Welcome to episode #106 of Explode Your Expert Biz Show, brought to you by https://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
This is a solo episode which is a recording of our live show we run every Tuesday at 7pm on my business Facebook page Simone Vincenzi where I share my point of view from the conversation I have during the interviews with my guests.
In this episode I talk about
- How we are scaling GTeX past 6 figures
- The 3 mindset shift you must make in order to scale
- What to outsource in your business and in what order for explosive growth
Tool Of The Day: Inshot (Video Editing App)
Episode #105: Sales Won’t Save Your Business With Super Joe Pardo > https://gtex.org.uk/episode-105/
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Hello ladies and gentlemen. And welcome to another episode of Explode Your Expert Business Show.
Today is my solo episode of the Tuesday evening.
We are live on our Facebook page, Simone Vincenzi.
And I’m really excited about today’s episode because I’m going to share how to scale past the six figures when you’re running an expert business.
When you’re running a business which depends on you image, depends on yourself, depends on your expertise.
So how do you scale it out? How do you make the business bigger than yourself?
Thank you very much for everyone who is joining live.
Thank you, Danial for coming here. Yes, this room looks familiar absolutely.
You been here. If you haven’t shared this episode, if you haven’t shared here right now, make sure you share it and you subscribe to our podcast because this episode is going to be mind blowing.
I’m going to share with you what we are doing behind the scene to grow the business, to scale the business, to scale gedics.
This is what I’m going to share with you today.
What we are doing behind the scene.
What is it that we are working on.
What are the things that work.
What are the things that also you need to be aware of but when you are scaling beyond the six figures, when you’re already earning a good, consistent income.
You’ve been on six figures for a couple of years, and now is the time to take the next step.
To go to the next level of the six figures.
And you need to do different things. It’s a different level of mindset.
It’s a different level of business that you’re running.
And the problem is that a lot of people, they are running the business as they are running in their early five figures and when they scaled up to the six figures.
Which means the jobs worth more, and I fell into that trap.
Unfortunately, I fell into the trap and it didn’t work. So now we’re doing something completely different.
Thank you very much, Daniel, and thank you very much, Ana for joining as well.
Any question that you have about scalability, then let me know.
Any question that you have right now that you’re watching live about how to scale it, how to grow it, then let me know.
Because I’m really happy to share.
Also, anything that you are working on as part of the show. So without further adieu, let’s get started, right.
What are we waiting for.
There are a few things that you need to be aware of.
But there are two changes that you need to make to scale past the six figure mark, and to scale beyond the six figure mark.
One is the change of mindset and the other one is the tactical change.
We’re going to work in both, mindset and tactical.
Let’s start from the mindset one because you can have the best tactics, but if your mindset doesn’t change, then all the best tactics are, let’s say, completely useless.
I got to say. So let’s start from the tactical part, let’s start from the mindset part, which is the most important.
Now, the first mindset shift that you need to have, is the fact that you cannot do everything on your own. Yes, yes, I know you’re telling me right now.
Oh, Simone, I’ve heard this before and all the people are telling me you cannot do it on your own. And this is not new information.
But I’m not here to give you new information. I’m here just to give you a kick in, kick up in the ass and get it done.
And making sure that actually you stop doing things on your own.
Because the more things you are doing by yourself, the slower your growth.
This is really important. The more things you do by yourself, the slower your growth.
There’s a myth that if you do everything by yourself, you can grow really fast.
But then you are to a point where you are actually, you’re slowing, you’re the one slowing yourself down. This is the problem.
This is the problem that you can see you are the one which is slowing yourself down.
And you can’t keep working this way.
Because you need other people that are there to support you.
That are there to help you out. That are there to work with you and for you.
To make sure you reach your vision.
To make sure that you are focusing only the things that you are great at.
On the things you are incredibly awesome at.
And that’s the crucial part. That’s the crucial part that you need to be aware of.
Now the other thing that you need to be aware of, once you also go away and start thinking about not doing everything by yourself,.
The other mindset shift is that you need to slow down to speed up.
Now you’re up to a point where when you are working by yourself, it’s easy to get to go fast.
But then when you’re hiring other people, you need to have a focus on systems and processes.
And the creation of systems and processes.
