May 30, 2025 • 28 mins
Step up your communication game with this episode where Sharyn and Hank explore the art of public speaking for small business owners. Discover effective techniques to overcome anxiety, engage your audience, and communicate your message with confidence. Whether you're pitching to clients or presenting at conferences, these tips will help you leave a lasting impression and elevate your business visibility
Listen on Podbean:
https://brainworkframework.podbean.com/
Connect with Sharyn & Hank Yuloff:
Company Website: https://dataspeaks.ai/
LinkedIn: https://www.linkedin.com/in/zekecamusio/
Connect with Chris Troka:
LinkedIn: https://www.linkedin.com/in/christopher-troka-3a093058/
Website: https://focused-biz.com/
Website: https://christroka.com/
#brainwork #framework #business #entrepreneurship #publicspeaking #communications
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
No way to complete sentence.
(00:01):
Yeah.
You can clearly just say no,or, or that's not my expertise.
Refer someone else.
It isn't so much that you have to stayin a lane, it's that when you're working
on your messaging, you have to know whothe ideal audience is for that message.
Right?
Or client based.
And our referral partners is quite broadwhen you're looking at demographic.
(00:22):
But we can't craft one messagethat's gonna speak to all of them.
No one's gonna feel likewe're talking to them.
So we have to think,okay, for this particular.
Post or blog or ad or promo piece,whatever it is, who's our ideal recipient
of that message and what's that message toattract that, that's where the niche is.
It isn't that we necessarilyhave to niche the whole business.
(00:44):
It's the messaging has to be niche.
You are listening to Brainwork Framework,a Business and Marketing podcast,
brought to you by Focused-biz.com.
Welcome back to anotherepisode of Brainwork Framework.
With us today is Sharon and HankYuloff with Yuloff Creative.
They are small business coaches withan expertise in marketing, sales,
public speaking, and human resources.
Basically the four areas where mostbusiness owners say that we struggle.
(01:07):
Sharon and Hank, so great to have you on.
How are you guys doing today?
Great.
Wow.
Y'all should have heardthe first hour of this.
We were going and we've just beentalking and getting to know each other.
The first hour was amazing, Chris.
I'm looking forward to the second hour.
This happens more often than people think.
We don't get in and pressthe record button right away.
We just kind of warm up.
Suddenly, the hours pass and we shouldprobably get to recording a little bit.
(01:28):
I get it.
We do a podcast and it's supposedto be seven minutes, 21 seconds
because our anniversary is July 21st.
So most of ours are right in that realm.
We were on, what was it?
The 30 minute hour.
Yeah, the 30 minute hour podcast andat about the hour 45 mark, I was like,
Hey guys, we've been going a whileand he was like, Nah, it's our show.
(01:51):
So we had them on our podcastand I made sure we went exactly
the same amount of time.
Nice.
I tell you, when you just get theseconversations going, it just keeps going.
Time doesn't matter anymore.
You just kind of get lostinto it but that's what I love
about these podcast sessions.
Again, the conversation and then theaudience now feels that energy too.
(02:12):
So we'd love to both welcome you onbut tell us more about your journey.
What were you guys doing before?
How long have you beendoing what you're doing now?
All right, so 30 thanksgivingsago, My family was one of those
that went around the table.
And what are you thankful for?
And it got to me and two weeksbefore that I was a regional
(02:32):
manager for a national company andthe national sales manager had quit.
Which, okay, job's going to be a littleharder but the owner of the company
installed his son as the national salesmanager, his son who had two months with
the company had just graduated collegeand had never been a sales person.
(02:52):
Oh boy.
Oh, so perfect quality.
Very experienced.
Perfect.
So that had just happened.
Now, rather than bring that all tothe table, I said, things are great.
Marriage sharing me great.
Love it.
And I'm trying to pass it on to mysister and my mom said, well, wait
a minute, Henry, tell me about work.
So I got to share that and shesaid, what would it take for
(03:14):
you to start your own company?
Cause it was a promotional productcompany, putting logos on stuff.
What would it take foryou to start your own?
And I very flippantly need anew fax machine because the fax
I have belongs to the company.
For those of you that are younger.
Faxes are how we used to sendpaper from one place to another.
(03:36):
Still do.
It was magic.
We no longer have a fax machine.
No,
we don't.
They're all digital nowbut they still exist.
It's at least the most secureform of communication, still
used in medical practices.
So it's not that outdated.
Oh, in the promo industry, I'llcome back to the story, I promise.
In the promo industry, I'll talk tosome different people at factories
that manufacture this stuff.
(03:56):
I'll say, do you still getfaxed orders every day?
And they look at me like yourgeneration hasn't died yet.
So we still have a fax machineand they handwrite their purchase
orders and they handwrite theirartwork and expect us to do.
Anyway, I need a new faxmachine and she looked at my
dad and said, write him a check.
Two weeks later I was gone, started myown company and oddly enough, out of
(04:21):
the 14 regional managers within a fewmonths, we had all quit, started our
own very friendly competition becausewe're all in around the country,
no internet in those days, right?
So we were all incrediblyfriendly competitors.
Hey, I know you just started.
How did you do this?
And so that started then about 15years ago, one of I always knew
(04:46):
there was the thing that sets youapart, we all need that thing.
I'm selling you your stuff butyou also get a marketing brain.
So I would help clients with marketingand you're gonna be going to a trade show.
Let's talk about how to usethis stuff the right way.
And I would do trainingsfor their employees.
At the trade show do this and follow up.
(05:07):
Yeah, it was leveraging into coachinghad a client that needed HR help, so I
dragged Sharyn, kicking and screamingfrom the entertainment business to see how
it would work with her handling that andthe office stuff and she never went back.
Here we are.
Yeah.
And since then, we usedto have very specific.
(05:28):
Lame.
Lame.
Yeah.
I wouldn't touch HR, I still trynot to because my default HR is fire
them and find somebody else whichis fine but just document first.
Yeah, I had to learn that.
I had to learn that part but now,whether it's marketing or sales or
systems we both work with our clients.
I'm probably more of messaging,Sharyn is much more of the systems.
(05:51):
If somebody says, haveyou heard of this tool?
Probably.
Sharyn invests way more timelearning all the different stuff.
Oh, yeah, I know those 72 different CRM.
Sure.
Let's discuss those and Ijust look at her in awe.
You've heard of that?
Heard of it.
I don't use it.
I can give you the basics
but it's kind of the naturalprogression, starting off with promo
(06:12):
materials, you were leaving a companyyou weren't fully satisfied with.
Starting your own friendly competitionwith them and then over the years, kind
of using each other's assets and skillsets to bring it to the table cause
our minds, we can't know everything.
