July 12, 2025 • 33 mins
Cut The Tie Podcast with Chaz Horn
What if the real reason your business isn’t growing… is you?
In this episode of Cut The Tie, Thomas Helfrich sits down with Chaz Horn, a sales leadership coach and founder of Mastery of B2B Sales, to unpack how ego, fear, and lack of clarity can quietly stall your business—even when you’re doing everything “right.” Chaz opens up about the moment he realized he was the bottleneck and the painful but necessary mindset shift that followed.
This is a raw conversation about accountability, emotional growth, and building systems that let you scale without sacrificing your peace. For any business owner stuck in the weeds, this is the episode you didn’t know you needed.
About Chaz Horn
Chaz Horn is the founder of Mastery of B2B Sales, a coaching and implementation program that helps entrepreneurs, consultants, and sales leaders eliminate self-sabotage, close more deals, and build scalable, values-driven sales systems. With over two decades of experience in sales and leadership, Chaz is known for his direct but compassionate coaching style, empowering clients to get out of their own way and lead with clarity and confidence.
In this episode, Thomas and Chaz discuss:
- The power of brutal self-honesty
How Chaz realized he was the one slowing everything down—and why facing that truth saved his business. - Why tactics don’t work without clarity
Most sales problems are really identity problems. Until you fix how you think, the strategy won’t matter. - From reactive to intentional
Chaz shares how systems and standards helped him reclaim his energy, focus, and time. - Breaking out of the emotional loop
The link between past trauma and business self-sabotage—and what to do about it. - Why slowing down is the new scaling up
Clarity, not speed, is the true accelerant.
Key Takeaways
- You can’t scale if you’re in the way
Until you evolve as a leader, your business will always reflect your limitations. - Clarity beats hustle every time
If you don’t know what you want, all the action in the world won’t help you get there. - Systems give you freedom
Structure isn’t restrictive—it’s what lets you focus on what matters most. - Emotional wounds show up in business
Deal with your junk or it’ll keep dealing with you—especially in sales and leadership. - Leadership starts with self-leadership
If you can’t lead yourself, you can’t lead others—or scale anything that lasts.
Connect with Chaz Horn
🌐 Website: Mastery of B2B Sales
💼 LinkedIn: Chaz Horn
Connect with Thomas Helfrich
🐦 Twitter: @thelfrich
📘 Facebook: Cut the Tie Group
💼 LinkedIn: Thomas Helfrich
🌐 Website: www.cutthetie.com
📧 Email: t@instantlyrelevant.com
🚀 InstantlyRelevant.com
Serious about LinkedIn Lead Generation? Stop Guessing what to do on LinkedIn and ignite revenue from relevance with Instantly Relevant Lead System
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to Cut the Tie.
Hi, I'm your host, thomasHelfrich.
We are on that mission to helpyou cut a tie to whatever it is
holding you back from thesuccess of what you've defined
for yourself.
And today I'm joined by ChazHorn.
Chaz, how are you doing today?
Speaker 2 (00:13):
Doing well.
Great to be here.
I can't wait to get into ourconversation.
Speaker 1 (00:18):
Me as well.
We're going to dive into yourworld and faith and some other
pieces that, to many of ourguests, is at the core and
fundamental rock of what is thepeter, of what they've done, if
you will, of the world.
So, zach, first introduceyourself and what it is you do.
Speaker 2 (00:35):
Sure, Thank you, it's great to be here.
So I'm the founder of Masteryof B2B Sales and I work with
small businesses B2B businesses,business to business and
typically they'd have one to 30million in sales.
I do work with some consultantsand some coaches that are under
(00:58):
a million dollars in sales andtypically they have a problem
with identifying, attracting andonboarding new clients.
So what I do is I help themidentify, attract and onboard
new clients in a predictablefashion you have deal flow or
(01:24):
lead flow.
Speaker 1 (01:24):
You can't get deal flow consistently and you don't
have a business.
So if you can help somebody,you can help them build an
actual business, as opposed to Imean, I'm in it, Well, I, I
built jobs for myself is whathappens Exactly.
I love what you're, but you,you are in a competitive space.
So I, I, I love to lead offwith people to understanding of
what you do and and we'll getinto the kind of the ties you've
got some other things, but whydo they pick you?
(01:44):
What's your unique kind ofdifferentiator?
Speaker 2 (01:46):
yeah, it's the biggest differentiator in the
marketplace, as far as, from myperspective, is going with the
intention to serve, not sell.
When you go to serve and notsell, you will attract and not
repel.
That's the first page of my DrSeuss sales playbook for kids,
(02:07):
by the way.
But in all seriousness, peopledo not want to be sold, and
people it's.
Sales is not about gettingpeople to buy the thing that
you're trying to sell them.
Sales is about helping peopleburst through those obstacles
and helping them achieve thegoals and to get them from
(02:28):
prospect to client.
They need to.
You know this goes all the wayback to Dale Carnegie.
Know, like trust, but today seeyou as an authority.
So those four things and goingwith the intention to serve.
I had a guy said Chez thisintention to serve sounds great,
I need to make some sales, andhe totally missed it.
(02:50):
Serving doesn't mean that, oh,you're not getting any sales and
you want to think about it foreight months.
No, going with the intention toserve is asking those difficult
questions, truly understandingthem, getting into their
business.
So you're not just picking atthe surface cut, you're going
below the surface and yourealize they have cancer.
(03:12):
And when you, when you uncoverthat, you see it, they see it
and now they're in a place wherethey're ready to make a change.
And as long as they show upcommitted, coachable and
decisive, I can help them.
Speaker 1 (03:28):
I love that and in like sales is different from
selling, and the process to getthere for sure is if you're, if
you like, it's an authorityright.
If you've, if you've profoundlyshown that you understand the
industry, you show thepropensity to understand their
specific nuance, people trustyou.
The no like trust I actuallythink you know it is is there's
(03:48):
a, the piece that's missingnowadays.
For a lot of it was relevance.
You know I I may know, like andtrust you to fix motorcycle
engines, but if my Honda minivanhas a broken engine, you're not
relevant and and so I need youto fix my engine not just an
engine and understand what thatnuance of the Honda engine is
versus the motorcycle.
And I think a lot of peoplemiss that, that.
They're just throwing it on thewall and they don't know you're
(04:11):
not doing what you'redescribing, which is just help
me, help me, help me, and youhave.
Okay, cool, now how do yousolve it?
That's when the sales motionhappens.
Speaker 2 (04:17):
And that you really get deep into the positioning so
people understand exactly whatyou do and how you could
potentially help them.
So many people if I'm, if I'munderstanding what you're saying
.
So many people.
It's just broad generalknowledge but it doesn't speak
to them personally.
Speaker 1 (04:36):
Agree and listen.
I'm in my own business.
Sometimes I catch myself doingthis.
I'm like this is so vanilla andlike you know, you know you
need to pull back the content.
So listen to that guy.
If you're getting into thisinterview, listen to that advice
that you'll, you'll, you'llperform, outperform yourself
very quickly Before we kind ofget into your journey and the
(04:57):
kind of what you, you know, theties, so to speak you've cut.
To get there, first definesuccess on your terms.
How do you define success there?
First, define success on yourterms.
Speaker 2 (05:07):
How do you define success?
Yeah well, it's changed overthe years.
Growing up, I was like I wantto be successful.
I was highly competitive andwanted to be number one, and
that was how I looked at it Inrecent years.
It's about making an impact andtransforming lives.
It's about making an impact andtransforming lives.
So when I look and I created aformula X plus Y equals T.
