see more of the picture than our owners can see.

451
00:24:51.000 --> 00:24:53.559
And then we're just gonna get to work. We're going

452
00:24:53.599 --> 00:24:57.400
to keep it easy because what's easy gets done. What

453
00:24:57.599 --> 00:25:00.720
gets done gets results. So we're just going to break

454
00:25:00.720 --> 00:25:03.640
it down to the bare minimum that it needs to

455
00:25:03.720 --> 00:25:05.519
be in order to be effective.

456
00:25:06.160 --> 00:25:08.960
That's great, All right, here's one more. I've gained much

457
00:25:08.960 --> 00:25:11.000
more confidence as a business owner. You touched on that

458
00:25:11.039 --> 00:25:12.000
slightly a minute ago.

459
00:25:12.319 --> 00:25:14.039
Yeah, So I.

460
00:25:13.960 --> 00:25:18.920
Think confidence is something that until you have been maybe three,

461
00:25:19.000 --> 00:25:21.039
four or five businesses, I don't know how long it

462
00:25:21.240 --> 00:25:25.119
really takes. But until you've been around the ballpark quite

463
00:25:25.160 --> 00:25:27.599
a few times and seeing a lot of different scenarios,

464
00:25:27.839 --> 00:25:31.480
it's hard to gain confidence because you're constantly second guess

465
00:25:31.480 --> 00:25:37.000
in yourself. So just with a fractional CFO client last week,

466
00:25:37.200 --> 00:25:39.920
we were talking through things. We're like, yeah, have this

467
00:25:40.079 --> 00:25:43.880
information over here. It's it's nice to have, but it

468
00:25:43.960 --> 00:25:48.160
means nothing. It doesn't translate to anything. And based on

469
00:25:48.279 --> 00:25:51.119
everything that we've seen, we want we want revenue to

470
00:25:51.119 --> 00:25:51.839
be here.

471
00:25:51.960 --> 00:25:54.480
So that then net income is there. Da da da

472
00:25:54.519 --> 00:25:56.240
da da. Here's what's going to happen. Guess what.

473
00:25:56.319 --> 00:25:59.000
It's not that hard. It's another sixteen percent growth over

474
00:25:59.039 --> 00:25:59.880
what you've already.

475
00:25:59.559 --> 00:26:03.799
Accompli this year. They're like, oh, wait a minute, that's

476
00:26:03.799 --> 00:26:04.160
what I.

477
00:26:04.119 --> 00:26:07.720
Thought, Like, yeah, you were right, you know, And I

478
00:26:07.720 --> 00:26:10.519
think sometimes it just takes somebody else being there to

479
00:26:10.559 --> 00:26:12.559
say you're right, you have this, you can do this,

480
00:26:12.720 --> 00:26:16.319
you did that, you can do this. You know. It's

481
00:26:16.519 --> 00:26:20.559
it's having that additional support that if you're the only

482
00:26:21.359 --> 00:26:24.079
leadership in your company, sometimes it's hard to.

483
00:26:23.960 --> 00:26:25.319
Do for yourself.

484
00:26:26.880 --> 00:26:29.480
Nobody to bounce things off of. At times. Yeah, one

485
00:26:29.480 --> 00:26:32.079
more quote, Leslie has a wonderful way of taking complex

486
00:26:32.200 --> 00:26:38.440
tasks and breaking them down into manageable and effective steps. Yeah.

487
00:26:38.519 --> 00:26:44.480
Yeah, well I know you your proponent of disc I.

488
00:26:44.519 --> 00:26:46.799
This really relates back to strength Finders.

489
00:26:46.839 --> 00:26:49.200
For me, it was something I did in my first

490
00:26:49.200 --> 00:26:50.880
business when I was trying to figure out what I

491
00:26:50.920 --> 00:26:53.400
wanted to be when I grew up, and there were

492
00:26:53.440 --> 00:26:56.240
two elements, with three or four elements. Actually my strength

493
00:26:56.279 --> 00:27:00.400
Finders that this is it's strategy, it's future, as is

494
00:27:00.440 --> 00:27:04.519
activating and it's achieving. There is just the ability for

495
00:27:04.759 --> 00:27:07.559
us and the majority of our team has been trained

496
00:27:07.599 --> 00:27:10.839
in this way to take the most complex problem, break

497
00:27:10.880 --> 00:27:14.119
it apart as simply as we can, and then just

498
00:27:14.160 --> 00:27:18.240
tackle things one at a time. That is, it's another

499
00:27:18.279 --> 00:27:21.119
principle of what is it the principle of tiny gains

500
00:27:21.119 --> 00:27:25.799
where you're trying to get one percent right right and

501
00:27:25.839 --> 00:27:29.759
then you get significant on the outset. So that is

502
00:27:29.799 --> 00:27:32.079
really what that is talking about, is being able to

503
00:27:32.119 --> 00:27:36.079
break down even the most complex things into chunks, to

504
00:27:36.119 --> 00:27:38.319
be able to break those down just so we're doing

505
00:27:38.440 --> 00:27:41.079
one simple thing today and it's like, well, what's the

506
00:27:41.119 --> 00:27:41.920
thing I can do today?

507
00:27:41.960 --> 00:27:44.319
Can you make five phone calls today? Yeah?

508
00:27:44.359 --> 00:27:46.880
I can make five phone calls today, phenomenal, Make five

509
00:27:47.160 --> 00:27:49.279
phone calls today. Hey, by the way, can you make.

510
00:27:49.200 --> 00:27:52.559
A MOE again? It wasn't easy yesterday? It was easy?