That's why we hire experts and allowsomeone to kind of, this is your area
of expertise, you just run with it causethere's so many things to learn but
(06:33):
it's kind of that natural progressionis, sure we help with promo, we can
do that top of funnel stuff but soundslike you need a little bit of help with
a little bit of everything else, so.
That comes with more clarity and directionand that coaching service helps with that.
When we were still in Los Angeles,it worked really well that way.
But as we moved 10 years ago, we moved toSedona, Arizona and we made a conscious
(06:54):
decision because if we're dealing withthe stuff that tends to fall in my lap.
That's not sharing us deal that andnot till it comes to collection.
It isn't the fun part of our businessthe fun part of our business coaching.
So, when we stopped promotingit, we made a decision because
there were two messages.
Yes, we can put your logo on stuffand we can be your business coaches.
(07:17):
It's like, trying to promote bothat a mixer doesn't work well.
So we didn't promote it at all whenwe were in Arizona, oddly enough,
we still got clients because we'dsell it to our coaching clients
and they would tell friends.
And then we moved to Maryland and thesame thing, we still don't talk about
it but other than, we've still gothalf a dozen to a dozen clients for
(07:41):
promo stuff that they just hear aboutit or when we give them something.
Oh, where did you get that?
Well, we can get it for you.
It kind of naturally progresses into thatconversation and I think for most of us,
as much as we try to either niche down orspecialize in a specific offer, it always
seems like we're kind of getting ropedinto other projects for these businesses
because it's like one we want to help andwe want to be the person to help you but
(08:05):
how do we find that balance between, thisisn't something we want to invest time
in and not that we don't want to help youbut it just isn't a good use of our time.
How do we find that balance whentrying to work with clients?
Easy.
Well, that's a different, huh?
Yeah.
I mean, no is a complete sentence.
You can certainly just say no or that'snot my expertise to refer someone else.
It isn't so much that youhave to stay in a lane.
(08:28):
It's that when you're working on yourmessaging, you have to know who the ideal
audience is for that message, right?
Our client base and our referral partnersis quite broad when you're looking at
demographics but we can't craft onemessage that's gonna speak to all of them.
No one's gonna feel likewe're talking to them.
So we have to think, okay, for thisparticular post or blog or ad or
(08:50):
promo piece, whatever it is, who'sour ideal recipient of that message?
Now what's that message to attract that?
That's where the niche is.
It isn't that we necessarilyhave to niche the whole business.
It's that the messaging has to be niched.
Absolutely.
The other part is you just chargea crapload for what you want.
We do graphics for some of our clients.
(09:11):
I've designed logos for years and years
and when somebody asks me, oh, I'mstarting a business, can you do my logo?
Well, if you're a coaching client, sure.
Well, I can't afford that yet.
Okay, you can't youchoose to not afford it.
How much for a logo?
A thousand bucks.
Sure.
What about if I do it on an hourly basis?
250 an hour?
For our minimum
(09:32):
thousand bucks?
However you want it.
If it during COVID, we had anepiphany, like most other small
business owners that year, our mottobecame, if it doesn't get comfortable
being uncomfortable and we're allreally uncomfortable that first year.
Were you using this?
To do a lot of our clientsand they didn't care.
(09:53):
Skype is now going todisappear in a few months.
What a huge missed opportunity.
What did Microsoft pay,8 billion for that app?
I can't believe it.
Wow, they're just throwing it away.
That's right.
And now Zoom has become the verb.
So It was Skype.
Yeah.
Right?
It took over really quickly during COVID.
And after that, our motto,and it still is, if it doesn't
(10:16):
bring us joy, we don't do it.
Sharyn said it earlier.
No is a complete sentence.
Do you guys feel like doing it?
No.
Just not a fit and it's importantthat's something you realize
further into business where youno longer are really chasing every
lead that you could possibly get.
And unfortunately making not theideal fit always it's better to say
(10:38):
no and you learn that down the road
and we get to do thingswe want to do in April.
We are not saying spending.
We're investing two days in Washington DC.
We're acting as lobbyists,a lobbyist group for the
promotional product industry.
We're joining a whole bunch ofothers in that business and we're
going to go talk to Congress.
We're not going to get business out ofthat but it brings me joy to support an
(11:01):
industry that has done really well by me.
It set us up to be in businessand it supported our business
for literally decades.
So giving back is important.
We now get to do that.
It brings us joy andSharyn's mom is in DC.
So we'll see here while we'rethere, it all just works.
It works together so well when you'renot just hunting for business but you
(11:26):
understand there are certain parts.
Every one of us that are entrepreneurs,we started our business to serve our life
and have the life we want and for so manyof us, the business takes over and all
of a sudden don't have the life you want.
If we want a couple of daysto go be in D. C to meet with
Politicians, which brings us joy.
(11:46):
They're putting us in the offices.
Yay.
I never thought I'd hear thatfull sentence all together.
Look, a lot of people say they'renot interested in politics.
That's fine.
Politics is interested in you whetheryou're involved one way or another, it's
part of your life, so you might as wellIt's just the road you drive on, right?
That's part of government.
They didn't magically appear.
(12:07):
They didn't grow.
I just miss the days where the politiciansdidn't have to be incentivized in
order to pass legislation to help thepeople that elected them but that's
just the world we're in and sometimes
the wheels need to be greased.
Yeah.
Let's see, I'm going to tell a storywithout getting political at all.
I was having a conversation in Los Angeleswith an elected official and it was at a
(12:32):
chamber of commerce event and I happenedto notice, I said, you just got elected
by 30 points, you ought to take thatout for a spin and what's your agenda?
And we talked about a couple of things andthree weeks later I noticed he submitted
a bill for it and I was like, Way to go!
Now, I didn't particularly thinkit was a great bill but damn!
Way to step up and take some action!
(12:53):
That's something that holds us backwhether politicians or business owners.
Whether it's the fear of changejust taking action can be a struggle.
I feel like we're always thinking,maybe just one more YouTube video,
one more course or one more book.
I need to read that will give me thataha moment that what inspires us to
truly take action, how do you inspireyour clients or even for yourself?
(13:14):
Wow, you're right.
Part of it is there, yes, there's a lotto read or listen to but if you're not
taking action on what you've read and nowyou're just reading or listening to the
next thing, it's a missed opportunity.
So before you read or listento the next thing, what's the
one thing I can implement?
And if there's nothing, if Itturned out to be a waste of time.
You were looking for that goldnugget and you didn't find it?
(13:35):
Okay, that's fine but at least takethe moment to evaluate, Is there
something here I can implement?
Did I learn something I can implement?
Rather than just naturallyjumping to the next thing.
The next YouTube video gotpopped up on my screen.
I'm just going to listen to that next.
Well, wait!
Take a breath.
Is there something I can implementfrom what I just listened to?
Tell you what Chris, before you start yourbusiness, here are eight business books.