(05:30):
X is your goal, y is theactivities, the three main
solutions that you're going tosell, or if you only have one,
but no more than three, and soif you do the activities within
your core values, you're goingto reach your goal.
And by doing that, that's Ttransform.
(05:52):
You transform your customers'lives because they shift from
prospect with a need, a problem.
You work with them, you solvethat problem so you can help
them reach their goals, and thenyou transform their lives and
their business.
And so for me, it's making animpact.
And this is something that'sbeen recent for me, because
there's all about man.
I want to make and I think Iwas influenced just by the world
(06:15):
as a whole.
You see social media and youemulate or you imitate and it
takes you out of who you reallywere designed to be, but I've
come to more of an understandingof my God-given identity and
operating out of that God-givenidentity.
Speaker 1 (06:31):
And so now it's, if I'm speaking life into a person
or into a business, I'm helpingtransform the business, the
people in their business, theirteam members and the founder who
I, who I work with, Yep, yousaid something very important
there about how it changesthrough life, and I've asked
(06:53):
that question to lots of peopleand I said don't be embarrassed
if your answer is money, that'sokay, because in your phase of
life, that's important to you.
When you get older, you mightbe like how many people have I
mentored, what legacy have Ileft behind?
You know, when you get older,you might be like how many
people have I mentored, whatlegacy have I left behind?
And that's okay, because you'redefining that success in that
moment.
That means something to you,and I think that having that
conscious idea that don't beembarrassed by it, don't don't,
(07:13):
don't shy away from it.
Be you in the statement, exactlyright, important.
Otherwise, you know, everyoneelse is taken right, so you
can't be like somebody else.
Or, of course and a big pieceof success is sometimes not what
your parents defined for you orwhat the society did you need
to sometimes back into what itis that you want, and that's
sometimes a tie to cut in itself.
(07:33):
So tell me a little bit aboutyour journey, though, and the
ties that you cut.
Well, actually the biggest tiethat you've cut along the way to
reach that success.
Speaker 2 (07:44):
Yeah.
So, and just to kind ofdovetail on what you were just
just saying there, yeah, I wentthrough all those different
stages.
It's just, I mean, you talk toa lot of, you hear a lot of
billionaires.
Well, it's about making adifference in someone's lives.
Well, typically, when theystarted, it was about making
money.
That's where they got to wherethey are.
(08:14):
Because of that, to your, toyour point.
So, um, I remember I was, it was2020, I was sicker than a dog
and I I was in bed for literallyliterally six months.
Did I get out of bed to gobathroom?
Yes, was I able to work?
Yes, but it was like was it washard and all the worries and
concerns.
It's like how am I going tokeep my business, you know, am I
going to be homeless?
All these different things cameto mind like God was speaking
(08:49):
directly to me and tears startedto roll down my cheeks, and it
they were tears of gratitudebecause in that moment, I
started to think.
I can see, hear, taste, feel.
I have all my five senses.
And at my weakest moment iswhen I became most grateful, and
what I did in that moment is Icut the ties to the things that
(09:12):
I don't have, which I wasfocusing on and the things that
I have to do.
And so I shifted.
I had a paradigm change andstarted focusing on things that
I get to do and all the things Ihave in the people in my life.
I came up with a core valuethat I live by to this day and I
(09:32):
still have a tendency to gothat direction, you know, but
I'm more self-aware, so I catchmyself before I get down the
road.
I don't have this.
So look at this person and youknow all those different things
that we think about as we lookat other people and joy and this
is what it is, one of my corevalues joy doesn't come from
getting what you want.
(09:54):
It appears when you appreciateall that you have and get to do,
and so think about that.
It took me a long time, manydecades, to get to that place
and, as I say, I'm not perfect.
I still struggle with all thedifferent things that we do as
entrepreneurs and people ingoing through life.
(10:15):
But that shift and that beingsick really transformed my
thinking process, because ourperspective can keep us stuck in
mediocrity in mediocrity, or itcan be when we face those
challenges, or it can be thespringboard that takes us into
(10:35):
our potential.
It just depends upon how welook at that challenge I love
the answer.
Speaker 1 (10:41):
You know the one letter from e to o, right, uh, I
get to and I got, or I got toand or you know, maybe a little
longer.
It it happened to me, ithappened for me and a lot of
times.
Exactly right.
You're like you know.
You know we've all been throughthe seasons.
I like there's things going onin my life, even now that I'm
like it's happening for me.
I'm keeping the right mindset.
(11:01):
I go, man, some stuff's hard,it's rough.
I'm dealing with.
This's the first time ever inmy life I'm thinking this is
actually happening for me.
What am I going to do to learnfrom it and grow from it?
And some of the things youtalked about there.
Like you know, I talk like abucket of happiness is not so
much what you have in the bucket, it's what you retain in it.
And so when things are pouringin and there's holes, which are
(11:25):
the unhappiness pieces, if one'sexceeding the other, your
bucket's getting low, and so themore holes you fill up in that,
the more grateful you feel forwhat's coming in.
And if it's less, but if itfills up faster, it doesn't
matter.
It's about how much remainswhen the holes are filled.
So things make you unhappy.
We'll look at the.
You know, and here's an examplethat we deal with is the status
(11:46):
of a nice home and the costthat goes with it.
Right, so you have a nice house, you get status, but it's nice,
it's comfortable, there's,there's an inflow, how much you
pay, and what you say no to likemaybe additional travel or this
or that or nice whatever Isthat hole bigger than the input.
And in life I'm looking at itsometimes like I'm not really
(12:06):
sure anymore.
I think I might like no hole onthe bottom, anyway.
So my point is these reflectivemoments when things are
happening to you and you canthink about it for you, you're
like it helps.
You start seeing perspective ofwhat would actually make me
happier long-term.
Let's run that scenario somehowin my you know I love that
mindset.
(12:27):
Oh, because if you do that inyour business too, your
customers feel this.
I'm pivoting over to thatExactly right, because your
personal pieces start bleedingover and people feel that energy
around you.
I could do that solo for anhour, so I'm going to stop.
All right, you talked about it,edmo.
It's tough.
I mean, you talked about yourmoment and you can talk about
(12:48):
faith and pieces.
Bring that in, because it's anopen format of what matters,
because that that's a driver ofallowing you to do that.
I'm on a faith journey.
You know I'm not gonna beselling bibles anytime soon on
on the doorstep, but but there'smore to life, there's more
things going on.
There's there's better ways tobe and act and behave,
regardless if you believe insomeone walks on water or not,
like it doesn't matter, like,but there's teachings in there
that can help you navigate life.
(13:08):
Um, and you've talked aboutyour moment of being sick and
some faith in God coming to you,but there's a how period that
happens after that.
How did you cut that tie onceyou did it?
Was it just immediate?
Did you have to take some steps?
Walk me through the how.
Speaker 2 (13:23):
Yeah, so the how in it was now this had been
happening for many decades.
I was always focusing on oh man, I have to do that.
When I was working for someoneelse, it's like oh, I have to go
to work tomorrow.
You know the Sunday eveningdread and then.
But the thing is we think thatif we change our situation, then
(13:48):
it's going to change how wethink about things, and that's
just absolutely wrong.
It's our perspective.
Like you said, life happens toyou or for you.
It's how we think and perceivewhat's going on that changes our
happiness quotient, or if wehave joy in our lives, our
happiness quotient or if we havejoy in our lives.
(14:10):
So for me it wasn't somethingthat was like bam, yes, I was
sick and I felt like God wasspeaking directly to me when I
had all of a sudden had thosetears of joy rolling down my
cheeks and just thinking, wow, Ican see, I can hear, I can
taste, I have plumbing, I haveelectricity, all those things we
take for granted.