511
00:27:52.920 --> 00:27:55.480
Can you make another five phone calls today? Right? And

512
00:27:55.519 --> 00:27:55.920
it's just.

513
00:27:56.240 --> 00:28:00.559
Keeping things feeling like they have flow and ease actually

514
00:28:00.599 --> 00:28:05.119
reduces ninety percent of the obstacle in a situation.

515
00:28:06.400 --> 00:28:08.640
And then once it's not a big deal anymore, you

516
00:28:08.759 --> 00:28:09.680
just keep doing it.

517
00:28:09.759 --> 00:28:14.359
And that's why people see such significant results working with us.

518
00:28:14.599 --> 00:28:16.880
All right, one more question before the next break, because

519
00:28:16.880 --> 00:28:19.359
this is probably not a quick one. How does you

520
00:28:19.400 --> 00:28:22.680
mentioned selling sometimes exiting? How does a business owner know

521
00:28:23.039 --> 00:28:27.079
if her or his business is sellable? What are some

522
00:28:27.119 --> 00:28:28.759
of the factors that people should look at?

523
00:28:30.039 --> 00:28:32.240
The bigger one is going to be your net profitability.

524
00:28:32.640 --> 00:28:35.799
If you're joining the business of every cash, every red

525
00:28:35.880 --> 00:28:39.440
scent to avoid taxes, then you're going to have a

526
00:28:39.640 --> 00:28:43.279
harder story to craft to be able to show net

527
00:28:44.240 --> 00:28:48.400
net profitability. There are things like adbacks, yes, I understand that. However,

528
00:28:48.920 --> 00:28:51.960
I found the more manipulation you need to be able

529
00:28:52.000 --> 00:28:56.559
to do in your finances, the more questions you provoke

530
00:28:56.759 --> 00:29:01.200
from your buyer. So we like really clean, clear, strong stories,

531
00:29:01.920 --> 00:29:04.640
and that's number one. Number two though, is can you

532
00:29:05.440 --> 00:29:08.640
be out of your business for three months, a month,

533
00:29:09.039 --> 00:29:11.920
three weeks, you know, if you can't take a vacation

534
00:29:12.039 --> 00:29:15.160
because the things fall apart, it's a really good indicator

535
00:29:15.200 --> 00:29:18.200
that you don't have a business that's sellable.

536
00:29:18.640 --> 00:29:23.480
You may have a job that's profitable or produces revenue.

537
00:29:23.119 --> 00:29:26.319
But it is really kind of a key areas that

538
00:29:26.440 --> 00:29:29.680
concentration on on.

539
00:29:29.720 --> 00:29:30.599
The business owner.

540
00:29:31.319 --> 00:29:33.319
I will then say the third thing you need to

541
00:29:33.359 --> 00:29:35.400
think about is concentration of clients.

542
00:29:36.559 --> 00:29:37.559
It's really interesting.

543
00:29:37.640 --> 00:29:41.359
We had one of our companies go through evaluation and

544
00:29:41.480 --> 00:29:45.799
while the individual offices if you were that they serviced

545
00:29:45.960 --> 00:29:50.480
was maybe, I don't know, one hundred, they had one

546
00:29:50.960 --> 00:29:55.359
national firm that represented forty or fifty percent of those.

547
00:29:55.519 --> 00:29:58.480
You know, every little office is an individual buying decision

548
00:29:59.200 --> 00:30:05.200
that one major umbrella owner risk valued the company because

549
00:30:05.200 --> 00:30:07.759
it was too much. If that one company goes out

550
00:30:07.799 --> 00:30:10.480
of business and all those offices are going out of business.

551
00:30:11.359 --> 00:30:13.559
So those would be the three things I will say.

552
00:30:13.599 --> 00:30:16.359
We'll tell you if you if your business is.

553
00:30:16.319 --> 00:30:20.599
Not ready for thinking about selling.

554
00:30:21.240 --> 00:30:26.880
But oftentimes people I'm finding are over confident in their valuation.

555
00:30:26.599 --> 00:30:27.359
Of their business.

556
00:30:27.640 --> 00:30:29.279
I hate to put a statistic on that, but it's

557
00:30:29.279 --> 00:30:32.039
a lot, a high number, right, right.

558
00:30:32.359 --> 00:30:34.359
It's a lot. I hate to be the bearer of

559
00:30:34.359 --> 00:30:36.440
bad news. I mean, we can fix it, don't get.

560
00:30:36.279 --> 00:30:39.400
Me wrong in most cases, but a lot of times

561
00:30:39.400 --> 00:30:43.680
people just because it's their baby, they overvalue what someone

562
00:30:43.680 --> 00:30:44.720
else is willing to pay.

563
00:30:45.119 --> 00:30:47.480
Yeah, all right, let's take a break here. We'll be

564
00:30:47.519 --> 00:30:50.079
back in one more minute with Leslie Hassler.

565
00:30:55.680 --> 00:30:59.599
You're listening to Winning Business Radio with Kevin Helenet on

566
00:30:59.680 --> 00:31:03.839
double You for CY Radio. That's W four CY dot com.

567
00:31:04.039 --> 00:31:06.680
Don't go away. More helpful information is coming right up

568
00:31:06.920 --> 00:31:09.119
right here on Winning Business Radio.

569
00:31:11.519 --> 00:31:14.480
The yp dot com website is your local search engine.

