You’re sabotaging your success

[00:00:05] Welcome to The Aaron LeBauer Show. This is the number one show for passionate physical therapy and healthcare entrepreneurs

[00:00:11] Looking to level up their income and impact on the world. If that's you then you're in the right place

[00:00:17] So sit back chill out and let's get into the show

[00:00:21] I'm your host Aaron LeBauer and today we're going to talk about what makes you uncomfortable

[00:00:31] What makes you uncomfortable as a physical therapist? What makes you uncomfortable as a business owner and

[00:00:36] How to grow and how to

[00:00:39] Get past that so you can make a lot of money

[00:00:41] You can help shitload of people and you can live a life of freedom and fulfillment without anyone

[00:00:49] Micromanaging you breathing down your neck and telling you what to do

[00:00:53] Especially a boss insurance companies someone else. I don't know. Here's the theme like I talked to a lot of people

[00:00:59] I have a lot of people, you know who are crushing it and then I

[00:01:03] Encounter a lot of people who are who want to crush it

[00:01:08] But make excuses

[00:01:10] Okay, the there's two things that I need you to understand before we even get into all the things is that

[00:01:19] Growth doesn't happen in your comfort zone. So you may not know this but I'm like I used to teach yoga

[00:01:26] Well, yeah Aaron's done a lot of things done a lot of things

[00:01:28] I haven't just done the same thing forever and I never will do the same thing forever from here on out

[00:01:33] I did a

[00:01:36] Baptiste inspired yoga teacher training probably

[00:01:39] 2015 right as the coaching business was starting to grow maybe it was

[00:01:43] 2013 it was almost 10 years ago as

[00:01:47] Coaching business started to grow. I had to stop teaching yoga because the clinic was

[00:01:52] Cool. I mean I had a dope schedule where I would work. I would see patients from 8 to 1 on Mondays and Fridays

[00:01:59] From 2 to 6 on Tuesday Thursdays and

[00:02:03] 8 to 12 and 2 to 6 on Wednesdays and so

[00:02:08] Tuesday and Thursday mornings, I would go to yoga

[00:02:10] I would actually teach yoga at noon on Tuesdays and I would

[00:02:14] Teach resist on Saturday mornings and I would go to the other class on Saturday mornings

[00:02:18] It was great

[00:02:18] but then the coaching business got busy enough and I had to had to choose one and I

[00:02:23] Didn't make money doing yoga. But anyways one of the things I learned in yoga

[00:02:28] Is you is growth didn't happen in your comfort zone and as soon as so in yoga terms

[00:02:34] That feels like if you're ever doing a pose and you're holding it for five breaths

[00:02:39] Yoga doesn't start until the pose gets hard yoga really doesn't start. You're not doing yoga until you're ready to get out of the pose

[00:02:47] Right. It's almost like you're not really lifting weights until you're ready to stop and it gets hard and you want to put

[00:02:53] Down okay now that's starting to be when your strength and growth is happening when you want to start putting it down

[00:02:58] But you know, you got you need three more reps

[00:03:01] Okay. So one

[00:03:03] This is about what makes you uncomfortable to growth doesn't happen in your comfort zone. So you have to recognize what makes you uncomfortable

[00:03:10] So you can learn from it and grow from it and three you're sabotaging your own success

[00:03:16] almost a hundred percent of the time

[00:03:18] When you're working with me or you're working with someone else or you're doing something other people have done

[00:03:23] And you want to be like hey, I want to have a business like Aaron whether it's a clinic like Aaron or an online coaching business

[00:03:28] Like Aaron and you're not

[00:03:30] Making the progress you want somewhere in your life. You're sabotaging your own success

[00:03:35] Okay

[00:03:36] So the things that make you uncomfortable, I've got a list this cool

[00:03:40] I got a list but I also have some steps to grow to the next level and there's some lessons in here

[00:03:46] so look before we get into this if you're watching on YouTube, please hit the

[00:03:50] Like subscribe and notice click the notification bell and also comment like YouTube loves the comments

[00:03:58] You know even like if you're listening the podcast on iTunes leave me a review like doing those things

[00:04:03] or if you're watching this in the cash be donation comment below because it helps the algorithms and

[00:04:07] There's two things that this does one. It allows you to synthesize the information that you learn

[00:04:14] To you you're sharing it with others

[00:04:15] You're sharing what you've synthesized with others so you can help the next person and three it helps the algorithm help more people

[00:04:20] See this stuff because there's 200,000 physical therapists in the US and believe it or not

[00:04:25] I think there's probably hundred thousand of them don't even know who I am and don't know that cash-based physical therapy is

[00:04:31] an opportunity for them

[00:04:33] so

[00:04:34] What makes you uncomfortable?

