Selling The Vision: Why You Must Focus On Your Being

The Most Important Conversations | Selling The Vision

When selling the vision of your business, the biggest mistake is to be too pushy, salesy, and disconnected from your target audience. What you must be doing is putting your vision in alignment with you who really are. Chad Lefevre and September Dohrmann share strategies on vision selling built around your personal calling and purpose, letting your authentic self shine. They discuss the irony of becoming more engaging while presenting yourself as someone who cares less, as well as the immense power of emotional investment and inner knowing.

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Selling The Vision: Why You Must Focus On Your Being

September, how are you doing?

I am doing fantastic.

It’s great to hear. As usual, I’m always looking forward to what you’ve got on your mind and what it is that we want to explore and talk about. I’m going to let you lead us into what’s our topic in this episode.

Our topic is selling the vision. We’ve been at this thing for a while. I’m always amazed at how you have this gift to get buy-in from people, not just any people but the right people. In my years of working with business owners, I often encounter business owners who are very excited about what they’re working on their business and are passionate about what they’re doing.

When you go to understand what it is that they’re doing, there’s a rambling that happens and almost word vomiting this excitement that the person feels and the words are all over the place. It’s very difficult to see and feel what the vision is that they’re trying to explain to you. I was thinking, “Chad is good at this.” I want to pick your brain on why you’re so good at it. What does it have to do with when you’re selling the vision? What I noticed with you is it’s not necessarily what you’re saying but what your energy is when you’re saying it.

That’s the thing that we need to be more aware of. What is the energy? Who are we being as we’re explaining? Are we being a bundle of excitement like, “I want this person to believe what I’m doing. I want them to be as excited as me. I want them to play in my sandbox,” and all of that? However, to make it effective and work, your essence has to be in alignment with what you’re talking about. That’s what I want to say. Can you speak to that through your lens of presenting TMIC all this time and bringing on some amazing people to the team? How are you doing it?

I’ve never thought about it, to be honest, and that might be part of the secret. It’s not planned. To contextualize it before I take some guesses at what might be going on that you’re experiencing or other people are observing, this is important for a couple of different reasons because, for anyone reading, everyone is always selling something all the time. You may not think of it as selling because you may not think of it like, “I’m selling an object, a service, or something.”

Maybe you have a job so you may not even be in sales but we are always selling at the very least our views, opinions, and perspectives. Whenever we are in conversation and we’re talking about having the most important conversations, to have conversations that move things, move people, and advance ideas, at that moment, you’re selling. It may be with family members over the holidays or something. You’re still selling. We have to first understand that sales is a way of being. It is not only relevant when you have a product or service to sell.

Whatever you’re selling, whether you’re selling a vision, a product, or a service, it has to be aligned with who you are and it is an extension of the self. For example, when I have worked historically with business owners or even company executives, I will tell them, “Your business or company is the vehicle through which you’re delivering your calling or purpose to the world.” If you’re not connected to your calling and purpose and you can’t make the connection as to how this product or service is the vehicle to deliver that calling or purpose, then it’s going to land flat.

It’s going to feel salesy. It’s going to feel like you’re trying to manipulate someone into caring about something that they wouldn’t otherwise care about. The reality is this. People don’t buy your ideas, products, or services because of the products, ideas, or services. That’s the logical part of the equation. Before they even understand that they’re going to buy something, they are either turned on or turned off by who you’re being, how you show up, and how you articulate things that your body language is saying.

Those things, your tone, your body language, and the energy that you’re bringing to something tell people within seconds, whether or not you’re trustworthy. They’re not even hearing the words you’re saying. It is super important because if I don’t trust you, I’m not going to buy what you’re selling. Whether you’re selling an idea to me over dinner or a product or a service, if I don’t trust you, I’m not going to buy it.

They’ll know within seconds based on your tone, body language, and the energy that you bring whether they can trust you. How they determine whether or not they can trust you is based on a couple of things. Do you come off as someone who is authentic and you truly embody and believe, which is where you started with this question? It’s about the embodiment and a way of being of an idea. Truly, do you feel to them that you embody that?