570
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If you're looking for a good restaurant, it can help

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577
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579
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580
00:31:45.480 --> 00:31:48.359
And now back to Winning Business Radio with Kevin Helene,

581
00:31:48.559 --> 00:31:52.400
presenting exciting topics and expert guests with one goal in

582
00:31:52.480 --> 00:31:55.960
mind to help you succeed in business. Here once again

583
00:31:56.279 --> 00:32:00.640
is Kevin Helene.

584
00:32:04.480 --> 00:32:07.400
All right, we're back with Leslie Hasler, founder of Your

585
00:32:07.519 --> 00:32:11.799
Biz Rules. Leslie tell us about the Profitable Growth Incubator Program.

586
00:32:12.440 --> 00:32:15.559
Yeah, so, the Profitable Growth Incubator Program really is our

587
00:32:15.640 --> 00:32:20.400
small cohort, if you will, businesses who are working on

588
00:32:20.440 --> 00:32:25.119
the foundations of their company. What's crazy about that is

589
00:32:25.359 --> 00:32:28.880
that you can be five, six, seven, eight, nine, ten

590
00:32:29.000 --> 00:32:32.920
years in business and still not have the right foundations

591
00:32:32.960 --> 00:32:36.559
in place. So it is a way to have a

592
00:32:36.599 --> 00:32:40.880
little community, if you will, that are going through similar experiences.

593
00:32:41.079 --> 00:32:42.920
And one of the things we've noticed is kind of

594
00:32:42.960 --> 00:32:46.720
amazing is this is why. First off, why we like

595
00:32:46.759 --> 00:32:49.079
it small. We like it small because we want to

596
00:32:49.079 --> 00:32:51.039
be able to go deep, and so if we have

597
00:32:51.200 --> 00:32:54.720
too many people, we can't go deep. The next part

598
00:32:54.720 --> 00:32:57.680
of that is is that we want the people that

599
00:32:57.720 --> 00:33:00.920
are in a co coort, a single corpor time to

600
00:33:01.160 --> 00:33:04.599
have relationship with each other, because you want to have

601
00:33:04.759 --> 00:33:08.200
that sounding board that that other person and say, I

602
00:33:08.359 --> 00:33:11.319
was thinking this, Do I sound crazy? No, you don't

603
00:33:11.359 --> 00:33:14.319
sound crazy. In fact, I was thinking that of phenomenal.

604
00:33:14.640 --> 00:33:17.599
You want to be able to have that talking space

605
00:33:17.680 --> 00:33:20.119
so you can grow faster.

606
00:33:20.279 --> 00:33:22.680
But here's what's always really interesting to me.

607
00:33:23.319 --> 00:33:26.880
When we have businesses that aren't they don't think they're

608
00:33:26.920 --> 00:33:29.960
anything alike, right, I don't know. You could be manufacturing

609
00:33:30.000 --> 00:33:33.200
and then you could be accounting, and you would think

610
00:33:33.240 --> 00:33:36.640
those two businesses wouldn't have anything to learn from each other.

611
00:33:37.319 --> 00:33:39.480
Inevitably, they always do.

612
00:33:40.240 --> 00:33:43.000
Because what we have found is and why we like

613
00:33:43.079 --> 00:33:45.960
to work with so many different industries, is what is

614
00:33:46.400 --> 00:33:51.279
maybe routine in one industry is innovative in another. And

615
00:33:51.319 --> 00:33:54.640
when you can pluck those kinds of ideas over from

616
00:33:54.680 --> 00:33:56.640
one industry to the next, sure you've got to do

617
00:33:56.640 --> 00:34:01.799
a little modification, but you actually get a larger result,

618
00:34:02.000 --> 00:34:06.799
a greater yield from implementing these types of ideas. Well,

619
00:34:06.839 --> 00:34:09.559
those don't come from a room full of people that

620
00:34:09.679 --> 00:34:13.320
look and do exactly what you do. So yeah, we

621
00:34:13.760 --> 00:34:17.599
love our profitable growth Think cubator. We run it two

622
00:34:17.679 --> 00:34:19.400
or three times a year, and like I said, we

623
00:34:19.480 --> 00:34:22.159
keep it intentionally small so that we can work with

624
00:34:22.199 --> 00:34:23.039
people really deeply.

625
00:34:23.599 --> 00:34:26.280
Very good. Sounds good, all right, this sounds really cool,

626
00:34:26.400 --> 00:34:29.679
especially because it's in Caribbean and Mexico. If we're hosting

627
00:34:29.679 --> 00:34:33.000
a Scaling Rich retreat for entrepreneurs, tell us about that program.

628
00:34:33.079 --> 00:34:33.719
Yeah.

629
00:34:33.880 --> 00:34:37.199
So, one of the things that we have found is

630
00:34:37.880 --> 00:34:41.519
the reason that businesses get out of alignment with an

631
00:34:41.519 --> 00:34:46.199
owner is that the owner's vision gets lost along the way.

632
00:34:46.639 --> 00:34:50.199
It's like, we try to be realistic a little too

633
00:34:50.320 --> 00:34:53.280
much in the business, and especially if you've been around

634
00:34:53.320 --> 00:34:56.159
and gotten some of those great denees that you and

635
00:34:56.239 --> 00:34:58.480
I have been talking about, it's easy to get a

636
00:34:58.519 --> 00:35:01.360
little jaded. It's easy to get little skeptic. It's easy

637
00:35:01.480 --> 00:35:07.119
to stop dreaming. And we like to entice.

638
00:35:07.239 --> 00:35:11.039
Our owners to start dreaming again because that's the fun.

