13. Are You Ready to Eat the Frog? With Khoa Hoang

Ever wondered how knocking on doors could lead to financial success? Or how "eating the frog" can transform your productivity? Join use on this episode of Business Boost Hour as we dive into the art of prospecting with the insightful Khoa Hoang, a seasoned wealth manager and financial adviser.

Khoa shares his compelling journey from his early days at Edward Jones to becoming a master of prospecting. Discover why tackling your toughest tasks first thing in the morning can set the tone for a successful day and how gratitude can shift your mindset towards growth. We also explore the power of networking, the importance of follow-up, and how to maintain those hard-earned client relationships.

Tune in for actionable advice and strategies to conquer your fears and grow your business. Let's boost your business together!

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Episode Transcript

Crystal (00:09):
Do you enjoy prospecting? Or maybe you
absolutely hate it. In thisepisode, we meet with Qua Huang
talking about prospecting, whyit's so important, and the ways
to push through it even if youdon't enjoy it.

Eric (00:26):
Hello, everyone. Welcome to the Business Boost Hour
podcast. My name is Eric Beals,and I am the vice president of
BNI Escondido.

Crystal (00:35):
And my name is Crystal Pravette, and I'm the president
of BNI Escondido. And welcome tothe single CEU podcast. Thank
you for joining us today, Qua.

Khoa Hoang (00:44):
Yeah. Pleasure to be here. Thanks.

Eric (00:45):
Alright. So, Qua, let's just start off first with kinda
just telling, telling theaudience, like, who you are just
so we we get an idea on whereyou where you're coming from and
and what you do.

Khoa Hoang (00:57):
So I am a wealth manager, financial adviser. Been
in the industry for, 14 yearsnow. Mhmm. And, in terms of
personal stuff as well, yeah, Ihave 3 kids. Got fiancee Zuri,
who you guys know, and, 2 incollege, 1 in high school.
And Zuri's son, under the sameroof as well. He's a senior in

(01:20):
high school as well. So Mhmm.Lots on the personal side. Lots
of kids stuff going on right nowas well.

Crystal (01:24):
And when you're not working, you're fishing. Right?

Khoa Hoang (01:26):
That's it.

Eric (01:28):
Lots of fishing. Lots of fishing.

Khoa Hoang (01:29):
Fishing. That's right.

Eric (01:30):
If you don't know, Kwa is, like, our our our fish master
at, in our in our in ourchapter.

Khoa Hoang (01:36):
And Take that, Wes. Oh, man. Love it.

Crystal (01:42):
A little healthy competition.

Eric (01:44):
Yep. Yep. So today, we wanted to talk about
prospecting. And so prospect,you know, prospecting is, is,
kind of a challenging thing.That's kind of a sore spot for
me, honestly, a little bit.
It's it's something that I needto work on myself and kind of
get get better at. I'm more ofan I'm more of an introvert, and

(02:06):
so prospecting, you know,dealing going around and and
following up with a lot ofpeople and such too, not my
favorite thing in the world. I'mmore of, the back end.

Khoa Hoang (02:16):
The processes. Yeah. Yeah. Yep.

Eric (02:20):
So, but, so what is prospecting to you?

Khoa Hoang (02:26):
So when I first started, at Edward Jones, I'm
not from Southern California. Myfriends were largely
degenerates, didn't have muchmoney. Right? So I didn't have
an affluent network. Mhmm.
So what I did was went andknocked on doors, just walked up
and down the streets ofEscondido, right, and just

(02:48):
trying to find people that werewilling to do business with me.
And I did it, I'm not kidding,12, 14 hours a day, for about a
year and a half.

Eric (02:58):
Right? Oh,

Khoa Hoang (02:58):
man. It was not easy. One of my mentors said in
terms of prospecting, nothingworks. Just do a lot of it.
Right?
So whatever it is, that salesprocess isn't much fun, which I
think is one of the powers of ofBNI. Mhmm. Right? I mean, again,
instead of knocking onsomebody's door and trying to

(03:22):
find business that way, I mean,again, building the network and
the relationships and havingsome of that business come,
organically Mhmm. As well.
But,

Crystal (03:30):
because even if you knock on all those doors, only a
small percentage are actuallyinterested in doing business.
But within BNI, even you onlyhave to walk in one door, and
all of these people areinterested in doing business.

Khoa Hoang (03:40):
That's right.

Eric (03:41):
Well, I thought that was really actually, I I like that
advice that your coach gave youthough because it's like, you
know, you have to at the whenwhatever you do, you gotta put
in the effort. Right? You gottaput in the well, it's knocking
on doors or going to BNIchapters or, and it it's not
gonna just kind of, like,magically come to you. You you

(04:01):
definitely have to kind of,like, put that effort into it
and and that that that the moreof a go getter in this aspect
that you are, I I think it'sit's just gonna be like, okay.
Maybe this doesn't work as wellas maybe something else.
But if you're go getter, you'regonna make it work in some way.
And then when you find the thingthat works better for you, I
think it's gonna be exponential,but you have to have that that

(04:22):
go getter attitude.

Khoa Hoang (04:24):
Yeah. So, you know, it's interesting. This past,
meeting, Regina talked about theconcept of the frog. Mhmm.
Right?
And I think in any business, Idon't care what it is. Right?
How are you gonna get peoplethrough the through the door?
And typically, people aren'tcoming to you. You gotta be
proactive.
So my recommendations, right,have 3 to 5 different

(04:47):
prospecting methods. For me,door knocking was one of them,
but only 1. Right? BNI ornetworking was also one of them.
Having education seminars ormaybe creating a podcast for
yourself might be one of them.
Mhmm. Alright? As well. And thenlisten, it's not easy
prospecting. None of us.
Mhmm. None of none of us like

Crystal (05:08):
resiliency muscle definitely has to be earned out.

Khoa Hoang (05:11):
Right? Because here, the the the problem is people
hate rejection. Everybody.Right? And it's tough getting
all those noes.

Crystal (05:22):
Unite. Right?

Khoa Hoang (05:23):
I mean, it's just but it's just a natural part of
the business building salesprospecting process. Right? So
you just gotta do it. So it wasinteresting this past week for
me when Regina was talking aboutthe concept of the frog. And my
guess is that most people,they're in it.
I'm sorry. If you don't know theconcept of the frog, I don't

(05:45):
know. Maybe one of you guyswanna teed up.

Eric (05:48):
I won't be able to describe it very well. I don't
think.

Khoa Hoang (05:50):
Okay. Yeah. So Regina was saying the frog is,
like, kinda ugly, and you don'twanna deal with it. So what you
should do on a daily basis isstart your day by just eating
the frog. Right?
And if you have 2, reallydifficult things that you gotta
get done or things you wannaavoid, Right? 2 frogs, eat the
biggest one or the ugliest onefirst as well. Right? So just

(06:14):
get it done, get out there,right, and just start the day by
getting

Eric (06:19):
Get the ugliest thing done first, and then the rest of the
the rest of the day, the nicerthings, it's gonna be excellent.
It's kinda like, you know, ifyou eat dessert first, it kinda
ruins your appetite for forregular dinner.

Crystal (06:33):
Well, there's a there's a reason why that this is. It's
because the way that our brainworks, they did a really
interesting study, aboutprisoner inmates that were
trying to go for parole. And allof the people that tried to to
request for parole, it didn'teven matter what they had been
in prison for or why they wereasking to be released. What

(06:54):
mattered was the time of daythat they were actually
slaughtered to to speak to thethe judge. And everyone in the
morning, they found acorrelation between all of the
people earlier in the morningthat were getting released, but
the people in the afternoon andevening were all being denied.
And why was this? It's becausethe at the the frogs in the

(07:16):
morning, when you have theseharder challenges, it creates
little more resistancethroughout the day. So if you
have a really great connectionor a really great great call or
something that you really,really want a positive outcome,
the best time to do it really isin the morning before you've,
created any extra resistancewithin your system.

Eric (07:35):
Wow. So it's like the judge is basically kinda going
like, I've already released 4 ofyou today. Yep.

Crystal (07:42):
And not

Eric (07:42):
even realize. I know. Yeah. I know. But I'm like,
that's kinda what's happening.
It's like, I've released enoughof you guys today, and then
there's no. But it's

Crystal (07:50):
not in our real life. That's so applicable.

