Embarking on a sales career or starting a business venture is much like committing to a long-term relationship. It presents a myriad of challenges, from the emotional toll of rejection to the discipline required to manage time.

J.A. Dava of Latreia Coaching and Consulting unwraps the layers of wisdom of how to sustain the passion for sales and thrive in the dynamic world of business.

Facing rejection is an integral aspect of sales that can weigh heavily on one's emotional well-being. Embracing rejection as a teacher rather than an impediment can significantly improve one's approach.

Success in sales and business, as Eric and J.A. Dava discuss, hinges on intentionality. It's about aligning one's aspirations with the tangible realities of the market.

Both Eric and J.A. Dava emphasize the sheer power of discipline, especially for new entrants in sales. A revealing tip from J.A. Dava is the '10 daily phone calls' rule, which promises to ramp up business by a significant 40%.

The concept of time management is an underpinning theme of the episode. The '8-8-8' rule – balancing work, play, and sleep – is emphasized as a disciplined foundation for a successful life.

A significant part of sales success is staying visible and accessible. Eric and J.A. Dava stress the importance of marketing oneself—whether it be through sharing exciting news like a marriage or by simply reaching out to the contacts on one's phone to update them about your business.

J.A. Dava, Co-founder, Sr. Coach & Consultant

• 30+ year veteran in real estate & mortgage
• Professional presenter, trainer & coach Rain-maker entrepreneur for 20+ years Influencer, leader & master networker
• Husband of 28 years & proud dad of 2 sons
• Avid marathoner, golfer & Harley-Davidson cruiser
• J.A. brings incredible insight to helping individuals achieve well-being in five areas of life. He is passionate about helping people live their very best life.

Memorable Moments

00:00 Focus on high aspirations in business growth.

06:19 Preparing for business, excitement and enthusiasm.

12:02 Accountability is crucial for personal and business success.

19:10 Focus on marketing and prospecting, not sales.

28:51 Turned intimidating task into approachable, creating scripts.

33:12 Simplify sales approach and measure success effectively.

46:56 Discipline yourself to focus on productivity.

48:06 Consistency in tasks, learn from losses too.

In each episode, Jeff and Eric will talk about what emotional intelligence, or understanding your emotions, can do for you in your daily and work life. For more information, contact Eric or Jeff at info@spiritofeq.com, or go to their website, Spirit of EQ.

You can follow The Spirit of EQ Podcast on Apple Podcasts, Android, or on your favorite podcast player.

New episodes are available on the 2nd and 4th Wednesdays every month!

Please review our podcast on iTunes. Click on the link for an easy, step-by-step tutorial.

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https://uppbeat.io/t/roo-walker/deeper

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Spirit of EQ

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This podcast was created to be a tool to primarily help you to discover and grow your EQ. Science and our own lived experiences confirm that the better we are at managing our emotions, the better we're going to be at making decisions. Which leads to a better life. And that's something we all want. We're glad that you've taken the time today to listen. We hope that something you hear will lead to a breakthrough. We'd really appreciate a review on your podcast platform. Please leave some comments about what you heard today, as well as follow and subscribe to the podcast. That way, you won't miss a single episode as we continue this journey.

Hello, everyone. Welcome to the Spirit of EQ Podcast. I'm Eric Pennington, and joining me today is J.A. Dava with Latreia Coaching and Consulting, of which I may have butchered that, J.A., but you can correct me. Welcome to the show.

Well, thank you, and you did not butcher it.

I got it right.

Latreia Coaching is correct. And most people say Latreia and

Well, you know, the the first time that I saw that, and and obviously, for our audience, J. A. And I have known each other for probably over 30 years, so there's some insight stuff happening while we're recording this episode. It's like, when you told me what the name of the company was Yes. I got a little, I got a little anxious. And the reason I got anxious is, like, how do I pronounce this?

Right.

Because I don't wanna butcher it. You know, it's kinda like when you meet somebody and they give you your name their name, and you're going, I'm never gonna get it right the next time.

But I did good. Well, you did really well because, we actually had I was on a separate show where the guest and the host absolutely said latrine.

So so I became a latrine cleaner. Well,

if that happens see, I would be quick to say, okay, we need to get something straightened. Right. It's not latrine. Right? That's exactly right. So one of the things, what I was so excited about having you on the show, and I know we talked about it offline, is this idea there's all this recommendation out there, about how to grow your business and how to, in in many respects, grow your sales, grow revenue, all that stuff and and and that's important. So it's it's not me saying that I think that it's not. However, one of the things, Jay, that has really kind of plagued me is, like, well, what what what about the people who really high aspirations? Maybe they got a new product, right? Or maybe they just got into a certain field and they're super excited. They've gone through the training.

They got their certification or whatever, and then Monday comes.

Yes.

And you know from the perspectives, 9 no's to get to 1 yes. You know, how many calls, how many times you need to send the email out over and over again. And some of that's based in science. And and in fact, I know we're gonna talk a little bit about that, but there's also that emotional toil.

Mhmm.

Right? Where or the emotional toll. Man, they've told me 9 times no. Not interested. I think I just wanna I think I'm gonna I'm gonna go for you know, I haven't been to that new Costco. Or you know what? I think they were gonna put that game on for for the EQ time. They're gonna do a repeat. I'm gonna watch that. Tomorrow's another day.

I'm just gonna try. And then they come back that next day, Jay, and it's they got 9 more noes. Maybe they got a yes. Right? Because that happens and that's a part of the process. So I wanna speak today to those folks who really wanna get it right. But maybe they don't they're not either familiar or they haven't they haven't stepped in that mundane morass. Right? That is inevitable. So can we start at, like, the basics? And I when I think of basics, I'm thinking, here comes my sports analogy, The blocking and tackling.

Sure. You know? So if you are that person that I East described, what would be something you would say, okay. These are the first 2 or 3 things you should really be thinking about doing or doing? And of course, correct me if you need to.

No. No correction needed, but you did lay out a loaded situation there, right? I mean, you're going from the beginning all the way to halfway through what they should already be doing

in their business. Mhmm.

And, and Eric, I had the pleasure of having you read at my wedding. So, you know, at that time, I remember the pastor looking at us and looking at both Monica and I and saying, You 2 believe you're in love, aren't you? And then we said, Of course. Says you're not. You're not even close. You're in tingles. You're in tingles right now. And then eventually what's going to happen is Monday is going to come. Monday is going to come and you now have to look at each other.

And now you have to work through your routines and your daily lives. And you have to start to go to work. And you're going to have to start doing everyday life, but no longer by yourself, just with someone else at this point. And you got to be able to learn to blend. And it's that blending that's really going to tell you that your own love. Well, I mean, Eric, that was such a lesson learned 30 years ago that I have to tell you, it is absolutely how I run my business today. You know, I've been, as you know, been an independent contractor for well over 25 years at this point.

