Today, James’ wife Chelsea visits The Mind Your Business Podcast to share her thoughts on what it really takes to create a winning team. To be a successful entrepreneur mindset is important, but having the right people on board is absolutely critical for your success. Here’s how they did it!
Both James and Chelsea are very passionate about the topic of team building, and her involvement in the company has been instrumental in the growth and day-to-day management of the business.
Part of Chelsea’s role in the business is to improve the efficiency of all of the processes. Before this experience she had never been an entrepreneur, but a big part of all of her previous careers was to structure and organize.
The first thing she did in the business was to redecorate the office, which created a space that fostered ideas and motivated people.
A typical day in the office is a dynamic experience for everyone on the team. Chelsea notices that people want structure, but they also want to have freedom within that structure to execute what works best for them.
A lot of time is spent brainstorming as a team, and considerable effort has been made to have all the team members feel as though their voices and opinions are heard and valued. When she asks them what they like about working there, Chelsea usually hears that they’re happy because they are encouraged to find their own strengths, and to move in that direction.
When hiring, every applicant is looked at through the lens of how he or she will fit into the company culture. However, James and Chelsea note that they are 100% responsible for ensuring their employees are in an environment in which they can grow.
Phoebe wants to emulate the model that James and Chelsea have created when she builds out her own team.
Chelsea is a big believer of hiring locally, when possible, over virtual. She has seen the excitement generated during launches when everyone is together in person, and her first hire Jilly showed her what is possible in terms of how much work can get done in a day with in-office personnel.
There’s a tempo in the office when rhythms align, and when everyone is together the processes reveal themselves a lot more readily as well. This allows you to refine processes in real time, as things happen, and to make corrections.
Chelsea looks at the team as a family, which is why they are really deliberate and specific about whom they are hiring.
When hiring for their second role after Jilly, they brought Rose as a customer support representative. Rose was hired for her special skills and personality type, and she quickly progressed to running the customer service team. She has created systems and processes that has made things easier for Chelsea and have also enhanced the entire operational capacity for the rest of the business.
Steven was also brought on initially to run James’ Facebook ads and is a terrific team player and support for the team, as well as being Chelsea’s “biggest cheerleader!”
Deena was originally hired as Chelsea’s personal assistant and quickly become her “clone.” She has proven herself able to step in and complete any task asked of her. She’s valued as a person, and team member, and even had a significant role in planning Chelsea and James’ recent wedding.
Jilly’s husband Josh joined the team and effectively handled all tasks assigned to him, becoming invaluable in the process. He now runs all of the live events and is moving into more of a production manager role.
Jasmine has an impressive social media following and strategy and was hired to handle duties associated with the social media accounts, and Megan is a new customer service representative that believes so strongly in integrity that she even has the word tattooed on her arm! Both bring individual strengths but they also jive with the rest of the team dynamic very well.
James notes that a team is something you grow into, and you don’t need to start out with multiple people working with you. He realizes though that having the team in place allows them to raise the caliber of what they’re doing, and to do more of it.
Phoebe says that recognizing a new hire’s strengths is important, but it’s also key to understand what his or her true passions are. When she came onboard James realized that Phoebe was an entrepreneur, but a project-based role was created to allowed her to contribute significantly to the team while also having the flexibility to pursue the passions for her own business.
Although there are many horror stories around hiring employees and contractors, the team that James and Chelsea has built shows that it is possible to get the right people in place and have the entire process be light, fun and easy!
We often hear about the upsides of business, but what about the down times? On today's show, James and Phoebe share their experiences with burn out and give the steps you can take to get out of it - and to not go back!
James went through a burn out shortly after his first big win in 2007, where he successful released on online program, Bartend-4-Profit. He admits that he spent the following four years enduring frustration while pushing for the next big thing in his business.
Everything finally came together for James when he sold over $400,000 worth of a $97 online course, Video Traffic Academy, in 30 days.
This success gave him name recognition and more opportunities opened up for him as a result, but despite the success, he fell into the darkest period of his life. He says this happened once he realized that he had achieved the big launch he had been struggling so hard for, and then he lost all motivation.