Khoa Hoang (07:53):
And then I think I mean, it it it makes sense.
Right? So, before me, Ian camein. And, again, maybe a frog for
him today was actually justgetting in front of, a
microphone and actuallyparticipating. Right?
And then he do it. Not that bad.Right? Or wasn't that scary?
It's not that intimidating.
Right? So if you're able tokinda, I remember the first day,

(08:14):
my my very first day,prospecting, and the day before,
I picked the neighborhood andthe exact door I was gonna start
with. So I pull up to theneighborhood that morning, and I
drove by the house and circledaround the block. And then I
drove by and circled aroundagain. The 3rd time I finally
stopped, got out the car.

(08:35):
Ring the doorbell. Thankgoodness nobody answered.

Eric (08:41):
I had 2 beers the first time I made a cold call.

Khoa Hoang (08:43):
Yeah. Right.

Eric (08:44):
I literally was buzzed when I made my first my first
cold call because I was so,like, petrified on it, and then
they didn't even answer.

Khoa Hoang (08:52):
But then you eat the frogs. Not that bad.

Crystal (08:54):
Yeah.

Khoa Hoang (08:54):
Right? It's not that bad. And your your call probably
wasn't that bad. Right? I mean,again, it's, because at the end
of the day, you're stillconnecting with people and Mhmm.
You 2 are both exceptional atconnecting with people, right,
as well. And I don't know. Evenif you get some rejection, it's
in a it's in a good way too.Right?

Eric (09:12):
Mhmm. Yep. Yeah. Yeah. Yeah.
Yep. Yep. Yeah. Yeah. I mean,what is it?
Like, you know, go for the no.Like, don't worry about if
someone says no. The worst iswhen someone doesn't kinda get
back to you, I feel like, whensomeone kinda is, like, ghosting
you or whatever, and you're justlike, is it a yes? Is it a no? I
mean, usually, you're gonna takethat as a sign that it's a no,
but it's still kindafrustrating.
So just say no. Like, I don'tcare if you don't you know? But,
like, getting that answered. ButI think prospecting, following

(09:34):
up a lot is kind of helps,achieve that and risk get that
no that that solid no fromsomebody.

Khoa Hoang (09:42):
Anur, yes. But I think the key there, Eric, what
you're saying as well, also,right, is the follow-up. Yeah.
And right to be nice done. Manythe fortune's in the follow-up,
right, as well.
And then, truly, it's an elementof prospecting. I was trained.
Right? It's gonna take 5 to 7contacts Yep. To turn a prospect
into a client.
Mhmm. Right? And each in eachone of those contacts, you have

(10:03):
an opportunity to kind of buildyour VCP or credibility Mhmm.
Again with those people. And Ithink, at the end of the day, in
business, it's very simple.
Just do what you say you'regonna do. Yeah. Yeah. Right? So
and again, no one's perfect, andI'm not claiming that either.

(10:24):
I've made more mistakes than Icare to admit. But right? If you
say, somebody asked you aquestion, listen, I'll get back
to you today. Mhmm. Even if youdon't have the answer Mhmm.
Get back to him today. Mhmm.Mhmm. Right? Just do what you
say you're gonna do.

Crystal (10:41):
The blocking and tackling.

Khoa Hoang (10:43):
That's it. Yeah. That's it. That's it.

Eric (10:45):
Yeah. Yeah. Part of the, like, the accountability. We had
a great conversation with with,Regina on, like, accountability

Khoa Hoang (10:51):
Mhmm.

Eric (10:52):
On that. And that's, like, that's a, you know, that is such
a key part of, I think, ofprospecting. And, you know, it
it I like how you've kind ofphrased that as, like, it's such
a, you know, simple way to doit. Like, just do what you say
you're gonna do. And so, youknow, we all get kinda get

(11:12):
distracted sometimes on onstuff.
Sometimes you just laugh. Andsometimes the worst is when I'm
like, ah, I shouldn't have madethat kind of promise or
whatever. Like and now I'm kindof, like, dig myself into a kind
of a hole, and then that sort ofthat.

Crystal (11:23):
Now I feel obligated. Yeah.

Eric (11:25):
Yeah. So I think there's, like, there's, like, a
management the management thing,like, understanding your your
own time management as well too.Like, how much yeah. Like,
when's of when can you follow-upwith them? When can you act and,
like, and when can you tell themthat sort of thing on on

Khoa Hoang (11:41):
on on on that? So it's kind of Setting proper
expectations?

Eric (11:45):
Yeah. Setting that that right expectation. What do you
how do you kind of, like, helpyourself with that? Like, the
kind of management on all that.

Khoa Hoang (11:54):
So listen. I, again, when I first started, everything
was just written down somewhere,and that's such a terrible
system.

Crystal (12:02):
Right? I mean You find out what doesn't work.

Khoa Hoang (12:05):
Yeah. Right? So I I I would recommend everybody just
invest in some sort of salessystem, whatever that is. So I
have, some, software that I useto help write track the contact
and the note, give me a reminderfor the follow-up that I need to
do Mhmm. Right, as well.
So for everyone, you should havesomething. I'm 48 now. My memory

(12:29):
isn't what it used to be. Andlisten, we're all busy people.
Right?
Lots going on. And I've alsoread before read a book called 4
discipline 4 disciplinesexecution. Incredible read for
me, but they say, like, we'rethere's a whirlwind. Right? And
we all have them.
All have busy lives. And if youhave 12 things to do, you're

(12:52):
only gonna do 1 or 2 of them.Right? Yeah. So, those will
those will be the only ones youhad completed.
So they say, find the keyelement or what's absolutely
most important and the conceptof the frog again. Nail that a
100% of the time. So get yourstart with your hardest. Right?
Yeah.
Figure out in your day what'sabsolutely most important and

(13:14):
start just get that knocked out,and I don't know. Those things
those things happen. So Yeah.Yeah.

Eric (13:19):
Yeah. I I I actually I had built my own, like, sheet thing
that I I haven't really I'vekinda keep it, like, personal.
Maybe I'll maybe I'll put a linkto it or something in this on
this on this episode, but it'slike a tracking sheet that I
kinda, put together based off ofa lot of different things that
I've kind of just learned fromdifferent sources. It's it is it

(13:40):
is handwritten because thereason here's the reason why. I
actually so I I I I'm tornbecause handwritten the the nice
thing about writing somethingdown first of all, I'm in I'm in
the tech stuff.
I do enough tech stuff already.I need, like, a breath of fresh
air from away from a lot a lotof the tech. There's something
about when you kind of write itdown, it becomes like, you know,

(14:01):
like a real physical thing thatyou can't just erase, especially
in pen too. You write it in pen.You just wrote down.
It's permanent now. Right? Andso I feel like there's something
that kind of happens with that.It, like, solidifies more on a
on a core level. The the and alot of the the softwares, again,
this is where I'm kinda tornbecause I'm like, oh, I'm a slow
handwriter.

(14:22):
I don't take a lot ofhandwritten notes. Why? Because
by the time, you know, 10seconds go by and I've read this
thing, and now

Khoa Hoang (14:28):
I don't even know know what we're what we're we're
talking

Eric (14:30):
about because I'm I'm a slow handwriting. So I know I've
been taking notes. I'm alwaysdoing type notes, but it, again,
it doesn't sit as well. And interms of, like, the a diet on a
digestion level, I guess, forfor really understanding what's
what I'm writing down.

Khoa Hoang (14:45):
Yes. I think that's a little bit of a different
concept, from what I'm talkingabout, and, and I'm gonna
butcher these numbers a littlebit. But conceptually, they say,
for goal planning, right, for asan example, if you verbalize
your goal Mhmm. And tellsomebody you have something like
a 10% more chance of achievingit. Mhmm.

(15:05):
If you tell somebody and writeit down, you have, like, a 50%
chance of actually, achievingit. So there's something there's
something about actually writingMhmm. Stuff down that commits
it, to memory. And, Crystal, youprobably have some sort of
connection there as well withwhat you do in terms of, that
kind of stuff. Right?

(15:26):
So it's but for me, it's whenyou're prospecting, you gotta
you gotta ask a 100 people togive you Yeah. 4 yeses. Right?
Yeah.

Eric (15:35):
You can't write everything down.

