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Featured Coaching Excerpt - Notes & Transcript, Part 1

[MUSIC PLAYING]

-All right. I am sitting here with the great Jim Cathcart. And we are talking about mailbag. We're answering a mailbag question. But specifically, I'm excited because the question is all around this idea of you have greatness within you. OK. And that's what we're talking about. And I'm going to go ahead and read this question that we got.

The Thriver asked not to mention location or name, so I'll go ahead and just read the quote that was given. OK. So this is the question. Please don't tell anybody where I'm located or what my name is. I'm a 48-year-old window installer and my business just sucks. I have a ton of new business coming in, but I'm always chasing down the month from the last job to pay for the new job.

Sometimes, I feel like just going back to my old job and working for them and that I'm not cut out to be an entrepreneur. Yet I hear you always saying, you have greatness within you. Where's my greatness, though? And thank you for all your encouragement. So this is somebody that's clearly feeling discouraged. Entrepreneurship can be a lonely deal--

-Well, let me talk directly to Bob from Oklahoma City. No. I just made that up, I don't know who this person is.

-It's not, no, no, no, no.

-I don't know who this person is.

-We're keeping it anonymous here, as requested.

-OK.

-But this is what we said. If you feel discouraged, you write in, and we want to encourage it. So what is he--

-Well, let's take the word greatness first.

-Yeah. What is it? OK.

-We need to isolate or define what that word means. Greatness. The capacity to be great. OK. What is great? Great is a size thing, it's a magnitude measure. In other words, it's substantial.

-OK.

-OK. You have the ability within you to make a substantial impact on this world. You have the ability within you to rise to the top of whatever profession you choose to pursue, whether it's window installer or whatever that happens to be. You have the ability within you to be excellent at many things. Not at everything, but at many things that are unique to you, right?

So the key to your success is going to be finding the path that you find satisfying and becoming progressively more valuable in that path until you pretty much own your space within it. So let's assume for the moment you really like window installation, that you love windows, you're into them, you like reading about them in your spare time.

You can talk for hours on the difference between Milgard windows and these windows and those windows--

-Yeah, this is impressive. Your knowledge of windows is impressive.

-So double pane, triple pane, I've got windows made of wood, windows made of polymer. Installation procedures-- destructive and nondestructive installation procedures, replacement, when to absolve, and so forth. OK. We get it. You like windows. You love them. You're into them. Cool.

You've got a ton of business coming in, well god bless you. I want to go in business with you, with people like. Seriously, when a person has tons of business coming in, if they're having problems making ends meet because they're chasing last month's payments to keep up with the demand, then there's something missing in the process from last month.

In other words, there's something missing in the agreements you're making with your customers. Maybe you're not getting enough of a deposit up front or maybe you're not confirming the payments in a clear enough way and actually insisting that the payments happen before everything is finalized or whatever.

-Right

-Or when it's finalized. But there's got to be a very clear process of them committing to you if you're going to commit to them. Because commitment is the essence of a business deal, right? And if I'm not committing to pay you, if I'm just intending, implying that I'm going to pay you and yet I'm expecting you to commit to me, show up on time, install the windows, make sure the work was done exceptionally well, then I'll begin the process of committing to paying you? No, no, no, no, no.

You need to get more assertive about that. Not aggressive, but more clear and firm and get people to commit.

-That's huge. That's the first--

-It certainly is.

-You've got to be able to get that strong commitment, do whatever you've got to do so you're not chasing down payments each month.

-And also understand that in a business, there are different roles and we're all good at some roles and not as good at the others. One role is making sales, confirming the agreements, and doing administrative follow through. OK. Another one is assessing the needs, installing the windows, assuring the quality control, and so forth. Well, if you're great at one and not good at the other, either get good or get a system that makes you better or a software that does it almost without you or a person that you can delegate it to or a service that you can pay to handle that process for you.

So you've got to look for a way to augment yourself so that you're able to focus your energies where you're the best and the most capable. Because that's going to provide the most advancement for you. And then acquire the services or support or other people or whatever to do the follow through, because it sounds like you may be overextending yourself and under requiring that the people make their payments on time--

-That's a two-sided commitment.

