WEBVTT - EP 157 | Annual Planning: Q&A 0:00:00.170 --> 0:00:03.410 Welcome to Building Billions, the podcast for business owners who 0:00:03.410 --> 0:00:06.950 are getting things done and scaling fast. I've helped business 0:00:06.950 --> 0:00:10.340 owners create billions of dollars in value over the past decade, 0:00:10.340 --> 0:00:13.580 and now I'm here to share the strategies that actually work. 0:00:13.610 --> 0:00:16.910 This show is for the doers, the ones solving problems, 0:00:16.910 --> 0:00:20.630 making tough calls, and building real value. If you're ready 0:00:20.630 --> 0:00:22.430 for straight talk on what it takes to grow a 0:00:22.430 --> 0:00:26.000 massive business, you're in the right place. Let's get to work. 0:00:27.680 --> 0:00:32.089 Welcome back to Building Billions. It's a cool day today. 0:00:32.120 --> 0:00:38.030 I am officially kicking off annual planning for 2025. I 0:00:38.030 --> 0:00:40.790 get really anxious before these meetings. There's not a lot 0:00:40.820 --> 0:00:43.730 of things these days that I get nervous about. I 0:00:43.729 --> 0:00:46.370 feel like I've spoken on stages. I've shown up to 0:00:46.400 --> 0:00:49.640 events by myself. Like I. I don't get nervous, to 0:00:49.640 --> 0:00:52.850 be honest. I get excited about most things. But every year, 0:00:52.850 --> 0:00:55.400 the night before and the morning before annual planning, I 0:00:55.400 --> 0:00:58.730 get anxious because our team has put a lot of 0:00:58.730 --> 0:01:02.460 work into this, and I just I believe it matters. 0:01:02.460 --> 0:01:05.700 It really matters. And so I just went live prior 0:01:05.700 --> 0:01:08.760 to our annual planning kickoff that I'm about to rush 0:01:08.760 --> 0:01:12.180 over to right now. And this live was pretty cool 0:01:12.209 --> 0:01:14.399 because I was able to talk a little bit more 0:01:14.400 --> 0:01:19.230 about how I've gained my confidence. And if you are 0:01:19.230 --> 0:01:21.240 in a place where you don't have a lot of self-confidence, 0:01:21.240 --> 0:01:24.840 what exactly you should do in order to get that self-confidence? 0:01:24.840 --> 0:01:31.440 So enjoy this Q&A. Good morning, good morning. Hello. Drop 0:01:31.440 --> 0:01:36.300 your questions in the chat. I will get to them 0:01:36.300 --> 0:01:42.569 and we're gonna have some fun. How do you stay 0:01:42.569 --> 0:01:45.660 in shape while working stressful jobs? First of all, I 0:01:45.660 --> 0:01:48.060 never tell myself that my job is stressful. Even when 0:01:48.060 --> 0:01:50.550 people try to tell me that my job is stressful. 0:01:50.580 --> 0:01:53.340 You know, people who are well intentioned in your life 0:01:53.430 --> 0:01:57.420 will oftentimes tell you things like that. Oh, you seem 0:01:57.420 --> 0:02:00.250 so stressed. So first of all, I never tell myself 0:02:00.250 --> 0:02:03.070 that I have a stressful job. I have my dream job. 0:02:03.070 --> 0:02:05.380 I have the job of a lifetime. I have the 0:02:05.380 --> 0:02:07.990 opportunity every single day to show up, to work, to 0:02:08.020 --> 0:02:11.620 make an impact on people. So never tell yourself you 0:02:11.620 --> 0:02:15.370 have a stressful job. First and foremost. Secondly, how do 0:02:15.370 --> 0:02:19.359 I stay in shape despite having a job that is 0:02:19.540 --> 0:02:25.390 quite demanding? I would say my job is demanding, so 0:02:25.389 --> 0:02:27.880 I have to work out first thing in the morning. 0:02:27.910 --> 0:02:30.220 Like I literally just finished working out. I'm still in 0:02:30.220 --> 0:02:37.480 my workout clothes, um, which is just a non-negotiable for me. 0:02:37.480 --> 0:02:38.890 If I don't do it in the morning, I'm not 0:02:38.889 --> 0:02:41.020 doing it in the evening. Even when I try to, like, 0:02:41.050 --> 0:02:43.720 walk during the day, it's just hard for me. I 0:02:43.720 --> 0:02:47.110 forget there's other things going on if I wait for 0:02:47.290 --> 0:02:49.300 for doing it till the end of the day, I'm 0:02:49.300 --> 0:02:52.480 not doing it. And the way that I look and 0:02:52.480 --> 0:02:55.060 the way that I feel, they matter to me. It's 0:02:55.060 --> 0:02:56.510 important to me. I want to look good. I want 0:02:56.540 --> 0:02:59.090 to feel good. So I have to get the workout 0:02:59.090 --> 0:03:02.390 in in the morning, and I just remove as much 0:03:02.419 --> 0:03:07.100 friction as possible from getting to my bed, getting from 0:03:07.100 --> 0:03:11.210 my bed to my gym. So I just make it 0:03:11.210 --> 0:03:13.940 a priority. I put it in my calendar, I have 0:03:13.940 --> 0:03:17.840 workout blocks in my calendar, I lift weights, I lift 0:03:17.840 --> 0:03:21.559 weights four days a week and then do Pilates and 0:03:21.560 --> 0:03:25.370 or some other form of like abs or cardio at 0:03:25.400 --> 0:03:29.720 least one day. So that's five workouts and you just 0:03:29.720 --> 0:03:31.700 make time for it. Like you put it on your schedule. 