And the review of systems and processes is that: One, expensive. Two, timely. Time consuming.
Because you will need to spend resources and you will need to spend time in order to create those things, that those processes, those systems that are crucial.
Now, we talk a lot of systems in episode number one of five. We did an interview with super Joe Pardo.
That’s what inspired me to create this show today, talking about scalability and the things we do behind the scene.
And that for me was, and in particular the shift of not doing everything by myself, and the other shift of slowing down to speed up.
They were two very difficult shifts that I had to make, and it wasn’t easy to embrace them.
It wasn’t easy at all.
It wasn’t easy at all. And the reason why it wasn’t easy, it is because I had this huge thing about doing everything myself.
And in particular, I was conditioned to work for so long by myself, that because I was working for so long by myself, then I lost contact of the fact that working with a team.
What does it really take to work in a team.
And that was a problem.
That was a big problem that I had to face.
That was a big problem that I had to solve.
Now, once you have these two mindset shifts, then you need to go a third mindset shift.
And the third mindset shift, the first one is, don’t do everything by yourself.
The second one is slow down to speed up.
And the third mindset shift is to constantly review.
This is something that a lot of people may already be aware of, but the more the company grows, the more the mistakes will cost you.
Now in the beginning, you’re running a small company. And then a small mistake, costs you 10 pounds or you have nothing to lose.
But then when you are to a certain point, then you can literally lose 100,000 pounds like this.
Becomes easy. So you need to constantly review what’s working. You need to constantly review what’s not working.
What to do more of. And you need to be even more focus.
Because now your time, which is spent on creating processes and systems, of all the things you have been doing yourself, then it’s taking away from the time of the growth of the company.
So if you focus even on too many projects during that period, then you are going to completely go off track or you’re going to become insane. In fact, I went on that road.
And let me tell you, it wasn’t a good time It wasn’t a good time at all. Ana, for example, is saying, I agree constantly viewing what’s working and what’s not. Absolutely.
Thank you very much, Ana. I appreciate it.
And thank you also, Michael for joining.
Any questions that you have about scalability, please put them in. And I’m going to answer your questions.
So these other three major mindset shifts that you need to have.
Now once you have these three main mindset shift, then we are talking about tactics.
Now we are talking about things that you can do to grow.
Now, you want to start thinking first about what are the things that you want to outsource.
And I did an incredible exercise with our mentor at the time, when we hired him, which is Rick James.
And he got us to do an exercise that I’ve heard many times but I’ve never done it properly.
I never sat down and done it properly or took it seriously. And now this is something that we teach to all our clients for the impact that it has.
Which is to divide your activities into 10 pounds activities, 100 pounds activities, and 1,000 pounds activities.
Which means, the 10 pounds activities are the activities that will cost you 10 pounds to outsource.
The 100 pounds activities are the activities that will cost you 100 pound an hour to outsource. Which means that a higher level of skill is required.
And then 1,000 pound activities are the one that actually only you should do.
That stays in your zone of genius.
That no one could do instead of you. So these are the things that different activities. So first of all, you want to outsource all the 10 pounds an hour activities.
And by the time you reach the six figure, you should have already outsourced them.
So that’s even before you scaled past the six figures.
By the time you reach six figures, you should have already outsourced all the activities that will cost you 10 pounds an hour to outsource.
All the video editing. The audio editing.
The publishing of blog posts. Booking appointments. Reminding appointments.
All that things they need to be outsourced as soon as possible. These are the booking venues if you’re running events for speakers.
Sourcing venues and so on.
There are other things that you can pay 10 pounds an hour for someone to do it and they will do it very well.
And they will save you time for you to do more money income generating activity. So that’s what you should be focusing on.
Creating the income for the company, for the other things to be outsourced.
Now the other thing that needs to be outsourced, when we look at the 100 pounds an hour activity.
These are, these is your delivery.
Now, this is something that it was very difficult for me to let go of. Because of course, in an expert business, your clients come to you.
They connect with you. They want to know from you.
They want to buy from you, and they want you.
As their coach, their mentor, as their accountant, as their trainer, as their speaker, they want you. So now you on to actually going through the process of detaching your delivery.
Which means that, because the more time you spent selling, and generating money, more generating income, the more delivery you will have.
