1 00:00:02,850 --> 00:00:05,070 Robert Plank: Hey, would you like to work less and make more? 2 00:00:05,070 --> 00:00:08,280 We have David warlow here who is going to tell us all about that, 3 00:00:08,310 --> 00:00:12,090 how that way you can enjoy life because life is limited. There's 4 00:00:12,090 --> 00:00:14,940 a limited number of hours, and you don't want to be working 5 00:00:14,940 --> 00:00:17,580 yourself into your drop, you want to be working smarter and 6 00:00:17,580 --> 00:00:21,120 not harder. David is the guy to talk to us about that. David, 7 00:00:21,120 --> 00:00:22,230 glad to be talking to you. 8 00:00:22,690 --> 00:00:26,200 David Warlow: Thanks, Robert. There's three keys steps that I 9 00:00:26,200 --> 00:00:35,080 believe people need to do if they want to work less and earn 10 00:00:35,080 --> 00:00:41,350 more, there's only X number of hours in the week. Therefore, if 11 00:00:41,350 --> 00:00:45,730 you're earning $1, now $100 an hour $1,000 an hour, million 12 00:00:45,730 --> 00:00:48,220 dollars an hour, it doesn't matter, whatever it is that 13 00:00:48,220 --> 00:00:52,810 you're earning, if you're doing everything yourself, what you 14 00:00:52,810 --> 00:00:55,390 can do is earn that number of hours in the week, what is it 15 00:00:55,390 --> 00:00:59,260 168 hours in the week. So that's where your income is capped. If 16 00:00:59,260 --> 00:01:06,340 you're, as I say, trading time for money. So the three keys are 17 00:01:07,090 --> 00:01:15,610 one systemize, to outsource, and three, remove yourself from your 18 00:01:15,610 --> 00:01:19,870 business. Obviously, I'm talking to business owners here not to 19 00:01:19,870 --> 00:01:24,070 employees that work for people, because I unfortunately can't do 20 00:01:24,070 --> 00:01:28,630 this apart from becoming business people themselves. So 21 00:01:29,200 --> 00:01:33,580 it doesn't really matter whether you've got one business, two, or 22 00:01:33,580 --> 00:01:41,740 three businesses, or 300 businesses, each one will take a 23 00:01:41,740 --> 00:01:46,900 certain amount of time for you to manage. Now, if you've got 24 00:01:46,900 --> 00:01:53,530 like a small business that are a one man show or 111 person 25 00:01:53,530 --> 00:01:59,530 showed us the politically correct vernacular, you're doing 26 00:01:59,530 --> 00:02:04,750 everything yourself, you'll be doing the work that generates 27 00:02:04,750 --> 00:02:11,410 the income, you'll be looking after the book work, you'll be 28 00:02:11,410 --> 00:02:15,160 doing the advertising, the marketing, etc, etc, etc. Now, 29 00:02:15,310 --> 00:02:18,160 there's only so many hours in the day, as we said, so if 30 00:02:18,160 --> 00:02:21,070 you've got to try and do all that, as well as do the work, 31 00:02:22,090 --> 00:02:25,480 then well, you can't do it. Because like we say, there's 32 00:02:25,480 --> 00:02:28,570 only so many hours in the day, if you, if you spend in an eight 33 00:02:28,570 --> 00:02:33,160 hour in a 24 hour day, let's say you slept for greater than you 34 00:02:33,280 --> 00:02:36,730 play for eight of them, and you work for eight of them, as most 35 00:02:36,730 --> 00:02:41,080 employees would do, then you've got eight hours of work, 36 00:02:41,740 --> 00:02:45,310 productive work, which is going to generate your income. And 37 00:02:45,310 --> 00:02:49,780 then if you're going to use your leisure time to do the paperwork 38 00:02:49,780 --> 00:02:53,860 and things and all your marketing, then it just doesn't 39 00:02:54,220 --> 00:02:56,950 really you just working, working, working, working 40 00:02:56,950 --> 00:03:01,270 working. So there are things that you need to rather not need 41 00:03:01,270 --> 00:03:09,640 to, there are things that you can outsource to be a virtual 42 00:03:09,640 --> 00:03:17,560 assistant, offshore, or to even to an account like external 43 00:03:17,560 --> 00:03:23,740 accountant or, or or a marketing agency or what have you. And 44 00:03:23,770 --> 00:03:29,680 those those people can take that load off your shoulders, so to 45 00:03:29,680 --> 00:03:34,540 speak. If if you're good at whatever it is that you're 46 00:03:34,540 --> 00:03:37,780 doing, if you're a plumber side, you go out, do your planning, 47 00:03:38,620 --> 00:03:44,350 and come home and do your books. You don't see your kids, or you 48 00:03:44,350 --> 00:03:47,020 might not or your wife or whatever it is that you that you 49 00:03:47,020 --> 00:03:51,760 might be looking at it. This is I suppose thinking about it from 50 00:03:51,760 --> 00:03:58,060 a trades person's perspective. But you can be a an accountant 51 00:03:59,350 --> 00:04:03,370 and be working off. I've known accountants that work seven days 52 00:04:03,370 --> 00:04:07,240 a week. We used to have one up up the road from one of their 53 00:04:07,240 --> 00:04:10,690 businesses when I was working on the weekends. And he came in on 54 00:04:10,870 --> 00:04:14,320 midday on on Sunday. I saw you're going again. He says 55 00:04:14,320 --> 00:04:16,870 yeah, we've got to finish off because I've got clients that 56 00:04:16,870 --> 00:04:20,650 need to do this, because that was the dedication that he was 57 00:04:20,650 --> 00:04:24,490 having to his business. But of course, what was he doing? 58 00:04:24,700 --> 00:04:25,300 Everything himself? 59 00:04:28,180 --> 00:04:29,830 Robert Plank: The way that you're explaining this is it's 60 00:04:29,830 --> 00:04:33,970 almost like what like we we fool ourselves into thinking that we 61 00:04:33,970 --> 00:04:36,520 have all this time in the week, but the way you put it, there's 62 00:04:36,550 --> 00:04:40,420 168 hours in the week. And when you subtract all the time that's 63 00:04:40,420 --> 00:04:44,020 needed to rest and everything else, there's even less time. 64 00:04:44,170 --> 00:04:47,020 And then you're also saying that we might we might also be 65 00:04:47,020 --> 00:04:49,510 fooling ourselves into thinking that even like as business 66 00:04:49,510 --> 00:04:52,150 owners, we have one maybe two jobs but the way you're 67 00:04:52,150 --> 00:04:54,940 describing it's like five or six shops, right? There's the 68 00:04:55,210 --> 00:04:57,370 marketing, there's the bookkeeping, and it seems like 69 00:04:57,370 --> 00:05:00,790 there's a lot of like less than like sales. Like that accountant 70 00:05:00,790 --> 00:05:03,040 or that plumber, that's what you could call, like the most 71 00:05:03,040 --> 00:05:06,280 important job, the job that you see. But then there's like all 72 00:05:06,280 --> 00:05:09,370 these other jobs that are less important that support that 73 00:05:09,370 --> 00:05:12,850 business, that the word that like the accountants scrambling 74 00:05:12,850 --> 00:05:15,970 and doing, and maybe even in fooling themselves into thinking 75 00:05:15,970 --> 00:05:18,970 that he's not doing like five or six jobs at once. It's crazy the 76 00:05:18,970 --> 00:05:21,430 way that you you lay it out that way. 77 00:05:24,060 --> 00:05:27,060 David Warlow: That's why if you've got your systems or the 78 00:05:27,060 --> 00:05:31,710 systems aren't so much in an important part for the for the 79 00:05:31,710 --> 00:05:35,280 taking the load off your off your shoulders for that. The 80 00:05:35,280 --> 00:05:38,370 sole operator systems are more in place for when you want to 81 00:05:38,610 --> 00:05:42,360 grow