Human beings are first emotional and second logical. We teach this in the TMIC work. When we talk about how the brain works inside of the Whole Life Architecture, we always talk about how within 1.7 and 2.2 seconds, an emotion has been experienced subconsciously leading to a reaction, a logical story, or rationalization. We tell ourselves rational lies for why we did what we did. That’s the logical or rational part of when someone buys something.

The emotion was already activated two seconds earlier and determined that they were going to move forward before any words were said because, within 2 to 3 seconds, you can’t say very much. However, within 2 to 3 seconds, we feel things. We feel we know if we can trust somebody. It’s all about energy and activating emotion. It’s all about the tone and the body language that contributes to that experience. It can’t be gamed. That’s the other thing. If you’re trying to game it or get a result, the whole trying part is part of the issue.

One of the things we talk about in the TMIC workshops all the time is the importance of being and sharing. That’s what maybe you’ve been picking up on. “I show up and be and share.” I do it emphatically not because I have no objective when I’m talking to someone or I’m sharing about what we’re doing other than because I’m so thrilled and excited to be able to share with you about what we’re doing. It’s so important with what we’re doing. I want to enroll and invite people. If it is a fit for them, then they might want to consider joining. If it’s not, then that’s fine too. There’s a non-attachment to whether or not they proceed.

In the time that you’ve shared the story about TMIC with people, the way that you explain it and what it is has become more concise. You got clear with that. There is a practical practice of being very clear about what it is that you’re building, creating, and working on. I want to reflect a minute and then I have a follow-up question to see, “Am I picking up what you’re putting down, Chad?”

I had a client that was working for a corporate and he wanted to get out. He had a tremendous amount of potential. I’m flipping a little bit because this isn’t necessarily my vision for me. However, in listening to my client about what he wanted to create for his life, it was very clear to me what that picture looked like. When I was explaining to him the possibility of what his business could look like, I didn’t have to struggle for the words. I was being the expert in that lane that we were particularly talking about how to form his new business because he wanted to step out of Corporate America. There was this state of flow that was coming from me of what the vision could be.

As you were talking, I was thinking, “I was selling my client on this vision of what is possible for him and his life,” but I wasn’t doing it in a place of self-serving. I had nothing to do with it. It’s not for me. This is painting a picture of what was possible for him. There was so much buy-in but as I was explaining it, I remember the charge that I felt in talking about the possibilities and what was possible for him. There’s almost a state of charge that you feel when you’re aligned and there was a state of energy that was coming off of me as I was talking about it from a place of, “I know my lane. I understand this lane. I’m passionate about this lane because I know what it can do for people.”

I didn’t even have to say those things. It just came off of me in paying it. He grabbed a hold of that vision and ran with it. His life has changed. He’s like, “I see what’s possible.” Sometimes, we do have to have somebody who’s outside of our box to say, “Look at what’s possible for you.” Once he grabbed ahold of it, he didn’t need any kind of coaching on what to say and how to sell it to the people that he was working with. He’s got that vision and passion for what’s happening for his business. He has zero attachment to whether somebody joins or not. He doesn’t care and that’s critical as well too.

When you were talking about, “I’m being in these conversations. I’m focused on my being,” in the experience that I conveyed to you, is that the context that you’re referring to of your state of being? It was so not forced and then it’s not forced with him. It wasn’t forced coming off of me and painting the vision. When he grabs ahold of it, nothing is forced coming off of this man when he speaks about his business. It just is. It’s the thing that he’s doing and there’s no attachment to it. I’m doing this thing and I own the lane that I’m standing in. I threw a lot out there. Can you start breaking that down a little bit?

There’s another thing that you’re touching on and there are so many ways to talk about and arrive at the same destination around this. Let’s connect this to some of the TMIC teachings. The brain feels the most secure when it can predict something. Human beings are always looking subconsciously. We’re driven and always looking for predictability because it makes us feel safe. The unknown is a terrifying thing for most human beings because it’s the way our brain is wired until we master it otherwise.