[00:04:36] number one

[00:04:37] Talking about money. I need to do a whole podcast on talking about money, but just talking about money makes you uncomfortable

[00:04:45] Money is good money does great things money solves problems

[00:04:48] Money doesn't make you happy and people with money are not evil having those beliefs means that you won't have money

[00:04:56] Money comes and goes

[00:04:58] Time is fleeting. You might lose money today, but go get money tomorrow

[00:05:02] I can lose a hundred thousand dollars a day and I can go get it tomorrow

[00:05:05] Like I know what to do to go get it because I've been around people who have more of it and I've seen

[00:05:10] their

[00:05:11] Attitudes in the way they talk about money

[00:05:13] I've spent hundreds of thousand dollars on business coaching and courses and I've gotten it back in droves

[00:05:20] because you know what I'm doing is I'm investing myself and

[00:05:24] What we need to do is talk about money more especially as a physical therapist

[00:05:28] It's like awkward to talk about with your patients talk about with your family

[00:05:32] Talking about money makes you uncomfortable

[00:05:35] Money is just a way to exchange value. It's a way to quantify

[00:05:40] How many people you've helped I?

[00:05:42] Know that my coaching business did over a million dollars last year that I've helped a shitload of people get

[00:05:50] Like I know like I don't know how many people I felt because not everyone says hair and thank you very much

[00:05:55] I get more of the hair and stop talking about the APTA like that and blah blah

[00:06:00] But I know that if I'm making money

[00:06:03] And then I'm helping thousands of people because I could not help

[00:06:07] You know that me know

[00:06:08] I could not make that much money if I wasn't actually helping someone because I'm not stealing money from people

[00:06:13] I'm not taking it from people unwillingly

[00:06:16] I'm exchanging value so I'm getting some money and I'm exchanging 10x the value, you know

[00:06:21] So like let's say Owen Johnson. He gave me

[00:06:26] $18,000 coaching this first year in business and he made

[00:06:31] $225,000

[00:06:33] Wouldn't you say that's a fair exchange?

[00:06:36] He gave me 18,000 and I helped him make

[00:06:40] 225,000 that's pretty dope. I've got other people pay me 18,000 or 21 thousand dollars

[00:06:48] $25,000 and

[00:06:50] I've helped them make

[00:06:52] Another

[00:06:54] $25,000 but you know what else they got?

[00:06:56] They got the $25,000. Well, I'm sure I've made help them make I'm sure they've made more hundred thousand dollars for the year

[00:07:01] But the other thing that they get is not just money. It's time

[00:07:04] It's

[00:07:07] It's time it's satisfaction career satisfaction feeling like whole I mean Owen will tell you all these things came to him

[00:07:14] He has a better relationship with his with his fiance now his wife

[00:07:18] Or maybe it was maybe they were married. I think they got married since we started coaching together

[00:07:22] You know his better personal relationship their relationship with his

[00:07:27] patience his career

[00:07:30] Gosh Matthew audio is someone that Owen and Jen referred

[00:07:34] Just applied for a transformation contest was like I was about to get out of PT and now since joining the mastermind two months ago

[00:07:41] You know, I love my profession again

[00:07:44] I'm like does that matter?

[00:07:46] Right, but what we do is we talk about money

[00:07:49] We talked about how to make money how to save money how to use money and leverage money

[00:07:52] Talking about money makes you uncomfortable

[00:07:54] Then you need to talk about it more and maybe it's the people you're around you need to put yourself around people

[00:08:00] That are comfortable talking about money because I'll tell you about all my money and where I where I put it and what I do

[00:08:06] With it and how much I make

[00:08:08] If it makes you uncomfortable

[00:08:10] Like then that's something you need to get over. Okay

[00:08:13] Number two, what makes you uncomfortable sales

[00:08:17] Sales makes you uncomfortable a thought of sales

[00:08:19] like I don't use the word sales in my marketing very often because everyone thinks marketing is the problem, but really

[00:08:25] The problem is sales the problem is

[00:08:29] Sales sales sales one you've experienced really shitty sales. You've you've experienced pushy people trying to

[00:08:36] Tell you what to do

[00:08:37] But real sales ethical sales is asking questions and offering a solution to a problem that people have

[00:08:44] In exchange for money, but that problem is gonna be worth, you know

[00:08:50] $5,000 and I'm gonna ask you for a thousand or maybe there's no monetary value

[00:08:53] We can put on being able to have sex comfortably with your partner again

[00:08:59] But I can say hey, you know, I can help you do that in eight weeks physical therapy for that is gonna cost 2500 bucks

[00:09:06] Okay

[00:09:07] Sales so you have to get over the sales thing because I believe strongly

[00:09:13] That physical therapy is the right solution for pretty much anyone who's in pain or injured now or in the past and people

[00:09:21] Who don't want to fall over and fracture their hip femur pelvis when they're 75

[00:09:27] They need physical therapy

[00:09:28] So I feel it's my ethical obligation to be a master at sales so I can use it for good

