How To Rewire Your Brain To Unlock New Levels In Your Life & Business | Jack Delosa

This all comes down to how you programmed as a child it wasn't your fault but it now is your fault because you're now an adult you ask take responsibility for it regardless of the fact of whether you were conditioned right or not it's like with Su you you're 18 years old it's now your fault you start to realize how things that happened or didn't happen in your childhood have unconsciously planted the Seeds for what are now patterns in your life self as a computer brain right now is a computer that's running a bunch of programs

and if you don't like the reality that you see around you you need to change your [ __ ] oper uping system and upgrade your software that's the only way that's the only way to improve anything it is all you it's always only always been you give me a strategy to shorten the sales cycling business because I want everyone on here to be Able to shorten their sales cycl so they can bring in more cash as fast as possible so they can they can make the main thing is is guys this is the beauty of

running a podcast not everything goes to plan now this week's podcast is with my friend Jack doosa he's the founder of the Entourage and many other eight figure businesses that you all know and love now we missed the first 10 minutes of this conversation due to audio Difficulties but I wanted to bring you the final 15 minutes as I think the insights within this conversation will be powerful in moving you forward on every level of the game so enjoy the rest of our conversation I've just asked Jack how he balances relationship and business and he's

just about to go deep dive into that topic and unlock another door for you guys so enjoy this conversation apologies for the first 10 minutes let's go yes exactly and and That's because I didn't yet realize that relationships like anything else was a skill it wherever I have sort of made mistakes in Life or or let's say not yet operating optimally it's because I haven't yet done the work the deliberate conscious coaching learning to better understand it and so you know and and I see this in a lot of people in that a lot of

people just live Unconsciously right like they're just kind of on autopilot going through life not realizing that everything in our reality is a reflection of us and so if your health is bad that's your fault unless it's a disease or something obviously that's not your fault but when I say your health is bad I mean if if you you're not the weight that you want to be you don't have the muscle you want to have you don't have the energy you you want you want to have Stop drinking alcohol start eating less start moving more

um if your relationships aren't the way that you want there's some stuff that you're doing or not doing that's causing that if your business is coming up against a glass ceiling it's because you're not yet the person that understands how to move it past that glass ceiling if you don't know what the current constraints in Your business is you you're the constraint and so it's quite a challenging Paradigm to adopt because it's a bit inconvene it feels inconvenient at first it's like oh [ __ ] you're telling me that you're telling me that I'm the

problem yeah yeah yeah and figured that out you know over the years anyway I just like to realize it sooner which you know like I'm always the problem and so if I can just kind of Shortcut that on understanding and and get to doing the real work which is always the work on yourself then then you accelerate your results in every in every aspect of life is it easy no for people like you and I Frankie and probably 90% of the people listening to this is there an alternative for us no it's the most painful

thing to to have to do the work to see the shadows of yourself and the the thing about Business and relationships especially those two topics they show the deepest darkest Shadow Parts yourself and and everything so if you got poor if you know if you brought up in a family that was bad around money you have these bad money habits your business is going to have a bad bad financials it's just just natur for if you don't sort that out in your own life before you start a business you will you will not have the

cash on the B And cheat to be able to to keep this thing going so you might have a a vehicle that's really successful selling as a product but if you have enough cash in the balance SE keep getting new orders to keep funding this thing you you know how you know how it goes it ends up you know you got all these orders and everyone thinks they're making money but the CFO tells you but no cash in the bank so it's this this all comes down to how you programmed as A child so it's

like that's not your fault it's it wasn't your fault but it now is your fault because you're now an adult you have to stay responsibility for it regardless of the fact of whether you were conditioned right or not it's like soon as you get 18 years old it's now your fault but everything's your fault and when you and when you take that responsibility you can actually free yourself from the from the from this [ __ ] because otherwise you can never you can never be free until you say everything is your fault that's what I

found in my life don't is it similar for you before I answer that question I just want to tell everybody watching or listening to this podcast if you do nothing else just rewind that last two minutes listen to what Frankie just said and take that it's it's beautifully put man in that we all until you have done the work To explore your personal history your past is pulling the strings of your current behavior beliefs and communication to an extent that you don't even realize and when I started to do you know child work I got

to that stuff late I've always done like psychology and neural linguistic programming cognitive behavioral therapy since extraordinarily unage uh but I'd never done the child and stuff because there's there's a belief in personal Development which is like what happened in the past doesn't matter you're creating right now and you create the future and [ __ ] the past and so that was my view of of of myself for a long time until I was probably like I don't know early early 30s and I had a friend that underwent an incredible transformation like from alcohol addicted

drug addicted to just being such a wise and conscious and evolved human being in like a matter of a couple of years and she was her Story and and connected with her and talking with her really inspired me and she said Jack until do the childhood work everything else is [ __ ] and I think if anyone else had have said that to me I would have argued with them but because of the example sitting in front of me I was like I can't not listen to that and so I went on that endeavor and

when I went on that endeavor to make current kind of level of thinking at the time was like okay I'm going to do this And then I'm going to be able to critique me better I'm going to be able to judge me more accurately you know cuz I was still come that and and what I found was exactly what you just said Frankie which is when you start to under you go back through your childhood and you and and you don't spend years there just do it you know you can do it relatively swiftly but