The brain feels most secure when it can predict something right. We are always looking for predictability because it makes us feel safe.

When someone shows up, they are deeply emotionally connected to what they’re doing and they are emphatically communicating. They have no attachment to whether you like it or don’t. Whether you engage or don’t, that’s not why they’re sharing it. They’re sharing it because they can’t contain the excitement and enthusiasm that they have for what it is that they’re doing. They show up in such a way that you have trust in what they’re saying. What you’ve done is you’ve given them the perception of security and it’s through confidence.

They’re experiencing you as confident and therefore, they have no reason to doubt you and if there’s no doubt, then there’s no question that they’re feeling secure because doubt leads to insecurity. When you don’t have doubt, you’re secure. When you don’t doubt something, you’re secure. You have confidence that it’s going to happen. When someone shows up, they’re emphatically, emotionally, deeply, and profoundly connected to what it is that they’re doing, whether they’re selling a product or an idea. Remember, we’re always selling everything all the time. Everyone needs to get that.

It’s down to selling your spouse what you’re going to eat for dinner.

We’re always selling someone. Selling by another name is persuasion. We are always trying to persuade people to see our perspective. That’s what selling is. “See my perspective. This product is amazing. If only you were standing where I’m standing, you would see. I have to communicate it to you.” Look at social media. Everyone’s trying to sell everyone else on their perspective or view of something.

It could be their view about the news, some world events, or public policy issues, whether AI is good or not. It’s dangerous or not. Are you left or right on the political spectrum? Everyone is selling something. Enrollment is another word you can use for selling. “I’m enrolling someone into my vision of this product, service, or idea.” We enroll our partners and family. We persuade our friends. We’re selling something all the time.

To get someone to engage with you, you have to come at it from a place of total detachment and honesty where you don’t care if they engage. That’s the irony. The less you care about whether they engage, the more authentically you’re going to show up and the more confidence you’re going to inspire. If you’re trying too hard, you’ve got an alternative motive, and you can’t just be and share authentically, within a few seconds, we’re going to sniff it out. The other person’s going to be like, “I feel like I’m being sold.”

The Most Important Conversations | Selling The Vision

It feels gross. It’s that typical stereotype of a used car salesman with slick-back hair.

It doesn’t mean that there aren’t sales techniques that you can learn. There are. That’s psychology. There are different psychological techniques that people can learn. However, I promise you someone who’s mastered the sales techniques but is not an embodied, living, and breathing example of what it is that they’re selling or communicating versus someone who may not have all the techniques but shows up authentically can activate that sense of trust than the other person because they’re not trying to do anything. They’re just being and sharing. That person will always win more than the one with the salesy techniques.

By showing up authentically, you can activate a sense of trust with other people. You don’t have to try doing anything else.

Think of it this way. If I have to artificially persuade someone to buy something or buy an idea or engage with whatever it is that I’m promoting, and I have to artificially create that situation, they’re going to maybe do it because at the moment they feel persuaded, you get the chargebacks. “I didn’t want this in the first place.” You also get the blame.

It’s because they didn’t come by it honestly and authentically. It was a manipulative thing. There are techniques. If you can buy in someone who’s showing up honestly, without attachment, and is the embodiment of what they’re selling and they have some of these sales techniques, they’re virtually unstoppable.

You mentioned deeply connected to and then non-attachment in the same sentence. For those that do not understand the contrast and the difference, through TMIC, I understand what you mean because I’ve been doing the work for a while and hearing the lessons but it almost sounds contradicting if you don’t understand it.

They are two different things. To be deeply connected to something is where we are emotionally invested in the thing that we are communicating. We’re emotionally connected to the thing that we’re working on or the thing that we’re excited to share.

Is it emotionally connected or emotionally invested?