So there are two things that you need to outsource. One is to create a highly scalable programme, which means that a lot of your programmes instead of being one-to-one, they can be one-to-many.
And the one-to-one becomes really, really expensive.
So then it stops people to buy them. This is why one-to-one programme should be really, really expensive.
Because at a certain point, just for you, once you reach past the six figure already.
At the beginning, made them affordable so that people can join and you reached the six figure.
Then you increased the price, you substitute your one-to-one with a higher end group programme. And at the same time, you want to outsource also some of the one-to-one delivery.
And this is where you will find other coaches, that are great as you are.
That can delivery incredible value to their client, your client, to do the delivery for you.
Because I remember, for example in December, we had a cracking sales month.
All my God, it was so good.
We made a lot of money.
And unfortunately what happened in January, I spent all January delivering. So January, I didn’t even meet my personal sales target because I was so busy delivering all the sales that I made in January.
And they were all sales of one-to-one mentoring.
And then I said, no. Something here needs to change. So that’s why we have increased the price of the one-to-one. And then we hired leverage.
We brought coaches in and now business coaches in that we know that they could delivery the same value that I would deliver because we trained them. So they go through our courses.
They go through our information and then we test them so we know what their ability to deliver.
So there’s a training programme for them.
And it’s something crucial.
Because now what you’re doing, you’re creating almost like your army of people that can set your time free.
Now, they need to be very well trained.
They need to be very well delivered.
And remember, they are also very easy to find. Because it’s very easy in this market to find other experts that they know how to make money for themselves.
And literally, they will work for not much because that’s the only income that they will receive.
And on the other side, so you give them free income because they will just deliver. So you take away the cost of marketing, sales, the cost of business.
You say, hey, here’s the client, deliver it.
And then you stay on top of how the delivery is going.
Now, the other thing is that because you are giving them cost associated to it, then the price goes down.
Now the price of sales goes up because you are spending so much time and effort to get the client, that client needs to pay well because it needs to repay all the effort that you have made to go and get the client.
But someone gives me a client like this and says, Simone, can you please deliver. I don’t have all my costs to marketing and sales associated to it.
Or operations associated to it So then I can reduce my price and the same thing will do.
And in particular, the interesting thing is there are so many people that are incredibly skilled, but they like their ability to generate income.
And this is the point.
They are incredibly skilled and like the ability to generate income.
And these are the people that you want to have on your team.
Because you want to have someone who is incredible skilled, and want someone that is incredibly loyal to you.
Because then you giving them the work, and then they deliver incredible service to your client.
And becomes a win-win on every single part.
So having outsourcing your delivery is one of the things that I would recommend is one of the first things to do.
But now it need to be outsourced well.
Don’t just give them to someone else that you have no clue of.
Something that your are doing, all the people that are going through our business course, we take the best, and then they become our business coaches.
But they’ve been through our business courses first.
They’ve done some mentoring with us.
We have trained them. We have observed them.
And then we let them go.
But there is a process for it.
So this is something that I want you to think about in terms of scaling your business pass the six figures.
The other thing that is really important when you are looking at scaling pass the six figures and going through the second or third level of six figures, and then scaling to seven.
Then it’s about partnerships. And that’s something that I personally not going to talk much about.
The reason why is because I’m not great a building partnerships.
I great at building friendships but never focused much on partnerships.
So I know the theory beyond partnership, but I wouldn’t be comfortable to say, I can teach you how to create effective partnerships because I’ve not done many of them.
And I’ve done few, but also it’s not been a huge focus. Nothing that I cannot, I cannot prove consistent results on it.
So that’s why I’m saying this is something you should focus on. I’m focusing on it right now.
When I’m going to have some results and great results, then I’m going to share it with you.
That’s how I work. That’s my policy. I got to walk my talk That’s it.
And then, the other thing that is really important, when you are talking about tactics for scalability, you want to master selling one-to-many. Now at the beginning, you want to master selling one-to-one. Why?
Because selling one-to-many is more difficult than selling one-to-one.
And if you don’t know how to sell one-to-one, and to generate clients in conversations, very difficult to going to generate clients from a webinar or seminar.
Because the economics are different.
First of all, you need to know how to sell on steroids So first of all, if you never haven’t yet reached the six figure market yet, focus on selling one-to-one and becoming great at selling one-to-one.