bigger, and have not one business but two, or three or 82 00:05:42,360 --> 00:05:49,350 four or five. At one point I was running. We had three retail 83 00:05:49,350 --> 00:05:55,920 shops, a consultancy and a little things. So I was running 84 00:05:55,920 --> 00:05:58,770 five businesses at the Washington in the distribution, 85 00:05:58,770 --> 00:06:04,710 so six businesses all at the one time. And yeah, I didn't get 86 00:06:04,710 --> 00:06:08,130 much sleep till I worked out, oh, well, we've got to stop 87 00:06:08,130 --> 00:06:13,350 doing this and get such and such to do that task and this person 88 00:06:13,350 --> 00:06:16,980 to do that task. And then all of a sudden you say Oh, okay, but 89 00:06:17,370 --> 00:06:25,530 if you if you systemize your business, so that whoever is 90 00:06:25,530 --> 00:06:31,140 there, be it yourself or some employee or a business partner 91 00:06:31,140 --> 00:06:34,560 or whatever. If you've got a systemized correctly, then 92 00:06:34,560 --> 00:06:37,590 you'll know Okay, first thing in the morning, we need to do this. 93 00:06:37,680 --> 00:06:40,620 Because if we don't do this, then this next thing and that 94 00:06:40,620 --> 00:06:43,440 thing, and that thing won't get done, or they'll be out of 95 00:06:43,440 --> 00:06:53,640 sequence. And you'll have to backpedal to like to fix 96 00:06:53,640 --> 00:07:04,020 everything up. If you have multiple, similar businesses, 97 00:07:04,020 --> 00:07:08,130 like two shops are the same type, or to plumbing businesses 98 00:07:08,130 --> 00:07:13,560 or to electrical businesses, then the procedures that would 99 00:07:13,560 --> 00:07:21,930 flow in each one should be if not the same, very similar. For 100 00:07:21,930 --> 00:07:25,410 example, if you're taking take the plumber again, okay, well, 101 00:07:25,410 --> 00:07:29,010 the plumber will start, start his daily level job after the 102 00:07:29,010 --> 00:07:33,420 job, he will then do the job complete the job. Meanwhile, 103 00:07:33,420 --> 00:07:36,030 hopefully his phones rang a few times. And he stopped what he's 104 00:07:36,030 --> 00:07:43,020 doing to take the the inquiries for the next job that he might 105 00:07:43,020 --> 00:07:47,310 have a future job. Whereas if he had somebody in an office, 106 00:07:48,630 --> 00:07:52,560 taking that phone call, then he could concentrate on the job. 107 00:07:52,560 --> 00:07:58,440 And instead of the two hour job taking two hours, he might get 108 00:07:58,440 --> 00:08:02,310 it finished in an hour and a half. Okay, you might say, well, 109 00:08:02,310 --> 00:08:05,580 I care therefore, you'll be able to charge less. But that's no, 110 00:08:05,610 --> 00:08:10,020 but Titus, if he's, if he's got a particular job takes two hours 111 00:08:10,080 --> 00:08:14,400 if under normal circumstances, because he's got the 112 00:08:14,400 --> 00:08:17,130 interruptions of the of the phone ringing all the time, and 113 00:08:17,130 --> 00:08:21,210 he stops what he's doing to take the phone call. Now he's 114 00:08:21,210 --> 00:08:26,250 charging the customer for that, admittedly. But if he didn't 115 00:08:26,250 --> 00:08:28,950 have to take that phone call, and he was able to do that same 116 00:08:28,950 --> 00:08:33,600 job in an hour and a half, he can then go into another job. So 117 00:08:33,600 --> 00:08:36,390 if he's got, especially somebody lining up the jobs for him, he 118 00:08:36,390 --> 00:08:39,870 just goes and does the jobs. So that's what I mean, if you had a 119 00:08:39,870 --> 00:08:46,050 system that was in place where the that particular task was not 120 00:08:46,050 --> 00:08:49,710 performed by yourself, taking the phone calls, somebody else 121 00:08:49,710 --> 00:08:52,110 was taking the phone calls and giving you the book, he's at the 122 00:08:52,110 --> 00:08:53,310 end of the day for tomorrow. 123 00:08:54,030 --> 00:08:56,700 Robert Plank: So I think that's that's huge right there, that 124 00:08:56,700 --> 00:09:00,780 that whole idea of having different people perform 125 00:09:00,780 --> 00:09:03,120 different tasks, that way, there's not all this 126 00:09:03,120 --> 00:09:07,020 interruptions, there's not the multitasking, because that I 127 00:09:07,020 --> 00:09:09,390 mean, the interruptions like that can really, really affect 128 00:09:09,390 --> 00:09:12,270 that, right, like doing a job halfway through, you get a phone 129 00:09:12,270 --> 00:09:14,850 call, you stop, you take the phone call, you have to figure 130 00:09:14,850 --> 00:09:18,240 out what you were doing. And even when you resume the work, 131 00:09:18,270 --> 00:09:21,660 you're maybe even thinking about what was happening and you're 132 00:09:21,660 --> 00:09:25,860 just completely distracted. And it's like, it affects us more 133 00:09:25,860 --> 00:09:28,680 than we think. And so even mentioning a few times about 134 00:09:28,710 --> 00:09:32,610 systems about proper systems, and and what does that look 135 00:09:32,610 --> 00:09:34,890 like? Because you hear about people saying like, I'll have 136 00:09:34,920 --> 00:09:38,190 like an SLP, right, or I get some kind of like documents or 137 00:09:38,190 --> 00:09:41,700 some sort of a checklist. But you also mentioned about certain 138 00:09:41,700 --> 00:09:44,790 things being done at certain times. So when you talk about 139 00:09:44,820 --> 00:09:48,090 like making a system and having someone else perform a task, 140 00:09:48,090 --> 00:09:50,490 like what does a system look like to you? 141 00:09:52,470 --> 00:09:55,200 David Warlow: You could have a system and on a piece of paper 142 00:09:55,200 --> 00:09:58,560 if you want, I wouldn't advise it but it's better than nothing. 143 00:09:58,560 --> 00:10:00,330 It's better than having it in their head because you Got it in 144 00:10:00,330 --> 00:10:04,650 the head, the only person who knows what it is, is you. And 145 00:10:04,650 --> 00:10:10,920 therefore, if you're not there, the place falls apart. So if 146 00:10:10,920 --> 00:10:15,030 you're the only one that can do the job. And I'm not talking 147 00:10:15,030 --> 00:10:19,530 about very specialized jobs like, like, you know, the famous 148 00:10:19,530 --> 00:10:22,680 painter might say, I have the skill and the technique to make 149 00:10:22,680 --> 00:10:25,200 the painting as it is. Nobody else can do this. And that's 150 00:10:25,200 --> 00:10:27,870 probably quite true. But we're not talking about that sort of 151 00:10:27,870 --> 00:10:32,370 thing we're talking about. Okay, we need to, we're a painter, we 152 00:10:32,370 --> 00:10:35,250 need to painter as in a house painter, we need to paint the 153 00:10:35,250 --> 00:10:39,630 wall. Okay, what do you do? First? You go by the page, what 154 00:10:39,630 --> 00:10:43,170 is the customer didn't like that color? So you would need to say, 155 00:10:43,200 --> 00:10:46,020 Okay, I need to ask the customer. What do you want done? 156 00:10:46,200 --> 00:10:49,950 I'd like that wall red. Okay, fine. Well, it's currently 157 00:10:49,950 --> 00:10:55,830 black. So therefore, in order to get rid of the black, we need to 158 00:10:55,830 --> 00:10:59,610 do this, rather than just putting red paint over the top, 159 00:10:59,610 --> 00:11:05,130 because it won't work. That's just for an example. So varying 160 00:11:06,270 --> 00:11:11,190 scenarios would require different systems. So you