Lourens Oberholzer — We talk about the first steps to retiring rich and happy. Moving your zero back to zero

David Ward's on mix 93.8 mix 93.8 Legendary radio a Monday night it is as we do each and every Monday at this time It is what's involved probably brought to you by the cradle boutique hotel one of my favorite sponsors just love the way they do business my special guest in this house I look forward to this every single month and a lot of people have been asking me. So let me introduce him It's Lawrence Webber also from retire rich and happy. Hello. Hi. How are you Dave? Good good good to be here A lot of people have been asking me, you know, is Lawrence just gonna be on once when okay So it's sort of in my mind. Okay Lawrence it might come as a surprise team, but in my mind It's costing stone every last Monday of the month. Yes every last Monday at the end of the year. Yes So there we go. So you get Lawrence you're on Saskia show as well Yeah, you do it. You do a sort of more condensed chance 15 minutes 15 minutes here we get to spend an hour and we talk about fun stuff and we see where it goes

But I think that's that's also part of what makes this as entertaining and engaging as it is and literally why people listen to the show because of the kind of guests and because It's never this high bra where we talk way above people's heads I get real people in we talk about real issues last last week. We were talking about the mankind project brilliant tonight We got you in and we're going to talk Entrepreneurship. Yes, or as some would would call it voluntary insanity We'll talk about why people why most small businesses get started now, maybe I should jump in with that. So yes, yes the reason most small businesses get started by a technician that has an entrepreneurial seizure, so What happens? Yeah, it's like having a stroke So what happens is the plumber works in a plumbing business and then he says you know what I can do it better than this Idiot that's my boss. So then he gets the entrepreneurial seizure and he starts his own plumbing business But but what a lot of people don't understand is being a good plumber and running a plumbing business is not exactly the same thing It's a completely different set of skills And that's why a lot of people battle to to take that small business and make it bigger But you know we talk about this and we talk about about small businesses, etc, etc. We talk about entrepreneurship I have this ongoing sort of debate with other people and with myself about you know Entrepreneurs born or are they created?

But you know sometimes a lot of times we obsess about scaling the business making it bigger making it bigger bigger bigger bigger bigger But you know, do you get to the stage where you don't want to maybe see this is what happens mostly So why do people start a business? I feel the person needs to start a business because he wants to create freedom He wants to have more freedom more control over his life more control over his finances So otherwise go work for a job go get a salary There's somebody else determines what you earn and when you can go on holiday and when you can't but what happens is most people start A business and then after a couple of months of running the business. They have less control over their finances They have less control over their time. They are working more hours They are working harder and that's not the idea behind a business The idea behind a business is to start to replace yourself in the business and that's why I believe too many people start a business at exactly the wrong time and Usually people start the business when they need the money and that's not the right time to start a business Thanks for telling me this now. Where were you 10 20 years ago?

Exactly so you never start a business when you need the money because then the pressures on for you to go and do the business to Get the money which means it becomes a doing business and that that ties into the second mistake people make is they ask the wrong Question when they start a business the question they ask is what can I do? And then they build a business around what they can do and then it becomes a doing business and they are Busy doing it in the business and they can never replace Themself in the business because it's built around them hmm Yeah, we were talking to her I say this because we were talking off air about that My fiance and I have not have not joined forces She is unbelievably creative and talented you've you've met her. Yeah, she's in the e-learning space, etc but what we do is digital stuff. Yes, and and yeah, kind of maybe I'd like but I Love what I do I absolutely I get up. It's stupid o'clock in the morning Yes, and I mean I go to bed at night thinking about when I'm gonna wake up tomorrow and what I'm gonna do. Yes So yeah, and I don't I don't necessarily kind of want to replace myself Here's the thing if you don't replace yourself in the business when we talk about replacing yourself We don't mean you can't still do what your passion is But the whole business can't rely just on you because then when does that business become an asset and it's never an asset If it's you because then you are the asset everything in the business is you so we need to find a way to create Systems in place so that you can start working on the business instead of working in the business, which is very very sage Yes, I mean I'm sitting here now thinking and and you know This this is the cool thing for me is not only do I get to interview some of the best people around?

