this is so good all right welcome everybody to another hangout super
everybody to another hangout super
everybody to another hangout super excited to be here talking about a
excited to be here talking about a
excited to be here talking about a really important topic for me which is
really important topic for me which is
really important topic for me which is how to stand out by standing up join by
how to stand out by standing up join by
how to stand out by standing up join by my special guest longtime friend of the
my special guest longtime friend of the
my special guest longtime friend of the channel CEO of sage Steven Kelley Steven
channel CEO of sage Steven Kelley Steven
channel CEO of sage Steven Kelley Steven welcome back great to be back evidence
welcome back great to be back evidence
welcome back great to be back evidence really a privilege middle part of your
really a privilege middle part of your
really a privilege middle part of your channel and you are and me and a few
channel and you are and me and a few
channel and you are and me and a few other people out there changing the
other people out there changing the
other people out there changing the world I love it where where are you now
world I love it where where are you now
world I love it where where are you now every time I talk to your somewhere else
every time I talk to your somewhere else
every time I talk to your somewhere else so what country are you and now I’ll
so what country are you and now I’ll
so what country are you and now I’ll tell you this week I’ve had an awesome
tell you this week I’ve had an awesome
tell you this week I’ve had an awesome week I was down in Johannesburg and
week I was down in Johannesburg and
week I was down in Johannesburg and maybe we’ll talk about it in the next
maybe we’ll talk about it in the next
maybe we’ll talk about it in the next hour I was down in place called Soweto
hour I was down in place called Soweto
hour I was down in place called Soweto which is the township and it’s basically
which is the township and it’s basically
which is the township and it’s basically kids living in shacks and that was part
kids living in shacks and that was part
kids living in shacks and that was part of the sage foundation and then I got
of the sage foundation and then I got
of the sage foundation and then I got back here to London so we’re sitting in
back here to London so we’re sitting in
back here to London so we’re sitting in front of London City here I live back
front of London City here I live back
front of London City here I live back home cuz out in Canada as well so next
home cuz out in Canada as well so next
home cuz out in Canada as well so next time we need to look each other up there
time we need to look each other up there
time we need to look each other up there I love it I love it cool well you know I
I love it I love it cool well you know I
I love it I love it cool well you know I want to get into this chat but but just
want to get into this chat but but just
want to get into this chat but but just before you know I follow sage and all
before you know I follow sage and all
before you know I follow sage and all the stuff you guys are up to and this
the stuff you guys are up to and this
the stuff you guys are up to and this week my embossed exploded with all the
week my embossed exploded with all the
week my embossed exploded with all the positive news that you guys been putting
positive news that you guys been putting
positive news that you guys been putting out you know like my sage leaves the
out you know like my sage leaves the
out you know like my sage leaves the stock market back into the black and
stock market back into the black and
stock market back into the black and thirty-five percent increase in revenue
thirty-five percent increase in revenue
thirty-five percent increase in revenue and all this stuff you guys are doing
and all this stuff you guys are doing
and all this stuff you guys are doing well yeah but it’s all about doing you
well yeah but it’s all about doing you
well yeah but it’s all about doing you know that’s the byproduct of everything
know that’s the byproduct of everything
know that’s the byproduct of everything you do for customers you know that and I
you do for customers you know that and I
you do for customers you know that and I know that and as entrepreneurs and all
know that and as entrepreneurs and all
know that and as entrepreneurs and all the entrepreneurs out there on the
the entrepreneurs out there on the
the entrepreneurs out there on the channel they know doing the right thing
channel they know doing the right thing
channel they know doing the right thing by colleagues by customers in the
by colleagues by customers in the
by colleagues by customers in the business producers outstanding results I
business producers outstanding results I
business producers outstanding results I love it for further you guys who are
love it for further you guys who are
love it for further you guys who are first time joining on a blab if you want
first time joining on a blab if you want
first time joining on a blab if you want to ask the question you got to do / q
to ask the question you got to do / q
to ask the question you got to do / q and then type your question I’ll show up
and then type your question I’ll show up
and then type your question I’ll show up on the side ah Steven talking about
on the side ah Steven talking about
on the side ah Steven talking about standing up so we have a story bout da
standing up so we have a story bout da
standing up so we have a story bout da bus to share right i mean every year the
bus to share right i mean every year the
bus to share right i mean every year the top guys around the world get invited to
top guys around the world get invited to
top guys around the world get invited to davos to figure out how are we going to
davos to figure out how are we going to
davos to figure out how are we going to better the earth and for most people
better the earth and for most people
better the earth and for most people it’s like this is an honor be invited
it’s like this is an honor be invited
it’s like this is an honor be invited and it’d be like a highlight of the
and it’d be like a highlight of the
and it’d be like a highlight of the career and you’re saying i’m not going
career and you’re saying i’m not going
career and you’re saying i’m not going to die bows i’m standing up I’m not
to die bows i’m standing up I’m not
to die bows i’m standing up I’m not gonna go tell everybody why ah yes I
gonna go tell everybody why ah yes I
gonna go tell everybody why ah yes I think we believe
think we believe
think we believe you gotta have a really strong moral
you gotta have a really strong moral
you gotta have a really strong moral compass and you gotta have a sense of
compass and you gotta have a sense of
compass and you gotta have a sense of purpose and then I look at Davos and
purpose and then I look at Davos and
purpose and then I look at Davos and they’re all I’m sure lovely people well
they’re all I’m sure lovely people well
they’re all I’m sure lovely people well million people a lot of very rich people
million people a lot of very rich people
million people a lot of very rich people but it then creating kind of a very
but it then creating kind of a very
but it then creating kind of a very exclusive event and and I just SAT back
exclusive event and and I just SAT back
exclusive event and and I just SAT back here at you before Christmas before the
here at you before Christmas before the
here at you before Christmas before the holiday season and said what is da most
holiday season and said what is da most
holiday season and said what is da most more than of just a talking shop and
more than of just a talking shop and
more than of just a talking shop and then I just look to the people who live