0:03:31.700 --> 0:03:34.640 You make time for it. I recognize that when I 0:03:34.639 --> 0:03:37.520 do take a week or two off from doing that, 0:03:37.550 --> 0:03:41.180 I don't feel as good. I'm not as productive. So 0:03:41.180 --> 0:03:44.270 I think of working out as honestly part of what 0:03:44.270 --> 0:03:47.480 makes me really good at my job. And if I 0:03:47.480 --> 0:03:51.680 stop working out. My performance at work also does not 0:03:52.310 --> 0:03:56.430 maintain and I don't feel as good about it. Sometimes 0:03:56.430 --> 0:04:03.840 I might work out, uh, or stop working out and prioritize. 0:04:03.840 --> 0:04:05.910 Work like that really would be the only reason that 0:04:05.910 --> 0:04:08.910 I've stopped working out is there's, like, ridiculous travel going 0:04:08.910 --> 0:04:13.830 on and other demands on my time. So I might 0:04:13.830 --> 0:04:16.260 be getting more done, but I don't feel good. I 0:04:16.260 --> 0:04:18.150 don't feel good about myself. I don't feel good about 0:04:18.150 --> 0:04:24.960 the decision. So make it a priority. Uh, okay. How 0:04:24.960 --> 0:04:26.940 do you know what aspects of your business you have 0:04:26.940 --> 0:04:28.830 to focus on first when you have multiple ideas for 0:04:28.830 --> 0:04:33.960 one project? Great question. Funny enough, today is actually day 0:04:33.960 --> 0:04:38.279 one of an annual planning offsite, so I've spent the 0:04:38.279 --> 0:04:42.180 last couple of weeks working to figure out what are 0:04:42.180 --> 0:04:46.170 the priorities for our business over the next year because 0:04:46.170 --> 0:04:51.360 as you can imagine, we get countless opportunities and great 0:04:51.360 --> 0:04:55.349 ideas thrown our way. So I think you first have 0:04:55.350 --> 0:04:58.590 to figure out this is my process for it. Like 0:04:58.620 --> 0:05:04.980 what is actually going to move the needle? For instance, 0:05:04.980 --> 0:05:08.970 you might have a product that then you're you're thinking 0:05:08.970 --> 0:05:11.160 of all these different extensions that you could make to 0:05:11.190 --> 0:05:15.630 the product. Let's say you own a gym and you're like, well, 0:05:15.630 --> 0:05:18.960 I could also do supplements, and I could also sell 0:05:18.990 --> 0:05:22.800 workout equipment, and I could also do online training. Like, 0:05:22.830 --> 0:05:24.540 you start thinking of all the different ways you could 0:05:24.540 --> 0:05:28.500 serve your customer until you make $1 million servicing the 0:05:28.500 --> 0:05:32.250 first customer with the first product. Do not give any 0:05:32.250 --> 0:05:35.099 attention to the additional ideas that you have because it's 0:05:35.130 --> 0:05:36.750 a waste of your time. You haven't even figured out 0:05:36.750 --> 0:05:38.820 how to scale the first thing, and now you're prioritizing 0:05:38.820 --> 0:05:43.979 all these other things. So that million dollar mark is 0:05:43.980 --> 0:05:51.300 such a huge milestone of discipline for business owners that 0:05:51.300 --> 0:05:54.070 once you get there, you've demonstrated that you have the 0:05:54.070 --> 0:06:04.270 competencies to understand your customer, acquire that customer service, that customer, 0:06:04.300 --> 0:06:07.690 give them a product that they like. And ideally that 0:06:07.690 --> 0:06:11.950 million dollars is broken down depending on what the business is. Ideally, 0:06:12.100 --> 0:06:17.680 is at least 40% of your revenue, 40 to 60% 0:06:17.680 --> 0:06:20.440 of your revenue is repeat business. So it's not just 0:06:20.470 --> 0:06:23.950 new customers and you're churning out your clients on the 0:06:23.950 --> 0:06:27.490 back end. But if you're doing less than $1 million 0:06:27.490 --> 0:06:31.719 in one product to one customer, highly recommend that you 0:06:31.750 --> 0:06:34.930 don't have multiple ideas for one product. You execute, execute, 0:06:34.930 --> 0:06:41.170 execute on the first one. And. A little crazy with that. 0:06:41.589 --> 0:06:46.810 And then you go from there. Do you drink coffee? 0:06:47.620 --> 0:06:51.920 I am a sporadic coffee drinker. I technically have a 0:06:51.920 --> 0:06:54.380 cup a day, but sometimes I only drink a sip 0:06:54.380 --> 0:07:00.020 of it. It's more like habitual than anything. I drink 0:07:00.140 --> 0:07:06.170 other types of drinks, like water with electrolytes. I love 0:07:06.170 --> 0:07:09.080 our solid electrolytes. I have some actually right here. Just 0:07:09.080 --> 0:07:12.320 put it in this bottle. Love love love our electrolytes. 