But it's like it makes me think as well and now I'm thinking yeah Because I've been I've been ill for the whole of last week still haven't fully recovered But I was man down and if I'm man down the business is man down nothing happens on that half of the bus. Yes Yeah, so we we talk about that these three personalities in a business. So usually when a Business a small business owner starts a business. He's all three personalities Yeah, and that's why most small business owners think they become schizophrenic because these three personalities start talking to each other and fighting with each other So the three personalities is firstly it's the technician the technician Personality is the person who actually loves doing what the business does So the plumber loves doing the plumbing the electrician does love loves doing the electric electrical work So that's the technician and they just want to do that because they're good at it But then you have the manager So the manager side of the business is the person that has to make sure that the business actually runs that there is Invoice is sent out there There's money collected that all of those kind of things happen that quotes get done all of those kind of things But the manager wants the business to be as small as possible and manageable as possible because the bigger it get the more difficult It becomes to manage and then you have the entrepreneur which is the third personality and the entrepreneur wants the business to grow because they see The opportunities they see where the business can go and you can imagine so the entrepreneur wants it bigger The manager wants it smaller and the technician just wants to do the job. He doesn't want all the stress He wants to go out work with a client do the job do it as well as he can and move on Okay, I'm trying to think which I am then in the business Yes, I am I saw a brilliant meme the other day on Facebook It says I am a I'm a small business owner. If you see me speaking to myself, then be concerned. I'm actually having a staff meeting Exactly because you are probably most small businesses that I meet with and that we coach They are mostly all three of those personalities. They think ignition they go out They do the job or they if they have for example, they'll they'll be in a business where there's a lot of sales So they'll still bring in 80% of all the sales in the business and they'll have like one little salesperson that does 20% Because everything is still related to them They the manager so they make sure that all the other stuff does what they actually need to do and they the entrepreneur Looking for opportunities going out doing the marketing creating the marketing content all of those kind of things But you mentioned that I've a friend of mine. He owns a company called the sales Institute. He is absolutely brilliant He's a brilliant trainer writes brilliant bespoke courses Yes, and all he wants to do is to be able to be let down, you know, let go just to sit and create stuff Yes, but he will not let go of those reins and literally he's in a position like me if there is no Timothy There is no sales Institute. Yes And that's the thing if you don't find a way to do that How do you ever build that as an asset that you can retire for?

Because that's actually the end goal You want to create an asset that will generate income for you without your effort being put into it the whole time so you want to have you want to create a business that you can replace yourself in the business and Yeah, and that that happens through systems because you have to create systems because you can't manage people you can only manage systems Because managing people are like herding cats Have you ever tried to hurt cats and then people want to pull their hair out because they can't manage the people in their business And then they say but I can never find good people to work for me. It's not about the people It's about the system that is not strong enough to manage the people that fits into that system But also on that note, yes, you have a point but on that note sometimes with small businesses you kind of inherit people You know, then it's like okay, and I'm doing exactly what I vowed now what I vowed before never to do again But you know, and there's a saying don't go into business with your spouse friends and family whatever but not out of ten times That's what happens. Yeah, you know, and then and then you kind of inherit people who aren't necessarily right for the business. So that that's the first thing don't inherit people that are not right for your business because you're creating problems for yourself But even if you do you have to make sure that everybody understands what their role is in the business They understand what they are responsible for and through them being responsible for a specific thing You need to then create a system or a standard operating procedure around that so that the the position is not the person Occupying the position the person occupying position is just a caretaker of that in too many businesses The person sitting in that position does his own thing it gets done, but it's all reliant on that one person I'm holding Pete. So Pete is there and Pete just does everything and you're just too happy that Pete is running everything But then Pete leaves and now the whole system collapses because you have no clue what the LP did so now you have to come in and start figuring out how Pete did what he did and then you find the gaps you find the Loopholes and it takes you three to four months to replace him we have you have a proper standard operating procedure for that position if Pete moves you're putting somebody else in there they follow the Procedure and the procedure is then keeps the service levels at a certain level All right when we come back. Yes, I want to just go back a bit as we always do Yeah, because you mentioned we start the business at we start a business at the wrong time So when we come back, let's talk about when is the right time?

