How to find more TIME and productivity for your retail business || 4x DoubleDown Series

Good morning, you guys. Just want to make sure everyone's able to get here today. Our links had a few issues this morning getting to your inbox. So I just want to give you guys a couple more minutes to jump on here. Mirror Boutique. I think you guys get an award for being the first ones here every day. I do notice that. So thanks for being with me. I know it's crazy on a Saturday morning to jump on a webinar like this, so I hope you block out some time. You've got your coffee, because we are going to talk about a lot of things today. So good morning. Drop in the comments what your plans are on this Saturday. I hope it's beautiful wherever you are. I'm going to go check the comments and we will get started here in just a second. So drop it in the comments, let me know what's up. It may look a little different here. I'm not in my office. I'm actually at Sarah Burks house. I stayed over here last night, so I'm in Sarah's office. I don't know that I've ever really been in Sarah's office or desk before. And the difference is Sarah has, like, a pedal bike down below her desk, and it is way fancier than anything in my kitchen table, which is my office. So good day to be here. All right, let's find your guys's comments and see what is happening. Oh, man. There you guys are. Holy smokes. All right, let's get this screen set up so I can read your comments. How about. That'd be great. There we go. Good morning. It is gonna be 115 here. That does not sound like any fun. Where are you at, Clarissa? Where. Where are you at that. It's that hot. That is crazy. On my way. Oh, it's my son's 12th birthday. That is awesome. We celebrated a birthday in our house this week, too. Our daughter turned six and was a little wild about that. I just got your message saying that it wasn't working. Nice to see that it is perfect. All right, we're here. Marissa, on your way to work. Clarissa, Arizona. Oh, my goodness. Sarah's family here. So we stayed overnight here last night and. And they are going on a big trip. They're family rodeos. And they qualified for the national high school rodeo finals, which is in Guthrie, Oklahoma. And they are leaving this week to head down that way. And I think it's supposed to be like 115 when they're there too. There's huge heat wave across the south, which I'M sure many of you are experiencing that. Sounds sweaty. Very, very sweaty. But fun. All right, you guys, well, let's do this. So today is day four of this webinar series, and I'm all about the fact that we can take in information like this. I love listening to podcasts. I love listening to webinars. I love finding new education and new ideas. But the hard part, I'm sure it is for me, I'm sure it is for you, too, is implementing. It's finding the time to implement. And I know you've probably heard me tell this story before, but it wasn't that long ago when Eric was like, dude, you cannot listen to another podcast without actually implementing something. And the hard part is, I think, at all these different stages, it's not like you get to this one stage in business and you're like, oh, I've got this. Like, I'm a master at mastering my time and delegating and outsourcing and all these things. But I think every step that we go through in business, as we continue to grow, like, we continue to hit these new milestones where we continue to have to outsource, ask for help, systematize, and grow our business. And the more I've thought about it in the last year, I feel like it comes down to these two mindset shifts. There's entrepreneur mindset, where you're just trying to get the thing to go. Like, you're just trying to grow it. You're hustling, you're scrappy, you're doing all the things you have to do to prove that your business is viable. And then once you have, you have to shift into this new mindset of how do I remove myself from being the center of the business? Because at the end of the day, every business is built to sell. Like, that's why businesses are started in the first place, right? Yes. You can make money along the way, but eventually you can sell the business and you've got some tangible. Well, if you are the bottleneck of your business, if everything hinges on you, what if something happens to you? I think they call it the truck rule. Like, if you were hit by a truck tomorrow, what would happen to your business? Would it be able to survive without you? Would your team know what to do? Or do you have a team? Or where would any of it go? And I'm curious your answer to that in the comments. The truck rule. If you were hit by a truck tomorrow, what would happen to your business? Sounds morbid, but tell me in the comments, what you think the answer to that question is? Because I feel like that's something even personally in our family, we've had to ask that question a lot. What happens? How do we remove Ashley so much from the business? How do we systematize, build a team, do all these different things? And that's really the key to getting more done in business, too. So shifting from entrepreneur mindset to CEO mindset, which is all about leveraging time and money and systems and teams and building processes and things that are easily replicatable so the business can continue to grow. And it's not just on your shoulders. Because I don't know you guys, if you've ever been in, like, burnout mode in business too, that's another very real thing. It's hard to get past that. And if you're taking all this on your shoulders, that's bound to happen to you too. So my goal