0:07:12.320 --> 0:07:15.380 If you've not tried these, they are fantastic. They are amazing. 0:07:15.380 --> 0:07:19.610 They're my favorite. We have lemon, lime and crusher. Wave 0:07:19.610 --> 0:07:22.520 Crusher ten out of ten. I'm just not a lemon lime, girl. 0:07:22.550 --> 0:07:25.040 But if you like lemon lime, people love that product 0:07:25.070 --> 0:07:33.619 as well. Best advice for new CEO. Get clear on 0:07:33.620 --> 0:07:40.580 your targets. You will fail or succeed based off of 0:07:40.580 --> 0:07:45.320 your clarity on what your targets are. If you're clear 0:07:45.320 --> 0:07:48.590 what your targets are, you will then be able to 0:07:48.600 --> 0:07:53.220 provide clarity to your team members about the targets, but 0:07:53.220 --> 0:07:55.560 you will never provide clarity like I could. I literally 0:07:55.560 --> 0:08:00.330 could not do what we're doing today with annual planning. 0:08:01.530 --> 0:08:06.810 If I wasn't first clear on the target where we're going, 0:08:06.810 --> 0:08:11.340 what we're doing, what we want to create. It always 0:08:11.340 --> 0:08:13.560 starts with you having the clarity. So if you don't 0:08:13.560 --> 0:08:15.990 have the clarity, it's going to be really difficult to 0:08:16.020 --> 0:08:17.910 lead other people. It's going to be really difficult to 0:08:17.940 --> 0:08:20.520 find your customer that you're looking for because you don't 0:08:20.550 --> 0:08:23.070 know where you're taking them. You don't know what you're doing. 0:08:23.700 --> 0:08:33.150 So target selection first thing. Second thing. Start every meeting 0:08:33.570 --> 0:08:35.880 with what is the target? What is the target for 0:08:35.880 --> 0:08:39.569 this meeting? What is the target for this initiative? You 0:08:39.570 --> 0:08:41.520 should be saying this multiple times a day. I learned 0:08:41.520 --> 0:08:44.550 this from Grant every single time I talk to Grant. 0:08:44.940 --> 0:08:47.200 It doesn't matter what the initiative is. His is first 0:08:47.200 --> 0:08:51.520 question is always hey guys, what's the target? Hey guys, 0:08:51.520 --> 0:08:54.640 what's the target? Hey guys, what's the target? It's so 0:08:54.640 --> 0:08:57.610 easy to get lost in the freaking minutia. That's actually 0:08:57.610 --> 0:09:01.959 the challenge that I'm going to overcome today. I'm not 0:09:01.960 --> 0:09:03.460 going to have this challenge because I'm going to overcome 0:09:03.460 --> 0:09:07.390 this challenge. But when you bring 25 people, 25 leaders 0:09:07.390 --> 0:09:12.640 into a room that all have different perspectives on what's working, 0:09:12.670 --> 0:09:16.360 what's not working based on their department needs, and you 0:09:16.360 --> 0:09:19.209 have fixed resources in an organization, how do you get 0:09:19.210 --> 0:09:25.209 people to focus on the macro, get aligned on the 0:09:25.210 --> 0:09:28.929 big picture, and then create a space for them to 0:09:28.960 --> 0:09:35.470 be able to. Solve the problems they need to solve 0:09:35.800 --> 0:09:37.900 for their departments. But it's never it's never in a 0:09:37.900 --> 0:09:41.140 group setting. The group setting is for the target and 0:09:41.140 --> 0:09:43.360 the clarity and the target and the alignment around the target, 0:09:43.390 --> 0:09:46.360 where everything is going and what the challenges are across 0:09:46.360 --> 0:09:48.069 the whole group so that they can then go be 0:09:48.070 --> 0:09:50.980 responsible every single day for alleviating those challenges and really 0:09:50.980 --> 0:09:55.150 understanding the challenges that other people that their department creates 0:09:55.150 --> 0:09:59.650 for other people if they don't solve these problems. So 0:09:59.920 --> 0:10:03.550 that starts with you, though, because if I went in 0:10:03.550 --> 0:10:09.070 today with a PowerPoint presentation that didn't have clear targets 0:10:09.070 --> 0:10:12.880 for every single department, and I didn't know what I wanted, 0:10:12.910 --> 0:10:15.910 we would be going a million different directions. We still 0:10:15.910 --> 0:10:19.360 will go. We'll go a thousand different directions because people 0:10:19.360 --> 0:10:21.580 have perspectives, but we will not go a million different 0:10:21.580 --> 0:10:25.810 directions because ultimately the direction has already been set. The 0:10:25.809 --> 0:10:28.840 direction is not a group activity. The direction is a 0:10:28.840 --> 0:10:33.850 leader activity. The direction is a CEO activity. This is 0:10:33.850 --> 0:10:41.679 where we're going and then the how and when the 0:10:41.679 --> 0:10:48.589 specific coordinates. That's a team activity. I'm trying to get better. 