[00:09:33] Not just for making money, but if you're in it just to make money

[00:09:36] So we talked about money

[00:09:37] But if you're in this and your only goal is making money and you're desperate

[00:09:41] The sales is gonna come across that way and that's probably what you've experienced from other people. Okay number three

[00:09:47] Email marketing email marketing makes you uncomfortable. It makes you uncomfortable because you don't understand it

[00:09:53] So here's a couple things one you just have to recognize it I'm gonna keep emailing you

[00:09:58] Until you say yes, and then if you have another email address

[00:10:02] Like there's no way my system knows that that is the same person

[00:10:06] So you just have to kind of ignore it or just be like, alright cool

[00:10:09] Let me figure out which email I like the best and you know

[00:10:12] You can unsubscribe the others and here's the thing with email marketing

[00:10:15] You can unsubscribe at any time the links at the bottom of the email

[00:10:18] And if I email you something you don't like it before you click unsubscribe

[00:10:22] Check yourself and see why did that make you uncomfortable?

[00:10:26] Is it something I said is it the way I said it or is it the way that you interpreted it, right? Oh

[00:10:32] God, I got some crazy emails last week

[00:10:35] And I'm just trying to help people who are on my list grow their business and like I don't like the tone

[00:10:38] Of this and seriously when I looked at the emails

[00:10:40] I was like really like you don't like the tone of this. It was did a seagull steal your phone

[00:10:44] I had like three or four people reply to that and was like stop

[00:10:48] I'm just like this is fun. It's funny. I don't know that one email makes me a lot of money in my blueprint book sequence

[00:10:56] So I let's just say you go to my my website cache PD blueprint book and you put in your name phone number

[00:11:04] Address email go to the next page. You're like, oh no, I don't want to pay $9 for Aaron to ship me this book for free

[00:11:10] Let me think about this longer. Let me go look on Amazon. Oh darn on Amazon. It's 20 bucks

[00:11:16] Okay, so if you didn't buy it but you fill out the name phone number email part

[00:11:21] You're on my list and I can send you

[00:11:24] A series of emails. I send a series of four maybe five emails for when you abandon the cart

[00:11:30] Everyone does this Etsy does this?

[00:11:32] I mean Amazon doesn't I mean a lot of places do this where they follow you around with ads

[00:11:35] I follow you around with emails and one of my most successful emails from that one. I used it for

[00:11:41] the

[00:11:42] For PT biz con and I only sent to people who had clicked on the sales page

[00:11:47] Or clicked on a link in one of the emails about PT biz con and I had like three or four people get upset

[00:11:51] About it because it was funny

[00:11:53] Anyways, you don't understand email marketing and so you don't know how you can use it to make

[00:11:58] Hundreds of thousands of dollars in your business. I've got one email sequence. It's easily made me

[00:12:04] $500,000

[00:12:06] Easily probably a million probably if I trace that email sequence to all the webinars

[00:12:10] It sent people to I've probably made a million dollars with the email sequence. If you're my mastermind

[00:12:14] I'll give you a you know, and you sell online courses or programs. I'll give that sequence to you

[00:12:20] I just did that with Joe Gambino. We just gave it to him set it up for him in his

[00:12:24] Business and he's gonna be using it as a attractive character email sequence. It's awesome. It's so powerful

[00:12:31] Okay, the other thing that makes you uncomfortable is doing the actual work and being responsible for your own success

[00:12:37] I just did a whole podcast episode on this

[00:12:41] But you've got to do the work

[00:12:43] Okay, if you don't have kids you've got plenty of time

[00:12:46] Look me Jen Neeset Meg Greco

[00:12:51] There's five other Jen's you have all kids, you know other guys that have kids

[00:12:58] Joe Gambino just had a new baby. We're doing the work like there's you know, my uncle said this to me

[00:13:05] He's like Aaron camera what he was what the topic was I was like, you know, I don't have time for that

[00:13:10] He's like you have time. You just aren't making it a priority

[00:13:14] So you need to do the work doing the work makes you uncomfortable

[00:13:18] You think just joining the program or buying a course and finally spending money on yourself means that the results are gonna happen

[00:13:25] You actually have to do the work like I can show you how to fish

[00:13:29] But I can't fish for you

[00:13:31] And then my coach Pedro's posted something today on his

[00:13:35] His story was like I'm gonna show you how to fish but don't come take my fishing spot

[00:13:40] You know, it's like that's what I'm gonna crush you

[00:13:43] It's like I'm happily show you how to fish because there are plenty of fish

[00:13:46] This pond keeps getting restocked pond is being restocked every day with money and with patience

[00:13:51] And I'll show you how to fish but you got to go out there and do the work

[00:13:54] You have to be responsible for your own success. It's not the course. It's not the program. It's not the advice

[00:13:59] You know, I'm not here to be your friend

[00:14:01] I'm here to help you grow a business and help millions of patients and it's your responsibility

