Listen as we unpack the characteristics and values of Entrepeneurs, tendencies with money, and what is getting in their way of real profit. What kind of Entrepreneur are you? I am a Fast and Furious Professional... (blush)
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Chris A.:
Hey everybody, welcome to Pursuit of Profit and I am your cohost, Chris Angell here with your hostess of the mostess, Leanne Ozaine Smith, who is the nation's profit coach. Leanne, how are you?
Leanne O. S.:
Hi, I'm great. Happy to be here.
Chris A.:
Awesome. Well it's your show. I'm glad you're happy to be here.
Leanne O. S.:
I know. I've been waiting a long time to do this. It's about time.
Chris A.:
Yes. I'm so excited for you.
Chris A.:
First of all, I want to start with just a little housekeeping, like what the heck is a profit coach?
Leanne O. S.:
Right? You know what, nobody, and I feel like it's self explanatory, but it's not because nobody but me that I know of in the whole United States does this-
Chris A.:
Yeah, right.
Leanne O. S.:
So basically Chris, what I do as a coach is I help business owners powerfully alter their behavior with money so that they can be profitable-
Chris A.:
Yes.
Leanne O. S.:
Stop worrying about money and start winning with money, now. This week. So that's what I do. I help people-
Chris A.:
Well done.
Leanne O. S.:
Behave with their money.
Chris A.:
I love it. Yeah, I mean, listen, behavior is the issue, right?
Leanne O. S.:
Yep.
Chris A.:
I'm sure we'll get into that. Not just in today's episode, but in all the future episodes.
Leanne O. S.:
In every episode.
Chris A.:
It just-
Leanne O. S.:
It just is what it is.
Chris A.:
It is a part, it's inseparable from what happens with our profit, right?
Leanne O. S.:
That's right. That's right.
Chris A.:
I love it. So what are we talking about today? I know you've got some talking points. I want to make sure that we start off with what it is that we're talking about.
Leanne O. S.:
Well, I actually have been thinking a lot about what we wanted to cover here, and for me it's about talking through this idea of who, what kind of entrepreneur are you? Who's listener or the watcher and what kind of entrepreneur are you? And ultimately I want to just kind of get to the point where, look, profit is something that happens on purpose. So that's what I want to talk about today.
Chris A.:
Yeah, yeah, yeah. Talk to me about the kinds of entrepreneurs.
Leanne O. S.:
Okay. Well there's lots of different types, but just to kind of quickly summarize, I've had tens of thousands of people come through my workshops, webinars, and even my private coaching practice. And so it's taken me maybe what, 12 or 14 years to kind of summarize or distill down to what I actually see in my practice and what these people are like.
Leanne O. S.:
So there's really three, I'm sure there's more than three, but these are the three that I see most often. And maybe it's because these three types of entrepreneurs are at the place in their business where they're opening themselves up for help around the financial side of their business. So maybe there's more types, but these are the three I see.
Chris A.:
Okay.
Leanne O. S.:
The first one is what I call the Accidental entrepreneur, and they are people who totally have a passion for something that they do. I think of guys that shave shaped beards-
Chris A.:
Yeah, yeah.
Leanne O. S.:
Or I met with somebody this week who has a resume writing service, right?
Chris A.:
Wow.
Leanne O. S.:
They didn't grow up saying, "Hey, I'm going to be a barber and shape beards", or, "Hey, I'm going to go get a four year degree and write resumes for people." They are the Accidental entrepreneur, but they love something that they do, they're good at it and they really never intended to do it for money, but it becomes their profession so they have found a place ... This is really important. The Accidental entrepreneur has found a place where their passion and their pocketbook intersect. And what these people say to me all the time is, it's classic. Every single time I meet an Accidental entrepreneur, they're like, "Leanne, I don't have very much business sense. I'm not very good at money and numbers and stuff", but they just want to shape beards and I want to write resumes, and it's the path of entrepreneurship they're taking. That's the Accidental entrepreneur.