(13:59):
Go read these and then you'll be ready.
The only eight books you need.
Yeah.
Now, the odd thing at theend of every chapter in all
every book there is a step.
Thank you for that.
Some people are lost at the end ofthe chapter, like, what do I do next?
Well, okay, read the next chapter right?
Yeah.
Your audience is entrepreneurs,business people, right?
(14:22):
Let's just, Hey folks.
Roughly 1 percent of the U. S.population are authors, 1 percent
have written a book or less.
Most of those, if they're nonfictionbooks, are business owners.
So your audience, by and large,they're a whole lot of authors.
We all use our books, ifwe were taught properly.
(14:44):
Holding his book right overhis heart, where people could
easily see one of the titles.
We were all taught how to use our booksas promotional pieces for our business.
So, inside the book, there's adozens of ways where they can
figure out how to connect with us.
So if you're writing books andyou're not making it a tool on
(15:07):
how to get connected with you.
Learn from my lesson because we had acoach and I said, why does your book
have all of these sales pages inside it?
And he looked at one ofours and he goes, huh?
This is a really nice book.
How many of these doyou think are out there?
A couple thousand probably.
And he looks at me again, looks at thebook and goes, Penny, there's no way
(15:27):
for somebody to find you in that bookand he hands it to me and walks away and
I'm like, Okay, I learned that lesson.
Gah!
So, we changed that bookand every other book.
There are sales pages.
If you want more help, reach outto us and almost every day somebody
is sending us an email, Hey, I'mreading this particular book.
I saw in this chapter andwe answer, send it back.
(15:51):
And I would prefer that people makejust any sort of attempt to really
just put themselves out there.
It almost feels like we're trying tomarket ourselves and get out there while
also being hidden and a lot of people arekind of afraid of either the spotlight or
they're like, I can't be too successful.
What's kind of holdinga lot of people back.
Have you ever experienced thatbefore or heard from others?
Usually it's on social.
(16:11):
They don't want to fill out their profilebecause they're going to get spam calls.
You absolutely accurate but you alsomight get folks that are clients,
customers, referral partners thatalso want to reach out to you.
How badly do you want those potentialclients, customers, referral partners?
Is it worth it to you to put up withthe robo calls and telemarketers?
(16:32):
We think it's worth it, right?
It's a number we don't recognizeor it tells me it's potential spam.
So that's a voicemail.
If it's a real person,they'll leave you a voicemail.
You can call them back.
If not, you either just save time oryou hit delete and delete the voicemail.
Karen has done it two times andshe mentally had the conversation.
We're talking to Chris Troka.
(16:53):
We're not going to talk.
We're busy.
It's just like not the right opportunitynot the right time but that's okay we
need to put ourselves out there in orderfor other people to be able to see us and
even including calls to action Some sortof contact information within your books.
It's gonna be important after 30Thanksgivings in business Tell me more.
(17:14):
What's been the most effectivemarketing strategy for you?
You started with promo items butyou also deal with referrals,
relationships, maybe past clients.
Are you guys running ads?
Are you doing blogs?
What's your marketing strategy?
That's been most effective.
Talking to people, whether thatmeeting at chambers and doing
one to one or being on webinars.
We collaborate with score across thecountry and do webinars for score.
(17:37):
That's probably been the best.
I don't mean score specifically.
I just mean being out there andmeeting people, whether it's virtual
or in person when we're in Arizona,we would be in L. A. Almost every
month speaking to various chambers.
So we've had that drive ahead of us.
Interesting.
Now we can just hop on a zoom calland we don't have to get on a flight.
It makes things a little bit easier and itreally takes down on the travel time too.
(18:00):
Yeah.
Now our cats are happyon the other side of it.
I don't know many people that have said,Oh yeah, I can be just as effective
closing on a zoom group to zoom as I am.
If I'm in the room that has not translatedand by the way, if it's working for you
that really well, I'd love to talk to you.
(18:21):
If you can get on a zoom with 200 peopleand close as many as you did, if you were
in the room with with 200 people you'reway better than me glad to admit it.
But I also want to learn what you'redoing cause I haven't seen it yet and
all of the people that we have followedforever, they still want to be in a room.
There's just some things in businessthat it's either going to be hard
to shake either just the normalcommonplace practices that we've had.
(18:46):
Either there will be a shift or therejust won't be, we'll go back to more
in person face to face style meetings.
Of course, video is great but again,when you're closing higher ticket deals,
sometimes you need that one on oneface to face meeting with the person.
There's nothing that can replace that.
And we know that.
We realize that we embraceit for better for worse.
(19:06):
It's okay.
Since we still have a quote fanbase in L. A. ten years after we've
moved in Arizona and now we'rebuilding it again in Maryland.
Yeah, that's real fun.
Build your in person base again
for the third time.
I know it's not fun tryingto feels like you're starting
fresh and to start over again.
(19:26):
It's not always fun but you havetwo great locations that are
always already and trust you.
So I feel like you could at leastpick up a few clients there while
you're focusing on your home base.
Oh yeah.
And we have clients throughoutthe English speaking world.
It's not like they'reonly in those three areas.
Yeah.
It's just that those are the three areaswhere they know us, flesh to flesh.
But when we moved to Maryland,it's like, okay, what do we do?
(19:48):
Well, which chamber of commerceis the best in the area?
Let's join it.
Start over.
We actually joined a few and thendropped the ones that weren't
as there are several in our areathat are dead and don't know it.
And it's okay to cut your losses too.
You just realize, hey, this isn'ta good return on investment here.
As long as you are beingconsistent in the testing.
So for us, when we join achamber of commerce, we put all
(20:11):
their events on our calendar.
We actually attend those events.
We know too many people that join anorganization, chamber, rotary or whatever
and then they never attended anywhere,they don't go to any of the events
and at the end of the year, therewas no ROI because you weren't there.
So, as long as you're beingconsistent and going and attending
and meeting, then, by all means,before you renew, re evaluate, right?
(20:32):
But if you're just re evaluating justbased on the dues and you never attended.
That's just not a good evaluation.
Don't renew if you're never going to go.
Absolutely.
But then we would have said don'tpay the dues in the first place
if you were never going to go.
Look, we know the process.
And when we moved to Maryland, it'slike we're joining the chamber.
What goals do we have?
And I set a goal.
All right, I'm going to be on thatboard in less than four years.
(20:56):
Sure, why not?
Go into a brand new area andbe on the board of directors
and and looking at their board.
Hmm.
Okay.
Yeah.
Four years.
Good luck to me.
Year and a half later.
I was on the board.
The same process thathappened in Los Angeles.
The same process should happen in Arizona.
The question we see all the time.
If you were dropped here,how would you start?
Okay.
Well.