you start to realize how things that happened or didn't happen in your Childhood have unconsciously planted the seeds for what are now patterns in your life and so the outcome for me wasn't like oh I was better I I was able to more accurately critique myself it was like for the first time ever I actually had compassion for myself cuz I was like that's why I do that that's why I'm that way oh [ __ ] that's what's going on there and when we talk about childhood work often all it is is is is reflecting

and you know whether you do it on A3 piece Of paper or journals or with a therapist or whatever is going through parts of your childhood and going what did I pick up from that experience and well I picked up that I wasn't worthy or I picked up that um I have to be strong or I picked up that I can't cry or I picked up that men are evil or women are bad or whatever it is and and and then challenging that belief as your known adult self today and and and often it's just

bring the conscious awareness to it And and that sort of takes you 80 to 90% of the way there and you can you you can then choose different beliefs and behaviors going forward and so it's not as kind of dramatic as as it sounds and it's not as difficult as it sounds but until you do it your past is pulling the strings for who you are today there's so many um men especially that I've I've met in business that could solve half the problems in their business and their life if they just Gave them themselves

more love and yeah it was because of a lack of love in their childhood that's why they're doing everything in their external reality right now that's why there's all the cars all the all the obnoxious clothing the jewelry and everything else it's just because you know they didn't feel that that that person when they were younger and when you when you've seen it and when you must have done some of the work the mean and you OB done to get This get this mindset you can't unsee it you know you see it you see it

in everyone that you meet and I'm not saying that me you are saying that we're fully healed and there's there's no work left to do I'm not saying that but when you get to a certain level of like you've done the breath work you've done you've done the mentorship you've done the relationship coaching you all this you kind of you look at some entrepreneurs that might have made 200 Million but there Souls destroyed and they're empty they're an empty vessel that just want to go and buy lots of what as dumb [ __ ] because

they just don't know what else to do with the with the with the money I mean have you met like a lot of successful quotequote successful people like in your pursue and and and mentorship where they're doing like tens and tens of the millions but they're just they're just a vessel themselves all the time it's Extraordinary to me how many people I come across that are worth hundreds of millions of dollars billions of dollars and and you you wouldn't spend more than five minutes with them because um as you say from they're kind of a

shell of themselves and they'll tell you that they're not happy they'll tell you that they're depressed and yeah they're on anti-depressants or sleep medication or uh they've just gone through the third divorce or whatever whatever it is Um you know I think that I think that money is a really useful tool and and and it's a really good thing to have what you kind of what what I want to do is I want to build my capacity to give and receive love at the same rate that I build my ability to be creative at the

same rate that I create more wealth and if we can do those things in relative Harmony then it's healthier how are you how are you Balancing J oh you Ju Just understand that you need to work on yourself as much if not more than you do on your job and your career it's so it's so like you know friends often say to me I had I had one friend of pandas the other day she said Jack you're you're the most driven person I've ever met and and and I was genuinely surprised by that because for

me it doesn't feel like Drive I just feel like I'm getting up Every day and do what I do but you know I I suppose the vast I mean the spending time with panda and or I'm reading or I'm being coached or I'm operating in business or I'm coaching in speaking um because that's just what I love doing and so um I I I spend as much time putting myself under the microscope and doing the hard uncomfortable work as I as I do my Company or any person in my company if you were going to

give the the people listen into this right now the the best the ultimate best like the the place to start because obviously everyone's listen to this I want to get me the W us up what what is the wa if we can get a real gr with it and just give him a step-by step process that you would Implement right now for everyone who wants to get a sharpen line so they can go and achieve more in their Business in their life and their relationships what would it be well let let me let me give

you some books to read or listen to the first book I would read or listen to is a book by P malady so p Pia Melody uh called facing codependence terrible title but it's it's a book that helps us explore childhood and how it affects who we're showing up as today um I just released my latest book called Elevate which is all about how to Successfully and intelligently scale companies so read Elevate um and then where where I'm really showing up the most every single day and sharing what I'm reading what I'm wrestling with what

I'm challenged by what businesses I'm getting involved in what events I'm running and where is is Instagram and so follow me on Instagram it's just Jack delosa D L oosa um but if if you just do if you just take those small incremental steps To to to get engaged you know anybody listen this that you you're already following Frankie right so so that's a huge step towards becoming the captain of your own destiny and so taking these little steps the further you go out into the future the the the more exponential the difference becomes yeah

yeah I I'd agree I think putting the right information in your mind and just reiterate yeah to view yourself as a computer and I don't mean that in a soulless sense cuz cuz I'm quite a kind of spiritual person but but when it come you are a your brain right now is a computer that's running a bunch of programs and if you don't like the reality that you see around you you need to change your [ __ ] operating system and upgrade your software that's the only way that's the only way to improve anything it

is all you it's always only always been you and So it's it's all about upgrading your own software and and and falling in love with that process so that you never stop doing it do you do you meditate and do breath work and stuff like that to reprogram your mind I don't do breath work but I do meditate and and I go through Seasons um I'm going through a season right now where I'm I'm not meditating as much as I usually would but um yeah meditation so I picked up Meditation I was going through an