Chris A.:
Yep.
Leanne O. S.:
The thing that's interesting about those guys and gals is because they believe they have no business sense and because they're just doing what they love to do in the world, they're not really thinking about the financial implications of business decisions they make or whatever. So they just, all three of these people, are prone to be, sadly, a statistic, right?
Chris A.:
Yeah.
Leanne O. S.:
60% of businesses that start, fail. I hate to be a Debbie downer, but let's just get-
Chris A.:
No, let's be honest about it.
Leanne O. S.:
Right.
Chris A.:
Let's be on the table here about what's-
Leanne O. S.:
Totally.
Leanne O. S.:
They fail not because they don't have vision, not because they don't have a good product or service that people want, they fail for money issues. It's documented everywhere.
Chris A.:
Yeah, of course.
Leanne O. S.:
Pick up an Inc magazine, this is well known. So it's super interesting to me that regardless of what kind of entrepreneur I'm working with or I'm seeing, that we have the same problem and that is we put our focus one place, we hope for profit on the other end, but because of our personality maybe we don't get there. Right?
Chris A.:
Yeah.
Leanne O. S.:
And then our business fails.
Leanne O. S.:
So the Accidental entrepreneur, really, their issues when it comes to getting really profitable and maximizing how much they're paying themselves and stuff, it really comes down to their belief system that hey, look, I'm not a business person and I'm not, I don't have very much business sense. So that's that person. Does that make sense?
Chris A.:
Yeah. No, I am one. I could raise my hand and say, "I am an Accidental entrepreneur." I didn't plan to get into business at the age of 24 and I did, and it's exactly that. I hoped for profit, I put my head down and did the things I felt like I was supposed to do to grow my business and hoped there was money on the other end of that.
Leanne O. S.:
Yeah, yeah-
Chris A.:
No I-
Leanne O. S.:
That makes you totally normal, Chris Angell.
Chris A.:
I know, thank you. This is good. I can seem normal in my life.
Leanne O. S.:
Me too.
Leanne O. S.:
The other one, this is actually my favorite one. I love these people. I call them the Right Priority entrepreneur", and because these people, and I know you're actually kind of a hybrid I think?
Chris A.:
Ooh, yeah.
Leanne O. S.:
And of course anyone can be one, but the Right Priority entrepreneur is somebody who is really focused on their purpose and what they contribute to the world. They are, they just see their work as kind of an extension of who they are, what they value. Sometimes they even use phrases like, "Hey, this is my calling. This is what I'm supposed to be doing in the world." And so the value of what they bring to the table and what their business does is very deeply connected. They can't separate where their business ends and their personal life begins, or their business values and with their family or the personal life values, it's completely merged. And that's not a bad thing. It's what I love about these people, is they're driven by their purpose and they're driven to do well by the world.
Leanne O. S.:
So good examples of these people are people who practice the healing arts.
Chris A.:
Sure.
Leanne O. S.:
Doctors, chiropractors, massage therapists, people like that. And also, I hate to pick on you, but "coachy" types.
Chris A.:
Yeah, that's good.
Leanne O. S.:
Right?
Chris A.:
No, it's true.
Leanne O. S.:
"Coachy" types. Oh yeah.
Chris A.:
"Coachy" types. It's good though.
Leanne O. S.:
All in quotes.
Chris A.:
Yes.
Leanne O. S.:
And I also see this ironically in direct selling companies, but it actually makes sense because people that get into those businesses have a, the product drives them, but really it's this idea of financial independence, creating passive income that drives them. And that I think comes from the root of who I am and what I want to accomplish in my personal and business life. They're really deeply connected.
Leanne O. S.:
So what's painful for me to watch about, Right Priority entrepreneurs is they, their priority's in the right place. Right? They just, they want to focus on the right things in life, and what they honestly believe when it comes to money, which affects their profit, is if they just focus on the right stuff and do right by people, then all of the money stuff will fall into place.
Chris A.:
Yep. Yep.
