Carl Gould #70secondCEO

Build a Better Organizational Chart: Track Your Tasks, Improve Cash Flow & Scale Your Business - Pt. 3 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Once you have gone through this exercise, you will have done a number of things. First, you will have created all the job descriptions within the business because you've listed the tasks you went through and put your name next to each one. Soon you will change the name because your goal and your job thereafter, when working with your mirror and your strategic partner, is to fire yourself upward every quarter for the first 18 months. And that will get you to stage four in 18 months or less. It depends on how fast you keep firing yourself upward. Thereafter, fire yourself upward every quarter for another 18 months, and that will bring you to stage seven. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Build a Better Organizational Chart: Track Your Tasks, Improve Cash Flow & Scale Your Business - Pt. 2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. This is a surefire way to build your business structure because you will learn which tasks you can delegate and which you cannot, and soon you will start handing them off to other people. We'll organize those tasks later; for now, put them in your journal or notebook over the next two weeks. List those tasks and the time it takes to do them, and let me give you an example. You want to be very specific so I'll use the example of getting the mail you may write getting the mail and it takes 10 minutes, what I'd suggest that you do is write down walking to the post office to get the mail two minutes picking up the mail one minute sorting the mail three minutes handing the mail off to the appropriate person. Two minutes, answering my mail, eight minutes. There are five tasks there; list them separately, and put your name next to each one and how long it takes. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Build a Better Organizational Chart: Track Your Tasks, Improve Cash Flow & Scale Your Business  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. You'll notice as you look at the organizational chart, there's you on top, the CEO; you're the CEO of Me Incorporated. And on the left-hand side, as you look at your page, that's all the activities of the business that bring in customers and cash. That's the D and the I side of the organizational chart- anything that brings it in and on the right side is the S and C part of the organizational chart, and that's everything that keeps it in. So the dominant and income side brings it in and the systems and controls size–side. Make sure you keep it in the business and then along the bottom. There's one large box with a bunch of lines in it. Here's the assignment. For the next two weeks. Write down everything you do in brutal detail and be honest with yourself, write down every task that you do, and how long it takes. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Set Smarter 90-Day Goals: Turn Continuous Improvement Into Measurable Business Growth - Pt. 2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Ah, 9 ½, great! What are we gonna do to make it a 10? Here's what we got to do: bam... bam... bam... bam. Those are goals, and then when you double that, you would say, "we're better podcasters." You know what I mean? You know, so that's how you would do it. So look, you gotta–so what most people don't understand, or they don't go through the process all the way through, is to differentiate between the category of improvement versus the actual task or activity that is symptomatic of the category of improvement. So, technical nerd coach speak. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Set Smarter 90-Day Goals: Turn Continuous Improvement Into Measurable Business Growth - Pt. 1 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.  90-day goals that have–that are actual destinations, and then separate that from what we call categories of improvement or just the roles you play in your life. So, for example, it will be hard to imagine that you could do this, but imagine you set the goal to be a better podcaster- hard to imagine, like this guy is crazy, right? There's no such thing like there's a such quantifiable thing, it's a category of improvement as long as you're a podcaster, you're gonna look to make a commental improvements so you would say "okay what would be the things that would be indicative of me being a better podcaster", you'd say "alright let's break down the podcast, we have out opening–we have our energy, we have our enthusiasm, we have our content, we have our opening,  we have our middle our questioning, our follow up questioning, our banter back and forth and our close" so you would break it down and you would say okay how can we–and if you would to look each one of those and say on a scale of 1 to 10, 1 being low 10 being high, 10 being off the hook wow, right? What is each aspect of our podcast? And you would rank it. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Build Better Business Systems: Create Predictable Processes, Empower Your Team & Scale Successfully  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.  That's a system: an activity or group of activities you can remove yourself from. Now, remember way back when we were talking about the discovery process, and we said, "Every job has a personality." Every industry has a personality. Well, in your business, each job will start to assume its own personality. Systems, by their very nature, are predictable; they're consistent, they're reliable, they're scheduled, and they're very structured. That comes with a slower pace. The pace will slow a bit. Just as you were being patient with yourself in stage three, it's now time to be patient with others, meaning your staff. You need to stay the course.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Avoid Business Complacency: Strengthen Systems, Improve Cash Flow & Increase Company Value Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.  Complacency and cruise control can happen here. It is a blind spot. It is a functional problem, but you need to get back to it right away. If you're having cash flow problems, if you're having net profit problems at this point, that's very dysfunctional. This is almost like a second honeymoon for the business. Strong systems, strong controls, cosmetic enhancements put you back in the forefront in your market; sales should increase simply by making that change. If you go back to the team that you built earlier on, we talked about having somebody who's an expert in business evaluations. What is a business worth? That is where one of your power tools will come in: evaluating the business. This is an add-on and a logical progression to the benchmarking that you've done. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.  Now, what are some blind spots for stage five? And it's a bit of a paradox, because there really should be no blind spots at stage five. So let me discuss a bit of why franchises fail. Whether you bought one or built it to this point, the number one reason franchises fail is that owners deviate from the system. They don't follow through on the system. They refuse to let go of micromanaging their employees, whom they have trained and empowered and helped design the systems with. These are the areas you need to be very, very careful of because the personality and your disk graph for stage five, you'll notice that D part has come down a bit, you as the owner do not need to be driving everything you can let go. That will free up the systems to create incremental improvement in all areas.  Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