0:10:48.620 --> 0:10:52.010 My makeup is not really know how well that initiative 0:10:52.010 --> 0:10:55.340 is going. It's fun getting better at something that you've 0:10:55.340 --> 0:10:58.849 been doing every single day for your whole life that 0:10:58.850 --> 0:11:02.450 you just don't really want to. I don't know, I 0:11:02.480 --> 0:11:05.780 forget to do it better. Uh. Love you. Thank you 0:11:05.780 --> 0:11:11.780 for your leadership. Uh, favorite memory of Chris? What's up? Mom? Uh, 0:11:11.809 --> 0:11:16.459 it's my brother's birthday today. And my favorite memory with Chris. Oh, 0:11:16.490 --> 0:11:19.010 my gosh, I have so many great memories with my brother. 0:11:19.040 --> 0:11:22.790 First things first, guys, if you can figure out a 0:11:22.790 --> 0:11:27.110 way to incorporate your family into your business. Single greatest 0:11:27.110 --> 0:11:32.179 gift in my life. I adore working with my brother, 0:11:32.179 --> 0:11:35.210 and I also get to work with my husband's brother. 0:11:35.210 --> 0:11:38.150 And I'm not saying that it's not difficult and challenging. 0:11:38.179 --> 0:11:41.929 It doesn't have its own set of things you have 0:11:41.929 --> 0:11:45.660 to navigate in a business, but man, it is so rewarding. 0:11:45.960 --> 0:11:49.500 It is just honestly one of the one of the 0:11:49.500 --> 0:11:51.930 things I think I will look back on this time 0:11:51.960 --> 0:12:00.540 frame in my life and be so appreciative for. Uh. So, uh, 0:12:00.540 --> 0:12:03.059 favorite memory with him? Probably going to Disney World two 0:12:03.059 --> 0:12:05.880 years ago. We were just like little two little kids 0:12:06.330 --> 0:12:10.290 going to Disney Drive in there together listening to Morgan Wallen. 0:12:10.590 --> 0:12:13.650 Sometimes it's the littler things, but it was just the 0:12:13.650 --> 0:12:18.300 two of us and we just got to be, I 0:12:18.300 --> 0:12:20.340 don't know, it felt like we were 12 years old. 0:12:20.670 --> 0:12:22.470 We're grown ass adults, but we were acting like we're 0:12:22.470 --> 0:12:27.959 12 years old. Uh, how do I get accepted to 0:12:27.990 --> 0:12:35.520 luxury affiliate? Do you promote luxury? If I were to 0:12:35.520 --> 0:12:40.260 look at your Instagram page, do you look like, act like, 0:12:40.630 --> 0:12:49.300 Promote in a way that is. Attractive to a luxury client. 0:12:51.760 --> 0:12:55.540 Because if you're posting things that aren't a luxury, a 0:12:55.540 --> 0:12:59.650 luxury affiliate isn't interested in having you represent them because 0:12:59.650 --> 0:13:06.610 you're going to degrade their brand. I think one of 0:13:06.610 --> 0:13:12.730 the easiest ways to collaborate with people, affiliates, or just 0:13:12.730 --> 0:13:15.850 people that you want to meet online, it's this idea 0:13:15.850 --> 0:13:19.780 of like user generated content and matching the brand and 0:13:19.780 --> 0:13:25.000 the aesthetic that you're looking to have represent you. But 0:13:25.600 --> 0:13:28.120 I use that because I don't generally like that's not 0:13:28.120 --> 0:13:32.079 my business. Becoming an affiliate for somebody else. But I 0:13:32.080 --> 0:13:35.350 do want to attract people like I think of like 0:13:35.380 --> 0:13:37.570 Elena Cardone, when I wanted to put Elena Cardone in 0:13:37.570 --> 0:13:40.010 my life and get her attention and have her repost 0:13:40.010 --> 0:13:45.350 my content because she liked it. I would post things 0:13:45.350 --> 0:13:48.980 that made her look good. Like you post things that 0:13:48.980 --> 0:13:50.780 make the other person look good. You don't post things 0:13:50.780 --> 0:13:53.000 to make you look good. They don't care about you. 0:13:53.030 --> 0:13:56.240 They care about them. So even when people like tag 0:13:56.240 --> 0:13:59.390 me in posts, if I don't look good in the picture, 0:13:59.390 --> 0:14:02.300 I'm not reposting it. If I don't sound smart in 0:14:02.300 --> 0:14:04.040 the clip or if I'm. It's like a weird like 0:14:04.070 --> 0:14:06.860 stage shot where I'm like, eh, I'm not reposting it, 0:14:06.860 --> 0:14:09.530 but they think like, oh, Natalie Dawson. Like I'm tagging, 0:14:09.530 --> 0:14:12.260 you know, post it in my brand. Post it in 0:14:12.260 --> 0:14:15.260 a way. Don't use your fonts, use my fonts if 0:14:15.290 --> 0:14:17.480 you want me to repost it. Now, if you don't, 0:14:17.480 --> 0:14:20.930 and you're just sharing with your friends that you're at 0:14:20.930 --> 0:14:24.080 some cool event or you're you've bought some cool product. Okay, 0:14:24.110 --> 0:14:26.600 that's great. But if you're really trying to meet people 0:14:26.600 --> 0:14:30.950 