Start From Zero: Build A Lucrative Business

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[00:01:12] So today I'm talking to Christina. Christina, where are you at in the world? Good morning.[00:01:16] Christina: [00:01:16] I'm in Venice, California. Venice beach.[00:01:19] dane: [00:01:19] And what's your big goal for the call?[00:01:21] Christina: [00:01:21] Well, I really want to launch some online courses. It's just shifting gears, doing something I've really never done before and I need help.[00:01:31] dane: [00:01:31] What's the ultimate goal with the courses that do for you?[00:01:35] Christina: [00:01:35] Well, it will give me more time. Right now, I trade my time for income. I'm a personal chef. And I really want to start creating products so that I can, you know, have a little more financial freedom and a little more time. It's[00:01:50] dane: [00:01:50] kind of thing. So let's just get really clear on this.[00:01:53] You want to stop trading time for money.[00:01:56] Christina: [00:01:56] Exactly.[00:01:57] dane: [00:01:57] Can you just say that[00:01:58] Christina: [00:01:58] I want to stop [00:02:00] trading my time for money?[00:02:01] dane: [00:02:01] What happens when you share that? It makes me[00:02:03] Christina: [00:02:03] nervous because this is how I've made my income my entire life.[00:02:08] dane: [00:02:08] Is there any sadness?[00:02:11] Christina: [00:02:11] Yeah, because I know that there's only so much time and I can only make so much money, you know, by the hour kind of thing.[00:02:18] It just doesn't make sense. I know all my friends that have real wealth, you know, invest their money or you know, make money in different ways. Passive income. So I really want to start doing that. I'm getting older.[00:02:30] dane: [00:02:30] Oh, you're getting older.[00:02:32] Christina: [00:02:32] Yes.[00:02:33] dane: [00:02:33] So this is a biological clock thing kind of.[00:02:37] Christina: [00:02:37] Well, just the fact that, you know, as a chef, I spend all of my time on my feet and it's physically exhausting.[00:02:46] I mean, I just, you know, did a dinner on Friday night for a big group of people and I was dead on Saturday, you know, I could barely get out of bed. I was so tired from all the energy I put forth for that.[00:02:59] dane: [00:02:59] How much did you make.[00:03:01] Christina: [00:03:01] About $1,200 so embarrassing to say that because that's not that much money in the big picture[00:03:09] dane: [00:03:09] for a night of work.[00:03:10] Christina: [00:03:10] Yeah. It wasn't one night, you know, it was planning, menu, planning, shopping, prepping, cooking, all of that, cleaning.[00:03:18] dane: [00:03:18] Is it possible to hire help for those things that, so you're not so tired?[00:03:23] Christina: [00:03:23] It's possible, but that means that I would make less money. Right? I would have to take that out of my net profit. And[00:03:31] dane: [00:03:31] you'd have your Saturday.[00:03:32] Christina: [00:03:32] That's true. I mean, when I was younger, you know, this is the age part, you know, I had a lot more energy now, you know, it's just kind of, you know, I need more recovery time. I'm in my forties[00:03:45] dane: [00:03:45] so I'm asking these questions just to kind of get a deeper feel for you. I want to ask about what kind of quality of life are you looking for?[00:03:53] Christina: [00:03:53] Well, I would like to be able to travel when I want to. I would like to have more [00:04:00] financial freedom. I would like to have my dream kitchen. I would like to have a garden. So, you know, right now I live in a small apartment. Which is big enough for me. It's lovely, but I don't have the kind of kitchen that I would like.[00:04:12] I would just like to have more financial freedom to make choices and travel and do the things I want to do and to learn more, which, you know, more income gives me more choices.[00:04:21] dane: [00:04:21] Is any of this painful to be talking about.[00:04:24] Christina: [00:04:24] It's a little embarrassing. Yes. Well, you know, I would like to be living at a higher level of success than I currently am right now.[00:04:34] That said, I'm very appreciative and grateful for all the wonderful things that I have done and that have, you[00:04:40] dane: [00:04:40] know, you want a better life and you're embarrassed. You're not there yet.[00:04:46] Christina: [00:04:46] A little bit. Yeah. Because of my age. Yes. And I see a lot of my friends and people that are a lot younger than me that are a lot more successful than I am.[00:04:55] I mean, I hate to say that I'm comparing myself, but it's not even a thing of comparison. I'm in my forties[00:05:01] dane: [00:05:01] well, the comparison is just a reflection of the dissatisfaction. Sure. You know, you're dissatisfied. Like if you had your dream kitchen, your dream garden, your freedom to travel and your freedom to learn, do you think you'd compare yourself.[00:05:15] No. Yeah. So if you're comparing yourself to me, are you comparing yourself to anybody? That's a real good indicator. Ju