Things turned around for James when he was given success recordings featuring Kevin Trudeau, which inspired him to really think about all of the stuff that he wanted to accomplish.
This material focused on manifestation and The Law of Attraction, and for the first time, James saw an example of someone getting tangible results from these concepts. Knowing what was possible made life and business become a new game for him.
He’s learned that happiness moves and it isn’t always found in the same place, so you always have to be asking yourself what it is that makes you happy today. You also don’t need to have a 5, 10 or 20-year plan in place, but it’s important to pull back and see the bigger picture of the direction that you’re heading in.
James had distinct phases that he went through. At first his motivation in business was for money, but then he moved into a more customer-centric phase where he focused on the transformation and impact he was having on his students and customers.
Phoebe had a different reaction after listening to the same success recordings that James did. They made her question where she was in her life and business and this sparked a downwards spiral as she ended up focusing on the negatives, or what she didn’t have.
Eventually she had a pivot, which led to her partnering with James on the podcast as well as a mastermind and other projects. To make this possible, she re-evaluated what she really did want in life, in addition to what she didn’t want.
Through his transition, James also changed his business model by looking at ways to generate revenue without having to do a launch every month. This resulted in the creation of Reel Marketing Insider, a membership site that generates about a half a million dollars annually for James with only two small launches each year.
Phoebe believes that people just need permission to decide how to fit their businesses into their lives, and not the other way around. James says you can ask your clients or audience who they aspire to be, and then simply step into that answer and live that.
After being motivated by money, and then his customers, James transitioned into a new phase where he focused on building and developing his team. He has a feeling of gratitude and fulfillment seeing the impact his business has on their lives and how everyone interacts and achieves together. He adds that remembering what we’re doing is bigger than us will keep us inspired!
Steps to avoid a burn out
Accept it - You are not alone and it’s a very common thing to face a burn out. You will have an easier time getting out of it if you accept this, rather than trying to solve it using willpower. Relax into it and be grateful for the experience, as you will be able to see the red flags in the future and have more tools to handle a burn out.
Follow your bliss – Do the play and not the work, as the work will just put you back into the burn out! James recommends making a list of 30 to 50 things that make you happy and just start doing them. Stay there for a while; sometimes we just need to recharge.
Choose what you want – Once you know what you do, and don’t want, build your ideal business around this. What are the rules that you will create for your life?
Don’t forget that more money isn’t the answer; it’s about getting clarity about your real desires and making the new game about getting that!
Tony Robbins, I Am Not Your Guru
Chris von der Mehden is a transformational speaker and the founder of Zero to Zen Meditation, as well as a returning guest of The Mind Your Business Podcast. Today, Chris shares his knowledge about crystals: their purpose, specific exercises on how to use them and how they can help you with your own mindset!
Phoebe has gotten into crystals as of late and has purchased many of them recently. James got interested when he starting doing energy healing work, and after being sceptical of the power of crystals at first, he now has multiple ones throughout his home and office.
James says that using crystals in your life is a great tool, and a way of “stacking the deck.”
Chris studied with remarkable spiritual teachers for over 15 years, but he still had a block holding him back when it came to crystals. Years later in a metaphysical shop, he bought one recommended by the owner and the first time he held it, Chris felt a surge of energy travel up his arm and throughout his body.
He now sees that the block he had of not wanting to believe in crystals was holding him back from experiencing their energy. He adds that understanding and using crystals is a skill that anyone can begin to develop.
To get a basic understanding of crystals, you need to first understand that you are not just your body, and there is more to you. You are also not your thoughts, because in meditation you can get to a place where you have no thoughts and you are still you. You are also not your emotions, because they are always changing.
To Chris, the essence of self is spiritual, or energetic, which is the same with crystals. They can resonate with us and cause significant changes as they have information, or a message, that they are sending out.
There are thousands of types of crystals, and each one is very different in terms of their use. Crystals can help get rid of the things in your life that you don’t want, like stress, fear and worry, by clearing them out so that you can create a reality that you do prefer.