Featured Coaching Excerpt - Notes & Transcript, Part 2

-I love that. And I want to go ahead. You've clearly address that, and that's huge for-- I hope this is impactful for you. But also I want to ask you-- I want to just dwell on this idea of greatness within you because you've touched on it a little bit. And I think like this Thriver said, we hear Thrive mentors talk about it. How do we remind ourselves that greatness is within us? How do we keep that in the forefront of our minds? How do we actually believe that?

-That's what Thrive is about. That's the whole point of Thrive and resources like this. It gives us a way to hear other people give real world examples and provide direct personal answers that show us the reality that it is there. You're not going to see it on NBC, CBS, ABC, CNN, all the usual suspects.

It's not going to come through the standard media because they're focused more on telling you what the bad news is or giving you some new programming. Sorry, but that's just not where their bread and butter lies. They don't get their bread and butter from giving us good news about what's possible. They give us sensational news that keeps us watching, right?

Hey, flood kills 800 million people in one minute. News at 10:00. And now back to our programs. Here's Barney and the kids. I love you. [INAUDIBLE]

-Yeah, that's huge.

-So you need resources like Thrive.

-So let me ask you this then. How do you continue to tap into-- so now I am hearing how to actually believe that the greatest is in us because of these resources like Thrive. How do we continue to tap into and access the greatness that's there? Does that makes sense?

JIM CATHCART: Yeah, but I--

[INTERPOSING VOICES]

-If it's hidden--

-I'm thinking for myself how do I do that, assuming I do.

CALEB TAYLOR: Is it learning new skills? I mean what--

-When I think of what I read, I read the newspaper rarely. And I mean seriously rarely. I watch some news programs usually compilation programs. Personally, I watch Fox News, the Special Report with Bret Baier and that kind of thing pretty often.

But I don't spend a lot of time on news. I read, occasionally, Wall Street Journal and some of the things like that. And once in a while, I'll drop in on ABC, CBS, NBC, and the usual suspects just to see what's being said and how from all the different points of view because I don't want to get only one point of view.

I listen to talk radio from time to time, but I also listen to music from time to time. My wife listens to music all the time, all the time. And she loves it, and god bless her. And she always has, and she should. I listen to music in the car occasionally. But it's intentional.

So what do I read. I read Success magazines. I read Selling Power magazine. I read Top Sales World magazine. I have various blogs and various news sources that I get on psychology, on human behavior, on business skills and techniques, success concepts.

CALEB TAYLOR: These are things you're intentional about though to access that greatness within.

-Totally. And the books that I read, I occasionally read novels. But, usually, I'm happier if it's a historical novel or something where I'm going to learn something as well as just having an entertaining story. I get my store-- I go to a lot of movies, emphasis a lot. I do. I mean I've got a popcorn overload. I got a popcorn problem.

But we try occasional withdrawal, and it just doesn't work.

-That's so funny.

-I love movies, totally love movies. And [INAUDIBLE] a friend of mine was critiquing a movie not too long ago, and he was saying, well, I thought-- and I didn't like the way the cinematography was done. And the development of this character was weak, and blah blah blah blah blah.

And the climax of the movie really happened--

-Yeah, and all those specific--

-And I said, golly! And he said, what? I said, I'm shallow. I liked the movie.

-I went for entertainment. That's funny.

-Exactly!

-But if I'm hearing you correctly, it sounds like you're saying, yes, first of all, greatness is in everyone. You have greatness in you.

JIM CATHCART: And you've got to be intentional about what you study--

-You've got to be intentional about it.

JIM CATHCART: --and what you learn and what you feed on because that's what determines which parts of you grow. It's like nutrients for muscles.

-That's huge. Jim, thank you so much. I appreciate your encouragement. I hope you do as well. If you guys have questions that you have and you want the mentors to answer, hit that Ask the Guru button, and they will be more than happy to answer them for you.

Thank you for your time, Jim.

-You bet.

Featured Coaching Excerpt - Notes & Transcript, Part 3

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