[00:01:12] So today I'm talking with Sarah. Sarah, where are you out in the world?[00:01:16] sarah: [00:01:16] I am in Colorado Springs, Colorado.[00:01:18] dane: [00:01:18] Nice. Okay. So what's your big goal today?[00:01:20] sarah: [00:01:20] My big goal is to talk with you about an idea I have for my overarching goals to help people and via the Avenue I'm thinking is life coaching essentially.[00:01:32] dane: [00:01:32] Wonderful. Are people paying you for anything right now? No. Oh, great. So you're starting from zero.[00:01:38] sarah: [00:01:38] I am starting.[00:01:39] dane: [00:01:39] Have you ever worked with anybody in a coaching capacity?[00:01:41] sarah: [00:01:41] My therapist is also a certified life coach. So in that capacity, yes.[00:01:46] dane: [00:01:46] Have you ever coached[00:01:46] sarah: [00:01:46] anyone. No, not formally.[00:01:49] dane: [00:01:49] Are you called to any specific group of people?[00:01:52] sarah: [00:01:52] You know, I'm trying to nail, like hone in on that a little bit, but I'm kind of really drawn to identify as an HSP. Do [00:02:00] you know what that is? It kind of along with,[00:02:03] dane: [00:02:03] I certainly do.[00:02:04] sarah: [00:02:04] Highly sensitive person.[00:02:05] dane: [00:02:05] I've even heard of that book. I'd probably do good to read[00:02:07] sarah: [00:02:07] it. Yeah. Yeah. And so that's a huge, huge bent for me and very much just the way that I am.[00:02:13] So I feel like I could reach people where they are in that.[00:02:16] dane: [00:02:16] Okay, great. So let's cover the basics of business to see how rapidly we can build this thing for you. Okay. So the spinal cord of a business, the fundamental soul of a business is a customer and a mechanism and the result. Okay. And this is so critical to understand because.[00:02:33] This is the meta pattern for just about any and every business in the world. So sure, most people that come to me are really good at mechanism's, not very good at finding customers and not very good about talking about results.[00:02:44] sarah: [00:02:44] Okay,[00:02:45] dane: [00:02:45] so let's use an example. Let's take a computer repair shop. As a customer, what results do you think computer repair shops might want?[00:02:54] sarah: [00:02:54] That computers are fixed?[00:02:56] dane: [00:02:56] So let's say you own a computer repair shop. What would you want as a computer repair shop owner[00:03:02] sarah: [00:03:02] customers to come in and bring their broken computers?[00:03:05] dane: [00:03:05] Yes. Any particular kind of customer, if you're being super, super specific?[00:03:10] sarah: [00:03:10] Hmm. I don't know.[00:03:12] dane: [00:03:12] Let's think about it for a second, and you're like, what would be a great kind of customer?[00:03:15] Someone's got a broken computer. Who[00:03:18] sarah: [00:03:18] does that want to go to? Like the big stores?[00:03:20] dane: [00:03:20] That's pretty good. Yes.[00:03:23] sarah: [00:03:23] You know, might be intimidated by like Mac and I don't know.[00:03:26] dane: [00:03:26] Yeah, this is very good. What else may be,[00:03:31] sarah: [00:03:31] I think it would be tough to find repeat clients. You know, as a computer repair shop, you fix their computer.[00:03:36] It's like buy forever.[00:03:38] dane: [00:03:38] Unless.[00:03:40] sarah: [00:03:40] Unless I don't know. They know how to get their customers to share what they do and tell their friends, you know,[00:03:48] dane: [00:03:48] I'm making you think so that you remember more longterm, unless you install viruses that make them keep coming back. Okay. How about a customer that's a [00:04:00] small and medium sized business with 500 employees.[00:04:02] That needs fast turnaround when stuff breaks, I think that customer might keep coming back. Yeah. Why?[00:04:09] sarah: [00:04:09] Because then they know that they'll have the results that they need.[00:04:13] dane: [00:04:13] Yep. And they've got 500 chances for a computer to break cause they've got 500 employees and a simply by targeting a customer. And by shifting from say a 75 year old grandma who needs her computer to turn on, which could be a good customer, you've now switched to customer.[00:04:30] To small, medium sized businesses with 500 employees or less or more, and making sure that their computers are fixed within 24 hours to 48 hours. If a problem arising. Which business do you think makes more money just based on those customers?[00:04:44] sarah: [00:04:44] I mean, definitely with the 500 employees.[00:04:48] dane: [00:04:48] Yep. And how many business owners do you think take time to try to clarify this?[00:04:52] Out of a hundred business owners.[00:04:54] sarah: [00:04:54] Barely any. I can tell you because my husband's in marketing and I can tell you that that's not common. That's crazy. It is crazy. Like who is your target audience? Who do you want to help[00:05:09] dane: [00:05:09] you take someone who's spent four years learning how to design