Khoa Hoang (15:37):
You just can't write everything down. So to manage
that funnel, right, to get tothe to the process for me
anyway, I I I could no longerwrite things down. That man
flipping through those notes andtrying to figure out what I'm
supposed to be doing. So as wellthat

Crystal (15:50):
But there's also a little technology gap, also too.
Like, Ian, when we did thedirector training, he had this
little tablet where he waswriting it on the tablet. And I
I was like, actually, thatactually could be something that
was helpful for me because Iwhen I write my books, I do
write them, like, handwritten.I'm not a typer. Yeah.
So that I end up having to,like, reprocess it because
something for me about thewriting process, like, there's a

(16:13):
flow that comes out. I know it'sa little old school qua. It is
an extra step. But for some,it's more authentic for me.

Eric (16:20):
Well, that's what hey, you know, Amber, she has something
called a super note, which islike more it's kind of like
writing on a tablet, but it itfeels like you're writing with
pen.

Crystal (16:29):
Yeah. Yeah.

Eric (16:29):
So it has the texture. Because the thing with like a
like a like an iPad Mhmm. Itkinda it's like writing on
glass, which doesn't really havea good feel to it. It's not
really Yeah. Built for that.
And, and and it's basically likean e ink Mhmm.

Khoa Hoang (16:45):
Thing. Like like, if you've had

Eric (16:46):
a Kindle, it's basically that. But it's but it it it

Crystal (16:48):
I think that might have been what he had. Yeah. Because
Yeah. It definitely had, like, aa different texture to it.

Eric (16:53):
And I think and I think it can it can then, like, it can,
like, learn your handwriting.

Khoa Hoang (16:57):
Mhmm. And so it can then translate if you

Eric (16:59):
do cursive or whatever. It can actually translate it into
like, it can digitize it nowautomatically for you. So it
kinda helps help helps withthat. But you're still
handwriting stuff, though. Sothere's still there's still it
doesn't really get away fromthat aspect of it.

Crystal (17:12):
But then they're like, you have to think it and then
you have to, like, really haveto in the order to manifest it,
you really have to, like, ownthat energy and kind of step
into it. When you're in thosesales calls and those sales
energies, it's like, okay, I ownit the first call. And what
happens, the rejection hits inand then you own it a little
less. So then it's like the 7thphone call or the 7th person. I

(17:33):
did door to door Kirby sales

Khoa Hoang (17:35):
Oh, yeah.

Crystal (17:36):
For a short period when I first moved out here to
California. So I know It'sgrueling.

Khoa Hoang (17:41):
So so here I'm I'm glad you brought that up,
Crystal. So I think, anotherrecommendation for the
prospecting is finding, anaccountability partner as well.
Mhmm. Because, listen, it istough. It's tough.
And it wears on you a littlebit. Right? So it's really nice
to be able to pick up the phoneand get good energy from
somebody. Yep. If it's yourspouse, hopefully, it's somebody

(18:03):
else that's prospecting as well.
Kinda just compare notes andjust have somebody that that
that can lift you up Mhmm. Alittle bit as well. Because it
is a mental I mean, it's No.

Crystal (18:13):
It takes fortitude.

Khoa Hoang (18:14):
It's not easy. Right?

Eric (18:15):
That's a good point. Like, because if, you know, when
whatever it is, the door to doorcalling, if whatever it is,
you're gonna have at some point,you're gonna have, like, a, I
think, a, like, a run of a bunchof people not wanting to to buy
something from you. And thenyou're just like, well, what I
do doesn't work or whatever, or,like, no one likes me or that
sort of thing. But if you havethat accountability, that that
partner with you, they can kindof, like, help lift you up and

(18:37):
and and kinda pull you out ofthat rut and be like, no. It's
it's it's it's not.
It's just this, you know, aweird time period or whatever it
is, like or if maybe they'regoing through the same thing
too. Now at least you can kindof then, you know, resonate a
little bit because they're like,yeah.

Khoa Hoang (18:51):
You know, same thing happened to me.

Eric (18:53):
Like, it's you know, then at least, okay. Well, it's not
just me now, you know, at leastso there is there's that

Khoa Hoang (18:57):
And

Crystal (18:57):
then with BNI, we get to meet once a week, so it
doesn't build up as much as itwould if we didn't meet.
Because, like, almost everyweek, I learn something or I
need something from someone inthe chapter. If I hadn't if I
didn't have any of thoseresources or I hadn't been,
like, staying actively engagedon a weekly basis, I would feel
like I was so far behind.

Khoa Hoang (19:17):
Well, then yeah.

Eric (19:17):
You know, because me me and I does kinda that's what the
one thing I've really noticedbecause, you know, I I don't
have anybody kind of I mean,above me to kinda really kinda
push me on on things, and BNIreally, I think, helps with
that. Yeah. That was one thingthat really helped helped me is
all the all the all the, like,the requirements, I guess. We
have the one to ones, the CUsand stuff too, which which I

(19:40):
mean, when I first started,like, I was not doing well.
Like, when I first kinda joinedin in BNI, I was in the gray.
I was, like, you know, 8 monthsin, I was, like, gray and all
that too. Because I I don'tknow. I'm just just still
learning the ropes and such.And, but, you know, I I I took
it really seriously. I was like,no.
I wanna I wanna get this going.But, like, if I didn't kinda
have that, you know, you don'tknow what you don't know, and

(20:02):
we're all kinda working in oneway or we're all getting better
in one way or another. But thatkind of helps, help help helps
you grow and helps you grow inareas that you should grow, like
just connecting with people.

Crystal (20:15):
Because once you prospect, then what do you do?
You know? You've got the client,then you know they're gonna make
them happy and keep them. Like,there's a longevity component
too. Yeah.
What else do you have, Kawhi?Looks like you're about to say
something magical.

Khoa Hoang (20:27):
No. No. So, oh, no. You know what? I do wanna share
this as well.
So I think, I did some trainingwith, doctor Jason Selk, and he
was a sports psychologist forlong resume. In any rate,
there's a psychological, Iguess, concept, and, it's called

(20:47):
the expectancy theory. And whatit states is that, that which
you focus on expands. Mhmm.Mhmm.
So pretty simple. Right? Yep. Soagain, if you are thinking and
then he said, we have innatelyproblem centric thinking. Just

(21:09):
as humans, right?
So we're always thinking aboutroadblocks and issues and
problems naturally. Yeah. Right?So if we're always thinking
about that stuff, they grow.Right?
Mhmm. So you have to be able tothink, and he calls it
relentless solutions focused.Mhmm. Right? So instead of just

(21:34):
thinking about, the rejectionfrom prospecting, all the time
and, man, this is terrible.
Right? No.

Crystal (21:44):
Find the positive. Yeah.

Khoa Hoang (21:45):
Positive. Right? And when you find the solutions, the
solutions expand. Mhmm. We'regrateful to be able to, man,
walk the streets.
Right? Your Mhmm. The thingsyou're grateful for expand. But
he he said just focus on thesolutions, not the problems.
Your solutions, will expand aswell.

(22:07):
And I think there's a ton oftruth to it.

Eric (22:08):
Oh, yeah. Yeah. I mean, yeah, I I think that that is too
because, like, we we when, Iknow with with with Ian, we're
kind of, you know, talking aboutpeople kinda being I mean, like,
stuck in their job, and and thenmaybe they like, they're not
they're not happy. We talkedabout about entrepreneurship and
how about 40% of of people inAmerica, like, have an idea for

(22:36):
starting the business that theywant to do, that they they want
to want to do that. And it's andso but I imagine there's a lot
of people like, oh, I can't dothis because of all these
blocks.
And then they're just constantlyfocusing on that, so then they
never do it. And, you know, thatkinda goes along with, like,
positive, like, like, the, IPositive reinforcement? Well

(22:58):
well, pause just positivethinking in in general. One
thing I do almost every morningis I write down 3 things that
I'm grateful for. And it couldliterally be it could literally
be anything.
It could be for grateful foryour house. It could be you're
grateful for the breakfastsandwich that you're eating or
whatever it might be.

Khoa Hoang (23:17):
You better say Amber.

Eric (23:19):
And Amber is always on that list. Amber is always on
that list. And, yep. And I it itwhat it does really kind of just
trains your mind for positivething because you're right. It's
it it it's so easy to just benegative towards towards things,
and this is something I strugglewith a lot.