need 161 00:11:11,190 --> 00:11:16,710 to have basically, my favorite way of generating a system is to 162 00:11:16,740 --> 00:11:20,820 like a think about it first and say, Okay, what do I need to do, 163 00:11:21,030 --> 00:11:28,260 and then you map it out, using flowcharts. Or Mind Map 164 00:11:28,260 --> 00:11:32,070 software. If you're that way inclined, or otherwise, just 165 00:11:32,070 --> 00:11:36,840 getting a large sheet of paper and do this first, this first, 166 00:11:36,840 --> 00:11:43,110 this first, this first, etc. So they can always, there's always 167 00:11:43,110 --> 00:11:46,500 a way as long as you've got it documented, and that somebody 168 00:11:46,500 --> 00:11:49,770 can legible, so that somebody can look at and say, oh, okay, 169 00:11:49,770 --> 00:11:53,280 right, we start here. And then we come down. And then we go 170 00:11:53,280 --> 00:11:57,510 here, here. Oh, and if this happens, then we go there. If it 171 00:11:57,510 --> 00:12:00,180 doesn't happen, we go down here. And then you just follow the 172 00:12:00,870 --> 00:12:03,300 follow the system as a flowchart. 173 00:12:04,260 --> 00:12:06,270 Robert Plank: Interesting that that's helpful to think of it as 174 00:12:06,270 --> 00:12:09,870 a flowchart or mind map. And so that way, there's like the, the 175 00:12:09,870 --> 00:12:14,190 step by step, combined with the decision making process that the 176 00:12:14,190 --> 00:12:18,090 if then else, that way, someone can follow through there. And so 177 00:12:18,090 --> 00:12:21,840 and you mentioned there about that, that whole concept of like 178 00:12:21,840 --> 00:12:25,590 one person just ending up at first running the entire 179 00:12:25,590 --> 00:12:29,430 business. And I can imagine that that sort of thing can creep up 180 00:12:29,460 --> 00:12:32,130 because maybe like an ego, right, like how you said, like, 181 00:12:32,160 --> 00:12:35,130 they might compare themselves to a painter in some way, or even 182 00:12:35,130 --> 00:12:38,490 just being so busy, right? saying, like, well, I don't have 183 00:12:38,490 --> 00:12:42,960 time to systematize or have time to hire someone else. And that 184 00:12:42,960 --> 00:12:46,020 that might get you by at first. But as you've been mentioning, 185 00:12:46,170 --> 00:12:49,710 you end up burning out or if you have a sick day, the whole 186 00:12:49,710 --> 00:12:54,030 business does not work. So do you see any difficulties with 187 00:12:54,030 --> 00:12:57,930 people systematizing, or any sort of resistance or anyone 188 00:12:57,930 --> 00:13:00,660 saying like, well, I'm already working so hard. Now I have to 189 00:13:00,660 --> 00:13:03,510 put more time and more money into this thing. Do you see it 190 00:13:03,510 --> 00:13:08,280 anyone just just coming up and having resistance towards this 191 00:13:08,310 --> 00:13:09,810 the systematizing idea, 192 00:13:09,900 --> 00:13:13,320 David Warlow: absolutely. The I couldn'tgive you a percentage 193 00:13:13,320 --> 00:13:17,790 of, of small business owners that, that they just can't think 194 00:13:17,820 --> 00:13:21,090 in this manner. They say I'm the business, this is my business, 195 00:13:21,150 --> 00:13:24,000 I'm good at my business, I'm a great plumber, I'm a great, 196 00:13:24,300 --> 00:13:29,010 whatever. And that's what I do. So they carry on and that's 197 00:13:29,040 --> 00:13:32,190 where they kept themselves at, they'll either burn out by 198 00:13:32,190 --> 00:13:36,180 trying to work out, or they'll just run out of time to do the 199 00:13:36,180 --> 00:13:41,250 jobs and therefore their income will never get any, any would 200 00:13:41,250 --> 00:13:44,040 never grow. Apart from that prices are going up and stuff. 201 00:13:44,550 --> 00:13:49,230 But what I'm really sort of interested in doing is is taking 202 00:13:50,580 --> 00:13:53,310 we'll stick with plumbers just for a minute. If you're a 203 00:13:53,310 --> 00:13:57,180 plumber, you can work let's say 40 hours a week, and then I 204 00:13:57,180 --> 00:14:00,210 don't know $100 an hour just to use a number. So you've made 205 00:14:00,240 --> 00:14:04,770 $100 an hour for 40 hours a week you make $4,000 in a week and 206 00:14:04,770 --> 00:14:07,290 you might say that's pretty good. And whether it is or 207 00:14:07,290 --> 00:14:11,010 whether it isn't is relatively we just put punching whatever 208 00:14:11,010 --> 00:14:18,000 number you want to put in the somebody else so many dollars if 209 00:14:18,000 --> 00:14:23,370 you put on an employee to help you because you're getting more 210 00:14:23,370 --> 00:14:28,170 business then you got to pay the employee so let's assume that 211 00:14:28,170 --> 00:14:33,540 you've got enough work for the employee to do and yourself of 212 00:14:33,540 --> 00:14:37,200 course. So they are you got you got an employee you could 213 00:14:37,200 --> 00:14:42,450 actually make in gross revenue, just working on that same $100 214 00:14:42,450 --> 00:14:45,960 an hour because it's a nice easy number. So that having $4,000 215 00:14:45,990 --> 00:14:50,580 per week, you can now generate $8,000 per week assuming that 216 00:14:50,580 --> 00:14:57,390 you're fully booked except you got to pay the pay the the other 217 00:14:57,390 --> 00:15:00,240 guy now when he had to pay me this, let's keep it civil Let's 218 00:15:00,240 --> 00:15:04,230 say you had to pay him $50 an hour. So he's getting half, and 219 00:15:04,230 --> 00:15:06,570 you're getting half. So effectively, you're doing your 220 00:15:06,570 --> 00:15:12,600 work. And you're making $100 per hour. The other guy is doing his 221 00:15:12,600 --> 00:15:16,950 work. And you're making $50 an hour on what he's doing, which 222 00:15:16,950 --> 00:15:20,880 is common sense. Then you say, Okay, well, that's good, let's 223 00:15:20,880 --> 00:15:23,520 put on a 30. But let's put on 50 employee, let's put 1000 224 00:15:23,520 --> 00:15:27,210 employees on. But now all of a sudden, once you started doing 225 00:15:27,210 --> 00:15:32,130 that, you're no longer plumbing, you only are becoming a haitch, 226 00:15:32,190 --> 00:15:37,530 Human Resource Manager, because you got 100 staff. So how can 227 00:15:37,530 --> 00:15:42,360 you do that? And go and do your plumbing? You can't say you say, 228 00:15:42,360 --> 00:15:45,540 Okay, well, I won't do the plumbing anymore. I'll sit in 229 00:15:45,540 --> 00:15:48,810 the office and manage all these people. Now, that's a great 230 00:15:49,620 --> 00:15:53,190 theory, or that's, that's that that concept might be all right, 231 00:15:53,190 --> 00:15:57,210 in theory. But if you're a good plumber, that doesn't mean 232 00:15:57,210 --> 00:16:02,370 you're going to be a good manager of staff. That's, that 233 00:16:02,370 --> 00:16:06,600 is the the big thing, you if you're a great manager, you 234 00:16:06,600 --> 00:16:10,110 might not be a good plumber. So what do you do? Well, let's hire 235 00:16:10,110 --> 00:16:13,590 a manager, and I'll keep on keep on plumbing. So you hire a 236 00:16:13,590 --> 00:16:17,640 manager, you pay the manager, and the manager looks after the 237 00:16:17,640 --> 00:16:25,800 staff, the scheduling, the the wages, all that all the all the 238 00:16:25,800 --> 00:16:29,430 office type work. Or they might not need a manager, you might 239 00:16:29,430 --> 00:16:31,920 just say I need somebody in there who can