Make Q3 Your B**tch

Now, everything that you're going to be doing for the rest of Q3 is putting that into action so all of you can make Q3 your.

Everybody say, make Q3 your. Love to hear it.

Okay, so without further ado, I want.

To bring up our very own Lindsay Badillo and Chris Wiser.

All right, everybody got their drinks? Yes. We have our beverage.

The bar is open.

Bar is open.

Gonna say bar is open.

Drinks are pouring. Let's move this.

Can we move this ahead just a.

Touch or no, pull this up.

Can I move this ahead? Get yelled at.

We do what we want.

Is that okay, Jesse? Okay.

All right. Awesome. Okay, so I got. I got something for you all. Let me hit my.

She's doing that right now.

Okay. All right, I want you all to pull up your phone, and I got a little task for you or pull up your chat tab.

Can I pause for one second?

Oh, boy.

I just want you to acknowledge that Lindsay's got a microphone on her hat right now.

We like it. Thank you.

It actually works pretty well.

Yep. I also move my head a lot, so it tracks. Yes. Kevin kicked me off the Britney mic. He's making me use one of these things.

It's the hat mic now. It's the hat mic.

The hat mic. Next quarter, I want a bedazzled one. I want rhinestones on it. Yes. All right.

Rhinestone cowgirl.

All right. Yeah. One more time.

Rhinestone cowgirl.

There you go. All right, so pull up your chatgpts, your AIs, and we're going to start out, and I want you to type this in just like this. How does one.

I'm even doing this right here, guys. So let's do it together.

How does one make something their bitch?

Yeah, that's it. Hit enter.

Just roll with it. Okay. All right.

Can I read what my result is here? Oh, God, this is good.

So I'm gonna have a couple of shares, so I would like for a couple of you to go to the mics. Do we have mics? Where's our mics? All right, I'd like to have a couple of shares. This is gonna be a lesson in goal setting, holding yourself to a new level of accountability. Okay. All right. Randy, Bryan wants to share first. You haven't. All right. Always a step behind, Debbie. Brian's got you.

I didn't put the full word.

I said just a B. So mine is friendly. It says, be a good listener and spend quality time together and communicate. Open honestly and be reliable and trustworthy and respect.

Wait, I don't Think this went the way that we wanted it to go? Was it not?

I'm gonna. Actually, I'm gonna.

I said there be.

I didn't said, you gotta put. You gotta put. You gotta put the whole word in there because here's the factor. So you make something your bitch by gaining total control over it. That means mastery, domination through discipline. No excuses. And you make it work for you. The bottom line, you don't kind of make something your bitch. You crush resistance, execute relentlessly, and force the outcome.

So taking everything that we've done this week, marketing, lead generation, run the play. This is what we want. And so on our last day together with you guys, this is it. And then it'll be another three months before we see each other. What are you going to hold yourself accountable to? What are you going to stop saying, I'm one foot in, one foot out. I'm wavering. I'm not sure. I kind of want it. I kind of want to grow my business. Maybe not. It's too hard. Where are you going to dominate? Where are you going to go? All in on your goals, all in on yourself, all in on your marketing, all in on your lead generation, your team. Mine actually got really specific, so I thought this was pretty cool. And you guys feel free to share if you want to chime in here. Define your goals so clearly that it can't hide. So Q3, your pipeline, your fitness, whatever it is, vagueness is how your goals slip away. And I thought, wow, how about that? So I would like for all of us right now to define your very, very clear, specific goal for Q3. Just take a minute here. So one goal, one goal, very defined, clear goal.

Jon Handsman, now you got mics in your face for days.

Stand up. Gotta stand up. Because it doesn't work if you don't stand up. So I tweaked it because I don't do anything the way you say. Exactly. I said, how do I make things my bitch? And it said step by step on how to master anything. Define the thing you want to master.

Break it down. Set time bound.

Milestones. Learn from the best. Practice ruthlessly Measure, tweak and prove. Own the mental game.

Yeah, the mental game. That's right. Manage the mental game. All right, so what's your specific goal for Q3? And maybe you ask Chat, maybe you say, hey, based on what you know about me and everything I've been working towards, I need to define one goal that I can make my B word this quarter. Give me that one goal. So do that Right now, Scott's got something.

Chris and I already talked about this, but My goal for Q3 is to finish running the play on all of my existing clients. Done. End of story, full stop.