(14:31):
I can hear, I can taste, I haveplumbing, I have electricity,
all those things we take forgranted.
And so cutting the tiespecifically was building on
that.
Every day I wake up, I journal10 things I'm thankful for, and
then I write down the thingsthat I get to do.
That's exactly the 10 thingsthat I I I'm thankful for and
(14:53):
the 10 things I get to do.
That's exactly I do, the 10things that I I I'm thankful for
and the 10 things I get to do,and I put, empowered by you,
holy spirit, empowered by you,jesus, I get to, and that
usually has to do with someproblem or challenge I'm facing.
So our most importantconversations are the
conversations we have withourself, our inner dialogue.
And if we don't becomeself-aware which for most of my
(15:13):
life I wasn't because Isuppressed all my emotions,
because that's how I grew up Ifwe don't become self-aware, then
we're not going to be able toidentify our mind going down a
certain rabbit trail that'staking to us a place of death,
and I'm not talking aboutphysical death, I'm talking
about emotional and spiritualdeath, because we're starting to
(15:35):
look at this problem andchallenge.
And then we're like, oh man, Ihave to do this or I don't have
this.
And so it's an intentional actof being thankful, of thinking
about all the things that I getto do, and one of these days
I'll probably going to write abook, I get to.
So it's.
That moment was the paradigmshift, the awakening, and since
(16:00):
then I've been very intentionalto do everything possible to
build on that, because I neverwant to go back to how I was
living my life before, because Iwas miserable.
I just didn't understand it.
I suppressed all my emotionsand it wasn't until I went
through a divorce, and likeseven years ago, that I looked
(16:22):
in the mirror on my chest youare the problem and so you need
to get things right.
And so I learned to processemotions.
I learned to work throughthings.
I learned to be able to cry anddifferent things like this,
because it's a natural emotionthat God has given us.
And when you suppress an emotionif you ever watched the Walking
(16:45):
Dead, okay if you suppress anemotion or a thought, it's going
to come back much uglier lateron in life.
You look at people with theroad rage.
You know it's not becausesomeone cut them off, it's
because of all these otherthings from their past that
they're consumed with, that theyhaven't processed.
And then all of a sudden,they're like chasing someone
(17:07):
down.
They're yelling and screaming.
It's not the person one down,they're yelling and screaming,
it's not the person, that's justthat just happens to be
something that happened in theirlife that caused their anger
and their bitterness, thatthey've suppressed to explode
yeah, it's you're.
Speaker 1 (17:22):
You know, uh, one of my guests, his company's called
stronger 413.
It's a.
He has an incredible story, butit's uh, philippians 413.
Speaker 2 (17:30):
So I mean, I thought, I thought that was gonna be ph.
Speaker 1 (17:31):
Philippians 4 and 3.
Yeah, I can do all this throughhim, who gives me strength, and
I think that's the NIV version.
But anyway, the point being isit's a very powerful statement
that I can draw strength fromsomething that is not seen.
Say it that way, and you alsodescribed a couple of moments.
I think it's when people findperspective, if you allow it to
(17:53):
happen, are in ground-shakingmoments sickness, illness,
divorce loss, even windfall.
Right Is that?
If you don't take a moment tosee what's going on because you
have an opportunity forperspective, in those moments
you're missing an opportunity togrow.
In those moments you're missingan opportunity to grow and
unfortunately, I'm sure you lookback and you're like man, if I
had come to this, I probablywouldn't have gotten divorced or
(18:15):
this.
Who knows what it would havebeen.
The point is, you can't alsolive in the past of what could
have been.
It just happened for you to goto the next thing in the moment
it was supposed to.
So I applaud you for sharingthat and I thank you with it.
What's kind of been the impactsince then?
um, joy, peace, patience, love Iwould love you like y'all.
Speaker 2 (18:39):
No, yeah it's, it's it's you know.
They talk about the fridge, thespirit, love, joy, peace, pace,
patience, goodness, gentleness.
You know patience was somethingthat I struggle with big time.
I still do.
It's not it's one of my, it'snot one of my strengths, but
I've been better at and patienceis such an important attribute
to have and learn from.
(19:00):
So by doing this, I just havemore peace and joy about life
and it helps me connect withpeople on a on a deeper level,
because it's not about me havingto do this and I need this.
And here's someone who is astepping stone in order for me
to get to my goal, and so I'mgoing to use them.
(19:21):
No, I'm going to serve them andhelp them, and it so helps me
connect with people on a wholedeeper level, much deeper level,
making genuine connections.
When you remove all the garbageand stuff from your past because
typically most people willoperate from things from our
(19:42):
past we're shackled to the pastand we're imprisoned, enslaved,
because those thoughts, thoseemotions hold us captive.
When you no longer focus onyour past and the hurts and you
realize, hey, this happened, itwas bad, but look where I am
today, going back to for you,happening for you or to you and
(20:03):
you start operating on how yousee yourself in the future.
Good book on the subject isyour Future Self Now with Dr
Benjamin Hardy.
When you start operating howyou see yourself in the future
or how God and your God-givenidentity and operate from there,
then everything changes becausewe're no and who we can be and
(20:27):
we operate out of our futureself as opposed to our past.
I love that.
Speaker 1 (20:44):
What are you most grateful for in?
Speaker 2 (20:45):
your life, we'll get down to the bottom.
It would probably be severallayers of this.
God Jesus, his word, myrelationship with him promises
all of those different things.
If I didn't have my faith, myrelationship with Jesus, I don't
(21:12):
even know how I would survive,because we face so many
different things.
And so that gives me hope.
There's a verse that one of mypromises that I live by may the
God of hope give you all joy andpeace as you trust in him, so
you may overflow with hope bythe power of the Holy Spirit.
And so that's something thatgives me hope.
And so without my relationship,without my faith, life would
(21:36):
seem meaningless and it would bevery, very difficult, because
life's difficult, but I wouldn'thave the wherewithal, because I
wouldn't have the hope tocontinue to move forward.
Yeah, that's beautiful.
Speaker 1 (21:52):
What advice would you give to the listeners?
Someone like you, someone inthe same general spot where you
were prior to cutting the tie?
What do you give that person asadvice?
Speaker 2 (22:08):
if you don't, if you're lacking self-awareness,
then help, get some help fromsomeone I was.
I used to think I wasself-aware, but I wasn't, and
I'm probably 10 years from nowI'll look back.
It's like, wow, still wasn't.
(22:30):
Yeah, I still wasn't, but I'mmaking progress.
So I think my simple advice isI would sit down If you don't.
It's like, even if you don'tbelieve in God, just sit down
and say God, if you're real,what is it you want me to know
where I am, right here and now,and just be quiet and listen and
(22:54):
that first impression you getmany times.
It's not like I hear an audiblevoice from God I never have but
it's a sense and a feeling,kind of like communicating with
my soul.
Just have that conversationwith God.
There's a great book on thesubject by Jamie Winship called
Fearless Living and he takes youthrough listening, prayer and
(23:16):
some different things.
But have that conversation andstart journaling a prayer
journal with questions andanswers you get.
It doesn't mean that there'sbeen times where I thought, oh,
god was telling me this.
I was wrong.
It's a skillset, like anythingelse, in hearing from God and
then following his direction.
So that would be one thing.
The other thing is get around acommunity of people who are at
(23:38):
the place that you want to go,and you know people.