for you guys today is this one hour of implementation is worth 100 hours of motivation. So today, I want to talk really honestly about what it takes to move the mindset from being the hustler and the do it all person as the entrepreneur into the CEO. And I see single mom here, one woman show, right? How do you take the weight of that off your shoulders? Right? How do you move into CEO mode, where you have a system built and your business can still continue to grow even without you? So that's the plan today, moving from CEO or from entrepreneur into CEO. The reason this is day number four is because I know you guys have taken tons of notes, probably like 10 pages of notes from the last couple of days, and I want you to implement them. I want you to find a way to get this to work in your business, because July is a really important month for that reason. You know, a lot of people talk about July as a J month, and, oh, it can be slow. But this is the time to implement before we get into the really crazy fourth quarter. So it's go time. I want you to get the things on your notebook, on your list from the last couple of days done. And this is a huge part of Bootcamp, too. You guys have heard me talk about Bootcamp for the past couple of days. I'll talk about it one more time here today. But I think this is a huge shift. And this is actually the thing we start with when we go into Bootcamp, rather than starting with how do I do Facebook ads and all these other fancy things? Like, if these things aren't right, if these foundational pieces aren't right, you can't get anything accomplished in Bootcamp. So we have to focus on mindset foundations systems, the very unpretty things nobody talks about on Instagram. That's where we go first because those are the things that actually move the needle forward in your business. So a lot of the things you hear today, these are things I've walked through trial by fire myself. I wish I would have had someone to like, dangle this carrot and teach me these things early. But good for you because you do. So you'll know these things even if they aren't applicable to you now. They will be in the future and you'll be ready for them. Emily, 12 pages of notes as of today. That is just ridiculous. That's awesome. Congratulations. Oh, my gosh. 12 pages. Super. Okay, guys, I'm going to share my screen. We're going to get into it if you've been here the last couple of days and join me. You know, I'm happy to answer all of your questions at the end of my slides today. I know you're probably going to have several and you're going to have several more pages of notes. So jot your questions in here. Feel free to help one another. We'll talk more about boot camp. So if you have more questions about that, I'm happy to answer them. But I am here for you for the next hour. So let's do this, shall we? All right, give me a let's go if you're ready and I'll get my slides up and we will run with this thing. Okay? All right, let's share the screen. Go to Canva. Oh my gosh, I love Canva. Where was my life without it? And here we go. All right. Yeah, give me a one in the comments. Let's go. So let's go if you are ready. All right. Five steps to scale from an entrepreneur to a CEO. You guys have already met me. Ashley. I'm the founder at the Boutique Hub. You guys know I'm super passionate about doing this and I don't like fluff. I like to get you the hard hitting stuff that's actually going to move the needle forward in your business. Clearly, if you've got 12 pages of notes, you guys know that I don't like fluff. So that's what today is going to be all about too. If you guys aren't members of the Boutique Hub yet, obviously I want to invite you to join us. This is where we interact every single day with thousands of boutique owners from around the world and wholesale brands. And in case you guys didn't see this yesterday. One of the things I love most about the boutique hub community is I feel like it's an information point that is on the cusp of what's happening in our industry. So you may not have seen this yet, but WWD Magic is canceled for 2020, which is a huge deal, you guys. It had already been postponed and yesterday we were able to share first on social media with our group that it was actually going to be canceled. And so already many of our wholesalers are collaborating to find new ways to bring all of you who are struggling to find inventory, like the latest strategy, a caravan of traveling reps, like new markets that people are going to be going to, just new ways to get you guys the inventory that you need. So I love that that people helping people piece of the boutique hub that was happening already yesterday and this morning again. So please join us in the hub if you haven't yet. But there's all kinds of ways to collaborate and work together. So we'll get into that more later. Alright? One hour of implementation is worth a hundred hours of motivation. You all know this. And it's easy to have the systems, right, it's easy to have the to do list, it's easy to have the tools that you know you need, right? But if you don't have the mindset that is eager to actually get the things done to make the big shifts that really move the needle forward, the systems, the tools, the to do list, the team, even none of that can be effective if you first aren't in the right state of mind to get this done. If you're still stuck in entrepreneur mindset and you haven't yet shifted to think of yourself as a CEO, this will be a struggle for you. So today I just want you to put yourself in kind of a new set of shoes to think