How do you get to a right time to start the business? My guest in studio tonight on what's involved is Lawrence Weberholzer from retire rich and happy It is what's involved probably brought to you by the cradle boutique hotel If you're looking for a conference venue or get away trust me. This is the place to go It's about 45 minutes from here and from Joe big Victoria about an hour. It's in the cradle of humankind It is spectacular. You need to go and check it out David Wallace on mix 93 point eight It is what's involved proudly brought to you by the cradle boutique hotel my special guest in studio Lawrence Strategic expense planning tool. It's a budgeting tool I think you you got it. Yes, which helps you to take control of your cash flow It's amazing that tool just just changes people's with the way they have managed their money. It's an eye-opener Note, yeah The second one is the debt settlement tool which is going to help you to get rid of your debt Unsecured debt within 12 to 18 months It shows you exactly how much you need to pay on which debt to do it in the forest as possible way The third tool is the bond settlement tool which is going to show you strategies and help you calculate how to pay off your house In half the time so that you can own your house if you have 20 years left Let's do it in 10 if you've got 10 years left. Let's do it in 5 how see how much interest you can save and the last One is the investment calculator To just give you an idea of what your investments will be worth and what the effect of costs are on your on your investments Which is also kind of a scary one because when you start playing with it when you start playing with it And you think about that wonderful retirement policy that you have that promised you 2 million Rand and retirement age Suddenly, that's not a lot of money anymore. Okay, so if somebody wants to wants to win those tools What are they going to do? Okay, so they can SMS their name and RRH or RRH in their name whichever way to three three nine zero three, which is our personal SMS number so RRH and their name to three three nine zero three We'll give away four sets and we'll do it for the third person the fifth person the ninth person and the twelfth person There we go. Love the way you do five nine and twelve. I love the way you do that It's so good. Listen, we got him. We got a message in now. So first it's hi guys I went to the Financial Freedom Forum this weekend and I learned a fair bit. Well done Carrie now Carrie But Carrie says to me that she agrees with me on the business side. She doesn't want to replace herself, but also not Everybody wants to grow their little company into a big business. I like my small company I don't want to have to deal with more people or more hassles I also think that some of us small business owners didn't really have a choice She's something like me here Carrie when we started a business Sometimes the universe throws you off the mountain you have to make a plan But I did enjoy the way Lawrence explained some of the things that I thought I understood but didn't yeah That's important. Always love the show. So Carrie. Thank you very much. Yes That's okay. I said, we're gonna talk about About you need to do what's the right the right way?

But let's let's talk about this this small business thing because I'm also in that but I mean I literally didn't have a choice I was staring poverty and starvation in the face. So I did something I did anything And I mean what's involved while it was running was has had many iterations I mean first it was just me selling my voice and being the vocal prostitute then we've got it It was an event company. It's most recent iteration was in the digital kind of space And but I've now decided that it's time to put that part of the business to bed Yeah, and we're gonna relaunch now something else. Yes, but yeah I really wanted to get all massive 300 people working for you and unions coming to to protest Don't want to deal with any of it, right? So here's the thing. There's no right or wrong answers It's about what is it that you are looking to achieve you talk you spoke about when is the right time? So the first thing is I said that most people do it at the wrong time when they need the money Yes, but secondly, they they don't plan properly before they start a business They don't understand what they're getting themselves into you need to really put a plan together And the first thing you need to do is you need to start with the end in mind So what do I what I mean with that you need to sit and the first thing you need to ask yourself is what is my?

Business going to look like when it's finished now finished in inverted commas because the business is never finished But you have to get an idea. What are you aiming for? Is it going to be a small mom-and-pop business that? serves the community is it going to be a business that has one or two big clients is it going to be a National business with franchises is it going to be an international business? What is it you're aiming for because if you don't know what you're aiming for you can't put the the Systems in place to get there So once you've built that end in mind that that picture you then create an organogram of where you what your business is going To look like where are you going to fit into the business? What are the jobs that you're going to do and where would you need help and only when you have that picture? Can you really see where you need to improve to get the business to that that goal of yours? So most people just run into it And then what happens is I meet with a lot of people and then I also what do you do in the business? I do everything and I know there's no there's no structure to the beef cooking bottle I say yes exactly everything I did exactly the same when I did my business So we tended to to get to a point this was like 2008 2009 and the business started growing and I said oh damn it We need more people so then I would recruit somebody and they will come there and say okay So what do I do? I say you sit there and reduce it until we've got something to do for you But wait, we'll give you something So that person was sitting there and then we gave them this and that and they'd never really could take responsibility of something so you need to First define what is it that that person needs to do and then you employ somebody to do a specific job and then create an Operating procedure for that just on Kerry side. Sorry Dave. I see you want to say something but on Kerry side There's nothing wrong with having a small business. You just need to decide. What is it?