then I just look to the people who live
then I just look to the people who live i din and it’s all unit of politicians
i din and it’s all unit of politicians
i din and it’s all unit of politicians the good and the grey and I thought hang
the good and the grey and I thought hang
the good and the grey and I thought hang on a minute where’s the guys who drive
on a minute where’s the guys who drive
on a minute where’s the guys who drive the economies around the world around
the economies around the world around
the economies around the world around Canada around north america USA the UK
Canada around north america USA the UK
Canada around north america USA the UK and is two-thirds of the jobs created
and is two-thirds of the jobs created
and is two-thirds of the jobs created today are created by small and medium
today are created by small and medium
today are created by small and medium businesses entrepreneurs business owners
businesses entrepreneurs business owners
businesses entrepreneurs business owners you know working flat out seven hours a
you know working flat out seven hours a
you know working flat out seven hours a week and who’s there voice in dallas
week and who’s there voice in dallas
week and who’s there voice in dallas there is no voice there staring reality
there is no voice there staring reality
there is no voice there staring reality Devils has made up all these lobby
Devils has made up all these lobby
Devils has made up all these lobby groups big business and the guys who
groups big business and the guys who
groups big business and the guys who really should be sitting at the table
really should be sitting at the table
really should be sitting at the table saying these are the issues i want you
saying these are the issues i want you
saying these are the issues i want you governments to change and listen to
governments to change and listen to
governments to change and listen to because they’ll drive greater prosperity
because they’ll drive greater prosperity
because they’ll drive greater prosperity for the countries and give us much
for the countries and give us much
for the countries and give us much greater capabilities for the vulnerable
greater capabilities for the vulnerable
greater capabilities for the vulnerable and things that really matter it just
and things that really matter it just
and things that really matter it just wasn’t missing and then actually what we
wasn’t missing and then actually what we
wasn’t missing and then actually what we did in the new year we did surveys of
did in the new year we did surveys of
did in the new year we did surveys of hundreds of why I sheet thousands of our
hundreds of why I sheet thousands of our
hundreds of why I sheet thousands of our customers and shock horror no surprise
customers and shock horror no surprise
customers and shock horror no surprise only four percent of them thought the
only four percent of them thought the
only four percent of them thought the devil’s was relevant four percent of all
devil’s was relevant four percent of all
devil’s was relevant four percent of all our customers out there and the shocking
our customers out there and the shocking
our customers out there and the shocking thing and maybe you’re not surprised by
thing and maybe you’re not surprised by
thing and maybe you’re not surprised by this sixty percent of our customers
this sixty percent of our customers
this sixty percent of our customers didn’t even know what DevOps was they
didn’t even know what DevOps was they
didn’t even know what DevOps was they didn’t know exist World Economic Forum
didn’t know exist World Economic Forum
didn’t know exist World Economic Forum Davos what is it so I kind of think you
Davos what is it so I kind of think you
Davos what is it so I kind of think you know all the private jets and all the
know all the private jets and all the
know all the private jets and all the exclusivity and the cocktail parties you
exclusivity and the cocktail parties you
exclusivity and the cocktail parties you know our world your world my world the
know our world your world my world the
know our world your world my world the people on this channels world is hard
people on this channels world is hard
people on this channels world is hard work hard graft building something
work hard graft building something
work hard graft building something special and we just made a plea and a
special and we just made a plea and a
special and we just made a plea and a cry for help for the guys that Devils to
cry for help for the guys that Devils to
cry for help for the guys that Devils to say listen to the guys that really build
say listen to the guys that really build
say listen to the guys that really build the economies and put their issues on
the economies and put their issues on
the economies and put their issues on your agenda and as part of that I
your agenda and as part of that I
your agenda and as part of that I thought it would just be you know
thought it would just be you know
thought it would just be you know completely you know sad and totally
completely you know sad and totally
completely you know sad and totally inappropriate and incongruent if I was
inappropriate and incongruent if I was
inappropriate and incongruent if I was to be a ten
to be a ten
to be a ten there I said no I don’t want to go and i
there I said no I don’t want to go and i
there I said no I don’t want to go and i called it out and i think some things in
called it out and i think some things in
called it out and i think some things in life you’ve got to just consistently
life you’ve got to just consistently
life you’ve got to just consistently live your values do the right thing and
live your values do the right thing and
live your values do the right thing and kind of stick to what you believe is the
kind of stick to what you believe is the
kind of stick to what you believe is the right thing and authenticity is
right thing and authenticity is
right thing and authenticity is everything and davis was just an example
everything and davis was just an example
everything and davis was just an example of that and actually I’m sorry I just
of that and actually I’m sorry I just
of that and actually I’m sorry I just gone because then that was last week
gone because then that was last week
gone because then that was last week Davos this week through the sage
Davos this week through the sage
Davos this week through the sage foundation you know safe foundation just
foundation you know safe foundation just
foundation you know safe foundation just blows me away almost brink of tears runs
blows me away almost brink of tears runs
blows me away almost brink of tears runs down in sweat oh where they saw the
down in sweat oh where they saw the
down in sweat oh where they saw the freedom charter in 1955 in South Africa
freedom charter in 1955 in South Africa
freedom charter in 1955 in South Africa they had Ryan Serhan 1976 and there’s
they had Ryan Serhan 1976 and there’s
they had Ryan Serhan 1976 and there’s just all these amazing kits that 60 of
just all these amazing kits that 60 of
just all these amazing kits that 60 of our volunteers in sage have built a
our volunteers in sage have built a
our volunteers in sage have built a library for these kids to go and you
library for these kids to go and you
library for these kids to go and you know Nelson Mandela said dealer
know Nelson Mandela said dealer
know Nelson Mandela said dealer basically be education is the only way
basically be education is the only way
basically be education is the only way out of poverty and it was just a walking
out of poverty and it was just a walking
out of poverty and it was just a walking talking living example of how to make a
talking living example of how to make a