extremely challenging period of business in 201617 and I started meditating and um it was you know so back then 20189 you know I i' I'd meditate 20 minutes twice a day and then on the Saturday you know i' I'd sit there meditate for three hours and it because there just nothing else I would rather be doing at that in in that season of my life and it was incredibly powerful for me because it it Reduces stress it increases compassion for self and others um it helps you sleep it helps you make better decisions like there

isn't many silver bullets but meditation is probably the closest to a silver bullet that you have so um yeah I I I I highly recommend it and and I probably need to start doing more with myself again what part of yourself do you find that you were trying to overcome in that period uh Um uh the business was in extreme distress and so I was extremely stressed unhappy experiencing an e go death in [ __ ] just about every aspect of like like I was losing half a million dollar a month there was probably in$

four or5 million worth of debt as being sued I needed to go from 90 people to 40 people essentially what what happened is we became an accredited college because we Wanted to offer diplomas and advised diplomas in entrepreneurship but we entered the space incredibly successfully and then and we kind really doubled down on it and you know we were expanding it to Southeast Asia and we're going to become a higher education provider offering Bachelor degrees and master degrees like we were really going at it cuz I kind of got a a sense that I could

really make a difference to the quality of business education in in Within the judicial education system um and and then the government changed the regulations and essentially wiped out the industry pointing everybody back to universities and tapes away from private providers like the Entourage and and the regulation change happened overnight like I literally learned about it on the front page of the newspaper October the 1st 2016 um and so it sent business into extreme distress and you were extreme Distress for probably nine months and then kind of climbing out of it for four years um

and so what was meditation healing for me at the time everything yeah well just for me through that though when you get business that is driven in One Direction by that where there where you capitalize on presss Government funding you got all this stuff and then a massive pbot happens and you going into this extreme distress you're using a half a million in a month How how what what do you go in and do to make sure you turn that around how do you find a new Avenue to go to yeah so I mean practically

we were lucky because we could return to our unaccredited routs which is working with business owners to help them scale um and so you know we're able to to to do that which which which is who the Entourage is who I think we were always meant to be and I think the credited stuff was a bit of a detour to Be honest um but then you know how do you navigate distress it's it's really just there's a few things the underlying thing is is perseverance you know um it would have been so much easier for

me to quit and maybe more intelligent as well at the time I mean in hindsight now you know in a really good position and things are succeeding again but but if you looked at my position on paper at the end of 2016 well I I was visiting administrators and Liquidators people that wind up company and they all said the same thing I said Jack you cannot trade out of this like like raise the White Flag you guys are dared I was like no no I'm not going to accept that reality I don't know why I

went and saw them in the first place to be honest cuz I wasn't going to listen to what they said anyway but um first thing is waking is is is what I do is I say to myself Jack the next 6 months 12 mons how long it's going to be is going to [ __ ] suck you are going to enjoy very little of this you're not going to see much of your family at that point I have a family of my own but you know my brother just had kids and all that kind of

stuff you're not going to have much fun you know going to even get much sleep is there something that you want to do and again as I said as we were Talking about before that for people like us there's there's no alternative I'm not going to quit and so um he it's kind of acceptance of the fact that you're going to go through something really difficult and that you're choosing that and that you kind of resign to that and and so happiness for that period of time or having fun you just put it down the

priorities list you go every day every day is going to be challenging uh and I'm just going to Stay in the game and then in a more practical sense from business perspective the whole game is Kick the Can down the road and so any money that's going out of the business needs to be delayed any money that's coming into the business needs to be accelerated and so all you're trying to do cuz you cuz you we're operating in a lost position for a fair Fairly long time um and so it's like just keep the company

alive let's say this is your Cost base keep the company alive until you're back in profitability and then when you're back in profitability first the company's safe but then you can start you know paying back debts and whatever else and so it's it's kick the C down the road uh to keep the company alive while you build it back to profitability and that that sounds like one job it's two jobs keeping the company alive I.E managing the immediate cash crisis and building a company back To profitability and so that's two very separate and very distinct

jobs and even roles um because in one you need to act like a warrior you know cuz you're in war time but then when you're trying to lead a team and lead a business and brand yourself and Market yourself back to a market you you need to be a a a leader right not not not a warrior and so yeah with with with great difficulty we navigated you know what what became the hardest few years of my life but It Ultimately made made us so much better in every which way I don't want to go

through it again but there there was a lot of gifts and lessons to be taken from it well that's your third job in there I've mentioned is the fact of what once you get back to profitability as a business you've now got all these debts and payments to pay yeah and that's the other thing man is is you know when you you know so let's say end of 2016 I was probably in$ four or5 million worth of Debt losing an extraordinary amount of money had I have wound up the company everybody everybody loses the because

we had Bank debt we had atto debt we had invoice factoring I I had invest everybody loses their money any customer that paid us money and is going through a program they all lose that money right um any creditor doesn't get paid and so everybody loses when when you choose to Wind a company up from 2016 from that position we repaid every to every creditor I mean I I still work with banks and stuff like that but but but any any debt that we've got today is is healthy and is useful and is being deployed