and collaborate, like really collaborate, the best question you can 0:14:30.950 --> 0:14:32.960 be asking yourself is what's in it for them? How 0:14:32.960 --> 0:14:35.540 do I make it so interesting for them? How do 0:14:35.540 --> 0:14:39.900 I make them look good? How do I just really 0:14:40.710 --> 0:14:44.729 highlight them and make them look successful and make them 0:14:44.730 --> 0:14:47.760 look bigger than they are? Because I'm advocating for them? 0:14:47.760 --> 0:14:53.160 There is nothing like the power of somebody else saying 0:14:53.160 --> 0:14:57.900 things about your business, you, your brand in a way 0:14:57.900 --> 0:14:59.160 that makes it so that you don't even have to 0:14:59.190 --> 0:15:04.500 say it. That actually is the power of a real brand. 0:15:04.530 --> 0:15:09.030 Like a hold on. I've got to finish this. There 0:15:09.030 --> 0:15:14.400 we go. That's the power of like, a, a powerhouse brand. So. 0:15:16.590 --> 0:15:19.980 That's how I become a luxury affiliate. I would be promoting. 0:15:19.980 --> 0:15:23.820 I'd be very targeted as to which brands I want 0:15:23.820 --> 0:15:26.970 to be a luxury affiliate for, because Prada's aesthetic is 0:15:26.970 --> 0:15:30.690 different than Brunello Cucinelli aesthetic, which is different than the 0:15:30.690 --> 0:15:36.630 Hermes aesthetic. So you pick which part of luxury. You're 0:15:36.630 --> 0:15:40.380 looking to be represented by become an affiliate for. And 0:15:40.380 --> 0:15:44.970 then how do you ingratiate them? Ingratiate, ingratiate, ingratiate. Make 0:15:44.970 --> 0:15:51.270 them look good. Create content and offerings in your social 0:15:51.270 --> 0:15:56.070 profile that really highlight the strength of that brand, and 0:15:56.070 --> 0:16:00.330 they'll be interested in using affiliate. How do you have 0:16:00.330 --> 0:16:03.870 energy of two people? Ask this how do you navigate 0:16:03.870 --> 0:16:06.030 when you don't feel the energy to do your tasks? 0:16:06.510 --> 0:16:09.360 I just do it anyway. I remind myself that people 0:16:09.360 --> 0:16:12.360 are counting on me. Even if people aren't counting on me, 0:16:12.390 --> 0:16:15.210 I'm like, wait, I'm counting on me. I don't want 0:16:15.240 --> 0:16:17.700 to be the person that doesn't do what I say 0:16:17.730 --> 0:16:21.390 I'm going to do. I remind myself of our core values. Oh, shoot. 0:16:21.390 --> 0:16:24.750 If if we say that we're disciplined here, that's the 0:16:24.750 --> 0:16:28.140 fallacy with core values. People think core values are like the, like, 0:16:28.170 --> 0:16:33.060 easy things for the founders. No they're not. Where's how 0:16:33.060 --> 0:16:36.580 they choose to continue to show up. It is not 0:16:36.580 --> 0:16:40.180 easy being disciplined. I loathe doing the things that I 0:16:40.180 --> 0:16:42.910 say I'm going to do. I would much rather not 0:16:42.910 --> 0:16:46.150 do what we're about to do today and sit here, 0:16:46.180 --> 0:16:49.300 clean my closet. Oh, I could come up with a 0:16:49.300 --> 0:16:51.610 thousand things I'd rather be doing than what I'm about 0:16:51.610 --> 0:16:54.160 to do today. But I'm doing what I'm going to 0:16:54.160 --> 0:16:56.380 do because I know that it's the right thing in 0:16:56.380 --> 0:16:59.890 a business. I don't feel like it. I don't want to. 0:16:59.920 --> 0:17:05.080 So if I don't feel the energy, I just do 0:17:05.080 --> 0:17:08.500 it anyway. And I make up stories that I tell 0:17:08.500 --> 0:17:11.770 myself about why it matters. Because you just have to 0:17:11.800 --> 0:17:15.399 make your life be important. If you don't think your 0:17:15.400 --> 0:17:17.080 life is important, no one's going to think your life 0:17:17.109 --> 0:17:22.149 is important for you. So I'm going to make it important. Hey, 0:17:22.180 --> 0:17:24.189 who's who's going to be really let down? If I 0:17:24.190 --> 0:17:29.439 don't do this, who's going to who's going to be 0:17:29.440 --> 0:17:36.140 negatively impacted if I don't do this, what's going to get? Stopped. Or, uh, 0:17:36.140 --> 0:17:38.930 who would believe in me less if I didn't do this? Like, 0:17:38.960 --> 0:17:40.640 I just pulled these different levers that I know work 0:17:40.640 --> 0:17:44.450 for myself. One of them would be imagining that somebody 0:17:44.450 --> 0:17:48.260 that I really respect is in the room with me. Like, okay, 0:17:48.260 --> 0:17:50.750 if Elon Musk was in the room with me, would 0:17:50.750 --> 0:17:52.940 I be talking about how I don't have energy? No, 0:17:52.970 --> 0:17:56.869 we freaking lame. That'd be ridiculous. So therefore, if I 0:17:56.900 --> 0:17:58.970 thought about Elon Musk being there, how would I show 