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How To Start A Business From Nothing This Year | Marie Forleo — Transcript

by Marie Forleo · 12,799 words · 1,851 segments · language en · Watch on YouTube

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0:00if you've been dreaming of starting a
0:02business or making a major life change
0:04but you just can't seem to get yourself
0:07started i gotta tell you this episode is
0:09for you you're gonna learn the one
0:11simple idea that has helped me dive head
0:13first into any scary project or goal
0:16every time today's question comes from
0:18aaron and aaron writes
0:20hi marie i'm struggling to get started
0:22with my business idea i'm afraid it
0:25won't be right and that everything i do
0:27will stink at first i'm afraid that once
0:29i get going i might change my mind
0:32honestly it feels like i'm afraid of
0:34everything any tips for getting over the
0:36fear of getting started thanks so much
0:39erin erin my girl those fears that you
0:42have about not doing your business right
0:45or about stinking at first or changing
0:47your mind midstream
0:49i gotta be honest those are well-founded
0:52because chances are you probably will
0:54stink at first you definitely will not
0:56do everything right and it is highly
0:57likely that you're going to change your
0:59mind or change directions several times
1:02once you actually get going you want to
1:05know how i know this my friend it is
1:07called being a beginner being human you
1:10know when i first started my business oh
1:12my goodness i made so many mistakes i
1:15changed things so many times and we
1:18still make mistakes now and we change
1:20things all the time now it's part of the
1:23growth process
1:24anyone who's successful and honest about
1:27it will tell you the same thing there's
1:28really no mystery there but here's the
1:31most important concept i want you to get
1:33aaron
1:34there's a single mantra that has helped
1:36me my entire life bypass fear and make
1:40really any dream i've had come true no
1:43matter how scary it seemed no matter how
1:46intimidating it was or how unprepared or
1:49inexperienced i felt and that mantra is
1:52this ready for it
1:54start
1:55before
1:56you're ready i'm gonna say that again
1:59start before you're ready now if i were
2:03you erin i would get that little phrase
2:05tattooed somewhere on your body and live
2:08by it
2:08morning day and night because if you
2:11don't here is what's gonna be on your
2:13tombstone
2:15here lies erin
2:17she was almost ready
2:21what you expected me to wait forever
2:23we're all on the clock here sweetheart
2:26because here's the truth aaron if you
2:27wait until you feel ready to do anything
2:29meaningful you're going to be waiting
2:31for the rest of your life look i have
2:34been doing this for a long time now i've
2:37supported tens of thousands of
2:38entrepreneurs to start and grow their
2:40businesses across 160 industries and
2:42across 119 countries and i've noticed
2:45some similarities among the people who
2:48are the most successful the happiest the
2:51people who are actually contributing the
2:53most they all have one thing in common
2:55and it's this
2:56they all start before they're ready
3:00you see i think you've misidentified the
3:03enemy here because the enemy it's not
3:05making mistakes it's not changing your
3:08mind and the enemy is not your fear
3:11the only enemy that you need to defeat
3:13my friend is not getting started this is
3:17what most of us just fail to realize
3:20action is the antidote to fear action
3:22creates progress and momentum and action
3:25consistent action is all you ever need
3:29to make anything happen in your life now
3:31if you want my help and you want an
3:33incredible community to support you as
3:35you start and grow this business i do
3:37hope you'll join us for b-school i gotta
3:39say hands down it is the best online
3:42business school for modern entrepreneurs
3:44on the planet it is full of such amazing
3:46souls brave creative people training
3:49themselves to start before they're ready
3:51and look you don't have to take my word
3:53for it you can dive in you can test
3:55drive it and totally decide for yourself
3:56and if it's not for you there's a
3:58risk-free guarantee now if you'd rather
4:00do this on your own that is great aaron
4:02but just do it it doesn't matter what
4:05your first step is you just got to do
4:07something now because here's the truth
4:10i truly believe that every single one of
4:13us comes to this planet with a very
4:15special set of gifts that only we can
4:18give and if right now you feel like your
4:21business idea is how you're meant to
4:23contribute some of your gifts and make a
4:25difference to others then you have to
4:27stop thinking about it you've got to
4:28stop planning about it you got to stop
4:31getting ready and just start doing it i
4:34know this may seem a little morbid but
4:36you know the clock is ticking down for
4:38all of us and before you know it
4:41time's going to be up so honestly we got
4:44to get to work and let's wrap this one
4:46up with a tweetable
4:48[Music]
4:50one of the most underrated secrets to
4:52success is to start before you're ready
4:55hey aye what do you think you bon jovi
4:58or something
4:59so yeah it's una tuesday and the answers
5:01are gonna come from you you know why
5:03because i ain't getting paid for this
5:04stuff it's all free like cassini sticks
5:07at angelo's so
5:09the question i want you to answer today
5:11and i'm going to get to that in a second
5:13it's inspired by one of the only things
5:15that regular marie and me have in common
5:18besides you know this glorious
5:23it's this idea
5:25right here
5:26if it's important to you you'll make the
5:28time if not you'll make an excuse oh
5:32you know regular marie she's a little
5:34soft but i gotta say she is ten thousand
5:36percent right on this one excuses
5:39they're like the deadliest thing ever in
5:41fact they are the only thing standing in
5:44between you and what you most want now
5:48i know what you were gonna do you were
5:50gonna say something like no it's not
5:52that is that i don't have the time or my
5:56life it's so busy or i'm too short or
5:58i'm too tall you know what all that is
6:00right you know what you were just gonna
6:02do
6:03you were gonna make a bunch of sorry ass
6:05sad sack crying little wow wow weak
6:07source excuses this is what we're
6:10talking about people
6:12look
6:13let me make this crystal [ __ ]
6:15clear
6:16excuses are like the roach motel but for
6:19dreams they're like wearing cement shoes
6:22in the deep end of the pool they're like
6:23going to gold's gym and it's closed at 2
6:26p.m they're like pizza with no cheese
6:28all that
6:29it sucks and we're gonna put an end to
6:32all these sorry-ass excuses right now
6:35because you know why
6:37from this moment forward
6:39we're on an excuse-free beach
6:41permanently now on this beach there can
6:44be radios there can be dancing
6:46there can be cheese sticks
6:49there can be glow sticks
6:51but you know what there can't be
6:53excuses
6:55no [ __ ] excuses speaking of hey
6:58joey there is no excuse for that get
7:02that grape smuggling nut hug and banana
7:04hammock off this beach i'm sorry i'm
7:07sorry i'm all for body positivity but
7:09that there's a negative on that
7:10situation joey come on you need some
7:13room in there because right now your
7:14junk
7:16i'm gonna call child protective services
7:18because that my friend that's abuse your
7:19little ones
7:21no offense
7:23i'm out
7:25okay all right let's land this excuse
7:27flame right here and now here's the cue
7:29that i want you to a it's got two parts
7:32part one if you're honest with yourself
7:34like crush your heart hope to die honest
7:36what's one area where if you stop making
7:38sorry ass excuses you could totally turn
7:40the beat around on your life
7:43part two what specific excuse do you
7:45need to drop like a hot pocket and
7:47really big flap the [ __ ] out of it then
7:49stick it in a tanning bed for like 16
7:51hours straight with no eye goggles
7:54i'm a health and nutrition coach and i
7:56want to create my first online program i
7:58have so much to teach but i'm not sure
8:00how long my online program should be i'm
8:02thinking something deep and intensive
8:04like six months is that a good way to
8:06start i don't know anita why are you
8:08asking me i have no idea about these
8:10things what do you think i am a coach or
8:12something jesus
8:14anita this is a fabulous question and
8:16it's one i get asked all the time by
8:18someone thinking about doing their first
8:19info product or program how much should
8:22i include how long should it be should
8:24it be six months i will tell you anita
8:26that six months is too long when
8:29creating your first online program it's
8:31really best to start small here's why
8:34the first is the worst the first time
8:36you do anything like create a product or
8:38program is usually when you're gonna do
8:40it the worst no matter how much you've
8:42studied there's just gonna be some
8:44things you can't figure out until you
8:46actually do it you're gonna make rookie
8:48mistakes like we all do plus if you lock
8:51yourself into a six month program and
8:53wind up hating the structure you are
8:55screwed plus starting out small allows