Right. Right.

But the one thing is that every single year I have a Monday experience. I have a Monday experience every single year. I have to look back. I have to take a good look at what my business looks like. I have to understand that Monday morning, I got to go back to work, no matter how good or bad that year was. So let's just take it to anybody that's just getting started. It's kind of like

the tingles. Can I interrupt you? Yeah, of course. Because you really hit on something. We like the tingles, though. Right? We do.

That's the emotional side. Right?

Right. You're we we we we want to we we have this dream in our head. Right? And I I think about what you were saying. I heard intentionality. Mhmm. Right? Because you made it you made a decision that I have to treat it like this. Yes. Because I know you like the tangles just as much as I do, Jay.

That's the fun part.

That's the fun part.

Right? Absolutely.

But I I I think about this and I go, could it be because in a world system that continually pushes out the messaging about it's all about the tingles. It's all about the tingles, the tingles. And then real world doesn't match up to that. Right. So, yeah. That's that's I just had to kinda hit on that because that's that's awesome.

Because reality is that you're gonna open your doors on Monday and a flood of people are not gonna come pouring in.

Right.

Right? I mean, you've got to now implement all sorts of different strategies to make sure that when your door does open, that people are flowing in.

Yep.

And, you know, and when you're preparing your business, everything everything is exciting, Eric. Right? And, and that's when I so foundationally, when you're asking that question, I were sitting in front of somebody who was just getting a business started. I really want them to be able to can what they feel like right now. You know, when they they come in front of me, they're very excited. They're, you know, they might have just taken the course. They might have just graduated. They might have just, you know, retired from something and are moving on to something else. And all of a sudden they're very, very excited.

I tell them, can this feeling right now understand this? Because you're gonna go back to this thing numerous times during your 1st week in business because you gotta you gotta come back to it because Monday morning, let's just use that. And that's kind of become a can in this. Right. Can't phrase in this conversation, Eric. Every when Monday morning comes every day during the East few days, few weeks, few months, not few years of your business. And, you've got to continue to look back on that East day when you opened that door. You were just jacked. You were excited.

You wanted to do everything. You had the numbers in your head. You have the business plan in your head. You have the returns on your investment in your head, and you're excited to go do it. And that that has to continue to be the driving force of what you would call your so called vocational time. Right? That vocational time becomes very important. When you say you're going to open your doors from 8 to 5, you're open from 8 to 5. You're working during that time.

You got to implement your plan. You can't watch the television show of the EQ recording of that game. And you can't, you know, I mean, you can't you it's and and so much of it, when I say can't, you shouldn't.

Shouldn't. Shouldn't. Right. Right. So when we think about that, and that's a very disciplined approach, I kinda like that idea because sometimes of can be deceiving in as much as that it it it almost in some ways, it implies that I'm waiting for something outside of me to happen in order for me to move. Now, to be clear for our audience, I'm not saying there's anything inherently wrong with that because where our brains are wired, it of works that way. Dopamine. Right?

Sure. Yes.

However, if we're waiting around for that or for setting the game up around that, I think we set ourselves up for maybe potential failure because sometimes it really does come down to I need to just do these 5 things today Yes. Even though I don't feel like it, even though I yesterday sucked. I still have to do this.

Is discipline play a role here too? Discipline is absolutely the key. Most business owners, right? I mean, you might find the, you know, the drivers are there. Of course, you're a driver if you're starting your own business and all that. But most of the time, they're not employable

or not employable for a very,

very specific reason. And part of that reason is the fact that they don't really have they don't like bosses telling them what they have to do, right? So discipline must kick in, whether it's your personality type or not. And Eric, you've known me well enough that discipline is something that, I mean, I'd rather fly out the seat of my pants than to be disciplined. But I've had to I've had to literally teach myself how to not be myself when it came down to my business side of me.

It's so funny, Jay, because I remember I had a friend once, and I was it was a time in my life where I was I was struggling to make entrepreneurism work and I was I was getting kicked out of corporate land again and again. And Yeah. And and I remember going to him saying, I just don't know what to do and I'm trying to figure this out. And he goes, well, Eric, most companies are gonna see you as a flight risk.

Yes. Unemployable.

Right, Eric? Yeah. Right. And I remember looking at him going, really?

They are. They're unemployable. I mean, people are just unemployable. So it is absolutely an even bigger, it's the discipline to be disciplined. Right?

Right.

Because, you know, Eric, everyone that I've had the privilege of serving on the coaching side of things and on the consulting side of things, There's the I'm known to walk into a room if I'm speaking in public where I will say, hello CEOs. I mean, it's just my opening phrase. And they might not be CEOs. They might be salespeople. They might be CEOs. They might be managers. They might be. But here's the thing.

When you are an independent contractor and you've started your own business, whether or not you've titled yourself a CEO, you are. Because really East me, the title means that there are certain things if you think about how many CEOs succeed out there and you look at the traits of the successful one. There's a couple of things that falls into place right away. The first one is that these CEOs have an absolute business plan. They know what they're going to do the next quarter. They know what they're going to do for the year. They know what they're going to look like 3 years from now, 5 years from now, 10 years from now. They just do.

Now, some that don't, we don't really hear about them anymore, Right? Because they don't really have a disciplined plan. The other thing is, the other common factor is that they realize that they don't they will not succeed alone. There's not one single CEO that I know that has ever been successful by themselves. Even the best of the best athletes never did it on their own. Right. They had coaches and everything else. So why do I say that? Because number 1, the discipline. And then the second thing is accountability.

Accountability is what that other person is all about. Now, whether or not that is a person. Now, there are other people that are gonna help you get successful, but you can't do it alone. You've got to be able to sit down with your spouse. You've got, you know, if you're self employed and you're starting your own business, did you consult with your wife, your husband, your spouse, your partner and really talk about what it's going to look like on Monday morning, every Monday morning, right? And is there a separation between now? Because some people are not even disciplined enough to really run their own business. They can't work for 8 hours a day, You know? And and and I'm a firm believer, Eric, that there's you and I both have 8 hours. Think about this, Eric, for a second. 8 hours of sleep, 8 hours of work, and 8 hours of play.

You look at it that way. Isn't that a lot of hours?

Yeah, that does.

8 hours of play.

Yeah. I

mean, think about that for a second. I don't think I play for 8 hours a day. No. But 8 hours of work, if I were disciplined enough, I truly believe that our makeup says that we can be successful in an 8 hour day. I have no doubt in my mind. But most people waste 2 to 3 hours of their day without even knowing it.