(21:17):
It's just faster the next time becauseyou are a you already have experience.
So you could do it faster but also becauseyou have experience they want you sooner.
Yes experience may have been in LAin Arizona But Maryland still wants
that experience of being on a board.
Being on the board is thesame no matter where you are.
When I started my career In HR and officemanagement, I was in entertainment and
(21:38):
I was recruited by a financial servicesfirm and I said to the guys that were
the partners that were interviewing me.
I'd love to work with you but I don'tknow anything about financial services.
I come from entertainmentand their response was.
HR laws are the same.
It's the same state, right?
The office machines are the same.
I don't care if youknow financial services.
We know financial services but wedon't know HR law and we can't seem
(22:01):
to get our copier to work properly.
And we want to swear at our employeesand for some reason, they don't like it.
Who would have thought?
So it's the same concept, right?
It's a different town butthe systems are the same.
The process is the same.
People still want people with experience.
So it does speed up the process.
Absolutely.
(22:22):
Now Sharyn and Hank, where can people findyou online and get connected with you?
Pretty much anywhere they want.
If they can't find us, they're not trying.
We're on YYulofff Creative everywhere.
Tell you what.
Let's do this.
Since I held up a couple of books we'regoing to give you anyone that's watching.
We're going to give youany one of our books.
Wait, I don't know what books they have.
Yeah.
Go to Amazon, type ourname and pick a book.
(22:43):
Let us know.
But here's the deal.
If you say you're in business with apartner, you want partners and everything.
You're your guide to running a successfulbusiness without ruining your life.
We're happy to send you the PDF of this.
If you're an overwhelmedentrepreneur and want both of them,
You're going to have to go back.
You have to watch another episode ofbrain work framework and you have to
say, look, I was listening to Chris.
(23:06):
He interviewed this person and it wasall and you have to basically give
us a book report on another episode.
Yeah, a pod report.
We have eight books.
If you give as many episodes ofBrain Work that you watch and you
tell us, you know what Chris wastalking about, you're a golden nugget.
Yes.
We will send you a bookfor each one that you do.
(23:27):
So if you go watch eight podcastsand we'll send you eight books.
It's really that simple.
What an offer.
That's incredible.
You guys.
So, yeah, thank you.
So just send an emailinfo at you love creative.
com.
So, for those of you that don't wanta sales pitch, being getting coaching.
If you want a half hour withus, the questions we always
hear is what do I do first?
(23:48):
And then how do I get there faster?
So our calendar is howto get there faster.
com.
It'll ask you a couple of questions.
So we're ready and we giveyou a half hour for free.
Here's our entire sales pitch.
This is what you're going to hear.
Do you want to talk about coaching?
You should go to company marketing plan.
com.
I'm really trying to sell our coaching.
(24:09):
You can tell and they can go there.
Look at our coaching program.
If they like it, they come back.
We give them twenty nine minutes.
Fifty seconds of how canwe best help you today?
That's always the first question.
How can we best help you today?
Nice.
Excellent.
And we'll have those links availabledown in the description and the show
notes so everyone can get connectedand take advantage of these incredible
offers and I love how you reworkedit back into helping the podcast host
(24:33):
to help you, which is super cool.
That is a very creative way tobring and build relationships.
Look, you have us on your show.
The least we can do is help people get toknow who you are and be more involved and
I think that it's not like we're gonnagive, we're not having them do something
they're not going to get something out of.
(24:54):
They're going to hear seven otherentrepreneurs and they might get, Oh
my gosh, something that will help them.
Oh, gee, Hank, that's horrible of you totry and make me be better in business.
How dare you?
Why don't you just send meall of your books without it.
No is the complete sentence.
It is.
I love that.
It's beautiful.
(25:14):
I'm very creative and it buildsrelationships and helps a lot
of people out and I think againjust the the golden nuggets.
Aha moments that they could get Justfrom listening to a single episode, I
think, could be very helpful and thenthey get an even more valuable book
in the end catered exactly to them.
And then I'm sure your other guestsprobably offer free things too.
Oh my God.
(25:35):
All you have to do is watch BrainworkFramework and you get all this free stuff.
You can unsubscribe from all of theother emails that you get every day.
All you have to do is tune in to Cris.
That's all you have to do.
Just one spot for it all.
It's perfect.
We just made it simple.
Love it.
Now, Hank and Sharyn what is one thingthat you would either tell your younger
(25:56):
self about business or marketingor advice to other entrepreneurs?
What one thing should theytake away and run with?
Let's see.
Consistency is a good one.
Look, we just helped you getconsistent to listen to Brainwork
Framework, rewarding you, alright?
Be consistent in what you're doing.
Being consistent in updating your websiteso that the search engines realize that
your website is there to generate revenue.
(26:18):
Be consistent.
Post on your social media every day.
Not all of the platforms, just the oneswhere your audience is hanging out and
where they're actually looking for you.
Yeah.
I mean, they may be hanging out butif they're hanging out to look for
Recipes and you're not a restaurant,a chef, a nutritionist, then that's
not the right platform, right?
So the platform is actually lookingfor you and then be consistent
(26:40):
with your calendaring as well.
We all create to do lists but thoselists get really long and then at
the end of the day, I didn't getanything done on my to do list.
Well, did you put that on yourcalendar to actually get it done?
Because if you put it all on yourcalendar, you're going to realize that's
way too many things to do in one day
and then it could be more realistic.
Every Monday we have a mastermindcall, mastermind zoom for any clients
(27:02):
that want to come on, here it is.
If you have questions in addition toyour private coaching, look, we are here.
It's our office hours.
In order of you come in theroom, we handle whatever it is
you're dealing with that day.
The reason we do that is because wealways wish when we went into coaching
programs, it was something like that.
So we created the coaching programthat we wish we had always found.
(27:24):
If we had a coach that was doingthat, it would be in our calendar
every Monday, be on the call.
Whether we had an issue ornot at least we're listening.
We have some clients that we haveto remind them, Hey, you know what?
We're not taking roll but wehaven't seen you in weeks.
Come on the call.
And every client, no matterwhether they're on the call or
not, every client every monthgets a reminder to be on the call.
(27:46):
They actually get it every week.
Yeah.
Oh, that's right.
They get an email.
Every week.
And they get it in the mail as well.
That's right.
Because we use direct mail.
So, be consistent.
And we show that we're consistentto our clients and that look
you get this all the time.
Yeah, it's really important.
So build those habits listen to chrisAll the time build those put it in your
(28:09):
calendar and hey, does Brainwork work?
Do they have a new episode?
Brainwork framework?
Oh, there it is.
Put it in your calendar.
It's so important to follow up andto follow through with everything.
That consistency is really important.
It doesn't even haveto be something crazy.
Posting once a day is fantastic butif your 100 percent is only posting
twice a week, stick with twice a week.
