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This business coaching episode explains the importance of knowing how to F.O.C.U.S.

Results-Focused Training, Tools, and Workshops from Expert Business Coaches.

Featured Coaching Excerpt - Notes & Transcript, Part 1
  • Jargonization Translation: F.O.C.U.S.: Focus on your core tasks until success.
  • Notable Quotable: "Anything that doesn't take you down this road (the road to success) is a distraction."

[MUSIC PLAYING] -Hey, Thrivers. Paige Taylor here, and today we're here with Clay Clark and Thriver of the Month winner, Logan Pennington, who owns a DJ company. In this lesson, Clay will be speaking about focus, knowing where to put your energy. Do you feel like you're working hard every day but not really getting anything done? Well, in this lesson, Clay will talk about where to put your focus, so that you can make sure that you're being the most efficient and productive with your time. So let's not waste any more of your time, and be more productive by watching this lesson. -Logan, my friend. Welcome. -Thank you. -Hey, I'm pumped, because you scored-- I don't know the exact number of points, but it was, like, 3 million points, or-- -Yeah. Something like that. -What was your primary strategy? Were you a big sharer, or were you a big watcher, or both, or what was kind of your thunder move? -I started off pretty solid as a watcher. -As a watcher. Yep. -And then I just started to get a lot of competition on the share, and I was, like, man, I got to step this up. So I was able to pull some emails, and to share that way, but I would say, both of those two. -OK. Well, now, what's kind of fun is I was reading you background. You and your wife, you have a entertainment business, you also do some web design, and you have some real estate, and you've really focused all of your eggs in one basket to get your first property, and now you have your second property. It seems like you guys have done really well. It seems like you guys are off to a great start there. -Cool. -And so I was going through some of your questions, and as I was looking at it, one of the things I wanted to work with you on today was just the whole focus thing. -Absolutely. -And so I'm going to put this up on the board here, and I want to just kind of go over this with you. But focus, at least the way it's always been taught to me from my mentors, is that you want to focus on your core tasks until success. Focus on your core tasks until success. And what happens is, is a lot of times as an entrepreneur, we have all of these things we could do. So in your business, you've got the entertainment business that you could do, and then you have your real estate that you could do, and then you also have the web business that you could do, right? -Absolutely. -Now, what I like is that it seems to me that the entertainment business can fund the real estate. -Absolutely. -So it's almost like-- -And it has. -And so your business is here. You focus-- this is a little magnifying glass. It's a little bit of a man drawing here, but you got the sun's rays, you come on in, you focus, and what you do is, if you put all your energy onto your entertainment business, it's going to flourish, I mean, it's going to flame up, and those profits can go right back here into the real estate business. The one that scares me, in your life right now, is this web business, and the reason why is because as I was looking through some of the notes and some of the questions, I was going, OK, you're going, well, hey, you know, I love the creative stuff, I love that I can use these tools and talents for my entertainment business, and it's kind of a deal where I love to learn, and I love all that. But in my mind, I wouldn't make it a business because it will distract you from your core thing. You know what I'm saying? So let's pretend for a second that you had to choose one. Now, if you don't want to do the entertainment business, you say, I want to focus on web, I could help you there too. But just for the sake of today, which one of these three do we want to focus on? -You're absolutely right. The web is definitely smaller and less profitable, but DJ is something I've been doing for a lot longer. -OK. So we're going to say the DJ entertainment business. I'm just going to focus on that one, OK? -Sounds great. -Now, the big thing I want to share for you here is we're going to just focus on this. Now, I wear this insane watch here. I got this for my birthday, and it shows me exactly how many years I have left. It's kind of morbid, like, this is how many years you have left on the planet watch. And the only reason I tell you that is because you're going to have to start to view-- the reason why I wanted this-- is because you're going to have to view any-- Let's pretend this is a road. So if you're headed down this road, and this is where you want to go. This is to success. So these are profits that are going to fund your real estate. These are profits that are going to fund your real estate. So this is the road, and this is your DJ business, and you're going down this road. Anything-- I say, anything. Anything? Anything. Anything that doesn't take you down this road is a-- -Distraction. -Boom. So you're going to want to make sure that we absolutely blow this stuff up, because you're going-- the distraction, it gets in the way of the action. It's like a bad deal. It totally kills your time. It kills your productivity. It's bizarre. And every entrepreneur has a desire to have a whole bunch of things going on, because you see the world entrepreneurially. You see problems, you want to solve it, you're good at it, people want to hire you. So you just say, yes, yes, yes. But the problem is, is that we want to build a foundation. So let's go down the road a year from now. Let's pretend that you got your DJ business to where you have a foundation of-- what say we get the business to doing $1 million a year of revenue. Well, that's more than enough profits to add in here. That's a good foundation to fund your real estate business. You see what I'm saying? -Totally. -So if this is the foundation, you move up, we're solid, but if we keep kind of dancing around all of these different areas, we're going to get stuck.