8:58you to work out all the kinks you can
8:59test your process your content make sure
9:01you can actually deliver results and for
9:03whatever aspects of your program don't
9:05work you can get instant feedback make
9:07adjustments and create an even better
9:08program next time around if your info
9:11product is great first time out of the
9:12gate you're going to get great
9:13testimonials which will help you sell
9:15even more plus you'll know you're on the
9:17right track and you'll have momentum to
9:19keep going now if everything goes
9:21horribly wrong only a few people are
9:23going to know about it and you can go
9:24back to the drawing board the second
9:26reason you want to start small is your
9:27email list is likely the smallest it
9:29will ever be now i'm sorry i know but
9:32when it comes to launching a program
9:34size does matter
9:38and actually length matters too
9:43long programs are a huge commitment both
9:46for you and for your customers unless
9:48you've got hundreds of people beating
9:50down your door to give you money your
9:52program could wind up feeling like a
9:54ghost town
10:00nothing is more depressing than putting
10:02all this work into launching a group
10:03program that's designed for like 30 or
10:05more people and you only wind up getting
10:07one or two people in it anita and
10:09everyone else i want you to remember
10:10this and it's a tweetable
10:17starting small doesn't mean thinking
10:20small
10:21every big entrepreneur that you look up
10:22to started small and built up bigger
10:25over time put that in your pipe and
10:26smoke it
10:28do you ever stop yourself from creating
10:30something you really want to do because
10:32you look to someone you admire and you
10:34think oh my god i am never going to be
10:37as good as them so if you're like many
10:39people i talk to you're probably
10:41stopping yourself from producing
10:43something writing something sauteing
10:45something because you're not willing to
10:47start small or start sucky in other
10:50words you are stuck in perfection
10:53paralysis now if this sounds like you i
10:55got a little story that i hope will help
10:58you come out and play as you may know i
11:00started out my life coaching business
11:02when i was 23 years old and i had big
11:04dreams i knew i wanted to teach a lot of
11:07people really great ideas that would
11:09help them improve their life so my
11:11dreams were loads of people in a big
11:13stage and all that jazz but the reality
11:16was i was just starting out and i hardly
11:18had any clients i was just in the baby
11:20stages of building my business but i was
11:23so pumped from my coach training and i
11:26was learning all of these cool new ideas
11:28and i just had to share them with others
11:30so i decided to hold my first workshop
11:33and it was titled how to create a life
11:35you love and it was incredibly well
11:37attended
11:39by five people
11:40it was my yoga teacher claire
11:43two friends that she like dragged around
11:45from the neighborhood and my parents now
11:48i was very professional i did have a
11:49venue it was claire's basement in summit
11:53new jersey and you know of course it was
11:55a workshop so i had workshop materials
11:57that i created myself with microsoft
12:00word and some very fancy clip art and of
12:03course every workshop right you have to
12:05have an easel so i had a nice easel with
12:07the markers to make sure that the entire
12:10crowd could follow along looking back i
12:13kind of get douche chills thinking about
12:15giving a workshop to five people in a
12:18basement it feels really painful and
12:19kind of pathetic but the truth is there
12:22is absolutely nothing painful or
12:24pathetic about it i mean i took a risk i
12:27did something i put myself out there and
12:29i did my very best to deliver value to
12:32all five of those people that small and
12:35sucky workshop gave me the courage to
12:37keep going because guess what
12:40i had already done my lamest workshop
12:42bam in the bag
12:45nailed it
12:46i'll tell you that confidence and that
12:48momentum really fueled me ahead don't
12:52forget every pro starts off as an
12:54amateur so the next time you find
12:56yourself stuck in perfection paralysis
12:59take a tip from this tweetable tongue
13:01twister
13:04starting small and sucky beats staying
13:06stucky
13:08put that in your pipe and smoke it and
13:09then say it three times fast
13:11i'm thinking of a new business what's
13:13the main thing to keep in mind in other
13:16words what is the most important thing
13:18to do first before anything else
13:21this is a fantastic question sarah and
13:23here's why
13:25the most important thing that you need
13:26to do before anything else is take a
13:29look inside and ask yourself what is the
13:31reason you're starting this business so
13:34many people go into business for the
13:35wrong reasons and some of those reasons
13:37are one because they think that it's the
13:40best way to make more money so in other
13:42words they're only going into it for the
13:44money maybe they've heard from other
13:45people like oh if you run your own
13:47business you can get really rich or
13:49they're in a job that they absolutely
13:51can't stand and they're looking for an
13:53escape route so they're searching around
13:55and looking for anything that they could
13:56possibly do to earn more money they're
13:57thinking if i just run my own business
14:00that will save me those reasons suck
14:03they set you up for failure when you
14:05start a business you have to believe in
14:07the product or service you're offering
14:09ten thousand percent you have to believe
14:12in it with all of your heart
14:14the best businesses on the planet are
14:16started by people who want to make a
14:18difference so they're either super
14:20inspired by what they're creating or
14:22they're frustrated and they see a gap in
14:25the market that they want to fill
14:26because they know they're like oh my god
14:28i could do that better i could make
14:30people happier i could deliver so much
14:32more value i'm gonna kick some major ass
14:34in this market those are awesome reasons
14:37they come from your heart they come from
14:38your inspiration as my man p diddy says
14:41don't chase the paper chase the dream
14:45pee did it
14:47oh he did it
14:51so if you want a fantastic resource on
14:53this subject i have a friend his name is
14:55simon sinek and he wrote an incredible
14:58book called start with why
15:00you'll see it right here it's fantastic
15:03it's all about the right reasons to
15:04start your business and why is one of
15:06them so my question is age old okay it's
15:10applicable
15:11across the board
15:13why
15:14do i stop doing the things that make me
15:16feel good
15:18that i know i need to do
15:20um so i'm talking morning practice
15:22journaling meditation exercise whatever
15:25you know you figure out for yourself and
15:27you get it going
15:29and you're like oh i've been doing this
15:31for two days i'm feeling great damn i'm
15:35good right and then you're like into a
15:36week and at that point you're just like
15:38this is my life now and you tell people
15:41oh you know i i had to do my meditation
15:43so you know i wasn't available you know
15:45you you're in a whole new world so this
15:47time i rocked it for like a month dude i
15:50did my exercising i found this free
15:53exercise bike on the side of the road
15:55and i started doing 20 minutes of bike
15:58riding every morning now i can make up a
16:00million excuses i'm a mom i work full
16:03time blah blah but i was able to make
16:06the time one point
16:07why do i step away from it
16:10oh my goodness april first of all we
16:12love you we love your energy we love
16:15your spirit we love your questions so
16:17much in fact my team was like yes april
16:20i want to hear the answer to this
16:22question too
16:23so why do we stop doing the things that
16:26we all know are good for us especially
16:29when we've been able to make the time
16:31before it's a head scratcher am i right
16:34now obviously it makes no logical sense
16:37right but then again we know that we
16:38human beings are not logical creatures
16:41we are emotional and often irrational
16:43when it comes to our behavior now the
16:46truth is there are a gillion different
16:48reasons why many of us stop doing the
16:51things that we know are good for us some
16:53people just get bored right some people
16:56rebel against any kind of structure or
16:59authority even if it's themselves and
17:01some people get off track like if their
17:03schedule changes or they travel or
17:05somebody gets sick or something like
17:06that now as a coach i'm usually not a
17:09big fan of why questions first because
17:12in this format i can't talk with you i
17:14can't get to the root of your specific
17:16situation by asking you more questions
17:18but more broadly why questions can
17:20sometimes encourage a little bit of
17:22navel gazing right and they can easily
17:24spiral into beating yourself up thinking
17:28that you suck or that you're just not
17:30built to be consistent and disciplined
17:32all of which is not true so i think a
17:34better smarter and more helpful question
17:37is how can i be more consistent in doing
17:40the things that i know make me feel good
17:42or