To me, they’re the same thing. It means that if I’m emotionally invested in something, then that thing that I’m working on, the energy of my emotions, I’m devoting to it. I’m invested in it. I’m getting up every day and conjuring up the emotions that are going to be required to sustain me throughout the day to maintain my connectedness.

Could you say that you’re creating the energy? Is that the thing that you’re creating? The thing that I’m working on, I have to work up this energy. Sometimes, we don’t wake up with the right energy.

No. You have to center yourself. This is where we talk about connecting to your intention. By reconnecting to my intention every day, once you create what that is, it helps re-center the energy, emotion, and connectedness to this. With the detachment part that you were asking about, I’m detached as to whether or not the people I’m sharing it with do anything with it.

Does that include non-attachment to the outcome of the visions that you are creating?

Yeah.

That feels like a fine line to me. I can only use my experience and say this. I’ve encountered so many business owners who not only are emotionally invested in what they’re doing but believe what they’re doing. They are the thing. They feel aligned. This is their calling and they’re so attached to how it looks, how it unfolds, who plays, what it yields, and what kind of results. There’s so much attachment to the outcome of things.

Here’s why that’s a problem. If you didn’t get the outcome that you were attached to, would you still be doing it? It’s the question I would ask them.

That makes me scratch my head because I think, “Yes, there is an attachment to the outcome of what I’m doing. The thing that I’m doing is my livelihood and what pays my bills.” There’s an attachment to that. It makes me think of Gandhi.

This is going to affect the success if you’re doing it.

I can see how it’s very difficult to separate the two because there is the pressure of our lifestyle and making sure that we can continue to support the lifestyle that we desire for ourselves. If somebody were to create a business based on the need to support a particular lifestyle, I feel like that’s a recipe for disaster. It is so stressful and chaotic, the path of doing it that way.

If somebody were to create a business to support a particular lifestyle, that is a recipe for disaster.

However, when you create something from who you are and what you feel like your mark is in this world and life, and what you’re meant to do here in this perception that we live, you hear that cliché term comes in, “The money will follow.” Is there a guarantee to that? Is that a way that people can truly live their lives and still have the desired lifestyle that they want for themselves and their families?

The money will always follow but here’s the clincher. We should do a whole talk on this or have a series of conversations. I’m including it in the Whole Life Architecture work. A human being’s relationship with time is the clincher. If I need something to produce something by such and such a time, I have artificially put in place a variable in the formula that is going to make me attached to every conversation I have and every action that I take. It’s going to make me start twisting and angling myself towards achieving that outcome versus the pure state that I can come from when I have no attachment to the outcome and the time that it takes for the outcome to emerge.

Chad, you can’t call the electric company and explain this when your bill is due.

I understand that. I was saying to someone that maybe I should do it or someone should write the book. I don’t know what it would be called. “Are you sure you want to go and be an entrepreneur?” We’ve heard all the good stories and everyone loves to write their book about the triumph that they won but what about the book that walks you through the grinding life of what it’s going to take for you to achieve success in authentically building a business around your calling, purpose, or intention.

It could be a grind. It doesn’t always have to be but in most people’s experience, it is. Think of it this way. Until we decided to join the path of the entrepreneur or the business owner, most of us came from, “I’m working for someone else,” world. That structure and world are established. You get a job. You make what you make and then you fit your lifestyle into what you make.

The alternative potential with the business owner/entrepreneur is, “No, I make as much as I want to make and my lifestyle does not have to squish into a tiny thing. My lifestyle is determined by the amount that I can make which could be unlimited because I’m no longer in a fixed salary kind of situation.” We’re in the world and not of the world in this situation.

It’s like, “We’re in the world of having to pay bills. We’re in the world of the electric company requiring things by such and such a time.” The not-of-the-world part is the part where if we authentically want to create what it is we want to create and do it from the purest place, our business is going to truly be the vehicle through which our calling is lived out. Let me think of it like this. Your calling is not paying the electrical company or paying someone by a certain day. That’s not why you were born. You were not born to pay bills.