properly but any bad debt or any creditors anybody that we owed money through the 20167 train wre every got everybody got paid 100% of what they were owned and and how many companies do you See fold up leave the debt behind and start another PTY into the the day after it happens all the time I invested in a recruitment business uh it's probably like 2014 and um and again lesson for me you know we spoke before about picking along partner in relationships this this was obviously not a business that I should have invested in but

what what happened in that instance is um she she got a uh $225,000 unexpected tax bill uh she came and saw me and I said that's fine this happens every day like you know just do this do this communicate this put on P plan now I found out a few days later that she wound up the company it's like really a 25k tax bill in business unexpected that that's that's called Tuesday and and like business is hard like this is an easy and so you know we all talk about entrepreneurs we we take Risks sure

what I'm more interested in is who the [ __ ] do you become when the risk doesn't turn out the way you want it to and and and how much fortitude and perseverance do you have to navigate those Seasons because because that's more important um and so yeah unfortunately I think a lot of people think that they have a desire that's like a 10 out of 10 but it's actually a Two out of 10 and and if if you want to be successful in any field in any field it's hard it it requires sacrifice it

requires you to endure extended periods of discomfort and sometimes extreme pain um and if you're a two or three out of 10 you're going to quit so either work on getting yourself to a 10 out of 10 or just quit now do you think you have to have passion for the business that you into in order to make in Ceso you need to have passion whether it's passion for what the business does or whether it's passion for business and whatever the business does is kind of secondary to you you you need to be all in

and you need to be thoroughly engaged because if you're not you'll give up the same as human relip it's the same as health and nutrition can people get by with just a passion for money cuz I've met a lot of people that just have a passion for just Making money yeah so can can they can they get up with that 100% we we spoke before about being worth hundreds of millions of dollars or billions of dollars clearly you got a lot of money but if that's all you have a passion for you're probably going to

be pretty [ __ ] miserable in every other area in life pretty [ __ ] miserable full stop you're just rich and miserable and there's nothing there's nothing more preventic than being rich and miserable Right and so it's like you know if somebody's ripped and got a six-pack great but show me someone that's ripped and got a six-pack who's building businesses who has a loving and connecting connected relationship that's an incredible father I respect that guy right yeah I I respect that guy way more than The 4400 million dude that's that's depressed and a shell

of himself yeah I agree with you on the all level I think health comes before everything you I wouldn't make any money in life if I didn't have my health you know so I I after to the vehicle then gym comes first before anything you know because the end of the day if you can't you can't put your help first is there's no point even getting up in the morning in my opinion but when it when it comes down to that OB you just moved out to Miami now you you you you've blown it up

12 14 years in Australia done really well there what was the P what why now Because you you're successful with Australia is as an entrepreneur you're well known you got good audience there everything's going well for you why do you want to Pivot now it builds expansive I think that um you know one of the statistics I looked at last week was there's 33 million businesses in America there are more businesses in America than there are human beings in Australia and and and don't get me wrong that's not showing Throwing Shade on Australia Australia will

continue to be our home for all intents and purposes we'll live in America but you know we Australia's still home um what I do commercially in America we will be able to operationalize 90% from Australia so we'll still be headquartered in Australia um it's it's it's expansive it's it's the next Horizon for Pander and I and so it's it's really it's really that simple and and and I wouldn't do it if I Thought um our growth in Australia would be compromised or the quality of the businesses that we're building in Australia would be compromised it's

all it's all adita and it's all synergistic and so I think anything we do here complements everything we do back in Australia and helps helps everything and everyone Elevate but to talking to how Wild is in Miami up for business entreprene cuz when I went out there myself I just to Me it's like then I I didn't real like people talk to me about Dubai and it talk about all these places and obviously I got residents in Dubai and Dubai is beautiful great but no but it's America to me is just uncapped like UNCA potential

you you land there and you could just wa money in my opin 100% And I mean you know we're we're we're brand new at the moment we're we're coming back to Australia for a couple of months to to do some business stuff and get Married and and then we'll come back to Miami the end of October um and so we're brand brand brand new but yeah Miami Miami is becoming the financial capital of this country if not the world um the the business here is like the business landscape here is incredible and then the American

Market is so is is as you say it's it's so large that it that it's uncapped and so I think for Australian Founders or Founders in any or in any country if you If if you've built something great continue to make it great in its Homeland but think about where can you expand it on an international basis to make it even bigger and to make it even better I think people of Our Generation Frankie we still whether whether we'd like to admit and and I probably don't include you in this statement I think You' broken

past this one but I know I'm still guilty of it at times we still Think in terms of our own country and the world world today is such a small place like the the world is a country today and so and so that's really exciting for business owners or even adventurers that just want to get out and do stuff um think of think think of the planet is your home and take away any boundaries uh that might be around state lines or country Lin and and think about how you can think and operate more Globally

it's it's incredibly fun and exciting Paradigm through which to view your life in the world it's it's right what you say ja because either there you are in Miami right now I'm in my Bayer I'm in a house with World play doing 5 10 million a year and another entrepreneur has got a business worth 100 million pound so to put it into context it and then these guys have both been on the podcast it's just when you travel the world podcast And talking hopefully one day I'll sit in your my P house cuz we we're

have a relationship I I'll come sit down I'm going to learn some stuff about you that you're going to teach me some things that I just don't know about life and that that's the beauty of being autonomous and being able to just get on the plane play the podcast gear a couple of suitcases and just be able to do like right go here go here go here that is the kind of life that I want to live Until until such a point as I I find the exact place I should be in and call it