A crystal grid can enhance the energy of the crystals, and can be made with two or more of them arranged with some kind of intention. Chris shares that it was through a gridding experience that his journey with crystals truly began.
Crystals can also be correlated with the 7 main chakras, each with their own realm of energy.
He recommends that someone interested in crystals first get some kind of grounding stone, like smoky quartz, which will aid you in letting go of things that no longer serve you. In James’ experience, this type of crystal is also a very good absorber of negative energy.
Chris explains that there are four ways of working with the stones: passive, active, resonating and projecting. With passive, you’re getting some residual benefits by just having the crystal near you. Active work involves putting your attention or focus on it and resonating happens when you start sending the energy back to the stone. After you’ve maxed out resonating work, everything is cleared out and you simply are the energy of the stone, which is what he calls “projecting.”
Like everything, crystals can store information and pick up energy, which means you may want to clear it first. This can be done by leaving them in the sun for a short period of time, or use something like sage to do it. Chris says that you can also make the intention of blessing the crystal and visualize it as being purified to clear it out.
Chris uses crystals because there is always that next level we can get to, and they can accelerate this process.
Any kind of grounding stone, like smoky quartz, obsidian and black tourmaline can be used to decrease stress. To increase abundance in your life, heliodor and peridot crystals are effective and to manifest love, a new business partner or clients, rose quartz and morganite is common. For health and vitality, carnelian and vitalite crystals gets the energy of the body moving.
Crystals have allowed Chris to step up to his own self-expression and power. Use them in your life and they could do the same for you!
On today’s episode, James and Phoebe look at launching. When introducing a new product or service, do you really have to “go big”, or can it really be done with minimal stress and effort?
You might feel stuck because you don’t have a support team in place and launching something live adds a certain level of pressure, but if you set the right intention from the start, an “effortless launch” can happen for you.
James’ team had a successful promotion last summer using only emails to sell a $49/month membership product. This generated about $40,000 in revenue, so it was not only effortless, but also lucrative.
He notes that big launches aren’t sustainable or something that can be done every month, or every quarter, as that would lead to a certain level of burnout.
First step, you need to define what a launch means to you. What ingredients, or pieces go into a launch? Giving your customers a free experience with value, content and information will set the stage and create the desire. When doing this you need to identify that problem and address what the possible solution is. Once the offer is presented and objections are addressed, a deadline has to be set. By offering the right offer to the right audience, you are giving them the opportunity, or reason, to take action now!
Most people online are sharing their top-level sales numbers, which often leads to comparison. It’s easy to fall into this trap, but are we really comparing the same things? It’s important to know all of your numbers when launching, including such items as refunds, affiliate payouts, advertising costs and more. Knowing how to minimize your costs will make your next launch more efficient and improve your bottom-line.
Launches can take a lot of time to manage and then build rapport with your community after the promotion, which is why Phoebe says you need to consider the opportunity cost of everything involved.
Give yourself permission to do less! It’s easy to keep adding more elements to your launch, but what is the minimal amount of components needed to generate the desired results? This known as the “MVP”, or minimal viable product/promotion).
At the end of the day, the offer is 99% of it. Marketers may have a great product, but they can struggle with communicating how it will solve the problem for someone.
There are three P’s to an offer: the promise, price and the process. The promise is the transformation, results or way out of the problem they are experiencing. Price is the actual cost of the offer, and the process is how you are fulfilling your promise and delivering (via online courses with modules, bonuses, video training, resources, etc.).
James feels that if you actually listen to what your people want, putting together an offer becomes really easy. A great offer isn’t just great because the customer gets what he or she wants, but because you’ve communicated it effectively to the person. This is why knowing your audience is so crucial!
One of his highest converting launches had no sales page and people were directed to a checkout page with no sales script, after having been directed there from a webinar. He likes to use this classic framework, of “here’s what I’ve got, here’s what I’ll do for you and here’s how you get it.”