639
00:35:11.000 --> 00:35:15.199
For me and my team is we make those dreams reality.

640
00:35:15.679 --> 00:35:18.440
So what the Scaling Rich Retreat is really doing is

641
00:35:18.679 --> 00:35:21.119
pulling people out of the environment that they're in, but

642
00:35:21.280 --> 00:35:24.559
it's your home office or you know, the four walls

643
00:35:24.679 --> 00:35:31.079
of your office in a building, and using experience to

644
00:35:31.320 --> 00:35:33.960
help you dream again and then helping you.

645
00:35:33.920 --> 00:35:35.480
Turn that dream into strategy.

646
00:35:35.480 --> 00:35:38.199
Because that's the next big gap that people have it's

647
00:35:38.199 --> 00:35:39.800
great to have a dream I'm going to travel all

648
00:35:39.840 --> 00:35:40.719
the way around the world.

649
00:35:41.079 --> 00:35:44.000
It's another thing to say, what does that mean?

650
00:35:44.719 --> 00:35:47.840
When would that happen, what would need to be in

651
00:35:47.920 --> 00:35:51.159
place for that to happen. And so that's really that

652
00:35:51.360 --> 00:35:56.639
taking again from strategy down to implementation a fund way

653
00:35:56.719 --> 00:35:59.679
to be able to break out of old habits and

654
00:36:00.519 --> 00:36:04.599
start to make the dream a closer reality. And that's

655
00:36:04.599 --> 00:36:06.599
the fun part, honestly, at the end of the day,

656
00:36:06.639 --> 00:36:13.280
is when we change lives because we're creating reality in

657
00:36:13.320 --> 00:36:17.599
a new reality for people, and when they experience it,

658
00:36:17.840 --> 00:36:19.360
they want to do it for others. They want to

659
00:36:19.360 --> 00:36:21.920
do it for their team, their family, their community. And

660
00:36:21.960 --> 00:36:23.440
that's how we do really good work.

661
00:36:23.639 --> 00:36:26.239
I love that, all right. You've written two books, starting

662
00:36:26.280 --> 00:36:30.559
with first this then that, laying the foundation for entrepreneurial success.

663
00:36:31.039 --> 00:36:32.880
Why did you decide to write that book?

664
00:36:34.599 --> 00:36:40.719
That book originally was inspired because I was having conversations

665
00:36:40.800 --> 00:36:45.679
with people who we're having a hard time buying a

666
00:36:45.760 --> 00:36:50.880
cup of coffee, and I wanted a way to serve

667
00:36:51.679 --> 00:36:56.199
at a level that could get people past whatever stumbling

668
00:36:56.239 --> 00:36:56.960
block they're on.

669
00:36:57.440 --> 00:37:00.440
And I was this way in the first business, especially

670
00:37:00.440 --> 00:37:01.800
in eight and a I'm.

671
00:37:02.119 --> 00:37:05.480
And where you just felt like, could somebody answer a question,

672
00:37:05.840 --> 00:37:09.159
like just one question, I just need a question. I answered,

673
00:37:09.599 --> 00:37:12.719
And so first this then that, in a lot of ways,

674
00:37:13.159 --> 00:37:17.000
is a service a mission if you will help it

675
00:37:17.719 --> 00:37:21.760
to help businesses survive and thrive in their companies. We've

676
00:37:21.800 --> 00:37:25.559
had there's one chapter on pricing, and I've had companies

677
00:37:25.599 --> 00:37:28.239
come up to me that I've never met before and

678
00:37:28.280 --> 00:37:31.599
they're like that one chapter changed.

679
00:37:31.239 --> 00:37:33.840
Our life, and I'm like, phenomenal.

680
00:37:34.239 --> 00:37:38.679
Because I believe in small businesses. I believe in the community.

681
00:37:38.760 --> 00:37:43.320
I believe in our impact. I believe that if our

682
00:37:43.360 --> 00:37:47.159
small business community, that's the mom and the pops and

683
00:37:46.599 --> 00:37:51.119
the accountants and the photographer photographers, and you know, if

684
00:37:51.239 --> 00:37:54.280
all those businesses we were going to lose, our world

685
00:37:54.320 --> 00:37:55.119
would be worse.

686
00:37:55.559 --> 00:37:57.000
Would you want for it?

687
00:37:57.480 --> 00:38:00.840
So I am always going to what I can do

688
00:38:01.280 --> 00:38:05.000
to ensure that this community thrives, even if it's not popular,

689
00:38:05.360 --> 00:38:08.119
even if it's you know, the out season, the out.

690
00:38:08.000 --> 00:38:10.519
Year, or even if you're on trend or off trend.

691
00:38:10.599 --> 00:38:11.119
I don't care.

692
00:38:11.880 --> 00:38:15.400
But I really want to see long term growth and

693
00:38:15.480 --> 00:38:19.199
impact for what I call the everyday heroes that never

694
00:38:19.199 --> 00:38:22.679
get recognized that's why we do what we do in a.

695
00:38:22.559 --> 00:38:23.360
Lot of ways.

696
00:38:23.840 --> 00:38:26.119
You touch on four areas at least primarily in the

697
00:38:26.159 --> 00:38:31.880
book Strategic Business Growth. Can you touch on that, Yeah, Strategic.

698
00:38:31.360 --> 00:38:34.679
Business Growth Again we've kind of started to talk about

699
00:38:34.679 --> 00:38:37.079
it with the retreat is really you have to start

700
00:38:37.119 --> 00:38:39.960
with the vision and then it trickles down right, and

701
00:38:40.000 --> 00:38:41.360
there's elements.