do some of the 240 00:16:32,250 --> 00:16:34,530 lower level tasks, which is where I'm talking about the 241 00:16:34,530 --> 00:16:37,230 outsourcing. Now some of those things can be very easily 242 00:16:37,230 --> 00:16:48,720 outsourced to less expensive countries. And by doing that, 243 00:16:48,750 --> 00:16:52,050 you obviously reduce instead of paying this amount of whatever 244 00:16:52,050 --> 00:16:55,920 for in your home country, you'll only pay this amount because 245 00:16:55,920 --> 00:16:59,790 therefore it's costing less, because the cost of living etc. 246 00:16:59,790 --> 00:17:02,880 And those people who are receiving that less money that 247 00:17:02,910 --> 00:17:07,470 you're giving them are actually being paid very well compared to 248 00:17:07,830 --> 00:17:11,850 their, their other, their friends and what have you that 249 00:17:11,850 --> 00:17:19,830 not might not be working in a similar environment. So if 250 00:17:19,830 --> 00:17:23,850 you've systemized this, not systemized, if you've got your 251 00:17:23,940 --> 00:17:26,190 stuff you've worked out then Okay, you're a good plumber, but 252 00:17:26,190 --> 00:17:30,660 you're not a good manager. So you've got your manager, you've 253 00:17:30,660 --> 00:17:33,120 got yourself as your plumber. But then all of a sudden, you 254 00:17:33,120 --> 00:17:39,240 say, Okay, I need to get bigger, because I used to make this 255 00:17:39,240 --> 00:17:43,380 amount of money, or use a number. So I was making, I'll 256 00:17:43,380 --> 00:17:46,590 keep it simple. I was making $100,000 a year previously, 257 00:17:48,120 --> 00:17:57,780 working for myself as the one main shot. Now I've got a 258 00:17:57,780 --> 00:18:01,890 manager and three staffs. Three other people who are working for 259 00:18:01,890 --> 00:18:06,180 me. By the time I've paid everybody else, I'm only making 260 00:18:06,900 --> 00:18:07,980 90,000 a year. 261 00:18:10,650 --> 00:18:14,490 So I can I've actually got all this wonderful business, but I'm 262 00:18:14,490 --> 00:18:18,510 waiting lists is also a good idea, which is not. So then 263 00:18:18,510 --> 00:18:22,200 you'd say, Okay, I need to work some things out and see what's 264 00:18:22,200 --> 00:18:27,870 going wrong. Why have I anything less bizarre, but I'm not 265 00:18:27,870 --> 00:18:31,500 working as much, but you say so I am. Now the scenario that's 266 00:18:31,620 --> 00:18:35,700 similar to that you just say, Okay, I have one business. Let's 267 00:18:35,700 --> 00:18:41,280 go to a retail shop. So I've got a retail shop that's generating, 268 00:18:41,610 --> 00:18:46,650 keep it again, 100,000 a year in net profit, and you're doing all 269 00:18:46,650 --> 00:18:49,650 the work. So you say okay, I'm gonna go and buy or start 270 00:18:50,040 --> 00:18:55,410 another business of a similar type in a similar location, and 271 00:18:55,410 --> 00:19:00,120 it also will make $100,000 per year, but I can't be in both 272 00:19:00,120 --> 00:19:03,930 places at once. So therefore, here, I'm making 100. And I've 273 00:19:03,930 --> 00:19:08,850 got to pay somebody and all the other expenses, let's say 50. So 274 00:19:08,850 --> 00:19:11,760 now I've got one here that's making me 100 where I'm working, 275 00:19:11,910 --> 00:19:15,030 and this one over here. That's where I'm making 50. So I'm 276 00:19:15,030 --> 00:19:18,420 making 150. Okay, you might be happy with that. But then you 277 00:19:18,420 --> 00:19:21,660 say no, no, I need more. So you say okay, let's start the third 278 00:19:21,660 --> 00:19:26,010 shot. So now you get 100 from this 150 from that one and 50 279 00:19:26,010 --> 00:19:30,390 from that one. And you say, Okay, let's have a fourth shot. 280 00:19:31,440 --> 00:19:34,350 And so it goes but then you get to the point, I can't manage all 281 00:19:34,350 --> 00:19:39,870 these shops, because they're in different spots. So I need a 282 00:19:39,870 --> 00:19:42,840 general manager to look after all of those, all of those 283 00:19:42,840 --> 00:19:51,810 shops. And then all of a sudden, you've gone from 500 if paid out 284 00:19:51,840 --> 00:19:55,350 200 You're right, you're finishing up with 300 and just 285 00:19:56,550 --> 00:19:59,070 you have to work at work the numbers because I've lost track 286 00:19:59,070 --> 00:20:02,880 of where my numbers were. But you know what I mean? So once 287 00:20:02,880 --> 00:20:05,190 you've done that, you say, Okay, I've got a general manager, 288 00:20:05,610 --> 00:20:09,510 looking after that. All the shops and shops, it's a manager. 289 00:20:10,560 --> 00:20:15,660 But oh, but I'm not making 100,000, or whatever it was that 290 00:20:15,660 --> 00:20:18,480 I was making when I was working by myself. Yes, but you're not 291 00:20:18,480 --> 00:20:25,950 working. So you might say, I'm getting a net, Id 80% of what I 292 00:20:25,950 --> 00:20:30,720 used to make, by working 100 hours a week. And now I've got 293 00:20:30,990 --> 00:20:33,240 all these people doing this. So everybody's looking after 294 00:20:33,240 --> 00:20:35,040 everything else, and everything's ticking over 295 00:20:35,040 --> 00:20:38,640 nicely. And all of a sudden, oh, well, I'm making 80,000 foot 296 00:20:38,670 --> 00:20:43,860 basically, I won't say doing nothing, but not actually being 297 00:20:44,640 --> 00:20:48,450 actively involved with the business. So once you've got 298 00:20:48,450 --> 00:20:51,750 yourself to that point, you say, Okay, what stopping is taking 299 00:20:51,750 --> 00:20:56,010 these would have to be five shops, taking it to 50 shots. 300 00:20:57,900 --> 00:21:03,090 All you need is another layer of management. And that's really 301 00:21:03,090 --> 00:21:04,830 the the key to the scale. 302 00:21:05,880 --> 00:21:08,880 Robert Plank: Interesting. And it's interesting to hear your 303 00:21:08,910 --> 00:21:12,810 your thought process here, as far as, don't just do a flat, 304 00:21:13,590 --> 00:21:16,080 hire all these people and throw work at them. You're saying, 305 00:21:16,140 --> 00:21:20,700 think about the hierarchy. If I if I can't handle all these 306 00:21:20,700 --> 00:21:24,810 people running the business man, rendering the phones hire a 307 00:21:24,840 --> 00:21:29,010 manager to, to run all of them. And what I'm hearing a lot from 308 00:21:29,010 --> 00:21:32,820 you is, is that it's not just about the present, it's about 309 00:21:32,820 --> 00:21:36,810 the future, and that things need to scale. And things need to be 310 00:21:36,810 --> 00:21:40,170 maybe somewhat optimistic, because it's easy to fall into 311 00:21:40,170 --> 00:21:42,780 that scarcity mindset of saying, Well, I'm making like you've 312 00:21:42,810 --> 00:21:45,690 mentioned a few times, I'm making 100,000. And the only, 313 00:21:45,990 --> 00:21:49,500 the only thought is how much will my income drop, right? How 314 00:21:49,500 --> 00:21:53,430 much will my overhead be. And what you're saying here is that 315 00:21:53,460 --> 00:21:56,640 some of your income will drop because it goes because it goes 316 00:21:56,640 --> 00:22:00,150 over to other people. But you're adding time, that is because you 317 00:22:00,180 --> 00:22:03,750 you as one person only have so much time. But if you hire other 318 00:22:03,750 --> 00:22:07,350 people, then you're adding more time and you might take a slight 319 00:22:07,470 --> 00:22:10,680 cut in money to add yourself time. And then that's a thing 320 00:22:10,680 --> 00:22:13,290 where you can think things through and think about the 321 00:22:13,290 --> 00:22:16,980 process and put more people where they need to be and scale. 