(23:40):
Like, just kind of, like,focusing on negative and then
kind of retraining your brain toto not focus on that negative.
Like, if you, you know, in agood I think a funny example of
this is, if you stub your toe,you don't think that the rest of
your body feels great. You focuson the negative because that's
that's that's the pain point. Wewe have we're we're attuned to

(24:01):
focusing and listening to painpoints. And and I think there's
a there's a a certain level of,like, you know, primal survival
with that.

Crystal (24:11):
But The brain is actually not meant for wasn't
created for memory. The brain isactually created for survival.
So back to, like you said, theproblem centric part. Yeah. Our
if we're in an, making anattempt to survive, the problems
that come into our life, we'regoing to want to solve them
because that is a challenge oran obstacle.

(24:32):
Once we pass it, then we backinto the, hunting and gathering
phases. So it it is interestingwhen you understand your brain,
you know, no noticing theblocks, what's holding you back,
and then also, like,understanding that that
fortitude is something that ifwe do get thrown off, like you
said, call someone that can pickyou back up because, naturally,

(24:55):
we wanna stay at a highervibration, and gratitude is
actually one of the highestvibrations.

Khoa Hoang (25:00):
Mhmm.

Crystal (25:01):
So thinking about gratitude and love, can always
benefit us, especially in themorning when 80% of our not
thoughts are negative.

Khoa Hoang (25:09):
Mhmm. So

Crystal (25:09):
if we start breaking out of that with a positive, a
little morning routine,affirmations, those those can
all help us throughout the day.How do

Khoa Hoang (25:17):
you how do you start your mornings, Crystal?

Crystal (25:20):
I started with a cup full of love.

Khoa Hoang (25:22):
Mhmm.

Crystal (25:23):
Actually, there's some science, from doctor Emoto on
the power of how water can holdmemory, thoughts, feelings, and
emotions.

Khoa Hoang (25:32):
Mhmm.

Crystal (25:32):
They took petri dishes and wrote words like love and
hate and put them in thefreezer, and these petri dishes
just had water in them. And whatwas interesting is how the water
froze So the one that had theword love on it had made this
beautifully symmetrical shapeThe one that had the word hate
on it was all mangled, and itwas not symmetrical at all.

Khoa Hoang (25:56):
Wow.

Crystal (25:56):
So it's interesting on a deep level. So I use all these
little psychological hacks in myreal life, and I do things like,
Eric, where I take my first fiveminutes, where I will visualize
my very best day. Mhmm. What itwill look like, what I what it
will look like, what Iaccomplished, the things I want
to accomplish. Mhmm.
And then also just taking amoment, maybe, an energy like

(26:18):
gratitude or love or hope orfaith. Something I want to
encapsulate that day and justreally filling it in every cell
in my body. And then I jump upand hit the ground and, conquer
my day from there.

Khoa Hoang (26:29):
Yeah. So powerful, I think, as well. It's such a neat
neat way to do it. And here, Imean, again, right, I think
you're eating the frog early aswell. I mean, visualizing and
having it right right and thenagain after it.
That's a

Crystal (26:42):
Exactly. I wanted to read the the quote that, Regina
had from Mark Twain about thefrog. So, if it's your job to
eat a frog, it's best to do itfirst thing in the morning. And
if it's your job to eat 2 frogs,it's best to eat the biggest one
first.

Khoa Hoang (26:57):
Yeah. That's right.

Crystal (26:57):
From Mark Twain.

Khoa Hoang (26:59):
Yeah. Exactly.

Crystal (27:00):
Yeah. Con conquer your biggest challenge earlier in the
day. You'll be more successful.And also small challenges help
your brain to, add up to makingit more easy. And there was a
really cool psychological hack Iheard the other day, and I was
like, that's so great.
People should know about this.It was like telling yourself to
do small teeny tiny things thatwere super easy. Yeah. So I'm

(27:22):
going to fold a shirt. Not I'mgonna go fold my whole thing of
laundry.
I'm gonna fold a single shirt.And then when I do that one
single shirt, it's like, oh, Iaccomplished it. Maybe I'll do
one more. And then before youknow it, you did the whole load.

Eric (27:37):
Like potato chips.

Khoa Hoang (27:39):
Yeah.

Crystal (27:43):
Similar. Similar. But it does make sense if you set
yourself up for small and evenin the small, the brain of small
developing children, they foundif you set them up with small
tasks that they could achieve,they had more confidence in
themselves. Mhmm. So just likeourselves, we could have more
confidence in ourselves if we ifwe achieve small 3 small tasks
before 9 o'clock, we're gonnahave that courage and that

(28:07):
potential and that momentum tokeep, moving on throughout the
day.

Eric (28:10):
So what about the frogs thing then? Is it is it 3 small
frogs and then the big one?

Crystal (28:15):
It depends on how many frogs are sitting on your plate,
I guess.

Khoa Hoang (28:18):
Yeah. So I I hear for for me, I always knocked out
my prospecting first when I wasin the massive gross gross
stage. Right? I mean, again, itwas the ugliest thing I had to
do in the day, But I'm notkidding. You get that knocked
out, rest of the day is Mhmm.
Yeah. Cool. Yeah. Yeah. We'reYeah.
We're in good shape. I I dowanna shift gears just to touch
on that as well. So let's say,again, you've already retained

(28:40):
or turned your prospect into aclient. Right? I think the other
kinda key component is keepingthem as a client.
Yes. Because it's, if you're notcourting your own clients,
somebody else wants them. Mhmm.Right? Mhmm.
So I think what Joe Ocampo, whodoes, the promotional products
in our chapter, is so good at.And, I mean, really, truly what

(29:02):
he does is very powerful aswell, because you gotta take
care of your you gotta take careof your clients Mhmm. As well.
So, I think, easy to forget, youknow, after you have retained a
client. But

Crystal (29:17):
Just like a relationship. You have to
cultivate it. You have to putthe energy and effort into it.
You're if you don't, you'll getthe energy you didn't put into
it back at you.

Khoa Hoang (29:26):
Yeah. That's right. Right. And then here now, went
from, again, for me, 0 clientsto, managing at, roughly
80,000,000, in assets. I don't Idon't lock on doors anymore.
And and truly, right, I'm veryspecific in terms of, who I
wanna work with Mhmm. Today.Right? And then you just take

(29:47):
care of your book of businessand things grow organically. And
then I'd also say this, and youguys have heard me say this
before as well.
And also, the the Paretoprinciple. So Wilfredo Pareto
was an Italian, kindaphilosopher. And again, I may be
butchering some some of thesedetails. But he's in his garden

(30:10):
one day, and he noticed that 80%of his harvest came from just
20% of his plants. Mhmm.
So, again, he was a dignitary inthe town as well, and he found
that 80% of the real estate inthe town were owned by 20% of
the

Crystal (30:30):
people. Yeah.

Khoa Hoang (30:31):
Right? And then so it's that 80 20 Yeah. Rule.
Mhmm. And in my book ofbusiness, 80% of my revenue is
derived by that top 20% of myclients.
Mhmm. In b and I, I'm guessing80% of your referrals come from

(30:51):
the small handful of people inthe chapter as well. Right?
Mhmm. So the takeaway from, Iguess, the business building
aspect, you better be if you'renot gonna take care of your
entire book of business, just behyper laser focused on taking
care of that top 20%.
Those are the people that reallymatter to you. B and I, as well.

(31:14):
Right? If you have a handful ofpeople, just a handful, in your
chapter that are referringbusiness, do something for them.
Right?
Bank them. Right? Yeah. Yeah.Take care of them.

Eric (31:23):
Oh, yeah. You know, Hannah like, Amber is really good
about, handwritten cards.

Crystal (31:29):
Definitely.

Eric (31:29):
And, like, and, like, just a handwritten card and, and
gold, actually. She she is soMarie. I just received one the
other day from from from fromAnne when she was, on the on the
the the podcast. And so and,like, those things go so far
Yeah. Because, you know, I guessthe way I kinda the way I kinda

(31:50):
think about it is, like, okay.
If if you write a handwrittencard, how many times is that
person actually receiving ahandwritten card? And

Crystal (31:59):
And you're also opening it up when everything else is
negative. You have at least oneglimmering shiny positive thing.