702
00:38:40.840 --> 00:38:44.440
Of vision vision values that drive.

703
00:38:44.280 --> 00:38:48.559
Strategy, that drive our behaviors that then generates whatever you're

704
00:38:48.599 --> 00:38:53.400
doing today. That is, the ability to filter down in

705
00:38:53.440 --> 00:38:56.159
that strategic planning is going to be the difference between

706
00:38:56.159 --> 00:38:57.039
whether you get.

707
00:38:56.880 --> 00:38:57.519
Growth or not.

708
00:38:59.079 --> 00:39:04.280
One of the single, single defining factors of success, it's

709
00:39:04.360 --> 00:39:08.480
your ability to take action. But in order to take action,

710
00:39:08.760 --> 00:39:10.960
oftentimes people just don't know what to do.

711
00:39:11.480 --> 00:39:13.239
Like people are great at doing, but.

712
00:39:13.199 --> 00:39:15.079
The reason they're not doing is they don't know what

713
00:39:15.159 --> 00:39:18.199
to do and like or they don't believe that what

714
00:39:18.400 --> 00:39:21.039
doing that will get them a change or get a result.

715
00:39:21.400 --> 00:39:23.079
So you've got to know what to do and that's

716
00:39:23.119 --> 00:39:25.800
really where the basis of the retreats starts going to

717
00:39:25.840 --> 00:39:29.079
come in is to build that strategic foundation. But then

718
00:39:29.119 --> 00:39:35.119
it's about getting results and doing repeated actions time and

719
00:39:35.159 --> 00:39:38.679
game and being able to do things like scaling. Now,

720
00:39:38.719 --> 00:39:42.760
growth and scalability though are there different for me? But

721
00:39:43.239 --> 00:39:46.639
you need both in a business. They're like dance partners.

722
00:39:46.840 --> 00:39:50.239
Sometimes growth leads, sometimes sales, scalability leads.

723
00:39:50.679 --> 00:39:52.599
All right, what about visionary leadership?

724
00:39:53.920 --> 00:39:57.159
So because people tend to come in business because they're

725
00:39:57.199 --> 00:40:01.599
really good at what they do, having to learn how

726
00:40:01.639 --> 00:40:06.920
to be a good leader, and leadership today really does

727
00:40:07.199 --> 00:40:13.199
look different. It demands more versatility, more skills if you will,

728
00:40:13.400 --> 00:40:19.760
from the owner, more embracing of I'll say empowerment if

729
00:40:19.800 --> 00:40:24.760
you will, amongst your team. It is I think the leadership,

730
00:40:25.679 --> 00:40:28.320
the leadership that we cut our teeth on, is not

731
00:40:28.519 --> 00:40:32.800
necessarily the leadership that leads to growth and scalability in

732
00:40:32.840 --> 00:40:33.960
the marketplace today.

733
00:40:34.360 --> 00:40:36.519
So we really want to.

734
00:40:36.480 --> 00:40:38.679
Help our owners step out of being the one that

735
00:40:38.719 --> 00:40:42.039
does all the work into the place to where you're

736
00:40:42.119 --> 00:40:44.760
ensuring that the work is done and is done well,

737
00:40:45.199 --> 00:40:50.119
but you're able to let go, let go enough that

738
00:40:50.280 --> 00:40:51.639
your team can support you.

739
00:40:51.679 --> 00:40:56.039
Of it takes trust. It takes trust.

740
00:40:56.159 --> 00:40:58.960
Most people think it when I say that it's trusting

741
00:40:59.000 --> 00:41:01.199
your team, it's not really what it is.

742
00:41:01.719 --> 00:41:02.960
It's trusting yourself.

743
00:41:03.320 --> 00:41:06.119
That's good, you know, all right, you started a touch

744
00:41:06.159 --> 00:41:08.639
on this pricing for profit and you talk about two

745
00:41:08.960 --> 00:41:11.360
x three x four x take home pay. I love

746
00:41:11.400 --> 00:41:13.239
the micro look there.

747
00:41:13.679 --> 00:41:19.960
Yeah, so pricing for profit is really about changing the

748
00:41:20.000 --> 00:41:20.960
way you think about.

749
00:41:20.719 --> 00:41:21.679
Your pricing in the business.

750
00:41:21.719 --> 00:41:25.599
Most people base their pricing on an industry standard without

751
00:41:25.599 --> 00:41:27.679
regard about whether or not it's profitable.

752
00:41:28.239 --> 00:41:29.639
We have an expectation.

753
00:41:29.800 --> 00:41:31.719
And I'll even share this because I was like, Okay,

754
00:41:31.960 --> 00:41:34.880
everybody always asks what is good profit? And I was like, well,

755
00:41:34.920 --> 00:41:37.639
what is the industry but a good standard of good

756
00:41:37.719 --> 00:41:42.519
profit ten percent? And I'm like, really, that's so not enough.

757
00:41:43.199 --> 00:41:46.320
Most owners are paid out of the profits. So if

758
00:41:46.320 --> 00:41:50.320
we're going to two three, four times the income that

759
00:41:50.360 --> 00:41:52.920
our owners are being able to take care take home,

760
00:41:52.960 --> 00:41:56.159
we've got to do that in profit. And so this

761
00:41:56.239 --> 00:42:01.239
is a methodology that actually has you critically look at

762
00:42:01.239 --> 00:42:07.320
your pricing and ask yourself is it profitable without necessarily

763
00:42:07.360 --> 00:42:10.559
getting you into a time for money. Like I said,

764
00:42:10.559 --> 00:42:14.280
most of our people if when your professional services, with

765
00:42:14.360 --> 00:42:18.400
the exception of like our lawyers perhaps are well not

766
00:42:18.400 --> 00:42:20.960
even CPAs do this too much, but I know a lawyer.