Leanne O. S.:
Nope. Nice try. It doesn't work.
Chris A.:
Yeah. Yeah.
Leanne O. S.:
So what are your thoughts on that?
Chris A.:
Yes, I agree.
Leanne O. S.:
You agree too?
Chris A.:
No, I agree. I think I am a hybrid. I can relate to both of those. My background was real estate, and I started off as an Accidental entrepreneur in real estate.
Leanne O. S.:
Yeah.
Chris A.:
Now, and later in life where my passion is really helping people, I've turned into a Right Priority entrepreneur according to your definition. And in both cases, I can see my behavior is, in both cases hoping that the money does what it needs to do.
Leanne O. S.:
Yeah. Yeah.
Chris A.:
Because my effort and my behavior, my focus just hasn't been about numbers. It's been about people or my marketing or whatever.
Leanne O. S.:
Yeah. Yeah. Good for you. I knew you were a little bit of both.
Chris A.:
Yes, well good for me and maybe not good for me. And the bad news insight is that my behavior is not aligned with the way money works and that that doesn't work for me.
Leanne O. S.:
Oh well we've worked together long enough.
Chris A.:
Yes.
Leanne O. S.:
We know that.
Chris A.:
Yeah.
Leanne O. S.:
You've got your S-H-I-T figured out. We're good.
Chris A.:
Yes. Yeah, we're good.
Leanne O. S.:
Okay. So the third person is actually the most common.
Chris A.:
Okay.
Leanne O. S.:
And these people are funny and I'm going to blush all over the place because I am this kind of one.
Chris A.:
Okay.
Leanne O. S.:
I want to be the Right Priority entrepreneur, but I'm not. This is the person that I call the Fast and Furious entrepreneur. I'm totally, totally that person. These people are super clear on who they are.
Chris A.:
Yes.
Leanne O. S.:
They're super clear on what they want to accomplish. They're very focused on doing the work of their business.
Chris A.:
Yeah.
Leanne O. S.:
Let me say that again. They are very, I am very focused on doing the work of my business. So this tends to lean towards obsession. They are Fast and Furious and they're obsessed with doing what they have to do to crack the nut every month.
Chris A.:
Yep.
Leanne O. S.:
They think about money, they think they're making profitable decisions, but really they're moving so fast and everything is so furious and their business. I actually think that people describe me as a Tasmanian devil.
Chris A.:
That's true about you. I totally get that about you.
Leanne O. S.:
Yeah. So just there's so much going on and it's hard to focus, but these type of entrepreneurs will focus on what they need to focus on to get things done. They're great that way. I think of them as professionals, right? So they are professionals and the thing that's the problem with professionals, is they have big egos and they have big dreams and they probably have a really big student loan debt that goes along with it. And so they live this big life. They intended in some way, shape or form to be the kind of entrepreneur that they are, even if they never envisioned owning their own business.
Chris A.:
Sure.
Leanne O. S.:
I'm thinking of attorneys that I've worked with.
Chris A.:
Sure, yeah.
Leanne O. S.:
I'm thinking of physicians I've worked with, right? Where it's like, "Hey man, we've had this long path of figuring out that we're owning a business or we're doing this work, and by God it's going to work, right? Because I've got $300,000 of student loan debt."
Chris A.:
Yeah, right.
Leanne O. S.:
So that's, I think that what contributes, they have good priorities. They, and it might even be accidental, maybe they went to medical school and never planned on owning a business, but their priorities have gotten them there, right? But it doesn't change who they are. At the end of the day, they are fast and furious. They live a big life. They have huge egos. And here's what they do, we do-
Chris A.:
Yeah, yeah.
Leanne O. S.:
When it comes to the money stuff is when they finally have two seconds to sit down with a glass of wine on a random Friday, every third Friday and look at their bank accounts, they open it up and they're like, "What the heck happened?" They have no idea where their money went. All they know is they're good at making it. So yeah.
Chris A.:
Yeah.
Leanne O. S.:
What are your thoughts on that?