Eric (32:05):
Maybe that person's having a really bad day, and then,
like, your hand ring card is,like, the one, like, silver
lining positive that they hadfor that day. You never know
what someone's kind of goingthrough. Now you really stand
out with that person. And,that's something like Amber's
been been so good, so good atthem. Ex exceptionally grateful

(32:26):
that, like, that she's, youknow, takes that time to to to
do.
And I'll I'll do it with hertoo, but she's the one that
kinda really forefronts doingthat because I don't know. I
don't I don't think about it asmuch as I really should, I
think.

Crystal (32:39):
But

Khoa Hoang (32:40):
Yeah. So, here, I'd encourage you. If you can't or
don't have the capacity to get ahandwritten note to everybody.
Right? Again, you want to to Ithink to accelerate growing a
business, you think about theclients that you have.
Or right. Take a moment to thinkabout your your best your best
clients. Right? Mhmm. Mhmm.
Those are the people you'regoing to duplicate. Mhmm. Think

(33:01):
about your worst client. Right?Yeah.
I'm okay. I lose that client.Yeah. Right? Yeah.
Right? So just take care of thattop end and right? You you wanna
duplicate, those people, right,as well. So if you can't get a
handwritten note to everybody,man, just get one to your top

(33:21):
20%. Sure.

Eric (33:21):
Yeah. Yeah. Yeah.

Crystal (33:22):
That's such a great advice. Actually, they actually
talked about something similarin a b and I training that I
just did, how we would probablyreally love to connect with
everyone in the room, but maybenot everyone in the room is our
person.

Khoa Hoang (33:35):
Mhmm.

Crystal (33:35):
So like you said, focusing on the ones that you
know is a good fit first, andthen it can you can always
trickle into the other ones aswell.

Khoa Hoang (33:43):
Yeah. And I think, open mind in here. I think also
we've fallen to a trap. Right?We're so specific in terms of
who we think can be the idealreferral partner for whatever
industry we're in.

Eric (33:57):
Right.

Khoa Hoang (33:57):
Right? I truly believe and here, obviously,
there's a connection there, butI truly believe it's more about,
the the the person more so or askill set more so than in
industry, as well. Right? Andthen here, I think you're
naturally just gonna gravitateand wanna take care of people
that you like Mhmm. And trust.
Yeah. Right? So make them yourtribe. Yeah. Yeah.

(34:19):
Right as well. So

Eric (34:20):
Yeah. Yeah. I think, yeah, it it it it also you know, it's
gonna it it it it's also gonnajust associate you with people
that you like as well too. It'sjust gonna lift your spirits
more because you're alreadyaround people they like. I what
is it that, like, you know, the,the often people fall into a
trap a lot where your your worstclients, tend to absorb most of

(34:44):
your time as well.
Mhmm. Right? Where because maybethey're at I don't know. Maybe
they're extra needy or somethinglike that or or, you know, they,
they, they, they want, you know,$5,000 worth of work for $500 or
something like that. And thenthey're, they're tricky with
things and stuff too.
And so now you're sending allthis time on them and, and it's

(35:04):
a lot of it. I think, so how doyou, how do you have any advice
on kind of helping preventyourself from kind of falling
into that track? Because I feellike it can be really easy even
being aware of it. I know I'vefallen into that before where
I'm just like, okay. Wait.
This person's being, you know,too much or whatever. And then,
like, initially, I didn't thinkso. Then I it wasn't till, like,

(35:25):
I realized, like, man, I spent alot of time with this person
that and I don't didn't evenrealize it because I get, you
know, folk you get focused inwhat you do and and and and you
don't like seeing sometimes.

Crystal (35:34):
It's especially hard for women because boundaries are
something that is probably thebiggest thing I work with female
clients on.

Khoa Hoang (35:41):
Mhmm.

Crystal (35:42):
Because we tend to people please because we want
everyone to like us.

Khoa Hoang (35:45):
Mhmm.

Crystal (35:45):
So there is, like, that component as well into it that
but boundaries are reallyimportant the more that we set
them in our business. Andsometimes they can creep up on
you. Like, you're saying, itmight they might be okay, and
then it like, all of a sudden,it kind of escalates where one
person's draining all of ourenergy.

Khoa Hoang (36:03):
Mhmm.

Crystal (36:03):
So we have essentially, we have the prospecting aspect,
and then we have the retentionaspect, and then we have
follow-up. Where what else wouldyou have us, that's really
important,

Khoa Hoang (36:16):
Yeah. So I think, talking about just the
boundaries very quickly for amoment as well. I think it's
also critically important tokinda identify your best profile
and also your worst profile.Right? And it's okay to say no

(36:36):
to you know?
And it's okay to shed, I think,a fire a client to go for it. I
mean, again, when it's not,

Crystal (36:47):
There's gonna naturally be some attrition. Right?

Khoa Hoang (36:49):
Yeah. Listen, one shot in life. And I think we
don't have the time to waste,not enjoying what you do

Eric (37:00):
Mhmm.

Khoa Hoang (37:00):
Either. Right? So being able to work with the
people that you, enjoy spendingtime with and talking to. Right?
And then I did it recently aswell.
Right? And when somebody calls,and I say, oh, man, I don't
wanna I don't wanna take thattake that call, Gift them to
somebody.

Crystal (37:21):
John Gibbon.

Khoa Hoang (37:23):
Yeah. Right there. Someone. Yes. Yeah.
Right there.

Eric (37:28):
John's gonna listen to this episode and go, is that why
I get so many people quite thatthat from from Qua that it just
doesn't work out?

Khoa Hoang (37:34):
Yeah. So, I

Crystal (37:36):
think part of the growth process. Right? That same
person you probably would have,like, scrambled 4 years before.

Khoa Hoang (37:42):
Sure.

Crystal (37:43):
But now you're at a place in your life where you can
make those choices for yourselfon what's a better fit.

Khoa Hoang (37:48):
Yeah. Yeah. Yeah. That that that's exactly right.
Right?
And and then I I think the lastcomponent, right, you you don't
have to have, necessarily abusiness world and a personal
kinda, friend rule. For me, it'sokay if they combine. Right? I I
remarkable b and I, when I firstjoined 13 years ago, if you

(38:10):
would have told me, right, andI'm going there just to get
business. Mhmm.
Right? And I get it. Giversgain. Right? But yeah.

Eric (38:18):
Yeah. But no one no one initially comes to b and I the
first time to to to givers gain,to to act on that. Right? No
one's coming for that. It's likeFor

Khoa Hoang (38:27):
me, I wasn't right. So, and if you would've told me,
where I stand today that some ofthe people in this group would
be, really truly meaningfulfigures in my life, I would've
told you, you know, you'reyou're you're nuts. Right? But,
it's been a some of the some ofthe people I can't imagine doing

(38:53):
life without right as well. So,to me, yeah.
So part of that prospecting nowis really having deeper
relationships, with many of myclients. And, again, naturally,
I think they're more willing toshare my share me with their
friends and family. Right? Yeah.Yeah.
Yeah. Well, the

Eric (39:12):
you know, they people want to hire and work with people
that they like. Mhmm. And so,you know, building that building
that that relationship, withprospects, you know, is gonna
encourage them to hire hire youbecause they just like you more.
And so I I there's definitelyreal value in kind of just
making friends with all of youryour your prospects and and and

(39:37):
clients in that. So I'm I'mtotal I'm right there with you
on that.
Like, that's that's my that'sthe way I kinda I'm, the way I
see as well.

Khoa Hoang (39:45):
Yeah. And I'll be honest with you. Right? So you 2
are also friends, and we'vewe've done stuff. Right?
But I don't and it was maybe alittle bit awkward at first for
me reaching out to either one ofyou and saying let's go do let's
go let's go hang out. Let's godo something. Mhmm. Right? Or
drink too many glasses of wine.
Mhmm. Right? I mean, again,there's just a little bit of

(40:05):
awkwardness because there's aprofessional component. Right?
And then you're letting somebodyinto your home or your world and
Mhmm.
Right, Sharon?