Once you reach the six figure mark as well or at least 50K, then focus on selling from the stage. Focus on selling one-to-many using webinars and using seminars.
And they are awesome tools to convert and having incredible days like making 100,000 pounds in a day, that doesn’t become that difficult.
When close, very close to making 100,000 pounds in a single day with 15 people in the room very recently. So, it’s very simple once you know how to do it.
But then it’s something you really need to put your focus on, you really need to put your attention on.
Because that’s how you’re going to get a consistence flow of clients.
That’s how you get a consistent flow of income every single time.
Because once you know that every single time you run a seminar or webinar, no matter how many people there are, then some people are going to buy once you have their confidence literally, there’s nothing that can stop you.
What do you do?
You do more of it.
And then the other part is to have a huge focus on operation.
Huge focus on operation.
Making sure that your business becomes simple and the backhand part is outsource.
That you have someone that can be in operation of director.
That is brilliant and knowing all the different systems that you’re on, and can run them for you.
And for you to design great processes that are able to, where you are able to leverage your time and your team’s time as well.
For example, something that I do now is to create content. It’s a mainly video because I hate writing.
Now, I’m going to start writing again and get into the habit of writing a long blog post a month, that I’m going to personally write.
But most of the time, I’m going to have a copywriter that listens to my videos or my podcasts and is going to write a blog post.
So that’s a great way to leverage my time.
I create reading content, but doing what I love the most.
Which is speaking on camera and creating video content.
Or audio content like the podcast.
So it’s a great way to leverage your time.
On top of that, what I’m now starting doing is also download and get all the transcriptions, a five transcribed file of all my podcasts.
Which then creates a reading content to boost my ranking up on google.
So that’s something that I’m going to do.
And this comes on the form during the podcast.
So really, all my content will come from my podcasts and my videos.
And not much else. Why?
Because otherwise can be very time consuming creating content all the time.
And what happens that a lot of people, they get sucked up in this create content, create content, create content, create content.
But they don’t give them enough time to sell.
I rather, my recommendation now is create less content, optimise it better so it feels like you’re everywhere.
There’s a great guy that I think you should follow which is called, Scott Alford.
And he talks about being on the present in your niche.
Being everywhere. Being on not just one social media platform, but being on many social media platforms and being top of mind consistently.
And I think it’s a great advice.
Even before learning from him, it’s something that I was doing.
Now, he’s doing it to an all new level. So it’s something that, someone that I recommend you to learn from.
And it’s some one whose very fair.
Like someone who really walks his talk.
That’s why I’m recommending him.
So I’m putting the link in here in the episode, in the show notes. His name is called Scott Alford.
Then another thing that you want to do once you’re talking about, once you’re optimising your, once you’re optimising your content creation ways and your off content creation methods.
Then another thing that is important, which is crucial, is to make sure that your programmes and your offers are optimised for scale.
So what does it mean?
It means that you need your core programme, your core offer, the things that people buy, they need, they buy from you these programmes, they need to be scalable.
And we talked already about that briefly before. When teams are creating a highly leverage group programme.
Where you can mentor, coach, teach multiple people at the same time.
In this way, you will be able to be in control of your time. And schedule time that you’re going to teach.
So then you will not being, you will not react consistently to those people that they want the coaching one-to-one from you. And then making a coaching one-to-one a premium.
Now do that after you reach the six figures.
Because otherwise you do that too soon, then you will struggle to get clients.
But once you have a nice following, once you have a good mailing list, and then you have some people following you, that becomes easier to get people on a group programme and to get people into support people in that way.
This making sense?
I hope that making sense.
We have Michael that says, finding a decent operation director is hard. Absolutely.
Finding great people is not easy.
But the thing that also becomes, is up to the way you look at things. I believe that we attract what we want and what we put out.
So if we think it’s hard, it’s going to become hard.
If we have a good process and we believe it’s going to be easy, then we open the doors to attract the right person for us.
So fortunately in the people I was able to attract so far in my team, I’m incredibly happy.
Now, people are people.
So we have all of our strengths and weaknesses.
But then I think that if you are open and you are clear about the kind of person that you want to attract and you focus on that.
Then that person will come.