[00:01:12] So today I'm talking to Diana. Diana, where are you at in the world?[00:01:16] Diana: [00:01:16] I am in Austin, Texas.[00:01:18] dane: [00:01:18] So what's your big goal for the call today?[00:01:20] Diana: [00:01:20] My big goal is to get more clarity on my direction for 2020 and beyond.[00:01:24] dane: [00:01:24] And if you knew you couldn't fail, what would you do.[00:01:28] Diana: [00:01:28] Hosts the most badass retreats and events ever.[00:01:31] dane: [00:01:31] So what is there that you really need help with? That was pretty easy,[00:01:38] Diana: [00:01:38] right? I got a call done. I think it, it's really about figuring out the path forward, right? So like, I have this vision of hosting retreats. Locally, nationally, internationally, and having kind of like, I guess like tiered offerings. Right?[00:01:57] So there would be like monthly meetups, there'd be [00:02:00] bigger days.[00:02:01] dane: [00:02:01] Yeah. I'm going to explain a business lesson to you very briefly, and I'm going to have you retell me everything based on the new orientation that I give you. Okay. So very successful businesses, and I'm talking like extremely successful businesses, the ones that are like the envy.[00:02:16] I have three things very clear. Like crystal clear. Yeah, very clear customer. They have a very clear result defined the customer wants, and they have a very clear mechanism that gets the result. So this is the spine of a business customer result mechanism. Yeah. So what you were just doing as you were talking about the mechanism, which were your retreats, so clear customer, clear result, clear mechanism.[00:02:45] So let's switch. So who's your clear customer for these retreats?[00:02:51] Diana: [00:02:51] So my clear customer are the next level of seekers. The people who want to optimize their health and wellness, who want to connect in community. The people who are, you know, doing the personal development, doing the work. So mostly probably people in there, late twenties to mid forties[00:03:09] dane: [00:03:09] is it safe to say people very passionate about personal development?[00:03:14] Diana: [00:03:14] People? Very passionate about personal development.[00:03:16] dane: [00:03:16] Okay. That's clear. Yeah. People very passionate about personal, not people that have read Tony Robbins people. Very passionate. Right. They haven't just read like a book. Well, how do you get more clear on what kind of path? Like what very passionate means?[00:03:32] What do they typically done?[00:03:34] Diana: [00:03:34] Yeah, so there are people who've already read the books, right. Done that. And that was like maybe their entry level. How many got, how many books? I mean, I'd imagine they've read 10 plus books.[00:03:45] dane: [00:03:45] Okay. On what.[00:03:47] Diana: [00:03:47] On soft development.[00:03:49] dane: [00:03:49] What are some examples?[00:03:50] Diana: [00:03:50] So it'd be like maybe like a path with heart by Jack cornfield.[00:03:54] So like some spirituality components, like some of the, maybe you are a badass by [00:04:00] Jen Sincero. I really love Marie Forleo's. Everything is figure outable. So there would be like spiritual development, business development, and like relationship development. So maybe even they started old school, like how to win friends and influence people.[00:04:16] You know, like that might've been something that they read when they were a teenager or younger and then have just continued on. So stuff by, Oh my God, I can't believe I'm blanking on his name right now. The brain guy, what's his name?[00:04:29] dane: [00:04:29] Which one? Like this dispenser.[00:04:31] Diana: [00:04:31] It does then see, you knew exactly who I was talking about.[00:04:33] Dispenza. Yeah, exactly. Top of mind. So dispense maybe stuff by Bruce Lipton. Marianne Williamson, Bernie Brown. Kind of those like next level influencers?[00:04:46] dane: [00:04:46] What do you mean by next level?[00:04:47] Diana: [00:04:47] You know, I mean, there are people who are like on a particular platform, right? Like people would maybe consider like Kobe Bryan and influencer or like they would consider people who are making impacts in some realms, but I'm talking to people who like have global mission to have humanitarian efforts.[00:05:06] People who are usually doing like give back causes and stuff like that.[00:05:10] dane: [00:05:10] Okay. So now the first draft, you said my customer are next level type of personal development. So let me tell you what I'm hearing. We'll see if this is a clear customer, and imagine you're in a room full of 15 baller business dues.[00:05:26] They're all guys and they come to you and it's your turn to talk about your business. Now imagine you say we do retreats and this and this and this and this. Right? You just slipped into mechanism,[00:05:37] Diana: [00:05:37] right? Rookie, right. Cause that's not selling a vision. That's not talking about who it's for. There's, yeah.[