322 00:22:17,040 --> 00:22:21,390 And then in the end, you win. But in the current present time, 323 00:22:21,450 --> 00:22:25,170 there might be a little bit of like difficulties growing pains, 324 00:22:25,170 --> 00:22:28,110 figuring out the process, figuring out the people is that 325 00:22:28,140 --> 00:22:29,010 on the right track? 326 00:22:29,220 --> 00:22:35,760 David Warlow: That's correct, yes, it's a case of lost it. 327 00:22:37,680 --> 00:22:42,360 Grow. If you, if you grow too fast, then all of a sudden, you 328 00:22:42,360 --> 00:22:45,660 can get yourself into trouble because you put you need more 329 00:22:45,660 --> 00:22:48,660 people and people come on, and then all of a sudden, they don't 330 00:22:48,660 --> 00:22:53,340 have enough to do and you're paying them to, to do nothing, 331 00:22:53,340 --> 00:22:55,620 because there's no work for them or know that they they're not 332 00:22:55,620 --> 00:23:02,640 actually able to produce revenue for you. So therefore, if they 333 00:23:02,640 --> 00:23:10,500 can, you need to get to the point where the first scale or 334 00:23:10,500 --> 00:23:14,430 the first step in the in the in the ladder is working to 335 00:23:14,460 --> 00:23:18,840 capacity or nearly capacity. And then you take yourself a step 336 00:23:18,840 --> 00:23:26,190 back, it's almost like saying, If what's better 100% of one, or 337 00:23:26,820 --> 00:23:36,270 1% of 101% of 101. Like, I'll tell them otherwise, you're 338 00:23:36,270 --> 00:23:40,770 better off to have 100% of one thing, or 1% of 100 things 339 00:23:41,970 --> 00:23:45,390 depends on what it is. Everything, all things being 340 00:23:45,390 --> 00:23:45,840 equal. 341 00:23:47,250 --> 00:23:50,460 Robert Plank: I mean, I feel like 1% of 100 things is better. 342 00:23:50,460 --> 00:23:53,790 It feels like with that there's there's more stability, there's 343 00:23:53,790 --> 00:23:59,460 more like variety, I just 1% of 100 feet feels a little like 344 00:23:59,460 --> 00:24:03,900 scarier and requires much more like leap of faith, but I feel 345 00:24:03,900 --> 00:24:07,470 like 1% of 100 has more growth in it. 346 00:24:07,890 --> 00:24:12,060 David Warlow: It has to go if you if you've got 100% of one. 347 00:24:13,140 --> 00:24:20,430 And all of a sudden something stops. What have you got 00 if 348 00:24:20,430 --> 00:24:30,210 you've got 1% each have 110 of those 100 shot for whatever 349 00:24:30,210 --> 00:24:36,960 reason, you still get 90 or 90 versified. Yeah. However, having 350 00:24:36,960 --> 00:24:41,220 said that, there's also a theory that says okay, but does it put 351 00:24:41,220 --> 00:24:43,890 all your eggs in one basket and watch that basket very closely? 352 00:24:46,230 --> 00:24:49,230 Rather than having eggs in all different baskets. 353 00:24:50,430 --> 00:24:53,370 Robert Plank: So it seems like there's a right size right and 354 00:24:53,370 --> 00:24:56,820 the same way that you're saying that there's a right speed to 355 00:24:56,820 --> 00:25:02,700 grow. It's possible to go too crazy. To just like, just like 356 00:25:02,700 --> 00:25:06,540 hire, hire 100 people, I want to have 100 retail shops and then 357 00:25:06,540 --> 00:25:09,690 you shoot yourself in the foot. So it's, it's really, it's 358 00:25:09,690 --> 00:25:12,780 interesting to think about that there's, there's number one like 359 00:25:12,780 --> 00:25:16,770 the trap of being stuck where you are and not wanting to 360 00:25:16,770 --> 00:25:19,380 change and not wanting to grow. And that's a dead end. And then 361 00:25:19,380 --> 00:25:22,200 the other extreme is growing too fast. But somewhere in the in 362 00:25:22,200 --> 00:25:25,680 the middle there is thinking things through and keeping 363 00:25:25,680 --> 00:25:29,160 things practical and doable. And you've mentioned things like 364 00:25:29,220 --> 00:25:33,090 hiring people one at a time to fix problems as they happen. 365 00:25:33,210 --> 00:25:36,780 You've mentioned as far as making this flow chart you said, 366 00:25:36,930 --> 00:25:40,050 even if even if all you know how to do is have a big piece of 367 00:25:40,050 --> 00:25:43,320 paper and draw it with a pen and paper, if that's what makes 368 00:25:43,320 --> 00:25:46,200 sense. If that's what gets the job done. If that's what is 369 00:25:46,200 --> 00:25:50,430 used, then who cares about getting everything 100%? right 370 00:25:50,430 --> 00:25:53,130 the first time. And so to help us kind of really wrap our heads 371 00:25:53,130 --> 00:25:56,640 around this? Do you have an interesting, like case study 372 00:25:56,640 --> 00:25:59,490 success story where you helped out with this? I know, I know, 373 00:25:59,490 --> 00:26:02,220 we've talked about a lot of light, like theory, but do you 374 00:26:02,220 --> 00:26:06,840 have a real story where you working your magic, applying 375 00:26:06,840 --> 00:26:10,650 systems and outsourcing and scaling? Do you have an 376 00:26:10,650 --> 00:26:12,450 interesting story to share with us about that? 377 00:26:13,050 --> 00:26:17,880 David Warlow: I could I could share my own story with with my 378 00:26:18,630 --> 00:26:22,380 own retail businesses that that I have, which has probably been 379 00:26:22,710 --> 00:26:28,110 the it's probably the most successful sort of best best 380 00:26:28,800 --> 00:26:35,820 example that we can use. Yeah, we we we've grown from we 381 00:26:35,820 --> 00:26:42,540 started off with one one shop was a little little hole in the 382 00:26:42,540 --> 00:26:49,650 wall type. newsstand was had a an area of six square meters, 383 00:26:50,160 --> 00:26:57,060 it's three meters by two meters. That's where we started off and 384 00:26:58,980 --> 00:27:02,430 kept that for a few years. Okay, there was probably no systems in 385 00:27:02,430 --> 00:27:05,880 that one. But you learn the business in that then we bought 386 00:27:05,880 --> 00:27:09,270 another we actually no we did we move that we move that from 387 00:27:09,270 --> 00:27:16,380 where it was silos by looking at the demographics the at the at 388 00:27:16,380 --> 00:27:24,570 the call the depth or the demographics of the people, but 389 00:27:24,570 --> 00:27:29,160 the actual area of what's like the the infrastructure and 390 00:27:32,010 --> 00:27:37,740 facilities and things that are in the, in the area not not 391 00:27:37,740 --> 00:27:42,120 quite as involved as infra infrastructure. But like where 392 00:27:42,120 --> 00:27:45,630 there's a bus stop here, or there's a pedestrian crossing? 