That variable cannot be inside of the equation of honestly communicating, being, and sharing your calling and purpose. Does that mean you don’t have to pay your bills? Of course, not. You have to pay your bills. This is why so many entrepreneurs have clients and side gigs while they’re trying to build their thing and the two cannot be conflated together.

You mentioned the word grind. We talked about this. In the environment that I grew up in, both my parents were business owners. How I learned how to build and grow a business was to grind with action, make it happen, and force the outcome. Also, push harder and work longer hours. However, in the experience of working with you and partnering up with TMIC, what I’m learning from you is that it’s not the grind of action. Action is important. You have to take action.

However, it’s more of a grind of being unrelenting on who you are and working on the ontological aspect of you. Who are you being? How are you showing up in your business? What story of yours is getting in the way? How are you getting in the way of something unfolding and happening? Are you in alignment with your calling or are you doing something to simply earn money? To me, it’s the ontological grind.

I’m going to use a woo term I suppose so people could take it that way but it feels more like the action is more divinely guided when you’re focused more on who you’re being in this thing that you’re creating. For example, meditation. We’ve talked about meditation a lot. Our group does daily meditations because for us, in this environment, it’s crucial.

For me, meditation is the ability to connect to a source of energy. That’s why I like to meditate. That’s my calling into that but you had mentioned the grinding of being an entrepreneur or a business owner and creating something. I want to distinguish the difference between the grind of forcing and the grind of not letting up who you are and how you show up in the world.

It’s the Wu-Wei principle of No Forced Action. If you’re running your business, grinding it out, and forcing it, then you’re not operating by that Wu-Wei principle of No Forced Action. With the Wu-Wei principle of No Forced Action, the only action that has ever been taken is inspired action. To have inspired action can sound a little to some people like we’re splitting hairs but when you’re working on who you’re being, you recognize that you are responsible for everything that’s happening in your life, which is a whole other can of worms that we can talk about on a later day.

Most people reading this are going, “What is he talking about? I wasn’t responsible for getting hit by that car.” I’m not going to get into that. We can deal with that on another day. We accept that we are all responsible as creators of our lives. No one’s forcing us to do the things that we’re doing. At least, not in the free world. In the free world, no one’s saying, “You have to sell this product.” When we get down to it, no one’s even forcing us to go to work if we have a job.

You might be like, “How am I going to pay my bills?” You wouldn’t but you’re not being forced to go to work to pay your bills. There are plenty of homeless people showing you the path of another way. It means they’re not forced. If we were truly forced, we would have no homeless people. They would be forced to work. We’re not forced to do anything.

You suddenly start to look at, “What does matter in terms of how I make choices, decide if I’m running a business or something like that?” It’s inspired action. Inspired action only happens when you’re focusing on who you’re being, reconnecting to yourself deeply and understanding. You can’t say you’re building a business around your calling or purpose if you don’t know what your calling and purpose are. To know what you’re calling and purpose are, you need to know who you are.

If no one is doing the work to know who they are, I’m pretty sure you’re not building a business around your calling and purpose. I’m pretty sure you’re building a business to try to make a quick buck. That’s going to be difficult for you to succeed at. Coming back to where we started, when you’re communicating and articulating a vision around something that you’re trying to make a living at and isn’t connected to your being, you can’t be in share because it’s not authentically connected to your calling or purpose.

To your intention for what it is that you’re trying to create in the world, if it’s not connected to that, people are going to know. When you communicate to them, within five seconds your body language, your tone, and the energy you bring are going to inspire or uninspire trust. 1 of 2 things is happening. If they don’t trust you, it doesn’t matter what you say. You’re probably digging yourself more of a hole with everything you’re saying because they’re like, “I wish this guy would leave me alone so I can get back and do what I was doing.” That’s what they’re thinking. If you can inspire trust, they’re not thinking that. They’re engaged and curious. “Who is this person that I’m talking to?”