[00:01:12] So today I'm talking to Annie. Annie, where in the world are you.[00:01:16] annie: [00:01:16] I am in[00:01:17] dane: [00:01:17] Fort worth, Texas. And what's your big goal for this call[00:01:20] annie: [00:01:20] to get some actionable steps to help me get out of my current working situation.[00:01:27] dane: [00:01:27] How do you feel about your job?[00:01:28] annie: [00:01:28] I feel really apathetic. Like every day I'm like super anxious on my way in.[00:01:32] And then while I'm there, I'm feeling apathetic and neither of those are characteristics I've ever really had and it's really kind of bringing me down. So I'm ready to. Make some big changes.[00:01:42] dane: [00:01:42] You are feeling apathetic. That's an interesting word. I don't hear that often. What does that feel like for you?[00:01:49] annie: [00:01:49] Oh soul sucking cause I want to do well and it'd be helpful and be part of a team or whatever it is, but I don't feel like I'm valued and [00:02:00] so I kind of lose my drive to have my normal approach, I guess.[00:02:06] dane: [00:02:06] How's that for you to share?[00:02:09] annie: [00:02:09] It's fine. That's my reality at the moment.[00:02:12] dane: [00:02:12] You don't feel valued at your work?[00:02:14] What sort of situations create that feeling?[00:02:17] annie: [00:02:17] There's a new dynamic at work. There's a new chef.[00:02:20] dane: [00:02:20] It's a catering business. Okay.[00:02:23] annie: [00:02:23] And he and I have, I don't know, pretty different approaches when it comes to food. And I don't know. I have a master's degree in it. Not making food, but food studies, I'm feeling like they don't take any of my knowledge into consideration, and so I just want to remove myself from that place.[00:02:38] dane: [00:02:38] Thank you for sharing this, I think is important to be seen. How would it feel just for you to have a clear articulation around it? I do not feel respected for my competence or listened to for my knowledge at work. I see that impact on you pretty heavy. It might be really healing to say and get real clear, so it's.[00:02:58] A very clear dynamic. Do you want to try and put words to it? That land?[00:03:03] annie: [00:03:03] Yeah. Um, those that you just used pretty accurate.[00:03:06] dane: [00:03:06] Just for your own catharsis. Why don't you try and say it out loud so your own ears hear it so you can finally put words to what's been going on with clear language.[00:03:16] annie: [00:03:16] So I don't feel heard or respected at work and it makes me want to hide[00:03:21] dane: [00:03:21] how you're feeling safe, wise, sharing all this right now.[00:03:24] annie: [00:03:24] Yeah. I've done safe[00:03:25] dane: [00:03:25] try. I don't feel respected at work.[00:03:28] annie: [00:03:28] I don't feel respected at work.[00:03:30] dane: [00:03:30] Just let that land. Try and say it again. I don't feel respected at work.[00:03:35] annie: [00:03:35] I don't feel respected for work.[00:03:37] dane: [00:03:37] Your job, you stay with us, the tears will come, the tears will pass and then it'll just be like, yeah, I don't feel respected at work and you'll just be neutral.[00:03:43] You're like, but right now the emotions there and so we want to honor that. Let it be felt full. Let the trauma of not feeling respected at work. Yeah. I'm so sorry. Any,[00:03:53] annie: [00:03:53] it's so real. Cause they just came from there.[00:03:56] dane: [00:03:56] Good. I just came from work and I don't feel respected [00:04:00] there.[00:04:00] annie: [00:04:00] I don't feel respected. I don't feel like sharing or helping, and that's where the apathy comes in.[00:04:06] dane: [00:04:06] These feelings. I see them as a gift. The feelings you're feeling, they're very temporary, but they are very real right now. And if they feel permanent, then they feel permanent. But that's just right now. And I want you to just to let yourself just dive in, give yourself the experience. I mean, how long have you been working there?[00:04:24] annie: [00:04:24] About a year and a half.[00:04:25] dane: [00:04:25] Okay. So have you been allowing yourself to go into a place of work where you don't feel respected for a year and a half?[00:04:33] annie: [00:04:33] Definitely six months,[00:04:35] dane: [00:04:35] definitely six months, and just to let yourself connect with that. Yeah. Good. Many people go into places of work where they don't feel respect to Danny.[00:04:42] You're not alone. Many people do not feel respected at work. You're crying for you, you're crying for me. You're crying for many people right now, but the tears come. Let them see the light of day. There was a gentlemen on one of these calls. He wanted to be an entrepreneur because. He watched his parents get attacked and demeaned in the middle of the streets in Africa by their employers.[00:05:03] Is there anything you want to share?[00:05:05] annie: [00:05:05] Just mean hearing that and thinking about my situation, it's like I wa