767
00:42:20.960 --> 00:42:25.199
It's especially where very time billing is in the game. Right,

768
00:42:26.199 --> 00:42:29.920
But for a lot of other people, I really don't

769
00:42:29.920 --> 00:42:31.280
want you billing for your time.

770
00:42:31.400 --> 00:42:36.880
I want you billing for the result value, right, because

771
00:42:37.239 --> 00:42:38.159
when you are.

772
00:42:38.000 --> 00:42:40.719
Doing that, number one, you're working with better clients, but

773
00:42:40.760 --> 00:42:43.159
you do better work. And when you do better work,

774
00:42:43.199 --> 00:42:45.920
you can charge for the value that you're providing. It's

775
00:42:45.920 --> 00:42:49.280
a happy upward spiral that we want to do. So really,

776
00:42:49.320 --> 00:42:53.800
processing for profitability encompasses a lot of that is the math,

777
00:42:54.159 --> 00:42:56.119
but then it's also about the positioning.

778
00:42:56.199 --> 00:42:58.239
How do you position and protect it.

779
00:42:58.760 --> 00:43:03.159
How do you reimagine in your services or your products

780
00:43:03.199 --> 00:43:07.519
to be able to maximize profitability while at the same

781
00:43:07.599 --> 00:43:11.840
time providing a maximum value for your clients. We're not

782
00:43:11.880 --> 00:43:17.760
into profiteering a little different, right, but just maximizing the value.

783
00:43:17.480 --> 00:43:18.119
On both ends.

784
00:43:19.000 --> 00:43:22.679
And then small Business Success Formula which includes time management,

785
00:43:22.800 --> 00:43:25.920
financial decision making, and you just touched on market positioning.

786
00:43:26.400 --> 00:43:29.000
Yeah, so time management.

787
00:43:29.159 --> 00:43:33.239
I have some really different, I think ideals when it

788
00:43:33.239 --> 00:43:38.360
comes to time management that go counter intuitive to almost

789
00:43:38.400 --> 00:43:41.519
everything out there. But I will give one of my

790
00:43:41.559 --> 00:43:43.920
favorite resources to give, although I don't think it's a

791
00:43:43.960 --> 00:43:47.360
great book to read, is Getting Things Done by David Allen.

792
00:43:47.840 --> 00:43:49.239
It is probably for me.

793
00:43:49.239 --> 00:43:51.800
One of the pivotal things that get you off the

794
00:43:52.000 --> 00:43:55.599
to do list, because really the to do list is

795
00:43:55.639 --> 00:43:59.840
about achieving and crossing things off that we actually are

796
00:43:59.880 --> 00:44:03.360
addicted to that check mark where that cross through it

797
00:44:03.440 --> 00:44:10.679
feels good through seconds. Right, So there's some different attitudes

798
00:44:10.719 --> 00:44:13.280
that really have to shift around time management if you

799
00:44:13.440 --> 00:44:17.199
are truly going to value your time and what.

800
00:44:17.119 --> 00:44:17.719
You do with it.

801
00:44:17.760 --> 00:44:21.079
But now everything else that we've talked about is about

802
00:44:21.199 --> 00:44:24.800
layering to make that time management, which comes down to

803
00:44:24.840 --> 00:44:28.559
freedom for an owner so much more possible. If you've

804
00:44:28.559 --> 00:44:31.039
got a business in alignment, if you know what you're doing,

805
00:44:31.039 --> 00:44:32.920
and you're only working on the things that make a

806
00:44:32.960 --> 00:44:35.519
difference in your business, then all that other stuff can

807
00:44:35.599 --> 00:44:37.320
just fall away. We can cut away the clutter.

808
00:44:37.639 --> 00:44:37.840
Right.

809
00:44:37.880 --> 00:44:41.480
If you're having visionary leadership, then you've got a team

810
00:44:41.559 --> 00:44:44.679
that's working as hard for you as you are for them.

811
00:44:45.000 --> 00:44:48.880
So then you're getting exponential impact if you will think.

812
00:44:48.920 --> 00:44:52.039
And then if you've got pricing for profitability, then you're making.

813
00:44:51.760 --> 00:44:57.280
More money less with a better quality of life. Is

814
00:44:57.559 --> 00:45:01.679
this interesting? And suddenly though those dreams that maybe you've

815
00:45:01.719 --> 00:45:03.920
discounted become possible.

816
00:45:04.360 --> 00:45:07.039
That's good and that's available on Amazon.

817
00:45:07.639 --> 00:45:09.880
It is available on Amazon. Yes, sir, all.

818
00:45:09.880 --> 00:45:13.679
Right, well, our time left. Let's talk about the book.

819
00:45:13.719 --> 00:45:17.800
The upcoming book, Scaling Rich. Nine Proven Strategies for Sustainable

820
00:45:17.840 --> 00:45:20.239
Business Growth. When is that coming out? You think so?

821
00:45:20.320 --> 00:45:23.280
It should be out later twenty twenty five, the latest

822
00:45:23.440 --> 00:45:28.320
early twenty twenty six. This is like the What's Next book,

823
00:45:28.440 --> 00:45:32.159
if you will, versus that I wouldn't call them true sequels,

824
00:45:32.360 --> 00:45:34.960
but it's typically the next problem that you're going to have.