An important component to add to this is irresistible urgency by setting a deadline. However, you don’t want to cheapen your brand by discounting your offer. Instead, add to the offer by stacking it with content and items that make it unbelievable to those that are buying it.
All ready to launch your product? Consider what’s the least amount of work and elements needed to still see maximum results – and give your audience the reason to take action now!
On today’s show, James and Phoebe are joined by Ray Edwards, a sought-after copywriter, author, speaker and communications strategist (and true legend!) who has worked with some of the most recognizable names in the industry. Ray discusses the conflict we often have about wanting to be of service to others while making money at the same time, the distinction between manipulating and persuading your audience, and so much more.
James feels that everything comes down to copy, and to improve any aspect of your life, communication has to be involved in some way.
Ray started his journey by entering the radio business at the age of 14. He realized from the beginning that it was the salespeople, and not the on-air personalities, driving the nice vehicles. He befriended the sales staff and their clients and began coming up with promotional ideas and writing ad copy for them.
After 30 years in the radio business, Ray recognized that technology and the Internet were changing the way content was being consumed. He knew he had a talent to create copy that motivated people to buy, and he transferred this skill to the online world.
Ray missed being on radio and got into podcasting, by hosting his own weekly show. He shares that the medium has had an enormous impact on his business, and that it allows him to get in his audience’s ears, without censoring his content.
He’s an introvert, which has been both a struggle and a gift, and he’s had to manage how much time he’s in and out of the spotlight.
Ray believes that copywriting is like any skill; there are people that are born with an innate talent for it, and there are others that have to work to get good at the art. Someone can get good at copywriting with enough desire and practice, but he feels that to get to the level of being great, it takes a special gift.
James wrote his own copy for 9 years and hired out for it during his last launch. He was always resistant to doing this, but admits that he could really see the difference in the quality of work done by a professional copywriter versus his own.
To Ray, copywriting is simply constructing language in a way that persuades people to either believe something you want them to believe, or do something that you want to do.
He stresses that you must learn to sell; if you don’t, you’ll no longer be in business. However, it’s important to do this in a humane and heart-centered way while coming from a place of service. The most effective selling happens when you actually care about the people that you’re selling to!
Ray adds that it’s good to want more money and to succeed in business. This means that you’re really helping people over the long-term as they keep wanting to give you money for what you do.
James says that people don’t value what’s for free and there’s something magical that happens when someone steps up to invest in something, and his or herself. In fact, most of his testimonials come from his paying clients, not someone that got the product for free.
Ray does put quality content in his sales copy though to give to his audience something for free, as a way of compensating them for their time to read his material.
There is a line that is fairly visible between ethical and “salesy.” To Ray, it comes down to the intent of the seller, and also his or her ability to accurately assess how helpful the product is to the purchaser.
There is a difference between manipulation and persuasion. Manipulation uses external pressure, such as embarrassment, to get someone to do something. With persuasion, internal pressure is used and it highlights the true inner need that the person has
Ray realized early on that as an individual providing services, he could only work with so many people. For that reason, he started offering products to help multiple people, starting with group phone calls and leading to courses that people could purchase to learn from him.
Storytelling is one of Ray’s favourite topics and he says that you absolutely must use it because it’s the most powerful way of communicating with, and persuading, others.
He learned from Donald Miller of StoryBrand that a good story has a character with a problem, who meets a guide that offers a solution and a plan. The character can either follow the plan and enjoy the success, or not do this and meet failure.
Ray says to make sure the story relates to the listener you’re selling to; you’re not the hero of the story, they are. Also, the story you should tell is the one you’re most afraid to!
If you try to “squeeze” your brain for a story, it will refuse to co-operate in these moments. Every time a new story happens to him, Ray writes it down to refer to later, and he uses bullet points and tags the themes to remind him of what the story is about, or what lesson it is trying to teach.
It’s the seemingly small or insignificant stories that people will really relate to. Ray suggests people “bath” in their stories, and he uses the following acronym for coming up with your own stories: Make them Brave, Authentic, Transformative and Healing!
To Sell Is Human by Daniel H. Pink
The Hero’s Journey by Joseph Campbell