[00:01:12] So today I'm talking with Terry. Terry, where are you at in the world?[00:01:16] Terry: [00:01:16] I'm in the Northeast part of the country, not far from Philadelphia.[00:01:20] dane: [00:01:20] Okay, and what's your big goal for the call?[00:01:22] Terry: [00:01:22] I think my biggest goal for the call is I feel like as a woman that I had so much fear and to overcome some of that fear within business would be great.[00:01:32] You know, not feeling good enough or feeling judged. So I would love to get some insight from you as it relates to that.[00:01:39] dane: [00:01:39] So take a big old breath with me.[00:01:46] I want to say it's very brave in my opinion, for you to be talking about this. It doesn't sound like someone who is a frayed would ask about this. Right.[00:01:57] Terry: [00:01:57] Well, I think maybe because you know, I'm [00:02:00] behind a computer screen and nobody knows who I am asking about it, that I feel that freedom.[00:02:05] dane: [00:02:05] Oh, great. Did you say you wanted to share your social security number with people[00:02:10] on[00:02:10] Terry: [00:02:10] this as well as my date of birth and my American express card?[00:02:14] dane: [00:02:14] All good. Honestly, the expiration and the last four digits on the back, you know, so you have a sense of humor. This is great. So, okay. I'm going to tell you a couple of things. And I want you to hear them with your heart, and then we're going to go from there, okay? Okay. I believe women are especially hard wired to succeed in entrepreneurship.[00:02:39] You are naturally wired from an evolutionary perspective, like you actually as simple as breathing. You can succeed was entrepreneurship, and I will give you very specific reasons why. How is it to hear that before I do?[00:02:57] Terry: [00:02:57] It feels good. I don't know why, but I feel like I trust you. It feels like. You know as a mom, but I certainly have been the entrepreneur of our family as a single mom.[00:03:07] So[00:03:08] dane: [00:03:08] yeah, girl,[00:03:09] Terry: [00:03:09] I want to believe that.[00:03:11] dane: [00:03:11] Great. Let me show you how we can, the most successful businesses, the ones that do well and they sort of effortlessly grow are generally, not always, but generally around. A very deep, painful problem. These successful businesses that do very well also have very strong communities, a deep, painful problem, strong communities.[00:03:44] Women, as far as I can tell, are especially hard wired to see someone in pain and help them and build community. Just hypothetically, let's say you had a million dollar per month [00:04:00] business right now, and it's solving a very deep, painful problem. Customers love you, and there's a great community around it, and you've got a great team who all love you that you've hired to make up for every single one of your own deficiencies, because entrepreneurs are generally just as flawed, if not more flawed than the rest of us.[00:04:23] We just make up for it by hiring people to work in the areas that we're not good at. So if you were to pick two areas to obsess about, it would be about searching for a very deep pain and then building a community around it and learning how to sell and learning how to outsource. Tell me what's happening in your mind right now.[00:04:43] Terry: [00:04:43] I think the first thing that comes up for me, the deep problem is I feel like I'm great at building community, have a great community of friends. My background actually is sales. Not great without sourcing yet. Thank you. So I feel like one of the things that's held me back in life and entrepreneurship is I don't feel like anybody can do it the way that I want it done.[00:05:09] And I'm not willing to accept yet that someone may not be able to do it exactly the way that I want it done, but it would at least get done.[00:05:20] dane: [00:05:20] I like to do this often, but I'm gonna just let you bust this belief right away. There are a lot of people out there that can do it way better than you. Okay. Tell me why you laugh,[00:05:30] Terry: [00:05:30] because I know that's true.[00:05:32] So then my next limiting belief that pops up is like, how do I find them?[00:05:37] dane: [00:05:37] Right? So this is good. Let's just jump to the fear that asks that question. Okay. Are you able to connect with it being fear that asks that question?[00:05:47] Terry: [00:05:47] I think[00:05:48] dane: [00:05:48] yes. Tell me why.[00:05:50] Terry: [00:05:50] Because immediately when you said that the fear that pops into my mind is I'm not good enough.[00:05:54] Like I'm going to be exposed. Like somebody is going to figure it out that I'm not good enough, and then they'll leave.[00:06:00] [00:06:00] dane: [00:06:00] Thank you for being so open with me. I struggle with the same issue.[00:06:03] Terry: [00:06:03] Yeah. I feel like abandonment is a big issue,[00:06:06] dane: [00:06:06] so if I struggle with the same issue and I'm still able t