Featured Coaching Excerpt - Notes & Transcript, Part 2
  • Ask Yourself: How do I prioritize the different aspects of my life?
  • Ask Yourself: What are the best times in my schedule to work on certain aspects of my business?

[MUSIC PLAYING] -So I want to do is I want to figure out for you, specifically, how are we going to grow this business? I want to make it where you can leave here today, and you can go, OK, I've decided I'm going to focus on this, and I'm going to make this business successful, but I don't want to give you just empty ideas, I want to give you specific action steps. Cool? -Cool. -So how many hours a week are you willing to focus? Like, with your DJ business, how many hours a week are you willing to put into it? -I guess, the right answer is as many as I need to? -OK. All right. So if you can go ahead and make a calendar for me on your sheet of paper here. We're going to go with the Monday action. We're going to go with the Tuesday. We're going to go with the Wednesday, go with a little Thursday, a little Friday. Do you work seven days a week, or six? What's your kind of philosophy on this? -Uh. -Or five, or three? -I absolutely work-- I work six days, sometimes seven. -OK. And what your wife's name, by the way? -My wife's name is Carissa. -Carissa. How do you spell that? -C-A-R-I-S-S-A. -OK. So in my mind, top priority here-- and again, I'm not going to give you my religious views, but I'm going to say-- we're going to say, Carissa's top priority. Second priority-- so family first, in my mind. -Gotcha. -Then the second area is going to be the finances. Cool? -Perfect. -Because she might be watching, and because, even if she wasn't watching, that's what we do. We need figure out, like, date night. So when are we going to do it? You want to do Monday night? Is it Saturday? With your schedule, what you do, is it better to do Wednesday date night? When is the night we're blocking off? -She's going to love this. Thursday night. -Thursday night. All right, Carissa, this one's for you. So we're blocking this off, and we're doing a date night every single-- now, we got to put a specific time. Put it in your calendar. You schedule appointments for your business, we got to schedule appointments for the dates. So we're just saying-- -Ooh. I like that. - --we're not available. So a client says, yeah, I'd really like to meet you. The only time I have available is 6 o'clock on Thursday. Oh, you say, I already have an appointment, just like you would for business, and I'm telling you this, because, again, I'm telling you to focus, but I'm also wanting to make sure we get the balance going on here. Now, the core activities that we need to do to grow our business are what? -Know what you're doing, network, be good at it, show up-- I'm just missing it. -I'm going to try to blow your mind. OK, so, one, is you're going to need to do SEO. [SOUND OF BREAKING GLASS] -Oh. -Search engine. Cool? -That's how I met you. -Two. Bam. So two, is we need to-- so you met me via search engine, I'm sorry about that, but we-- so search engine, you want to be top for that. The second is you want to do our social media, right? Social media. The third is you want to do our networking. The fourth is you want to do our-- and you're going to hate this, but I'm going to give it to you-- you're going to have to do your calls. So SEO, social media, networking, calls. Going to have to train our people, because there's people who work with you, right? -Mm-hm. -Then we're going to have to do appointments. OK? Now, this is the goal is to help you build $1 million business here. -OK. -So I'm just being real. This probably doesn't sound fun, but I'm going to try to help you. The SEO-- the search engine-- we've got some really cool trainings on Thrive that you could easily do, that you and anybody with a pulse and a functional mind can do, but it takes time. -Gotcha. -And when you start the business, it's sweat equity. You do the work, or as you grow, you can pay other people, but I believe your SEO, each week, is going to take you a minimum of five hours. -Woo. -So when do we want to do it? -SEO to me is exciting. -Yep. -So I'd like to start the week off-- -Monday? - --with some SEO. Yeah. -Now, here's the deal. Most brides and grooms, or event planners, or people booking events, usually don't call at 8:00 in the morning, 9:00 in the morning, 10:00 in the morning, 11:00, they usually call noon and after. So if I were you, I would say, like, 7:00 to noon, or 6:00 to 11:00. How early do you like to get up? When do you like to get started? When would you like to start? -Let's do 7:00 to noon. -All right. So we're going to do 7:00 to noon, SEO, every single Monday. Now we're going to focus on our core tasks until success. So not if success, but until success.