about. How can I remove myself from being the bottleneck of my business? Put it on a post it note, put it on your computer. It's on my computer. And it's something I have to ask myself every single day because it's easy to say, well, I'll just do that, I'll just take that on and you can't. If you're going to grow, you've got to even start small. And I know some of you are going, but Ashley, I'm still a one woman show. I'm not making any money yet. Drop those questions in the comments and I'll come back to them because there's real ways for you to start small. And work your way up. And I'll come back and talk about those at the end as well. So here's the main shift. What's the difference between CEO and entrepreneur? Feel free to screenshot this screen, you guys. And then on my Instagram, as soon as I'm off this webinar, I'm actually going to post a graphic just like this. So for friends on Instagram, it's ajalderson. And you'll be able able to download or save this graphic from my Instagram today as well. Let me walk you through these really quick. Okay. CEO mindset. CEOs build systems, build teams. They celebrate progress, not perfection. They leverage money to make more money. Time is more important than money. Time is our most precious resource. Although a lot of times entrepreneurs think money is our most precious resource. CEOs value ease, have clear boundaries, use time blocking, know their KPIs. They have strategy for long term growth. They have an exit strategy for their business. Oh my gosh, that's a novel idea, right? What's the long term plan? And the goal is to make the business operate without you. That is the CEO goal. Now Entrepreneur Mindset says, I'm going to work through my to do list daily, which often are filled with busy work. Right? They do it all. They celebrate tasks completion. They save money by diying. They leverage hard work to make more money, not money or time to make more money. They like saving. Saving money matters more than saving time. They value hustle. They attack each day, one day at a time. They simply want numbers that are bigger than yesterday's numbers. And they see strategy for growth this month only. They will work forever because it's an identity that they have chosen to take on. And their goal is to make the business centered around them so that honestly, we all start as entrepreneurs. Like so many of those things resonate with me because I'm like, yep, been there, been there, been there, done that. So I'd love to know in the comments, are you a CEO or are you an entrepreneur? Where are you at right now? And be honest about it because this is going to be a journey to shift you from one to the other. And I've been there like I've been on all these things. So there's absolutely no shame in it. This is a process we all have to walk through together to continue to grow. So here's the next thing I want you to think about this, right, CEO versus entrepreneur. So CEO takes $100, let's say, and is going to build a website where she's going to do something with this hundred dollars. Rather than DIY it, she takes 20 bucks, gives it to three people to complete the tasks faster, and Therefore, in just one week makes $300 in sales. With that $60 investment that she made and saved. Now Repeat that for three weeks, she spent 180 bucks and profited a little over a grand. Okay. Because the money and the time are now working for her. Whereas the entrepreneur comes in and says, I have $100, I'm gonna keep it. I'm gonna DIY it and make this website myself. Same project, she does also make $300 in sales, but it takes her three weeks to DIY the website and make those sales. Her spend was zero. Right? Congratulations. But the net profit was a mere 400 bucks, the $300 she made and the $100 that she kept. So think about this. If you wonder why businesses grow so fast, it is this very simple concept. This is how you leverage time and money. And it might start as small as $10. It might start as small as a trade. It might start as small as having someone watch your kids or clean your house. Like, these tiny little things all add up, and the more they add up, the faster they're going to grow. Right? If there's any Dave Ramsey fans in the house, shout out. If you've ever done Financial Peace University, every married couple on the face of the planet needs to do this. When you learn about the debt snowball, it is this exact same concept, but work backwards. If you have debt that he teaches you how to take and you're just paying off one piece at a time, and then you're taking the payment from that first piece of debt that you paid off and you're adding it to the principal on the second piece of debt that you have. And soon, like, as you continue to pay these off and you're taking all these additional principal payments you were making or debt payments you were making, and laying it down on the principle of whatever debt you continue to have, pretty soon your house is paid off. We paid off our mortgage by doing this not that long ago. And that was a really big deal. So same concept. Google it. That's a whole nother conversation. It's a rabbit hole. I just about fell down deeply. All right, so to achieve success, we've got to achieve the mindset, the tools and the systems you need to find productivity and to scale your business. So really the way I see it is there's five step process that I've been able to, like, look back and find in my own journey from scaling from say $100,000 business to a multimillion dollar business. And this comes the five step process of moving from entrepreneur to CEO and how