There's so many differentstudies that you are where you
are because of the expectationsof the peer group you surround
yourself with, and so communityis so important and me, being an
online business, it's soimportant to force myself to get
(23:59):
amongst people and interacting,as opposed to just here, like
us, just talking online.
Nothing's wrong with this, butyou need community with other
people.
Speaker 1 (24:09):
You respond.
You know I started the Cut theTie community digitally with the
intent that people couldconnect a little bit more
closely, like that.
But the men's group kind of theinner circle, the idea is
destination-based.
We're going to haveinteractions online but we are
going to go meet face-to-faceand do something, love it.
Speaker 2 (24:25):
Yeah.
Speaker 1 (24:27):
And not trying to be exclusionary to women.
I just can't help women withhow they think and interact as
another human in the environment.
It's not a mean thing.
I just I think and interact asa other human in the environment
.
It's not a mean thing.
I just I'm a man, so I can.
I need other men's perspective,that's true, and I don't mean
it sounded anyway.
So the point is I'm notdefending, I'm just saying like
that's what it's going to be,because I can only add value in
that subject.
So, um, I get that because, assomebody who's you know, in
(24:48):
their basement studio quite abit, uh, you know, I, I, I do
enjoy very much.
So when I actually get on andgo meet someone for coffee, it
really is a big deal.
So I couldn't, couldn't agreemore.
Uh, rapid fire questions foryou here a little bit.
Uh, you know just quickly whowho gives you inspiration.
Speaker 2 (25:07):
Yeah, well, I told you, God, Jamie Winship um is
probably one of my biggest, mostrecent inspirations.
Speaker 1 (25:14):
Um, most definitely, definitely, and he's the author
of fearless living yeah, sothat's your uh must read book
fear this living big time.
I haven't.
Well, that, probably in thebible.
Be fair, right, um, but the uh,but I haven't.
I haven't heard that book.
So I will definitely check thatone out.
Uh, what's some of the bestbusiness advice you've ever?
Speaker 2 (25:32):
received.
Best business advice that I'veever received is this is going
to I'm going back to Simon Sinekwith start with why it's?
You can have a goal andeverything like this, but and I
do this with my clients it's.
Why is that important and notjust your first?
(25:54):
Why, ask yourself seven timesyou say it's important because
of's?
Why is that important and notjust your first?
Why, ask yourself seven timesyou say it's important because
of?
Why is that important?
Why is that important?
Why is that important?
And when you get down sevenlayers deep, then you'll
understand oh, this really isn'tthat important.
So, really understanding yourwhy for doing whatever business
project you fill in the blank isso important to understand why
(26:18):
you're going to do whatever.
Speaker 1 (26:22):
Yeah, and sometimes it's a simple answer that you
overcomplicate.
For example, my agency willmanage social media.
Why is that important?
Well, because they're going topay like $12 to $14 an hour
effectively for that, and I'mpretty sure if you take that
same time, you'll go make morethan $12 to $14 an hour for that
.
For that it's like you savetime and money.
(26:45):
It's like a simple answer ofwhy you would do that, why we
offer that service, because yourtime is more viable doing other
things period, and it's likefor our business, like.
That's a very surface levelanswer.
But then there's other thingswe do with coaching or the group
you dive in and you're like itnails down what your value
proposition is when you get tothe weeds with it.
And so when you work inbusinesses, let me start with
(27:06):
like all right, cool, that makessense of money.
But let's get to the details alittle bit deeper.
I assume you do that with them.
Yeah, can I?
Speaker 2 (27:12):
give you a quick example.
Of course, Every time I startwith someone, I have them create
their founding documents.
Just like the United States hadtheir constitution declaration
of independence, we wouldn't bearound today.
Yes, we have our challenges,but those founding documents
have lasted longer than anyother democracy.
(27:33):
I know we're a republic andwhen I work with someone I take
them through their foundingdocument for their sales and
marketing mission statement andthis is not a mission statement
that goes on the wall, that noone sees and remembers.
And when I get to their goaland why it's important, I ask
them questions.
They say, well, I want to do,have time to do what I want,
(27:54):
when I want and with the peopleI time.
And when I asked him the seventhtime why it was important for
him to reach this goal and itwas a, it was a money goal he
said Chaz, and his wholedemeanor changed he goes.
(28:17):
He seemed like he got a littleteary-eyed he goes.
I don't want to see the pain inmy wife's eyes anymore than I
see every day.
When I started my business, Ihad these big promises about
doing X, Y, Z and my kids weregoing to travel the world.
And my kids love me, I'm thedad, but my wife?
(28:37):
I see the pain in her eyesevery day, and so my goal is for
her to respect me, to be proudof me.
And he has to serve my clients,but when it's right at home, I
want her to respect me.
And that's big for you talkabout men, that's big for men.
And so his whole demeanorchanged and because he
(29:01):
acknowledged and understood thewhy it took seven questions he
was able to take his business toplaces he never thought
possible.
And I don't think that if heuncovered, if I didn't help him
uncover that deep why, hewouldn't have the why to do what
(29:22):
he needed to do to get hisbusiness to the next level,
because he was operating onfalse whys and that's why he was
where he was, in a place thatmade his wife have a look of
pain on her face 24 7.
Speaker 1 (29:37):
You're, uh, you're.
We do the similar thing withclients where you know what's
the desperate problem you solve,and it's not whatever your
product solution is.
It's the stability of revenueit creates that company.
That allows that founder or CEOto not have to be talking about
why you're taking a pay cut orthis or that, or you're about to
lose the that stuff.
That's actually why people buythings, that's why people solve
problems and that's what really,at the core of it, is there.
(29:59):
So I love that.
If there was a question today,by the way, I should should have
asked you and did not whatwould that question have been
and how would you have answeredit?
Speaker 2 (30:08):
Who is your CFO?
That would have been thequestion you should have asked
me.
Speaker 1 (30:16):
You have to answer it now.
That's the thing about thatquestion you have to answer it.
Speaker 2 (30:20):
I was waiting for you to ask me.
It's for him, sorry.
Okay, so my CFO is my chief funofficer, also known as my dog,
and when I was sick and I got toa place there because I was
working, working, working,working, working.
And she is an Australianshepherd, they're very active
(30:40):
dogs and she always comes in and, and you know, says, hey, I
want to go outside and play,play.
I mean she doesn't really saythat, but her demeanor and so I
realized that her coming andbreaking up my day added a lot
of joy and peace and helped mebecome healthier.
If you add white space in yourcalendar, you'll actually be
(31:03):
more productive working, working, working, working.
Not taking breaks.
That actually is inefficientand it's you're going to be not
as effective as you can be.
So I learned through that,through getting being sick and
whatnot, to take breaks, and soI take her for walks and runs,
you know, a couple of times aday, and I'll play with her
throughout the day and I domeditation and a bunch of
(31:26):
biohacking and whatnot.
So, um, that would be thequestion.
And I named her my CFO, mychief fun officer, because she
brought a lot of fun and joyinto my life.
Uh, as she's part of my regularschedule, because this is my
office Well, my office over here, this is my video studio, and
so it helps break up my day andI enjoy my time much more than
(31:52):
just working, working, working,working.
That's good.
Speaker 1 (31:55):
I love that we do four-day work weeks at our
company for that reason that youget a full day to do a side
hustle, go do errands, whateveryou want to do.
Love that.
You can break it up how youneed to, so I support it.
I really appreciate you, by theway, coming on today, chaz,
this has been awesome.
I'd love to accomplish thiswith you.
Shameless plug for yourself,all right, so who should get
ahold of you and how do they doit?