It's small changes.
Can definitely grow into bigger effectsas you kind of grow on but I appreciate
(28:33):
all the tips and tricks and theknowledge that you've shared with us.
So excited for the futurein 2025 for you guys.
Thank you again for coming onand sharing everything with us.
Thank you.
Yeah,
I appreciate it.
Thank you guys.
You guys are awesome.
I appreciate it.
No way to complete sentence.
(00:01):
Yeah.
You can clearly just say no,or, or that's not my expertise.
Refer someone else.
It isn't so much that you have to stayin a lane, it's that when you're working
on your messaging, you have to know whothe ideal audience is for that message.
Right?
Or client based.
And our referral partners is quite broadwhen you're looking at demographic.
(00:22):
But we can't craft one messagethat's gonna speak to all of them.
No one's gonna feel likewe're talking to them.
So we have to think,okay, for this particular.
Post or blog or ad or promo piece,whatever it is, who's our ideal recipient
of that message and what's that message toattract that, that's where the niche is.
It isn't that we necessarilyhave to niche the whole business.
(00:44):
It's the messaging has to be niche.
You are listening to Brainwork Framework,a Business and Marketing podcast,
brought to you by Focused-biz.com.
Welcome back to anotherepisode of Brainwork Framework.
With us today is Sharon and HankYuloff with Yuloff Creative.
They are small business coaches withan expertise in marketing, sales,
public speaking, and human resources.
Basically the four areas where mostbusiness owners say that we struggle.
(01:07):
Sharon and Hank, so great to have you on.
How are you guys doing today?
Great.
Wow.
Y'all should have heardthe first hour of this.
We were going and we've just beentalking and getting to know each other.
The first hour was amazing, Chris.
I'm looking forward to the second hour.
This happens more often than people think.
We don't get in and pressthe record button right away.
We just kind of warm up.
Suddenly, the hours pass and we shouldprobably get to recording a little bit.
(01:28):
I get it.
We do a podcast and it's supposedto be seven minutes, 21 seconds
because our anniversary is July 21st.
So most of ours are right in that realm.
We were on, what was it?
The 30 minute hour.
Yeah, the 30 minute hour podcast andat about the hour 45 mark, I was like,
Hey guys, we've been going a whileand he was like, Nah, it's our show.
(01:51):
So we had them on our podcastand I made sure we went exactly
the same amount of time.
Nice.
I tell you, when you just get theseconversations going, it just keeps going.
Time doesn't matter anymore.
You just kind of get lostinto it but that's what I love
about these podcast sessions.
Again, the conversation and then theaudience now feels that energy too.
(02:12):
So we'd love to both welcome you onbut tell us more about your journey.
What were you guys doing before?
How long have you beendoing what you're doing now?
All right, so 30 thanksgivingsago, My family was one of those
that went around the table.
And what are you thankful for?
And it got to me and two weeksbefore that I was a regional
(02:32):
manager for a national company andthe national sales manager had quit.
Which, okay, job's going to be a littleharder but the owner of the company
installed his son as the national salesmanager, his son who had two months with
the company had just graduated collegeand had never been a sales person.
(02:52):
Oh boy.
Oh, so perfect quality.
Very experienced.
Perfect.
So that had just happened.
Now, rather than bring that all tothe table, I said, things are great.
Marriage sharing me great.
Love it.
And I'm trying to pass it on to mysister and my mom said, well, wait
a minute, Henry, tell me about work.
So I got to share that and shesaid, what would it take for
(03:14):
you to start your own company?
Cause it was a promotional productcompany, putting logos on stuff.
What would it take foryou to start your own?
And I very flippantly need anew fax machine because the fax
I have belongs to the company.
For those of you that are younger.
Faxes are how we used to sendpaper from one place to another.
(03:36):
Still do.
It was magic.
We no longer have a fax machine.
No,
we don't.
They're all digital nowbut they still exist.
It's at least the most secureform of communication, still
used in medical practices.
So it's not that outdated.
Oh, in the promo industry, I'llcome back to the story, I promise.
In the promo industry, I'll talk tosome different people at factories
that manufacture this stuff.
(03:56):
I'll say, do you still getfaxed orders every day?
And they look at me like yourgeneration hasn't died yet.
So we still have a fax machineand they handwrite their purchase
orders and they handwrite theirartwork and expect us to do.
Anyway, I need a new faxmachine and she looked at my
dad and said, write him a check.
Two weeks later I was gone, started myown company and oddly enough, out of
(04:21):
the 14 regional managers within a fewmonths, we had all quit, started our
own very friendly competition becausewe're all in around the country,
no internet in those days, right?
So we were all incrediblyfriendly competitors.
Hey, I know you just started.
How did you do this?
And so that started then about 15years ago, one of I always knew
(04:46):
there was the thing that sets youapart, we all need that thing.
I'm selling you your stuff butyou also get a marketing brain.
So I would help clients with marketingand you're gonna be going to a trade show.
Let's talk about how to usethis stuff the right way.
And I would do trainingsfor their employees.
At the trade show do this and follow up.
(05:07):
Yeah, it was leveraging into coachinghad a client that needed HR help, so I
dragged Sharyn, kicking and screamingfrom the entertainment business to see how
it would work with her handling that andthe office stuff and she never went back.
Here we are.
Yeah.
And since then, we usedto have very specific.
(05:28):
Lame.
Lame.
Yeah.
I wouldn't touch HR, I still trynot to because my default HR is fire
them and find somebody else whichis fine but just document first.
Yeah, I had to learn that.
I had to learn that part but now,whether it's marketing or sales or
systems we both work with our clients.
I'm probably more of messaging,Sharyn is much more of the systems.
(05:51):
If somebody says, haveyou heard of this tool?
Probably.
Sharyn invests way more timelearning all the different stuff.
Oh, yeah, I know those 72 different CRM.
Sure.
Let's discuss those and Ijust look at her in awe.
You've heard of that?
Heard of it.
I don't use it.
I can give you the basics
but it's kind of the naturalprogression, starting off with promo
(06:12):
materials, you were leaving a companyyou weren't fully satisfied with.
Starting your own friendly competitionwith them and then over the years, kind
of using each other's assets and skillsets to bring it to the table cause
our minds, we can't know everything.
That's why we hire experts and allowsomeone to kind of, this is your area
of expertise, you just run with it causethere's so many things to learn but
(06:33):
it's kind of that natural progressionis, sure we help with promo, we can
do that top of funnel stuff but soundslike you need a little bit of help with
a little bit of everything else, so.
That comes with more clarity and directionand that coaching service helps with that.
When we were still in Los Angeles,it worked really well that way.
But as we moved 10 years ago, we moved toSedona, Arizona and we made a conscious
(06:54):
decision because if we're dealing withthe stuff that tends to fall in my lap.