Chris A.:
I don't think there's anybody listening to this that couldn't find themselves in one of those three personas, and one of those three money realities or money problems. Pick the one that best fits you, but I think you just described everybody for the most part, right?
Leanne O. S.:
Well this is coming from a real practice of mine.
Chris A.:
Right, right. Yeah, right.
Leanne O. S.:
Right? I'm not making it up. [crosstalk 00:11:29]
Chris A.:
It's not your first rodeo.
Leanne O. S.:
No.
Chris A.:
Right.
Leanne O. S.:
But what's interesting is, I think regardless of the kind of entrepreneur they are or we are, what happens is we hit a point where we we're like, man, we thought the value that if we focus on the right things that the money would show up and we would be paying our family a six figure income, right? Or hey, I'm just good at what I'm doing in the world, sees what I'm good at doing and the money will, stuff will take care of itself. Or that Fast and Furious type that's like, "Dude, I know how to make money. Where did it go?"
Chris A.:
Yep.
Leanne O. S.:
So I think they all kind of converge to a point. If people are honest and they don't go out of business, if they stay in business, they hit this point where they're just like, "Oh my word, I cannot do this anymore. I can't keep going at this pace", or, "I can't keep doing the same thing, expecting a different result."
Leanne O. S.:
And what I find to be painful, you've heard me say this, but I want to say it again, it's painful that people actually go to their CPA's and they say, "Hey, I don't know why I'm not profitable." Well, most people don't realize this, a CPA's job is a rear view mirror kind of thing, right? They're taking care of stuff after the fact. Very few CPA's are going to come alongside a business and say, "All right, let's figure out where you're spending money. What's profitable, what's not." So CPA's, they just don't do that. Neither do bookkeepers. Bookkeepers work for you. They, and I like to use this analogy when it comes to money, you cannot drive a car looking only in the rear view mirror.
Chris A.:
Yeah.
Leanne O. S.:
And all three of these profiles are trying to look in the car, trying to navigate their business, looking only in the rear view mirror financially, and then they wonder why they crash, right? It just, it doesn't work.
Leanne O. S.:
So CPA's are those rear view mirror helpers. They help us get our taxes done. They help us be smart. I love CPA's, they're great, but they're not going to do this work for people.
Leanne O. S.:
And then people go to financial advisors. I'll pick on them because I am one, right?
Chris A.:
Right, right.
Leanne O. S.:
I'm a financial planner. So people go there and they don't get help because financial advisors won't talk to you unless you're trying to invest.
Chris A.:
Right.
Leanne O. S.:
So where do you get help?
Chris A.:
Yep.
Leanne O. S.:
Where? There's-
Chris A.:
A profit coach! A profit coach!
Leanne O. S.:
Me!
Chris A.:
Nice.
Leanne O. S.:
Right. There's a reason I have a job, right?
Chris A.:
Yes. Okay.
Leanne O. S.:
So what my definition of help is, is it's not, "Hey, you need to spend less." It's, that's not real help. What real help to me is, is actually rolling up my sleeves with somebody and teaching them how to put together a profit plan for their business. Because here's the thing, you can be an Accidental entrepreneur. You can have your priorities in the perfect place, and you can even be a fast and furious professional, but that isn't going to make you profitable. It isn't.
Leanne O. S.:
And what does make you profitable is what you do with money when you earn it.
Chris A.:
Yeah.
Leanne O. S.:
And what you don't do with money when you earn it.
Chris A.:
Real time. Real time.
Leanne O. S.:
Real time. Everything.
Chris A.:
Not 30 days after you make it.
Leanne O. S.:
Not rear view mirror.
Chris A.:
Yeah, yeah.
Leanne O. S.:
We're talking, I hate to use the analogy, but I'm not even talking windshield. I'm not talking about looking forward. I'm actually when you're in the car-
Chris A.:
Yeah, yeah.
Leanne O. S.:
Getting ready to put your ... I'm looking down, the audience can't see me, but put your pedal, foot on the gas to go.