Yeah. And and certainly and we've talked about this in other podcast episodes about, finding when you have your most optimal energy focus and drive and sort of harnessing that to your point about actually knowing it versus, oh, I feel like it. I might do it. I might not. Undisciplined behavior. Right? And I would say for our audience as well that, you know, this is not exhaustive in nature because I know there are some out there and maybe you're like me, the highly creative, romantics who oftentimes are sometimes at the mercy. I won't say at the mercy. Maybe I should say it.

Who can have a tendency to not feel motivated, not feel disciplined or whatever. Now, before you hear me say, well, if you're in that category, it's cool. You don't have to do what Jay said. No. Because, Jay, what I have found in my journey is that I have things I know I've got to take care of. Sure. I'm accountable to business partners. I'm accountable to my wife.

I'm accountable to anyone that I've said, this is what I do. This is my mission. Yes. So that's where the power of our brains kick in, the ability to pivot, to change, to be able to do things that are uncomfortable. I wish sometimes I was as disciplined as I have relatives in the financial EQ, accountants who can just pile away it and, you know, 123 again, 123. They just were born with that lucky gene, I guess. Right. But it's not a lost cause.

It's not that, well, I'm this type of personality so, therefore, I can't. Because quite frankly, what I've had to do as well is I've had to surround myself maybe with strategic partners who had some more of those things that I don't possess to help balance me out. So there's multiple ways to get to that. However, one of the things that you mentioned about accountability and you you talked about have you had that discussion with your spouse, your partner, or whatever. Is that a part of counting the cost? And I'm using that term to kind of go, okay, there is gonna be a Monday morning. There needs to be a business plan.

Yes.

Is that kind of where you're going with it too?

Absolutely, Eric. And and I was really setting up, as we go into what that 8 hours of vocation should look like.

Yes.

And what what you're gonna be spending in there.

Yep.

But absolutely. That's that's part of, you know, you're not alone. I I don't care what anybody says. You know, I'm building this business on my own, or, you know, I'm gonna win that marathon on my own. I'm gonna I'm gonna I'm gonna I'm gonna. It's never I'm gonna. We're gonna. One way or the other, you're gonna count on somebody else to help you get to whatever finish line you're trying to get

to. Right.

And so from a business perspective, yes, the discipline, there is a cost to that. There's going to be a cost to your family on that. There's going to be a cost to your spouse, you know, definitely your spouse, your friends, your family, even your lifestyle for a while, right? I mean, it's it's it's not business as usual, especially if you're diving in. But I'm telling you what, it is one of the most exciting exhilarating things. Like, I never thought I'd ever be back in sales, Eric. I hate sales. I absolutely do not like sales. And, I mean, and you and I were sales people together at one point.

And I just had

to tell you right now.

Isn't that the irony? Right.

And I don't like it. But guess what? All of a sudden, I've worked for other companies in my coaching and training career. Even though as an independent contractor, I was still working under somebody else's plan East somebody else's deal.

And so

I was just filing orders at that point. Well, when I started my own business, you know, if you were to ask me today what my favorite part of my job is? Sales. I actually really like sales. Why do I like sales? Because I feel like I'm talking to people. I'm just talking to you. I wanna listen to you. I wanna be able to solve whatever it is that I think you reached out for or I reached out to you. I wanna find if there's a need, if there's a way that I can bless you back.

Kind of like a, how would I say this or, phrase it? You're trying to offer assistance and help for what they're trying to accomplish and get to.

Yes. And and so, you know, and it becomes kind of just that game of I wanna get to know you better. But, you know, and and I wanna I don't know if I'm gonna end up serving you. I really don't know. But it's kind of fun to get deeper into a relationship with people without the concerns of a boss who just wants the closing right now and then. It needs 10 closings today. And if you don't get it, hang the phone up. Don't spend time with people.

You know what? That's bunk. Right?

But

you should be disciplined enough to understand what it's going to take on a daily basis before you take your East break. You should know that when you walk into a retail shop, you got to unlock the door for people to be able to get in.

That

is a routine. And then you've got to be able to go and make sure that you're back at the cash register when that door is open. So when people are buying, that you're there. And then you've got to make sure your merchandise is well folded and that's the one thing that most people don't have, unfortunately. Is they have the disciplines they don't have to know how. They don't know how to be disciplined for their business.

Right.

They do believe East people, especially if there's any semblance of sales in your business, which every business has sales.

Yeah.

You have to I mean, there is a sales part of you that has to go out. And and the largest percentage of your time, your energy, your money spent in your business should be on marketing and prospecting and not sales. Most people though when they talk about their business they talk about sales it feels like that's all they do is sales. Listen, the majority of your time should be spent prospecting and marketing. And explaining that a little bit further, the reality of that sales never will occur without, first, you prospecting and marketing. It will never happen. Even with your friends. It will never happen because most people don't even really know what it is you do.

Interesting.

And the minute you start telling them what you do, then they know how to bless you back if they really wanna be able to do that, or if they need your services, they're gonna

So would you I'm I'm interrupting, but would that be a case of when you begin to tell whomever or whatever audience what you do, is that the moment that the marketing spigot turns on? Because you are you're you're telling the world what you do.

Yes. Okay. Think about the tingles for a second, Eric. Right? Yep. When I got married, right, I mean, shortly after that that marriage, I couldn't wait to tell everybody I was married.

Right. And you probably introduced, this is my wife. Yes.

And I told her how special she East, how awesome she was. And you know the story behind all of that, man. It was it was just absolutely a beautiful time and you told everybody and everyone knew that Jay Daba is now married. Right. Right? And there's a new life, there's a new sense of excitement and things like that. People though, they go into the tingles of creating a business. And then here's here's where the craziness of this whole thing is. They might have even if you tell them, make 10 phone calls a day.

Do yourself a favor, discipline yourself, make 10 phone calls a day. They get into that office and they go, I can't call Susie. Susie is a good friend of mine. I can't tell Susie what I really do because that sounds like I'm just gonna sell that person. Well, if what you're doing is serving somebody, why would you honestly not want to tell somebody that you care about what's how you serve people? And keep me top of mind. Right? Keep me top of mind if you meet somebody.

Interesting, Jay. Yeah. Because I'm thinking about somebody in our world who's been certified to use one of our tools. And, I wanna be totally empathetic to those who are just getting started and and maybe see this as a pretty big mountain to climb because they're afraid of how they'll be perceived. They're afraid that people think that they're you're just trying to sell them something, that kind of thing. But we had a conversation and I could tell that she was the idea of, like, going out and marketing, telling the world was a little, gave her a little anxiety. Right? And I I just kind of alluded to I said, so do you think this tool is powerful and it's what the world needs? Oh, yeah. Oh, oh, absolutely.

But what if I told you, let's not tell anybody. Right. Right. You got it. I mean, you know, I mean and and the thing about it is and and I'm guilty of it. I will say, thankfully, I'm less guilty of it today than I was 10 years ago, of taking my thinking and transferring that to yours. Right. Right? For example, is, oh, I'm going to offer what I do to J.A..