That's not sharing us deal that andnot till it comes to collection.
It isn't the fun part of our businessthe fun part of our business coaching.
So, when we stopped promotingit, we made a decision because
there were two messages.
Yes, we can put your logo on stuffand we can be your business coaches.
(07:17):
It's like, trying to promote bothat a mixer doesn't work well.
So we didn't promote it at all whenwe were in Arizona, oddly enough,
we still got clients because we'dsell it to our coaching clients
and they would tell friends.
And then we moved to Maryland and thesame thing, we still don't talk about
it but other than, we've still gothalf a dozen to a dozen clients for
(07:41):
promo stuff that they just hear aboutit or when we give them something.
Oh, where did you get that?
Well, we can get it for you.
It kind of naturally progresses into thatconversation and I think for most of us,
as much as we try to either niche down orspecialize in a specific offer, it always
seems like we're kind of getting ropedinto other projects for these businesses
because it's like one we want to help andwe want to be the person to help you but
(08:05):
how do we find that balance between, thisisn't something we want to invest time
in and not that we don't want to help youbut it just isn't a good use of our time.
How do we find that balance whentrying to work with clients?
Easy.
Well, that's a different, huh?
Yeah.
I mean, no is a complete sentence.
You can certainly just say no or that'snot my expertise to refer someone else.
It isn't so much that youhave to stay in a lane.
(08:28):
It's that when you're working on yourmessaging, you have to know who the ideal
audience is for that message, right?
Our client base and our referral partnersis quite broad when you're looking at
demographics but we can't craft onemessage that's gonna speak to all of them.
No one's gonna feel likewe're talking to them.
So we have to think, okay, for thisparticular post or blog or ad or
(08:50):
promo piece, whatever it is, who'sour ideal recipient of that message?
Now what's that message to attract that?
That's where the niche is.
It isn't that we necessarilyhave to niche the whole business.
It's that the messaging has to be niched.
Absolutely.
The other part is you just chargea crapload for what you want.
We do graphics for some of our clients.
(09:11):
I've designed logos for years and years
and when somebody asks me, oh, I'mstarting a business, can you do my logo?
Well, if you're a coaching client, sure.
Well, I can't afford that yet.
Okay, you can't youchoose to not afford it.
How much for a logo?
A thousand bucks.
Sure.
What about if I do it on an hourly basis?
250 an hour?
For our minimum
(09:32):
thousand bucks?
However you want it.
If it during COVID, we had anepiphany, like most other small
business owners that year, our mottobecame, if it doesn't get comfortable
being uncomfortable and we're allreally uncomfortable that first year.
Were you using this?
To do a lot of our clientsand they didn't care.
(09:53):
Skype is now going todisappear in a few months.
What a huge missed opportunity.
What did Microsoft pay,8 billion for that app?
I can't believe it.
Wow, they're just throwing it away.
That's right.
And now Zoom has become the verb.
So It was Skype.
Yeah.
Right?
It took over really quickly during COVID.
And after that, our motto,and it still is, if it doesn't
(10:16):
bring us joy, we don't do it.
Sharyn said it earlier.
No is a complete sentence.
Do you guys feel like doing it?
No.
Just not a fit and it's importantthat's something you realize
further into business where youno longer are really chasing every
lead that you could possibly get.
And unfortunately making not theideal fit always it's better to say
(10:38):
no and you learn that down the road
and we get to do thingswe want to do in April.
We are not saying spending.
We're investing two days in Washington DC.
We're acting as lobbyists,a lobbyist group for the
promotional product industry.
We're joining a whole bunch ofothers in that business and we're
going to go talk to Congress.
We're not going to get business out ofthat but it brings me joy to support an
(11:01):
industry that has done really well by me.
It set us up to be in businessand it supported our business
for literally decades.
So giving back is important.
We now get to do that.
It brings us joy andSharyn's mom is in DC.
So we'll see here while we'rethere, it all just works.
It works together so well when you'renot just hunting for business but you
(11:26):
understand there are certain parts.
Every one of us that are entrepreneurs,we started our business to serve our life
and have the life we want and for so manyof us, the business takes over and all
of a sudden don't have the life you want.
If we want a couple of daysto go be in D. C to meet with
Politicians, which brings us joy.
(11:46):
They're putting us in the offices.
Yay.
I never thought I'd hear thatfull sentence all together.
Look, a lot of people say they'renot interested in politics.
That's fine.
Politics is interested in you whetheryou're involved one way or another, it's
part of your life, so you might as wellIt's just the road you drive on, right?
That's part of government.
They didn't magically appear.
(12:07):
They didn't grow.
I just miss the days where the politiciansdidn't have to be incentivized in
order to pass legislation to help thepeople that elected them but that's
just the world we're in and sometimes
the wheels need to be greased.
Yeah.
Let's see, I'm going to tell a storywithout getting political at all.
I was having a conversation in Los Angeleswith an elected official and it was at a
(12:32):
chamber of commerce event and I happenedto notice, I said, you just got elected
by 30 points, you ought to take thatout for a spin and what's your agenda?
And we talked about a couple of things andthree weeks later I noticed he submitted
a bill for it and I was like, Way to go!
Now, I didn't particularly thinkit was a great bill but damn!
Way to step up and take some action!
(12:53):
That's something that holds us backwhether politicians or business owners.
Whether it's the fear of changejust taking action can be a struggle.
I feel like we're always thinking,maybe just one more YouTube video,
one more course or one more book.
I need to read that will give me thataha moment that what inspires us to
truly take action, how do you inspireyour clients or even for yourself?
(13:14):
Wow, you're right.
Part of it is there, yes, there's a lotto read or listen to but if you're not
taking action on what you've read and nowyou're just reading or listening to the
next thing, it's a missed opportunity.
So before you read or listento the next thing, what's the
one thing I can implement?
And if there's nothing, if Itturned out to be a waste of time.
You were looking for that goldnugget and you didn't find it?
(13:35):
Okay, that's fine but at least takethe moment to evaluate, Is there
something here I can implement?
Did I learn something I can implement?
Rather than just naturallyjumping to the next thing.
The next YouTube video gotpopped up on my screen.
I'm just going to listen to that next.
Well, wait!
Take a breath.
Is there something I can implementfrom what I just listened to?
Tell you what Chris, before you start yourbusiness, here are eight business books.
(13:59):
Go read these and then you'll be ready.
The only eight books you need.
Yeah.
Now, the odd thing at theend of every chapter in all
every book there is a step.
Thank you for that.
Some people are lost at the end ofthe chapter, like, what do I do next?
Well, okay, read the next chapter right?
Yeah.
Your audience is entrepreneurs,business people, right?
(14:22):
Let's just, Hey folks.