talking living example of how to make a difference in the community that really
difference in the community that really
difference in the community that really matters and gives our communities great
matters and gives our communities great
matters and gives our communities great out for the future and you know I have
out for the future and you know I have
out for the future and you know I have and I love kids anyway but seeing these
and I love kids anyway but seeing these
and I love kids anyway but seeing these like 45 year old little kids run it up
like 45 year old little kids run it up
like 45 year old little kids run it up and if you follow me on Twitter Esteli
and if you follow me on Twitter Esteli
and if you follow me on Twitter Esteli CEO there’s a little video these kids
CEO there’s a little video these kids
CEO there’s a little video these kids singing to me and it just broke your
singing to me and it just broke your
singing to me and it just broke your heart on a you know I just I come in do
heart on a you know I just I come in do
heart on a you know I just I come in do loads of meat and see those and
loads of meat and see those and
loads of meat and see those and customers and gets a widow and this just
customers and gets a widow and this just
customers and gets a widow and this just I had a big tea room I and I just felt I
I had a big tea room I and I just felt I
I had a big tea room I and I just felt I felt hugely proud about the colleagues
felt hugely proud about the colleagues
felt hugely proud about the colleagues in sage in this one Joanne vanderwal and
in sage in this one Joanne vanderwal and
in sage in this one Joanne vanderwal and all the people who have actually done
all the people who have actually done
all the people who have actually done made a difference down their paint a
made a difference down their paint a
made a difference down their paint a library kit in the library out and
library kit in the library out and
library kit in the library out and bringing kids aboard and giving them
bringing kids aboard and giving them
bringing kids aboard and giving them hope and we met her granny’s just
hope and we met her granny’s just
hope and we met her granny’s just amazing this granny cuz the mum and dad
amazing this granny cuz the mum and dad
amazing this granny cuz the mum and dad had gone and she had a seven-year-old
had gone and she had a seven-year-old
had gone and she had a seven-year-old who was coming to the after school care
who was coming to the after school care
who was coming to the after school care and coming to the library and she said
and coming to the library and she said
and coming to the library and she said you know she just dreamed of a grandson
you know she just dreamed of a grandson
you know she just dreamed of a grandson being a doctor one day and you know
being a doctor one day and you know
being a doctor one day and you know sadly you look around this a shantytown
sadly you look around this a shantytown
sadly you look around this a shantytown there’s no sanitation no running water
there’s no sanitation no running water
there’s no sanitation no running water Wow if he makes to be a doctor and we
Wow if he makes to be a doctor and we
Wow if he makes to be a doctor and we just we just feel if we just change one
just we just feel if we just change one
just we just feel if we just change one life that would be awesome so I kind of
life that would be awesome so I kind of
life that would be awesome so I kind of think that was talking big talking
think that was talking big talking
think that was talking big talking exclusive kind of let’s get real let’s
exclusive kind of let’s get real let’s
exclusive kind of let’s get real let’s get authentic and let’s really make a
get authentic and let’s really make a
get authentic and let’s really make a difference I love it up you know I’m a
difference I love it up you know I’m a
difference I love it up you know I’m a little choked up
little choked up
little choked up a little bit tear my I justice in the
a little bit tear my I justice in the
a little bit tear my I justice in the story i love it i mean everyone in the
story i love it i mean everyone in the
story i love it i mean everyone in the comment or chewing you 12 that’s awesome
comment or chewing you 12 that’s awesome
comment or chewing you 12 that’s awesome no it’s great i even been like lots of
no it’s great i even been like lots of
no it’s great i even been like lots of words man just mad respect for what
words man just mad respect for what
words man just mad respect for what you’re doing there it’s great most of
you’re doing there it’s great most of
you’re doing there it’s great most of this call i was dedicated to you guys
this call i was dedicated to you guys
this call i was dedicated to you guys answering your questions i mean Stephen
answering your questions i mean Stephen
answering your questions i mean Stephen here has dedicated his time to hop on
here has dedicated his time to hop on
here has dedicated his time to hop on with you and help you build your
with you and help you build your
with you and help you build your businesses so I know a bunch of
businesses so I know a bunch of
businesses so I know a bunch of questions already came in and for those
questions already came in and for those
questions already came in and for those who asking questions in the chat just
who asking questions in the chat just
who asking questions in the chat just put a /q in front of it and I’ll pop out
put a /q in front of it and I’ll pop out
put a /q in front of it and I’ll pop out so we can we can highlight it the first
so we can we can highlight it the first
so we can we can highlight it the first point came in from Randall how do you
point came in from Randall how do you
point came in from Randall how do you make a statement that causes people to
make a statement that causes people to
make a statement that causes people to think without getting them angry with
think without getting them angry with
think without getting them angry with your position I think you have to stun
your position I think you have to stun
your position I think you have to stun and even if I was actually when I
and even if I was actually when I
and even if I was actually when I started a Californian startup we spend
started a Californian startup we spend
started a Californian startup we spend time right from the get-go thinking
time right from the get-go thinking
time right from the get-go thinking about you know how do we delight
about you know how do we delight
about you know how do we delight customers happily come out with
customers happily come out with
customers happily come out with something innovative muni but also what
something innovative muni but also what
something innovative muni but also what are the values we want to live buying
are the values we want to live buying
are the values we want to live buying the company and the key key message
the company and the key key message
the company and the key key message today actually evidence is that the soft
today actually evidence is that the soft
today actually evidence is that the soft stuff is hardcore it’s the hard stuff
stuff is hardcore it’s the hard stuff
stuff is hardcore it’s the hard stuff you know it’s easier to talk about
you know it’s easier to talk about
you know it’s easier to talk about values it’s all it easy to the wet take
values it’s all it easy to the wet take
values it’s all it easy to the wet take another crazy example n rock 2000 their
another crazy example n rock 2000 their
another crazy example n rock 2000 their values was communication respect
values was communication respect
values was communication respect integrity excellence Wow read about wake
integrity excellence Wow read about wake
integrity excellence Wow read about wake up so I think the thing is then when you