[00:14:04] To be responsible for your own success and admit when you know what this isn't just isn't for you

[00:14:09] We're admit when you haven't done the work. So do the work is hard

[00:14:13] But it and it can be rewarding and if you're doing the right work for the right reason with the right mission

[00:14:18] And you know the right you have the USP and your avatar down

[00:14:22] It doesn't feel like work at all like it really doesn't feel like work at all

[00:14:26] so

[00:14:28] Anyways, do the work number five commitment

[00:14:33] Committing to yourself like commitment makes you uncomfortable

[00:14:36] so people are scared to commit and they back out or they're scared to make a commitment and they stay on the fence or

[00:14:44] They think you've made a commitment and I can get out of it. I'm like

[00:14:49] You made a commitment like Oliver platinum mastermind members after 30 days

[00:14:54] Agree and they sign a platinum promise which has you know

[00:14:57] there's 20 things that I'm responsible for and four or five things that you're responsible for and one of them is keeping the

[00:15:03] commitment you made after three days to

[00:15:06] You know working together for 12 months to radically change your life your business and the way you impact your patients

[00:15:12] And it's a commitment to yourself your business and your family

[00:15:16] And a lot of people think they can get out of it and you can

[00:15:19] But you know what disappoints me is that you know, I clearly helped

[00:15:24] You know, I'm going to bat for you and you're making a commitment to yourself

[00:15:28] But clearly that wasn't a commitment you really made it was like you're putting your toe in the water

[00:15:33] You know, there's a lot of other things where people make shallow commitments because you're not all-in

[00:15:39] Because you don't have a big reason big enough reason why?

[00:15:42] but the one of the reasons I don't understand it and I've told some of my my other friends and people in my

[00:15:48] Coaching groups like I just don't understand is because when I make a commitment, I'm all-in

[00:15:53] I'm not gonna sit on the fence forever. We've talked about how speed is your friend in business

[00:15:58] But I'm going to think about it and say yes or no. I'm not gonna go half halfway into something

[00:16:06] Right. I'm not gonna go halfway into a business or an idea

[00:16:09] I've had plenty of people, you know

[00:16:10] Jake who does my ads and sales for me and Greg Todd and feels like Aaron you need to try this is be great

[00:16:16] I'm like, yeah, great. Let me think about it

[00:16:18] I think but if I go all-in on it is gonna take time away from the other things

[00:16:22] I'm focused on and it's called having laser focus

[00:16:25] But it's also being committed to the thing that you say yes to and when you say no

[00:16:30] You've committed to know that's not that doesn't work with my game plan and I'm not gonna do it

[00:16:34] I'm committed to this other thing and you have to stay committed committed to your patience committed to

[00:16:40] Your learning but really committed to yourself your business and the things that you want

[00:16:44] Which isn't to say that once you commit you can't change course

[00:16:48] But it's once you commit to something see it through until you realize

[00:16:52] You know, this isn't the right path and then you adjust but you haven't changed your commitment. You've changed your strategy

[00:16:57] Does it make sense? It's called you know be committed

[00:17:01] Because the first time you do something is not always gonna work and the people that are committed to the to the goal to the process

[00:17:09] Are the ones that are gonna win and see it through was it Thomas Edison what invented?

[00:17:14] What is it Thomas Edison that invented 20 250 light bulbs before he got one to work something like that Thomas Edison

[00:17:21] Yeah, I always get Edison Jefferson confused because they're old guys. I think with the same kind of first name

[00:17:28] But anyways you get the point. I don't know the stats on that but that's called commitment. What makes you uncomfortable tech

[00:17:33] Don't let the goddamn tech make you uncomfortable

[00:17:36] Tech should not make you uncomfortable if tech makes you uncomfortable

[00:17:39] Just stop trying to pretend if you're a PT listening this or OT

[00:17:44] Speech pathologists you learned spinothalamic tracks if you learn that you can learn the tech the tech is even easier

[00:17:50] It's just because you don't understand it. It's an easy excuse to keep you from failure

[00:17:54] It's like oh the techs too hard. I'm not gonna do it if I fail. It's not my personal responsibility for the failure

[00:17:59] It's the techs fault

[00:18:01] Stop blaming the tech

[00:18:04] Take responsibility for your own success

[00:18:06] Just stop it get over it and look you can always hire someone else to do it for you

[00:18:10] But the best owner operators are the people that understand the process and understand the outcome so you can hire the right people

[00:18:16] So you really got to understand the tech because if you can run one of these you can run the PT email engine

[00:18:22] You can run

[00:18:23] Click funnels you can do Zapier. You can do all those things you do Facebook and Instagram

[00:18:29] You do Facebook and Instagram

[00:18:32] Okay, number seven the APTA what makes you uncomfortable the APTA. Well for good reason the APTA

[00:18:39] I don't know. What else do we need to say? The APTA makes you uncomfortable. It's good