[00:01:12] So today I'm talking to Sarah. Sarah, where are you at in the world?[00:01:15] sarah: [00:01:15] I am in Jupiter, Florida.[00:01:17] dane: [00:01:17] Whoa. Jupiter's like 3 billion miles away, isn't it?[00:01:23] sarah: [00:01:23] The planet?[00:01:26] dane: [00:01:26] It's crazy. Like Mars. There's 130 million miles Jupiter, 3 billion.[00:01:32] sarah: [00:01:32] 3 billion at that same bar. Jupiter, Florida seems like that far away from things.[00:01:40] Well,[00:01:40] dane: [00:01:40] I just think how far away Mars is and how long it takes to get to, and then it's like, okay, just to break your brain, here's something like 30 times farther away[00:01:49] sarah: [00:01:49] and grasp that comes up to, to tell you the truth.[00:01:51] dane: [00:01:51] Yeah. So I was fascinated with it. Clearly. What's your big goal for the call today?[00:01:55] sarah: [00:01:55] Just a little perspective.[00:01:57] I think I'm really just getting started on [00:02:00] front of being able to finally do something for myself or as a family. We're making changes in order for us to be able to build our own business. I have kind of a direction, but I really just would love all the expertise that I can get from folks that know better than a more.[00:02:15] dane: [00:02:15] That's wonderful. So what's your goal with having a business? What are you ultimately after.[00:02:20] sarah: [00:02:20] Ultimately I want to be able to provide value to people while also being able to provide for my family. You know, first and foremost, I want to be able to do something that allows me to spend time with my family.[00:02:35] I think that's what a lot of our goals are. We want to be able to travel, and I want to do it in an honest way. I've done a lot of things. I've done nonprofit, I've done sales, and I just want to do something. That speaks my truth and provides value to customers and to clients. Kind of like a mutual thing that everyone kind of feel good about.[00:02:54] That makes sense.[00:02:55] dane: [00:02:55] Yeah, that sounds wonderful. How is it to share that?[00:02:58] sarah: [00:02:58] I mean, it's great. Like I've done a lot of work for other people and I've always wanted to work for myself and my own business and I've always been held back because of, you know what? If you fail and you know you have to worry about this, and it feels really good to finally be pursuing that.[00:03:14] And I have kind of like a. I guess a starting point and I want to see where that can expand and how I can really further on that. Cause I'm actually going back to working in financial services and getting my insurance license again. But I think that there's so much more to it than selling products.[00:03:29] There's so much more to it than just that. And I think that I can provide real value if I can find a niche in that market and be able to provide, you know, something great for clients.[00:03:39] dane: [00:03:39] Okay. So are you wanting to focus on the insurance business.[00:03:42] sarah: [00:03:42] Yeah. That's where I want to do financial planning and life insurance is kind of what the core of my business is going to be.[00:03:49] I'd like to look at coaching, maybe videos. My focus is on women and women owned businesses and families is, it's not really focused on a lot by financial people. It's a [00:04:00] very male dominated organ industry. You know, a lot of times it's like, Hey, your husband should get a million dollars in license insurance and your wife can get 500,000 even though she's,[00:04:09] dane: [00:04:09] yeah, sure.[00:04:09] So I want to tell you a couple of things and I just want to see what the impact is. Yeah, so let's see how clear this is on its own. Okay. A technician with expertise trades time for money, no matter if they're an employee or anyone else. An entrepreneur trades time for freedom. That is a technical term called equity.[00:04:33] So technicians trade time for money. Entrepreneurs. Trade time for equity. Technicians get licenses, certifications, degrees, become neurosurgeons, become astrophysicists, entrepreneurs, learn about humans, what results these humans want, and then hire teams that have the licenses to build the result that the people want.[00:05:00] So your orientation of business at this present time is for you to build a level of expertise with some technical craft to then offer your time for money that would get you a home more, but your income is somewhat tied to, if not all, but tied to how much time you spent. Yeah. Tell me what starts happening and all the things happening in your brain hearing this.[00:05:25] sarah: [00:05:25] So what's funny is in preparation for this today, I was kind of perusing the foundation websites and the videos that I've watched or remembered, kind of just to refresh my memory and I watched the marketing levels that you did, is so funny. I was just thinking about this with what I'd like to do, and it's.[00:05:43] I think I have this claim to safety, even thou