your business will continue to grow with it. So step number one is the most important step and that's your mindset. In order to adopt a system or to outsource anything, we have to first ask these very critical questions today, you guys, in your notes, I'm also going to give you some recommended books for reading. If you need a good summer like vacation ready, I'm going to give you those as well. So step number one in mindset. I'm going to give you five mindsets that are really important to growth in CEO. Mindset number one is values time values time knows that time is more important than money. So the way I see this is I know the difference in $100 an hour job versus the $10 an hour job. It's as simple as, yes, I can clean the toilets, right? I'm the best toilet cleaner in the house by far. Gigi's Cupcakes. You guys, if you have not heard the Gigi's Cupcakes podcast that we did, please listen to it. She cleaned toilets for celebrities in Nashville before she founded Gigi's Cupcakes. Her story is unbelievable. I don't know why. I just sparked my thing about cleaning toilets and her name came to mind. Anyone can clean toilets. But is it worth your time? At some point in your entrepreneurial journey, you have to say, you know what? My time is worth something. Me doing a live sale and spending the next five hours invoicing for that live sale. It's not worth it. My time is, is worth $100 an hour at least. So I need to hire people that can, I can invest $10 in so that I can then take my time. Can't even talk today. It's a Saturday. I can take my time and invest it somewhere where I'm going to get a return on my investment. So the question becomes this. When you are looking at your to do list for the day, are you working on income generating activities? Your to do list, your task list, your role in your company should be you work on income generating activities. That has become such a buzzword. It's not anymore, but when you were starting out in business, it was such a buzzword in our house. Eric would have to ask me that and like remind me of that because I would get so lost in emails and Pinterest and making graphics and like all these things that take Time and he's like, dude, is that an income generating activity? You need to be over here like coaching or being on video or like doing the things and then have someone help you with that because you have to leverage your most valuable skill set. So ask yourself, what is your most valuable skillset? And you've got to begin to leverage and outsource the rest of it. There is this theory Mike Michalowicz talks about. It's not his own study. I forget who did the study, so I can't credit them. But I heard it from Mike Michalowicz and it's the theory of small place. And it talks about how when, you know, just like portion sizes in America, the larger plate that we have, the more food we are going to consume because we are going to fill the plate. And our time is really the same way. If we took a smaller plate and gave ourselves less time to work with, let's say we cut ourselves down to a 10 hour workweek, how much more productive would be if we gave ourselves 10 hours a week versus saying, oh, I know I have got 40, like I will just fit it in somewhere. I am just going to go scroll Facebook right now and I am going to answer emails right now like, no, you got to stop yourself and say, wait, this is my 10 hour workweek. And what is most important to fit in because it's easy to eliminate the waste and to ask for help once you've asked that question and leverage time versus money. One of the best books that I've read on this topic is Rich Dad, Poor Dad. It's an older book, probably one of the most important books that should be required reading in schools if you ask me. Please read it and please read it with your spouse. And this is really going to shift your perspective on valuing your time. Number two is values, progress. So progress over perfection. We as entrepreneurs have this crazy idea that we are going to do it better than anyone else and if we hand it off to anyone, they are going to somehow screw it up. And then we are so strapped for time because we are doing all the things that we are like, you know what, I don't have time to train so and so on how to do this. So I am just going to do it myself. That is the mindset that is going to hold you back every single time. Because you have to figure my time is an investment. So if I am taking the time to give it to someone else to train them how to do this thing, that is an easily replicatable process, right? So that I can run over here and continue to work on my most valuable skill set. So valuing progress means you are going to outsource and it might not be perfect, but done is better than perfect. And then you can continue to iterate or give feedback or improve the process. But you have to start somewhere, right? You got to start somewhere. I look at our to do list as this. There's 80% or there's 20% of the to do list every day that will give us 80% of the results we're looking for. But we get so stuck flipping that around and working on the 80% of our to do list that does not give us the results. Because our mind is constantly seeking these endorphins, right? That our brain is going to release, saying, I cross something off my list. I crossed another thing off our list. Like we had this conversation on our team the other day. Someone on our team, I won't tell you who, was saying, I write on my to do list to take a nap. And I was like, dude, that sounds awesome, right? I would love to be able to take a nap and write that