393 00:27:45,630 --> 00:27:49,770 Or is it a shop that sells coffee or whatever it was like a 394 00:27:49,770 --> 00:27:53,670 better location? That's right. So if you find if you've got a 395 00:27:53,670 --> 00:27:57,420 business in one location, and you move it around the corner, 396 00:27:58,050 --> 00:28:02,070 you could find that your turnover triples. Why? Well, 397 00:28:02,070 --> 00:28:04,740 because nobody was going around the corner, or you were tucked 398 00:28:04,740 --> 00:28:08,340 inside. And little by little Okay, now I said about my first 399 00:28:08,340 --> 00:28:14,820 shop there, it had six square meters, we moved it on the other 400 00:28:14,820 --> 00:28:18,090 side of the building, and then we moved it up the road in the 401 00:28:18,090 --> 00:28:21,990 building up to a bus stop. And I can't remember the numbers. But 402 00:28:22,230 --> 00:28:31,020 turnover went from five to 100. Not overnight, but within six 403 00:28:31,020 --> 00:28:36,990 months. And it was just ticking over. And we attribute that to 404 00:28:36,990 --> 00:28:39,690 the to the like get to like, basic it was effective the 405 00:28:39,690 --> 00:28:43,140 location. Now, what do we did when we did that we engaged in 406 00:28:43,140 --> 00:28:46,920 accountant because I wasn't skilled in that area in those 407 00:28:46,920 --> 00:28:54,030 days to analyze the pros and the cons of doing a shift, okay, the 408 00:28:54,030 --> 00:28:58,830 rent was going to go up significantly. but so did the 409 00:28:58,830 --> 00:29:03,120 foot traffic and the number of customers therefore, and 410 00:29:03,300 --> 00:29:07,530 therefore, the profit went up. So if the profit goes up, 411 00:29:08,010 --> 00:29:11,100 obviously, or sorry about the profit, the gross profit goes 412 00:29:11,100 --> 00:29:13,800 up. And then if the gross profit goes up and the expenses remain 413 00:29:13,800 --> 00:29:18,840 the same, then obviously the net profit increases. Now you take 414 00:29:18,840 --> 00:29:20,880 that a step further. So okay, you've got that new shop in that 415 00:29:20,880 --> 00:29:25,350 location. So you know that that sort of location is good for 416 00:29:25,350 --> 00:29:31,290 that type of shop. For example, having a business of a 417 00:29:31,290 --> 00:29:35,760 particular type opposite the supermarket checkouts in a mall 418 00:29:36,510 --> 00:29:40,890 might be the best location for a particular business in retail. 419 00:29:41,400 --> 00:29:43,620 Now, if we're talking an online business, then that's a 420 00:29:43,620 --> 00:29:46,440 different a different thing again, but you might say okay, I 421 00:29:46,440 --> 00:29:49,740 need to have a good website, if that was the case, where I need 422 00:29:49,740 --> 00:29:53,910 to have a better website or better page views or whatever it 423 00:29:53,910 --> 00:29:59,250 might be. So after we took that one there, we sold that and then 424 00:29:59,250 --> 00:30:03,630 we moved it out. And we bought another one after a bit of 425 00:30:03,630 --> 00:30:08,460 arrest. And we moved it across the road, we operated it for two 426 00:30:08,460 --> 00:30:11,970 years, and we moved it across the road for another couple of 427 00:30:11,970 --> 00:30:15,240 years, then we moved it up the road to a different location. 428 00:30:15,390 --> 00:30:19,170 Now, of course, the turnover just went up, up, up, pop up, 429 00:30:19,170 --> 00:30:24,390 pop up. So we've got to the point that the one business is 430 00:30:24,390 --> 00:30:29,040 doing quite well, but you're working 100 hours a week. So you 431 00:30:29,040 --> 00:30:31,440 got to say, Okay, what do we need? Well, we need to find 432 00:30:31,740 --> 00:30:34,950 something bigger. So we found some distribution, which is 433 00:30:35,700 --> 00:30:40,110 applying the same skills, but to a different to a different area. 434 00:30:40,440 --> 00:30:42,780 So we've put in the distribution, we've grown the 435 00:30:42,780 --> 00:30:49,050 distribution from being I hate gonna put it this big to this 436 00:30:49,050 --> 00:30:56,610 big. And once it's done that, of course, Bruce, but of course the 437 00:30:56,610 --> 00:31:00,030 expenses grew as well. But either way, it was still 438 00:31:00,180 --> 00:31:03,750 generating more income. So why applying the same systems that 439 00:31:03,750 --> 00:31:10,680 we put into place for how to how to generate extra revenue from a 440 00:31:10,830 --> 00:31:12,390 given geographic area. 441 00:31:14,910 --> 00:31:20,430 If you can do that in one square mile. Therefore, if you get if 442 00:31:20,430 --> 00:31:24,180 you've got the same demographics with the same sort of people in 443 00:31:24,180 --> 00:31:29,700 10 square miles, then you should make maybe 10 times as much, but 444 00:31:30,030 --> 00:31:35,550 eight times as much. So that's how you would grow that. So if 445 00:31:35,550 --> 00:31:44,370 you go then to after that we did the acquire a another business, 446 00:31:44,400 --> 00:31:47,280 another another shop, similar, similar shop, but in a different 447 00:31:47,280 --> 00:31:53,820 location. And we just put the same practice same procedures 448 00:31:53,820 --> 00:31:57,030 into place in there. Make sure that you had this major that you 449 00:31:57,030 --> 00:31:59,370 had that later this week this happened that happened, et 450 00:31:59,370 --> 00:32:03,930 cetera, cetera, cetera. And then once that had happened, took a 451 00:32:03,930 --> 00:32:12,270 third one. We've subsequently got rid of the distribution. Now 452 00:32:12,270 --> 00:32:14,970 we just concentrate and one of the shops would unfortunately, 453 00:32:14,970 --> 00:32:21,420 yeah, probably not relevant, but it burned out was a major major 454 00:32:21,420 --> 00:32:24,300 firing up in a shopping center. So the wholesaler was destroyed. 455 00:32:24,300 --> 00:32:30,900 But after that, we moved on to the towards online stuff and 456 00:32:30,900 --> 00:32:39,420 trying to basically give a bit of an AR VR experience. But 457 00:32:39,420 --> 00:32:43,740 yeah, basically trying to anybody that would require we 458 00:32:43,740 --> 00:32:48,840 could use some of their assistance in implementing 459 00:32:48,840 --> 00:32:52,290 systems in their own business, through through consulting, and 460 00:32:52,290 --> 00:32:55,740 that that's where we are at the moment. 461 00:32:56,730 --> 00:32:59,190 Robert Plank: And one thing leads to another and and even 462 00:32:59,190 --> 00:33:02,670 that, that one location burning down, I think that is relevant, 463 00:33:02,670 --> 00:33:06,660 because that that shows that the the path of your success is not 464 00:33:06,660 --> 00:33:09,720 a straight line, that that it seems like from your thought 465 00:33:09,720 --> 00:33:13,380 process, or you had something that was working just okay. And 466 00:33:13,380 --> 00:33:16,710 then you thought about different factors that you could change, 467 00:33:16,710 --> 00:33:20,280 right, like moving to the other side of the building. And maybe 468 00:33:20,280 --> 00:33:23,700 based on the data that you knew from what was working you you 469 00:33:23,700 --> 00:33:27,060 took different calculated risks, make different made different 470 00:33:27,060 --> 00:33:31,110 decisions. And any decision that you make has some pros and some 471 00:33:31,110 --> 00:33:35,310 cons and some unknowns. And it seemed like to help you solve 472 00:33:35,310 --> 00:33:38,130 those things you really, it seems like you already always 473 00:33:38,130 --> 00:33:41,220 take an inventory of your own strengths and weaknesses. So if 474 00:33:41,220 --> 00:33:44,100 your weaknesses are our accounting or knowing how this 475 00:33:44,100 --> 00:33:47,730 will work out, then it seems like you're not afraid to to 476 00:33:47,760 --> 00:33:51,090 hire someone temporarily or consult with someone to help you 477 00:33:51,090 --> 00:33:55,950 make this decision knowing that nothing is ever guaranteed. But 478 00:33:55,980 --> 00:33:59,700 But um, just from hearing from when you you kind of add these 479 00:33:59,700 --> 00:34:03,210 other locations or change the distribution, you find something 480 00:34:03,210 --> 00:34:06,630 that that's working good enough and then you replicate your 481 00:34:06,630 --> 00:34:09,720 success into something else that that's working. And so with all 482 00:34:09,720 --> 00:34:13,380 this talk of scaling, what comes to mind is that it's it scares a 483 00:34:13,380 --> 00:34:16,380 lot of people right scaling sounds like something that might 484 00:34:16,530 --> 00:34:20,010 just completely become a huge beast and become out of control. 