From Expert to Leader: How Delegation, Team Building & Structure Grow Your Business Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. As you move into late stage two, you want to be an expert in your field; you want to be among the highest paid in your area; you want the highest acclaim or credentials in your particular field. You want to be known as the master in that area as you move into late stage two and stage three. Stage three is the synergy stage. And a sandbox is born. How do you know you're in stage three? You're in stage three because you just hired somebody else. A sandbox is born because you need to play nice with others in the sandbox. No throwing sand, no kicking dirt, no biting, no punching, no scratching. You need to play nice with others. You're going to focus on delegating, building that structure that we talked about, that organizational chart, you're going to train other people you're going to, you need to look and play nice with others. You need to be patient with yourself here. Very, very important. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Build a Stronger Business: Improve Product Quality, Brand Credibility & Customer Loyalty Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. And you also want to build the quality of your product and your service, build your credentials, and you're gonna have a minor focus on sales. You need to keep that cash coming in early on, especially. So you want the quality to go up, you want to build your core competency, and you can stay here forever. Every stage, by the way, has three trimesters. There's an early part of the stage, a mid part of the stage, and a late part of the stage. And I bring that up here because stage two is where most businesses reside. The Rolling Stones are in late stage two, a very mature part of the stage. In the early part of the stage, you focus on the quality of your product. If you just launched a pizzeria or a deli, you need to make sure you have the best food. So word gets around, and people come back. How much you discount or charge is less important than making a high-quality product. Then as you move into the mid part of the stage, you want to build your brand, your credentials, gather testimonials, continue to hone the quality of your product, your skills, your education, your credentials. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Design It Before You Build It: The Power of Strategic Planning Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Stage one, the strategic planning stage. Whether you are a new business, a startup business, or an existing business that is seeking to launch a new product, a new division, or bring in a new brand to your product offerings, you need to either visit or revisit the strategic planning stage. This is an opportunity for you to formulate and create your vision and design your success because as we said before, at this stage, a dream is born, you are designing here, you're going to set the direction for your business or your product or your service then you are going to sell it and then create it later. We talked about the personal seat licenses where stadiums pre-sell their seats before the stadium has ever been built. Apple Computer pre-sold the iPhone very successfully. Ray Kroc and now franchisors around the world sell business concepts and business systems prior to them even being built. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Your Strength Is Your Blind Spot: Build a Stronger Business by Knowing Both - Pt. 3 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. In your personality, you have blind spots, and everyone does because no one person is all things to all people. Your business cannot have blind spots, if you have blind spots that's where your competitors will pick you off and you will fail as a business, you will struggle mildly and if you're reading this book or listening to this audio you probably have one of those or more in your past. The average self-made millionaire has been at or in bankruptcy over three times in their career. You fail forward; one of your strongest attributes is your stick-to-itiveness. You don't give up; you keep driving forward. It's what makes you so special. You don't have to do it so hard every time, though; there is a way to have many businesses, buy them and sell them, and have them be very successful. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Your Strength Is Your Blind Spot: Build a Stronger Business by Knowing Both - Pt. 2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. So for example we're making a lot of money that's the I. and the C part of the business says "yes, we're losing a lot, we're not taking a lot home because we are making a lot of mistakes, we're not collecting all the money, we're not getting full value, had we just planned this up a little bit more, we could have charged more". So, if you're strong in income you make your blind spot your controls, now if you're strong in controls, you have everything right, everything is perfect yet you may struggle in the area of sales because you need to let go. You need to let go of perfection and maybe go to business or turn the door, turn the light on, or open the door when things aren't absolutely perfect. If you're providing a service, you can't know everything about your client and everything about your product every second before you start the service. Your client and your customer base- you must go out there with things less than perfect. So, if you are high D you may struggle with the S part, if you're high S you may struggle with the high D part, if you're high I you may struggle with the high C part and if you're high C you may struggle with the high I part. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO   

Understand your strengths & identify your weaknesses. It will build a stronger, healthier business. Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. You're very strong at direction, you'll struggle in the area of systems, it will be your blind spot. It's not where you would normally gravitate towards. If you're strong in systems you may struggle in the area of big picture planet, you'll focus on the smaller picture and won't always nurture the big picture, if you're down to the bottom right hand corner and you'll look at the income and interaction, remember that the salesman part of you. The salesperson within you that's the marketer within you. The person that likes to interact with your marketplace and your customers; the diagonal to that, and if that is your strength, the diagonal to that in your blind spot will be controls. The high-influence and income part of you is the most trusting part of you and the most trusting part of the business. The controls are the compliant part of you that is the least trusting part of you. So, if you're really strong in income and interaction, you may struggle with controls. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