[00:18:43] Great APTA

[00:18:47] Does it make me uncomfortable I don't think it makes me uncomfortable. It's just they're not serving me

[00:18:53] As a physical therapist and business owner not even the PPS. That's why I created PTBizCon

[00:18:59] That's why I created courses and do my own webinars

[00:19:02] Because i've decided a long time ago

[00:19:05] that if I want to change the profession, I can't do it from inside the APTA because

[00:19:10] They won't let me as much as you're gonna when I email about it or post about it

[00:19:14] If you message me and say Aaron will you just need to be on more committees and try harder look

[00:19:20] I've had about eight different

[00:19:22] Different

[00:19:24] Presentations for PPS or CSM turndown

[00:19:28] I've had a couple articles for the PPS impact magazine turndown

[00:19:31] I have spoken at CSM before once on my own. I spoke at PPS as a student with Bob Duvall

[00:19:38] I didn't write that proposal

[00:19:40] I do have a did do a couple webinars back in the day

[00:19:43] But you know, they would get 25 people in the webinar and I would get 500

[00:19:48] You know

[00:19:48] And they put my thing up on the website and I can't even access it unless i'm a member

[00:19:52] You know, it's like and they're charging money for it and I don't know whatever. It's totally cool

[00:19:56] But the APTA makes you uncomfortable

[00:19:59] Because every time I talk about it you react

[00:20:01] To it you get defensive of the APTA. You just gotta understand that they don't serve everybody

[00:20:07] I was a big supporter for a long time

[00:20:10] And when covid came around and the dental association the spa association were the best resources for me as a private practice owner

[00:20:17] to deal with covid

[00:20:19] And and I asked the PPS president I said hey

[00:20:22] Can you make these resources available for free day all business owners are like no that's a benefit of being a member

[00:20:27] I was like you've got this all wrong like that should be free

[00:20:30] Serve other people and then they'll see why it there's benefits to membership

[00:20:35] And they didn't do that and they were basically like no, that's not that's not how we do things

[00:20:39] And I was like great. I'm not renewing. I mean after 12 years

[00:20:43] So anyways APTA makes you uncomfortable every time I talk about it you react

[00:20:48] Um, that's totally cool

[00:20:50] But it's not for everybody. What makes you uncomfortable the belief in yourself

[00:20:54] um, i'm not a therapist

[00:20:56] I'm not you know, my brother is he might be able to better speak about this but

[00:21:02] We lack belief in ourselves we're unable to invest in ourselves and

[00:21:07] Most people who I see fail don't believe that they can do it

[00:21:11] so

[00:21:12] What's the one thing that I know can solve this problem?

[00:21:16] Look, I probably believe in you more than you believe in yourself

[00:21:19] But the one thing that can solve this and you know what is to get around other people

[00:21:23] That are doing what you want to do

[00:21:25] So you can be like oh man. I'm just like them if they can do it so can I

[00:21:30] I mean

[00:21:32] That's what being around um, some of my peers does for me

[00:21:37] You know ryan obernesser, I mean greg todd paul goff jared carter, you know being around those guys i'm like, oh they're just like me

[00:21:45] You know, I gotta go be around badros coole and badros. He's an eight fit. He's speaking at pd bizcon

[00:21:51] He's making well over eight figures

[00:21:54] Dude doesn't have a college degree

[00:21:56] You know, he's the same age as me. He likes to he's more of a meathead than I am. I'm more of an endurance athlete

[00:22:02] But we have you know similar way of thinking you have similar processing. It's awesome. I'm like great

[00:22:08] He can do it I can do it he believes in me i'm like, okay you believe I can do a three to five million dollar business

[00:22:14] Okay, how do I do that? Because I don't know how

[00:22:17] But now that he tells me and I go put myself around

[00:22:20] Like last week at operation black site around all these other entrepreneurs who were making more than I am

[00:22:25] I'm like they're just you know

[00:22:26] Like I can I I know I can do it if they can do it. I'm like, how can how can how do I not have?

[00:22:32] What they have

[00:22:33] So I build belief in myself

[00:22:36] Okay, you know what makes you uncomfortable number nine sharing your dreams

[00:22:40] The reason to sharing your dreams makes you uncomfortable is because everyone else is shooting them down

[00:22:44] Don't be around those don't share them with the people that put them down

[00:22:47] You need to be around people that are gonna be like damn. That's dope

[00:22:51] Like I want you to win and I do I want you to win

[00:22:54] I want to know what your dreams are. What are your goals?

[00:22:56] What do you really want?