Why did you start the business? Did you start the business to give you a cash flow and to to give you lifestyle income so that you can support your lifestyle? And then when you retire the business will just die a normal death and you hope you're gonna save enough money until retirement to retire or have you built a business or have you started a business to create an entity that can sustain itself without You so that when you retire that entity can continue and as a shareholder you can get income from that entity without you being involved And if that is the case, then you have to build systems You have to start looking at getting yourself out of the business See that was one of my big wake-up course because I did exactly what Kerry's mentioned I mean, I was steering stuff and I thought thank you. Well, let's do something do anything and you know, I'm Unemployable most people have noticed that by now So I started to do that and then kind of built it up and then I was like, okay now I can afford the fun things like a pension and a medical aid etc, etc, etc, you know those fun things those grudge purchases Which was all good and well up until I hit my divorce and lost all of that Yes, so now suddenly all of that is gone Okay, the pension stuff stays there now and nothing happens to it and it grows at a minuscule percentage Yes, so, you know into the back end Jobig restarted up another form of the business now. I'm playing catcher Yes, okay and the thing that struck me after having chatted to you a couple of times is Yeah, I you know the amount of money I'm gonna be getting for retirement and often looking at some of those tools It's not gonna cut it. No, never gonna cut it. No, so do I want to in this is the place?

I'm know it do I want to have a going concern that I can sell maybe and if I do sell it Will that be able to give me enough income if I invest it or do I want to like have as you say? The structure in place where the business runs and I can draw as a shareholder which I think is important because I've come across a lot of small business owners and There's almost this denial And it's not just a big river in Egypt But you kind of don't think about that time. You don't I'm 51 now, you know I'm not getting any younger. Yes. So and a lot of people when you talk to small business owners, they're like, yeah Well, I'm gonna work here until I die. Yeah, they don't take into account that you maybe won't be able to work there till you die And do you really want to work there till you die? If you even if you see me retire and you can go away for three months on a holiday and come back Isn't that what you want to do with your life? Make a decision of what your passion is instead of having to come in work 18 hours Otherwise, you can't put food on the table. Okay, so let's get back now We're going around and around listen, by the way, if you want to send us an SMS for one three four eight You can ask us any questions you like regarding business. That's charged at one in 50. Otherwise, what's a pass is zero eight four eight double two oh nine three eight zero eight four eight double two oh nine three eight just a reminder We're giving away four sets of those tools tonight and they're brilliant tools Let me tell you it's worth the price of admission just to get those tools All you got to do is SMS our our H and your name to double three nine zero three nine zero nine zero nine zero three Yeah, you're ready. You're right. Sorry. Sorry about to say double three nine zero three three three nine. Oh three It's a RRH and your name and Lawrence or one of his team will get in touch with you there Okay, so going going around and about and everything. So how do you then if you're gonna start like this is a two-prong question And once again, we had a list of questions. We never gonna get there but So at the right time you've now got an idea and you've plane. How do you go about that?