 Hi everyone, Carl Gould here with your #70secondCEO.  Just a little over a one-minute investment every day for a lifetime of results. And so here's what I learned. What I learned was if people value what you do, if they really value what you do, and if they have a need, they want to go with an expert. I had built a reputation as the guy who came in, banged out a job, and got the heck out of there. And we demanded that we had access to your property from 7 a.m. to 10 p.m. seven days a week. Really? Like you're going to be at my house on Sunday? You want the guarantee or not? Right? I guaranteed everyone who called me would get a proposal. My very first guarantee was that I'd return every phone call. That was my very first guarantee. And so I was overrun with leads, overrun with leads. I was the guy that would show up at your house 6.30 on a Sunday morning. (Hi there. I'm Carl, the landscaper you call. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. That's a system where you have an activity or a group of activities that you can remove yourself from. Now, you remember way back when we were talking about the discovery process, and we said, Every job has a personality. Every industry has a personality. Well, in your business, each job is going to start to assume its own personality. Systems, by their very nature, are predictable, they're consistent, they're reliable, they're scheduled, and they're very structured. That comes with a slower pace. The pace will slow a bit; just as you were being patient with yourself in stage three, it's now time to be patient with others, meaning your staff. You need to stay the course.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. That's a system where you have an activity or a group of activities that you can remove yourself from. Now, you remember way back when we were talking about the discovery process, and we said, Every job has a personality. Every industry has a personality. Well, in your business, each job is going to start to assume its own personality. Systems, by their very nature, are predictable, they're consistent, they're reliable, they're scheduled, and they're very structured. That comes with a slower pace. The pace will slow a bit; just as you were being patient with yourself in stage three, it's now time to be patient with others, meaning your staff. You need to stay the course. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Take a moment right now to write down what the top five complaints are about your industry- maybe not about you as a company, maybe you as a company, but maybe not- about your industry? So how would you know that? So think of a customer- a negative customer- customers. Now add what's going on in their life right now that makes calling you a must. What was the trigger event or events that may calling you a must not a nice to have but a must like its origin I don't mean life and death but its an origin. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Carl Gould here with your #70secondCEO - just a little over a minute investment every day for a lifetime of results. Our topic today is -  Are you a Muddy Fish or are you a Clean Fish? I wonder.    So, a muddy fish. Are you the kind of person that is fast-paced and outgoing? You're not very detail-oriented. You're results-driven.  You like things new, trendy, flashy. You tend to be on the business development and visionary side of the business.   Or are you a clean fish?  You like the water clean.  You like systems, processes, predictability, consistency, and high quality.  You're not necessarily the front-of-the-house person like those muddy fish. You're more a back-of-the-house person, a clean fish. You like things well planned out, very systematic, so you can be very predictable and deliver consistent high-quality results.  Which one are you doing?  Because you will find that there are pros and cons to both. Muddy fish, you are usually great at the front of the house; clean fish, you are at the back of the house. Which one are you? I want to hear it.    Like, follow, and subscribe to the podcast and comment: are you a clean fish or are you a muddy fish? This is Carl Gould, and this is your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.   So Jim, what I would do is I would look at what would be favorable, what would be the terms and conditions of the contract that you would be willing to say to a customer: I'll eat the price increase if it comes up in the next whatever 12 months, 24 months, 36 months, whatever.   Here's what I would need in order to guarantee it. And here's what they would need in order to sign the contract. And you work it back and forth until you have something that you think would be favorable enough that they would be willing to sign. Now remember, when you go to them with this, and you say, listen, I'm willing to eat the price difference if you sign this contract. And they're like, "Wow, you must be confident in your ability." I'm like, absolutely.   I don't want to do that, but I'll go with you. Remember, this obnoxious offer, people will either buy. or you will use it as a closing tool for your other levels. So it serves two purposes. But the one thing it will do is it will differentiate you as the guy who's willing to guarantee and put his money where his mouth is. And that will differentiate you.   Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your#70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.   So Jim, what I would do is I would look at what would be favorable, what would be the terms and conditions of the contract that you would be willing to say to a customer: I'll eat the price increase if it comes up in the next whatever 12 months, 24 months, 36 months, whatever.   Here's what I would need in order to guarantee it. And here's what they would need in order to sign the contract. And you work it back and forth until you have something that you think would be favorable enough that they would be willing to sign. Now remember, when you go to them with this, and you say, listen, I'm willing to eat the price difference if you sign this contract. And they're like, "Wow, you must be confident in your ability." I'm like, absolutely.   I don't want to do that, but I'll go with you. Remember, this obnoxious offer, people will either buy. Or you will use it as a closing tool for your other levels. So it serves two purposes. But the one thing it will do is it will differentiate you as the guy who's willing to guarantee and put his money where his mouth is. And that will differentiate you.   Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your#70secondCEO.  