Roughly 1 percent of the U. S.population are authors, 1 percent
have written a book or less.
Most of those, if they're nonfictionbooks, are business owners.
So your audience, by and large,they're a whole lot of authors.
We all use our books, ifwe were taught properly.
(14:44):
Holding his book right overhis heart, where people could
easily see one of the titles.
We were all taught how to use our booksas promotional pieces for our business.
So, inside the book, there's adozens of ways where they can
figure out how to connect with us.
So if you're writing books andyou're not making it a tool on
(15:07):
how to get connected with you.
Learn from my lesson because we had acoach and I said, why does your book
have all of these sales pages inside it?
And he looked at one ofours and he goes, huh?
This is a really nice book.
How many of these doyou think are out there?
A couple thousand probably.
And he looks at me again, looks at thebook and goes, Penny, there's no way
(15:27):
for somebody to find you in that bookand he hands it to me and walks away and
I'm like, Okay, I learned that lesson.
Gah!
So, we changed that bookand every other book.
There are sales pages.
If you want more help, reach outto us and almost every day somebody
is sending us an email, Hey, I'mreading this particular book.
I saw in this chapter andwe answer, send it back.
(15:51):
And I would prefer that people makejust any sort of attempt to really
just put themselves out there.
It almost feels like we're trying tomarket ourselves and get out there while
also being hidden and a lot of people arekind of afraid of either the spotlight or
they're like, I can't be too successful.
What's kind of holdinga lot of people back.
Have you ever experienced thatbefore or heard from others?
Usually it's on social.
(16:11):
They don't want to fill out their profilebecause they're going to get spam calls.
You absolutely accurate but you alsomight get folks that are clients,
customers, referral partners thatalso want to reach out to you.
How badly do you want those potentialclients, customers, referral partners?
Is it worth it to you to put up withthe robo calls and telemarketers?
(16:32):
We think it's worth it, right?
It's a number we don't recognizeor it tells me it's potential spam.
So that's a voicemail.
If it's a real person,they'll leave you a voicemail.
You can call them back.
If not, you either just save time oryou hit delete and delete the voicemail.
Karen has done it two times andshe mentally had the conversation.
We're talking to Chris Troka.
(16:53):
We're not going to talk.
We're busy.
It's just like not the right opportunitynot the right time but that's okay we
need to put ourselves out there in orderfor other people to be able to see us and
even including calls to action Some sortof contact information within your books.
It's gonna be important after 30Thanksgivings in business Tell me more.
(17:14):
What's been the most effectivemarketing strategy for you?
You started with promo items butyou also deal with referrals,
relationships, maybe past clients.
Are you guys running ads?
Are you doing blogs?
What's your marketing strategy?
That's been most effective.
Talking to people, whether thatmeeting at chambers and doing
one to one or being on webinars.
We collaborate with score across thecountry and do webinars for score.
(17:37):
That's probably been the best.
I don't mean score specifically.
I just mean being out there andmeeting people, whether it's virtual
or in person when we're in Arizona,we would be in L. A. Almost every
month speaking to various chambers.
So we've had that drive ahead of us.
Interesting.
Now we can just hop on a zoom calland we don't have to get on a flight.
It makes things a little bit easier and itreally takes down on the travel time too.
(18:00):
Yeah.
Now our cats are happyon the other side of it.
I don't know many people that have said,Oh yeah, I can be just as effective
closing on a zoom group to zoom as I am.
If I'm in the room that has not translatedand by the way, if it's working for you
that really well, I'd love to talk to you.
(18:21):
If you can get on a zoom with 200 peopleand close as many as you did, if you were
in the room with with 200 people you'reway better than me glad to admit it.
But I also want to learn what you'redoing cause I haven't seen it yet and
all of the people that we have followedforever, they still want to be in a room.
There's just some things in businessthat it's either going to be hard
to shake either just the normalcommonplace practices that we've had.
(18:46):
Either there will be a shift or therejust won't be, we'll go back to more
in person face to face style meetings.
Of course, video is great but again,when you're closing higher ticket deals,
sometimes you need that one on oneface to face meeting with the person.
There's nothing that can replace that.
And we know that.
We realize that we embraceit for better for worse.
(19:06):
It's okay.
Since we still have a quote fanbase in L. A. ten years after we've
moved in Arizona and now we'rebuilding it again in Maryland.
Yeah, that's real fun.
Build your in person base again
for the third time.
I know it's not fun tryingto feels like you're starting
fresh and to start over again.
(19:26):
It's not always fun but you havetwo great locations that are
always already and trust you.
So I feel like you could at leastpick up a few clients there while
you're focusing on your home base.
Oh yeah.
And we have clients throughoutthe English speaking world.
It's not like they'reonly in those three areas.
Yeah.
It's just that those are the three areaswhere they know us, flesh to flesh.
But when we moved to Maryland,it's like, okay, what do we do?
(19:48):
Well, which chamber of commerceis the best in the area?
Let's join it.
Start over.
We actually joined a few and thendropped the ones that weren't
as there are several in our areathat are dead and don't know it.
And it's okay to cut your losses too.
You just realize, hey, this isn'ta good return on investment here.
As long as you are beingconsistent in the testing.
So for us, when we join achamber of commerce, we put all
(20:11):
their events on our calendar.
We actually attend those events.
We know too many people that join anorganization, chamber, rotary or whatever
and then they never attended anywhere,they don't go to any of the events
and at the end of the year, therewas no ROI because you weren't there.
So, as long as you're beingconsistent and going and attending
and meeting, then, by all means,before you renew, re evaluate, right?
(20:32):
But if you're just re evaluating justbased on the dues and you never attended.
That's just not a good evaluation.
Don't renew if you're never going to go.
Absolutely.
But then we would have said don'tpay the dues in the first place
if you were never going to go.
Look, we know the process.
And when we moved to Maryland, it'slike we're joining the chamber.
What goals do we have?
And I set a goal.
All right, I'm going to be on thatboard in less than four years.
(20:56):
Sure, why not?
Go into a brand new area andbe on the board of directors
and and looking at their board.
Hmm.
Okay.
Yeah.
Four years.
Good luck to me.
Year and a half later.
I was on the board.
The same process thathappened in Los Angeles.
The same process should happen in Arizona.
The question we see all the time.
If you were dropped here,how would you start?
Okay.
Well.
(21:17):
It's just faster the next time becauseyou are a you already have experience.
So you could do it faster but also becauseyou have experience they want you sooner.
Yes experience may have been in LAin Arizona But Maryland still wants
that experience of being on a board.
Being on the board is thesame no matter where you are.
When I started my career In HR and officemanagement, I was in entertainment and
(21:38):
I was recruited by a financial servicesfirm and I said to the guys that were
the partners that were interviewing me.