I mean, let's say I'm in a corporate job and it's it's okay. I've got everything I need but I'm desperately unhappy I've always dreamt of having my own pizza parlor for example. What what is the right way? Yeah, okay so the first thing I would do is I would first go do a lot of research and Really do my homework on a business because a lot of people just run into the business because they were told that they're gonna make All this money or they have a friend that does that so you want to do a lot of research then make sure that you have capital available to run that business to actually get you through the tough time because most small businesses about 80% of small businesses fail within the first five years and about 80% of the ones that are left fail within 10 years Yeah, so what you don't want to do is rush into a business I've seen this so many times is people go. I'm sick and tired of my job. I'm gonna take my package I'm gonna withdraw my pension and then I'm gonna put that into the business buy a Franchise or whatever and then five years later that money's gone because the business didn't work that wasn't a business issue It was a planning issue in the first place You need to spend as much time as possible on first planning the business before you start Make sure what the cost is going to be and even the doesn't matter how good you plan it There's always going to be unforeseen things that happen, but at least if you've planned it properly, you know what you're getting yourself into Yeah, you know that's all good and well, and this is why I actually like the stuff that you teach because Part of your system there is to start this little and I made a joke of the last side hustle business But that makes a lot of sense. But also if you do end up like Kerry like myself I mean almost forced and you kind of took that that leap of faith, you know come to the edge She said and you didn't fly so much as slowly circle down You know, you've got a solution for that as well. Yes. Yeah, so we do business coaching so we help people to set these systems in place to get their plan ready because most guys they don't really know where they're going with Their business they sort of surviving from month to month So one of the big things we want to do is we want to sit with a small business owner and say But what is it that you want to achieve?

We if you haven't said that what is my business gonna look like when I'm finished in place in the first place when you started it Let's do it now Let's get an idea of what we aiming for and then put the systems in place to get you there What you're talking about the the side hustle is so important. I always feel that people need to start a part-time business I believe everybody needs to have some kind of a part-time business or a home-based business Not just from from an income perspective, but from a tax management perspective It gives you so much more flexibility and how you can manage your taxes And this in the way things are going this this whole many people are talking about it now this fourth industrial revolution Things are gonna change rapidly Yeah, and if you're sitting in your late 30s 40s 50s in a job that job could no longer exist in a couple of years Yeah, definitely. So you need to kind of start doing something else and this is what I'm very passionate about that And that's the thing. So a lot of people that's where they they ask the wrong question They say what can I do and then they build it around what they can do instead of saying what are my skills set? And how can I create a business around the skills I have where I can use leverage to generate income?

So I can teach somebody else my skills so that I can leverage of their efforts But we tend to run into the business and just do it as a part-time So I'm a head racer. So now I'm gonna cut hair on a Saturday and a Sunday So how sustainable is that how long are you gonna work weekends before you get burned out and you can't continue anymore? So you want to say well, I've got a skill in head racing. So let me create a business model Around that skill where I can import that skill to somebody else So that they can do the work and I can be work on the business instead of in the business But we tend to not think about it that way And one of the things or and I see that with a lot of small businesses our egos get in the way We just believe nobody can do it as good as we can But then you're in trouble if you really believe that you're in trouble because you will always then be the business You need to step back and say how do I import the skill on somebody else so that they can take over from me at some point? Yeah, well, I think I'm very much the listen there somebody somebody's just said How do you then handle employees with a serious attitude problem? I don't know if it fits the scope of what we talking about tonight Yeah, that might be something that we can discuss how do we manage that?

So one of the things is if you know exactly what your business culture is gonna be you need to understand What is my business vision? What is my mission and what is my values and the values are so important if you are clear on your Values and a person comes in that doesn't fit into those values They tend to remove themselves automatically out of the business because they don't fit into your values Most businesses don't have a clear value statement that I don't have a clear set of values that they live by Which means when a person comes in with a bad attitude They sort of nestle themselves in because there's a lot of fluidity around the values in the business Yeah, and I can tell you I've done exactly the same thing I had this very bohemian idea of what I went to the business to be like Automatically assumed that the people that were working for me had the same kind of work ethic as I did So they were given the leeway, you know, I wanted to do very much a giggly kind of thing you know to tell the come to work when it's easily and no, no, no, no, no, no and That that caused massive massive problems Yeah People need to understand when they walk in what your company's values are what you are going to allow what you're not going to Allow and we're not talking rules like like a prison warden we're talking about this is what we stand for this is what I stand for as the company owner and this is what we stand for as a company like one of our core values in our business and you can phone any of my people at 4 o'clock in the Morning and ask them and they will say this is the one final question And that question is is it in the best interest of the client? If you can say yes to that question I don't really care what you do to certain limits. Yeah, then I know you're going to do the right thing 15.9% of the time, but that is our core value. Is it in the best interest of the client?