up so I think the thing is then when you
up so I think the thing is then when you take a stand back to your question it’s
take a stand back to your question it’s
take a stand back to your question it’s got to be congruent and consistent with
got to be congruent and consistent with
got to be congruent and consistent with your values so you know if we got so
your values so you know if we got so
your values so you know if we got so many great customers doing ethical
many great customers doing ethical
many great customers doing ethical products we got customers doing really
products we got customers doing really
products we got customers doing really good health food Gemma price supermarket
good health food Gemma price supermarket
good health food Gemma price supermarket just creates clean delicious food with
just creates clean delicious food with
just creates clean delicious food with no chemicals and that’s kind of cool to
no chemicals and that’s kind of cool to
no chemicals and that’s kind of cool to the values of the product that she’s
the values of the product that she’s
the values of the product that she’s created so when when you see issues out
created so when when you see issues out
created so when when you see issues out there that you think wow it breaks my
there that you think wow it breaks my
there that you think wow it breaks my heart is inconsistent and it is just
heart is inconsistent and it is just
heart is inconsistent and it is just it’s a breach of my bunny ilysm and
it’s a breach of my bunny ilysm and
it’s a breach of my bunny ilysm and deviates us from our moral compass then
deviates us from our moral compass then
deviates us from our moral compass then you got to put your hand up and call
you got to put your hand up and call
you got to put your hand up and call them out and and it’s the final thing
them out and and it’s the final thing
them out and and it’s the final thing I’ll say everness i would encourage
I’ll say everness i would encourage
I’ll say everness i would encourage everybody and you’re like this that’s
everybody and you’re like this that’s
everybody and you’re like this that’s why i love you remembered a minus one
why i love you remembered a minus one
why i love you remembered a minus one when you started
when you started
when you started business when you’re sitting there put
business when you’re sitting there put
business when you’re sitting there put your business plan together remember the
your business plan together remember the
your business plan together remember the anger the passions the dreams you have
anger the passions the dreams you have
anger the passions the dreams you have that the thing how you wanted to change
that the thing how you wanted to change
that the thing how you wanted to change the world for your products with your
the world for your products with your
the world for your products with your service and how you knew you could be
service and how you knew you could be
service and how you knew you could be better than anywhere else and you’ve got
better than anywhere else and you’ve got
better than anywhere else and you’ve got to remember those and rekindle those
to remember those and rekindle those
to remember those and rekindle those dreams because because that’ll keep you
dreams because because that’ll keep you
dreams because because that’ll keep you strong I love the passion man I love
strong I love the passion man I love
strong I love the passion man I love like you pound the table and the camera
like you pound the table and the camera
like you pound the table and the camera shakes cuz you got a laptop it’s great i
shakes cuz you got a laptop it’s great i
shakes cuz you got a laptop it’s great i love it I you know for me for this one I
love it I you know for me for this one I
love it I you know for me for this one I think intent trumps everything I don’t
think intent trumps everything I don’t
think intent trumps everything I don’t think you should go out and purposely
think you should go out and purposely
think you should go out and purposely try to offend people with your statement
try to offend people with your statement
try to offend people with your statement in your vision what you’re trying to do
in your vision what you’re trying to do
in your vision what you’re trying to do but I also don’t think like you should
but I also don’t think like you should
but I also don’t think like you should try to avoid making people angry I feel
try to avoid making people angry I feel
try to avoid making people angry I feel like no matter what you do someone’s
like no matter what you do someone’s
like no matter what you do someone’s going to get angry someone’s going to
going to get angry someone’s going to
going to get angry someone’s going to get upset and if nobody’s upset with
get upset and if nobody’s upset with
get upset and if nobody’s upset with what you’re doing and you’re playing
what you’re doing and you’re playing
what you’re doing and you’re playing life so safe that you’re not standing
life so safe that you’re not standing
life so safe that you’re not standing for anything important you know I’m sure
for anything important you know I’m sure
for anything important you know I’m sure by Stephen not going to die val is there
by Stephen not going to die val is there
by Stephen not going to die val is there are some people who are angry about that
are some people who are angry about that
are some people who are angry about that but it wasn’t his intent to just make
but it wasn’t his intent to just make
but it wasn’t his intent to just make those guys upset he’s trying to do
those guys upset he’s trying to do
those guys upset he’s trying to do something positive and so I think the
something positive and so I think the
something positive and so I think the intent Trump’s and not to worry so much
intent Trump’s and not to worry so much
intent Trump’s and not to worry so much about the people who are hating on you
about the people who are hating on you
about the people who are hating on you and saying that you know this is a bad
and saying that you know this is a bad
and saying that you know this is a bad message so I don’t worry about angering
message so I don’t worry about angering
message so I don’t worry about angering people because I know that the intent is
people because I know that the intent is
people because I know that the intent is always positive jiraiya’s yep yeah you
always positive jiraiya’s yep yeah you
always positive jiraiya’s yep yeah you know you and I you probably couldn’t
know you and I you probably couldn’t
know you and I you probably couldn’t meet more passive nice big where we’re
meet more passive nice big where we’re
meet more passive nice big where we’re very passionate we never want to make
very passionate we never want to make
very passionate we never want to make people angry but we on some issues you
people angry but we on some issues you
people angry but we on some issues you have to take the stand you have to have
have to take the stand you have to have
have to take the stand you have to have a really strong moral compass and antsy
a really strong moral compass and antsy
a really strong moral compass and antsy you know they’re there is a right path
you know they’re there is a right path
you know they’re there is a right path there and what’s what’s going to mean
there and what’s what’s going to mean
there and what’s what’s going to mean what’s your most important value no for
what’s your most important value no for
what’s your most important value no for me to believe it’s on the wall I believe
me to believe it’s on the wall I believe
me to believe it’s on the wall I believe in people believe in entrepreneurs
in people believe in entrepreneurs
in people believe in entrepreneurs what’s the most important core value to