And then I start thinking, well, J.A., he he probably wouldn't wanna travel all the way down here. So, yeah, that's probably not gonna work. Now and you know, J.A., you know, he he's kinda conservative. He probably thinks this area. So I'm creating this story in my head. I haven't asked you a question. I haven't asked what do you like about this area of town, Jay? What don't you like about it? Yeah. How do you feel about driving? I've just concocted a story.

And you and I know, Jay, that the more that story gets concocted and it goes over and it's a loop. I decide, I'm not gonna say anything. I'm not gonna mention it to him. So we go around. It feels like East times looking for people that fit the story that we've created in our heads. Yes. I can't think of how many times I've been so blown away when I discover the person that I thought didn't have the money, but had bundles and bundles and needed what we offered. Right? Versus, again, and and for our audience, it is kind of a warning.

Be careful with the story you create in your head. When you're talking to someone, let them tell you the story so that you can know exactly what you have.

That's right.

Right? So anyway, I took us off a little rabbit hole there. But No.

But contrary to what I mean, you're walking down. It's still related to everything that we're talking about here because I mean, if you think about it, contrary to what most people feel and do and and people want to be a blessing to others. They just do. I mean, especially if you know them. Right? Unless they're jealous of you and things like that, which is more rare than it actually is not. Right? So, and and so people want to be a blessing to you. But if they don't know how to be a blessing to you, they they have no clue. I'm in the industry, in a mortgage industry.

Right? I coach a lot of mortgage lenders. The world's changed in their world. And people have no idea how to help you if you have not yet reached out to them to tell them about what they should be doing, to keep you top of mind. Because Eric, you and I have been in the business before. In the real estate and mortgage world, if you ask a salesperson what a good lead is, it would be someone that is ready, willing, and able to buy. That's what they say. In fact, it's a canned phrase. We learn it in in real estate school, and we learn it how we learn how to spell it, we know how to put it together, we know how to say it.

And so we say it that way. In today's world though, Eric, it's no longer the East. Because by the time Eric East it out in his mind, well, I've got this friend who's ready to buy a house, but I'm not sure if they're gonna buy it this year or next year, and I'm not gonna bother J.A. with that. So I'm not gonna give it to J.A. until they get hot. And then all of a sudden, you know, Jay doesn't even hear about it, and all of a sudden, your friend says, hey, we found a house. We're gonna go and you said, great. I've got this great guy you gotta meet. Oh, Eric, I've already I already have, like, 3 or 4 of them.

And next thing you know, it never became a lead for me. You couldn't give it to me East a blessing now because it's too late. When people start, you know, so whatever services people are starting with, tell people about it. Tell people about it to keep you top of mind. Tell people that you need their help. I mean, that's one of the greatest things that's come out of COVID is that it it's up it separated people long enough to say I need you.

That's a great way of putting it.

Yeah. Yeah. I need you. And I mean, and people ask the script all people ask me all the time. What what would be your number one script? Be real. Be very real. Because, Eric, I mean, is that an iPhone sitting right there? Yeah. Can I put you through something real quick?

Sure.

And this will be for everyone that's listening on your audience. Okay.

So if

you have an iPhone, just do me a favor, Eric, and just go to your contacts there. East, you know, that little phone down here where your phone is, like, let's say, if you're gonna make a phone call. Yep. And then down in the bottom, in the middle bottom, it says contacts. Go ahead and hit that, Eric. And then and then right there on the left hand side, upper left hand is the word list.

List.

Go ahead and hit that. Mhmm. And what's the number do you see on there under all contacts?

1,182. Okay.

Go ahead and hit your all contacts. Just hit it for me. K? And everyone that's listening to this thing do this, especially if you're looking to build your business. Now, you should be on the letter A, correct?

Correct.

And you don't have to tell me who it is. But the first two names, not businesses, but two names, actual people. Three questions you should ask yourself. Do they do you know them? 1. Or do they know you?

Mhmm.

Secondly, do they know what you do? Can you answer that question?

That's really good. K. 3rd, do

they know what a good lead is for you? Not them, but they might know somebody. Right? Most people know people that might be able to use your services. But people are asking all the time, what's my script? How about just saying hello? How about telling them I need your help? How about just telling them and here's anyone that could use my services is this. You got to tell them what you do. Eric, I don't think I knew what you did for the longest East, right? I knew you were an author. Right? But as time went on, you and I really started digging into EQ. And my better understanding how many times I asked you over and over, what exactly is EQ? Right?

Right.

And, I mean, and so even one time situations can never. I mean, think about that, Eric. You have a 1,000 something people right now you could call for your business, not necessarily that you're gonna sell them your business, but to say I would love your help and I would love for you to think about me if one of these people that you know I mean 3,000 something. Right? So you have friends probably who have 10,000 on them. You think somewhere in that 10,000 somebody could use the business of of, Spirit of EQ.

What you're doing is so awesome, Jay, because you've turned something that might be a little, I'm at a loss for words about it, a little intimidating into something that's very approachable because you didn't say, now you need to call all those thousands of people and say, I'm looking to do this and I wanna sell this and I and I would you like to buy this? It has a different feel to it and I'm I'm kind of playing with the language there. But if you what you just described, I could start doing tomorrow and East, you know, 10 of them a day. 10 of them a day and just you could create a script that East wanna let you know, I do EQ, y, and z. Not sure if it's right for you. Not sure if it's but. Do you know of any others that might? I'd like you just to I mean, whatever your script is. Right? Which I'm gonna pause there for a minute. I said script.

What are your thoughts about having a script for the exercise?

I think it's a must until you own it. I think it's a must until you own it. And, so what I mean by that is that, you know, I mean, so, like, even a thousand. If you think about the script that we just talked about

Yep.

Do they know you? Do they know what you do? And do they know what a good lead is for you? In other words, do they know how to bless you back? Because people do want to bless you back, right? Yep. So those are the of things that you just need to be. I mean, for some of you, some of us, like, sadly enough the first guy on my list, I have no idea who he is and I have called him a couple of. I he's never called me back. I have no idea who he is. His name is Wes something. I won't say his last name in case he's

he's like, that's me.

Wes, if you're out there.

But that's me. Wes, if you're out there, call Jay Adava.

I've called you enough times. But but, you know, I've called this person, and, I don't know who he is. I mean, that's kind of sad

that he's

on my phone. I don't even know who he is. Right? But the thing is, is that we all have that. So the first thing is to just be able to say hello. Tell them who you are, right? Hey, you're in my contacts list. Even if you have to be so honest, people feel like they have to take sales and they have to get clever. They just don't. And then and then being able to share with them that, you know, I have no idea.