a home me personally I just want to talk I want to talk into this with you cuz you you can you can articulate this so well you've obviously made a lot of money and had a lot of businesses in Australia there's a lot of talk at the moment about this taxfree life people are advertising you know set up in the cook Island set up in Dubai set up here there everywhere else I as an entrepreneur Should an entrepreneur be optimizing for taxes or should they just be optimizing to build in the best location that they

can and just pay the taxes that they shouldn't pay in my view definitely the latter and um again moving somewhere purely for tax advantage never appealed to me because because there's just there to me there's just so many things that are more important like the culture and the country or the state and for me I love Summer and I love beaches and I love good people um and and so it's it's really a personal preference personal values kind of thing but like minimizing tax for me I mean any human it should it should be important

you don't want to be donating extra cuz they're not spending it well enough that we should be donating extra but but for me it's it's it's like eight or nine I mean it doesn't even really come into come into my Consciousness uh what I would say is that if you look at somewhere like America for example there are definitely states that have become you incredibly cumbersome with anti- buus laws and regulations in in many instance anti-parent laws and regulations and and where taxes are ridiculous like ridiculously high and so while I wouldn't move somewhere for

tax advantage I would be prohibited from moving somewhere because the taxes are [ __ ] stupid you know California is like New York New York and Cali like like I I failed to understand how the politicians can be so unaware and and and it's so una aware to even put taxes and regulations like this in place in the first place but then when you see a mass Exodus from the state of California to Texas to Florida how that doesn't start to demonstrate to you that that you you've got it wrong from from a regulation and

The Taxation and even how you handle crime and and all it's really it's really sad and um disappointing to see because you know if I moved to America 15 years ago I probably would have moved to LA but it's not what it used to be and and you know I'm not an American and so I can only sort of talk about it from a from an observational perspective but I've got a lot of friends that are American and I and I and I I've you know I connected with with a lot of Entrepreneurs as are

American and they don't want to live in LA anymore yeah when I went to LA I thought it was I had this Vision in my mind of how La would be and it's not that anymore you know because of the because of the crime because of the stuff that's happened on the streets I mean so I can't even mention some of the stuff that I saw on the streets on this podcast but it's just it's so Dory but But that that that's kind of like what you saying when don't pick a place for the taxes

but if you I just seen the American Market going to Florida's great I've not been to Texas but I heard great things about it I've heard Las Vegas is Nevada can be good as well in some areas so I think there's a lot of I think when you when it comes to like a lot of young old prayers out there I just think you should pick the pick the location where you can build the biggest thing you know Ultimately I think America is that place you you can pick the biggest thing and enjoy the lifestyle

doing it right and so um yeah I mean for me it's I want to I want to live in a great um culture with great people and it's like as silly as it sounds I just I just know myself I love S I love pict now I spend most of my time working but you know as we sit here I I that's that's the view so um for those that are listening To the podcast you know I'm I'm overlooking a beach and palm trees and water and and I don't again I know it it probably

sounds stupid but but but but that that helps bring me happiness and peace and and do it and so yeah I think it's where you can build something big and enjoy the lifestyle that you're living yeah to me it it seems pointless even trying to make money if you're not going to let the life like about s only right now I try doing this podcast I'm Not going to be vibing the same vibration and I'm not I'm not you know just you know got the SW went to the real paddle plub in my B just

just done the gy ready up H so we're on now we going to get out this all sat in Miami I'm s my B and both got the Sun come through the window you know how can you how can you how can you not bring better energy to a podcast when you're in an environment like that and I I I Tred to tell people like when you change your Location it changes your life it's the biggest thing you can do to change it life I I have this personal opinion you should not be where you

grew up because yeah you there's all these we talked earlier about the triggers and and the things that bring that bring these things out of you you know in relationships and business but a lot of those triggers are actually held within the location where you grew up as well energetic so in order for you to break The pattern which is what you've said you need to break in order to ascend in business life relationships it would be a good idea to go away from your location to do that and it happened for me when I

moved to from from the UK near in cambrid here to Australia that's what allowed me to break patterns which is why I'm living the life I'm living right now I would not be living this life but I've been take taking myself out of that crucial Environment and what I see for you jack is like now with you living in Miami and bander and that I just see a whole different level of game coming for you because how could you not be thinking hundreds of millions and billions in that location compared to Australia how could exactly

quick one for you guys you may have seen I have started to Mentor people because I was getting people in the DMS reaching out asking me for loads of different advice and guidance through Many Realms of what I've been through in my life and I've created a mentorship program now that helps you create the reality that you want to live it helps you make more money on average an extra 30 to 100K there is that's lying within your business that you don't know where it is or how to access it I help people access that

and I also help them get every other area of their life right so they can improve their relationships so they can improve the way they Communicate the way they Network and everything else we work on the whole package it's not just one area we're not just in the pursuit of money but we're in the pursuit of the purpose and the money and aligning it all together so that you go in the right direction to be in the best version of yourself if that is something that resonates with you on every level of you're being and