0:17:58.970 --> 0:18:01.280 up differently if Elon Musk was there? Okay, great. I 0:18:01.310 --> 0:18:03.320 now know what I'd show up like, so I'm just 0:18:03.320 --> 0:18:07.760 going to act like he's there. I also imagine writing 0:18:07.760 --> 0:18:11.450 a book one day and writing two books, but I 0:18:11.480 --> 0:18:14.750 imagine if I'm going through like a really challenging time 0:18:14.750 --> 0:18:17.689 where I don't want to act the way that I 0:18:17.690 --> 0:18:21.020 should act, or I'd rather just like, hide or retreat or. 0:18:23.420 --> 0:18:26.720 Watch television and just, like, escape from whatever it is 0:18:26.720 --> 0:18:30.919 that I'm trying to not do. Uh, I imagine I'm 0:18:30.920 --> 0:18:33.570 writing a book one day and I'm like, and then 0:18:33.570 --> 0:18:36.929 this person was attacking me and they said all of 0:18:36.930 --> 0:18:39.840 these things, and none of them were true. And so 0:18:39.840 --> 0:18:44.670 I decided to watch Netflix. Like, that is a shit book. 0:18:44.700 --> 0:18:50.610 That's a terrible book. I cried. I ate starbursts and 0:18:50.609 --> 0:18:53.550 went to town on Selling Sunset. No one wants to 0:18:53.550 --> 0:18:56.970 read that book. That book versus I got back to work. 0:18:56.970 --> 0:19:00.330 I still showed up for my team. I didn't attack 0:19:00.359 --> 0:19:05.459 those people. I had integrity, I was honest, I didn't 0:19:05.460 --> 0:19:07.380 go the low route like, I want to be able 0:19:07.380 --> 0:19:09.869 to tell that story. And so I use these different 0:19:09.869 --> 0:19:15.149 levers to make my self do whatever it is I 0:19:15.150 --> 0:19:18.960 should be doing, despite not feeling like I want to 0:19:18.960 --> 0:19:22.500 do that thing. Have you ever struggled with social anxiety? 0:19:22.530 --> 0:19:28.139 If so, what things did you do to overcome it? Um. 0:19:32.470 --> 0:19:38.860 I think I have struggled with social anxiety, and I 0:19:38.859 --> 0:19:41.979 struggled with it because I wasn't confident in myself in 0:19:41.980 --> 0:19:47.590 what I brought to the table. So. I remember I 0:19:47.590 --> 0:19:51.760 used to get really nervous to go out to dinner with, like, 0:19:51.760 --> 0:19:56.050 business people in my early 20s because I didn't want 0:19:56.080 --> 0:20:00.609 to say anything stupid. But I also didn't want to 0:20:00.609 --> 0:20:08.170 sit there and not say anything for four hours. So. 0:20:10.570 --> 0:20:14.020 I honestly would like I don't know that in the moment. 0:20:14.020 --> 0:20:18.070 I handled things super well. I don't know what strategies 0:20:18.070 --> 0:20:20.440 I would have. That's actually a really good question. I've never, 0:20:20.440 --> 0:20:23.470 ever thought about this before. How would I have to 0:20:23.500 --> 0:20:27.820 handle social anxiety? I tried to just stay as present 0:20:27.820 --> 0:20:31.639 as possible and realize that no one is looking at me. 0:20:31.640 --> 0:20:35.390 Nobody cares. Everybody is in their own head. So, like, 0:20:35.420 --> 0:20:38.240 what am I worth? Like, really that worried about? That's 0:20:38.240 --> 0:20:39.920 how it would make me feel better in the moment 0:20:39.950 --> 0:20:42.950 of just remembering that people are super self-centered and no 0:20:42.950 --> 0:20:45.050 one actually is going to remember that I was in 0:20:45.050 --> 0:20:50.510 this room. Um, and then for me, I would actually 0:20:50.869 --> 0:20:55.760 the most successful thing that I do from a mindset standpoint, 0:20:55.760 --> 0:20:59.720 especially in social situations like that, there we go. The 0:20:59.720 --> 0:21:05.629 most successful thing that I do is I harness how 0:21:05.630 --> 0:21:08.600 uncomfortable I am in that moment. Like, I really am, 0:21:08.600 --> 0:21:12.560 like I feel the discomfort that I have. And that 0:21:12.560 --> 0:21:17.810 is so motivating and useful to me the next day 0:21:17.810 --> 0:21:21.440 when I don't want to wake up early, to go 0:21:21.470 --> 0:21:23.389 work on a project, or to go work out, or 0:21:23.390 --> 0:21:25.190 to do whatever, the thing is that I don't feel 0:21:25.190 --> 0:21:31.010 good about myself. And I just, like, remind myself of, like, 0:21:31.040 --> 0:21:32.600 what is it going to be like in a year 0:21:32.600 --> 0:21:34.730 from now when you show up to that same dinner 0:21:34.730 --> 0:21:37.070 or you meet those people again, or you have that 0:21:37.280 --> 0:21:41.960 conference and it's the 2025 version of it, and you're 0:21:41.960 --> 0:21:44.750 different and you feel confident and you show up in 0:21:44.780 --> 0:21:46.550 that room, you're like, this is what I've created. This 0:21:46.550 --> 0:21:49.070 is who I am. This is what I do. Maybe 0:21:49.070 --> 0:21:51.500 you're a bad public speaker. For me, that was something 0:21:51.500 --> 0:21:54.470 I would get a lot of anxiety around the public speaking. 