485 00:34:20,010 --> 00:34:25,470 So why do you think that you are not afraid of taking these 486 00:34:25,470 --> 00:34:29,880 calculated risks? and others are Why do you think that you you 487 00:34:29,880 --> 00:34:33,630 can scale but others are stuck where they are at any ideas? 488 00:34:34,080 --> 00:34:36,480 David Warlow: I think a lot of people are frightened to to let 489 00:34:36,480 --> 00:34:46,500 go of of, of control. If if you take yourself away from having 490 00:34:48,420 --> 00:34:57,030 total control over everything, which is to block if you need to 491 00:34:57,360 --> 00:35:00,000 look at every invoice that comes in because to make sure that 492 00:35:00,330 --> 00:35:05,790 Somebody hasn't overcharged you by 10 cents. And you want to 493 00:35:05,790 --> 00:35:09,660 fixate on that. Almost the it's not really the Scrooge 494 00:35:09,660 --> 00:35:13,260 mentality. But it's just you're you're so fixated on 10 cents, 495 00:35:13,260 --> 00:35:16,200 if you lose 10 cents, oh, that's not the end of the world. If 496 00:35:16,230 --> 00:35:19,950 you've just got to take that out of your head, and you say, Okay, 497 00:35:20,880 --> 00:35:27,900 I know that nobody else can do this as good as I can. That 498 00:35:27,900 --> 00:35:33,090 might be your thought basis. And you say, Well, I'm damn sure 499 00:35:33,090 --> 00:35:37,590 that a lot of people can't do it as good as I can. But it can't 500 00:35:37,590 --> 00:35:42,210 be a case of nobody can. So depending on what the actual 501 00:35:43,680 --> 00:35:47,790 skill set skill set that we're talking about is now over when 502 00:35:47,820 --> 00:35:53,580 so for example, looking at decorating, how a terrible 503 00:35:53,580 --> 00:35:58,920 decorator so I would say, I don't know how to do that. But 504 00:35:59,280 --> 00:36:01,980 once we know that, okay, that's the planogram of how it should 505 00:36:01,980 --> 00:36:05,910 be done. Because it's been made by somebody who's got more 506 00:36:05,910 --> 00:36:10,410 experience in that than I have, for example. And he was that's, 507 00:36:10,440 --> 00:36:13,530 that becomes your system, you say, okay, staff, here's the 508 00:36:13,530 --> 00:36:18,270 planogram do it. I didn't have to think about the planet gram, 509 00:36:18,270 --> 00:36:21,270 I just knew that I could go to that person, or that 510 00:36:22,200 --> 00:36:25,440 organization or whatever, get the planet gram that we should 511 00:36:25,440 --> 00:36:29,070 be putting for that particular range of products in this 512 00:36:29,070 --> 00:36:34,980 particular location. And then you tell your staff to implement 513 00:36:34,980 --> 00:36:41,250 the planet gram. Oh, how many of these should I buy? Oh, well, 514 00:36:41,250 --> 00:36:45,570 hang on there $1,000 each. So if they buy too many, it could have 515 00:36:45,570 --> 00:36:51,510 cost you $1,000. Okay, that's potentially a high level sort of 516 00:36:51,510 --> 00:36:53,880 decisions that are like, Oh, we don't need to buy too many of 517 00:36:53,880 --> 00:36:56,880 those. If you need to buy more than one, or if you think you 518 00:36:56,880 --> 00:37:01,470 need to buy more than I can have a chat. So, but if it's only $1, 519 00:37:01,590 --> 00:37:06,900 or $2, or $5, or $10, don't bother me with it, because 520 00:37:07,800 --> 00:37:11,070 that's what the system says if it's less than $10, you're 521 00:37:11,070 --> 00:37:15,690 authorized to buy it, or to buy X number of just whatever it 522 00:37:15,690 --> 00:37:20,010 whatever you whatever you sort of come up with as being 523 00:37:20,040 --> 00:37:25,230 applicable to your particular situation. I like that example, 524 00:37:25,260 --> 00:37:29,340 Robert Plank: give up, give up some control. And the the the 525 00:37:29,340 --> 00:37:33,480 the cons of giving up control is that you won't see every last 526 00:37:33,480 --> 00:37:38,280 thing that goes on. But the pro in that is that that's less time 527 00:37:38,280 --> 00:37:41,610 for you, that's less space taking up your brain. And it 528 00:37:41,610 --> 00:37:45,630 seems like there might be some initial awkwardness or there 529 00:37:45,630 --> 00:37:49,320 might be some maybe uncomfortableness in thinking in 530 00:37:49,320 --> 00:37:54,330 this new way. But does anything come to mind about ways people 531 00:37:54,330 --> 00:37:57,720 might not take action on this ways people might shoot 532 00:37:57,720 --> 00:38:00,900 themselves in the foot or like set themselves up for failure in 533 00:38:00,900 --> 00:38:01,890 this process. 534 00:38:03,150 --> 00:38:06,060 David Warlow: Failing to not to implement but failing to 535 00:38:06,060 --> 00:38:09,150 actually do anything. If you say, Okay, I can't give up my 536 00:38:09,150 --> 00:38:13,080 control, because I'm a control freak. So if that's what you 537 00:38:13,080 --> 00:38:16,560 want to do, well, you'll be stuck at that level, because you 538 00:38:16,560 --> 00:38:20,880 can't do everything. And not only can you can't, not only can 539 00:38:20,880 --> 00:38:25,110 you not do everything, but even if you can do everything, then 540 00:38:25,110 --> 00:38:28,020 you can do nothing else and you can only do it in the one place. 541 00:38:28,650 --> 00:38:32,400 So in terms of control, you say, Okay, I'm gonna give up this 542 00:38:32,400 --> 00:38:36,510 control, do I trust that person? Okay, if you don't trust that 543 00:38:36,510 --> 00:38:40,230 person will live their own person for the job. One and two, 544 00:38:40,230 --> 00:38:44,970 okay, if you've got a fair bit of control, like, Take, for 545 00:38:44,970 --> 00:38:52,890 example, a back in the days of plenty of cash, a bank employee 546 00:38:53,670 --> 00:38:59,040 just got up access to or maybe not millions of dollars, but a 547 00:38:59,040 --> 00:39:03,570 lot of money in the little change thing that they put their 548 00:39:03,570 --> 00:39:11,460 money into. So if they wanted to steal, for example, $100 or one 549 00:39:11,490 --> 00:39:16,470 note, every day, would it go missing? course it would, 550 00:39:16,980 --> 00:39:20,220 predatory wouldn't be noticed that has gone missing, of 551 00:39:20,220 --> 00:39:23,220 course, it will be noticed, because they'll have cross 552 00:39:23,220 --> 00:39:27,720 checks. So that's what you need to do. You need to give up your 553 00:39:27,720 --> 00:39:34,320 control of that particular process and get somebody else to 554 00:39:34,320 --> 00:39:37,620 take the work. So 555 00:39:40,260 --> 00:39:42,870 Robert Plank: what I'm getting from you here is that so all 556 00:39:42,870 --> 00:39:45,840 this means that it does not have to be all or nothing right? Is 557 00:39:46,080 --> 00:39:49,800 is outsourcing systematizing scaling does not necessarily 