17:43how can i set myself up to win the vast
17:45majority of time now those questions are
17:48questions that we can tackle plus how
17:51questions really aim your brain towards
17:53the solution right rather than the
17:55problem that's our everything is figure
17:57out about philosophy in action but
18:00before we talk about the how i do want
18:02to make something very very clear april
18:05my love you are not bad and you are not
18:07weak for falling off the wagon of being
18:09consistent virtually everybody i know
18:11does stuff like this including me that's
18:14because we are human right we have this
18:17vision sometimes of these perfect
18:20meditators who meditate twice a day
18:21every day and never ever miss or we hear
18:24about people like jerry seinfeld who
18:25write a big x on his calendar every day
18:28he writes a joke and that he never
18:30breaks his streak but guess what even
18:32jerry seinfeld doesn't do this on a
18:35reddit asked me anything he actually
18:37said this is hilarious to me that
18:39somehow i am getting credit for making
18:41an ex on a calendar with the seinfeld
18:43productivity program it's the dumbest
18:45non-idea that was not mine but somehow
18:47i'm getting the credit for it point here
18:50is you do not have to strive to be this
18:52perfect person who does something every
18:55single day for the rest of your life
18:57unless that kind of thing really just
18:58floats your boat now that said there are
19:00some systems that you can easily put in
19:02place to make it easier for yourself to
19:04be more consistent on a consistent basis
19:07and some behavioral science that can
19:09really give you an edge now by the way i
19:11just created an entire training program
19:14about this called time genius it's
19:17filled with the exact processes and
19:19systems that i personally use to
19:21consistently show up for myself it is
19:23packed with tricks and tools grounded in
19:26cutting-edge behavioral science and
19:28neuroscience and you can learn more at
19:30jointimegenius.com
19:32but for right now i want to share three
19:34simple steps that can help you keep
19:36doing the things that you know feel good
19:38for you so step number one is choose one
19:41practice or habit not 17 right so i love
19:45that you mentioned all the kind of
19:47things that we like to do in our morning
19:49practices so journaling exercising all
19:52kinds of things like that and behavioral
19:54science tells us that if you want to be
19:57successful in terms of forming a new
19:59habit it is best to focus on one habit
20:02not 5 not 10 and definitely not 27. so
20:06i'd encourage you to ask yourself out of
20:08everything that you could do that feels
20:11good which one habit or one practice is
20:14going to give you the most bang for the
20:16buck given what you want to experience
20:19at this stage and season of your life so
20:22is it riding your bike for those 20
20:24minutes in the morning or is it
20:25something else take a look inside and
20:27then choose one once you do that then
20:30you are ready for step two which is
20:33turn it into a time-bound personal
20:35challenge what do i mean by that let me
20:37give you an example earlier this year i
20:40wanted to strengthen my ability to
20:42create faster and just with more
20:44fluidity so i gave myself this day
20:47writing challenge where i committed to
20:49writing every single day for at least an
20:52hour on a non-work related project
20:5530 days really felt like this fun and
20:58invigorating period of time for me it
21:00wasn't too short where it was just too
21:02easy and it wasn't too long where i felt
21:04tired before i even got started i even
21:07wrote my best friend chris into it and
21:08we started sending each other these text
21:10messages every day when we got our daily
21:12writing done so i would encourage you to
21:15do this for yourself so you want to find
21:17a length of time that feels like a
21:19stretch i mean maybe that's two weeks
21:21maybe it's two months maybe it's 90 days
21:24whatever feels right for you but i want
21:25you to make it a hundred percent doable
21:27and something that you feel happy and
21:29excited to commit to now once you do
21:32that you're ready for step number three
21:33which is
21:35make your success inevitable so this is
21:38where the real magic happens i want you
21:40to ask yourself
21:42what can i do now to make sure that i
21:45complete this challenge successfully so
21:48for me there were actually a few pieces
21:51one is i needed to get josh on board
21:53because i knew that i was planning to
21:56write over the weekends and that's
21:57usually our special time together
21:59and two i needed to create a system to
22:02track and monitor my progress because
22:04studies show that people who track and
22:06monitor what they do are way more likely
22:09to stay on track
22:10so i want you to think about this for
22:12yourself right what are some small steps
22:14that you can take to complete your
22:17challenge is it talking with your family
22:19is it getting to bed earlier is it
22:22recruiting a buddy i don't know i'm sure
22:23you got ideas though there's of course a
22:26lot more that i could teach you about
22:28the science of willpower and consistency
22:31too much to get into right now but i
22:32promise you if you follow these steps
22:35you will be well on your way to being
22:37more consistent with doing the things
22:39that you know make you feel good now
22:41april there's one more thing
22:44specifically for you so you shared that
22:46you're a teacher and we all know that is
22:49not an easy job i mean especially with
22:52everything happening around us right now
22:54but the thing i respect most about you
22:56and what you shared in your question was
22:58when you said now i could make up a
23:01million excuses i'm a mom i work full
23:04time blah blah blah but i was able to
23:06make the time at one point why do i step
23:09away from it
23:11that
23:12right there my friend what you said
23:14that is the sign of someone i have deep
23:17respect for and you know why it's
23:18because you know excuses are total bs
23:22again we can all make excuses if we want
23:25to but the kind of folks that i want to
23:27work with the kind of people that i want
23:29to surround myself with are no excuses
23:32kind of people and that is you and
23:36because i believe in you so much and i
23:38know
23:39there's just a few systems that you need
23:40to put in place there's just a few
23:42things that you need to understand and
23:44you are going to be more consistent than
23:45you've ever dreamed of so that being
23:48said i want to gift you a seat in my new
23:50program that's called time genius i
23:52promise you everything you need to be
23:55more consistent is in there plus you're
23:57going to get all the tips and the tools
23:58and the tricks that i've personally been
24:00using for decades hey marie i recently
24:03left my job as a school counselor to
24:05become a parenting coach now it's time
24:08to actually get out there and do it but
24:09i feel tremendously overwhelmed and have
24:12no clue how to sign a client i
24:15understand you say to start before
24:17you're ready but there's only so much
24:18brainstorming and strategizing i can do
24:21i feel like i'm in a catch 22 where i
24:23can't sign clients without good
24:25marketing but i can't tweak my marketing
24:27without clients help adena this is a
24:30fantastic question so first a little bit
24:32of clarification here starting before
24:34you're ready does not mean spending
24:37weeks or months brainstorming or
24:39strategizing no it doesn't what it does
24:42mean is training yourself to get out
24:44there and do the actual work with real
24:47humans
24:48and i gotta be honest with you love you
24:50do not need fancy marketing to get
24:52yourself some clients and sorry you are
24:54not in a catch-22 i think you're just a
24:57little scared and my darling that is
25:00okay
25:01look we humans often learn best by
25:03example so here are two entrepreneurs
25:05who started before they were ready so to
25:07speak so you can see exactly what that
25:09looks like in real life you up for it
25:12good let's go so first let's look at
25:14lisa price who's the founder of the
25:16natural hair care brand carol's daughter
25:19so lisa got her start in the 80s she was
25:21playing with fragrances and essential
25:23oils in her kitchen in brooklyn now at
25:25first she gave what she made away to her
25:28friends and family but her mom smartly
25:30encouraged her to start selling her
25:32goods at her church's flea market now
25:34lisa never planned to really even start
25:37a business but she thought hey why not
25:39worst case scenario she'd have a fun day
25:41out well guess what happened she sold
25:44out of every single thing and then she
25:46spent the rest of the summer going to
25:48craft festivals so she slowly started to
25:51build a following and her customers
25:53actually started to ask if she had
25:55anything for their hair now initially
25:57she didn't so she went home and guess
25:59what she did she figured out how to make
26:01hair products because yes everything is
26:04figureoutable now lisa then gave those
26:07hair products to hairdressers she got
26:09their feedback and then she started to
26:11make improvements so little by little