on my list. And she's like, I do it because I have to like physically cross it off and give myself the mental like, yes, aha moment that I actually got to take a nap and cross it off my list. My theory is this. We all get lost in our email inboxes and social media for the same reason. Because we're like, oh, answered that question, deleted that email. And every day we're going for the quick wins because our brain is so addicted to what's released every time we do that. But if we were training our brain to say no, an email inbox is a holding place for someone else's agenda. And instead I'm going to shift over here and work on my big rock today to actually make progress. What is the big, ugly, hairy, scary thing on my to do list that I do not want to do today? That's where I'm going to focus on it first. I think about. My husband used to be in high level sales. He worked for a water company that worked in water chemistry. So the sales process was a very long one. It was not quick. They were very high dollar sales. And so he had to do a lot of cold calling. Nobody likes cold calling, right? It's not fun at all. But he was the top salesman in company because he embraced the fact that cold calls suck. So it was the first thing he would do each and every day. He would not do anything, wouldn't touch Anything, Nothing. He would get his coffee and just start calling, emailing, calling, making connections, like doing the hard thing that no one wants to do and usually saves till the end in a hope that they can, like, push it over to tomorrow and deal with it later. Procrastination, right? So just shifting out of that mindset and valuing progress over perfection is key. All right, number three builds culture. The proverb, teach a man to fish, you'll feed him for a lifetime, versus give a man a fish and you'll feed him for a day. Culture. The culture that you build with anyone on your team, right down to an intern that you hire to help watch your kids, clean your house. Pin to Pinterest, do customer service. Like, get the do it all girl. Right? That's what we have. Our interns have been absolute saviors to us personally and to the business. When you build that culture of empowerment, right, empower to make progress versus have them scared to mess up because you're going to come down on them. That's a huge shift. Building the culture of teaching your team to look for the next opportunity, right? Don't wait for me to tell you to do something. Go seek it out and come back to me. Another Dave Ramsey. While I'm on this kick, Dave Ramsey uses this analogy of monkeys on his desk. And he's like, dude, every time someone comes into my office with a problem, it's like they have a little monkey on their shoulder, and the monkey hops off their shoulder and hops onto their desk, and he's like, I don't want anyone else's monkeys on my desk. So he said, I went back and I had to train my team that if they come with a problem, they need to come with three potential solutions so that when they leave my office, they leave with their monkeys, but they have a plan. So same is true with every single hire you make. How can you empower them to know you need options, you need potential solutions, and they have to start thinking ahead of what can they do next? Because it can't come from you and the brain power. Going back to the truck rule. If you were hit by a truck tomorrow, would your team know what to do? Building that culture and the systems that I'm going to tell you about in just a minute are going to make all the difference for you to be able to step out of your business. Mindset number four is you leverage systems for ROI. So if you have KPIs in your business, if you know and Jeff, who's helping me with this webinar today does this every single day. So if you know that you need to make so many sales in your business, I'll use the boutique traffic formula. For example, if you know you need to make so many sales, then you can break that out by what's my sales per week? Or what's my sales per day? Divided by your average order value. Now you know how many orders you need today to hit the goal divided by your average conversion rate. Now you know how much traffic you have to have on your website today to hit the sales goal that you have at the end of the day. We talk a ton about this in Bootcamp and all of those types of formulas that are critical to hitting your business. If you know the goal and the KPI in your team, because you built the culture, knows the goal in the API, every number can be worked backwards and built into a system so your team knows how to manage that system, right? If your girl that's doing Pinterest knows how much traffic you need to get from Pinterest every day, she can work the math backwards and go, okay, I need this many pins, this many repins, this many. Like, from Instagram to Pinterest, like, whatever it is, if you know the goal, she can work that number backwards. So leverage systems that are easily replicatable to build that roi. I heard this. I don't know if it's my dad or, like, where I first heard this, but they'd said only attract number growth. And how true is that in business? And I'm not going to tell you that we're perfect. Jeff, you can laugh when you're hearing me say these words, but there's a lot of numbers that I wish we tracked that we just don't. We just haven't gotten there yet. I feel like this has been an evolution for us, and I know this is probably an evolution for you. Start with what you can manage. Pick three numbers that are the most important to you and start to really, really hone in on