I'd love to work with you but I don'tknow anything about financial services.
I come from entertainmentand their response was.
HR laws are the same.
It's the same state, right?
The office machines are the same.
I don't care if youknow financial services.
We know financial services but wedon't know HR law and we can't seem
(22:01):
to get our copier to work properly.
And we want to swear at our employeesand for some reason, they don't like it.
Who would have thought?
So it's the same concept, right?
It's a different town butthe systems are the same.
The process is the same.
People still want people with experience.
So it does speed up the process.
Absolutely.
(22:22):
Now Sharyn and Hank, where can people findyou online and get connected with you?
Pretty much anywhere they want.
If they can't find us, they're not trying.
We're on YYulofff Creative everywhere.
Tell you what.
Let's do this.
Since I held up a couple of books we'regoing to give you anyone that's watching.
We're going to give youany one of our books.
Wait, I don't know what books they have.
Yeah.
Go to Amazon, type ourname and pick a book.
(22:43):
Let us know.
But here's the deal.
If you say you're in business with apartner, you want partners and everything.
You're your guide to running a successfulbusiness without ruining your life.
We're happy to send you the PDF of this.
If you're an overwhelmedentrepreneur and want both of them,
You're going to have to go back.
You have to watch another episode ofbrain work framework and you have to
say, look, I was listening to Chris.
(23:06):
He interviewed this person and it wasall and you have to basically give
us a book report on another episode.
Yeah, a pod report.
We have eight books.
If you give as many episodes ofBrain Work that you watch and you
tell us, you know what Chris wastalking about, you're a golden nugget.
Yes.
We will send you a bookfor each one that you do.
(23:27):
So if you go watch eight podcastsand we'll send you eight books.
It's really that simple.
What an offer.
That's incredible.
You guys.
So, yeah, thank you.
So just send an emailinfo at you love creative.
com.
So, for those of you that don't wanta sales pitch, being getting coaching.
If you want a half hour withus, the questions we always
hear is what do I do first?
(23:48):
And then how do I get there faster?
So our calendar is howto get there faster.
com.
It'll ask you a couple of questions.
So we're ready and we giveyou a half hour for free.
Here's our entire sales pitch.
This is what you're going to hear.
Do you want to talk about coaching?
You should go to company marketing plan.
com.
I'm really trying to sell our coaching.
(24:09):
You can tell and they can go there.
Look at our coaching program.
If they like it, they come back.
We give them twenty nine minutes.
Fifty seconds of how canwe best help you today?
That's always the first question.
How can we best help you today?
Nice.
Excellent.
And we'll have those links availabledown in the description and the show
notes so everyone can get connectedand take advantage of these incredible
offers and I love how you reworkedit back into helping the podcast host
(24:33):
to help you, which is super cool.
That is a very creative way tobring and build relationships.
Look, you have us on your show.
The least we can do is help people get toknow who you are and be more involved and
I think that it's not like we're gonnagive, we're not having them do something
they're not going to get something out of.
(24:54):
They're going to hear seven otherentrepreneurs and they might get, Oh
my gosh, something that will help them.
Oh, gee, Hank, that's horrible of you totry and make me be better in business.
How dare you?
Why don't you just send meall of your books without it.
No is the complete sentence.
It is.
I love that.
It's beautiful.
(25:14):
I'm very creative and it buildsrelationships and helps a lot
of people out and I think againjust the the golden nuggets.
Aha moments that they could get Justfrom listening to a single episode, I
think, could be very helpful and thenthey get an even more valuable book
in the end catered exactly to them.
And then I'm sure your other guestsprobably offer free things too.
Oh my God.
(25:35):
All you have to do is watch BrainworkFramework and you get all this free stuff.
You can unsubscribe from all of theother emails that you get every day.
All you have to do is tune in to Cris.
That's all you have to do.
Just one spot for it all.
It's perfect.
We just made it simple.
Love it.
Now, Hank and Sharyn what is one thingthat you would either tell your younger
(25:56):
self about business or marketingor advice to other entrepreneurs?
What one thing should theytake away and run with?
Let's see.
Consistency is a good one.
Look, we just helped you getconsistent to listen to Brainwork
Framework, rewarding you, alright?
Be consistent in what you're doing.
Being consistent in updating your websiteso that the search engines realize that
your website is there to generate revenue.
(26:18):
Be consistent.
Post on your social media every day.
Not all of the platforms, just the oneswhere your audience is hanging out and
where they're actually looking for you.
Yeah.
I mean, they may be hanging out butif they're hanging out to look for
Recipes and you're not a restaurant,a chef, a nutritionist, then that's
not the right platform, right?
So the platform is actually lookingfor you and then be consistent
(26:40):
with your calendaring as well.
We all create to do lists but thoselists get really long and then at
the end of the day, I didn't getanything done on my to do list.
Well, did you put that on yourcalendar to actually get it done?
Because if you put it all on yourcalendar, you're going to realize that's
way too many things to do in one day
and then it could be more realistic.
Every Monday we have a mastermindcall, mastermind zoom for any clients
(27:02):
that want to come on, here it is.
If you have questions in addition toyour private coaching, look, we are here.
It's our office hours.
In order of you come in theroom, we handle whatever it is
you're dealing with that day.
The reason we do that is because wealways wish when we went into coaching
programs, it was something like that.
So we created the coaching programthat we wish we had always found.
(27:24):
If we had a coach that was doingthat, it would be in our calendar
every Monday, be on the call.
Whether we had an issue ornot at least we're listening.
We have some clients that we haveto remind them, Hey, you know what?
We're not taking roll but wehaven't seen you in weeks.
Come on the call.
And every client, no matterwhether they're on the call or
not, every client every monthgets a reminder to be on the call.
(27:46):
They actually get it every week.
Yeah.
Oh, that's right.
They get an email.
Every week.
And they get it in the mail as well.
That's right.
Because we use direct mail.
So, be consistent.
And we show that we're consistentto our clients and that look
you get this all the time.
Yeah, it's really important.
So build those habits listen to chrisAll the time build those put it in your
(28:09):
calendar and hey, does Brainwork work?
Do they have a new episode?
Brainwork framework?
Oh, there it is.
Put it in your calendar.
It's so important to follow up andto follow through with everything.
That consistency is really important.
It doesn't even haveto be something crazy.
Posting once a day is fantastic butif your 100 percent is only posting
twice a week, stick with twice a week.
It's small changes.
Can definitely grow into bigger effectsas you kind of grow on but I appreciate
(28:33):
all the tips and tricks and theknowledge that you've shared with us.
So excited for the futurein 2025 for you guys.
Thank you again for coming onand sharing everything with us.
Thank you.
Yeah,
I appreciate it.
Thank you guys.
You guys are awesome.
I appreciate it.
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