You need to determine what is your business's core value? And then make sure that your people understand that and once you empower them to live those values The people who don't fit in will very quickly remove themselves out of the system Right. We are chatting to Lawrence over also from retire rich and happy on Tom flies We're going to come back and we're going to talk about three questions You must ask in the business as well as three systems you must have don't forget if you want to win one of those four sets of tools your name or retire rich and happy so our our H and your name to double three nine zero three and Lauren so his team will let you know So there we go. Kerry guys. She started her own business because she was a consultant and I bust sold the company I didn't want to be sold to a corporate like a slave you go girl. I needed a job So I took a leap of faith in this July will be five years. I need to figure the future gold part out still I got a you know what we got sidetracked the last time we're talking about books We're talking about that scribe where you can it's a monthly thing I've just recently bought a book Because I have been busy with a course on which is an adjunct to the to the coaching stuff It's called clearing so clearing limiting beliefs, etc, etc And one of the things we recommended was a book when we come back I'll tell you what the book is. Kerry. Listen out. I'll tell you about the book. You can get it on Amazon It is absolutely burning and David once on mix 93.8 Dirk sing to say what's up by expressing what he thought about the song Sorry, mate All your taste is in your mouth. You can't blame me, buddy Anyway, we're back. It is what's involved probably brought to you by the cradle Bautico tell Lauren's rubles are from retire rich and happy Okay, so we talked about I want to know now before we because we're running out of time once again Three questions three systems. Yes, but also and again, we were talking about this offer I said to you and this is something that happens often and I made the mistake years ago in the business in the sort of form it was at that stage I worked for the casino industry and They were my big client. They were my only clients just about They gave me a lot of work So I didn't really in my head have time to look for other clients will don't diversify the business with you So my egg was all in one basket. Yeah, and literally one day no not anything a male Thank you so much. Your services are no longer required. We will be doing the training etc in house one day done business gone Yeah complete and that's that's the thing and that's one of the things again if you are the business and you are the only Technician because what tend to happen is a small business. They get this big client The client takes up all of their time all of their effort They get 80 percent or 90 percent of their revenue from one client And then you actually become a slave to that client because that line and it's worse than being an employee of that line because they can cut you off immediately and That ties back again to replacing yourself because you are so busy with that one client and it because it's only you doing the work You don't have anybody else to go and get new clients and you tell yourself, but I'm getting enough revenue I have this client and tomorrow. They just cut your contract and that's it. That's all she wrote. You can't recover I've seen so many businesses go through that. Yeah, if you see that goose kind of stop laying that golden egg That's it problem. It's a massive massive problem So you need to keep those things in mind what three questions three golden questions. We call them the three golden questions So if you've got a small business, you need to ask yourself these questions and if the answer is no on some of them You need to find a way to make it. Yes. So the first one is what is my unique selling proposition?

What is my USP in my business because if you don't have a well-defined USP you're gonna quote on price and you're gonna find people on price Which means you are gonna be out of control because and I see so many businesses they come out they do a quote They send you the quote and then they hope to hell that they are the cheapest and you're gonna phone them back If you don't have a USP, you'll always get back to price a USP is what makes you different? What makes you unique against your competitors and you need to define that just a tip on that We don't have a lot of time to go into it But a tip on that is start focusing not on what you the benefits are that you give but start focusing on what irritates your client in the industry that you're in what annoys the clients you have and ask them and Start building your USP around taking away that annoyance because people will do more things to Avoid a pain than they will to make a game Universal law people are moving either they're moving away from pain or towards pleasure if you paint that picture In the sales training we we that we give we talk about you know, the horror stories. Yes the what if you don't yes So yeah, very good USP. Okay. The second one is is my ideal my business scalable So can I scale this business?

Because if you can't scale you're gonna get into a situation like we spoke about where you have one big client You can't scale the business. So now that client takes up all your time You can't stop working for the client But you can't get others because you don't have time and the third one is how do I get the right people to know? About my business with the key the right people you need to know who the right people are We tend to when small businesses start and I speak to them they say I say who's that use your ideal client They say everybody anybody can do it And that's exactly the opposite of what you should do because you have limited capacity in the beginning You need to know exactly who your ideal client is that will make you the most money for the least effort and then as you build Your capacity you then expand your market instead of starting with everybody and then trying to fine-tune the market as you get bigger when you when you're doing and what I do I spend a lot of my time writing and writing copy and One of the things that the guys that are the best in the world And and we talking the likes of Gary Halpert and people like that They say that you actually need to go so far as to have a picture of your ideal client What are they look like? What is their age group?