Chris A.:
Yeah, yeah. Right.
Leanne O. S.:
That's when you make or break your profit. Most of the entrepreneurs that I've seen come through over the years are profitable, but they're spending their profit on things that, who knows what.
Chris A.:
Right.
Leanne O. S.:
And most, I hate to say this, most entrepreneurs that I see are behind in taxes.
Chris A.:
Yeah.
Leanne O. S.:
Maybe all. Maybe all.
Chris A.:
I had a client the other day say they owed the IRS $64,000 from last year.
Leanne O. S.:
Mm-hmm (affirmative). Yep.
Chris A.:
Because they just didn't plan for that. There was no plan for that. It was-
Leanne O. S.:
No.
Chris A.:
"Oh yeah, I forgot about taxes."
Leanne O. S.:
Yeah, well your profit plan has to include paying taxes. Well, in my universe, you know me well. In my universe, my plan is we save for taxes and instead of sending it to the IRS, we keep it in our own pockets by being strategic. But we still need to plan, right? There is no universe where we pay no tax.
Chris A.:
Yeah, right, correct. And, but and on top of that, so true, just so, because I'll tell others listening to this about, for you, about you-
Leanne O. S.:
Okay.
Chris A.:
I have, you have such a strategic mind. You see stuff that I didn't even know existed in terms of what you can do with money, how you can protect money, how to be strategic with money. It's stuff I've never heard of. Stuff I've never seen.
Chris A.:
And so, that's the kind of stuff that you only get when you have a profit coach. You can't go to, like you said, you can't go to a CPA, you can't go to a bookkeeper. They don't even know. Not only would they not tell you this, they don't even know this.
Leanne O. S.:
No. No.
Chris A.:
And I think it's partly because of your unique life experience in the different financial verticals you've been in. Right? You've seen enough different things that you ... And your strategic mind paired with that makes it, I don't know, a great combination for what you do.
Leanne O. S.:
Thank you. I'm really passionate about this.
Chris A.:
Yeah. You're great at it.
Leanne O. S.:
Thank you. I really, yesterday I had this really amazing coaching session with somebody who is a fast and furious professional, went to medical school. That's as much as I'm going to say in case they're listening. But I remember right before I walked in there, I had the plan. I'd seen their financials, I knew exactly what was going on and I knew exactly what was wrong. And what was wrong, is that this owner, business owner wasn't paying themselves hardly anything and we needed to fix that so that his business could be what he wanted it to be again. And I remember saying to one of my, one of the people that I work around and I was like, "I'm going to go into that conference room and I'm going to fundamentally change a family's life. Now. Today." And after one hour of just doing the stuff that we do, that strategy.
Leanne O. S.:
And I think part of what I love about what I do and what I do for Accidental, Right Priority and Fast and Furious entrepreneurs is, dude, I'm not connected to the numbers.
Chris A.:
Yeah.
Leanne O. S.:
I'm not emotionally connected to them. So because I'm removed from them, I'm just going, why? What's this? Why? Where is the real return on investment for that, which is something we'll talk about another time, but real return on investment, not, oh, hypothetical mental accounting crappola. That doesn't work, right? Real return on investment. Real return on investment is money going home to your family, changing your life, filling up your bank accounts and allowing you to employ people and change the world that you live in.
Chris A.:
Yep.
Leanne O. S.:
That's real return on investment.
Chris A.:
Yep.
Leanne O. S.:
But because I'm not involved in the numbers, I just get to come alongside and go, "Well this is what I see. What do we do?" And at the end of a one hour call or one and a half hour call, we did fundamentally change this family's life. Gave them a, I'm not exaggerating, gave them a $3,000 a month raise-
Chris A.:
Oh!
Leanne O. S.:
At the end of one appointment.
Chris A.:
Wow.
Leanne O. S.:
It's easy, it's easy.
Chris A.:
Wow. Wow.
Leanne O. S.:
But it just has to be done. And it had, it required a profit plan.