what’s the most important core value to
what’s the most important core value to Stephen Kelly I guess sort of in my life
Stephen Kelly I guess sort of in my life
Stephen Kelly I guess sort of in my life which is part of this is define the
which is part of this is define the
which is part of this is define the cynics um and and the core values for us
cynics um and and the core values for us
cynics um and and the core values for us is everything I start with this is
is everything I start with this is
is everything I start with this is follow your dreams live your dreams I
follow your dreams live your dreams I
follow your dreams live your dreams I don’t let anybody tell you that you
don’t let anybody tell you that you
don’t let anybody tell you that you can’t do stuff because it comes back to
can’t do stuff because it comes back to
can’t do stuff because it comes back to believe actually if you believe and when
believe actually if you believe and when
believe actually if you believe and when you build a company start from the
you build a company start from the
you build a company start from the get-go
get-go
get-go to say what do we really stand for what
to say what do we really stand for what
to say what do we really stand for what are our bandages and how do we live them
are our bandages and how do we live them
are our bandages and how do we live them so even when we recruit the next five
so even when we recruit the next five
so even when we recruit the next five people they’re going to be people who
people they’re going to be people who
people they’re going to be people who share those values with us it’s very
share those values with us it’s very
share those values with us it’s very important in terms of I’m sage and I’m
important in terms of I’m sage and I’m
important in terms of I’m sage and I’m just pretty influential in this but the
just pretty influential in this but the
just pretty influential in this but the team did the work is our kind of five
team did the work is our kind of five
team did the work is our kind of five core values that we call out we built
core values that we call out we built
core values that we call out we built into recruitment performance management
into recruitment performance management
into recruitment performance management the way we are and and if anybody
the way we are and and if anybody
the way we are and and if anybody misbehaviors against these just call it
misbehaviors against these just call it
misbehaviors against these just call it out obviously customers first customers
out obviously customers first customers
out obviously customers first customers for life that’s absolutely critical but
for life that’s absolutely critical but
for life that’s absolutely critical but then other things like velocity
then other things like velocity
then other things like velocity innovation and then these are pretty
innovation and then these are pretty
innovation and then these are pretty bold things making a difference you know
bold things making a difference you know
bold things making a difference you know making a difference to collies customers
making a difference to collies customers
making a difference to collies customers all stakeholders communities in which we
all stakeholders communities in which we
all stakeholders communities in which we operate and also a really simple thing
operate and also a really simple thing
operate and also a really simple thing to do the right thing always do the
to do the right thing always do the
to do the right thing always do the right thing because I think with all
right thing because I think with all
right thing because I think with all these things like trust you know know
these things like trust you know know
these things like trust you know know when you’re on building businesses with
when you’re on building businesses with
when you’re on building businesses with your customers trust at she takes months
your customers trust at she takes months
your customers trust at she takes months and years to build but literally one
and years to build but literally one
and years to build but literally one little screw-up and dissipate that trust
little screw-up and dissipate that trust
little screw-up and dissipate that trust I see like up customers for life and
I see like up customers for life and
I see like up customers for life and then under would be to get those
then under would be to get those
then under would be to get those customers for life we need to innovate
customers for life we need to innovate
customers for life we need to innovate we need to do the right thing we need to
we need to do the right thing we need to
we need to do the right thing we need to support them is that like the main
support them is that like the main
support them is that like the main mantras customers for life and then how
mantras customers for life and then how
mantras customers for life and then how do we go to accomplish that where do you
do we go to accomplish that where do you
do we go to accomplish that where do you see them as separate pillars that you’re
see them as separate pillars that you’re
see them as separate pillars that you’re all working on that they’re all five
all working on that they’re all five
all working on that they’re all five pillars but they are totally integrated
pillars but they are totally integrated
pillars but they are totally integrated and and it comes down to then so we have
and and it comes down to then so we have
and and it comes down to then so we have got three million businesses out there
got three million businesses out there
got three million businesses out there using our technology in the UK where I
using our technology in the UK where I
using our technology in the UK where I am now fifty-four percent of all
am now fifty-four percent of all
am now fifty-four percent of all businesses pay their people pay their
businesses pay their people pay their
businesses pay their people pay their employees using sage so what a
employees using sage so what a
employees using sage so what a responsibility in effing scrub well they
responsibility in effing scrub well they
responsibility in effing scrub well they can’t pay their mortgage and then puts
can’t pay their mortgage and then puts
can’t pay their mortgage and then puts us in the spotlight of responsibility
us in the spotlight of responsibility
us in the spotlight of responsibility and that’s a great feeling i really love
and that’s a great feeling i really love
and that’s a great feeling i really love that feeling so the customer obsession
that feeling so the customer obsession
that feeling so the customer obsession is part of everything we do and part of
is part of everything we do and part of
is part of everything we do and part of that Evan what does it mean you know any
that Evan what does it mean you know any
that Evan what does it mean you know any customer can tweet many email me anytime
customer can tweet many email me anytime
customer can tweet many email me anytime night or day we’ll jump on that the
night or day we’ll jump on that the
night or day we’ll jump on that the speed of light will put a team of you
speed of light will put a team of you
speed of light will put a team of you know crack team a hot team in there to
know crack team a hot team in there to
know crack team a hot team in there to resolve any problems because I
resolve any problems because I
resolve any problems because I you know as well not every day is a
you know as well not every day is a
you know as well not every day is a perfect day when you got three million
perfect day when you got three million
perfect day when you got three million customers so you’ve got to say when
customers so you’ve got to say when
customers so you’ve got to say when stuff goes wrong we’ll we won’t argue