And then you need to actually break that down so you get your profile of your ideal client And then you start and this is the same for business get that what is your ideal because then you know because everybody is way Too general way too general, you know And if you know where you're targeting and you know what you're going for and then leads into the marketing aspect Exactly and and that's the thing so again with small businesses You are the technician which means you have limited time to sell so what now happens is if you are so general You have 80% of the people that come to you that's wasting your time that you're spending way too much time for the income You're generating the more Fine-tuned you are in who your ideal client is the better your your turnover and your your Return on your investment of your time is gonna be but people are very general That's okay. Third one third one. So that now that was the third question. Oh, there's a three questions So it's okay. What is my unique selling proposition is scalable and how do I get the right people to know about right people? There we go. Okay systems system systems So here's the three systems that you want to have in your business And if you already have them you need to really put all your effort into fine-tuning these systems The first one is your lead generation system You have to create an a system that continuously creates leads of potential people that you can do business with and you can't say My business is a referral based business only. Oh, I do word-of-mouth You cannot build a sustainable business on words these days And I'm not saying word of mouth is a bad thing. Yeah, but you can't build a sustainable business Only you need a lead generation system that tells you exactly what happens to that person when he comes in what happens next Then where does he go then? What does he get sent? You need a whole system. The second one is the lead conversion system So how do you convert that potential client into an actual client?

You can't just go out do a quote and phone the guy in three days and hope he says yes You need a proper lead conversion system to convert that client or that that lead into a client Yes, and then the last one is your client fulfillment system How do we keep our promises that we made to our clients? How do we fulfill that USP that we have? Make sure that our clients get it and what I always tell the people in the forum as well It's actually so easy in South Africa to be in the top 5% of servicing companies is everybody else is really bad Exactly. So just do what you say. I always say to people be your word If you say to a client we will phone you at 10 tomorrow morning phone him at 10 tomorrow morning It's not rocket science. Even if you don't have an answer yet, just phone and say I don't have an answer yet The client will appreciate that listen and let me tell you Entrepreneurs and I speak for myself here as well. Oh horrible. Yeah, horrible It's like big picture idea. Don't bore me with the details. Yeah, we'll get back and then exactly that so be Yeah, if you say you're gonna do something to it If you can't do it, then say you can't do it and rather give them an alternative or tell them how are you gonna solve?

Their problem, but don't say to a person I'll make it work and then just don't you have to be your word Yeah, you do indeed. Listen, we're out of time. I gotta say cheers Lawrence. Thank you. We've wanted to mention that that book Oh, yes, I did. I did Thank you Kerry's still listening going. Okay, where's the blooming book while you're looking there's two books that I always also want to recommend to the Entrepreneurs. The first one is the email three visited. It's an entrepreneurial Bible get the book The second one that builds on top of that for me is called built to sell go look at that book It's not that you want to sell your business, but it helps you to create an entity that's separate from you All right, and then for some light reading like check it out on Amazon. It's a book called what if it all goes, right? By a lady and I'm trying to have a look over here Mindy So sometimes your name is spelt in my NDI Audlyn or sometimes it's spelt M e n d h I a u d l i n Mindy, Audlyn What if it all goes right? It's based on a concept called What if up so essentially, you know, we spend a lot of our time going what if what if it doesn't work? What if I'm not good enough that in this book that term of what if down?

So what if up expands your your possibilities? It gives you energy. It makes you excited. So Maybe carry you'd like to give that one a read. I thoroughly and I'm thoroughly enjoying the book Anyway last chance now listen up guys because I see a couple of you missed out on some things and you you're sending our whatsapp number the RRH thing so it's RRH and your name two three three nine zero three We're giving away four of those sets of tools that Lawrence was talking about RRH and your name three three nine zero three Lawrence Or one of the team will be in touch with you to tell you for a winner Lawrence Thank you, that was good to be here. See you next month. Yeah, that's the sad news now We're gonna wait another month But anyway, you're gonna be back on Saskia show in the next week or so so people can catch you there as well This is what's involved and wraps up another wonderful Monday evening. Thank you so much for listening. David Lawrence on mix 93.8