Speaker 2 (32:17):
Yeah, so if you're a coach or consultant or have a
business with one to fivesalespeople and you're not able
to identify, attract and onboardnew clients and you're not able
to identify, attract andonboard new clients, reach out
to me LinkedIn, chaz Horn, and Icould give you a link to that
if you're sharing this.
Also, I do have a book to giveto your listeners, if that's
(32:38):
okay, complimentary.
I wrote a book.
It's the B2B Blueprint toPredictable Sales and I break
out it will be a digital copy.
I break out how to haveleadership, how to go with core
values, how to set standards andhow to look for the right
people and all the systems andprocesses you need for your
business to take it to the nextlevel.
And there's also video trainingin there that you can consume
(33:02):
the content with templates andwhatnot, to help you with
meetings, and I talked about thefounding document.
That's all in there.
So if your listeners want that,it's my gift to them and you
can visit me on LinkedIn and putcut the tie on your invitation,
so I know how you know to findme.
Speaker 1 (33:22):
I love it.
It's Chaz Dashhorn, soLinkedIncom slash N slash, chaz
C-H-A-Z Dashhorn.
Thank you, chaz, for coming ontoday.
Speaker 2 (33:30):
Yeah, great to be here, Thank you.
Speaker 1 (33:32):
And listen, guys.
If you're listening and made itto this point and watched,
thank you.
Get out there.
Go cut a tie to somethingholding you back from.
Welcome to Cut the Tie.
Hi, I'm your host, thomasHelfrich.
We are on that mission to helpyou cut a tie to whatever it is
holding you back from thesuccess of what you've defined
for yourself.
And today I'm joined by ChazHorn.
Chaz, how are you doing today?
Speaker 2 (00:13):
Doing well.
Great to be here.
I can't wait to get into ourconversation.
Speaker 1 (00:18):
Me as well.
We're going to dive into yourworld and faith and some other
pieces that, to many of ourguests, is at the core and
fundamental rock of what is thepeter, of what they've done, if
you will, of the world.
So, zach, first introduceyourself and what it is you do.
Speaker 2 (00:35):
Sure, Thank you, it's great to be here.
So I'm the founder of Masteryof B2B Sales and I work with
small businesses B2B businesses,business to business and
typically they'd have one to 30million in sales.
I do work with some consultantsand some coaches that are under
(00:58):
a million dollars in sales andtypically they have a problem
with identifying, attracting andonboarding new clients.
So what I do is I help themidentify, attract and onboard
new clients in a predictablefashion you have deal flow or
(01:24):
lead flow.
Speaker 1 (01:24):
You can't get deal flow consistently and you don't
have a business.
So if you can help somebody,you can help them build an
actual business, as opposed to Imean, I'm in it, Well, I, I
built jobs for myself is whathappens Exactly.
I love what you're, but you,you are in a competitive space.
So I, I, I love to lead offwith people to understanding of
what you do and and we'll getinto the kind of the ties you've
got some other things, but whydo they pick you?
(01:44):
What's your unique kind ofdifferentiator?
Speaker 2 (01:46):
yeah, it's the biggest differentiator in the
marketplace, as far as, from myperspective, is going with the
intention to serve, not sell.
When you go to serve and notsell, you will attract and not
repel.
That's the first page of my DrSeuss sales playbook for kids,
(02:07):
by the way.
But in all seriousness, peopledo not want to be sold, and
people it's.
Sales is not about gettingpeople to buy the thing that
you're trying to sell them.
Sales is about helping peopleburst through those obstacles
and helping them achieve thegoals and to get them from
(02:28):
prospect to client.
They need to.
You know this goes all the wayback to Dale Carnegie.
Know, like trust, but today seeyou as an authority.
So those four things and goingwith the intention to serve.
I had a guy said Chez thisintention to serve sounds great,
I need to make some sales, andhe totally missed it.
(02:50):
Serving doesn't mean that, oh,you're not getting any sales and
you want to think about it foreight months.
No, going with the intention toserve is asking those difficult
questions, truly understandingthem, getting into their
business.
So you're not just picking atthe surface cut, you're going
below the surface and yourealize they have cancer.
(03:12):
And when you, when you uncoverthat, you see it, they see it
and now they're in a place wherethey're ready to make a change.
And as long as they show upcommitted, coachable and
decisive, I can help them.
Speaker 1 (03:28):
I love that and in like sales is different from
selling, and the process to getthere for sure is if you're, if
you like, it's an authorityright.
If you've, if you've profoundlyshown that you understand the
industry, you show thepropensity to understand their
specific nuance, people trustyou.
The no like trust I actuallythink you know it is is there's
(03:48):
a, the piece that's missingnowadays.
For a lot of it was relevance.
You know I I may know, like andtrust you to fix motorcycle
engines, but if my Honda minivanhas a broken engine, you're not
relevant and and so I need youto fix my engine not just an
engine and understand what thatnuance of the Honda engine is
versus the motorcycle.
And I think a lot of peoplemiss that, that.
They're just throwing it on thewall and they don't know you're
(04:11):
not doing what you'redescribing, which is just help
me, help me, help me, and youhave.
Okay, cool, now how do yousolve it?
That's when the sales motionhappens.
Speaker 2 (04:17):
And that you really get deep into the positioning so
people understand exactly whatyou do and how you could
potentially help them.
So many people if I'm, if I'munderstanding what you're saying
.
So many people.
It's just broad generalknowledge but it doesn't speak
to them personally.
Speaker 1 (04:36):
Agree and listen.
I'm in my own business.
Sometimes I catch myself doingthis.
I'm like this is so vanilla andlike you know, you know you
need to pull back the content.
So listen to that guy.
If you're getting into thisinterview, listen to that advice
that you'll, you'll, you'llperform, outperform yourself
very quickly Before we kind ofget into your journey and the
(04:57):
kind of what you, you know, theties, so to speak you've cut.
To get there, first definesuccess on your terms.
How do you define success there?
First, define success on yourterms.
Speaker 2 (05:07):
How do you define success?
Yeah well, it's changed overthe years.
Growing up, I was like I wantto be successful.
I was highly competitive andwanted to be number one, and
that was how I looked at it Inrecent years.
It's about making an impact andtransforming lives.
It's about making an impact andtransforming lives.
So when I look and I created aformula X plus Y equals T.
(05:30):
X is your goal, y is theactivities, the three main
solutions that you're going tosell, or if you only have one,
but no more than three, and soif you do the activities within
your core values, you're goingto reach your goal.
And by doing that, that's Ttransform.
(05:52):
You transform your customers'lives because they shift from
prospect with a need, a problem.
You work with them, you solvethat problem so you can help
them reach their goals, and thenyou transform their lives and
their business.
And so for me, it's making animpact.
And this is something that'sbeen recent for me, because
there's all about man.
I want to make and I think Iwas influenced just by the world
(06:15):
as a whole.
You see social media and youemulate or you imitate and it
takes you out of who you reallywere designed to be, but I've
come to more of an understandingof my God-given identity and
operating out of that God-givenidentity.
Speaker 1 (06:31):
And so now it's, if I'm speaking life into a person
or into a business, I'm helpingtransform the business, the
people in their business, theirteam members and the founder who
I, who I work with, Yep, yousaid something very important
there about how it changesthrough life, and I've asked
(06:53):
that question to lots of peopleand I said don't be embarrassed
if your answer is money, that'sokay, because in your phase of
life, that's important to you.
When you get older, you mightbe like how many people have I
mentored, what legacy have Ileft behind?
You know, when you get older,you might be like how many
people have I mentored, whatlegacy have I left behind?
And that's okay, because you'redefining that success in that
moment.