So you have so part of this. And I know, okay, I totally get making it your bitch is a little controversial, but the whole concept is to move the needle so you don't.

We're getting different.

Okay, so we're getting a little bit different. So what's key about this, Scott, you have to hold yourself accountable to these. Like, it's great. It's great to come here and have all this excitement and all these things that happen, but we got to go home and actually do the thing right. So I'm going to hold you to that.

Part of the reason I'm standing up and saying this in front of everybody is I want everybody else to hold me accountable too.

So I just wanted to clarify. You said your entire book of clients you're going to run the play on, is that correct? Yeah.

Yes.

Okay. He's going to finish running the play by October 21st. That's when we're going to be back for live.

Yeah, well, Chris and I talked about it last week. We want it done by the end of September.

All right. Yeah, let's do it. Let's knock it out. Awesome. All right, what else? What are defined, specific goals? Noah, what you got? Hold on. Let's get right here. Leah, please. Okay, Tanner, thank you.

I would say to finish our stand up.

Yeah, the mic's gonna work unless you stand.

I would say to finish our internal automation stack. Like, I'm more. I'm more focusing on, you know, building our stuff and figuring out exactly what our deliver deliverables.

You put me on cold calls.

Yeah, my bad. I poached on Janique instead.

You did what?

I poached Andranique instead. She felt better at it.

That's right.

Andranique. You want to talk?

Yep, yep.

Well, hold on. I want to finish what you said. So you're going to get your full automations. What does that mean? How do you measure that? How do we make that specific?

I mean, that's sort of what I'm trying to figure out, you know, because we're still in the phase of figuring out exactly how we're going to internally do it and how we're going to deliver it for customers.

Okay. So for your offering, for your AI offer, is that correct?

Create it. So I would say my goal really is to have a documented, like, AI offering and process of actually pushing it out and delivering it to customers.

There you go. I want to have a documented, structured AI offer, and I want to have pitched it to three customers.

Yep.

Yeah, yep. Okay.

More than three, though. 10, but yeah, 10.

We got 10, 20%. We'll pitch it to at least 10. I like it. I love it. Teamwork. All right, Antonique, what's your defined clear goal for Q3? I was actually. I had the same thing as him. Finish up with our existing clients, get them all cleaned up, get them back onto contracts if they're not already on a contract, and then do the AI GPAs with them. Get them closed on that side. Beautiful. Ken, shout out to you. Got your whole team right here just like running the show. Let's go. I love it. Great work. Okay, defined goals over here. Defined specific. Lara. If we're gonna go with the three months, we're gonna triple the amount of people in stage mastery because it's really fucking powerful what we're doing inside there. 10 Xing confidence sales. And just the way you move through life and the way you present yourself. I was talking about the domino effect it has when people see you courageous, how that domino effects into calling others forward into their own level of leadership. Take my mom to do a LIPA concert and LA High Rise is happening. Awesome. Let's claim that with you. You guys want to get stage mastery? I love it. Yeah. Your stage masters did so good this week. Andres, Melanie, I saw Randy Martinez up here doing his stage branding shoot. Like, crushing it. Looking so good.

How many people want to get on more stages in Q3?

All right, beautiful. Let's set some goals around that. Let's set a goal around that. Randy, now you can share. What's your goal to get on more stages?

What I'm asking.

Jesus.

Is this on? Okay.

You got to stand up. That's the ask. It doesn't turn on until you stand up.

That's right.

Yeah.

Asking. They really did turn it off.

Yeah, it does. It does, yeah. Asking the.

The real CEO. So we made a goal for 20, 25 for me to speak in front of a thousand people, and we're at 950 already. So we need to make a. We need to make a goal because she's the one that sets it all up and stuff.

Yeah.

So we need to make a goal yesterday. Did you really? I had someone reach out to me. So it looks like we got two more.

Yeah, she just locked one in yesterday. Yeah.

So what do you want to say? 500. Okay. We're going to try for 500, 500.

More by October 21st.

By October 21st, at least have them booked because sometimes they make us book them like six months out, lock them.

In, and this doesn't count. You don't get to count these people.

You want to come to UT game?

It's a warm up.

Come to UT game. Yeah. Yeah. Gotta stay for a while.

Yeah.

Yeah.