them. If you're in boot camp, the very first thing you do is we have a boot camp weekly tracking sheet where you go in and you start to train yourself to get in the process of level leveraging the most important numbers in your business every week. And then every Monday, same time every week, you come back and you fill those numbers. Because most of us on this webinar are women. I know there's some men here, but here's a challenge that we have. Sometimes as women that are listening, sometimes we have bad weeks, sometimes emotionally, we're like, this went wrong at home and this went wrong in business, and so and so was mean to me on social media. And I just feel like this is a crappy week. I didn't feel like my Shopify was dinging on my app as much as it usually does. Like, I just feel down about it. Well, your emotions can tell you a lot of things, but unless you go back and actually have hard facts to prove it was a bad week, it means nothing. I have seen so many times in bootcamp, people come in and go, you know what? I thought it was a bad week. And then I filled out my tracking sheet for the week and was amazed. It was actually one of the best weeks I've had in the last two months. But our emotions want to tell us a different story. So only a track number grows means you have to be really diligent about the numbers that matter the most in your business every single week. All right, finally. Oh, I was going to give you another book. The next book I want you to jot on your list is Clockwork by Mike Michalowicz. Another one of my definite favorites. Storybrand by Donald Miller. Another one. Those are two books that are going to help you work on building culture, build your brand, and your brand story. And then Clockwork is all about, what's the queen bee role in your business? Right, because the bees, everyone serves the purpose of the queen bee. She's got to reproduce. Right? So everyone knows what their purpose is. Building your team, building your culture. Builder Jing. Builder Jing. Is that a word that I just made up? I think it is. Building the systems in your business comes from knowing what those numbers are and what everyone's roles are going to be to fill into those numbers. All right, finally, growth mindset. This is a really simple one, but this is huge. This is just simply knowing the difference between scarcity and abundance. Right? It's working on it like this. It's saying, what if I was more concerned about what I have to gain versus being more concerned about what I have to lose? Sounds simple enough, right? But really, it comes down to the minutiae of every decision we make every day and how we choose to live in the growth mindset. 100% impacts everybody on our team. You are the spirit leader of your team. As you grow, you are a leader in your family, your extended family, your friends, your local community. Your growth mindset will 100% impact the outcome of your business. A good book, especially for the women that are listening to this. You are a badass. Jensen Chiro 100% recommend it. Also, you are a badass at making money. Her other book, very very good that are going to help you with growth mindset and like how to actually get some of these things accomplished in your business. Sometimes I think people look at business as like not just business but life as it's a zero sum game. Like if you're going to be good in business, you've got to take away from your family time or if you want to have a great family life, you don't have enough time in business. That's a scarcity mindset. And oh my gosh, you guys, I could tell you 100 stories about about our own family that has come to us and said you're traveling too much. Like that's not going to be good for your kids. That's you're just too concerned with your business, blah blah. I completely disagree with that. I am 100% of quality over quantity in every area of business. And when you are dedicated to greatness in one area, it spills over into all areas. That's abundance, that's growth mindset. That's knowing that anything that we want to achieve in this life is possible and that we can be great at both things. One doesn't have to take away from the other. That is scarcity, that's lack and there's not enough to go around in this world. So think about the different areas of your life where some of those little mindset triggers might be creeping in for you. So those are five mindsets that are really, really important to CEOs and for the purpose of today, let me just look at the time. I really wanted to hammer on those most. So you guys, please drop me a thumbs up or say yes in the comments. Like that was helpful. And drop in the comments too. I'm all about accountability. So if there's one of these that hit home for you, if there's something you dropped in your notes today that you're like, oh my gosh, that's me, drop it. Because I think you're going to enjoy seeing what other people have to say in the comments. What hit home for them may be different than you and you're going to be able to learn from 1. Drop the action item. What did you learn? What hit home most for you into the comments on these mindset shifts. So to go back to the overall purpose of today, these are five mindsets. But there's five steps in this whole journey of again scaling our business and shifting from entrepreneur into CEO. Mindset is the foundation. It is step number one. Step number two is boundaries. We can't go on with our bad selves and all of these mindsets if we haven't first set boundaries. Boundaries are one of the best things in life, in business, for children. It's