[00:01:12] So today I'm talking to Chelsea. Chelsea, where in the world are you?[00:01:15] Chelsea: [00:01:15] I'm in Los Angeles, California.[00:01:18] dane: [00:01:18] What's your big goal today for this call?[00:01:20] Chelsea: [00:01:20] A big goal today is to help me zero in on becoming more visible.[00:01:26] dane: [00:01:26] How do you feel when you say that?[00:01:28] Chelsea: [00:01:28] I feel nervous. I should give you a little bit of a background on me is that I am an actor.[00:01:34] I have been an actor for a long time. I've been a performer and a dancer and a standup comedian and dance company owner and traveled all over the world. And then the thing, and. When I went through my different cycles of awakening for the last seven years, being a part of that industry and I was successful, I had a lot of success.[00:01:57] I did it really well, and going into [00:02:00] those rooms started to feel really toxic, like on my actual skin. Like it started to just not feel good. There's so much comparison and competition and blaming and shaming and wow. And in those rooms, it was just too challenging while I was negotiating with so much internally and spiritually to show up like that.[00:02:20] And so I have my own. New relationship to discover with being seen, and I'm very aware that in the last five years specifically as I've been really working with people really end up me really putting myself out there hasn't really happened because I believe I have this interesting block with putting my creations out in the public.[00:02:41] I have had a lot of luck with energetic marketing, so I haven't needed to really happen[00:02:48] dane: [00:02:48] and energetic marketing. Well, look,[00:02:52] Chelsea: [00:02:52] it's also vibrational alignment to just receive clients that are in vibrational alignment. So I haven't needed to like make Facebook ads or feel like I need to be posting every day or doing Facebook lives like I did when I first started doing this work, and then I fell out of it because it felt so inauthentic.[00:03:08] It started to feel way too coachy for me personally in a stereotypical sense. No offense, but like it just started to feel. Not authentic. So I dropped out of that. And then since then, as I've been allowing spaciousness for me to really feel what is authentic for me and really come home as I keep having these different pops and layers of pier, I call them pups and different layers of awakening or however you want to phrase that or look at that.[00:03:32] And as those have been churning and I've been allowing time for integration and for me to be really present with my clients and with myself and really feel that and do my deeper work, it hasn't felt appropriate for me to be like, Oh, and like, by the way, by living by the moon and I don't have a way yet to do that.[00:03:49] That feels really good. Yet I have the strong desire to be seen and to be using my creativity. I'm also like a painter and I want to be dancing and I channel when I dance and [00:04:00] I want to be sharing that and I have this resistance and I know that it's coming from an old paradigm, an old framework of relating to showing up in that way from a place of like, look at me coming from a place of, I can do this.[00:04:14] Rather than a place of sharing, offering, just being present too. And it is as easy as me just doing it and I know that, but I'm still having this resist, like it's an interesting mental loop. I catch myself and it's not often that I have this much trouble pulling myself into another house.[00:04:35] dane: [00:04:35] Do you feel willing and able to kind of go down a little bit more of a vulnerable trajectory.[00:04:40] Chelsea: [00:04:40] That's how I live. Let's go.[00:04:43] dane: [00:04:43] What felt inauthentic about the Facebook posts[00:04:47] Chelsea: [00:04:47] at the time, I was dating like a bigger coach, and that was as I was starting to come into this work, like leaving acting, and so I had such limited reference points. For that entire world of like the healer and the coach and all of that, that I really took on a lot of his tools, which aren't bad at all, but I took them on as like, Oh, this is the way you do it.[00:05:09] I was also young and naive in a lot of ways, and so I just was like, okay, cool. Like I'm just going to do it like this now because that's the way we do it.[00:05:18] dane: [00:05:18] So long ago,[00:05:20] Chelsea: [00:05:20] this is seven years ago.[00:05:21] dane: [00:05:21] So you got into coaching seven years ago,[00:05:23] Chelsea: [00:05:23] ish. Yeah.[00:05:24] dane: [00:05:24] Okay, so your big goal is more visibility in a way that is authentic.[00:05:30] Do you have revenue goals in mind?[00:05:32] Chelsea: [00:05:32] Yeah.[00:05:33] dane: [00:05:33] What are those?[00:05:34] Chelsea: [00:05:34] I love to be making minimum $20,000 a month from my healing work.[00:05:40] dane: [00:05:40] And how close are we? Where do we have to go to get there?[00:05:4