[00:22:58] You're never going to make them happen if you keep them to yourself because you feel embarrassed that your dreams aren't good enough

[00:23:03] For other people like stop trying to please other people and just do it for you or your family

[00:23:07] Don't care about what other people think of you. That's what's keeping you from success number ten sharing your lessons

[00:23:13] Okay, the only reason i'm here is because i've shared what I learned

[00:23:16] I'm sure I've shared the journey and I've shared and I've shared what works and what didn't work sharing your lessons

[00:23:21] And then 11 asking for help what makes you uncomfortable is asking for help because you're smart

[00:23:26] Why you know i'm supposed to be the smartest person in the room with my patients, but not as a business owner

[00:23:31] Ask for help

[00:23:32] So those three things all come from ego

[00:23:35] Sharing your dreams belief in yourself sharing your dreams sharing your lessons and asking for help

[00:23:39] You feel like if I do that people what are people going to think of me?

[00:23:42] You have to stop that and you have to stop worrying about what other people think for you think of you

[00:23:47] If you want to grow your business the fastest way possible

[00:23:49] You have to ask for help. You have to share your wins and lessons and share your dreams number 12

[00:23:54] What does it do? It makes you feel like an imposter

[00:23:56] So what makes you uncomfortable is feeling like an imposter like who am I to be able to tell patients this so

[00:24:01] New grads who think they need five years of experience to help patients. That's bullshit

[00:24:06] Other lame pts have put that on you

[00:24:08] Feeling imposter like this is such a massive thing. Like who am I to do this?

[00:24:13] Well, who am I not to do it? Like no one else has stepped up to do it

[00:24:17] like I said like

[00:24:18] APTA has said no to me like eight times for

[00:24:21] sharing how to market directly to patients and building a cash-based practice or creating online products and leveraging, uh your

[00:24:27] Expertise is an online course or how do we reach millions of people as physical therapists?

[00:24:33] Like they don't want me to share that at the events. I don't know who's on the deciding committee

[00:24:38] But great, so i'm gonna do my own thing

[00:24:41] So stop feeling like an imposter but it does it makes you uncomfortable

[00:24:45] You just have to recognize it recognize it's there and be like, all right

[00:24:48] Um, what makes you uncomfortable when you when you're feeling sold to this goes back to number two sales when you're feeling

[00:24:52] Like you're being sold to

[00:24:54] You're like, oh I know the drill Aaron i'm like you do you know the drill

[00:24:59] Okay, great. Like you feel like you're being sold to it makes you uncomfortable

[00:25:02] Just realize that

[00:25:04] If you've if you feel like you're being sold to and it makes you uncomfortable you've had bad sales experiences

[00:25:09] I just need to get to know you before I can let you know if I can help you or not

[00:25:14] So it goes back to the sales and money thing

[00:25:17] Just get over that part work with people you who have success that you want

[00:25:21] Who've done what you want to do and can get you there even faster

[00:25:25] Even if you know you can get there on your own

[00:25:27] It's your obligation to get there faster so you can help even more people fifth 14

[00:25:31] What makes you uncomfortable paying for help a lot of these things?

[00:25:34] You know, they came out of my head. They they rolled together paying for help whether it's helped someone else grow your business

[00:25:40] For coaching for like answering question like paying for help like yeah, you can find a lot of great ideas

[00:25:47] You know on the internet you can survey all your friends who've done it once

[00:25:51] You can probably figure this out on your own because you're smart because you know I did but took derek

[00:25:56] Eight months to make 15k in a month and it took me 15 months

[00:26:01] It took um, oh and a year to make 225,000 in his clinic and took me like

[00:26:07] Five years five and a half years to do that, right? So it's speed

[00:26:10] You know as I get to become a better coach and have better systems in the business success

[00:26:15] um

[00:26:16] Amplifies so it's all about speed

[00:26:18] So if it makes you uncomfortable to pay for help or ask for help look you can ask for help

[00:26:22] But if you're not paying for it

[00:26:25] What are you going to do with that information?

[00:26:27] I know this like

[00:26:30] If I want something

[00:26:31] If I want to get a massage

[00:26:33] If I want to get a service

[00:26:35] You know

[00:26:36] I want to pay for it because then I can get it whenever I want because i'm exchanging money for time

[00:26:41] Of that person or the service or the information

[00:26:44] Rather than doing it out of the goodness of their own heart because one I may not show up and take it seriously and two

[00:26:49] They may not take me seriously and they may be like great. Let's do this once i'm like, yeah

[00:26:53] But I want to do like every week for like three months

[00:26:57] Oh, well, I don't have time. Okay, great. Well, who can I pay to help me?

[00:27:00] Right paying for help. It's just like it's like you've got a contract and you've got expectations and expectations aren't muddled with

[00:27:09] relationships or friendship or you know

[00:27:12] a feigned

[00:27:13] relationship

[00:27:15] So pay for help

[00:27:16] You know by speed

[00:27:19] Okay, here's a couple things

[00:27:21] That I know

[00:27:23] People on the top don't shit on the people below them

[00:27:26] They don't so don't even think for a minute that if you put out information about how to grow a cash practice

[00:27:32] I'm going to come and be like oh look jennifer's teaching someone how to do this

[00:27:35] I'm going to go shit on you and talk shit to you. No

[00:27:38] It's you know, i'm looking forward. I'm looking to see who can I who can I learn from to be better?