26:13lisa kept growing her business until
26:15eventually guess what her business was
26:17not so little anymore fast forward to
26:192014 and lisa's company was acquired by
26:23l'oreal now look lisa started before she
26:26was ready she didn't start off with any
26:28fancy marketing she didn't have any
26:29marketing whatsoever but she took action
26:33she gave away her products she got
26:35feedback she kept iterating and
26:37adjusting from there now the next
26:40example is brandon stanton the
26:42photographer behind the amazing blog
26:44humans of new york so here's what
26:46happened brandon lost his job in the
26:48financial industry so he had always had
26:50this interest in photography
26:52but he didn't have any experience and he
26:54didn't even own a camera but here's one
26:57thing he did know he did not want to go
27:00back to that job back to that industry
27:02which made him so unhappy his goal was
27:04really to simplify he just wanted to
27:06earn enough money to keep a roof over
27:08his head so that he could do what he
27:10really wanted to do which was take
27:12photos so he moved to new york city and
27:14he committed to this
27:16taking 10
27:18000 photos of people on the street and
27:20plotting them on the map and while he
27:22was doing this he ate cheerios he ate
27:24turkey sandwiches and he slept on a
27:26mattress on the floor
27:28this guy spent thousands and thousands
27:30of hours editing thousands and thousands
27:33of photos learning what worked and what
27:35didn't and he also started getting
27:37really comfortable talking with and
27:39interviewing strangers on the street
27:41while he was photographing him which
27:43eventually transformed into humans of
27:46new york the beloved brand and business
27:48that we all know about today so
27:50brandon's got over 25 million followers
27:53he created two best-selling books too
27:55now just like lisa he didn't start off
27:57with any fancy marketing right he just
28:00started before he was ready he started
28:03taking action he allowed himself to
28:05learn and really grow along the way so
28:07for you adina if you want to be a
28:10parenting coach guess what you need to
28:12start coaching some damn parents woman
28:14you need to get out there and do the
28:15work even if you got to do it for free
28:18so if i were you i would make a list of
28:21every single parent that i knew and i
28:23would send them an email or a text
28:24message or a smoke signal whatever and i
28:27would tell them that i could help them
28:29solve their parenting problems and that
28:31i was willing to do it for free or guess
28:33what you could pull a lisa you could go
28:35get a booth at your local flea market
28:37and make a big sign that says free
28:39parenting advice and you could give your
28:41card to anybody who walks up to you or
28:43guess what you could pull a brand in
28:45right and you could go on the streets
28:47and you could stop people anybody who
28:48has a kid and you could say hey are you
28:50a parent are your kids giving you any
28:51problems i was a school counselor for 10
28:53years and i'm starting a new business as
28:55a parenting coach and i'd be happy to
28:57help you solve any problems you got with
28:58your kids and i'll do it for free now
29:00dina obviously i'm having a little fun
29:02with these ideas but all the points are
29:04valid starting before you're ready means
29:07doing the work now if you want a little
29:09more structure for how to actually do
29:11this meaning how to attract ideal
29:13clients how to know what to charge how
29:15to set up your business so that it's
29:17sustainable you my darling need to get
29:19your butt into b-school we show you how
29:21to do all of this step-by-step and of
29:24course the program comes with a
29:25risk-free guarantee but honestly even if
29:28you don't do b-school you could use some
29:30of the ideas we just talked about and
29:32get your business going right freaking
29:34now adina let me tell you if you went
29:37for this i mean actually went for this
29:39with your full heart i guarantee you you
29:42would have three to five new clients
29:44within a week and if you ever forget
29:47what starting before you're ready means
29:48don't forget what my dear friend stephen
29:50pressfield says
29:51put your ass where your heart wants to
29:54be
29:55hey it's me so real quick if you want to
29:57learn to start and grow your dream
29:59business but you literally got no money
30:01to do it you are going to love my free
30:03guide it's called 322
30:05free tools and resources to start your
30:07business especially if you got no money
30:09so you can go download it now at
30:11322freetools.com
30:13that's 322freetools.com
30:16i just graduated from college in may and
30:18started my business two weeks ago
30:20congratulations
30:22i have plenty of education experience in
30:24what i consult on specifically helping
30:27young people find and make the most of
30:29opportunities abroad i'm new to my
30:31business and don't have things like
30:32customer reviews to establish street
30:34cred when i finally launched my services
30:36so here's my cue how do you suggest
30:39establishing image and credibility at
30:41the beginning of your business when your
30:43satisfied customers simply don't exist
30:45yet thanks you're a huge source of
30:47inspiration i even mentioned you in my
30:49application essay 2 business school
30:51thank you jillian
30:53love you
30:54great question this is something really
30:56important to handle especially when
30:58you're first starting out and i know it
30:59can feel a little like the chicken and
31:01the egg how do you attract customers
31:02when you've never actually had any
31:04thankfully there are things you can do
31:06to get street cred from the get-go here
31:08are five easy ways
31:10number one
31:12it's all about your online image and
31:15presence so here's what i mean you want
31:17to make sure that you have a very clean
31:19and profesh website why because the
31:22moment you tell someone you have a
31:23business what do they say they say oh do
31:25you have a website you don't want to
31:26send them to something janky like a
31:28four-year-old made it you want it to be
31:29nice and clean and simple you do not
31:32have to spend a ton of cash and it
31:33doesn't have to be the best design in
31:35the world or win awards it just has to
31:37be functional and simple and clean and
31:39again profesh say it with me profesh
31:43you got it one more thing about email
31:46please don't use an email like hotpants
31:48not a seven at aol.com you wanna use a
31:51professional email address like your
31:53name at yourdomain.com it shows that
31:55you're taking your business seriously
31:57way number two
32:01you want to highlight your experience so
32:02jillian you said that you have
32:04experience in this field already so you
32:05want to let people know about that and
32:06the best place to shout it out is your
32:09about page way number three you want to
32:12communicate what you do clearly and
32:14confidently both on your website and
32:16when you meet people in person here's
32:18what i mean if i met someone at a party
32:20and i asked them what they did for a
32:21living and they said oh i designed home
32:23offices i would say well give me your
32:25card because right now i am redesigning
32:27my home office and i perhaps would like
32:29to hire you now on the other hand if i
32:31went to a cocktail party and i said you
32:32know what do you do for a living and
32:33someone said well
32:35you know i kind of
32:36design home offices or i i kind of want
32:39to design home offices but i don't have
32:40any clients yet and i think i'm gonna do
32:43it i think i'm really good at i have a
32:44little experience but i say hmm that
32:46sounds real good good luck with that
32:48i'll talk to you later way number four
32:51you wanna get client reviews right now
32:53so here's how you can do this you can
32:54offer your services for free or for a
32:56discounted rate maybe for like three to
32:58six clients in exchange for real client
33:02reviews you just have to go out and
33:04hustle and make this happen girl
33:06way number five
33:07get press jillian it sounds like you
33:10have a unique business here i've never
33:12heard of anyone else
33:13helping young people find opportunities
33:15abroad and in all honesty i don't even
33:17really know what that means but i do
33:19know that it could be press worthy if
33:21you pitch it to some local press another
33:23angle is to find some popular bloggers
33:26that serve your target demographic and
33:28see about pitching them a story to do
33:30about you or maybe you can write an
33:31article for them so here's what you do
33:33once you get some press you want to get
33:35those fancy logos and put them on your
33:38media page you know as seen on glamour
33:40magazine or
33:42people.com remember logos impress people
33:46i would love to know about your story
33:48how less than a year ago you were at
33:50this cushy job and why you left to go to
33:53foodbabe.com and do it full time i never
33:56thought i would be blogging and
33:58taking on some of the biggest food
34:00corporations for my daily job i never
34:02thought that would actually be my job
34:04one day when i started foodbabe.com
34:07which was two years ago in response to a