I mean think about this. Like that, Wes, East if you ever call me back, I would say, Wes, I have no idea how I know you. But the fact is you're East on my list in my letter a, and I'm just curious how we know each other. And then, you know, what business are you in? Because I don't have to immediately dig into what I'm doing, especially in your contacts East, because you should know. And then asking them a very open question like that, and then have them talk and and say, that's great. I'd love to be able to meet with you or or, you know, I'd love to be able to help you with your business. If they have a business, if they work, that's okay, too. That's why I'm reaching out because the second part of that script is to tell them what it is that you do.

And then and then really, by the time you're done with that, you might be done at that level, because you're not ready yet to do it. And it's okay. But you've got a follow-up list where then you're gonna start talking about what kind of a blessing it could be back on them. And here's who I'm looking for, saying in case you ever run into anybody, would you keep me top of mind?

Right.

I love that whole idea of keep me top of mind as part of my script.

Mhmm.

And but until it's automatic in your in your world, who am I? What do I do? And, how do people bless me? If I can understand those three things

Mhmm. I

can say it however way I want to say it in your way.

That's that's awesome. That's awesome. And and when I I think about, for the audience, there there will be our show notes and East stamps around subject matter. This is a good cadence that you've just described. And I think, Jay, what it will do, it will give those in the audience and and beyond some ways that they can demystify and take away the intimidation that because to what you pointed out, when you're in business for Jeff, and quite frankly, I I love how you talked about greeting everyone as the CEO because Right. I don't think there is a single person that's not self employed.

Correct. I

mean, especially, when you think about the age that we live in now. But I think, it puts people in a position where they can approach this way of growing their business without it being so intimidating and and and deconstructing or demystifying what sometimes is sales and what it what it takes to achieve that. I I'd like to take you down a bit to, the idea of how do we know and this maybe relates to planning East to take flight. Measuring success and this one's this one has really been on my mind a lot lately, is that what do you do when you are quote unquote you hit your goals? And then, you say, well, then, if I did this many 1,000, millions, then I should do this next 1,000,000 or 1,000, whatever it is you equate. But, Jay, sometimes, I think that can turn into a kind of rather meaningless pursuit because once you hit x percent, then you hit the next x percent. So what are some other ways in which we can attach some success to these plans and these

to 8 hours of work, 8 hours of play, and 8 hours of sleep. We all could have it, but if we're not disciplined enough to do it, we're gonna rob others. We're gonna rob the other 8 hours.

So it's almost like you're stealing from different Of,

and you will. And most people will. Right? And then so, because they're not disciplined enough. And so what I love about what you're asking is that, you know, when somewhat, when you're working, think about that. I'll go back to the retail shop for just a sec.

Sure.

You went in there and you opened your doors and you say, I'm a sell $1,000 worth of shoes today.

Mhmm.

Okay. And, so the East lady comes in, and she wants to buy 10 pairs of those $100 shoes. I mean, you got every color in the book, and she goes, I love them. And, by the way, that's a real deal, by the way. Some people do buy. You know?

They have a they have a shoe thing.

Yeah. They have a shoe thing.

You know, I'm Filipino, so Emil DeMarcos comes into play. But anyways, I, you know, I digress. But anyways, so, and they come in, and all of a sudden it's $1,000 and the owner says, man, I did it. Shut my doors. I'm gonna go play golf. This is not 8 hours of play. Your discipline is 8 hours of work because when you're hot, why stop? Right? People will stop because they're not hot. And then when they're great, they stop.

Why stop the momentum? Right? If you know you're working for those 8 hours. Listen. Here's a phrase for you, and I'm not a phrase guy. I kind of think sometimes they're silly, but I do love this phrase. If you're getting paid what you think you're worth, you're no longer worth what you're getting paid. Okay? So if, so in other words

Let's say that again, Jay.

Yeah. I'm gonna try.

It's really good.

Yeah. If you're getting paid what you think you're worth, you're no longer worth what you're getting paid. In other words, you stopped. Okay. Right? So if I if I if I'm saying I am worth $100,000

of it didn't

matter, and I opened my doors. I said I'm gonna work for 8 hours, and I hit it for that hour. And boom, I just had I killed it, you know, whether it's in hours or days or weeks or years.

Right.

I hit it, and then the the minute I hit it, I went, I'm done for the day. Right? You could have ended a day with 200,000. Not that I'm, you know, I'm just putting those numbers in there because they can be grandiose. It could be any win. Right? It could be any win. I mean, when you know, I doubt that Michael Jordan got out there and said I'm gonna score my highest ever's 36 points in one game. I am sure it's higher than that. But I'm just saying, you

know,

he doesn't sit there and say, I'm going to get 38 today. And as soon as he gets 38, he looks at the coach and says, pull me out. I'm done, man. I did my share.

Right.

Doesn't happen that way. They get driven. The most driven people are driven by their own success. And if you're in that lane still and working, keep it going because you're gonna there's gonna be times where those 8 hours are not gonna look the same.

And I'm glad you said that because I think there's other ways in which we can equate value and sort of the win. Right?

Yes.

So again, we'll go back to your analogy of the of the retail store and the shoes. Right? Right. Or again, we can go to someone who's maybe it's their sales quota or how many ever or whatever. If you're staying in that lane of I I work for 8 hours, there's a tremendous value in you being a mentor to someone who just got into the business. There's tremendous value of doing pro bono work for a nonprofit. There's tremendous value because this is the other part, Jay, and I was talking with our producer before you came in that if we were to list all the things that have great value to us in our lives, it wouldn't all just be confined to only. And I want to be very clear for you, for the audience, I am not saying that hitting your financial goals is not important. I'm saying it's hitting your financial goals and underline the word and the value associated with other things.

Right. Other people, other pursuits. Because I think sometimes, especially in the entrepreneur world, we can sometimes get so obsessed about revenue and sales that we lose sight of the fact that that's very important. It's also very important about what you are investing in others and people. I mean, all the dynamics of that.

Yes.

And I and I love how you broke the 24 hour day down. Because I think, for me, at least, I can see it in my head and go, okay. This is my 8 hours to dedicate to work. Yes. And maybe for another show, Jay, we could talk about what happens when we're not giving us ourselves the sleep we need and the play that we need. But the reality of that is I think we can we can find that it's not just about, again, hitting your financial metric goal, and you did it by 10 AM. Right. Okay.

Well, that's great. Keep going and also be creative to think, well, there's other ways that I can get a return on investment with again, maybe I'm gonna mentor this kid who's just getting into the business and it really wants my support.

Yes.