stuff goes wrong we’ll we won’t argue
stuff goes wrong we’ll we won’t argue about it we’ll just fix it just fix it
about it we’ll just fix it just fix it
about it we’ll just fix it just fix it will mayo and I’ve witnessed that
will mayo and I’ve witnessed that
will mayo and I’ve witnessed that firsthand and they’re in the actions
firsthand and they’re in the actions
firsthand and they’re in the actions that you’ve taken in your team and how
that you’ve taken in your team and how
that you’ve taken in your team and how quickly things and get done by just
quickly things and get done by just
quickly things and get done by just sending a quick message a quick tweet I
sending a quick message a quick tweet I
sending a quick message a quick tweet I love it um Damian’s writing in there’s
love it um Damian’s writing in there’s
love it um Damian’s writing in there’s so many good causes out there Steven
so many good causes out there Steven
so many good causes out there Steven what’s your criteria for selecting what
what’s your criteria for selecting what
what’s your criteria for selecting what the Sage Foundation will support maybe
the Sage Foundation will support maybe
the Sage Foundation will support maybe look like high level like what why did
look like high level like what why did
look like high level like what why did you write a foundation because that’s
you write a foundation because that’s
you write a foundation because that’s core to your heart and then diving in on
core to your heart and then diving in on
core to your heart and then diving in on the question yeah I think um so safe
the question yeah I think um so safe
the question yeah I think um so safe foundation the essence of what is just
foundation the essence of what is just
foundation the essence of what is just to explain to all the guys out there
to explain to all the guys out there
to explain to all the guys out there evan is we’ve got this concept of two
evan is we’ve got this concept of two
evan is we’ve got this concept of two plus two plus two so we will give to any
plus two plus two so we will give to any
plus two plus two so we will give to any charity will donate two products to
charity will donate two products to
charity will donate two products to allow them to help them run their
allow them to help them run their
allow them to help them run their business would be more efficient we’ve
business would be more efficient we’ve
business would be more efficient we’ve effectively got two percent of our free
effectively got two percent of our free
effectively got two percent of our free cash flows we generate go into the
cash flows we generate go into the
cash flows we generate go into the foundation to make grants which I’ll
foundation to make grants which I’ll
foundation to make grants which I’ll come back to how we actually just review
come back to how we actually just review
come back to how we actually just review those and the final piece which really
those and the final piece which really
those and the final piece which really captures the heart of our colleagues is
captures the heart of our colleagues is
captures the heart of our colleagues is we do two percent paid by sage
we do two percent paid by sage
we do two percent paid by sage volunteering so five days a year but any
volunteering so five days a year but any
volunteering so five days a year but any of our colleagues around the world so
of our colleagues around the world so
of our colleagues around the world so you know we’ve got 2,000 people down in
you know we’ve got 2,000 people down in
you know we’ve got 2,000 people down in South Africa that’s 10,000 person days
South Africa that’s 10,000 person days
South Africa that’s 10,000 person days every year you know 50-person years
every year you know 50-person years
every year you know 50-person years where our people are going into the
where our people are going into the
where our people are going into the community to either teach to work in a
community to either teach to work in a
community to either teach to work in a hospice to build schools to build
hospice to build schools to build
hospice to build schools to build libraries now within the grand part of
libraries now within the grand part of
libraries now within the grand part of the foundation what we believe in which
the foundation what we believe in which
the foundation what we believe in which is uh Nicole is its back to our values
is uh Nicole is its back to our values
is uh Nicole is its back to our values our values all about is being a voice
our values all about is being a voice
our values all about is being a voice and a champion of entrepreneurs so the
and a champion of entrepreneurs so the
and a champion of entrepreneurs so the best of the projects we like to see
best of the projects we like to see
best of the projects we like to see coming into the foundation is where you
coming into the foundation is where you
coming into the foundation is where you either kind of have young kids who have
either kind of have young kids who have
either kind of have young kids who have gone off the rails and need to be
gone off the rails and need to be
gone off the rails and need to be retrained or e skilled where they want
retrained or e skilled where they want
retrained or e skilled where they want to have an opportunity to grow business
to have an opportunity to grow business
to have an opportunity to grow business startup business and we can work with
startup business and we can work with
startup business and we can work with charities around that and we’ve done it
charities around that and we’ve done it
charities around that and we’ve done it with this something in the UK called the
with this something in the UK called the
with this something in the UK called the Prince’s Trust where for 250 kind of
Prince’s Trust where for 250 kind of
Prince’s Trust where for 250 kind of vulnerable
vulnerable
vulnerable young girls and boys it was a retraining
young girls and boys it was a retraining
young girls and boys it was a retraining program to be getting start their own
program to be getting start their own
program to be getting start their own businesses and then we support that with
businesses and then we support that with
businesses and then we support that with mentoring and all those sort of things
mentoring and all those sort of things
mentoring and all those sort of things so the sweet spot o sage foundation is
so the sweet spot o sage foundation is
so the sweet spot o sage foundation is around kind of entrepreneurs
around kind of entrepreneurs
around kind of entrepreneurs disadvantaged people and she were the
disadvantaged people and she were the
disadvantaged people and she were the young or old to allow them to basically
young or old to allow them to basically
young or old to allow them to basically get out there and have an opportunity to
get out there and have an opportunity to
get out there and have an opportunity to follow their dreams and start businesses
follow their dreams and start businesses
follow their dreams and start businesses that phase and i doing maybe i will
that phase and i doing maybe i will
that phase and i doing maybe i will friedle for a while that you you want to
friedle for a while that you you want to
friedle for a while that you you want to solve the global economic issues make
solve the global economic issues make
solve the global economic issues make more entrepreneurs and let’s support
more entrepreneurs and let’s support
more entrepreneurs and let’s support them and build them up and give them the
them and build them up and give them the
them and build them up and give them the mentorship and training ideas and
mentorship and training ideas and
mentorship and training ideas and motivation to make it happen and i love
motivation to make it happen and i love