you want to work with me to take yourself to the next level I would love you to click the Link below this video and go to my mentorship page and make an inquiry and just to come back to the point you were making before that I I really resonate with everything that you just said for for me I find familiarity to be slightly uninspiring and and then that's not to say that I'm always seeking new because that's not a good strategy either but um the more I could be Expanding Horizons it tends to be the

happier I am And I think what happens to all of us as you say Frankie you know not not kind of living where you grew up is when when some somewhere becomes that familiar you start to replace your perception with your memory meaning you don't see the thing anymore you see your memory of the thing whether that's a street a building a city a person or whatever right and so oh whether whether it's travel whether it's moving for good whether it's just expanding your horizon you know even if It's not geographically you just you start

doing more or operating at a bigger level you start to see things with new eyes and fresh eyes again and that's an incredibly uh powering thing to experience yeah and and you also have gratitude like I I have gratitude for like my parents being married for so long and you know and and you know that they mean a relationship to for f all this kind all this kind of stuff that I Didn't even see when I was living there in that bubble you know you don't you don't even see it I SC to my M

yeah you don't I speak to her more now on the ph and came with a more way more than if I was living next Ultra or 10 miles down Ro so it's it's crucial that you just take yourself out the environment even if it's just for a few months or a month just so you can get some Optics on what you stru you would doing because I don't know if you've ever been through this Jack but I I've been through many situations in life where I felt like I wanted to achieve certain things and when

I've gone to achieve it I've realized when I've climbed the ladder that my ladder was let get on wall like is there incidences in your life where you've primed the ladder of so called success but then you found out of then as a wrong a see be was was a little bit like that I mean I thoroughly enjoyed it and I Needed the education that you know I needed the development Pro that it offered me at that age you know I was like very early 20s um I think that's one of the reasons I'm so

Bion as about the entage is um I I I just I I love what we do and as I said before it's the engine for I I can build businesses around it I can build communities around it I can go anywhere well but but the the the heartbeat in the essence of we I really really love it and so um I I Think everything leading up to that was purely the the purpose of it was purely developmental to get me to a ro and have fun doing what I enjoy I just want to go into

a few different tactics from you because I want to give people the the the the essency of value right now give me a a a tactic or or a strategy to shorten the sales cycling business because I want um everyone on here to be able to shorten their sales cycle so they can bring in More cash as fast as possible so they can they can make more money the the main thing is is that most businesses are operating without any sales process in place and what I mean by that is inquiry comes in lead comes

in and whether it's the founder is just kind of let's let's assume you sell through conversation right Founders often the best salesperson to business are always but often and they kind of just do it intuitively they've done it a thousand Times and when they say something it works they say it again when they say something doesn't work they don't say it again when they asking question and gets good response they ask it again when they say ask something and it doesn't work they don't ask me so there's this there's this intuition but then there's also

this iterative process of improvement that occurs over time where they're kind of operating intuitively and and then if you start to build out a Sales team and you've got two three 4 10 20 50 people all selling intuitively in according to their own preference it becomes a nightmare it's it's completely unmanageable it's completely unscalable and so what we mean when we talk about have a sales process is what are the macro steps that you take somebody through to move them from Curious to committed what are the steps that you take them through from moving from

lead to customer and then within those what What do we what do we say when we answer the fight what do we say when we enter a discovery session or or or a longer you know sales consultation what are the questions we ask how do we tour our products or Services what a sales process should be is a distillation of best practice for how to help somebody remove the barriers that might prevent them from buying and to help them to take ownership of the decision to ultimately buy if they're the right Person for the product

or the service and so the the fastest like I'll give you an example Frankie you know we're working with a um a client of our in Elevate really successful um web development web design web optim Iz ation company and so they would essentially help businesses to generate more leads through the website now they would get a lead or they would get a uh phone call and they didn't have a sales process as most businesses don't and so They'd call the lead and you know the conversation would be something like hi you know I I saw

your inquiry come through just wanted to check in to see what what you're after okay great yeah yeah we can uh I think we can do that do you want to come out to me or should I come out to you or like I'm free today I'm I'm I'm free tomorrow I'm free the day after that don't me to come to your you and it becomes this awkward like not not a compelling Conversation and and and and the the whether it's the CEO or the sales person aren't offering any leadership to the Prospect and Prospects

don't want to be sold to but they they they do need to be led and so by having a sales process you're able to get somebody on the phone and go hey Frankie U thanks so much for reaching out quick question why ask why now why why did you reach out out to us and you know what was it about us and what what makes this a now conversation And so immediately we're eliciting needs okay Brey you're definitely in the right place let me tell you uh the process that we go through with people like

you in order to determine best fits that we can build something to say to you firstly what we're going to do is we're going to get an understanding of where you are right now and what are your current conversion rates secondly we're going to get an understanding of where you want to go and uh what what kind of Targets you've got over the next 12 months uh and then thirdly we'll start to put together a tailored Road mapap and tailored strategy exactly for you that's going to bridge the gap from your Cent conversion to where

you want to get in your conversion so let's start by telling me what's currently going on in your business what are the current conversions from your current website it like just like you know you're 30 seconds into the call but now the Prospect has got finally somebody that's got a process finally somebody that's uh a professional and finally somebody that can lead me I can relax CU I know I'm in safe hands and then you move them through a process that is strategically designed to elicit everything that you need to elicit to remove any object