Hey Everyone, Carl Gould here with your #70secondCEO, just a little over a one-minute investment every day for a lifetime of results. Today's topic is - Cash Flow. All right, so give yourself a ranking here: To what degree are you cash flow positive on a monthly basis?  Do you have at least six months of operating expenses in reserve to weather a storm?  Do you have enough buying power in order to take advantage of an opportunity should it present itself?   One is low like, 'Oh my God, help!'10 is high, were really good there. Anything 7.9 and below, and we've got to talk, OK? You want to have, you want to be able to manage credit; that's your buying power. You know, at this level of your business, you know, just buying on cash and always being in cash isn't always the way to go. You want to manage your credit so you are building assets. And are you setting it up, setting aside enough in your business, in your cash flow operations so that you are building a bit of a nest egg? Ok, so you can weather that storm, and you must be managing your expenses so that you are cash flow positive each month.  So, are you cash flow positive? Have 6 months' reserve? Enough buying power?   Like and follow this podcast below. Send me a comment: which of the 3 do you need to work on? I want to hear from you. I am Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. And that, you know, remember, I'm seventh grade. I'm 11 years old, and I just got called what I now think is a swear word. So that whole night I remember it sitting with me, and I was thinking, you know, what was she implying? Was she saying I was disgustingly objectionable? I was highly offensive. And I remember that night. I gotta tell you, I was pissed off at first, but then I went through a range of emotions. When I read this definition, mostly I was angry, right? If I was so out of bounds at that point, Shouldn't she have taken me aside and explained to me what she was observing, or offered guidance or coaching or teaching, you know? Wasn't that a teachable moment that I was enrolled in this school to receive if it was so bad, if I was disgustingly objectionable, right? I was a little bit more like that definition really sat with me that night, and when the full weight of the entire situation finally hit me, I gotta tell you, I was not very, very happy.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.  They don't make obnoxious like they used to. I remember the first time I was called obnoxious. I was in the seventh grade. And I was joking in class with some of my friends. We were probably just being louder than we should have been, probably in a more inappropriate manner than we were in class. But I must have said something that my teacher overheard, you know, and she didn't like it because she came up to me and she said to me, " Carl, you're being obnoxious. And I could tell that she wasn't happy with me or what I said, but I didn't know what the word obnoxious meant. I don't know what I may have said that upset her. And I certainly didn't see anything wrong with what was going on, right? But all my friends and I, we were just laughing and having a good time. So in the beginning, funny enough, I took it as a compliment. I thought obnoxious was a compliment. So, talking about ignorance being bliss, I was out of my mind happy. So at first I could tell she wasn't happy. So I felt like I did something wrong, but I didn't really think I did anything wrong. So that night, I didn't say anything at the time. That night I went home, and I looked up the word obnoxious. And you know what I found? I found that it meant odiously or disgustingly objectionable and highly offensive.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results.  If I have an airline mileage account, here would be my IDEAL point system, ready? Ready? Take this down, you're going to want to know this one. Earn them, use them! Yeah! Alright, see you, everybody. No, I'm just kidding. It is so hard to use my damn mileage account. Like I've got- it's like an act of Congress to be able to cash these damn things in. They're ridiculous. It's too hard to be your customer sometimes. You have to realize that you are this giant elephant to your client, and they don't go to school to learn how to be your customer. You have to make it easier for them. So, what do purchasers like in this economy? They like self-directed experiences. They want to be able to design their experience. That's right, they come in, they look at the Chinese menu, you say, I'll have one of those, one of those, one of those. I'm happy! I'll come in, and I'll want to buy a car. So instead of you just showing me what's on the lot, I want to go to the website, and I want to design it. I love that. Where else can you allow the customer to design their invention? So take your product, here's how you do it, take your product and service offering, break it down into its smallest bits, and allow them to buy those little tiny bits.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results. This one is called flexible consumption. This is another way that you can start to generate revenue in your business. My father always used to say to me when I would complain, " Ugh, my sales cycle's taking too long, Dad. I'm not getting the clients I want; they're not paying what I want. He said, "Carl, Carl, it's really simple, you're not making it easy enough for them to say yes. You make it easy for them to say yes, they're going to say, yes. If you're not getting the results you want in business, you're not making it easy enough to say yes. You're making it too complicated." Good one, Dad. Alright, so, I've got to go back, and I've got to look at my product and service offering. How can I make it easier to say - YES! Well, here are a few ways to do it: Bundle your services together. You know if I walk into a restaurant and say I'd just like an omelet. What kind of egg? I don't know; you know you can have a brown egg, you can have a big egg, you can have a jumbo egg. Ok, ehhh, brown. What kind of cheese do you want? You want mozzarella, you want parmesan? Eh, you know, if it's that hard to order an omelet, I don't want to come here anymore! Make it easy for me! Alright? Give me a few easy choices so I can just walk in and say, OMELETTE, and it shows up.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