There's a tremendous value in that. So to to to your point, so what are some things I I am in the world that that we run, I I sometimes call them the self assassins. You know, the the the the and everybody's got their own. Right? I am an information junkie. You know this about me. I I I want to read the article. I oh, I I saw that article in Wall Street Journal, and I I gotta and if I'm not careful, I can easily go from and then I'm over here. Right.

Oh, Jay. I'm sorry. I forgot you were here. So I call him self assassins because it robs me of, maybe, again, if we use your analogy, the 888 thing of focusing in on what? So what are some self assassins do you think that can plague the business owner, the salesperson, or whatever?

I I I love how you're saying Jeff assassins. So I'm not quite used to that yet. That's that's really gruesome.

I know. I I I might need to reevaluate my landing on that.

Because, I call them time wasters. Wasters. Right?

I like that.

Yeah. Yeah. I I call them time waster, but I think we're starting

to line up here what kind of business you run there, Eric. But no.

But, that's right.

This is

the last year you're ever gonna do it.

Exactly. I know you all too well, Eric, and this is not necessarily what I do know.

No. I'm, but so the time wasters are are absolutely those those things that kill people's business. And so, and and you have to go back. 1st and foremost, you have to identify whether or not you have an 8 hour day. I mean, you got to you got to determine that. I have clients East work only 6 hours a day, 5 hours a day. They want to accomplish certain things. I have clients that are part timers.

They don't really want to be full time income earners. They say, so they have a set thing that they do and I have to work within that boundary and I have to try and teach them what kind of disciplines they should have. Well, I mean, so East it starts with understanding the 8 hours that you have. And then now, you've got to be able to work on that. And then, in those 8 hours, this is not the time that when you're on your way to go meet an appointment, that at the end of that appointment, because you've got to win, there it is.

Let's just

say it on the positive side. Yeah. You got to win. They said they're going to buy from you. Yep. And all of a sudden you said, you know what? I've been wanting to stop at Nordstrom's for a while, and so I'm going to go over there and I'm going to go shop. And you know what? It's such a beautiful day. I'm going to continue to walk around this mall.

It's going to be kind of of. And I've had a good win today, so I'm good. What mentally is really happening, Eric, think about this, you know, you're in the EQ world. Emotionally, you're setting yourself up, and you're starting to dumb yourself down. You told yourself you're gonna make 10 calls, whether it's live sales calls or tell them 10 phone calls, whatever it may be. You went to that first one. And instead of taking that and riding it out, riding out the success, because you're probably gonna get 9 no's in a row.

Right.

Right?

Right.

And that could happen. But experiencing the 9 no's builds you. But when you say, I'm done, then all of a sudden you're giving yourself of kind of a you're locking yourself in to defeating your own plan, because you're saying, listen. I'm a one guy. I'm a one and done type of a guy. I don't need to go to 10 today. I'm just gonna look for that first way, and I'm done. And next thing you know, your plan of making 10 phone calls a day, 50 a week, taking 90% of them are noes, but you're getting the 10 wins.

All of a sudden, you're settling for a win a day instead of 10 wins.

You know, as you mentioned that, it makes me think about East about how our brain can normalize just about anything. Yes. And I think that there's a cautionary tone to what you're saying because it's not only that one day that you do it because if you do that, let's say, 2 days later and then you do it the following week, your brain is gonna start to think this is the way we roll. Right. And anybody that's tried to make a major change or pivot to these neural pathways we create is really, really hard. We tell ourselves that, oh, I I'm gonna stop. Yeah. I get it.

This month, it I learned my lesson. I'm gonna do what you just said, Jay. My 8 hour, I'm not gonna and then you'll find yourself, man, they bought and it it only took like 5 minutes. Yes. And I wonder if Nordstrom still has that jacket I was looking at last night. Right. You because your brain's on autopilot. Gotta make this easy.

Gotta we we normalize it, normalize it. And that and our audience that has listened to us for a long time, Jay, they know our our deal is not we're not trying to throw it at you and judgment. We're just saying, that's what you gotta be careful. Because sometimes people think that our decisions happen in a vacuum Yeah. But they don't. They they lead to behavior, and what you're talking about is behaviors. Yes. And and you know

what, Eric? And you know, when you were asking earlier, doing certain things, so during your 8 hours, you know, if you tell yourself, like, when when I said earlier, the largest percentage of your time, energy, and dollar Spirit in your business should be on marketing and not sales.

In other

words, marketing and prospecting.

Yep.

There are a lot of books that will tell you anywhere from 25 to 33 percent of your time should be spent on that.

So

let's take it to the lowest amount. If you're working 40 hours a week to build your business, to take care of your family, to to, you know, to really, you know, get your return on your investment

Mhmm.

At least 10 hours a week, you should be dedicating of that 40 into what is called prospecting. And I'm a firm believer in time blocking that. So you know that every day you got to turn that key at 8 o'clock if you say your door is going to open at 8 o'clock. So when every day, you have 2 hour blocks, let's say, you you're one of those people that just goes 2 hours here, 2 hours here, 2 hours here. In 5 days, I've got all 10,

right?

And that's it. I would rather that you sit down at your desk and look at a blank sheet of paper and discipline yourself to the point where you're not gonna take care of other things, the time wasters. And the time wasters are looking at social media, see if anybody has responded to the last thing I talked about. Who likes me? Who doesn't like me? You know, maybe, maybe, I need to shop for this and stop. Because I'm just sitting here for 2 hours. What am I gonna do? I would rather you put everything down because the only thing you should be doing those during those 2 hours is to make the 10 phone calls. We've proven it over and over again that if all this is how it's almost silly, Eric. The amount of phone calls that people could make.

If they just take that same phone list that you had, and make 10 deliberate calls per day, 50 for the week. If they've been in business for a long time, they're giving themselves a shot and being able to increase their business by 40%. If they're brand new to the business, it's gonna give them a consistent one to 2 to 3 more transactions, that type of thing, sold and everything else.

Right. So in

other words, it's gonna give them a consistency if they're brand new. But that that whole thing, like I was talking about earlier, if there's 50 phone calls to make for the week, 10 a day, get the 10 done because you have no idea. The win is always awesome because you'll always ride that. But the 9 losses of the one that came from the 10, and you got it at the front end, going through the 9 defeats should be a welcome part as well. Because it's what's gonna teach you your approach. It's what's gonna teach you what am I saying? What am I offering? What am I doing? Because most people think that, you know, that they have it. No! They're gonna script themselves out whether they want to or not. And I've had to get scripted.

And you know what? I mean, I'm a coach, so it's very easy for me to say, go hire someone that's going to coach you and when they coach you they're not. And please understand this. A coach doesn't just come in again to teach you the basic how to tackle, how to wrap your arms around. They teach us that they in football terms, they teach you the EQ and O's, you know. So when you think about the X and O's in football, and you see them, you see coaches writing X's and O's, that's usually the the offense and the defense. Yep. They're not talking about how to wrap your arms. They're not talking about how to turn your head this way and wrap and hit them this way.