That means something to you,and I think that having that
conscious idea that don't beembarrassed by it, don't don't,
(07:13):
don't shy away from it.
Be you in the statement, exactlyright, important.
Otherwise, you know, everyoneelse is taken right, so you
can't be like somebody else.
Or, of course and a big pieceof success is sometimes not what
your parents defined for you orwhat the society did you need
to sometimes back into what itis that you want, and that's
sometimes a tie to cut in itself.
(07:33):
So tell me a little bit aboutyour journey, though, and the
ties that you cut.
Well, actually the biggest tiethat you've cut along the way to
reach that success.
Speaker 2 (07:44):
Yeah.
So, and just to kind ofdovetail on what you were just
just saying there, yeah, I wentthrough all those different
stages.
It's just, I mean, you talk toa lot of, you hear a lot of
billionaires.
Well, it's about making adifference in someone's lives.
Well, typically, when theystarted, it was about making
money.
That's where they got to wherethey are.
(08:14):
Because of that, to your, toyour point.
So, um, I remember I was, it was2020, I was sicker than a dog
and I I was in bed for literallyliterally six months.
Did I get out of bed to gobathroom?
Yes, was I able to work?
Yes, but it was like was it washard and all the worries and
concerns.
It's like how am I going tokeep my business, you know, am I
going to be homeless?
All these different things cameto mind like God was speaking
(08:49):
directly to me and tears startedto roll down my cheeks, and it
they were tears of gratitudebecause in that moment, I
started to think.
I can see, hear, taste, feel.
I have all my five senses.
And at my weakest moment iswhen I became most grateful, and
what I did in that moment is Icut the ties to the things that
(09:12):
I don't have, which I wasfocusing on and the things that
I have to do.
And so I shifted.
I had a paradigm change andstarted focusing on things that
I get to do and all the things Ihave in the people in my life.
I came up with a core valuethat I live by to this day and I
(09:32):
still have a tendency to gothat direction, you know, but
I'm more self-aware, so I catchmyself before I get down the
road.
I don't have this.
So look at this person and youknow all those different things
that we think about as we lookat other people and joy and this
is what it is, one of my corevalues joy doesn't come from
getting what you want.
(09:54):
It appears when you appreciateall that you have and get to do,
and so think about that.
It took me a long time, manydecades, to get to that place
and, as I say, I'm not perfect.
I still struggle with all thedifferent things that we do as
entrepreneurs and people ingoing through life.
(10:15):
But that shift and that beingsick really transformed my
thinking process, because ourperspective can keep us stuck in
mediocrity in mediocrity, or itcan be when we face those
challenges, or it can be thespringboard that takes us into
(10:35):
our potential.
It just depends upon how welook at that challenge I love
the answer.
Speaker 1 (10:41):
You know the one letter from e to o, right, uh, I
get to and I got, or I got toand or you know, maybe a little
longer.
It it happened to me, ithappened for me and a lot of
times.
Exactly right.
You're like you know.
You know we've all been throughthe seasons.
I like there's things going onin my life, even now that I'm
like it's happening for me.
I'm keeping the right mindset.
(11:01):
I go, man, some stuff's hard,it's rough.
I'm dealing with.
This's the first time ever inmy life I'm thinking this is
actually happening for me.
What am I going to do to learnfrom it and grow from it?
And some of the things youtalked about there.
Like you know, I talk like abucket of happiness is not so
much what you have in the bucket, it's what you retain in it.
And so when things are pouringin and there's holes, which are
(11:25):
the unhappiness pieces, if one'sexceeding the other, your
bucket's getting low, and so themore holes you fill up in that,
the more grateful you feel forwhat's coming in.
And if it's less, but if itfills up faster, it doesn't
matter.
It's about how much remainswhen the holes are filled.
So things make you unhappy.
We'll look at the.
You know, and here's an examplethat we deal with is the status
(11:46):
of a nice home and the costthat goes with it.
Right, so you have a nice house, you get status, but it's nice,
it's comfortable, there's,there's an inflow, how much you
pay, and what you say no to likemaybe additional travel or this
or that or nice whatever Isthat hole bigger than the input.
And in life I'm looking at itsometimes like I'm not really
(12:06):
sure anymore.
I think I might like no hole onthe bottom, anyway.
So my point is these reflectivemoments when things are
happening to you and you canthink about it for you, you're
like it helps.
You start seeing perspective ofwhat would actually make me
happier long-term.
Let's run that scenario somehowin my you know I love that
mindset.
(12:27):
Oh, because if you do that inyour business too, your
customers feel this.
I'm pivoting over to thatExactly right, because your
personal pieces start bleedingover and people feel that energy
around you.
I could do that solo for anhour, so I'm going to stop.
All right, you talked about it,edmo.
It's tough.
I mean, you talked about yourmoment and you can talk about
(12:48):
faith and pieces.
Bring that in, because it's anopen format of what matters,
because that that's a driver ofallowing you to do that.
I'm on a faith journey.
You know I'm not gonna beselling bibles anytime soon on
on the doorstep, but but there'smore to life, there's more
things going on.
There's there's better ways tobe and act and behave,
regardless if you believe insomeone walks on water or not,
like it doesn't matter, like,but there's teachings in there
that can help you navigate life.
(13:08):
Um, and you've talked aboutyour moment of being sick and
some faith in God coming to you,but there's a how period that
happens after that.
How did you cut that tie onceyou did it?
Was it just immediate?
Did you have to take some steps?
Walk me through the how.
Speaker 2 (13:23):
Yeah, so the how in it was now this had been
happening for many decades.
I was always focusing on oh man, I have to do that.
When I was working for someoneelse, it's like oh, I have to go
to work tomorrow.
You know the Sunday eveningdread and then.
But the thing is we think thatif we change our situation, then
(13:48):
it's going to change how wethink about things, and that's
just absolutely wrong.
It's our perspective.
Like you said, life happens toyou or for you.
It's how we think and perceivewhat's going on that changes our
happiness quotient, or if wehave joy in our lives, our
happiness quotient or if we havejoy in our lives.
(14:10):
So for me it wasn't somethingthat was like bam, yes, I was
sick and I felt like God wasspeaking directly to me when I
had all of a sudden had thosetears of joy rolling down my
cheeks and just thinking, wow, Ican see, I can hear, I can
taste, I have plumbing, I haveelectricity, all those things we
take for granted.
(14:31):
I can hear, I can taste, I haveplumbing, I have electricity,
all those things we take forgranted.
And so cutting the tiespecifically was building on
that.
Every day I wake up, I journal10 things I'm thankful for, and
then I write down the thingsthat I get to do.
That's exactly the 10 thingsthat I I I'm thankful for and
(14:53):
the 10 things I get to do.
That's exactly I do, the 10things that I I I'm thankful for
and the 10 things I get to do,and I put, empowered by you,
holy spirit, empowered by you,jesus, I get to, and that
usually has to do with someproblem or challenge I'm facing.
So our most importantconversations are the
conversations we have withourself, our inner dialogue.
And if we don't becomeself-aware which for most of my
(15:13):
life I wasn't because Isuppressed all my emotions,
because that's how I grew up Ifwe don't become self-aware, then
we're not going to be able toidentify our mind going down a
certain rabbit trail that'staking to us a place of death,
and I'm not talking aboutphysical death, I'm talking
about emotional and spiritualdeath, because we're starting to
(15:35):
look at this problem andchallenge.
And then we're like, oh man, Ihave to do this or I don't have
this.
And so it's an intentional actof being thankful, of thinking
about all the things that I getto do, and one of these days
I'll probably going to write abook, I get to.