It’s all a being thing. To bring it back to what you were talking about, it’s not easy. When you’re building a business or a life or trying to even communicate an idea, if you’re not connected to your authentic self, it’s going to be a struggle and if it’s a business that you’re relying on that you’re trying to build for your income, you have to keep the need for the income separate from the business that you’re building. If those two things get conflated, all of a sudden, you’ve created the conditions for an attachment to whether or not you’re making the income. You’re watching the clock and it’s the time.

If you are not connected to your authentic self, you will struggle. 

What we’re doing with TMIC is being attentive to make sure it stays in its little pure bubble to not start cutting corners because we’re going to see it through. This is the time thing. People say, “This is taking a long time.” Show me in the manual before you showed up here how much time you were promised it was going to take. You think of Gandhi when he was taking inspired action to lead the most successful nonviolent revolution that then inspired Martin Luther King, which led to the next successful revolution for social justice. Do you think those two individuals sat down and said, “This is a good idea. How much time do you think it’s going to take? If we can’t get this done in about two years, I don’t think I’m going to do this.”

Their whole being was in it and time wasn’t even on their mind. The only outcome that they were committed to was seeing the transformation of social justice. If that was the work of their entire life, so be it. Incidentally, they were taken care of and they made money in the process but that wasn’t why they did it. We’re in a situation in society where we’re on the verge of many social justice revolutions again. We’re here.

We need leaders and people who are able to stand in the gap and not be concerned with playing the old game of, “I’ll only do it if I can make this much money in this amount of time. Otherwise, I’m not interested.” Those aren’t the people that we’re interested in playing with in TMIC. We’re interested in people who are bold and courageous and feel that their business, service, or whatever it is that they’re doing is some ingredient to the solution of where we’re going in society. They’re willing to see it through no matter the cost and time.

They’re being the thing. When you talk about Gandhi and Martin Luther King, they are the message. It’s how they showed up. Their words and the energy of who they were matched.

Gandhi has a quote. We talk about it all the time in TMIC. “When what you think, say, and do align, that is happiness.” Happiness is the state that we feel when we are coherent, congruent, and aligned with our authentic selves. I remember one time I was in San Francisco. For years, I’ve used medical marijuana to help me sleep. Whenever I go to different cities, if I’m staying in a hotel especially, I have to make sure I get what I need.

I was at this one dispensary. There was a guy who was maybe in his early 30s. This guy was living his calling. He was so helpful and excited. He wasn’t trying to sell me because it didn’t matter. I was in the store. He knew I was going to buy something. He was so excited to inform me about this brand versus this, and these terpenes. He was nerding out on the science of the whole thing. You know people. We’ve all met people. I’ve met waiters or waitresses even who I’m like, “They’re doing what their calling is.” Not everyone needs to be an entrepreneur or a business owner. Some people are living their calling in their job. Most aren’t but some are.

What the whole experience feels like to me is that whole cliché term of slow down to speed up. It’s crazy that in the beginning when we decided to jump together, there was no expectation of any outcome on any particular timeline but what is happening is; look how far we are into this project. Every single one of our needs is met, even vacations. How does that happen in a startup?

You’re creating something new but there is an element of trust. To me, that goes back to the ontological side of being a business owner and leaning into your faith or whatever that is for you. Through my experience, there has been a lot of leaning into my faith and belief in how the universe and God work, or whatever label you want to call them. There’s an element of letting go.

Alanis Morissette talked about how ironic it is that when you let go, you have more than you can ever imagine. It goes back to this client that I was talking about before who’s working for Corporate America. “I need the security.” I said, “You just have to jump. When you jump, your net is right there. You don’t see it from where you’re standing but there’s an element of saying, ‘I’m going to jump.’ You jump. Every single time you jump, it’s there for you.”

The Most Important Conversations | Selling The Vision

It may not show up the way that you want it to show up but it’s there for you in the forms that are unexpected. Whatever need you have, it’s unexpected. I also believe that when you’re clear about who you are and what you’re doing in this world, and you stand firm in that, when you do make that jump, the pieces that align to help you get there magically shows up.