[00:27:44] You know, like I said, you know, i'll teach you how to fish and i've taught playing my clients how to coach others

[00:27:49] But you know don't come to my secret fishing spot, you know and try to get there before me

[00:27:54] because

[00:27:55] I'll outcompete you i'll market you i'll grow you

[00:27:58] But i'm going to show you how to fish because the pond is big and there's plenty of secret fishing spots

[00:28:04] Okay, but don't think that

[00:28:06] Um for a minute any one of the trolls that you're going to get is someone who's doing better than you

[00:28:11] It's only the people that um, well look when you get a troll or a hater that means you're doing something right

[00:28:17] And when they come just know that they have no power

[00:28:21] There's no power they can have over you because you're doing something that they couldn't possibly do themselves

[00:28:27] You know it can make you uncomfortable

[00:28:29] It was terrible. I had a hard time with it for a long time until I gained some respect perspective on it

[00:28:34] Okay, here's um, i've already told you some things you need to do to grow to the next level

[00:28:40] But um, here's some very specific things to grow and get the next level

[00:28:44] I don't you know what like there's some of the negative stuff is great because it can resonate because our brain's thinking the negative

[00:28:50] But I want to give you some positive things

[00:28:52] So the positive spin is one get uncomfortable

[00:28:54] Like I said growth doesn't happen in your comfort zone

[00:28:56] You should purposefully be getting uncomfortable on a regular basis whether that's physical exercise mental exercise working on yourself

[00:29:04] Go see a therapist and work on your shit do some personal self-development books and

[00:29:09] tapes on the tapes growth courses

[00:29:12] Get uncomfortable look even as a your your coach like it's not you don't hire me to be your friend

[00:29:19] You hire me to help you and if something I say makes you uncomfortable. That's okay

[00:29:23] That's where the growth happens. You don't always have to do what I say

[00:29:28] But I wouldn't tell you to do something I would never do myself

[00:29:31] And I wouldn't recommend doing something that I didn't think was going to be helpful

[00:29:36] Now the strategies may not always work, but it may not just work the first time

[00:29:41] It's got there's a lot of different reasons why things don't work

[00:29:44] There's a whole market message match. There's the copywriting. There's the intention. There's the timing. There's the facebook algorithm

[00:29:50] Etc

[00:29:51] But you got to get uncomfortable and you gotta be comfortable being uncomfortable

[00:29:56] Like take a cold shower go for a bike ride in the 45 degree rain

[00:30:02] You know get uncomfortable

[00:30:05] Go just do yoga

[00:30:07] Okay number two set goals

[00:30:10] Set goals and work hard towards them both physical business and for your family, right?

[00:30:15] so physical goal of mine is strong first certification not because I want the certification because I know that

[00:30:22] snatching a

[00:30:23] 24 kilogram kettlebell which is 53 pounds

[00:30:27] overhead 100 times in five minutes

[00:30:29] Is like when I set that goal three or four years ago, no three years ago in 2020

[00:30:34] I knew it was an impossible goal from I was like there's no way my body can do that now

[00:30:37] I know I can I just want to do it before i'm 50

[00:30:41] Because at the age of 50 the test weight goes down to 20 kilograms and I snatched that 100 times

[00:30:46] In five minutes and 45 seconds yesterday, so I know I can do that one. That's a cardiovascular

[00:30:51] limitation for me business goal. I want to

[00:30:55] 75 members of my mastermind 100 members in mastermind. I want a million dollars in monthly

[00:31:01] In recurring revenue, so 85 000 in mmr

[00:31:05] and monthly mrr

[00:31:07] Three to five million dollars in my business

[00:31:10] Ten million dollars in net worth in assets real estate

[00:31:17] Stocks investments, etc

[00:31:20] Okay goal for my family 81 days of vacation a year

[00:31:24] With a member of my family, you know, take my kids skiing two times a year

[00:31:29] Etc

[00:31:30] I mean

[00:31:31] And then not just set your goals but work hard towards them

[00:31:35] Okay

[00:31:36] Setting a goal isn't enough. You actually have to work hard. We talked about that

[00:31:40] You got to work hard got to work smart, but you got to work hard

[00:31:42] And sometimes that means sacrificing two or three hours on a saturday

[00:31:46] Maybe getting up at 5 a.m

[00:31:49] You know like don't don't come to me like Aaron. I can't do it. I don't have enough time

[00:31:53] Okay, if you don't have enough time and you're busy our number one goal isn't doing more things

[00:31:57] It's buying your time back

[00:31:59] either by hiring things hiring people outsourcing

[00:32:03] quitting a job

[00:32:05] Something, you know, maybe the first thing we have to do isn't working on new patients. It's

[00:32:09] Getting you more time because time is more valuable than money

[00:32:12] If you don't have time if you truly don't have time

[00:32:15] Then we need to strategize on how to do that. But if you don't have kids don't tell me

[00:32:19] You don't got time if you only got a 40 hour a week job

[00:32:23] And no kids you got time. You're just not prioritizing it even if you have kids

[00:32:27] And you have a you know family member or partner spouse someone who can watch the kids for a couple hours on saturday

[00:32:34] You have plenty of time to do this. You do you just have to prioritize it and sometimes you got to sacrifice other things

[00:32:40] For the long-term goal

[00:32:41] Okay, number three hire a coach

[00:32:43] What does that do?