558 00:39:49,800 --> 00:39:52,740 mean that you don't even touch the business. You have these 559 00:39:52,740 --> 00:39:55,470 checks in place like you're mentioning so that way even if 560 00:39:55,470 --> 00:39:58,230 you give up control over this, it still does not fall through 561 00:39:58,230 --> 00:40:00,930 the cracks and even you mentioned the The plumber 562 00:40:00,930 --> 00:40:04,710 example earlier, you can still do your plumbing, right? If you 563 00:40:04,710 --> 00:40:06,780 believe that you're such a good plumber, you can still 564 00:40:06,810 --> 00:40:10,140 personally do it but you have other people managing the system 565 00:40:10,140 --> 00:40:13,740 for you might have other plumbers working for you. And so 566 00:40:13,740 --> 00:40:16,890 what I'm getting from all this is that there are there are lots 567 00:40:16,890 --> 00:40:20,070 of choices in front of us. And there are fun ways that we can 568 00:40:20,070 --> 00:40:23,340 kind of organize things into giving ourselves a better 569 00:40:23,340 --> 00:40:27,060 future. And that way, we're not just running the hamster wheel, 570 00:40:27,060 --> 00:40:30,000 we're not just putting out fires, we can kind of think 571 00:40:30,000 --> 00:40:33,990 outside the box, and then maybe solve things more creatively to 572 00:40:33,990 --> 00:40:37,260 get to a different result than we were getting, which for a lot 573 00:40:37,260 --> 00:40:40,500 of us might just be just the same old thing. Every single 574 00:40:40,500 --> 00:40:43,710 day, seven days a week running ourselves ragged running are so 575 00:40:43,710 --> 00:40:47,340 fired, that does not seem like a life and we need to be 576 00:40:47,460 --> 00:40:52,020 systematizing outsourcing and scaling. And so if people are 577 00:40:52,050 --> 00:40:54,300 are watching and listening to our conversation today, and they 578 00:40:54,300 --> 00:40:58,590 say this is this is what I need. I know that I should have been 579 00:40:58,590 --> 00:41:01,290 doing this this years ago, but now I need to be on the right 580 00:41:01,290 --> 00:41:05,070 track, I need to contact David and his team to get things 581 00:41:05,100 --> 00:41:08,460 revolutionized transforms, how do they contact you? How do they 582 00:41:08,460 --> 00:41:11,910 reach out to you? And how do they get systems added to their 583 00:41:11,910 --> 00:41:18,450 business? Okay, systems, dollar consulting.com systems that 584 00:41:18,450 --> 00:41:20,670 warlow Consulting COMM And when they go there, what will they 585 00:41:20,670 --> 00:41:21,420 find there, 586 00:41:21,630 --> 00:41:31,530 David Warlow: they will find a way that they'll find some 587 00:41:31,530 --> 00:41:35,220 information on that page. And they'll find contact details and 588 00:41:35,220 --> 00:41:44,700 also a method of, of trying to override trying to a method of, 589 00:41:45,690 --> 00:41:46,710 of engaging us. 590 00:41:47,880 --> 00:41:51,210 Robert Plank: Fantastic. And so that way, if they have a unique 591 00:41:51,210 --> 00:41:54,480 situation and what they think is unique situation, they can tell 592 00:41:54,480 --> 00:41:57,060 you where they're stuck, what they're doing, what their 593 00:41:57,060 --> 00:42:00,720 business is. And so the place to go for that is systems dot 594 00:42:00,720 --> 00:42:04,890 warlow consulting.com. And as we shut down our conversation 595 00:42:04,950 --> 00:42:08,010 today, David, is there anything that comes to mind as far as 596 00:42:08,010 --> 00:42:12,240 either something we left out, that's really important, or a 597 00:42:12,240 --> 00:42:15,180 lasting piece of advice that everyone with this problem needs 598 00:42:15,180 --> 00:42:16,050 to listen to? 599 00:42:17,850 --> 00:42:21,330 David Warlow: I think Robert, that a lot of a lot of people 600 00:42:21,330 --> 00:42:26,400 are frightened to to do this stuff, because they they just 601 00:42:26,400 --> 00:42:34,470 can't let go. Everybody that not everybody, most people with with 602 00:42:34,470 --> 00:42:43,980 any sense of, of business acumen know that there is more more 603 00:42:43,980 --> 00:42:46,800 than one way to skin a cat. And therefore there's more than one 604 00:42:46,800 --> 00:42:52,080 way to approach a problem. You can do it yourself. And it'll be 605 00:42:52,080 --> 00:42:56,910 perfect. If you're that good. Or you can get somebody else to do 606 00:42:56,910 --> 00:43:00,300 it. Or you can show them how to do it. But But here's the 607 00:43:00,300 --> 00:43:03,150 problem. This is and this is just one quick thing about about 608 00:43:03,150 --> 00:43:07,080 the systems. If you show someone how to do a particular job, 609 00:43:07,980 --> 00:43:12,210 that's fine. But what happens when they leave? Or if they 610 00:43:12,210 --> 00:43:16,710 leave? I'm going to show that actually started as a classic, 611 00:43:16,710 --> 00:43:20,580 where does it train for the top train for the task not for the 612 00:43:20,580 --> 00:43:24,210 person at train, train, the part that that train the person 613 00:43:24,210 --> 00:43:28,920 trained for the task? So in other words, have some method of 614 00:43:30,720 --> 00:43:36,900 explaining what needs to be done. And have it recorded. So 615 00:43:36,900 --> 00:43:40,650 that Oh, how do I do that? How do I open the How do I start a 616 00:43:40,650 --> 00:43:47,400 zoom call? I don't know. Watch the video, the video will show 617 00:43:47,400 --> 00:43:50,160 you what to do push this button, push that button, do this, plug 618 00:43:50,160 --> 00:43:56,550 this in whatever. So that's probably the biggest piece of 619 00:43:56,550 --> 00:44:00,390 advice I can give anybody that was thinking about, oh gee, I've 620 00:44:00,390 --> 00:44:04,350 half of half know how to do this systemising stuff, but I don't 621 00:44:04,350 --> 00:44:09,750 know how to implement it. So therefore, recorded. Do what do 622 00:44:09,750 --> 00:44:14,670 I need to do this more than once? systemize it. If it's one 623 00:44:14,670 --> 00:44:18,330 job that you'll never do, again that I just do it. But if you 624 00:44:18,330 --> 00:44:20,970 need to do if you're going to have to do it again systemize 625 00:44:20,970 --> 00:44:23,190 and get someone else to do it. Because 626 00:44:24,750 --> 00:44:27,030 Robert Plank: You make it sound so easy, and we need easy 627 00:44:27,030 --> 00:44:30,270 because all of us are making it so complicated. So you say if 628 00:44:30,270 --> 00:44:33,000 it's a job, you're just gonna do one time, do it. But if it's 629 00:44:33,000 --> 00:44:36,030 something that will be repeated, then show someone how to do it. 630 00:44:36,030 --> 00:44:39,210 But don't just stop there, record it using what I mean 631 00:44:39,210 --> 00:44:42,000 whatever screen capture recording there is or something 632 00:44:42,000 --> 00:44:45,870 like that. That way it's showing someone else how to do it. But 633 00:44:45,870 --> 00:44:49,050 then it's also recorded for the next person it's more forward 634 00:44:49,050 --> 00:44:52,710 thinking a place to go is systems that were low consulting 635 00:44:52,740 --> 00:44:55,680 calm, and thank you David for stopping by and sharing your 636 00:44:55,680 --> 00:44:57,990 expertise with us today. I really appreciate it. 637 00:44:58,410 --> 00:44:59,760 David Warlow: I problems I appreciate. Thank you. Thank 638 00:44:59,820 --> 00:45:00,000 you.