34:09bunch of friends and family that begged
34:11me to share my lifestyle with them my
34:13recipes how i was able to heal myself
34:16naturally about 10 years ago
34:18i
34:20suffered appendicitis and i could have
34:23died from this because the initial
34:25doctor that saw me told me that there
34:26was nothing wrong and asked me to go
34:28home
34:29and at that moment recovering in the
34:32hospital room over the holidays in
34:34december i made a commitment to myself i
34:36said
34:37to make myself my number one priority
34:39and i was living the typical american
34:42lifestyle before that you know i had
34:43just gotten out of school i got a really
34:46awesome job at a top management
34:48consulting firm which i thought was my
34:49dream job and i wanted to fit in i
34:51wanted to eat what everybody else was
34:53eating i wanted to live the lifestyle i
34:55wanted to work the crazy hours so that i
34:56could you know impress my boss and get
34:58promoted
35:00and i didn't realize what a toll that
35:02was going to be on my health and so i
35:04started to slowly teach myself the
35:07habits
35:08on how to live a really clean organic
35:10lifestyle and in this over-processed
35:13world and in this corporate environment
35:15and so slowly but surely i started
35:18developing all these habits and my
35:19co-workers and my friends and family and
35:21everyone around me started wondering
35:23like why is she drinking that green
35:25stuff and you know what's going on with
35:27this lemon water thing she does every
35:29morning and you know how did she go from
35:32being like chubby and kind of just not
35:35really in shape to being in shape for
35:37now over 10 years maintaining my weight
35:39i mean to this day one of my aunts
35:41thinks i got work done really that's
35:44amazing yeah and so you know i started
35:47foodbabe.com in response to their
35:50wanting to know everything that was
35:51going on especially some people at work
35:53they were watching my daily habits they
35:54sat next to me in my cubicle and we're
35:56trying to you know mimic what i was
35:58doing and i was teaching them a lot and
35:59they just loved it and
36:01um they were like you have you know so
36:03much about food you really need to tell
36:05everyone and you need to tell me so i
36:06can tell my mom and and share it and i
36:08said okay sure and so i started the blog
36:10and i remember i had like i don't know
36:1220 25 readers you know for the first
36:15month there's probably like your friends
36:17and your co-workers i think like my mom
36:19and like my best friend read it and and
36:21that was about it and you know prior to
36:23starting my blog i was never on social
36:25media
36:26so
36:27i actually had an intervention from some
36:29friends that said listen you don't know
36:31about anything that's going in our lives
36:32because you are not on facebook fine
36:34and so you need to go on facebook right
36:37now because how are you going to spread
36:38your blog and i'm like oh that's such a
36:40good point so yeah i'll get on facebook
36:42you know and i started twitter and and i
36:45had no social media experience before
36:47that because i was in the corporate
36:48world you know we it was scary to be on
36:50facebook with all your party pictures
36:52you didn't want your boss finding those
36:54totally and so um so i so i got on and
36:58slowly but surely i remember like the
36:59first person who commented that wasn't
37:01someone i knew and i was like whoa
37:03who's this
37:05and and little did i know at the time
37:07but i
37:08developed this power and i didn't really
37:10understand this power at the time until
37:13company started reacting to my writing
37:16and
37:17a lot of things get me energized and
37:19really i'm an activist at heart i want
37:22to fight for the people and i was i was
37:25at this yogurt place that's an organic
37:27yogurt place or quote-unquote organic
37:29yogurt place in charlotte
37:31and they had all this marketing on
37:32saying it was organic and then when i
37:34found out what was really in the
37:35ingredients which was it started with
37:37organic yogurt but they added trans fat
37:39which is you know in a little bit of
37:42amount to eat that stuff can cause heart
37:44disease um
37:45artificial colors made from petroleum
37:47products artificial flavors and then
37:50other crazy ingredients and i was just
37:52like what is going on here this is not
37:54truth in advertising i i need to write
37:57about it so i wrote about it and
37:59immediately the president of the company
38:00reached out to me and took down all the
38:02marketing wow and it's because of not me
38:05writing about it but all the people
38:06sharing it with their friends and
38:08telling their friends about it and being
38:09like watch out and it just went viral
38:13and of course the president heard about
38:15it through their customer service
38:17hotline and you know they listened and
38:20that was pretty amazing at that point
38:21because i realized
38:23okay i have this voice my name bonnie
38:25means voice so i always knew
38:27that i had something to voice growing up
38:30and i was even uh you know nationally
38:32ranked debater in high school you know
38:34and i was just always into research i
38:36spent every summer
38:37researching at dartmouth college
38:40and i would bury myself i mean i quit
38:42the cheerleading team to join the debate
38:44team and so it was like at that point in
38:46t time in in my in my life in high
38:49school was one of the most exciting
38:50times and i was able to bring that back
38:53because i was able to research and get
38:55in and fight for the people and in
38:58debate you weren't really fighting for
38:59the people but you're fighting for your
39:00side yeah and and i've always had that
39:02kind of tenacity about me and so it was
39:05coming out so this is i love this i love
39:07your story and i'm not to interrupt you
39:09too much but i can see the fire in you
39:12and i think it's so interesting also for
39:13our viewers because so many of us are
39:15multi-passionate and there's things that
39:17we you know have a strong skill set for
39:19maybe early on in life and then they
39:20kind of fall away but it sounds like
39:22you've really rediscovered that ability
39:24to
39:25use all the skills you built up as a
39:27debater and bring that into your now
39:29incredibly growing fast growing career
39:32as a food babe so curious tell me take
39:35me to the point where i know it wasn't
39:37that long ago
39:38where you were still blogging but you
39:40also had your job and then you made the
39:42decision that you were ready to leave
39:45your full-time job and do your new
39:47business full-time what was that like
39:49well you know my friends about a year
39:51ago said to me you know bonnie you need
39:53to make a decision you need to do this
39:55full time this is your calling
39:57and i said oh that's so nice of them to
39:59say that it's so great and i wasn't
40:01until i really allowed myself
40:04to
40:06appreciate my own voice and allow myself
40:09to to understand this is why i was put
40:11on this planet
40:13and it wasn't until in all actuality i
40:16found you marie and
40:17um in december you know i i was in machu
40:21picchu in peru and i was reading a book
40:24um and you've had her on here daniel
40:26laporte fire starter sessions
40:28and i love her watched one of your
40:29interviews with her and i was reading
40:31the book at the same time and i just
40:33found you through a mutual friend and um
40:36and i couldn't believe that i was like
40:38where well number one where's marie
40:40forleo been my whole life you know like
40:43why hasn't she been coaching me this
40:44whole time to do my you know passion and
40:47number two you know i was on top of
40:49machu picchu on december 21st the day
40:51the world was supposed to end well i
40:53didn't really think it was going to end
40:54you know there's some shift cosmic you
40:56know i believe in higher power so
40:58um and i made the decision right there
41:00on top of machu picchu and i said to
41:02myself my contract was ending and i
41:04could have gotten another contract
41:05because i'm a management consultant uh
41:08but i said to myself i'm gonna make this
41:09happen i turned over to my husband and i
41:11said are you willing to do this you know
41:14i'm giving up my salary and we're gonna
41:16do this and i'm going to
41:18tell everyone what's in their food and i
41:20want to change the way americans are
41:23eating and the way they think about food
41:25and i'm going to make it my life's
41:27mission and are you on board and he like
41:29looked at me he's like what are you been
41:30waiting for
41:32that's awesome
41:33and so
41:34it was like everybody else was giving me
41:36permission but not myself yeah and it
41:38wasn't until i really realized that
41:41that's what i needed to do
41:42and it was scary i tell you i i landed
41:45back like the first week of january
41:47and i didn't go into an office i had no
41:50boss
41:51i was like what is going on this is so
41:54weird and oh my goodness i got to figure
41:56out a way to make some money because i
41:58got to pay the mortgage
42:00so i started slowly just you know
42:02figuring out uh
42:03uh a way that uh met my values
42:07partnering with the right companies the