Crystal (40:13):
But look, this painting wouldn't be on the wall. I
hadn't opened up at your houseand invited me to your world,
and, it got to expand out intoour, rich hawks Yeah. World. So
be when you do create thoseconnections and you do build
those relationships, it's sobeautiful to see what can come
out of it. Things that you mightwant not have expected a

(40:33):
connection, to take us.
And I it's really beautiful whenyou do connect on those levels
because, I mean, it it is aboutrelationships. In the end, I
think that is what brings peopleto b and I. A lot of times as
entrepreneurs, we don't haveenough relationships to count on
because we're doing everythingourself. And so I think there's
a lot of value to knowing thatthere are other people in the

(40:56):
group that are actually doingthings that you aren't doing
because they can complement you.

Eric (41:01):
Yeah. Yep. Mhmm. Yeah. They so what about, with with
when and maybe this kinda gogoes back to kind of just being
a go getter and just and justkind of doing it prospecting in,
like, the right crowd, like, theright areas, or the right, like

Crystal (41:22):
So like you said, you pick your target market. And
then what do you Yeah.

Eric (41:25):
Maybe that's like that 20% kinda you're talking about.
Like, you you know, finding theright kind of crowd or group
where you you where you maybeyour your you know your audience
or or or potential, prospectsmight be. Do you do you do
anything like that, or do youkinda just kinda go everywhere?
What do you how do you do youfocus anything like that? Or how

(41:46):
how does what do you do forthat?

Khoa Hoang (41:48):
Yeah. So you guys are familiar with my ask. And
maybe this isn't the best. Sohere, if if it didn't matter, if
income didn't matter, maybe Iwould focus on, different areas,
which is so beautiful about whatyou do, I think, Crystal, in
just helping people in terms of,bettering their their their

(42:09):
lives. Right?
So when I do some training, Ialways help newer advisors build
a business plan. And I alwaysask them to do write out first,
write who is gonna be yourtarget market. Right? Mhmm. And
oftentimes, they're like, oh,you know, young families,
because oftentimes they're alittle bit younger.
Young families having kids,well, listen, man. You wanna

(42:31):
focus on a 24, 25 year old who'sgot a new kid, they're not gonna
have any money for you, Right?As well. So to your point, Eric,
I mean, again, you do have toyou do have to focus on

Crystal (42:43):
You gotta fish in the right pond.

Khoa Hoang (42:44):
That's it.

Eric (42:45):
Right? Right? Like maybe they're the right audience, but
like if they don't have havehave the money to kinda hire
your services, then they kindabecome not the right audience.
Right?

Khoa Hoang (42:54):
That's it. Yeah. That's it. Right? So, again,
going back to the Pareto rule,that top 20%.
Right? And then you gotta figureout and I give back in many
different ways too. Right? Aswell. But that is kind of the, I
don't know.
You do have to identify what'sgonna put some food on the table
for your kids. Afford fishingtrips for me and shoe habit for

(43:20):
Missouri. Right as well as yeah.There's there's an element.

Crystal (43:27):
But all of that doesn't matter if you don't have the
relationships.

Khoa Hoang (43:30):
Yes.

Crystal (43:31):
I mean, it's so beautiful that you yes. We can
make money. Yes. We can beproductive. But, it's not the
money and it's not the accoladesthat will be our legacy when
when we walk away.

Khoa Hoang (43:43):
Mhmm.

Crystal (43:43):
It's the way that we made people feel, and it's what
the memories that we createdwith them. So I was blessed to
go to Yoga, Missouri and andit's like like you said, it's
like taking that little step.And especially as adults because
we're not as used to making newfriends. You do have to kinda
get out of your comfort zone topush yourself a little bit, but
that's the same as kind ofprospecting. I guess there's

(44:06):
almost a little bit of acorrelation between, like, the
relationships and theprospecting.

Eric (44:10):
Yeah. That that that's true. And, like, I, that's a you
do have to you do have to kindof step out of that that that
zone for sure, like, that thatcomfort zone. Because I know,
like like like I mentioned, thethe cold calling with beers.
There's a reason that I kind ofhad that.
It's because I was petrified tothe phone for I don't know why I

(44:32):
could talk with someone inperson. I could, even talk with
someone over, like well, at thetime, I guess, the spec of the
day, we didn't really do much,like, the video chat stuff at
that at that time. But but inperson, that was good. It was it
was it was phone call even,like, calling the doctor or
something like that, or, like,you know, even even calling my

(44:52):
friends sometimes, like, someoneI actually knew. I was like, and
so, like, I I had some mentalsome kind of mental roadblock,
which definitely doing the coldcalls definitely, like, forced
me through to kinda push the

Crystal (45:06):
the Repetition, repattern your subconscious.

Eric (45:10):
Yeah. And and, and I think so, like, it it a lot of it is
building that kind ofrelationship. So what about how
how do you what are somemethodologies that that you kind
of do for that? I know youmentioned, like like, just kind
of hanging out at at at at placefor maybe someone who's maybe
struggling kind of in this area.Do you have any things that that

(45:32):
you do on a regular basis, forpeople to help cultivate that's,
like, like, a conscious effortto help cultivate that
relationship with people?

Khoa Hoang (45:41):
Yeah. So maybe I'm gonna answer this a little bit
differently than I think whatyou're directing me, but I'm
gonna plug BNI a little bit hereas well. Right? So, I don't if
you're unfamiliar with BNI,we're supposed to be submitting
what's called thank you forclosed business, right as well.
And I don't do it, kind of thenature of my business on a

(46:02):
monthly basis.
At the end of the year, I runthrough my entire book. I find,
who came from BNI. And then I doone once a year, my thank you
for closed business. Right? Solast year, in December, when I
did it, 27% of my revenue camefrom BNI.
I don't spend 27% of my timeprospecting in BNI. So, if you

(46:27):
are struggling with BNI, Iwouldn't be in my 13th, 14th
year with BNI if it didn't workand if I didn't believe in the
model. We talked already aboutsome additional ancillary
benefits, as well. So, some ofthe other things I think, BNI is
helpful with and this is kind ofa roundabout, a way of answering

(46:49):
your question. Right?
What's everyone what's mostpeople's number one fear,
Crystal?

Crystal (46:56):
A lot of them is success.

Khoa Hoang (46:57):
K. Yeah. Yeah. Right? So success, I don't know.
Some people I think have fearouts, but most people have a
fear of public speaking. That'strue. Yeah. Right? BNI, you
gotta get up once a week.
And I remember my first one. AndI'm a pretty gregarious, fairly
confident fella too. But, man, Imean, first time BNI standing up

(47:19):
in front of 40, 50 people. Yeah.Right?
It's it's intimidating. Yep. Buthere today, right, very
comfortable doing it now, rightas well. So I mean, again, even
those little things. Right?
Ansel, BNI is gonna help youbecome, I think, a better
business person. I think it'shelped me become a better dad, a

(47:44):
better partner, much betterbusiness acumen. Right? And then
my skill set, I believe, isbetter because of the practices
we have to go through that BNIforces us to go through. Again,
simple stuff.
Again, just getting up in frontof a crowd, forcing you to meet
with people on a weekly basis.Right? Getting out there. So

Crystal (48:09):
And then your relationships are enriched. It
sounds like you wouldn't be thesame without some of those
people. I know a few of them.They you got one on each hip at
least.

Khoa Hoang (48:20):
Yeah. Right?

Crystal (48:21):
But why not why why not do life with people we love
instead of doing it byourselves?

Khoa Hoang (48:25):
Yeah. That's it. Yeah. Mhmm. Yeah.
Yeah.

Eric (48:27):
Yeah. I know I know I'm not an early bird too. So, like,
it's not.

Crystal (48:31):
It's a big commitment.

Eric (48:32):
Yeah. It it is. And and and, you know, sometimes, BNI
can definitely it can certainlyhave its moments where it feels
like, man, this is like a parttime job, you know, do doing
this. And, like, even just beingjust a member without
volunteering can sometimes feelfeel that way because you're
doing, you know, meeting doingthe one to ones, the c u's, and
all of a sudden you have all andand and, you know, it can even

(48:55):
feel that way even on on thatlevel, especially if you're not
used to doing those

Crystal (48:59):
Yeah. Especially at the beginning, logging everything.
It's like, why am I logging allthis? This is a lot. But then
you do realize the benefit of itlater on when you're like, oh, I
can see exactly how many peopleI've shared, referred, and the
dollar amount.
Like, I can see I'm starting toI'm starting to become a
processes gal. You're startingto convert me, Eric.