There is an important caution that I want to put out there with everyone. It comes down to the time quotient. That doesn’t mean there aren’t going to be obstacles to overcome or things you’ll need to handle that will be uncomfortable and will make you question. You may even have to shrink your lifestyle for a bit. You have to be willing to do what it takes and if you are, it will usually take less. It’s everything.

That’s why it’s got to be connected to your calling or purpose and you’ve got to be emotionally invested because you won’t have the ability to withstand the impatience and the pressure that you’ll feel that may be shrinking your lifestyle. When you’re talking about how your needs are met, I don’t want people to assume, “I’m bringing in $30,000 a month. You’re saying if I quit my $30,000 month job, my $30,000 a month needs are going to be met next month.” Not necessarily.

You may get $9,300 of your needs met which means you may need to shrink your life while you’re building the thing that is your calling and purpose. Eventually, that will turn in your favor. Eventually, it could be 1 year, 2 years, 5 years, or 10 years. It depends on how big your vision is. If your vision is to open up a pizza shop at the end of the street, you probably could get that done in 1 year or 2. If your vision is to transform the way that world organizations and companies lead themselves, which is part of what we’re up to, that is not a one-year vision. It’s all context.

When you’re talking about the emotional investment, you have this deep inner knowing, “I know this is going to work. This is real. This is my calling.” With an investment in that inner knowing, you’re going to have to lean into that quite a bit but it’s that state of the essence of you. It’s your energy that you carry in that knowing. You have to carry that knowing with you everywhere you go.

It’s even one level deeper. Here’s how deep it goes. “I don’t know if this is going to work but I must do this.”

People will feel that when you’re talking about the thing. That’s what you want to bring to the table.

The fact that you don’t know if it’s going to work means you can’t be attached to it working but you must do it because it is the most authentic expression of your calling, intention, and purpose of why you are here. This explains starving artists. “I must sing, paint, or write. I can’t not do it.”

Also, if you’ve got the right team of people around you too, which goes back into selling the vision of what you’re doing and being aware that you need to have a team to help you push the thing forward. I was talking with one of my members who was saying, “This is me. This is my calling. This is what I was born to do. I don’t know how to do the business.”

That was a huge self-awareness for her because now she can say, “I don’t know how to do the business part. Who do I know that may know somebody that can help me with the business part?” It could be in the form of coaching or people joining the team. You could assemble a team. It could show up in so many different ways but self-awareness is critical. Do the thing but also be aware. Do you have what it takes to get it out there so that the world can experience your gift or magic?

Become self-aware of what you can do. Get it out there so that the world can experience your gift and magic.

A big thing that a lot of small business owners and entrepreneurs deal with goes by various names like founderitis. It’s like, “I am the only one who can do everything. I have to do everything.” It’s a lack of trust in other people. You end up spinning your wheels because no one can do it all. We need to enroll other people and the best way to enroll people coming back to the very beginning here is to show up authentically and not be attached to whether they jump in or they don’t. Trust that the right people will jump in when you find them and the time is right for them. We’re always selling.

September, this has been a great conversation. Hopefully, people got value out of it. This is the kind of stuff that we deal with inside of the Whole Life Architecture work and the TMIC work among many other things. Our whole focus is on who you’re being. We’re the Olympic trainers of the work to build you as a person so that you have the fortitude, clarity of mind, emotional sobriety, and all of these things to create a life that is aligned with your most authentic expression of who you are so that you can be happy regardless of what you’re doing.

When you’re happy and in alignment, whatever you’re doing, you’re going to do better and probably so well that it’s going to succeed because that’s how you’re showing up. That’s the flip. We always talk about the be-do-have versus the have-do-be. That sums it up but we’d encourage all of you who are reading to come and check us out.

We’re doing some exciting things. We hope that we can work with you and help you advance your vision, mission, calling, purpose, intention, or whatever you want to call it. It’s your reason for getting up in the morning. What we’re here for is to help transform the world one person at a time. Thanks, everyone. We’ll see you again on our next episode. Bye-bye.

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