Featured Coaching Excerpt - Notes & Transcript, Part 3
  • Editor's Note: Hootsuite is an online social media tool to help you prepare, schedule, and automate social media posts.
  • Recommended Reading: The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies (Chet Holmes)
  • Action Step: Block off a specific weekly time that you will conduct training for your staff.
  • Action Step: Build a very specific weekly schedule that you stick to until you see success in your business.

[MUSIC PLAYING] -Next thing is we have social media. It probably takes you one hour a week to do your social media. We're going to use hootsuite.com You know hootsuite.com? We're going to basically preschedule or a post, that kind of thing. But what time do you want to do it every week? -Is there something that people are more likely to be social online on the weekends or during the day? Do you have any advice there? CLAY CLARK: Mm. Well, with the social media, what we're going to do is we're going to prewrite them and preschedule. CLIENT: OK. So-- -And then you can choose a time to release them. CLIENT: Gotcha. OK. -To answer your question, yes. People are usually a little more responsive after they get off of work. I would just say, we've got to figure out when is that hour when we're going to sit down and make those posts. -OK. So let's do content creation for the social media. Is that too much in one day, on Monday? CLAY CLARK: I'd probably do it on Tuesday. -OK. CLAY CLARK: Or Wednesday. Or a day after Monday. -Let's go Tuesday. CLAY CLARK: OK. So Tuesday. And let's just say 7:00 to 8:00. We're going to do social media. Cool? CLIENT: Got it. -Now third is networking. Now, here's the deal. There's a system called the Dream 100. It's in "The Ultimate Sales Machine." CLIENT: OK. -The book is called "The Ultimate Sales Machine." The system is called the Dream 100. You want to do that every week. And I say that. What you're going to do is you make a list of all the wedding vendors that you want to get to refer you. And every single week you're going to physically see them. Cool? Now, how do you do that? Well, you start by making a list of your Dream 100. So I said networking. I'm talking about a Dream 100. And I'm talking about-- this is crazy-- I'm talking about legitimately 10 hours a week, driving around meeting these people. I promise it works. But you have to choose when. You know what I mean? CLIENT: Mm-hmm. -So what times do you want to do that? -Um. CLAY CLARK: Because they don't work on Mondays in the event industry, usually. -Yeah, they're a little bit later in the day, right? CLAY CLARK: Yup. -Is that how you feel? CLAY CLARK: I do. -Friday and Saturday they're busy. CLAY CLARK: Yup. -So that leaves-- Wednesday seems solid for what you just asked me. -OK, so Wednesday. Let's say we go 8:00 on Wednesday to 4:00. OK? So 8:00 to 4:00, we're going to do our networking, aka our Dream 100. Cool? CLIENT: OK. -And on Thursday, we'll do 8:00 to 4:00. Before we go on the hot date night, we're doing networking. Boom! OK? Now you have to train your people. You're going to make some calls. Now, training people. If you're going to have someone working for you, then you have to schedule time to train them. CLIENT: Yeah. -And it can't be just random. So usually what happens is business owners are like, yeah, I probably have some time Tuesday to train. I'm saying block off the same time every week to train. So whenever you're recruiting people, hiring people, talking to people. You say, hey, just so you know, all of our trainings are always on Monday nights