That's EQ. Yeah. And that's what your coach is going to do. You already have it inside of you. You might have even taken the courses to be able to do that. But when you but a coach is going to sit here and say get the 10 done. Otherwise, they're going to run right around you and they're going to score a touchdown. You'll lose.

Yeah.

And so you get you, you know, so coaching, accountability, all of those things, they'll help you put a business plan together, which I think every CEO needs. Once you know what your business model looks like, then you know what your daily activity should look like. I do think you should work within those 8 hours and and put everything inside of those 8 hours.

Mhmm.

But accomplish it. Don't shortchange yourself because you have a great win. Absolutely don't shortchange yourself because you're having a horrible day. A horrible day to a salesperson is getting noes. Right? Yeah. They might get 10 in a row. It's okay. That's most people I know, by the way, have never and I've been in this business long enough.

Nobody I I I seriously don't know. Too many people have said to me, j a, get out of my world. Just get out of my life. You know, this is horrible. Quit selling me something. They don't do that. It's never that painful by the way, right?

Right.

Most people are not saying no. They're just saying not now. And you're gonna feel that, but you've got to go out there and feel that. And so if you're if you're excited about your business, I mean, we started our business, Eric, when one of the toughest times in the industry. Yeah.

Yeah. When I think about our clients, Spirit of EQ clients. Right? Mhmm. And I think about the approaches that we would take in telling our story, who we are, what we do to to your point earlier. One of the things that I've I felt was really, really important is that we didn't sound we didn't act like every other company that does what we do. Right? Whether you call that a training company or coaching company, what have you. Because I think people can sniff out inauthentic approaches. I don't know about you, Jay.

I think I'm now going on 10 to 15 pitches a day that I get and it runs the gamut. They can increase my sales by 500 100000000% in 2 hours to franchise opportunities. I mean, it just runs the gamut and and I have a bit of empathy for them because I know that somebody probably said, this is the way you do it.

Right.

And I go, you may have a plan and I understand that you are trying to do your plan, but one of the things that I think lacks is, like, you're just like the 15 others. You've used the same approach. And on top of the fact, I don't know you. Yeah. I I mean, I I have no connection to you beyond you just reaching out blind. So So I would think if you're gonna reach out blind, when

you want to

make it you? I mean, really you. Not you that you were told to be, but the you that you are. And and I'm I'm kind of circling back to what you said about having a script until you own it. Yes. That's where I'm going with it. Is it do all that you can to get to a place where you're owning what you're presenting to the world, because you're the only you. Right? So I'm saying all that also to go to when someone has a tough week, maybe a tough month. Right? And we know the the dynamics of how that feels.

What are some things that you have used, whether it be past or even present, to kind of encourage people to keep going?

Yeah. East of all, the the first thing that needs to happen is to check your ego, period.

Open that up a little bit more when we talk about checking your ego.

Yeah. Check check your ego because, what you know, you're self employed. You went in there gangbusters. You had the tingles. You had all of those things. Right? And, and then when you have hit a rough spot, also, you feel like you can't really tell anybody because you gotta fake it till you make it.

Mhmm.

Right?

Yep.

And I'm not sure that I disagree with faking it and making it. Right? I don't necessarily disagree with that. But where I disagree with that mentality is you're faking it so badly that you won't even ask for help. The people that could help you

Is that rejecting vulnerability? Yes. Rejecting the humility?

100%. And that's what that's what it is. You know, if I were taking your course, I'm gonna start an EQ business. Right? And I I take it through your course.

Yep.

And, man, I am just absolutely excited. You've obviously been in it long enough because you're now teaching it. So I'm gonna I and I get all excited, and I start my business and I spent all this money readying myself. 1st week, every day was a Monday. Every single day was a Monday. And 1st week, all of a sudden, I'm going, yeah, that was painful. I'm probably just gonna do twice a week now Just because I that's not good for my EQ. Think about tap for a sec.

Right? How that's kind of a twisted business that that that's it because you got to check your emotional call. But, you know, so all of a sudden they'll start to knock themselves down. Where they should have. I am sure there's not one single person that if they reached out to you and said Eric, I am struggling. That you wouldn't you you would take that call. I have a feeling you would.

I get it. Check your ego. Yeah. I totally check

your ego. East for the help. And for that matter, check your ego to the 1,000 you have on your phone. That's they're the ones that can solve your problem, by the way.

Right.

You know? And so because I mean, people people ask all the time, how do you honestly get your business back on again? Get rejected. Go out there and tell more people about what you do. And and

It's almost like using rejection as a measuring stick of A

100 percent. Say and you know what? One of the you you've been using the word empathy a couple of times already. Do you know how incredible it would be for me, Eric? I mean, I don't think I've done this with you yet. And, where I would say, you know, Eric, I would love your help, man, to you know, if you think of anyone that absolutely needs coaching, will you please, keep me top of your mind? Right? First of all, did that make you feel weird? No. It didn't. Right? You kinda went, okay. He's not selling me, and, I wanna help this guy out.

Yeah. Because and you even when you think about it in levels, Jay, and I get it. Not everybody out there has relationships that go back 30 years like you and I. But even as you take it to shorter periods of time and familiarity, as long as you weren't a jerk to somebody 5 years ago or Right. You know, they sure they're gonna be, yeah. What do you need? How can I help?

Actually, Eric, it's easier to call the ones you haven't spoken to in 5 years

to be

able to

have some more help Yeah.

Than we would be East office to sit down with Eric Finnington.

Yeah.

I've known you for 30 years. You and our close friends. Our wives are close friends and everything else. And now I'm going to turn around office. I'm going to pivot and say, Eric, I mean, I need your help on business. And I'll do you know anyone I can serve because I am I'm just struggling. I mean, once again, we build it in our head. Like you said earlier, we build it in our head.

Listen, you got 10 phone calls to make. Just make them. Make sure they know who you are, know what they do, what you do, And just let them know what kind of a blessing they can be to you. But letting them know to keep you top of mind. That's all you're really doing. And you know what? What the most painful thing that that can happen is to hang up going, okay. That was, you know, I haven't talked to that person in 5 years. But you know what? I mean, that was nice that they actually called.

But I can't help them. I don't I don't know anybody like that. Most people don't know until have you ever heard of this thing called reticular activator? Mm-mm. Reticular activator is like, what kind of car do you drive?

Mini Cooper.

A Mini Cooper. Okay. So you probably didn't really think about the Mini Cooper very often from your years past. But once you bought it, you do not see every you saw it all the time, right?