Eric (49:17):
Well, it's you know, I think it also kind of uplifts
you too when you actually canlook back Mhmm. On, like, the
app and it says, like, oh, youknow, the last 6 months you made
x amount of dollars or whatever.And then and then you don't
even, like, kinda realize, like,that's how much I made? I was
like, and then you kinda go backand you kinda look and see. I
was like, oh, yeah.
I guess so. Like, it's could youjust I don't know. You don't

(49:38):
necessarily track all

Crystal (49:39):
the time. Why our thank you of

Khoa Hoang (49:41):
closed business isn't higher. It should be
December. Yeah. Next month.Yeah.
Yeah. You're good. Oh, yeah.

Eric (49:47):
It's always it's always much it's always much higher
when you go on just like,December

Crystal (49:52):
There it was there. Were wondering. We're counting
on you, Quan. I love it.

Khoa Hoang (50:01):
So here, would either you guys kinda share I
don't know any nuggets becauseyou guys are growing businesses
too. Right? Any nuggets forprospecting from from from your
side?

Eric (50:12):
Mhmm. Well, so for me, I I actually I think find for me, it
took a little bit to kinda findwhere, where I wanted to, find
people, like, for for mybusiness. Mhmm. And so a lot of
it for me, I'm actually startingto kinda tap more into the

(50:32):
podcasters, like like my otherpodcasters that with them
because they're often havingother podcasters, on. But I,
like, started with doing like,even going into Facebook groups,
which actually did prove to bevery effective.
It was a lot of work, though.

Khoa Hoang (50:47):
There was

Eric (50:47):
so much work in in Facebook groups.

Khoa Hoang (50:50):
Mhmm.

Eric (50:50):
Because, like, Facebook groups can be it can be so
challenging because they're,like, all these rules about,
like, advertisement, and it'slike, it's it's it's like you're
trying this fine. I literallyplay with GPT, but like, hey. I
need I wanna say this, but makeit sneaky, to in a in a post so
so it doesn't get flagged for Iliterally use GPT a few times to
kinda help with this, and it didit did an okay job. It did a

(51:12):
decent job to kinda, like, like,write something or, like, reply
to somebody. And I actuallyfound that to be, quite
effective.
It was just a lot of work. Andso, but I find, like like, what
you've said, I think, some of mymy, best clients have come from,

(51:32):
like, referrals, basically, fromwithin, like, other other
podcasters. So it's like as inmy case, as I kinda kind of
grow, it kinda I started kindagrowing a little bit more
exponentially for that reason.And I for me, I found that to be
more effective.

Khoa Hoang (51:49):
Nice. Good. Chris, what about you? Any any nuggets
from the prospecting side fromyou?

Crystal (51:54):
So I'm gonna use a little analogy first. Mhmm. So
I'd like to challenge you toconsider life like a bag of
popcorn.

Khoa Hoang (52:01):
K.

Crystal (52:02):
So all the different kernels will oftentimes pop at
different times.

Khoa Hoang (52:07):
Mhmm.

Eric (52:07):
So

Crystal (52:07):
there's the ones that are ready to pop right away that
burst at the first side of heat.There's the ones that take a
little more heat, and then theyfinally pop. Mhmm. And then
there's the ones that laydormant at the bottom to never
quite achieve their fullpotential.

Khoa Hoang (52:21):
Mhmm.

Crystal (52:21):
I think that it's okay for all of those states.
Sometimes we judge ourselves onwhat level we're at.

Khoa Hoang (52:28):
Yeah.

Crystal (52:28):
But all of those processes will probably have to
come into play at some time.You're probably gonna have to
learn how to public speak.You're probably gonna have to
learn how to prospect.

Khoa Hoang (52:39):
Mhmm.

Crystal (52:40):
You're probably going to have to do all these things
that you might not even realizeare part of the process. But,
being gentle with ourself andknowing that the growth is part
of the journey.

Khoa Hoang (52:50):
Mhmm.

Crystal (52:50):
You said it at the beginning. You have to take a
single step

Khoa Hoang (52:54):
Mhmm.

Crystal (52:54):
To get to our destination. Mhmm. Oftentimes,
it gets so overwhelming becauseit's like, oh, man. I'm supposed
to wear, like, 50,000 hats.Which hat do I put on first?
Which hat do I take off last?How how many hats can I stack
before it crumbles? And I thinkjust taking it back to the
relationships is really keybecause in the end, those

(53:16):
relationships are make it andbreak it. In the end, if you
have a great relationship withsomeone, they're gonna trust you
to send you a referral. If youhad those 4 or 5 opportunities
like you said and the 3rdopportunity, you drop the ball.
Mhmm. That 4th opportunity, youmight not get that 4th
opportunity.

Khoa Hoang (53:35):
Mhmm.

Crystal (53:35):
So it's our responsibility to really walk in
our authenticity and withintegrity. So I think part of it
is I love the VCP equationbecause you really do have to be
visible, but you also have to becredible. And then once you
reach those two steps, then youcan get into the profitability
part of it.

Khoa Hoang (53:55):
Yep. Mhmm. Yeah. Listen, I've always hated those
kernels that didn't pop anyway.Screw them.

Crystal (54:03):
They have so much

Eric (54:04):
potential though.

Crystal (54:06):
I know.

Khoa Hoang (54:06):
We don't need them.

Eric (54:08):
A mystery of why kernels aren't popping. Yeah. But let's
get this.

Crystal (54:13):
A little more heat and, you know, some people can take a
little bit more and some peopleare more fragile too. I mean
Yeah. Yeah. Not everybody ismeant for entrepreneurship.

Khoa Hoang (54:22):
Mhmm.

Crystal (54:22):
But once you figure out your lane, I mean, just just
cruise. I mean, just find it Oh,

Khoa Hoang (54:27):
yeah. That work for you.

Eric (54:28):
You know, it's funny because, like, I I've gotten
into this because I I don'tknow. I've just I've just I've
always just had, like, a kind ofa entrepreneurial drive, but
there's been so many times whereI've seriously kind of just been
like,

Khoa Hoang (54:41):
man, they just they just do that. And they they make
this money. They they

Eric (54:43):
got this so easy. I'm like, why can't I do that? And I
probably could, but it's, butI'm like, it's not it doesn't
sit right with me though. Youknow? So I it it it it it I I
think we each kinda have ourown, like, calling a bit and,
you know, the on on in their bizin whatever your business that
you're doing.

(55:05):
But for me, like, what kind ofwas really kind of driving me
through, I think, to to to domore prospect prospecting and do
the prospecting in particular,like, phone like, the phone call
stuff that I didn't wanna do,was kind of like like that that
that that drive. Like, well,what's the alternative? The
alternative is not doing thisand and working somewhere I
don't wanna work at.

Crystal (55:25):
Yeah.

Eric (55:26):
I'm like, well, I don't have any choice now. You know?
So I kinda for me, it was kindof, like, forced I almost felt
like I was kinda forced intodoing that sort of thing. I
think that's a lot of peoplewould probably relate to that,
too.

Khoa Hoang (55:35):
Listen, it's so easy to give up on the prospecting
side. To not have a plan B, Ithink, is a good idea. Don't
have something to fall back on.You can't fail. You can't fail.
Yeah. You can't fail. True.Right? Just make it happen.
It's gonna it's gonna force you.Alright? I mean, again, for me,
I had a wife at home, didn'twork, 3 small kids. Mhmm. Right?

(55:55):
I only made 49,000 my 1st year,with Edward Jones. You try
raising a household of 5 inSouthern California on 50 grand,
it's it was not pretty. It wasnot pretty. Right? But no plan
b.
Just make it happen. And I thinkthere's parallels to starting at
at b and I as well. Right?Oftentimes, you hear newer

(56:19):
folks, wow, man. I'm just notgetting the referrals that I
want.
Right? Or the number I get it.But it'll grow. Right? You gotta
you gotta put that time, effortinto that thing.
Right? And treat treat all ofeverybody in the room like a
prospect. Right? They are.

Crystal (56:38):
Have you guys ever had that part in your business where
you hit a point and you're like,why am I doing this? What am why
am I should I still keep goingforward? And it's like almost
like like like that test rightbefore the testimonial where
it's like, do I really wannakeep doing this? And then you
kinda grab your bootstraps andpull them up when you're like,
okay. I'm in it.
And then right after that, then,like, there's some beautiful

(57:00):
breakthrough comes through. Haveyou ever experienced that?