So it's.
That moment was the paradigmshift, the awakening, and since
(16:00):
then I've been very intentionalto do everything possible to
build on that, because I neverwant to go back to how I was
living my life before, because Iwas miserable.
I just didn't understand it.
I suppressed all my emotionsand it wasn't until I went
through a divorce, and likeseven years ago, that I looked
(16:22):
in the mirror on my chest youare the problem and so you need
to get things right.
And so I learned to processemotions.
I learned to work throughthings.
I learned to be able to cry anddifferent things like this,
because it's a natural emotionthat God has given us.
And when you suppress an emotionif you ever watched the Walking
(16:45):
Dead, okay if you suppress anemotion or a thought, it's going
to come back much uglier lateron in life.
You look at people with theroad rage.
You know it's not becausesomeone cut them off, it's
because of all these otherthings from their past that
they're consumed with, that theyhaven't processed.
And then all of a sudden,they're like chasing someone
(17:07):
down.
They're yelling and screaming.
It's not the person one down,they're yelling and screaming,
it's not the person, that's justthat just happens to be
something that happened in theirlife that caused their anger
and their bitterness, thatthey've suppressed to explode
yeah, it's you're.
Speaker 1 (17:22):
You know, uh, one of my guests, his company's called
stronger 413.
It's a.
He has an incredible story, butit's uh, philippians 413.
Speaker 2 (17:30):
So I mean, I thought, I thought that was gonna be ph.
Speaker 1 (17:31):
Philippians 4 and 3.
Yeah, I can do all this throughhim, who gives me strength, and
I think that's the NIV version.
But anyway, the point being isit's a very powerful statement
that I can draw strength fromsomething that is not seen.
Say it that way, and you alsodescribed a couple of moments.
I think it's when people findperspective, if you allow it to
(17:53):
happen, are in ground-shakingmoments sickness, illness,
divorce loss, even windfall.
Right Is that?
If you don't take a moment tosee what's going on because you
have an opportunity forperspective, in those moments
you're missing an opportunity togrow.
In those moments you're missingan opportunity to grow and
unfortunately, I'm sure you lookback and you're like man, if I
had come to this, I probablywouldn't have gotten divorced or
(18:15):
this.
Who knows what it would havebeen.
The point is, you can't alsolive in the past of what could
have been.
It just happened for you to goto the next thing in the moment
it was supposed to.
So I applaud you for sharingthat and I thank you with it.
What's kind of been the impactsince then?
um, joy, peace, patience, love Iwould love you like y'all.
Speaker 2 (18:39):
No, yeah it's, it's it's you know.
They talk about the fridge, thespirit, love, joy, peace, pace,
patience, goodness, gentleness.
You know patience was somethingthat I struggle with big time.
I still do.
It's not it's one of my, it'snot one of my strengths, but
I've been better at and patienceis such an important attribute
to have and learn from.
(19:00):
So by doing this, I just havemore peace and joy about life
and it helps me connect withpeople on a on a deeper level,
because it's not about me havingto do this and I need this.
And here's someone who is astepping stone in order for me
to get to my goal, and so I'mgoing to use them.
(19:21):
No, I'm going to serve them andhelp them, and it so helps me
connect with people on a wholedeeper level, much deeper level,
making genuine connections.
When you remove all the garbageand stuff from your past because
typically most people willoperate from things from our
(19:42):
past we're shackled to the pastand we're imprisoned, enslaved,
because those thoughts, thoseemotions hold us captive.
When you no longer focus onyour past and the hurts and you
realize, hey, this happened, itwas bad, but look where I am
today, going back to for you,happening for you or to you and
(20:03):
you start operating on how yousee yourself in the future.
Good book on the subject isyour Future Self Now with Dr
Benjamin Hardy.
When you start operating howyou see yourself in the future
or how God and your God-givenidentity and operate from there,
then everything changes becausewe're no and who we can be and
(20:27):
we operate out of our futureself as opposed to our past.
I love that.
Speaker 1 (20:44):
What are you most grateful for in?
Speaker 2 (20:45):
your life, we'll get down to the bottom.
It would probably be severallayers of this.
God Jesus, his word, myrelationship with him promises
all of those different things.
If I didn't have my faith, myrelationship with Jesus, I don't
(21:12):
even know how I would survive,because we face so many
different things.
And so that gives me hope.
There's a verse that one of mypromises that I live by may the
God of hope give you all joy andpeace as you trust in him, so
you may overflow with hope bythe power of the Holy Spirit.
And so that's something thatgives me hope.
And so without my relationship,without my faith, life would
(21:36):
seem meaningless and it would bevery, very difficult, because
life's difficult, but I wouldn'thave the wherewithal, because I
wouldn't have the hope tocontinue to move forward.
Yeah, that's beautiful.
Speaker 1 (21:52):
What advice would you give to the listeners?
Someone like you, someone inthe same general spot where you
were prior to cutting the tie?
What do you give that person asadvice?
Speaker 2 (22:08):
if you don't, if you're lacking self-awareness,
then help, get some help fromsomeone I was.
I used to think I wasself-aware, but I wasn't, and
I'm probably 10 years from nowI'll look back.
It's like, wow, still wasn't.
(22:30):
Yeah, I still wasn't, but I'mmaking progress.
So I think my simple advice isI would sit down If you don't.
It's like, even if you don'tbelieve in God, just sit down
and say God, if you're real,what is it you want me to know
where I am, right here and now,and just be quiet and listen and
(22:54):
that first impression you getmany times.
It's not like I hear an audiblevoice from God I never have but
it's a sense and a feeling,kind of like communicating with
my soul.
Just have that conversationwith God.
There's a great book on thesubject by Jamie Winship called
Fearless Living and he takes youthrough listening, prayer and
(23:16):
some different things.
But have that conversation andstart journaling a prayer
journal with questions andanswers you get.
It doesn't mean that there'sbeen times where I thought, oh,
god was telling me this.
I was wrong.
It's a skillset, like anythingelse, in hearing from God and
then following his direction.
So that would be one thing.
The other thing is get around acommunity of people who are at
(23:38):
the place that you want to go,and you know people.
There's so many differentstudies that you are where you
are because of the expectationsof the peer group you surround
yourself with, and so communityis so important and me, being an
online business, it's soimportant to force myself to get
(23:59):
amongst people and interacting,as opposed to just here, like
us, just talking online.
Nothing's wrong with this, butyou need community with other
people.
Speaker 1 (24:09):
You respond.
You know I started the Cut theTie community digitally with the
intent that people couldconnect a little bit more
closely, like that.
But the men's group kind of theinner circle, the idea is
destination-based.
We're going to haveinteractions online but we are
going to go meet face-to-faceand do something, love it.
Speaker 2 (24:25):
Yeah.
Speaker 1 (24:27):
And not trying to be exclusionary to women.
I just can't help women withhow they think and interact as
another human in the environment.
It's not a mean thing.
I just I think and interact asa other human in the environment
.
It's not a mean thing.
I just I'm a man, so I can.
I need other men's perspective,that's true, and I don't mean
it sounded anyway.
So the point is I'm notdefending, I'm just saying like
that's what it's going to be,because I can only add value in
that subject.
So, um, I get that because, assomebody who's you know, in
(24:48):
their basement studio quite abit, uh, you know, I, I, I do
enjoy very much.
So when I actually get on andgo meet someone for coffee, it
really is a big deal.
So I couldn't, couldn't agreemore.
Uh, rapid fire questions foryou here a little bit.
Uh, you know just quickly whowho gives you inspiration.