the reason they put fences around playgrounds, right? The more children know they have a boundary on the playground, the more they're going to run and play. They're going to feel safety because they know where the boundary is. And that's so true with our time. I remember you guys like it was yesterday. The time staying up till 1, 2 in the morning, working on things, skipping dinner, skipping family time, because I felt like I had to hustle and grind and get these things done. And there, I wouldn't say it was just like one turning point. There was a number of different turning points in our life and business where as a family, we had to sit down and go, you know what? This is not working for us. Like when we come back to why did we start this business in the first place? Place, and I invite you to ask that question, why did you start this business in the first place? If it was for more freedom, if it was to give back to your family, right? Or let's even say this, if you've gone through COVID 19 and you've come back and said, man, I really took for granted the family time that I haven't had for a long time. And now all of a sudden, everyone's stuck under one roof. Here we are. I want more of that. I want to see my kids grow up. I don't want to miss out on any of these things. I, for me, I am not going to miss any kids sports. I absolutely love kids sports. So when you know and you are hard on where this boundary is going to be, like, where is my end day, my end hour? Every single day at work now you can start to work around those boundaries and be more productive inside of them. So where are your boundaries? Around your health, your faith, your family, and your hobbies. And when you sit down and you're going to time block in your calendar, which this is a whole other thing we go into in bootcamp, is the four part to do list, time blocking strategy, how to set up your entire week one piece at a time so you can be more productive. When you do that process, the very first thing you do is you lay in your boundaries. Okay, I'm going to work from 8 to 5:30. That's my boundary. I have an hour for lunch because at lunch I'm Going to spend it with my family. I work out on this day, this day, this day. My kids have sports on this day, this day, this day. And these weekends or these times I am taking off to have a vacation or to go to kids sports or whatever it is. Right? The boundaries are the first thing that we lay into the calendar. And then everything else has to come back and fit around that. All of our to do lists, anything in business, our tiger time, you name it all has to fit around those key boundaries. The other thing I would say is I think I heard Brendon Burchard first say this, but I thought it was a novel idea. So now I've kind of adopted it. Every Sunday night or Monday when I look at my calendar, I've made a game for myself to say, okay, what's one thing I could say no to this week? Because inherently we're going to take on more things than we really should or could. We're going to bite off more than we can chew because that's human nature because we don't want to say no to people. So at the beginning of every week, you have to look back and go, okay, here's my week. I'm setting up my schedule this week. What's one thing I could take off my list? It might be a meeting, it might be an activity activity. It might be something on your to do list that you're like, you know what? I'm not going to do this thing this week. I'm going to ask so and so to do this thing. Or I've got this new college kid I just met or, you know, a friend or a connection or whatever. I'm going to call her this week and see if she could come and do this thing for me versus me just taking on one more project. So my challenge to you is this. What is one thing you can say no to each week? Find one thing you can turn away and get off of your list. Get yourself in that routine and habit so you can hold true to what your boundaries are going to be. And again, going back to why did you start this business in the first place? What is the plan? All right, step number three is what are the tools that I need to make all of this happen? Because it doesn't just happen with your laptop computer and an email. There's some definite tools that are going to help you accomplish these things. So first is communication. If you have any kind of team, Internet, babysitter girl, anyone that you're communicating with, the most stressful thing you can do is give yourself 12 different inboxes to check. So find. What is the one central mode of communication going to be for us? Our team uses Slack. So there's no emails between team members. Because, like, that would be a nightmare. Trying to shift through all the emails. There's not texting, there's not Facebook messenger, there's not Instagram, DMs, nothing. Everything is in Slack. It's free. I love Slack. It's free. There's these communication channels where you can say, have a customer service channel, a purchase order channel, going to market channel, a marketing channel, photography or photo shoots channel, HR channel, like all those things. So all the communication between you and your team is all centralized in these different little places. And you guys, even if you just have one employee, me, it's still so helpful to go in and be able to drop those things there. We have this thing at the hub called the Squirrel Rodeo because there's plenty of people on our team that enjoy rodeo or have horses. We just thought the idea of a Squirrel Rodeo sounded a little bit chaotic, and that's what happens when we brainstorm.