0:21:54.470 --> 0:21:57.710 So I would use like the discomfort that I had 0:21:57.740 --> 0:22:00.050 instead of shying away from it to really think about, okay, 0:22:00.080 --> 0:22:03.800 how am I going to get better at public speaking 0:22:03.800 --> 0:22:06.830 so that next time I don't have the same nervousness? 0:22:07.430 --> 0:22:09.500 We're going to try to do lashes today, guys. I 0:22:09.500 --> 0:22:16.190 just don't know if I'm feeling it. Uh, so in 0:22:16.190 --> 0:22:18.080 the moment, you know, it's not like you can make 0:22:18.080 --> 0:22:23.030 yourself super impressive as soon as you feel social anxiety. 0:22:23.030 --> 0:22:26.100 But for me, my social anxiety actually came from not 0:22:26.100 --> 0:22:31.139 being very impressive and knowing that I wasn't very impressive. 0:22:31.170 --> 0:22:36.720 And so I used it to encourage myself, motivate myself, 0:22:37.410 --> 0:22:39.959 and really ask myself deeper questions about why do I 0:22:39.960 --> 0:22:42.570 feel this? And social anxiety. Do you think, like Ariana 0:22:42.600 --> 0:22:44.760 Grande when she shows up to her room feels social anxiety? 0:22:44.790 --> 0:22:47.910 Probably not. She's freaking Ariana Grande. She spent her whole 0:22:47.910 --> 0:22:52.080 career doing really cool shit that she's known for. Taylor 0:22:52.080 --> 0:22:54.510 Swift probably doesn't feel so social. Anxiety. Why? She's Taylor 0:22:54.510 --> 0:23:00.179 freakin Swift. So how do you become Chelsea Wilson? It's like, oh, 0:23:00.210 --> 0:23:05.820 this woman has created all of this amazing impact and 0:23:05.820 --> 0:23:10.230 the real estate space. And I think that, at least 0:23:10.230 --> 0:23:13.110 for me, is what actually created the social anxiety was 0:23:13.109 --> 0:23:19.080 not having not feeling like I'm Natalie freaking Dawson. Whereas today. 0:23:21.300 --> 0:23:24.070 I don't again, I just don't struggle with it as much. 0:23:31.780 --> 0:23:35.620 As they don't need it, I feel like I glued 0:23:35.619 --> 0:23:39.820 it onto my eyelashes though, instead of my actual frickin lid. 0:23:41.260 --> 0:23:45.100 Your advice has helped me out. Thank you. Keep going. Keep. 0:23:45.100 --> 0:23:50.020 Keep doing it. Keep implementing. I am a palm reader. 0:23:50.350 --> 0:23:52.870 Don't really believe in that, to be honest with you. 0:23:54.100 --> 0:23:56.320 It's not my thing. Oh, there's a fake Natalie Dawson 0:23:56.350 --> 0:24:02.050 on here. Listen, fake Natalie Dawson, Natalie Dawson, 736. Hope 0:24:02.050 --> 0:24:06.910 you're still on here right now. Disgusting. You are disgusting. 0:24:06.910 --> 0:24:10.869 You need to stop. Stop scamming people. Stop being an 0:24:10.869 --> 0:24:13.570 unethical person in this world. You do not need to 0:24:13.600 --> 0:24:17.500 drag my reputation in the mud because you're trying to 0:24:17.500 --> 0:24:19.300 make a buck. There are so many other ways for 0:24:19.300 --> 0:24:21.520 you to make money, so you should be disgusted with 0:24:21.520 --> 0:24:24.980 yourself right now. You should stop it. It's ridiculous. It's gross. 0:24:25.010 --> 0:24:27.590 You do not have to make money like this and 0:24:27.590 --> 0:24:30.650 go do something that actually allows you to feel good 0:24:30.650 --> 0:24:34.010 about the work that you're putting in. Like go find 0:24:34.010 --> 0:24:39.679 any other career than scamming people. It's gross. Stop. You 0:24:39.680 --> 0:24:41.900 don't have to be gross forever. I bet you have 0:24:41.900 --> 0:24:44.570 a lot of social anxiety. People who do unethical shit 0:24:45.440 --> 0:24:49.610 have social anxiety. Don't be unethical. Guys, this is like 0:24:49.640 --> 0:24:52.220 freaking life lesson when you feel like shit about yourself 0:24:52.220 --> 0:24:55.520 because you are unethical and you're scamming people, or you're 0:24:55.520 --> 0:24:57.830 telling somebody that you do something that you don't actually do. 0:24:57.859 --> 0:25:02.060 Whatever level of unethical like whoever is pretending to be 0:25:02.090 --> 0:25:04.820 me on Instagram is scamming people for forex. Like pretty 0:25:04.850 --> 0:25:08.120 freaking unethical. But whatever your version of unethical is, maybe 0:25:08.119 --> 0:25:10.280 you tell people that in your business you do something, 0:25:10.280 --> 0:25:12.950 you're a personal trainer, and you say that you should 0:25:12.980 --> 0:25:16.550 be walking 10,000 steps a day and you haven't walked 0:25:16.550 --> 0:25:20.820 for two years. I don't know, whatever your version of 0:25:20.820 --> 0:25:27.449 ethics being unethical is. That's why you retreat from people. 