[00:01:12] So today I'm talking to Kathy. Kathy, where in the world are you?[00:01:15] Kathy: [00:01:15] I am in beautiful Sarasota, Florida.[00:01:18] dane: [00:01:18] All right, well, this little human there in Sarasota.[00:01:21] Kathy: [00:01:21] I don't care how good it is. It was a blessing to live here. I've been here 25 years. I grew up in Rhode Island. I don't like snow or cold.[00:01:31] dane: [00:01:31] Good. And you're, you know that and you have no guilt or shame about it.[00:01:35] You're live where you live. That's right. That's very important. When you find that authentic voice that's just so honest and you're like, yep, I no longer care what people think. This is what I want. That's a special woman. And there's also something pretty special about this podcast. Can you tell folks that are listening, how we know each other?[00:01:51] Kathy: [00:01:51] I knew of you when I first heard about paperless pipeline and myself and my assistant at the time. We were [00:02:00] beta testers for paperless pipeline. So we were very involved in the building process of it and then utilized it for years afterwards.[00:02:09] dane: [00:02:09] So that's wonderful. And so I didn't know this. People listening as she got on, she said, I know you because I was a beta tester for your software product.[00:02:18] PayPal is pipeline, which has passed its 10th year anniversary. It's still going along nice. And so it's an honor to have you here. And also just for folks listening. For you to hear how happy one of my customers was in working with me. Did you feel cared for Kathy?[00:02:36] Kathy: [00:02:36] I have to say that my perception assessment and the reason why I even continued to follow you all the years after pipeline was that.[00:02:46] You were brilliant. You had a way of, even as you grew your[00:02:50] dane: [00:02:50] product,[00:02:51] Kathy: [00:02:51] making your end users still feel like you matter and you are important. Many people as they grow, lose that.[00:03:01] dane: [00:03:01] Well, I did lose it a little bit and it came rushing back when I got hit in the face.[00:03:05] Kathy: [00:03:05] I don't know. In my mind, I'm like, whatever Dane touches, I want to know what it[00:03:10] dane: [00:03:10] is.[00:03:12] That's so sweet. Thank you. Thank you. You know, when I say I lost, I probably still had it in comparison to others, but to the degree, like. I care so much about the people that I work with. I had one of my very first customers was a real estate broker in Texas. He's one of my first 50 customers, and you know what?[00:03:31] I called him the other day just to say hi after not talking for eight years, and it had been 12 years since we worked together and I called them to say hi and say thank you. And to say thank you for believing in me. Thank you for buying my product when I was so young. Thank you for referring me to the customers you did.[00:03:47] I still think of you. I think if you fondly and get even emotional as I talk about it, just thank you for believing in me. Like an entrepreneur's first. Customers are almost like a first boyfriend or girlfriend, you know, we know them by name. We're [00:04:00] so grateful they take a chance on us. So I called him to tell him that after like 10 years, just to say thank you.[00:04:04] And it felt so good. And you know, he had had some doubts in his life and he had questioned a few decisions that he made and he was having a human moment where he's questioning if what he did mattered. And it just meant so much to him to hear from me, to say thank you and. That's the kind of connection that if you have with people, makes your businesses so much fun to run.[00:04:24] Kathy: [00:04:24] And that's exactly how I feel about each person that I have helped buy or sell a home as you would just talking. That's how I feel about everyone I've worked with. To me, that's the rewarding part. It truly is. And to hear them come back to me and say. We wouldn't be in this house if it wasn't for you, Cathy, or that's what makes it all worthwhile.[00:04:46] I'm celebrating my 20th year in real estate. It doesn't seem like 20 years.[00:04:52] dane: [00:04:52] Wow. So what's your big goal for the call today?[00:04:55] Kathy: [00:04:55] Honestly, when you put this out there, I'm like, yeah, anything you do I want to learn, I want to be a part of. And I'm like, what do I want to do? Do I want it? I have ideas for going in a different direction with my real estate, but I also have ideas for different business I want to do.[00:05:09] So.[00:05:10] dane: [00:05:10] So you knew there was something you wanted with this call and you're willing to book it to see what might happen? Yes. Okay. If you knew you couldn't fail and there was something that excited you to no end, you're like, wow, I could get to do that. Do you know what that would be this year? Yes,[00:05:31] Kathy: [00:05:31] and I now have a look at anything like, I'm going to fail.[00:05:34] dane: [00:05:34] Okay.[00

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