42:08companies i already use and buy and uh
42:11have loved my whole life um and that
42:13provide benefit to the world and finding
42:16and reaching out for those relationships
42:17so that i could start you know working
42:19with them and um
42:22and everyone can really live the life
42:24that they want to live and what's so
42:26amazing is i didn't realize this at the
42:28time but if people have something that
42:31they're really passionate about and they
42:33love and they're really good at it i
42:35mean you have to cherish that and you
42:37have to find out what it is that you can
42:39do
42:40to share that passion and no matter what
42:43the money will follow and i never really
42:45like i never really believed that like
42:47oh
42:48i was like no i had to work hard i had
42:50to keep my job you know it was really
42:53um
42:54you know i i was a management consultant
42:55for 13 years of my life and to give like
42:58all that up you know i was successful
43:00too you know and i was just to give it
43:02all up and say bye
43:03was a tough transition
43:06mentally
43:07and
43:08and then
43:09the the thought of going back and being
43:12a management consultant totally freaks
43:14me out and i wake up every single day
43:17right now and i i put my feet on the
43:19ground and i still live in the same
43:21condo or surrounded by the same people
43:23that i used to work with and i walk down
43:25the street and i just smile and i'm like
43:27ha ha i'm not in that cubicle anymore
43:31and there's nothing wrong with being in
43:33a cubicle because there's great
43:34companies that have cubicles but but for
43:37you it wasn't the right match right know
43:39it's a different path yeah i needed to
43:40be using my voice in a way to change the
43:43world and i really think i was put on
43:45this planet to change the world and i
43:47really want to do that a year from now
43:50you'll wish you had started today
43:52now here is why i love this quote i
43:55don't care who you are i don't care how
43:57much you've already accomplished because
43:59every single one of us has got some next
44:02goal or some next creative dream that we
44:04want to bring to life right i mean
44:06everyone has something that they want to
44:08make happen and here's the deal
44:10the next 365 days those days are gonna
44:13come and go no matter what i mean one
44:16year from now you're either gonna be
44:18living that dream that's in your heart
44:20right now and you're gonna be bringing
44:21that thing to life or you're gonna be
44:23sitting on the sidelines like a sad sack
44:25and i gotta tell you i do not want that
44:28for you you're either gonna have made
44:30one whole year of amazing progress or
44:34no progress whatsoever in fact if we're
44:37honest right we might even backslide a
44:40bit because if you don't take action
44:42backsliding is what tends to happen to
44:44all of us right
44:46[Music]
44:48damn marie your beard game is tight
44:52i don't play dude i started this [ __ ]
44:54like a year ago
44:57damn i wish i started then
45:03i'm here to say to you right now do not
45:06short change yourself because when it
45:08comes to the really important things in
45:10life like your business like your
45:12relationships your health
45:14all of it is about the long game those
45:18small steps that you take every single
45:20day as long as you take them now and you
45:22keep taking them they're gonna pay off a
45:24thousand fold down the road but your
45:26life won't change on its own you have to
45:29start taking action today and that's
45:31what this quote is all about look i'm
45:34gonna be honest we all ain't getting any
45:36younger here our time on this planet is
45:39so damn precious you are so damn
45:42precious if there's anything that you
45:44want to do in this world anything that
45:46you want to create or experience or
45:48achieve you have got to stop
45:50procrastinating stop saying tomorrow or
45:53next week or next month or next year now
45:56is the time my friend this moment this
45:59instant now that said here is the cue
46:02that i want you to a
46:05what's the one thing that you want to do
46:07or experience or achieve that a year
46:10from now you will be so damn happy and
46:13proud of yourself for starting today
46:16and this is the most important step you
46:18know me right what's the one action step
46:20that you can take right now to start
46:22bringing whatever that is to life hi
46:24marie i love your show it offers tons of
46:27motivation and inspiration
46:29my cue is this
46:31say my friend
46:32kofkoff
46:34friend
46:34wants to become a business consultant
46:37the problem is this friend has no
46:39experience running her own business
46:40except through reading watching
46:42listening to everything she can get her
46:44hands on about the subject she's
46:46passionate about helping business owners
46:48and she believes she has the know-how
46:51but so what does that really count for
46:53anything when she wants to offer
46:54business advice and get paid for it
46:57with no business credentials to her name
46:59will people really take her seriously
47:02my friend is 20 years old and doesn't
47:04have a lot of cash on hand if that puts
47:06things into perspective thanks
47:08leah i love you for asking this question
47:11for your friend and here's an answer for
47:15your friend
47:20so many people share your dilemma about
47:22the integrity factor of teaching
47:24something that you have no real world
47:26experience in and you got to know this
47:29no matter what field you're in whether
47:30you're starting off in business or the
47:32arts or even being a parent we all start
47:35out at the same place at square one with
47:37no credentials and no experience doesn't
47:40matter whether you're self-taught or
47:41you've got a formal degree until you get
47:43out there and start getting real results
47:45for people i agree you haven't earned
47:47the right to be taken seriously at least
47:49not yet
47:50as for your know-how it absolutely
47:53counts for something but does it qualify
47:55you to charge money not until you take
47:57that know-how and turn it into results
47:59for real clients those are your real
48:02credentials what earns you the right to
48:04be taken seriously and to charge for
48:06your expertise is getting people results
48:09you've got to get your hands dirty and
48:11actually do the work as einstein said
48:14and yes it's a tweetable
48:20the only source of knowledge is
48:22experience
48:24now you may wonder how am i supposed to
48:26get people results when i haven't had
48:28any clients yet the answer consult for
48:31free so i started my coaching business
48:33when i was 23 years old just a few years
48:36older than you and i coached everybody
48:38that would let me for free because i
48:40wanted to get experience i knew that the
48:42only way that i was going to figure out
48:44what worked and what didn't by the way i
48:45had a formal education in this stuff was
48:47to actually have clients and test things
48:50out and also build a list of people who
48:52said you know what marie forleo changed
48:54my life
48:55i was so passionate about life coaching
48:58and figuring out how to be the best
48:59coach that i could be that i would work
49:01with anybody who would agree to work
49:03with me and meet with me on the phone a
49:05couple times a month
49:06so what do you want to talk about this
49:08month
49:10you're going to have to open up if you
49:12want me to help you
49:14no really i understand
49:17so if i were you i would take the next
49:1912 months and work with at least 12
49:22business owners for free and help them
49:24achieve results you said you're 20 years
49:26old and you don't have a lot of cash
49:28well this is really good news because
49:30being 20 is the one time in your life
49:32that you probably don't need a lot of
49:34cash so you got to be resourceful and
49:36get a job or three and you can coach
49:38business owners in the mornings in the
49:40evenings and even on weekends at the end
49:43of 12 months you should have at least
49:45six solid case studies of businesses
49:47that you've worked with that you've
49:48helped achieve results so here's the
49:50thing when you start working with these
49:52business owners make sure that you track
49:54everything really get a clear painted
49:56picture of where they are when you guys
49:58first start out working together and
49:59then what tangible specific results you
50:02help them achieve over the time that
50:04you've been coaching them by the time
50:05you're 21 you'll have more than enough
50:08real world experience to have a
50:09consulting business that you can be
50:11proud of plus if you get any business
50:13owner results they'll happily pay you to
50:16keep going when it comes to having
50:18credentials as a coach or consultant
50:20there are no shortcuts learning is great
50:23but getting real results for real people
50:25is where it's at hi crystal it's marie
50:27forleo and you're live on the marietv
50:29collins show how you doing
50:32i'm
50:33trying not to freak out this is very
50:34exciting no freak out we're gonna freak
50:36out greg come on you're freaking out
50:38hello freaking out
50:42so you can totally feel free to freak
50:44out too
50:45well i'm at my nine to five so i have to
50:47keep it oh you got it
50:49i was like girl i'm in a cubicle