from 6:00 until 10:00. Or whatever you want to do. 6:00 until 9:00. Or whatever time you want to do. So what time would you do training? -Let's do Monday night. From 6:00 until 10:00. CLAY CLARK: OK. So Monday we're saying 6:00 to 10:00. And this is when we're going to train our homies. Cool? Four hours a week to train our people. -I like that because if they are working that weekend, that gives them the week to really practice and say, hey, I don't feel confident here. CLAY CLARK: Boom. Now, the next thing is the appointments. In your industry, until you have enough revenue to hire somebody, I would block off Tuesday night, Wednesday night, and I would block off Friday night. And I would block off Saturday day. So hear me on this. CLIENT: OK. -Saturday from 10:00 until 3:00, I would do appointments. Cool? CLIENT: OK. -Saturday 10:00 to 3:00, I'm doing appointments. Tuesday I'm going to do appointments from 4:00 to 7:00. Cool? CLIENT: Yup. -Wednesday. CLIENT: Same. -4:00 to 7:00, appointments. I write in sort of Egyptian Mandarin scrawl. OK. And then Thursday night? Nothing. We're going on a date. Friday? If people are-- again, if they want to meet. 4:00 to 7:00, appointments. Cool? CLIENT: OK. -So what you end up having now is, now you have a sense of an actual schedule. And if you do this, you will not lose. -OK. -But if someone's watching this, and let's say they're into real estate. One of my very good friends as a multimillionaire through real estate. And every week he has a schedule that looks almost exactly like this. It's like, OK, this is the time that I do my networking. This is the time. But we don't want to have a deal where we have this schedule where we're like, oh, I'll see what happens. You want to have a very specific schedule. And you want to focus on this until success. So focus on the core tasks until success. Once you begin to have that success, then what we do is we say, you know what? I don't really want to do appointments on Wednesday nights. Because I just don't want to work 70 hours every week. So then we say, you know what? Greg. You just hired a guy named Greg. Greg, I'm going to have you do appointments Wednesday nights, 4:00 to 7:00. I'm going to listen to you. You're doing them, but I'm going to shadow you. So I'm going to listen in on it. Give you feedback. Boom. And then Greg does it pretty well. And now Greg's ready to rock. You say now, Greg, I'm going to have you also do those appointments on Friday night. Right there. Boom, Greg. And you begin to delegate that which you have the most systemized. And that is why, as we get into some other trainings, I'm going to teach you some of these things. If you don't have a system, you can't delegate. And so in this world of small business-- for whatever reason, the wedding business especially, but any business. Real estate. People build systems. They are, one, it's not a system. It's just them randomly doing what needs to be done to react. Two, it's not scripted. It's not written down. There's no checklist. There's no documents. And so it's just like, even if you hired someone tomorrow, they couldn't do it, because you wouldn't know how to tell them what to do. But under this schedule, you say, all right, 4:00 to 7:00. So if you meet a girl at a bridal show. You meet a girl at a wedding. She says, hey, I'd like to book with you. Hey, let's set up a time to meet. Tuesday night I have availability between 4:00 and 7:00. Or Wednesday. What time works best? And you just have a total mastery of your schedule.

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