Speaker 2 (25:07):
Yeah, well, I told you, God, Jamie Winship um is
probably one of my biggest, mostrecent inspirations.
Speaker 1 (25:14):
Um, most definitely, definitely, and he's the author
of fearless living yeah, sothat's your uh must read book
fear this living big time.
I haven't.
Well, that, probably in thebible.
Be fair, right, um, but the uh,but I haven't.
I haven't heard that book.
So I will definitely check thatone out.
Uh, what's some of the bestbusiness advice you've ever?
Speaker 2 (25:32):
received.
Best business advice that I'veever received is this is going
to I'm going back to Simon Sinekwith start with why it's?
You can have a goal andeverything like this, but and I
do this with my clients it's.
Why is that important and notjust your first?
(25:54):
Why, ask yourself seven timesyou say it's important because
of's?
Why is that important and notjust your first?
Why, ask yourself seven timesyou say it's important because
of?
Why is that important?
Why is that important?
Why is that important?
And when you get down sevenlayers deep, then you'll
understand oh, this really isn'tthat important.
So, really understanding yourwhy for doing whatever business
project you fill in the blank isso important to understand why
(26:18):
you're going to do whatever.
Speaker 1 (26:22):
Yeah, and sometimes it's a simple answer that you
overcomplicate.
For example, my agency willmanage social media.
Why is that important?
Well, because they're going topay like $12 to $14 an hour
effectively for that, and I'mpretty sure if you take that
same time, you'll go make morethan $12 to $14 an hour for that
.
For that it's like you savetime and money.
(26:45):
It's like a simple answer ofwhy you would do that, why we
offer that service, because yourtime is more viable doing other
things period, and it's likefor our business, like.
That's a very surface levelanswer.
But then there's other thingswe do with coaching or the group
you dive in and you're like itnails down what your value
proposition is when you get tothe weeds with it.
And so when you work inbusinesses, let me start with
(27:06):
like all right, cool, that makessense of money.
But let's get to the details alittle bit deeper.
I assume you do that with them.
Yeah, can I?
Speaker 2 (27:12):
give you a quick example.
Of course, Every time I startwith someone, I have them create
their founding documents.
Just like the United States hadtheir constitution declaration
of independence, we wouldn't bearound today.
Yes, we have our challenges,but those founding documents
have lasted longer than anyother democracy.
(27:33):
I know we're a republic andwhen I work with someone I take
them through their foundingdocument for their sales and
marketing mission statement andthis is not a mission statement
that goes on the wall, that noone sees and remembers.
And when I get to their goaland why it's important, I ask
them questions.
They say, well, I want to do,have time to do what I want,
(27:54):
when I want and with the peopleI time.
And when I asked him the seventhtime why it was important for
him to reach this goal and itwas a, it was a money goal he
said Chaz, and his wholedemeanor changed he goes.
(28:17):
He seemed like he got a littleteary-eyed he goes.
I don't want to see the pain inmy wife's eyes anymore than I
see every day.
When I started my business, Ihad these big promises about
doing X, Y, Z and my kids weregoing to travel the world.
And my kids love me, I'm thedad, but my wife?
(28:37):
I see the pain in her eyesevery day, and so my goal is for
her to respect me, to be proudof me.
And he has to serve my clients,but when it's right at home, I
want her to respect me.
And that's big for you talkabout men, that's big for men.
And so his whole demeanorchanged and because he
(29:01):
acknowledged and understood thewhy it took seven questions he
was able to take his business toplaces he never thought
possible.
And I don't think that if heuncovered, if I didn't help him
uncover that deep why, hewouldn't have the why to do what
(29:22):
he needed to do to get hisbusiness to the next level,
because he was operating onfalse whys and that's why he was
where he was, in a place thatmade his wife have a look of
pain on her face 24 7.
Speaker 1 (29:37):
You're, uh, you're.
We do the similar thing withclients where you know what's
the desperate problem you solve,and it's not whatever your
product solution is.
It's the stability of revenueit creates that company.
That allows that founder or CEOto not have to be talking about
why you're taking a pay cut orthis or that, or you're about to
lose the that stuff.
That's actually why people buythings, that's why people solve
problems and that's what really,at the core of it, is there.
(29:59):
So I love that.
If there was a question today,by the way, I should should have
asked you and did not whatwould that question have been
and how would you have answeredit?
Speaker 2 (30:08):
Who is your CFO?
That would have been thequestion you should have asked
me.
Speaker 1 (30:16):
You have to answer it now.
That's the thing about thatquestion you have to answer it.
Speaker 2 (30:20):
I was waiting for you to ask me.
It's for him, sorry.
Okay, so my CFO is my chief funofficer, also known as my dog,
and when I was sick and I got toa place there because I was
working, working, working,working, working.
And she is an Australianshepherd, they're very active
(30:40):
dogs and she always comes in and, and you know, says, hey, I
want to go outside and play,play.
I mean she doesn't really saythat, but her demeanor and so I
realized that her coming andbreaking up my day added a lot
of joy and peace and helped mebecome healthier.
If you add white space in yourcalendar, you'll actually be
(31:03):
more productive working, working, working, working.
Not taking breaks.
That actually is inefficientand it's you're going to be not
as effective as you can be.
So I learned through that,through getting being sick and
whatnot, to take breaks, and soI take her for walks and runs,
you know, a couple of times aday, and I'll play with her
throughout the day and I domeditation and a bunch of
(31:26):
biohacking and whatnot.
So, um, that would be thequestion.
And I named her my CFO, mychief fun officer, because she
brought a lot of fun and joyinto my life.
Uh, as she's part of my regularschedule, because this is my
office Well, my office over here, this is my video studio, and
so it helps break up my day andI enjoy my time much more than
(31:52):
just working, working, working,working.
That's good.
Speaker 1 (31:55):
I love that we do four-day work weeks at our
company for that reason that youget a full day to do a side
hustle, go do errands, whateveryou want to do.
Love that.
You can break it up how youneed to, so I support it.
I really appreciate you, by theway, coming on today, chaz,
this has been awesome.
I'd love to accomplish thiswith you.
Shameless plug for yourself,all right, so who should get
ahold of you and how do they doit?
Speaker 2 (32:17):
Yeah, so if you're a coach or consultant or have a
business with one to fivesalespeople and you're not able
to identify, attract and onboardnew clients and you're not able
to identify, attract andonboard new clients, reach out
to me LinkedIn, chaz Horn, and Icould give you a link to that
if you're sharing this.
Also, I do have a book to giveto your listeners, if that's
(32:38):
okay, complimentary.
I wrote a book.
It's the B2B Blueprint toPredictable Sales and I break
out it will be a digital copy.
I break out how to haveleadership, how to go with core
values, how to set standards andhow to look for the right
people and all the systems andprocesses you need for your
business to take it to the nextlevel.
And there's also video trainingin there that you can consume
(33:02):
the content with templates andwhatnot, to help you with
meetings, and I talked about thefounding document.
That's all in there.
So if your listeners want that,it's my gift to them and you
can visit me on LinkedIn and putcut the tie on your invitation,
so I know how you know to findme.
Speaker 1 (33:22):
I love it.
It's Chaz Dashhorn, soLinkedIncom slash N slash, chaz
C-H-A-Z Dashhorn.
Thank you, chaz, for coming ontoday.
Speaker 2 (33:30):
Yeah, great to be here, Thank you.
Speaker 1 (33:32):
And listen, guys.
If you're listening and made itto this point and watched,
thank you.
Get out there.
Go cut a tie to somethingholding you back from.
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