50:51well i just have to say crystal your
50:53voice is like tremendous you have an
50:55amazing voice just thank you
50:58thank you very much you're welcome so
51:01crystal tell us about your question and
51:03we'll try and keep it together and we'll
51:04try and not to make you freak out since
51:06you're out here not to fat to talk
51:09well my question to you which i'm
51:12completely honored that i would even be
51:14considered for this opportunity to speak
51:17to you
51:18i
51:19am
51:21a chef from trade
51:23and i have been
51:26uh
51:26[Music]
51:27a buyer
51:28for a food service distributor for
51:31i don't know as long as i can remember
51:3310 years now
51:34and
51:36i would like to transition into
51:39something more at heart with my local
51:41community because i have this amazing
51:45island that i live on i live in the
51:46cayman islands
51:48and i live in grand cayman which is the
51:50largest island in the caribbean or
51:52cayman islands caribbean and my question
51:56to you
51:58i love personal development but i suck
52:01at follow through
52:02total truth
52:04i am currently raising three young girls
52:07and want to model success by example
52:10having trouble putting my great dreams
52:13of owning my own business as a
52:15restaurant and local agriculture
52:17consultant into an action plan
52:20what action triggers
52:22do you set to get your butt up
52:25and start making it happen yes all right
52:28well crystal great question thank you
52:30for everything that you shared um just
52:33as a point of clarification do you want
52:35to start a
52:37restaurant like a local restaurant and
52:39also become an agricultural consultant
52:42or are those two things you consider
52:43them one
52:44i want to consult restaurants you want
52:47to consult restaurants okay right
52:49okay good
52:51so
52:53here's the big message that i have for
52:55you and this is for everyone first of
52:57all we're going to put links below this
52:59episode and i know you're a fan of the
53:00show but sometimes you know we've talked
53:02about a lot of things over the years and
53:03we have many episodes about follow
53:05through and we're going to put those
53:07links because i want you to have those
53:08mofos on repeat so that's as a little
53:12aside we're going to make sure that you
53:13get that but the big message i want to
53:15say to you my friend is simplify to
53:17amplify one of the challenges that
53:19people have when it comes to
53:20follow-through is they're always trying
53:21to take on too many things they're
53:23trying to do all the things at once and
53:25then they don't do anything but the bare
53:26minimum to just get through life so for
53:29you i'm curious crystal if there was
53:31just one thing that you felt like you
53:33could do each and every day to start
53:34bringing this dream of becoming a
53:36consultant to restaurants to life what
53:38would it be
53:41i think
53:42build
53:43meet the right
53:45make the right relationship connections
53:47yes i'm gonna stop you right there i'm
53:49gonna stop you right there because
53:50that's exactly where i was gonna go with
53:51you too
53:52relationships especially when it comes
53:54to this business or everything question
53:56do you have like a hit list of people
53:58that you would want to develop
53:59relationships with locally
54:01i'm building it great how many people do
54:04you have on it right now
54:07i would say probably about five
54:10i wanted to make it more like 100 i
54:13think
54:15so
54:16what you could do crystal is you don't
54:18have to wait until you have that list of
54:20100 people
54:22literally either today or tomorrow
54:24morning you could just start making
54:25phone calls and developing those
54:27relationships like whoever those five
54:28people are call them email them send
54:31them a dm on instagram send them a soak
54:33smiggle go to their house knock on their
54:35door whatever you need to do and say hey
54:37i'm going to take you out for some tea
54:39or i'd love to have some coffee or
54:40whatever you have to do to start getting
54:43into those conversations do it
54:46the whole idea of starting before you're
54:49ready is one of the concepts that has
54:51changed my life so drastically so
54:53between that and simplify to amplify so
54:55the simplified amplify thing is don't
54:57try and do too much don't try and build
54:58some fancy ass website don't try and
55:00like get proposals together and you know
55:02all these different things that people
55:04do that they think that they need in
55:05order to launch a business you don't
55:07need that all you need is to make an
55:10offer to someone and for someone to
55:11actually say yes you don't need anything
55:13besides that and the way that you're
55:15gonna get to that place is as you
55:18rightly said through relationships so
55:20don't wait until you have 100 names
55:22start with the five that you got and
55:24then keep adding names on so for example
55:26if i were you i start knocking on those
55:28doors virtually metaphorically
55:30physically the first person that you
55:32talk to have a conversation and ask them
55:34who else they know that they think you
55:36should talk to does that make sense
55:37right
55:38yes that makes perfect sense do not let
55:40yourself overthink this
55:42at all that's one of the other places
55:44that we all fall down we overthink it we
55:47want to get it perfect we want to have
55:48everything together
55:50that it is so overrated 20 years will go
55:53by and then you'll be no closer than you
55:54are right now so
55:57pick up that phone the action trigger is
55:59literally like i have to make these five
56:01phone calls today and that's your that's
56:03the big thing for you to do for the day
56:05and the next day next five phone calls
56:06next day next five phone calls don't
56:09have this huge long ass plan you don't
56:11need a big strategy your ass just needs
56:13to get in action
56:15i love it cool
56:17yeah i'm i am on it yes okay well you
56:22promise me crystal to keep us updated
56:24you'll write to the team and let us know
56:25how it's going and if you need it i
56:26cannot wait gentle but loving kick in
56:28the butt we can give it to you
56:30definitely definitely greg do you have
56:32anything to say to crystal i'm here with
56:34greg who you know
56:36hey hey love no i i can so relate to
56:39this because i'm very very similar and i
56:41think it's just the overwhelming task of
56:44having so many tasks or your what to do
56:46list is so large that you sit in a space
56:49of oh my gosh what do i do
56:51so that's simplified to amplify like
56:54ding ding ding ding that five little
56:56person list even in my life i'm like yes
56:59i can handle five mm-hmm i can do five
57:01yeah yes and then those relationships
57:03like sitting down talking with people
57:05like who else do you know i would be so
57:07afraid to ask that question but it's
57:08like okay that could help build my list
57:10okay that's easy yeah so crystal you
57:12have you got this that's right you got
57:14everything that you need right now so we
57:16will follow up with those follow up how
57:18to follow through episodes but honestly
57:21girl don't worry about action triggers
57:23it's like you get up you do it you don't
57:24think about it you do it again and
57:25before you know it your business is
57:27going to be off and running
57:29i'm so excited looking into creating a
57:32um clothing line for um maybe like
57:35studying for women
57:36so i'm really right now i'm in the
57:38learning process i'm doing pretty much
57:40anything that has to do with uh i've
57:42been doing an internship in a bespoke
57:44place um i'm also working at a
57:47e-commerce place that's suiting for men
57:50and i want to be able to do it for women
57:52and men
57:53my question is there are so many brands
57:55out there that do it um even for the
57:58queer community or
58:00for women who want to dress more
58:01androgynous and my question is you know
58:04how can i differentiate myself from them
58:08um is for example um would it be pricing
58:11because i believe that a lot of brands
58:13do
58:14high prices maybe like twelve thousand
58:16fifteen hundred for
58:18um for a suit i'm sorry two hundred to
58:211500 and if i lower my price would that
58:24um be bad for my branding um like lower
58:28its quality in eyes of the people
58:31yeah well this is such a great question
58:33um and first of all i'm so excited about
58:36what you're excited about creating
58:39i am someone who actually really loves
58:42to find
58:43suiting and to find clothing that can be
58:46either for men or for women so i'm
58:48personally excited to see more of what
58:50you create so a couple things that i
58:52want to cover right now first since you
58:54are in the learning phase i think this
58:56is awesome that you're asking these
58:57questions and i would advise this to any
58:59business owner when it comes to pricing
59:01in particular
59:03what's good is to take a step back and
59:06really think about how you want your
59:08business to live and breathe and behave
59:11in the marketplace so for example as you
59:13know there are high-end brands right i
59:16like to call them expensive but worth
59:17it.com they make a decision that they
59:20want to have very high margins that they
59:22want to serve a particular community and