Chris A.:
I love it.
Leanne O. S.:
So.
Chris A.:
I love it. You have a saying that is "Profit is never an accident."
Leanne O. S.:
No.
Chris A.:
"It's something that happens on purpose", and I love that. In one meeting, in one appointment with you, you are able to on purpose find that profit.
Leanne O. S.:
Mm-hmm (affirmative).
Chris A.:
Right? And it wasn't an accident.
Leanne O. S.:
No.
Chris A.:
It was, and like you said, they're already profitable. They're just, people just end up spending it or don't know where it goes. So you found it and then, that's incredible. Giving a $3,000 a month raise. That's amazing?
Leanne O. S.:
A month. It's amazing.
Chris A.:
Amazing.
Leanne O. S.:
Thanks. Well they did the work, I just helped them see it.
Leanne O. S.:
But it comes down to, it's like what we just said. We have to have a plan for profit. It does not happen on accident. And the thing is, I don't care if you're an Accidental entrepreneur, the Right Priority entrepreneur or Fast and Furious like me, unless you stop and actually get really honest with yourself, checking your bank account every couple days is not going to get you profitable. It's not.
Leanne O. S.:
And in case you have this tendency to think, "Okay, I just got to increase revenue. I got to sell more, I got to do more." I hate that. Because here's the thing.
Chris A.:
Right.
Leanne O. S.:
I can meet with somebody their first year of business and maybe they had $10,000 of gross profit and they weren't, they'd consider that not profitable. And then if I fast forward five years and they're making 10 times that and they're still not profitable, which is a story I see all the time. Well, if you weren't profitable in your first year and he only made this much, how come you're not profitable in this year and you make 10 times more?
Chris A.:
Right, right.
Leanne O. S.:
This is a problem we're going to explore a lot. But the solution to that is getting honest that making more money does not make you profitable, because the more we earn, the more we spend. And getting to a place where we recognize, hey look, I need a plan for profit. And in my world what I teach is the Spend on Purpose Method. So we find money by spending purposely and expecting real return on investment for what we spend money on in our business.
Leanne O. S.:
So it's not a magic pill. It's a series of things that we have to do, or of things we have to, ways we have to behave with money when we're sitting in the car, our hands on the steering wheel, right, and wanting to put our foot on the gas pedal.
Chris A.:
I think there could be, and I'm sure we can explore this in future episodes, but I really feel like there's something about, once I get honest-
Leanne O. S.:
Mm-hmm (affirmative).
Chris A.:
I think honesty's probably, getting honest is probably the first step. If you're not honest about it, you'll just keep kidding yourself that more marketing is going to make you more money and then you, 10 years, like you said, 10 years later, you're wondering why you don't have more money.
Leanne O. S.:
Mm-hmm (affirmative).
Chris A.:
But once you get honest, then I feel like there is, like you said, it's not looking through the front window or the rear view mirror, it's like real time changing behavior in the moment as money comes in. And I feel like that's a good [inaudible 00:21:13] for me in this episode. I'm taking that one personally with me. It's, money comes in and in this moment what happens to that. And that's why I have no ... I think there's, I think it requires flexing that muscle to develop pattern and habit and routine and ritual-
Leanne O. S.:
Yeah.
Chris A.:
And comfort with what to do with money and my behavior right now. Yeah.
Leanne O. S.:
Yep. Yep. You're right, Chris. And here's the thing, when I get somebody through the Spend on Purpose Method, I teach them to take profit first on the front, on the back as well, and all the other stuff I do, the, especially the Fast and Furious entrepreneur, but pretty much everybody is like, they immediately want to delegate it. Immediately want to go find a virtual bookkeeper or a bookkeeper to do this. And I find myself saying, "No, it's like your workout. You can't delegate it."
Chris A.:
You can't outsource your workout.
Leanne O. S.:
No, you can't outsource your workout. I mean, there's going to be a, I actually have a service in my menu that's called "Muscle Memory Work."