825
00:45:35.639 --> 00:45:39.960
Scaling Rich is uh is addressing. And what I love

826
00:45:39.960 --> 00:45:43.079
about this book is it is not even telling the

827
00:45:43.119 --> 00:45:45.119
story in the same way that we told first this

828
00:45:45.239 --> 00:45:49.000
and that first, and that's great. It's a little more

829
00:45:49.000 --> 00:45:53.000
instructional that we have a really fun Tony's Tiny tuckos

830
00:45:53.239 --> 00:45:56.039
that we talk about through that book. But Scaling Rich

831
00:45:56.119 --> 00:45:59.000
is told from the perspective of Josh. I think Josh

832
00:45:59.239 --> 00:46:02.760
is that perfect everyday business owner and the struggles that

833
00:46:02.760 --> 00:46:06.320
they're going through in their business, trying to scale, trying

834
00:46:06.360 --> 00:46:09.440
to get the team on board. In some ways, it's

835
00:46:09.480 --> 00:46:12.840
all the advanced yoga moves that you need thinking about

836
00:46:12.880 --> 00:46:17.519
that aren't the math of the business. This is the finesse,

837
00:46:17.719 --> 00:46:22.119
the subtleties the psychology, the leadership of the business that

838
00:46:22.159 --> 00:46:25.760
goes on behind the scenes, and how you can get

839
00:46:26.000 --> 00:46:28.719
your business back on track when it feels like it's

840
00:46:28.760 --> 00:46:32.800
going south further than everything, And I think that's inspired

841
00:46:32.840 --> 00:46:36.000
by my own story, you know, of getting success back,

842
00:46:36.000 --> 00:46:38.800
getting the growth, having the team, having all these things,

843
00:46:38.800 --> 00:46:42.719
and not being satisfied in the business. Scaling rich is

844
00:46:42.760 --> 00:46:46.119
really about that journey, and we see that through the

845
00:46:46.159 --> 00:46:48.119
eyes of our main character, Josh.

846
00:46:48.599 --> 00:46:51.800
And you mentioned moving from being cash strapped to thriving.

847
00:46:51.920 --> 00:46:54.920
Love those words equipping owners to generate. There's the word again,

848
00:46:55.039 --> 00:46:58.360
freedom and fulfillment. And then this term I love a lot.

849
00:46:58.400 --> 00:47:00.320
I've not heard this before, but I love the take

850
00:47:00.320 --> 00:47:03.000
on it. Fixing system leaks talk.

851
00:47:02.880 --> 00:47:05.480
About yeah, golly gravy. There's so much in that.

852
00:47:05.719 --> 00:47:09.880
So if we take the system leaks, so systems are

853
00:47:09.920 --> 00:47:11.599
about productivity and efficiency.

854
00:47:11.639 --> 00:47:13.400
That's a scaling concept.

855
00:47:14.719 --> 00:47:17.639
But a lot of times our systems do one of

856
00:47:17.719 --> 00:47:18.519
two things.

857
00:47:18.840 --> 00:47:20.119
They either let everything in.

858
00:47:20.400 --> 00:47:23.599
And its brother fall through their cracks, or they grind

859
00:47:23.639 --> 00:47:24.760
everything to a halt.

860
00:47:25.440 --> 00:47:26.519
Neither of them work.

861
00:47:26.960 --> 00:47:30.920
One sucks resources at the beginning, the other one just

862
00:47:30.960 --> 00:47:33.840
allows them to walk out the front door. Throughout the

863
00:47:33.880 --> 00:47:36.599
project cycle. Let me give you an idea of what

864
00:47:36.639 --> 00:47:40.239
this can look like. And this is actually from the

865
00:47:40.960 --> 00:47:44.639
first business. What we realize and when you're working construction,

866
00:47:45.000 --> 00:47:47.679
what you'll see is the amount of the longer you

867
00:47:47.719 --> 00:47:50.559
are on a job, the less profitable.

868
00:47:50.119 --> 00:47:51.800
That job becomes.

869
00:47:51.480 --> 00:47:54.280
That have so many things that are outside of your control,

870
00:47:54.760 --> 00:47:59.039
shipping delays, supply chain, the client, all these things. So,

871
00:47:59.159 --> 00:48:03.400
how then do you create a system that allows for

872
00:48:03.559 --> 00:48:08.719
compression of a timeline. And what we saw there is

873
00:48:08.760 --> 00:48:10.880
that we could take let's just say a kitchen room

874
00:48:10.920 --> 00:48:13.800
model that could take twelve weeks to get done and

875
00:48:13.840 --> 00:48:18.119
compress it into six. And by doing that, we turned

876
00:48:18.400 --> 00:48:22.480
something that most people don't think can be systematized, especially

877
00:48:22.480 --> 00:48:26.760
people that have creative businesses tend to rebeligatest systems. This

878
00:48:26.800 --> 00:48:32.039
is a totally creative business, but you compress the timeline

879
00:48:32.079 --> 00:48:35.800
on it to protect the profitability. But in doing so,

880
00:48:36.199 --> 00:48:39.559
what we did in the business is we could quadrupled

881
00:48:39.679 --> 00:48:43.000
the business capacity, which means we didn't have to hire anymore.