59:25that can be a very wise business move
59:27now of course there are other businesses
59:29who say you know what and i'm going to
59:30use some examples here that aren't
59:32necessarily related to fashion but just
59:34to give us concrete examples so we can
59:36have them clear in our minds
59:38if you think about a company like a
59:41target or a walmart for example one of
59:43their strategies as a brand is to give
59:46the lowest pricing possible but that
59:48requires a certain amount of volume and
59:51structure and that is their strategy in
59:53the marketplace so one isn't inherently
59:56better than the other but it is about
59:59making a decision that you feel is true
1:00:01for your heart so
1:00:02in our business for example because this
1:00:05is a business the only way i can make
1:00:06free content like this is because we run
1:00:08a for-profit business and we have
1:00:10healthy profit margins so i like to
1:00:13lean into for me and again this is a
1:00:15personal choice the more expensive but
1:00:18worth it category i'm either going to
1:00:20charge a fair and good amount of money
1:00:22for something that is paid so that way i
1:00:25have the margins to then do other things
1:00:27that are free
1:00:28for communities that i want to serve who
1:00:30wouldn't otherwise be able to invest so
1:00:33i can give scholarships we can do
1:00:35philanthropic initiatives and we can
1:00:37produce some of the best free content on
1:00:39the planet because we can afford to do
1:00:40so so how does this relate to you
1:00:42i want you to really step back and think
1:00:45for yourself mariana think about how you
1:00:48want your brand to feel and behave in
1:00:50the world who do you want your your
1:00:52folks to be who you serve um and you
1:00:55don't have to answer this right now but
1:00:56that's how i want you to start thinking
1:00:58the other thing i want you to do is to
1:01:00start paying attention to the numbers
1:01:02you know since you're doing an
1:01:03internship you're working in some
1:01:05e-commerce you're getting exposed to
1:01:07these types of businesses start to
1:01:10gather some intelligence and research
1:01:12about what it costs to make and produce
1:01:15the type of clothing that you may want
1:01:18to because if it is going to be a
1:01:20business the numbers have to make sense
1:01:23and one of the things that i've noticed
1:01:25that happens particularly with women
1:01:27this is not certainly across the board
1:01:29i'm going to make a broad generalization
1:01:31but from my experience with working with
1:01:33almost 40 000 business owners at this
1:01:34point the vast majority of women we tend
1:01:37to under charge we tend to undervalue
1:01:39ourselves and we tend to squeeze
1:01:41ourselves so tight
1:01:43and there's many reasons for this that
1:01:44we won't get into but i'm always always
1:01:47encouraging my female business owners or
1:01:50anyone who tends to have these
1:01:52tendencies to create larger than they're
1:01:55comfortable with profit margins because
1:01:57they're probably not even large enough i
1:01:59challenge people to get to a place where
1:02:01it's actually more healthy not
1:02:03exorbitant so those are a few things
1:02:06that i want you to really think about
1:02:08then when it comes to the last piece how
1:02:10do you differentiate yourself well
1:02:13when you understand how you want your
1:02:14brand to behave in the world and that's
1:02:16connected to your heart when you
1:02:18understand the numbers so it makes sense
1:02:20where you could be profitable then when
1:02:22it comes to differentiating your brand
1:02:24that becomes the fun creative part then
1:02:26it's about telling a great story then
1:02:29it's about talking about why you're
1:02:30starting this company it's about finding
1:02:32partners and perhaps influencers in the
1:02:34marketplace who could wear some of your
1:02:36clothing or who embody the values and
1:02:39the identity of how you want your
1:02:42business to behave the values you want
1:02:44it to stand for the kind of people you
1:02:45want to align with that's how you
1:02:47differentiate yourself it all is very
1:02:49organic
1:02:50it's all from your heart and your soul
1:02:53and what you believe because i think one
1:02:55of the most important things about
1:02:56business especially now and moving
1:02:58forward in the future it's not just
1:03:00about what you sell it's about what you
1:03:02stand for and i can hear in your
1:03:04question and who you are you stand for
1:03:07so many good things that we need more of
1:03:09in this world so you're going to want to
1:03:11put that story to the forefront i'm
1:03:13going to pause for a minute because i
1:03:14hear greg and i know you can't see him
1:03:16because you can only hear us right now
1:03:18but greg i can see him not his head up
1:03:19and down
1:03:20well i just love this question period
1:03:23because like i even in in your
1:03:25delivering of info marie i'm having so
1:03:28many aha moments right i don't have a
1:03:30fashion brand i have a product of hair
1:03:32and i get sometimes like oh should i
1:03:34charge this can i charge that but you're
1:03:36right because i go and speak at other
1:03:38events and i don't charge for it so it
1:03:40just almost gives you that breath of
1:03:43okay i'm worth it so that you can go
1:03:46serve your community the way you want to
1:03:47serve your community absolutely girl
1:03:49good question on that one thank you for
1:03:51asking this one
1:03:52does this resonate for you darling
1:03:55yeah this answers my question so much so
1:03:58i wanted to ask you so um
1:04:00of course i'm a v-schooler and it's been
1:04:02so great i'm learning everything and i'm
1:04:04like getting the clear idea of what my
1:04:06customer would be um so now for example
1:04:09i'm going to say that my product is
1:04:11worth a higher price
1:04:13maybe i will not target a younger um
1:04:16professional base of people because
1:04:18maybe they will not be able to afford it
1:04:20but maybe more of like the more mature
1:04:22women in the workforce that's right from
1:04:2430 to 50. that's right and you know what
1:04:26you can also do here's the thing that i
1:04:29love about business these days and i
1:04:30love that you're a b-school and i love
1:04:32that we'll be able to work with you on
1:04:33this as you keep moving forward because
1:04:35you know you're a b-schooler for life
1:04:36this makes me so thrilled anyway what i
1:04:38want to say is this
1:04:39for people who are like but wait i want
1:04:41to serve people that don't have the
1:04:43money to afford what i want you can
1:04:45always still do that so mariana for you
1:04:47you can have perhaps a certain times of
1:04:49the year or certain special codes or go
1:04:52into particular local communities where
1:04:55you know that younger women who may also
1:04:57resonate who may want a great look you
1:04:59can go and do that in a myriad of ways
1:05:02right there's like a special discount so
1:05:04for example i belong to a particular
1:05:07place here it's in new york city it's
1:05:09all around the world it's a place called
1:05:10the soho house and it's almost like a
1:05:12co-working space or a club and i was on
1:05:14the membership committee for a little
1:05:15bit and one of the things they would do
1:05:17is they would have a special rate for
1:05:19young people for people just starting
1:05:21out and they would have these certain
1:05:23times of the year where people can come
1:05:25in but if someone's just out of college
1:05:27if you know someone's scraping to get by
1:05:29again for you there might be certain
1:05:31communities that you want to partner
1:05:32with at certain times a year so it's
1:05:35never about saying oh just because
1:05:37people can't afford it that i'm not
1:05:39going to serve them very much like how
1:05:41we do there's people who will never buy
1:05:43anything from us yet i'm not leaving
1:05:46them out we're delivering the best free
1:05:48content we can every week does that make
1:05:49sense mariana
1:05:51yeah absolutely um from
1:05:53your videos and everything in um your
1:05:56e-letters
1:05:58i i do get it so
1:05:59i can do both then i'm happy actually
1:06:02that i can get to do both that's right
1:06:04and you can find all kinds of creative
1:06:05ways you don't have to make that
1:06:06decision in advance you can try a pilot
1:06:08program see if it works then you know
1:06:11later in the year try something else and
1:06:13through that process of experimentation
1:06:16through creativity through talking with
1:06:18other people you will find a way to have
1:06:20both a profitable business that really
1:06:23actually works and is sustainable and
1:06:25meaningful in a way that makes sense to
1:06:27you
1:06:28wasn't that amazing now if you or
1:06:30someone you know ever gets stopped by
1:06:32lack of money or lack of know-how you
1:06:34have got to watch this next episode
1:06:37right now it's called how to start an
1:06:38online business with no money or tech
1:06:41knowledge click it watch it down
1:06:44have you ever wished you knew how to do
1:06:45something and not done it because you
1:06:47didn't know how to do it
1:06:49this condition can be devastating
1:06:52but
1:06:52there's a cure

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