Chris A.:
Really? Nice. Yeah.
Leanne O. S.:
Yeah. And that's literally where I meet with people and I say, "Now you, what you do with that receipt, it goes here. Do that with that."
Chris A.:
Yep. Right.
Leanne O. S.:
May feel remedial, but here's what I know. Once somebody has their muscle memory with what they do in that moment when they're sitting in the car, right, and the money has been earned and the revenue has to be looked at 15 minutes a week, that's all it takes, right?
Chris A.:
Yeah, yep.
Leanne O. S.:
Just 15 minutes of focus. That once those muscles get built, then the business owner can delegate that and let go of it, because here's the thing, you cannot inspect what you don't understand. So how on earth can a business owner, a guy who shapes beards or an attorney or a doctor or a freelance artist or a Mary Kay lady, how can any of those people know what's actually going on with their money if they don't know what the plan is for profit?
Chris A.:
Right.
Leanne O. S.:
So then they're forever looking in the rear view mirror. So you have to do the work. You can't outsource it forever. I put people through two months of muscle memory work.
Chris A.:
Wow.
Leanne O. S.:
And then they know what should happen, and then they can hold whomever is working for them accountable to manage the money, the way the business should be managed, with the profit plan.
Chris A.:
I like it.
Leanne O. S.:
It's so much fun.
Chris A.:
It's like you're a personal trainer for profit and a profit coach.
Leanne O. S.:
Yeah!
Chris A.:
You're, I like all those [crosstalk 00:23:33]
Leanne O. S.:
Profit coach kind of covers it all, right?
Chris A.:
Let's find even more, we'll find even more metaphors for-
Leanne O. S.:
I'm sure we will.
Chris A.:
What it is that you do.
Leanne O. S.:
So yeah, profit's just never an accident. And you've got to stop, our our audience has to stop believing that they are the exception.
Chris A.:
Yeah. I love it.
Leanne O. S.:
Hate to say it, but it's so true.
Chris A.:
Yeah.
Leanne O. S.:
You're not the exception. So stop pretending like you are.
Chris A.:
Yeah.
Leanne O. S.:
And stop chasing, making money strategies. How about keeping the money you're making? Let's start there. It's good.
Chris A.:
Yeah. Yeah. I love it. I love it. I think having listened this far, anybody who's listening to this far into this conversation, I think the question that is popping up is, "Okay, how do I create a profit plan?"
Leanne O. S.:
Hmm. Yes.
Chris A.:
So if people want to learn more about what you do, maybe, you said in one appointment you gave this client a $3,000 raise. If somebody's like, "Hey listen, I'm not exactly sure which way is up and which way is down with my money. I need somebody else like a profit coach to help me sort through it."
Leanne O. S.:
Yeah.
Chris A.:
What's the best way for people to kind of reach out to you and take you up on what you're so good at?
Leanne O. S.:
Okay. It's, there's a system. Does that sound surprising?
Chris A.:
No, not with you.
Leanne O. S.:
There's a system. So it starts with something I call a Profit Discovery consultation. It's 45 minutes. I don't charge for that. I expect good people to show up and not waste my time, so, and so far I've found that to be absolutely true.
Chris A.:
Yeah.
Leanne O. S.:
So what I'm going to do in that meeting is I'm going to try to get a sense of somebody's business, what they're about and what's going wrong in their mind with their money. If we like each other and we feel like there's some merit to actually moving forward, then I let people hire me, help them create their profit plan, which usually takes two months of meetings because I have to baby step people through this. And the, I think the benefit of it is I'm bringing experience to the table, but a lot of empathy at the same time. And it's not like getting a body wax. It's, I have the financials from last year.
Leanne O. S.:
I had this therapist this week give me, a beautiful kids psychologist or something.
Chris A.:
Yeah.
Leanne O. S.:
And she sent me her financials and she was so embarrassed because it was just spreadsheets and numbers everywhere. I see it from that to QuickBooks stuff, right?
Chris A.:
Yeah.