that might come up prevent any objections that might come up later and to help them make the decisions that they need to in order to buy in order to buy Quickly and so for this web developer designer Optimizer dude he went from a sales cycle of three months it used to take him three months from lead until someone became customer he now gets it done in 10 days and so you can imagine if previously took you 3 months to win a client and now it takes you 10 days the increase in velocity of sales and

the increas in velocity of Revenue is astronomical and we didn't change we didn't we didn't we didn't spend more Money on marketing we didn't spend more money on I mean we are now but we didn't need to do any of that all it was the bottling best practice to understand how do we move customers through a buying process and and give them the leadership that they're seeking yeah velocity and and and throughput of a business is the fastest way to obious increase your Revenue other than acquisition of other companies yeah Absolutely I mean at what

point does a company know whether it's should acquire um another company to boost and sales cuz I was speaking to um Jeremy harup on the podcast and he's a he's a top in invest and he said when he was in telecoms he once he learned about acquisition entrepreneurship he couldn't unsee it he literally said him bought like a years 10 years worth of Revenue in a day um for a marginal amount of money down compared to what it would Cost him to go and scan it with his own ads and he's like right now I've

just got to acquire every other telecom's company because this the fastest wed business there's no point going out buying the customers that we can just buy them at this other business I what walk me through this because I know that you get this on a different level than I get it but like just walk me through this yeah acquisitive growth can definitely be a great Accelerate um you know if if you understand that the vast majority of businesses out there AR in great shape and they're definitely not optimized to maximize the value of of the

business then you can probably buy them for two to three times their profit so let's say you go find a business that that's doing I mean scale these numbers up or down depending on one's world but let's say you find a business that's doing 500 profit the um and it's not Being run well I mean they're obviously they got a great product or service or team or all the above but they're are doing marketing as we spoke about before they haven't optimized their sales process haven't built out their sales team it's like what we spoke

about before Frankie with humans going through life unconsciously that's what businesses do it's just they've just been doing the same [ __ ] for 5 10 20 years without un without without Bringing any conscious or strategic thought and so you go to this business it's doing let's say it's doing 3 million revenue and and 5 milk in profit and you buy them for free time profit let's say you buy them for 1.5 now even just putting down that 1.5 you might um give them 500k you might raise 500k in debt from the bank and then

you might uh vend or Finance the the the last 500k meaning you'll pay it to the previous owner um over a period of two Years right it's so really you've only put 500k down but you've acquired a business that's doing 500k profit so you're going to get your money back in the first year if you do nothing but then let's say you you know you're somebody that has engaged in coaches and you do have a strategy and you do understand how to identify the constraint in in in a business at any given moment and you

do understand how to make good moves and you understand How to build a team you understand how to layer a bit of marketing and increase sales conversion it's not out of the question to to to think that you can make that you just bought the business doing 500k profit you can probably make that 500k a million dollar profit maybe in your first year and so now you've got an asset that's producing a million dollars profit on an annual basis it really only cost you 500k because the other 500k Came from the bank and the third

500 Cade you cash flowed out of the profits of the business that you just bought and and and and you added an extra million dollars in bottom line to your business and so as I said you can scale those numbers up a that you could do it at a business profiting 100K you could do it for a business profiting 100 million but the the princip the principles and the base economics are the same and so for the for the right businesses and the Right entrepreneurs in the right Market um it it can be a really

good accelerant why s the markets then you see this being a a prime accelerant right now I think I think it's probably got more to do with the entrepreneur meaning you know you you do need to be pretty skilled as an entrepreneur um not necess I mean to do The deal yes but more so so to ensure that you like after we bought the business are we integrating it or are we keeping them separate and if we're integrating meaning we're taking the business we've just bought on we're integrating it with that core code you need

to be a good leader of people you need to be a good assessor of people you need to you need to get deep into the p&l and work out where your cost synergies you need to you need to You need to have a high EQ to understand how that going to um shake up the the culture and the politics of the place because it will uh or are you going to keep them separate in which case you're going to have two businesses or two Brands now which is going to require more output and so if

if you're an entrepreneur who's looking to challenge yourself and because it's not guys I don't ask you for much but today I'm asking you for a Solid favor if you are getting value out of this conversation do me a favor and hit that subscribe button it lets me know that we're making the right cont and it's hitting your eyes at the right time there's no go faster button that's easy right Acquisitions will go faster button but you need to be hungry you need to be three steps ahead you need to be learning you need to

understand that challenges are going to present Themselves that you don't even know of yet um and so if you're up for all of that if you're on the move if you're on the up as a human as as an entrepreneur then you want to do it if you kind of just want to cruise it's probably not for you because because it's it's going to shake things up for a year or two well when you when you acquire a business you yes you buy their cash FL and you buy their customers all that Good stuff which

sounds all great and woo woo but what you're also buying is you're buying all of their bottlenecks and if you've got to merge that company with this one over here you're buying those bottlenecks and you don't know where those Bott necks are right now because You' not you've not looked at it in the depth that you're telling people and look at it when you start putting those things together it doesn't work and then you can end up with an even Bigger problem you can actually send yourself under I've see you can send themselves under by