882
00:48:43.400 --> 00:48:47.199
We could stack in projects want to start one week

883
00:48:47.320 --> 00:48:51.159
right after the next. And because the system worked, no

884
00:48:51.199 --> 00:48:53.480
matter if it was an anybaity project or a really

885
00:48:53.559 --> 00:48:57.960
really big project to have an accordion factor to it.

886
00:48:58.679 --> 00:49:03.280
That led to scale ability. But the prior system where

887
00:49:03.320 --> 00:49:06.920
it's a little lackadaisical and you're waiting for other people

888
00:49:07.079 --> 00:49:11.360
to do things, that is that's that's time slippage, and

889
00:49:11.440 --> 00:49:15.920
time slippage my word, it is a major profit leak

890
00:49:16.079 --> 00:49:19.199
in a business. So you have you thinking about how

891
00:49:19.320 --> 00:49:25.079
systems can compress to protect your profitability and in turn

892
00:49:25.480 --> 00:49:28.400
increase your capacity to be able to do more.

893
00:49:29.000 --> 00:49:32.239
Excellent. All right, who in the listening and viewing audiences

894
00:49:32.400 --> 00:49:34.199
should reach out to you? And why?

895
00:49:35.239 --> 00:49:38.280
I will say if you have been trying to grow

896
00:49:38.400 --> 00:49:42.199
or scale in a better way for any amount of time,

897
00:49:42.280 --> 00:49:47.280
three months, three years, maybe reach out and see if

898
00:49:47.280 --> 00:49:50.639
we've got another take on what's possible for your business.

899
00:49:51.039 --> 00:49:52.039
If you're looking to.

900
00:49:52.360 --> 00:49:55.800
Sell your business in three to five years, reach out.

901
00:49:55.960 --> 00:49:58.679
We'll definitely give you a business that will pay you

902
00:49:58.719 --> 00:50:01.559
three times as much in the way of you'll be

903
00:50:01.599 --> 00:50:05.719
able to take more salary, you'll be able to take profits,

904
00:50:05.760 --> 00:50:09.079
and then you'll get the sale of your business at.

905
00:50:08.920 --> 00:50:11.800
The end of the day. But if you've just been

906
00:50:11.840 --> 00:50:15.119
where you are for too long, then you probably need

907
00:50:15.159 --> 00:50:17.760
to do things different enough to get a different enough

908
00:50:17.760 --> 00:50:20.599
result and we could be the perfect partner for you.

909
00:50:21.360 --> 00:50:23.360
Well that's great, and so the best way for people

910
00:50:23.400 --> 00:50:25.800
to reach out, at least for today for those that

911
00:50:25.920 --> 00:50:29.159
watch or listen later, is your Biz Rules dot com

912
00:50:29.199 --> 00:50:33.800
forward slash WBR love that too, by the way, Yes,

913
00:50:33.840 --> 00:50:36.000
all right, well, thank you so much for being here.

914
00:50:36.079 --> 00:50:37.039
We really appreciate it.

915
00:50:37.159 --> 00:50:38.679
Oh, Kevin, thank you for having me as a.

916
00:50:38.920 --> 00:50:42.559
Business and thanks everybody for watching and listening. This is

917
00:50:42.599 --> 00:50:45.400
a show about business and business challenges. If you've got

918
00:50:45.400 --> 00:50:49.119
concerns about the sales effectiveness of your company, that's slice

919
00:50:49.199 --> 00:50:51.280
right there. Whether your sales team is you or small,

920
00:50:51.360 --> 00:50:53.599
or it's large, feel free to reach out to me

921
00:50:53.800 --> 00:50:58.280
on Facebook or LinkedIn. That's at Winning Business Radio where

922
00:50:58.280 --> 00:50:59.480
you can drop me a note to one of my

923
00:50:59.559 --> 00:51:01.920
always say one of my many email addresses, Kevin at

924
00:51:01.960 --> 00:51:05.199
Winning Business Radio dot com. Our company is Winning Incorporated.

925
00:51:05.239 --> 00:51:08.480
We're part of Sandler Training. We develop sales teams into

926
00:51:08.519 --> 00:51:12.840
high achievers and sales leaders into true coaches and mentors.

927
00:51:12.840 --> 00:51:15.440
We're not right for everybody, but as you heard Leslie say,

928
00:51:15.480 --> 00:51:17.400
maybe we should have a talk. Thank you to producer

929
00:51:17.440 --> 00:51:19.519
and engineer one for another job. Well done. Be sure

930
00:51:19.519 --> 00:51:23.000
to join us again next Monday, August eleventh. We'll do

931
00:51:23.039 --> 00:51:24.960
it again. Until then, this is Kevin Helena.

932
00:51:27.440 --> 00:51:30.239
You've been listening to Winning Business Radio with your host,

933
00:51:30.360 --> 00:51:33.400
Kevin Helene. If you missed any part of this episode,

934
00:51:33.559 --> 00:51:37.679
the podcast is available on Talk for Podcasting and iHeartRadio.

935
00:51:38.159 --> 00:51:41.840
For more information and questions, go to Winning Business Radio

936
00:51:41.960 --> 00:51:45.000
dot com or check us out on social media. Tune

937
00:51:45.039 --> 00:51:47.119
in again next week and every Monday at four pm

938
00:51:47.119 --> 00:51:50.719
Eastern Time to listen live to Winning Business Radio on

939
00:51:50.920 --> 00:51:55.159
W four CY Radio w fourcy dot com. Until then,

940
00:51:55.519 --> 00:51:59.159
let's succeed where others have failed and win in business

941
00:51:59.400 --> 00:52:03.119
with Kevin Eleen and Winning Business Radio