motivation to make it happen and i love that you’re putting in the dollars and
that you’re putting in the dollars and
that you’re putting in the dollars and the main hours and the resources to make
the main hours and the resources to make
the main hours and the resources to make that vision happen globally it’s awesome
that vision happen globally it’s awesome
that vision happen globally it’s awesome I love it I love it ah okay Evan just on
I love it I love it ah okay Evan just on
I love it I love it ah okay Evan just on that is everybody says well isn’t this
that is everybody says well isn’t this
that is everybody says well isn’t this kind of a big overhead a big company
kind of a big overhead a big company
kind of a big overhead a big company sort of thing you can start this when
sort of thing you can start this when
sort of thing you can start this when you got three people and everybody says
you got three people and everybody says
you got three people and everybody says you know should we have values what have
you know should we have values what have
you know should we have values what have we wait till we get to a hundred people
we wait till we get to a hundred people
we wait till we get to a hundred people and then we’ll spend time we’ll get
and then we’ll spend time we’ll get
and then we’ll spend time we’ll get consultants in to do don’t get
consultants in to do don’t get
consultants in to do don’t get consulting you know what your heart
consulting you know what your heart
consulting you know what your heart tells you you know when your values are
tells you you know when your values are
tells you you know when your values are you know is why you have a passion to
you know is why you have a passion to
you know is why you have a passion to starting business you know I guess the
starting business you know I guess the
starting business you know I guess the DNA of what you want your people to be
DNA of what you want your people to be
DNA of what you want your people to be like and and I aren’t afraid to do it
like and and I aren’t afraid to do it
like and and I aren’t afraid to do it over with you get the team in get a
over with you get the team in get a
over with you get the team in get a couple of beers in create a beer or a
couple of beers in create a beer or a
couple of beers in create a beer or a couple of bottles of wine and see what
couple of bottles of wine and see what
couple of bottles of wine and see what do we want to be famous for what are the
do we want to be famous for what are the
do we want to be famous for what are the value when people say about sage people
value when people say about sage people
value when people say about sage people or whatever the business is what do we
or whatever the business is what do we
or whatever the business is what do we want people to tell all their friends so
want people to tell all their friends so
want people to tell all their friends so they become raving fanatics of our
they become raving fanatics of our
they become raving fanatics of our business and it’s simple and then you do
business and it’s simple and then you do
business and it’s simple and then you do that and it kind of gives you a really
that and it kind of gives you a really
that and it kind of gives you a really good foundation stone for growing your
good foundation stone for growing your
good foundation stone for growing your business so it’s not a big company thing
business so it’s not a big company thing
business so it’s not a big company thing this is I’d say this is a real the
this is I’d say this is a real the
this is I’d say this is a real the essence of this is is relevant to the
essence of this is is relevant to the
essence of this is is relevant to the smallest business even with one or two
smallest business even with one or two
smallest business even with one or two people and and the truth point the proof
people and and the truth point the proof
people and and the truth point the proof of the pudding in terms of saying the
of the pudding in terms of saying the
of the pudding in terms of saying the soft stuff is the hardcore interest
soft stuff is the hardcore interest
soft stuff is the hardcore interest enough the companies that have a mission
enough the companies that have a mission
enough the companies that have a mission and live that mission the data says
and live that mission the data says
and live that mission the data says they’re nine times more likely to have
they’re nine times more likely to have
they’re nine times more likely to have high customer satisfaction so you know
high customer satisfaction so you know
high customer satisfaction so you know this is a
this is a
this is a complete game changer I think and it
complete game changer I think and it
complete game changer I think and it should be part of the DNA and how you
should be part of the DNA and how you
should be part of the DNA and how you you guys build your companies and
you guys build your companies and
you guys build your companies and achieve success and stinky I love some
achieve success and stinky I love some
achieve success and stinky I love some customer someone who has a big company
customer someone who has a big company
customer someone who has a big company and a lot of people on their team I
and a lot of people on their team I
and a lot of people on their team I think a lot of people in big companies
think a lot of people in big companies
think a lot of people in big companies they couldn’t list off the 15 core
they couldn’t list off the 15 core
they couldn’t list off the 15 core values that their company has and so
values that their company has and so
values that their company has and so they’re not really living it I think
they’re not really living it I think
they’re not really living it I think entrepreneurs you know we’re smaller we
entrepreneurs you know we’re smaller we
entrepreneurs you know we’re smaller we started this because of a reason we
started this because of a reason we
started this because of a reason we didn’t just go take a job and so we
didn’t just go take a job and so we
didn’t just go take a job and so we connect with that message and it’s
connect with that message and it’s
connect with that message and it’s awesome to see people like you who are
awesome to see people like you who are
awesome to see people like you who are leading big companies also sharing that
leading big companies also sharing that
leading big companies also sharing that kind of same passion to make a
kind of same passion to make a
kind of same passion to make a difference and actually have a real
difference and actually have a real
difference and actually have a real impact not just you know make returns
impact not just you know make returns
impact not just you know make returns although oh hey you’re making great
although oh hey you’re making great
although oh hey you’re making great returns to as my email is getting lit up
returns to as my email is getting lit up
returns to as my email is getting lit up so it’s great to see that there’s that
so it’s great to see that there’s that
so it’s great to see that there’s that that result there as well rise online
that result there as well rise online
that result there as well rise online wrote in the comments hashtag preach
wrote in the comments hashtag preach
wrote in the comments hashtag preach this is the most positive value focused
this is the most positive value focused
this is the most positive value focused integrity field blab I’ve ever been on
integrity field blab I’ve ever been on
integrity field blab I’ve ever been on so you’re making you’re making history
so you’re making you’re making history
so you’re making you’re making history here on blab 2 a.m. and i’m going to ask
here on blab 2 a.m. and i’m going to ask
here on blab 2 a.m. and i’m going to ask you a question so I kind of think