acquiring companies as well exactly so it's it's it's about knowing what to acquire and how to acquire and to make sure it's in the right shape to acquire it before you go merge I I get completely 100% And you want to look for a business that's doing well despite itself it's like like you've got a really great web development business whatever and you See this other and they're profitable but but you've got to kill a sales process and they don't you understand how to Market and apply customers and they're not doing any of that you

understood you you you've used technology to shave 15 20% of your cost base they haven't done that yet and so you look at that business and you go it's profitable it's relatively consistent and they haven't done any of the cool [ __ ] that I've done over here And then it's like okay cool do you have the energy to to double your size right now and and all of the growth and all of the challenges that come with that and so as I said if if you're on the art and you're up for the challenge

incredible um but but if you like to Coast then continue to coast and what you're essentially saying is work within your window of competence whatever whatever your window of competence is where where your skills Sit then you want to acquire within that window because if you don't acquire if you acquire outside that window this is where all the problems and all the or the issues that you're saying come come out the business yeah yeah I start to get more nervous when we start to talk about uh acquiring businesses we will AR familiar with um again

it can be done uh needs to come with great people you need to put great people in there but You know as honest for us we we at some level you just start working through other people right and so so it absolutely can be done it's just that the risk is greater and so your your level of obsession needs to be even greater and your attention to detail needs to deepen yeah and what what what's your views on on businesses these days because obviously people out there are saying some people say build a cash flow

Lifestyle business I think everything nowadays should be built to sell from day one that's that's my opinion what's your opinion on I think it's personal preference right I think it's um there's such a broad spectrum these days of what's possible in entrepreneurship and so um you know there's there's people that I I they just want to make a couple hundred grand a year in profit and live a nomadic lifestyle and spend a lot of time in barley and you know spend h a Time with their family and and and that lights them up and so

it's like [ __ ] awesome and then on the other Spectrum you got on the other end of spectrum you've got people like Michael Ruben for example you know Michael I think he's he's 50 uh this guy is an incredible American entrepreneur um you he owns fanatic so he owns all of the rights to sell all the merchandise for the NFL the NHL the NBA um this guy was doing $1 million Revenue and $10 million profit at 21 years of age he's worth 11 that's and and and he's he's obviously an exceptional entrepreneur all he

has ever been good at his business and work he was terrible in school he's terrible at everything all he wants to do is work and so and he still goes to bed some nights and he's dizzy because of how hard that he and he he asked himself he's like why why do I keep doing this to myself and the answer is he [ __ ] Loves it and so just like the person in barley making 200k loves it now my world is kind of an interest interesting blend of the two in that the Entourage has

become you know a sizable asset in and of itself but it's not necessarily something that I'm looking to sell in the near future however it does give me the opportunity to either start adjacent businesses start scale and exit which we've done a couple of times Entourage accounting and advisory Uh the larger consulting firm called entage Bean stalk um and it also goes with opportunity to invest in other businesses or acquire other businesses and and and maybe build and exit you know the satellites that are around the Entourage and so I'm I'm probably more uh I

I'm not the you know sit in barley kind of relaxed kind of a person I'm probably more led to build something substantial Um but but in the case of the entage it's not necessarily for the sake of exit it's more for the sake of scale and impact uh because the work that we do is truly meaningful to my team and I but then it also it also um gives rise to uh other business opportunities that you can start build and sell yeah you you you're essentially incubating exal assets is what you do from from day

one and and and you've got your own marketing team and everything Else sales and all the processes all there mapped out so yes this business is a cash nice cash flow business makes a lot of Revenue but it's like you your real EXP value comes from the assets are built from the stru that you have the the entra exactly exactly yeah bit i' love to ask this question when I when when need this podcast because it really allows us to contextualize this conversation Jack but it is one piece one per of wisdom if you if

you can't Leave the word anything else you could just leave one per of wisdom for everyone that listens this podcast today that can save their life 1% forward from now what would it be find out where you're upper limiting yourself we all operate within a thermostat of what's comfortable for us if if we get too happy we start to self-sabotage to bring ourselves back to the thermostat area of where we're comfortable if we get too unhappy we start to do good stuff to Bring ourselves back into our happy medium and so that also goes for

money if you start to make more money than you think you're worthy of you start to upper limit yourself and you'll reduce the amount of income you de if you start to you're in a Rel relationship that's that's that's better and more loving and more fulfilling than what you feel you deserve or what you feel capable of sustaining you'll saval relationship and so it comes back to the book I spoke About at the beginning called the big leap um and it's front of mine because I'm I'm reading it at the moment which is all about

identifying where you're upper limiting yourself and removing those upper limits so that you can take the big leap into your zone of Genius uh and and and become the best version that you you can to be yeah like that cuz you you're so right on everything you just said there you cap yourself out all them we're not is Sh yeah 100% 100% And and I've seen this so evident in my own life in all areas that I can't un see it so guys do me a solid favor dial in and I'll put Jack's details with

his business and his Instagram everything else you can follow along uh under this podcast but dial into this podcast share it with all your friends and I appreciate everything what you listening right now and Jack thank you so Legend Frankie thanks for having me brother I really enjoyed It if you thought that video was good why didn't you press this one here go on give that a little tickle