Because first of all, you will know if it’s the right person even before you hire that person.
And I think that’s where the scrutiny and interview process then that comes in very handy.
Which now leads to talking about interview processes.
And talking about how do you hire people. How do you find the right people.
How many people should you have in your team.
What kind of categories of teams do you need to have.
Well let’s talk about different kind of people now that you need to have in your team.
Now, I’m loving this episode, guys.
I think I’m dropping so many value bombs here that a lot of people get only on paid programmes that would cost thousands.
I’m sure you can agree with that.
If you like it, please leave a review right now on our podcast.
You know how much it means to me and you know how much that can help watching live, please share it.
It helps a lot to spread the word.
That’s the gift you can give me.
Spread the word, thank you.
So now let’s talk about different people that you can have on your team.
Well, first of all, the first kind of person that you need to have on your team is a virtual assistant.
Now every business on earth should have a personal assistant or could be a virtual assistant.
It can be in person or virtual. I prefer a virtual and outsource it to the Philippines.
My virtual assistance name is Weng, and she is awesome.
I would be lost without her I always tell her I would be lost without her.
She manages my life. She manages my calendar. She makes sure that I get things done when I say that I’m going to get things done.
She makes sure that I stay on top of my commitments. And on top of that, she also run many of the operations of Gtex.
Because that’s what she’s there for. Managing my calendar. Managing my life. And running Gtex operations, which means building funnels and now building landing pages.
Making sure that podcasts are updated. That podcasts are edited. All this work that you’re seeing doing, the videos are edited as well. All this work that you’re seeing doing is done by Weng.
She is an incredible team member, and is based in the Philippines.
We’ve never met in person, unfortunately not yet.
But we’ve been working together now I think for three years. Three, four years.
And it’s been incredible. Incredible team member. So virtual assistant is someone that you want have.
Then someone that you want to have is a great accountant.
And let me pause there. It’s a great accountant.
Now, yes, you can do your, the account yourself. Yes, you can have friends and family to do your account.
Yes, you can do, you can have other bookkeepers that can do smaller tasks.
But ultimately you don’t want to waste money in taxes.
Because you worked really hard for that money. So why wasting it.
So you want someone that can help you run your business in a tax efficient way.
You want someone that is able to keep your accountable so you don’t get fined and that can file your tax return when it needs to be filed well in advance so then you’re not stressing less minute.
That’s helping you keep everything up to date.
Because otherwise all times you are wasting.
And something that is so, something that is really important is to have a really great accountant.
Because you don’t want to mess up with the tax man That’s the truth.
Rather pay a little bit more.
Unless you are an accountant yourself and you know what you are doing, or you have this deep desire to learn accountancy.
And it’s something I’m actually learning at the moment.
In terms of bird’s eye view of business accounting.
Because it’s something that I want to be able to be in control of.
But at the end of the day, I’m not going to do it, right. So something you need to have a great accountant. Then another person that you need to have is someone to help you out with your marketing.
Now, it depends from the skills that you have. Look at yourself.
Are you great at marketing? Are you great at sales? What are you great at?
Because you want to outsource first the things that you’re not great at.
Once you outsource your accounting then you look at outsourcing, as well, your part of your marketing.
So don’t throw on the Facebook account yourself.
Unless you are a Facebook account expert or you want to become a Facebook account expert.
Or you want to completely master Facebook account.
But ideally, someone else is running them for you.
Then the other part that you want to outsource as well is your delivery.
Your delivery is something that I resisted to do it and to outsource it for quite a long time.
But then I gave up and I have to say, my clients are happier Which is a funny thing My clients are happier.
That the one I’ve outsourced because I have, there’s one person which is completely dedicated to help and support him.
I still have my one-to-one clients, don’t get me wrong.
And I still love working with them.
But I know as well, that is not sustainable as a scalable strategy.
So finding the right person actually will mean that someone can just be focus on taking care of your clients.
Making sure they get the results they want.
Making sure they are happy. Making sure they can be outsourced to as well.
If they, when it’s time for renewal and the reason of the programme they can enrol in.
So there’s all these things that is really crucial, or the product that needs to be sold, there’s something crucial that you can put in play.
And then you can start outsourcing your marketing and your sales as well. Now, outsourcing your sales I think is based on experience.