Eric (57:03):
Oh, yeah. Yeah. I think, it it it, the I feel like I hit
that too frequently, honestly,because I have it it it it seems
like, you know, there's once amonth something happens where
I'm like, do I wanna keep doingthis? Or do I do it? It seems it
seems but then it was like butthen I I kind of reel myself

(57:23):
back like, no.
I the alternative, like yousaid, no plan no no plan b. I I
love that because it it havingthat plan, it kinda gives you
that that, that that safe zone,I guess, that is gonna be kinda
detrimental for what you reallywant to do or or what kind of,
purpose that you really have,for your life. And, but, yeah.

Crystal (57:50):
Sometimes that uncomfortable pressure is the
growth that you need.

Eric (57:54):
Yeah.

Crystal (57:54):
And sometimes people do really well in those moments
where they're it's like a pinchtime. It's like crunch time.
It's like go. And and the humanspirit has something this dry
within us when we really gatherour wherewithal. We we really
can't accomplish anything we putour mind to when we stop making
excuses and start makingsolutions.

Eric (58:13):
Well, just doing that one thing, like you mentioned, doing
that, like like, folding oneshirt or whatever it is, doing
that first that first step. Iforget what what what it is, but
if you if you kind of if if youjust do that one thing first, it
kinda gets a it's like asnowball. You kinda or like a
like a kinda boulder going downa hill. Like, you just a little
bit of a push. You start youstart gaining that momentum on

(58:34):
that whatever that that firstthing is.

Khoa Hoang (58:37):
I think maybe another good thing to to do,
right, when you're having thosemoments, and I think everybody
probably does, where you'redoubting, what you're doing, I I
think pick up the phone and callthat person that you made a big
difference for in your landwork. Right? Because they're
gonna give you, the strength toremind you why you do what you

(59:01):
do too. Right? Because here,Crystal, I I imagine you've made
a tremendous difference inpeople's lives.
Mhmm. Like

Crystal (59:09):
Yeah.

Khoa Hoang (59:10):
Right? And that's all you need to know your when
you affect people right on onthat level, right, or I don't
know, man, Eric, you ever dialedsomebody? Call. Mhmm. Call your
best client and just, right, andI mean, they're grateful for
what you do.

Eric (59:29):
Mhmm.

Khoa Hoang (59:30):
Right? As well. So having those reminders, I think,
is, helps push you.

Crystal (59:34):
That's a great, tip for our audience to call the person
that you know that you'veinspired to kind of piggyback
off that inspiration that yougave them.

Eric (59:44):
Yeah. I don't think I've ever I don't know if I've I've
I've I've called a client. I'vetalked to, like, friends or
whatever for in in in in thisway that encouraged me when when
when you're down.

Crystal (59:56):
Yeah. That's a great idea.

Eric (59:57):
But actually from a client's perspective, like,
that's kinda more powerfulbecause, you actually are
helping that person. Mhmm. Andit's gonna be more harmful
because they because they'relike, they they actually, it's
not just like a friend. Like,no. You're doing great work or
whatever.
You know, that sort of thing.But, like, from a client, like,

(01:00:17):
you actually also, like, no.You, like, changed my world or
whatever. Right? It might be.
Mhmm.

Khoa Hoang (01:00:22):
So that's a dude. I'll I'll I'll to I should I
need I should start implementingthat.

Crystal (01:00:27):
Yeah. It's a great takeaway. Thanks, Klaa.

Khoa Hoang (01:00:29):
Yeah. Yeah. Yeah. Yeah.

Eric (01:00:31):
Yeah. That's great.

Khoa Hoang (01:00:31):
Yeah. I'd you know, I do it, occasionally. And, you
know, it is nice. It's nice toit gives you, right, that that
reassurance as well. That'snice.

Crystal (01:00:41):
And we could be focusing on either one. We could
be focusing on all the problems,or we could be focusing on all
the solutions.

Khoa Hoang (01:00:46):
That's it. Mhmm.

Crystal (01:00:47):
It's really we really have to train the brain to focus
on the right things. And I thinkthat's a beautiful takeaway that
someone in the audience couldabsolutely use. And, like, Eric,
I've called family members andfriends, but I don't know if
I've ever called, like, a clientfor kind of to re inspire
myself.

Eric (01:01:05):
I think I think, you know, one of the reasons it almost
seems sort of seems like, oh, Ican't call client because
they're gonna see me in a in acrumbling situation or whatever
it whatever it might be. But Iguess it's that's kinda one of
the reasons you wanna build thatrelationship a lot because now
you can kind of, like, you know,open up a little bit more maybe
because it's always gonna bewhen if you're calling that
situation, you're kind of in acrumpling crumble like, not

(01:01:27):
crumbling, but, like, maybeyou're in a in a in a,

Crystal (01:01:30):
Need to remotivate it.

Eric (01:01:32):
Yeah. Remotivated.

Khoa Hoang (01:01:34):
So the question right there, Crystal, was like,
oh, man. Having a tough day. Idon't know if I wanna do this.
Right? You're doing it becauseof the well, for me, part of the
reason I do it is because you'reaffecting people on a very deep
level Mhmm.
Helping. Right? So it's nice toreconnect. And I have a handful
of clients every time I call.Thank you so much.
I mean, every time. Right? Yeah.It's like, oh, man.

Crystal (01:01:55):
You don't have to let them know you're crumbly. You
can just call.

Eric (01:01:57):
Yeah. Yeah.

Khoa Hoang (01:01:58):
Like, hey.

Crystal (01:01:59):
That's right. See how you're doing.

Khoa Hoang (01:02:01):
Yeah. Right? Yeah.

Eric (01:02:02):
Yeah. Yeah. Yeah. Yeah. Yeah.
Yeah. Yeah. That's good.

Crystal (01:02:05):
Love it.

Eric (01:02:05):
Great. Cool. Well, thanks so much, Kwa. So, if if somebody
wanted to get in contact withyou, how would they how would
they best do that?

Khoa Hoang (01:02:14):
So b and I wise, we'll be all the contact
information is updated there. Myoffice line is 760, 688-0200.
And then all my clients have mycell phone number as well. I
always ask you to be a littlebit more respectful on that
side. But that's 760-500-1076,as well.

(01:02:37):
Email us. Love to love to chat.Again, we do have some minimums.
We'd love to love to chat with,with you if you have any
complex, or any seriousfinancial issues.

Crystal (01:02:49):
And you're really great just to talk to. I mean, they
might not be a great fit, but Iknow you've given a lot of
advice to people no matter whatstage, even the ones that aren't
gonna pop.

Khoa Hoang (01:03:00):
That's right. And here, just again, to both of
you, thank you so much for,putting that so much time and
effort into, doing this thing aswell. Such a a neat kind of
refreshing concept idea, aswell. And anyone listening,
encourage you to hop on thepodcast. It's super fun.
Just kinda chatting a littlebit, business here as well and

(01:03:23):
get some exposure. And, I don'tI don't know that I've ever sat
in front of so many lightseither. So I got yeah. I can't
go through this. Yeah.
I could yeah. Give give givethese guys a shot.

Eric (01:03:33):
Yeah. We try to keep it as friendly and fun as as as as
possible. Because you can't Imean, if you make it too
serious, then it just becomestoo dull otherwise. Right? Yep.
You gotta gotta have fun withit.

Khoa Hoang (01:03:45):
Yeah. Thank you.

Eric (01:03:46):
So, yeah. So if you got value out of this episode, and
if you maybe you know somebodywho, maybe they are struggling
with, with with prospecting,send this episode to them. This
is one of the ways that we, wegrow this show, is, just people

(01:04:07):
sharing it with with otherfriends. So send send this send
this to them. I think that theywill be very grateful.
Even if they're not in BNI, thisis all all everything that we
teach. Yes. This is encompassedin, like, a, like, a BNI
umbrella, but this is all,business advice that can apply
to anything as well. Whatever.Yeah.

(01:04:28):
So, yeah. So thanks so much forlistening. We'll see you in the
next episode.

Crystal (01:04:32):
And don't forget to log your single CEU. Thank you for
joining us for the businessboost hour. My name is Crystal
Pravette and this is EricBuells. Thank you for joining us
and don't forget to documentyour single CEU. See you next
time.

Eric (01:04:47):
See you in the next episode.