0:25:28.230 --> 0:25:33.750 That's why that's. That's why you have this, like, nervousness. 0:25:33.780 --> 0:25:36.570 It's not actually because you're a bad person. It's because 0:25:36.570 --> 0:25:38.879 you're doing something that's not ethical and you actually are 0:25:38.910 --> 0:25:41.369 a good person. So you retreat and you want to 0:25:41.369 --> 0:25:43.980 protect other people. So just like, cut the shit. Stop 0:25:43.980 --> 0:25:49.260 doing that stuff. Natalie Dawson 764. It's ridiculous just to 0:25:49.290 --> 0:25:51.239 go do something else. Go make money in a different way. Oh, 0:25:51.270 --> 0:25:54.030 I think a filter just came on. We don't know 0:25:54.030 --> 0:26:00.150 how I did that. No clue how I did that. Natalie, 0:26:00.150 --> 0:26:03.149 what do you suggest you do when people wish to 0:26:03.180 --> 0:26:11.760 improve their self-image? What helped you, uh, to improve your self-image? 0:26:11.760 --> 0:26:18.180 I would highly recommend that you start working out. That's 0:26:18.210 --> 0:26:24.550 honestly what helped me. I had to confront why I 0:26:24.550 --> 0:26:27.340 was uncomfortable speaking on stage. And it was because I 0:26:27.340 --> 0:26:31.240 didn't feel comfortable in my body. I gained like £15 0:26:31.240 --> 0:26:34.510 and I really was like, clothes. Oh gosh, I hate 0:26:34.510 --> 0:26:37.420 this filter. There we go. Um. 0:26:39.340 --> 0:26:40.419 Uh, I. 0:26:40.420 --> 0:26:42.310 Didn't like the way that clothes fit on me. This 0:26:42.310 --> 0:26:44.080 was like 6 or 7 years ago, and I'd never 0:26:44.080 --> 0:26:49.000 really worked out consistently in my life. I was always, like, thin. 0:26:49.000 --> 0:26:52.240 I was never, like, overweight, but I was just not 0:26:52.270 --> 0:26:55.330 like I didn't have any muscle on me. So to 0:26:55.359 --> 0:27:00.700 improve my self-confidence, I got in the gym and I 0:27:00.730 --> 0:27:11.470 kept promises to myself. So that is the first step. 0:27:11.500 --> 0:27:15.250 Like whatever, you don't feel good about yourself, fix that thing. 0:27:15.280 --> 0:27:17.920 Start with one thing I didn't start with fixing every 0:27:17.920 --> 0:27:22.119 single thing at once. I started by fixing one thing, 0:27:22.119 --> 0:27:24.220 and then I was like, oh, I can trust myself. 0:27:24.220 --> 0:27:26.830 And then I started fixing another thing. And all of 0:27:26.830 --> 0:27:28.900 a sudden, when you realize that you do all these 0:27:28.900 --> 0:27:31.450 things that you don't like, but that you can actually 0:27:31.450 --> 0:27:33.609 fix all of these things that you don't like, you 0:27:33.609 --> 0:27:38.080 feel so much more. You just feel better about yourself. 0:27:38.440 --> 0:27:42.760 You feel like you can change and you can do 0:27:42.790 --> 0:27:48.550 life differently. All because. You look to something that you 0:27:48.550 --> 0:27:50.590 didn't like and you're like, ah, I don't like that. 0:27:50.590 --> 0:27:52.240 I don't like how I talk to that person. I 0:27:52.240 --> 0:27:55.060 don't like how I feel when I am around those people. 0:27:55.090 --> 0:27:57.070 I don't like that I am not able to stick 0:27:57.070 --> 0:27:59.709 up for people and I just talk shit, even though 0:27:59.710 --> 0:28:01.359 I really like those people. Like, whatever it is in 0:28:01.359 --> 0:28:02.830 your life that you don't feel good about, as soon 0:28:02.830 --> 0:28:05.320 as you start to realize that you can change those things, 0:28:05.830 --> 0:28:08.409 then you just. For me, I just feel like I've 0:28:08.410 --> 0:28:09.940 been on this quest to change all of these things 0:28:09.940 --> 0:28:11.859 that I don't like about myself or my character or 0:28:11.859 --> 0:28:16.969 my integrity. And it's been a six year process. Just 0:28:16.970 --> 0:28:21.350 looking at things, understanding that I don't like certain things. Okay, 0:28:21.380 --> 0:28:24.590 now I'm going to fix those things. And then all 0:28:24.590 --> 0:28:27.710 of a sudden your self-image is like, wow, I'm a 0:28:27.710 --> 0:28:30.440 I'm an ethical person. People should trust me. People should 0:28:30.440 --> 0:28:33.439 listen to me because I do the right thing. I 0:28:33.440 --> 0:28:35.510 don't hurt people. I actually help people. I make the 0:28:35.510 --> 0:28:41.840 right decisions. I don't lie to people. I have to 0:28:41.870 --> 0:28:45.920 have hard conversations with myself than I do things that 0:28:45.920 --> 0:28:51.950 make me feel really uncomfortable. All right, party people, I 0:28:51.950 --> 0:28:56.330 gotta run. It is quarterly team meeting or annual planning day.