All right, we got Sheila.

My goal is we need to document our sales and onboarding process. Instead of just winging it, you know, we kind of did that. Cash flow solves all we went through and sold things that we couldn't deliver. So we're focusing on our operations and sales processes. And then also we need to finish going through our existing book of business.

Yeah. So you didn't really sound super convinced when you said that.

It's overwhelming, but I have Mackenzie. She's there. She's my little cheerleader. But it can be overwhelming. But going to events like this and getting help from your peers really helps get your mindset back on track and then having the done for you, you know, lead nurturing campaigns and get some new leads in there at the same time. But we have a decent amount of endpoints that still need to be upgraded. So we need to be focused on that and getting the process down so it's the same and it's consistent instead of it being different for every presentation.

So what clear, specific goal can you commit to around that?

Well, we're just. We're going to get it done. We have two meetings coming up next week and the week after it. Two presentations. We're trying to use the same consistent, you know, new method on them, and hopefully that works well for us. And if it doesn't, we're gonna adjust and move on.

So what are you struggling with on the. You said you couldn't deliver. What are you struggling with there?

Onboarding and follow up internally, like just communicating our vision of where we want to go with our internal staff. You know, my husband, he doesn't buy into it. He comes here and he does his own thing.

Okay, so that's a very good point. How do we. So you're now. How much MRR have you added in the program?

We have added 50k in new MRR and then we've kind of bottomed out and we've maintained it. But.

Yeah, so here's the thing. At what point, what do we have to do to get Bill on board?

He needs to come to events and participate.

I know, but it's not gonna take that. Like, it's not honestly he needs to see results.

He needs to see it work.

We're literally talking half a million dollars a year plus of new, new revenue.

Clients walk all over him and take advantage of him answering the phone.

So how do we. I want some other people's ideas as engineers. How do we get Bill and I've known these guys for a long time. I met Sheila initially. I was a Zenith Infotech client. Guys remember Zenith? I was a Zenith Infotech client using their BDRs. I was also an adult on Auto Task client. This is before I even use connectwise. Like way early.

Yeah.

Tech Squad days.

No, it was before that. It was before Tech Squad days. Like, it was early, early, early. I met you because you were on that webinar and I was on a webinar. It was A to Z with Autotask and Zenith is what it was. How to build your msp. And Sheila was on that. So I helped you guys kind of build your whole. So I've known you guys forever. Probably as long as Round Trotto, honestly. So how do we. And Bill's not never changed. So how do either. We got to move him to the side and say. I'm just going to be very blunt.

We basically have done this. Except he has two clients out of 40 recurring clients. He has two, but the two that he has are large clients and they take advantage of him.

Wow.

So there we go. If they were paying what they should be paying, which one of them is going to come to Jesus meeting in two weeks? So wish us luck if you all can help us prepare for this come to Jesus meeting. Because it's done. It's done.

Any other. Any other suggestions for how we help Sheila kick Bill in the ass?

Yeah, he's going to be in the meeting, so he needs to be on board for this come to Jesus meeting because they take it.

Does it come to Jesus meeting with Bill.

Huh?

Is the Come to Jesus meeting with Bill.

We're going to practice.

Anybody have any suggestions?

I'm going to practice before we present.

Okay.

And so he's not going to be surprised by what we're presenting. But it's like you should. Or get off the pot. You're going to either get on the full stack and pay for our services, or we're going to help you find someone else.

Yeah.

It is what it is. With the cost us money to maintain this client that is billing 750,000amonth and has 23 employees and like nine attorneys. It's ridiculous. It's an untapped gold mine. If they were paying us what we're worth. So, I mean, it could be.

So I'm going to. I'm going to tell you that I want. I'm going to hold you accountable to that. Okay, let's work on it.

So the clear, specific goal is we're.

Gonna present and we're gonna get this client upgraded or off boarded.

Okay. You're gonna upgrade this one specific client.

I'll give her a hand on that. Let's do it. Love it. Sheila, I want you to make bill your bitch.

Yeah, that's right.

Tell him I said that too, please.

That's what I was thinking. Like, Sheila, you're the CEO. You're the boss.

Hey, that's a big deal.

Yeah.

I will also say so for those of you that are watching online, what she said is she took over in 2018 as CEO. Every year since, her profits have gone up.

Yes.