All of

a sudden you're seeing it. That's the that's the reticular activator. And so when I tell somebody about that, when I tell you what I do, keep me top of mind. You might absolutely say to me, I have no one man. So it's okay. It's okay. But at East, you know, I'm in this business forever. So if you ever do run into somebody, just keep me top of mind.

That's all, right? And, it's done. Okay. All of a sudden, they're gonna start seeing it, and that's called because they were never sensitive to it before. But now that they are, it might just come forward. And I can tell you right now that that's, you know, that's some of the greatest things that can happen in business. But if you keep it to yourself, if you let your ego get in the way to the point where you're all of a sudden not gonna share it because you look like you're desperate, That whole thing, that is such a lie.

Yeah. Yeah.

Because every business goes through you look like you're desperate. Every business runs into that.

And we've talked about it in pre previous episodes, and we've talked about it internally that, you know, there's such a misunderstanding of what owning a business, being an entrepreneur is. We'd look at Mark Zuckerberg and Elon Musk, and we we have this I mean, they're just false stories. They're false narratives. Is it I mean, yes. Those gentlemen, they are riding high in an atmosphere that most don't. That's the key. Most don't. Correct.

There's such a rare percentage. And I know, for me, one of the great understandings that I gained in my coming to Spirit of EQ was that dynamic about what is entrepreneurism? What is it truly about? Yes. What is it like to manage cash flow? What is it like to generate sales and revenue? Marketing. What do you do when the person that said they would said, we changed your mind. We're not going to.

Yes.

How do you deal with that? How do you manage that? How do you manage your relationship with your spouse when you have to give bad news? Right? All of that dynamic. Mhmm. And that's not the stuff that gets the press. I mean, I've met some entrepreneurs who are vulnerable, strong enough to say, yeah. I was glad we made payroll last month, and you're looking at him going, well, I thought you were and then I'm reminded. This is entrepreneurism. Yep. You're right.

Elon Musk probably is not thinking about payroll, but the vast majority of entrepreneurs, yes, they are. Yes, they are. Okay. So, Jay, I knew it was gonna happen. I was gonna be facing this clock because we could keep going for a while. Right?

But I really wanna get

to something that, is is pertinent to what you do because I I've kind of put myself in a position, like, this is great. We've talked for close to an hour. You've given some great insight and some some very actionable things that you can do and on and on, but Monday's coming.

Right.

And you mentioned about, don't go it alone. Yes. And there's multiple ways you can get help. One of the ways in which I know about Latreia is you guys are involved and I'm gonna use my own way of putting a spin or putting a description of it. You guys help or help organizations and individuals move their sales needle. Yes. I can say it like that. Yes.

Through coaching and training, those kind of things and other mechanisms. So if somebody in the audience or maybe even who is certified in one of our products, whatever this the the situation may be, says, well, how do I I need a little bit more here, Eric, than just your podcast episode.

Sure.

Ways they could get in touch or some things that Latreia is doing that they could maybe get involved in and whatever that may be, we can put it in the show notes for them to get a hold of you. Because, again, I realize this is a 1 hour conversation that there's more to it because Yeah. Too much. Monday's coming.

Right. Yeah. Monday is coming. Yes. No. So we are, and the name Latreia is kind of hard to spell, but Latreia Coaching is our website. That's probably gonna be the best place. Okay.

For people to come to and be able to get to know us just a little bit more. Because we're a coaching and consulting. So in other words, the coaching side of us, is all about the sales and everything else. But as far as the consulting, that's I love that part of my job. And, and that's when I'm sitting down with somebody and really evaluating what is it that you really East? What do you want? Right? How much time are you going to spend in this? Right? Those are all very, very important pieces because you got to become very realistic as to what the end results are. Now, I will tell you that somebody can do with 4 hours that somebody couldn't do in 8 hours. So it doesn't and I when I'm when I'm saying, you know, let's really be realistic, does not mean that I'm going to sit here and say, oh, you want to make a 100,000 with 4 hours a day? Man, no. No, no, no.

You're talking 50,000 or not. You know, like that's not what I mean by that. But it's the effectiveness and what you're really gonna do during that time. And so when you come to our website, you'll you'll read all about us and everything else. All our contact information is right there.

Okay.

And part of it is that your audience, by the way, your group that you you have to train, that you've trained and and set up for their own businesses. We don't pull the trigger until after we've actually evaluated the whole thing and then given you a game plan based on how you found how you're really gonna dedicate yourself into it.

So in many ways, and correct me if I'm wrong, Jay, you guys wanna have a conversation, a time to to determine what is the need, where where are you at, what would you like. Because I'm also some of this is an assumption. So again, you can correct me if I'm wrong. You may be you may come back with a recommendation of it's we have a 2 part workshop Yes. Is is the next step we think. Or it could be consulting or it could be coaching Pennington where they're at and what they may Yeah.

And and one of the your audience is gonna see we so I know people are gonna come to us, Eric, because of their vocational need. I know that. But we're what makes us unique as a coaching company is that, we actually are not afraid to tackle for other well beings in these people's lives. And so, somebody who might be trying to be successful in the vocational side of it has never even looked at their spiritual well-being, their relational well-being. In other words, how are they doing with their family and their friends? Mhmm. Their physical well-being, as well as really the philanthropical well-being. Right? What did you do with the blessings you've been given?

Mhmm. And

that those those areas in their lives could be the parts in their lives that's keeping them from succeeding. You know, half the time when you're dealing with rejection, Eric, and, and you're taking it personally rather than it is a numbers game because it really is. Right? But if, but if you take everything personally and rejection is something you're not gonna be able to handle, there's another reason why it's happening. It's not business. Something else. And, you know, EQ, I mean, this is what you guys are all about. But yet, sometimes, who East is the pastor? Is the question, right?

Right.

So who who who experts the expert? Who counsels the counselor? Correct. Yeah. You know, and then so you get yourself caught up in that. And here's the thing, we're willing to explore those other areas in conversations so that we can open up what is going to be necessary for the vocational side of it. And that's usually what causes people to go from the tingles to the Monday and then they just like, not what I signed up for because it isn't just tingles anymore. It's now learning to fall in love. And that's what, you know, our pastor really wanted to say to us. Write it out because the love part is the fun part.

You think it's the tingles, but it's really the love. That's that's the good part.

Yeah. That's awesome. Okay. That's great. Jay, I can't thank you enough for coming in.

Oh, man. This was so fun.

Yeah. Really? This is part 1 because we we have a kind of a running, it's not a joke. It's a running theme that if we to have a guest that runs close to in over an hour, it means there needs to be a part 2. So Come on. We'd love to have you back. We'd love to have you back.

I'd love to have you on mine. There there you go. Reciprocation is a good thing. I absolutely

love that.

Yeah. You know? And the studio of yours is awesome.

Yeah. Yeah. Well, everyone, we appreciate you tuning in today. And until we meet again, take care.