[00:32:45] It allows you to time collapse your results. You can compress your results from five years into one year

[00:32:50] Or two months it took me

[00:32:53] Years to do

[00:32:55] $30,000 in monthly recurring revenue and just jenny did that in two and a half years working together

[00:33:00] I mean, it's like it's called time collapse your results

[00:33:03] Okay, go to events

[00:33:06] Masterminds events be in the right room. You got to be in the right room

[00:33:09] You can go to events and be in the wrong room

[00:33:11] But here's what being in the right room does it allows you to be with other people

[00:33:15] So I can so, you know, there's this whole glass ceiling

[00:33:18] Well the see if the ceiling's glass you can see what it looks like upstairs, you just can't get through it, right?

[00:33:25] I'm not talking about glass ceiling. Most of you are walking around and there's like a drop ceiling

[00:33:29] You know or concrete and you can't see what it looks like

[00:33:33] As long as you can see what it looks like

[00:33:36] Then you can visualize yourself in that room and you can get there

[00:33:40] Okay, because no matter what I can make a staircase for you cut a hole

[00:33:45] Whatever that room is like but I need you to be able to see

[00:33:48] In the other room and i'm not just gonna have some glass

[00:33:50] We're just gonna open a hole for you and you can see in there and i'm gonna drop a ladder down

[00:33:55] But it's your choice to climb the ladder

[00:33:58] And you do that by being at events by being in masterminds

[00:34:02] But being in the right room because success leaves clues

[00:34:06] And um, and you get environmental exposure to people that are thinking like you want to think

[00:34:11] Look, I just got back from an event. It's called operation black site. We meet three times a year for two days

[00:34:17] It's for high level entrepreneurs

[00:34:21] Who want to get together and experience it was like

[00:34:24] To become a laura crofter jason borne, right?

[00:34:27] You're someone who's incredibly smart and successful but is a is a physical weapon

[00:34:32] So we did self-defense and tactical training and martial arts

[00:34:37] day one and we did

[00:34:38] Handgun training and skills and room clearing

[00:34:42] On day two we did some survival escape resistance and evasion strategies during lunch. We had

[00:34:50] A physician who specializes in

[00:34:53] Men's health and works with ex special forces and high-level entrepreneurs talk one day for lunch another guy who's like

[00:34:59] Worth loads of money talk about money mindset the next day

[00:35:05] I paid twenty thousand dollars to be in the right room

[00:35:07] You know when bagers told me about this I was like taking my money. I don't really care. I'm just

[00:35:11] Going to be there. I missed 20 000 bucks to be in the right room three times a year

[00:35:15] Okay, so that's like six hundred six thousand six hundred sixty six dollars per event plus the hotel

[00:35:22] Which is 250 a night plus the first class flight, which is 1200 dollars

[00:35:26] So I basically paid 8600 bucks to be at a two-day event

[00:35:30] That put me in the right room

[00:35:32] I was away from the clinic but the clinics on

[00:35:35] You know autopilot like I don't need to be in the clinic for it to grow and make money

[00:35:39] I don't need to be in my office here in greensboro for the coaching business to make money

[00:35:42] So I paid 8600 bucks to be in the right room

[00:35:45] I'm at a two-day event when you're ready when you make a decision you want to make a decision fast

[00:35:49] So the faster you make a decision the faster you can take action

[00:35:52] The faster you'll experience success

[00:35:55] There is once you once you do that. There are no wrong decisions

[00:35:59] There are just lessons you learn and shifts that you make in your business i'll see you on the next episode

[00:36:03] Thanks for listening and I would really really love to know what you got out of this

[00:36:07] So if you want to comment below

[00:36:09] Or shout it out on instagram. Take a screenshot tag me. Let me know

[00:36:14] What was most helpful for you about this?

[00:36:17] Even just shoot me a dm, but I'd appreciate if you'd share it with other people because that'll help the next person

[00:36:22] Thanks. I'll see on the next episode

[00:36:26] Hey, what's up? It's aron. Thanks for listening the show

[00:36:28] If you enjoyed the episode and you'd like to help support the podcast, please share it with others post about on social media

[00:36:34] We'll leave a five-star rating and review over on itunes

[00:36:37] And to catch all the latest from me follow me over on instagram at aron lebower. Thanks again, and i'll see you next time