So this is my personal experience.
Again, don’t take it on your own.
My personal experience has been one of the most difficult things because I’m awesome at selling.
So because I’m so great at selling, then it is my main skill.
That’s what I’ve been, that’s what I’m great at. That’s what I teach.
That’s what I’m great at conversion. Someone talks to me, they buy it That’s what happens.
Someone talks to me, very likely, they buy it.
Or find a way to work together.
Great in negotiating. I’m always looking for a win-win.
And I don’t give up, up until we find a win-win.
That’s something that I grew into while running a business.
And finding someone with the same drive, determination, and skills at the same time and persistence was not the easiest thing.
Now, we found ourselves person whose doing an incredible job, which I’m incredibly happy right now. But it, I love to say, is that as skill as me yet.
No, he’s not. He’s doing an incredible job, absolutely.
He’s going to become as skilled as me with time, absolutely yes.
So now for me that was a problem because I was seeing something that I could improve, that something I could do better myself.
And I, letting it go. Giving it to someone else was very difficult.
Because then I was seeing all this money that could be potentially made that was getting lost during the learning process of the person that I hired.
And that was making my heart cry.
But then at the end of the day, if that was something that I wanted to outsource, I need someone that comes in to be able to fail to learn.
I didn’t learn to sell and be that great in days.
Not even months. It took me years.
So giving, letting go was very difficult. And every time the person was losing sales, it made my heart cry.
But I knew it was part of the process.
I knew that was something that he need to do, to go through, in order to become great.
And then we used every single opportunity as a coaching experience and a mentoring experience so he could become better.
And then he had an incredible month.
So this is something that you also want to be aware of.
In terms of outsourcing, when you’re outsourcing your sales.
Make sure it’s someone that can sell.
And if it’s someone that is not coming from sales background experience, remember they need to have a time to adjust to the way you want them to sell, to the products, to the service, to the client, the language, so there’s this huge learning curve.
And that’s why you want to have them for a period of time before you make a judgement.
But of course you can judge their work ethics from the get go. ‘Cause work ethic is not something that changes.
Result can change, results can vary, results can get there.
But the work ethic of someone, if he’s coming late, if coming on time, if he’s coming, really caring about the client, if he cares about the conversation that he has with people or not.
That’s something you can see immediately.
And then skills can always be learned.
So this is something that I wanted to share because that’s the process we are going through right now. We are massively growing or scaling the company, getting ready for the seven figures.
So then we can have, we are putting all the infrastructures in place. And it’s an exciting journey. It’s an incredibly exciting journey that I’m documenting with you. I want to share with you.
So then you can, if you are the same stage of business, then you can take inspiration from.
If you are a bit behind down the line and still haven’t made your first six figure yet, it’s something you can look forward to.
And if you’re already far ahead, and you’re already making seven, eight, nine figures, well done on you. Then you also can look back and see what can I do better.
Because I think that sometimes, we forget the things that really work in just to do some more fancier stuff.
And something, for example, can work to get people to say, something that we did incredibly well was selling one-to-one.
And I stop selling one-to-one for quite a long period of time.
And I stopped booking consultation, and then I said, but it worked so well, why am I not doing more of that.
Now, we have a better process right now.
Higher qualification process for the people we talk to.
Because I cannot spend time one-to-one with everyone for consultation.
But if they qualify, and they pass the pre-qualification process, absolutely.
So that’s something that it is the same process which has evolved for the stage of business we are in.
But it was something that was working incredibly well before and we stopped doing.
To do the more fancier stuff.
And that’s something that is a reminder of, what am I not doing right now, something that I release a quick video on this as well recently after our quarterly meeting, monthly meeting with our team.
And there are four questions that we ask ourselves. What did we do really good? What did we do really bad?
What are we doing that we an stop doing? And what are we doing that we have to do more of?
And by asking ourselves these four questions, gives us a fuller review of the company and what are the things we can focus on for the next quarter and for the next month.
Guys, times up.
Thank you very much for listening.
I hope you enjoyed this episode about scalability. It was inspired by a conversation with the one and only super Joe Pardo with episode one of five.
This is episode one of six.
And if you haven’t listened to episode one of five of the podcast, make sure you check it out and listen to episode one of five.
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