So that is a big deal. It's also big that you're tracking that you know your numbers. So that is huge. He needs to understand that and need to keep pushing. For the rest of you that are potentially husband, wife teams, partner teams, that's a pretty big deal. So think about that. Yes, yes.

Show them the numbers.

Showing. Knowing those numbers is key. Absolutely.

Yeah. Okay. We have one over here somewhere. Liam. All right.

I have to stand up, so I want to do a lot of things, but it all boils back down to adding 10k of MRR to my business. I also want to work with Greg Chapman. We're in a similar position in terms of company size, so we're going to try and partner up and work together and marketing stuff and try and keep each other accountable to grow out of the spots that we're in, if that makes sense.

So I love that.

Yeah.

So your clear goal is 10k new MRR by October 21st.

Yes.

Okay. Beautiful.

Yeah.

All right. Raise your hand if you have a clear, specific goal. Okay. Not to. Yeah, yeah. We can share one more, but I have the next step after this.

My, my. Clear.

Oh, you're good.

Stood up too fast.

My clear goal is to get a.

Dialing system in place.

Can't hear you. Put the mic closer.

I want to get 10 qualified leads booked appointments through cold calling.

We're not doing any cold calling at the moment.

I want to sort that piece out.

So we talked about. We talked about this because you had a pretty big revelation about three months ago.

Yep.

Remember that? Where all of a sudden you were like, nothing's closing. I've been doing the same thing. Blah. Blah, blah. And then we kind of had a talk. I think it was on the business vision call or one of the calls. Right. And you kind of, like, changed. Like on that call. Do you remember that we had.

Yeah.

Literally a week later, stuff started dropping. So so much of that was mindset. But just remember how important it is to pivot and do some of those things differently, because that was a big factor that you had. You're doing the. Making 150 calls a day every single day. But it was the same exact message, the same exact type of client. We had to pivot and change. And as soon as we pivoted and changed, something dropped.

We're not making any calls at the moment. Moment, Chris, that's the piece that we're not doing at all.

Yeah.

Okay.

Let's keep working on it. Okay. Good job.

Awesome.

Okay, I know you wanted to pivot. What do you want? Where do you want to go next?

Yep. So I want you to look at your clear, specific goal, and I want you to identify the three roadblocks that could get in the way. All right.

So this is a big one. It's easy to sit here and say goals, but what actual roadblocks in my life are going to stop me from doing this? Or more importantly, what three roadblocks in my life am I going to allow to stop me? And how am I going to then stop them from stopping me? Actually, I like that a lot.

Okay, so who wants to share three roadblocks that could stop you? Or it could be the raise your hand if you want to share your clear, specific.

What are three roadblocks?

So, for example, Liam says, hey, I'm going to get 10k of new MRR. What could the roadblocks be?

Yeah. So straight away, one of the biggest challenges I will face is prioritization of tasks and time management. That's closely related to lack of structure in terms of if I want to be sales first, the first thing I do every day, the first hour of every day, following up sales, marketing stuff and then fitting in the help desk stuff around that. And then also the third one is myself. So just need to keep going and not let failure or lack of results deter me.

Yeah, I like it. I like it. Lack of results, the instant gratification. Yeah, Jamie, I saw that you said that you had a clear, specific goal. What could your. You know, I'm going to call on you. What could your roadblocks be? And you're welcome to share your goal with that.

I have two key hires I need to make I have a financial systems issue. It's creating too much noise and I need to get the noise down. And I have a mid funnel problem. I'm creating too many leads.

Oh, no.

I know. So I move the issue somewhere else. And so I need to have somebody in that mid funnel to close space because we're kind of wasting money. You know, we ramped up our SDRs to three. We're making a ton of calls, and so I need to get that part fixed.

But maybe not wasting money, but you're wasting leads, it sounds like. Right.

Well, that's money. Yeah, yeah, yeah.

Leaving it on the table.

But it's an important part. It's a. To me, it's an. As a sales manager myself, it's an important distinction. It's not like necessarily that you're wasting money because you don't want to cut back on SDRs. You don't want to cut any of that back. We want to make sure we optimize better. So we're converting.

Sure.

It's a huge factor for everyone else that's listening.

Yep, yep. So obstacle wise, I mean, I can find a lot of things to do that are not fixing the issue. So procrastination. I like to procrastinate. I have to get rid of some people that are in the finance space that aren't working for me. And so I'll probably, you know, I don't want to do it. So that's be something and then that's hard.