1825. Stop Letting Scheduling Conflicts Steal Your Success 2 Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results.  Sometimes when you're in the jar, you can't read the label, alright, so, I know it sounds silly, but we're out here reading the label for you. Ok, so do yourselves the favor of holding each other to getting it on your calendar. So, if we wrote November 1st, 2023 at 12 oclock put it in your calendar as an appointment and invite the person you're doing it with to that appointment, that's our weekly meeting to talk about PTO approvals, so this is our weekly meeting, if I have to send a marketing budget draft to somebody, make an appointment with that person, on that moment I'm going to send it. That's when we're going to have that meeting. So, you know you have the right action item if you can put it into your phone as an appointment. When we talk about leveraging technology later, whoever is in that session, we're going to talk about how to use your calendar as your ops manual. The calendar- the old thinking that that's my appointment calendar. That is like so last week, we're not doing that anymore, it's your ops manual.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results. This is the one thing- the main thing that trips up your progress: scheduling conflicts. That's why we developed the Annual Milestones Planning the way we do. Where you put it on the wall, and you step back, and you're like, you're going to do that? At the same time, we're doing that? That sounds crazy! That's just a macro example of how you're not managing the resources. This is just a micro example, alright? So, absolutely have your device with you, go to that time; if it's November 1st on this day, make sure there's nothing else going on. I guarantee for a number of you, you're going to find out there's a scheduling conflict. I want to spend more time with my family, cool! What time's your family home? Oh, 4-6. I want to hit the gym, got to go to that class, what time's the class? 5 o'clock….You see a problem? No, put it on your calendar...oh, right...oh, ok, so, unless we make you do it, one of them is just going to fall off. Well, I can't do that because that's right in the middle of family time. Well, did you think about putting it on in the morning? That's a good one, good one. Good one, 5, yeah, got a lot of time in the morning.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Low performers who complain about not being accountable. Low performers, you're getting it, right? Go to battle with those that you could do that. All right, so now I'll give you some of the trends that I'm seeing. All right, so we do business, and we've advised companies in 78 countries. One of the advantages of that is we see trends before they come here, and we also, for our other-than-US clients, we see the trends here, and we can run over there and say, hey, guess what's coming, right? As much as anything else right now, for the next five years, you are gonna win on the how. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  So, now, business owners, I won't embarrass you by asking you to stand up if there's somebody in your business you would need to fire, because you would all stand up, but you need to let that person go. Who you say no to on your team is equally as important to who you say yes to on your team. I would rather have a smaller team of high performers than a larger team that has mid or lower performers. High performers don't like low performers. Low performers don't like high performers. Don't put them in the same room. You can find all the research. You put a high performer and a low performer in the same room. A low performer will drag down the high performer 15 to 35% in their productivity, 15 to 35%. You're better off just getting rid of the lower performer. Yeah, but who's gonna answer the phone? Oh, geez, we'll figure that out. Oh yeah, but I don't have anyone to go to the trade show. Oh, so what? Better an empty booth than what you put in that booth, right? Make sure to be, again, aware of your higher-standard people. By the way, I know accountability is a challenge in many businesses. Not when you have high performers. They love scorecards because they're always winning. Accountability only hurts when you're not meeting your goals. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Speak Their Style, Build Real Influence Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Why do we care that we have rapport? Why do we care that we have influence? Well, first off, we need rapport because we need to build a relationship. I'm going to ask you a couple of questions in a moment, but we need to build a relationship with other people. And there are only three styles out there. You're one of them. There are two others. And for our purposes, you are basically wired like one-third of the population when it comes to your communication style. You don't have to do any work. You connect with them very easily. They, wow, that person is really cool. I get on very easily with them. It's the other two thirds that we have to work on. So you have to know your style so you can understand others' styles so you can adapt. And that's what today's about. It's about situational communication, situational leadership. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one-minute investment every day for a lifetime of results.  In sales, yes, there are times when you get the lucky one, right? We have a franchisee who thought they were calling our competitor. And they said, Oh, I remember the three calls we had; they were so good. Meanwhile, I'm going through my records, I'm like, does anyone have a record of this person? What did we miss? We didn't find out till later that they actually were talking to the competition. They mistakenly sent us an email for the fourth meeting, which they thought was the fourth meeting with the other people. I just played along with it. I'm like, oh, well, how are we doing so far? We're like really close. And they said, I can't wait to come to the discovery day. I'm emailing the team, when's the next discovery day? I get the note back, I'm like, put this person on the invite right away. And by the time they woke up and realized that we had them, all right, fine. Now and again, you step in a little dung, and you get a little bit lucky. And maybe you make your luck by being out there and putting yourself out there and doing the work. For the most part though, we still gotta go out and get it. And the marketplace doesn't care what you did yesterday. They like your resume, they like your business card, they like that you have the expertise that you had, but tomorrow someone's gonna beat you to it. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Between 7 and 9 a.m. The reason I do that is to minimize the gatekeepers that keep me from my prospects. I know that at 7 a.m., business owners and decision-makers get their phones; they're at arm's length, and they can't help themselves. They'll see that phone ring, and they're like, Oh, my assistant isn't around. Someone has got to answer this phone. Ring number three, ring number four. Drives them crazy. Go to that networking event. You know who's there? They're truly committed. In the summer, yeah, the meetings aren't as big, but who's there? The board, the influencers, the people that never miss. These are the people that you want to make sure that you're networking with. That trade show you were like, "I don't know if I'm going to go to this." Go. Go and have some fun with it.  Like and follow this podcast to learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Too good at what you do to not have the lead flow that you need. You're too good at what you do. So I know darn well if you went to every trade show and if you were at every event and you were typing in every time I asked and you were going for it 100%, you'd have your leads, right? And so July is a great opportunity to say, all right, yeah, yeah, yep. I went to go see the 4th of July fireworks on the 2nd of July. Also, instead of doing that thing that I knew I should have done- I didn't send out those proposals, and I didn't make a few of those calls, and I let this slide a little bit. I get it. We all do. Just take an honest assessment. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Are you in the committed mode? Are you in the convenient mode? And here's what we find out almost 100% of the time. You're not getting the results you want; you probably fell into the convenient mode. And I understand. I live in a shore state, New Jersey. We have a beach that backs right up to the Atlantic Ocean. And guess where everybody is from now until Labor Day? There. Guess where they're not? At networking events, schlepping out to a trade show, and taking the extra phone call. They blocked out their calendar. All of a sudden their Calendly link has nothing on it. That's where they're at, right? So last week I got the op, hey Carl, you wanna go to that concert? Or hey Carl, are you coming to the networking event that you have to drive to New York for? That's an hour and a half away, one way. Which one do you think I wanted to go to? Now, turns out I went to the networking event. Made two nice contacts. Missed the concert. Okay, that's what happens.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Now I'm trying to make it sound fun, like, yay, referral party, but we also call it a one-to-one house call. It's a meeting with somebody where you sit down and you say to them, Here's what's going on in my world. And here's what a good introduction looks like for me. Tell me what's going on in your world and what a good introduction looks like for you. And we don't get off the phone until we make at least one introduction for each other. You do that with five people every month. Who can I introduce you to that's meaningful? Now you might not always get a perfectly qualified lead. That's why you want to do five. You might say, Oh, well, my son or daughter is about to take their SATs to get into college. Oh, I know a great, you know, SAT tutor. I'll make that introduction. All right. Well, I was hoping for someone that was going to buy 10 units, but I'll take the SAT tutor. Sometimes it's that; sometimes it's just relationship building.   Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. I don't know where the universe or the volcanic activity that regulates this is, but when I have 12, I get no leads. When I have 36 or 48, leads, the quality of them goes down. Somewhere in that bubble of 24, and here's what I think, I think it's because I stay in touch with them, their frequent dinner or networking people, I see them on a regular basis, we tend to talk a lot, we tend to have deep conversations, something pops. So if you don't have 24 referrers, set that as a goal. If you could look and say, all right, so how many accountants, how many attorneys, how many realtors, how many business brokers, how many private equity funds? Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one-minute investment every day for a lifetime of results.  What can we bring in? What are other activities? So if you look at the second one right there, one of the things that I like to have is I like to have I found over the years, I don't know what the magic science is behind it. I don't know how the planets rotate to make this work. After 35 years as an advisor and 40 years as an entrepreneur total, what I found is if I maintain a good stable of 24 people that will refer me once per year, that helps my deal flow stay pretty active. That means once a year, these 24 people are going to say, Hey Carl, you should meet so-and-so. Hey Carl, here's an investor. Hey Carl, here's a landlord. Hey Carl, here's a realtor. Hey Carl. You see what I mean? That gets me to a month, and I found that that's pretty consistent. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Things that I've noticed is that bottom-of-the-funnel results tend to match the top-of-the-funnel activities. In other words, if you're 10% ahead of your goal and you look to your top of the funnel activities, you might say, Oh yeah, you know what, I do. I've got, I've been to 10% more networking events than I normally do. I've had 10% more one-on-ones. I've had 10% more, I went to that extra trade show I don't normally go to, or I stayed for that extra day. If you're behind, that tends to be the case too. We've seen a correlation between bottom of the funnel and top of the funnel. In other words, if you're looking at your year and saying, I'm 20% behind, and you say, all right, let me, how many leads did I generate? Boom, not as many as I thought. How many phone calls did I make? A little bit less than normal. How many days of networking did I do? Ooh, that's right, I skipped that whole week on vacation. I didn't go to those three events. And we tend to find that you're, oh, I didn't make that many outbound calls, or I didn't do that many emails, or I didn't send as many check-in text messages with my existing client base as I normally do. They tend to correlate. I'm down 10% on the bottom of the funnel. I tend to be down 10% top of the funnel. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. In sales, yes, there are times when you get the lucky one, right? We have a franchisee who thought they were calling our competitor. And they said, Oh, I remember the three calls we had; they were so good. Meanwhile, I'm going through my records, and I'm like, does anyone have a record of this person? What did we miss? We didn't find out till later that they actually were talking to the competition. They mistakenly sent us an email for the fourth meeting, which they thought was the fourth meeting with the other people. I just played along with it. I'm like, oh, well, how are we doing so far? We're like, really close. And they said, I can't wait to come to the discovery day. I'm emailing the team, when's the next discovery day? I get the note back, I'm like, put this person on the invite right away. And by the time they woke up and realized that we had them, all right, fine. Now and again, you step in a little dung, and you get a little bit lucky. And maybe you make your luck by being out there and putting yourself out there and doing the work. For the most part, though, we still gotta go out and get it. And the marketplace doesn't care what you did yesterday. They like your resume, they like your business card, they like that you have the expertise that you had, but tomorrow someone's gonna beat you to it. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one-minute investment every day for a lifetime of results. So we come to the middle of the year. You're either out of inspiration, struggling with motivation, or the activities have been up and down and not as consistent. I saw this great infographic recently, and it says, here's what people think consistency is. And it shows a bunch of glasses and cups, filled right to the top with fluid. And they said, but here's what consistency actually is. And they show the same dozen cups. One's full, one's half, one's got a drop in it. One's three-quarters, next one's full, next one's half. And basically the message is, if you're taking some action at each day, that's consistency. It doesn't have to be perfect; it just needs to be progress. Like and follow this podcast to learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. We need to put that same level of discipline into our daily activities so that when we do get an inspiration or we do get a motivation, that only fuels the fire. You all probably follow some sport on some level, and the top players in the world do drills before every match or every game. You know, why does a hockey player before a match have to go and shoot the puck 100 times beforehand? They're the best in the world. Why do basketball players have to do 100 free throws before a game, and they won't stop until they hit at least 50 in a row? Why are they practicing layups? Why is a baseball player doing batting practice? What do you need that for? If you're a golfer, why are you taking all those extra swings at the driving range? What do you need them for? You're already great. They're instilling that level of discipline, and along the way of coming into a tournament, coming into a game or a match, they're looking for anything that'll give them that emotional edge. Discipline instills that mechanical repetition, predictable, consistent activity, and then you add on inspiration and motivation for the mental part. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. I'm sure you've heard the statistic by now. 95% of New Year's resolutions are gone by the middle of January, and the rest are gone by the end of January. We have these great ideas; we're inspired. Inspiration's a spark. Inspiration is a daily dose. It's not what carries you through. My son quotes, and I'll paraphrase, my son quotes a line that he hears in the military a lot. He's in the Army; he's in his seventh year, and he'll be retiring this year. And whenever the topic of motivation or inspiration comes up, he'll say, when motivation or inspiration is of no avail, discipline will prevail. I always thought that's a really good line. He said, Dad, I don't care how motivated you are, how inspired you are, I don't know anybody that's looking forward to getting up at 5.30 in the morning so they can go on a 12-mile ruck with 100 pounds on my back in either 100-degree weather or pouring rain, and he was in Alaska, or 40 below. I don't know too many guys in the bunks that get up and are really excited about that. So when we don't have the inspiration, we don't have the motivation, you know what works day in, day out, every day, discipline. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Your greatest strength on this planet is your ability to take limited information and make a decision on it. And that's what you're amazing at, okay? All right, now here's the challenge. You only wanna hear about step one and step 10. You don't wanna hear about the middle eight. But you are giving away your top asset, which is your creative problem-solving and decision-making, if you are blind to the processes in your own business. You follow me? Imagine you got to make eight decisions along the way. You could expedite your business plan, you could amplify your results, but you're giving away your top thing because you don't like the process. I'm with you, I don't care for it either. But here's the deal, here's the problem we have, is that you can't build the part of your business that you hate, you can't. The part of the business that you disdain, so you guys don't like to come on video, you're never gonna have a sales conversation, that's for them, I'm not doing that, all right? You guys don't wanna hear about the back of the house, just get me the result. You can't build the part of the business that you don't like.  Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  So Muddies, they can live without you. We're not that important. We think we are. I get it. Like, you wouldn't have anything without me. They would have a lot without you. It would be a little less awesome. Their lives would be a little less awesome if you weren't in it. But they don't need us. They can get by just fine. The island wouldn't be as fun. Don't get me wrong. It wouldn't be as fun, but they can get by without us. Okay. Clean, our lives would be terrible without these guys. We need these folks. They were not put on this earth simply to irritate us. That's not the mission. All right. We wouldn't have this event. We wouldn't have, if you look around and you look at all the things you have in your life, the average entrepreneur went through 150 rejections before they took that dumb idea and turned it into this palace. You see what I mean? Like when you heard it, you're like, Oh my God, that's a crazy idea. I don't know where we're going with this. But then it turns into this, right? So we need our muddies to be as effective as possible. Keep coming up with all these crazy ideas that are high risk. We're not sure about the reward. They never read your pro forma anyway, but it was nice of you to put it together. It was very nice. All that due diligence, but they didn't really read it. They went forward anyway because they had an intuition. That was really important, right? And they're really, really good at that. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  Clean fish, we like the water clean. I like to see what's coming. Muddy fish, please put your clothes back on, thank you. No need to run around in your underwear and slippers. We can see you fine, okay? We like to see things coming in advance because we like things that are predictable, consistent, reliable, all right? We like things to be high quality. We like to see a process map, all right? For everything, okay? You are the how people. Like, okay, heard all those ideas, really good. How are we gonna do it? Why are we gonna do it, all right? You're the masters of the how, and you've got a spreadsheet for everything. Like you have a CRM, but you have this spreadsheet that backs up the CRM to prove that the CRM is right. So when you know those salespeople aren't filling it out, you have your spreadsheet that you really rely on. That's the source of truth for you, okay? I can see the smiles. You're like, yeah, yeah, yeah, okay, right? And so clean fish, again, you're non-confrontational. You're a team player. You don't need to get the accolades. You don't need to be out front. Those muddy fish can have that. As a matter of fact, that's one of the things I like the muddy fish for the best, is they go out there and they're the ones out in front, so I don't have to be. Clean fish are the ones that never come on video when you're on a Zoom call and they have 19 excuses why. Their camera works, by the way.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  You are the faster-paced and more outgoing. You are goal-driven. You like to get the result. You like to win, right? You're very competitive, not very patient, right? You don't want to hear a lot about process. You like things muddy because you know, you don't need a lot of process. You can kind of do your thing. You can move around the fishbowl, say what you want to one, say what you want to the other. You can work all the angles. The more chaos, the better. And you're a wartime. You're a wartime employee. In other words, the more chaos there is, the better you get. Okay. There's our muddy fish.   Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  So you have two parts to your business and two parts to your team. You have your effective part and your efficient part. They need to work together. And the way that you get them to work together is effective, always comes first. Always, always, always, always. Sorry, clean fish, you're gonna have to clean up a little bit of a mess, but there is a reason why when you flew here, the pilot does not put it on autopilot on the runway. In the beginning, if you put too many systems in place, it will hinder the growth of your company. You have to be a little bit loose with it. You have to have a personality-driven team, not necessarily a process-driven team right away. And they need to be able to use their judgment, right? There are only two times when the pilot really has their hand on the wheel, and that's when they take off and when they land, right? Because those are the times when you have the plan as a guide, but it's not the Bible, right? Now we do need to really know our systems so we can be creatively problem-solving as much as possible.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Years ago, I did personality assessments on an oil rig. This oil company had us analyze their two shifts. And I said, " What's the issue? And they said, I said, we can't figure it out. We have two incredibly different types of activities, and we can't figure out why it's happening. They said, " Well, tell me about it. And they said, well, the day shift, the day shift is amazing. You can eat off the oil rig. It's spotless. We pass every time, as a matter of fact, every time we have an inspection, we tell them to come during the day. We pass every inspection. It's awesome. But we're not producing any oil. Like, we're not hitting our goals at all. I mean, it's just like we spend all day jam packing four hours worth of work in an eight-hour day. We can't figure it out why. And I said, all right, well, tell me about the night shift. It goes on the night shift, unbelievable. The only reason we're making any money is that we're hitting our goals is because of the night shift. But we've had three oil spills. They've lit the rig on fire twice. He goes, what's going on? So they had the clean fish working during the day, and they had the muddy fish who said, well, I can make some extra money by working the night shift, you know? And so all the muddy fish were working the evening shift and all the clean fish were working the day shift, right? So what we need is a blend of the two.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  We have our clean fish. Clean fish, we love our clean fish. We would have nothing in our lives without clean fish because muddy fish will give us all these sometimes good ideas, sometimes not so good ideas, sometimes terrible ideas, and they will leave them with the clean fish and say, " Make it happen. And you do, right? So clean fish would rather do the wrong thing right than do the right thing and be accused of being wrong. You want me to do that again? All right. I'll go slow this time. I just had to see where we were at. A clean fish would rather do the wrong thing right as opposed to doing the right thing and being accused of being wrong. What does that mean? That means they're going to take your crap-ass ideas and turn it into a process, a system, and launch it as best they can, or they're going to do the best they can with whatever they were given. They will turn your idea into a process. They will duplicate it and make sure that all the trains show up on time.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.  We need muddy fish in our business. Interestingly enough, we don't need as many muddy fish as we do clean fish. Like for every muddy fish, you need a lot of clean fish, right? And I think you all know why, right? But muddy fish, what they're really good at is being the effective part of your business. They get stuff across the finish line. Might not be pretty. They might scorch a lot of earth, but they get things across the finish line, right? You want proof of concept, give it to a muddy fish. They will make sure you get proof of concept. You want to see if a product can launch. You want to launch a new resort, a new location. You send your muddy fish in because they are good wartime employees. They're good wartime practitioners. They are not peacetime practitioners. Okay? So we need our muddy fish. They are more effective.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.