Leanne O. S.:
But I have the financials and then I have the moments away from the call to prepare.
Chris A.:
Right.
Leanne O. S.:
And then we just kind of dig in. So it all starts with a Profit Discovery consultation. There's no shortcut. I just have to have that meeting with somebody to see if we're a good fit.
Chris A.:
Of course. Of course.
Leanne O. S.:
Yeah.
Chris A.:
Of course. How do people sign up for a profit discovery call?
Leanne O. S.:
They go to profitdiscoverycall.com and they can sign up and also pursuitofprofit.com, and I assume we're just going to put that in the links below, right?
Chris A.:
Yeah. Yeah.
Leanne O. S.:
That, there is also an option there to book directly on that site as well as you can download my ebook, which is called-
Chris A.:
Got it.
Leanne O. S.:
The Spend on Purpose Method-
Chris A.:
Nice.
Leanne O. S.:
If anybody just wants to read the ebook.
Chris A.:
Got it. So if they're not ready and they're like, "Hey listen, you're awesome. You sound really exciting and adventurous, but I'm not ready to talk to you", they can go get your ebook.
Leanne O. S.:
They can. They can.
Chris A.:
The Spend on Purpose Method at pursuitofprofit.com, right?
Leanne O. S.:
Yes. Pursuit-of-profit.com.
Chris A.:
Got it. Okay, good distinction. Pursuit-of-profit.com. It's where they can get that, and if you are, listen guys, I've known Leanne for years. And the thing is, you really, here's the thing about money. People can get very embarrassed around their money ,and I'm sure none of you listening to this are embarrassed about your money. Maybe, maybe.
Leanne O. S.:
Maybe everybody.
Chris A.:
Maybe everybody. The thing is, what I love about you Leanne, is that your a safe place for people to just show up with what they've got.
Leanne O. S.:
Thanks.
Chris A.:
There's no judgment. You're ... And I love that you just always honor and who people are as the powerful person they are, even if their money doesn't feel like in their life, money doesn't feel powerful. Even though in other areas of life they are powerful. You always relate to people like they are the powerful person that they are.
Leanne O. S.:
Thank you.
Chris A.:
Regardless of their money mess. So-
Leanne O. S.:
And that's how I actually see them.
Chris A.:
Yeah, I know, I know. That's what makes that so powerful.
Chris A.:
So those of you listening to this, go to profitdiscoverycall.com.
Leanne O. S.:
Mm-hmm (affirmative).
Chris A.:
Schedule your profit discovery call with Leanne so that she can give you a $3,000 raise or whatever you guys find in your numbers, right?
Leanne O. S.:
A month.
Chris A.:
A month.
Leanne O. S.:
Not a year. A month.
Chris A.:
A month. Exactly.
Leanne O. S.:
Yeah.
Chris A.:
Awesome. Awesome.
Leanne O. S.:
Thanks Chris!
Chris A.:
Leanne, I am looking forward to our future conversations in this show, the Pursuit of Profit. I think those listening just have to kind of tune back in for where we go with this. But if you had to say in a sentence or two, the heartbeat of, or the mission of what this show is about, what would you, how would you describe it?
Leanne O. S.:
Oh.
Chris A.:
What are we trying to accomplish here?
Leanne O. S.:
I want to help business owners powerfully alter their behavior with their money so that they're profitable and stop worrying about money. That's a really big thing. And really start winning with it today, now.
Chris A.:
I love it.
Leanne O. S.:
Not in a month, not in a year, now.
Chris A.:
There you have it.
Leanne O. S.:
Little tweaks make a huge change, so.
Chris A.:
There you have it folks, that is what this show is about. So if you like, you want more peace with your money, you want more winning with your money, then you should keep tuning in for our shows.
Chris A.:
Leanne this was a great show, great episode. Thanks for your time and-
Leanne O. S.:
Thank Chris.
Chris A.:
I can't wait for our next one.
Leanne O. S.:
See you next time.
Chris A.:
See ya.