Yeah.

Outside of that, it's all time just. But I think I'm down the path, so.

Okay, so your clear, specific goal would be to.

To fill that finance and that mid funnel higher by the end of Q3. Well, actually by the end of this month.

I like it. So awesome. Good. Thank you, Jamie. And just know also, Jamie, whenever you get your mid funnel higher, you can put them into all the sales onboarding stuff that they come through and they learn the FTA play, they learn the discovery calls, get them into the implementation calls with Laura so that she can audit and she can listen into the fda. She can listen to the discovery and she can identify where the balls are being dropped along the way. Because that's a lot of. It's not the leads are bad. It's that you're probably dropping the ball and the FDA's are discovery, so. And she can help fill that when you get that new role. Very cool. Thank you. All right, obstacles over here. Obstacles, Ken, obstacles. I saw you say, yes, you had a specific goal. So what could three of your obstacles be. You raised your hand. He's like, no, I didn't.

First of all, Jamie, nobody likes you for all of your extra leads that you can.

I've got too many.

He's my lead mastery star student.

I mean, for me, I kind of support. So obviously right now my focus is on the. The sales and marketing piece of that.

Right.

We. We just hired Andre and so a big part for us is going to be I want to get through all of our existing customers an AI GPA not by the end of. By Q4, but by the end of the year.

Okay.

And. And we've got a good start. But that's. That's our big thing. Obstacles in that, of course, is every single distraction that I have every single day. I'm. I'm just like Jamie. I procrastinate. I'm a high level procrastinator. You know, somehow get stuff done, but still. Right.

I call it a high functioning, progressive functioning. I'm high functioning.

Yeah.

Yeah. So that's probably the biggest thing. And then, of course, just getting spun in different directions. Right. So we've got a lot going on in our business and so focusing on this piece, sometimes I get distracted and pulled into operations and, you know, trying to make sure I pull myself back into where I'm adding more value to our business and not stuff that other people could be doing.

That.

That's where I got to really make sure that the delegation stays tight and that people do their jobs.

Yep. So you got to stay in leadership. You stay in visionary mode. You don't get pulled down into the trenches, all the various distractions, etc. I love the ownership that your team is taking. I think you got a really core, solid team here, so. Good. Okay, cool. All right, so I want to hear one word. If you had. If you could pick one word for your Q3. As we're leaving this event, we're gonna take all this stuff, we're gonna put into practice one word to describe your Q3. Just think about it for a second. Just claim it right now. Whatever that word is. Abundance. Free. Get shit done. That's three words. Yeah, it's hyphenated.

It's actually one word. Get shit done. Hey, your thing didn't open on my phone.

Come up with a word.

I tried to open that. It kept crashing.

Yeah, go ahead, Derek.

Execution.

Execution. All right, all right. I want us to do something a little crazy. Are y' all down to do something a little crazy? All right, I want you to all stand up with me. We're gonna lock it in. All right? Don't tell anyone your word yet. Just give me, like a thumbs up if you've got your word. Don't overthink it. Just go with it. Who's got your word? You got it? I got X. Okay? I'm not gonna give you. All right, cool. Got your word. All right, on the count of three, I'm gonna say 1, 2, 3, and you're all gonna shout out your word, okay? You're gonna take it from here, and you're gonna get it out into the world, all right? So you're gonna shout your word, but you guys can't just, like, execution. Like, you gotta hear it, yell it. You gotta say it with your chest.

Okay?

All right, we ready? Here we go. One, two, three.

Abundant.

Love it.

That was good. That was good. That was good.

Awesome.

Good job. Good job.

So I want that word that you just shouted out, and I want you to imprint that on all of Q3. And every time you run into a personal barrier, you gotta say to yourself, whatever your word is and how you're gonna fight back and use this as power and fuel to push through it. Really important. Personal accountability and discipline is, like, the biggest thing that we struggle from as entrepreneurs. So we got to hold ourselves accountable. It's important. I'm kind of a broken record with this discipline thing all the time, but I'm telling you, if you can be disciplined for 30 days, actually one minute, one hour, one day, 30 days, 60 days, 90 days, 180 days, then it just becomes natural. That's what this is all about, is like getting comfortable.