you a question so I kind of think
you a question so I kind of think everybody the guys on this channel
everybody the guys on this channel
everybody the guys on this channel they’re all great guys high integrity
they’re all great guys high integrity
they’re all great guys high integrity during the right thing entrepreneurs
during the right thing entrepreneurs
during the right thing entrepreneurs working 70 hours a week the question
working 70 hours a week the question
working 70 hours a week the question with these is how we bring this to life
with these is how we bring this to life
with these is how we bring this to life how do we walk the talk how we
how do we walk the talk how we
how do we walk the talk how we operationalize this you’ve obviously
operationalize this you’ve obviously
operationalize this you’ve obviously been on to know I’ve started businesses
been on to know I’ve started businesses
been on to know I’ve started businesses um what what really practical advice
um what what really practical advice
um what what really practical advice would you give to the guys out there on
would you give to the guys out there on
would you give to the guys out there on the girls out there around how do you
the girls out there around how do you
the girls out there around how do you land this stuff whether you’re free
land this stuff whether you’re free
land this stuff whether you’re free people 20 people scared yeah I think
people 20 people scared yeah I think
people 20 people scared yeah I think this is a challenge we answer honor
this is a challenge we answer honor
this is a challenge we answer honor because because you know we’re
because because you know we’re
because because you know we’re especially the solo person you’re
especially the solo person you’re
especially the solo person you’re working 80 hours a week you’re doing
working 80 hours a week you’re doing
working 80 hours a week you’re doing everything you’re the janitor to the CEO
everything you’re the janitor to the CEO
everything you’re the janitor to the CEO and I think a lot of entrepreneurs do
and I think a lot of entrepreneurs do
and I think a lot of entrepreneurs do feel the responsibility to give back in
feel the responsibility to give back in
feel the responsibility to give back in the heart to get back is how do i how do
the heart to get back is how do i how do
the heart to get back is how do i how do I manage this because I still need to
I manage this because I still need to
I manage this because I still need to survive myself and pay the bills I think
survive myself and pay the bills I think
survive myself and pay the bills I think to take a step back one you have to make
to take a step back one you have to make
to take a step back one you have to make sure that you’re actually still around
sure that you’re actually still around
sure that you’re actually still around like you have to make sure you have a
like you have to make sure you have a
like you have to make sure you have a real business you have to make sure that
real business you have to make sure that
real business you have to make sure that you can make money and pay the bills
you can make money and pay the bills
you can make money and pay the bills because it’s great just do volunteer
because it’s great just do volunteer
because it’s great just do volunteer work for charities but then you’re going
work for charities but then you’re going
work for charities but then you’re going to be out of business and if you can
to be out of business and if you can
to be out of business and if you can step up and build a bigger business
step up and build a bigger business
step up and build a bigger business gives you more time to be able to invest
gives you more time to be able to invest
gives you more time to be able to invest in companies and in charities and in
in companies and in charities and in
in companies and in charities and in projects that you’re passionate about
projects that you’re passionate about
projects that you’re passionate about but you don’t have to wait until you
but you don’t have to wait until you
but you don’t have to wait until you have a hundred employees to do it right
have a hundred employees to do it right
have a hundred employees to do it right simple things like taking a day out of
simple things like taking a day out of
simple things like taking a day out of the month and volunteering for a cause
the month and volunteering for a cause
the month and volunteering for a cause that you believe in or joining a blob or
that you believe in or joining a blob or
that you believe in or joining a blob or hang out or making a video on something
hang out or making a video on something
hang out or making a video on something that you feel passionate about you can
that you feel passionate about you can
that you feel passionate about you can do right now it doesn’t have to take an
do right now it doesn’t have to take an
do right now it doesn’t have to take an insane amount of time and I think for
insane amount of time and I think for
insane amount of time and I think for entrepreneurs you want to tie the reason
entrepreneurs you want to tie the reason
entrepreneurs you want to tie the reason like you said to starting day minus one
like you said to starting day minus one
like you said to starting day minus one right the reason why you started this
right the reason why you started this
right the reason why you started this and make it part of your you’re selling
and make it part of your you’re selling
and make it part of your you’re selling factor that’s why you no call this
factor that’s why you no call this
factor that’s why you no call this course selling is something that my onyx
course selling is something that my onyx
course selling is something that my onyx is familiar with but most people sell
is familiar with but most people sell
is familiar with but most people sell the features of what they sell and then
the features of what they sell and then
the features of what they sell and then the benefits of what they sell but the
the benefits of what they sell but the
the benefits of what they sell but the next step up is selling the core right
next step up is selling the core right
next step up is selling the core right by standing for something important and
by standing for something important and
by standing for something important and living that not just it’s a it’s a story
living that not just it’s a it’s a story
living that not just it’s a it’s a story that you keep to yourself of why you’re
that you keep to yourself of why you’re
that you keep to yourself of why you’re doing it by making it public sharing it
doing it by making it public sharing it
doing it by making it public sharing it on your website using it to recruit team
on your website using it to recruit team
on your website using it to recruit team members and media and customers then
members and media and customers then
members and media and customers then that gives you positive momentum it
that gives you positive momentum it
that gives you positive momentum it allows you to keep going and doing more
allows you to keep going and doing more
allows you to keep going and doing more of it what I think too many entre cars
of it what I think too many entre cars
of it what I think too many entre cars have it but they just keep it to
have it but they just keep it to
have it but they just keep it to themselves and they don’t share it and
themselves and they don’t share it and
themselves and they don’t share it and then when you look at their website and
then when you look at their website and
then when you look at their website and marketing materials it just looks like
marketing materials it just looks like
marketing materials it just looks like another landscaping company or another
another landscaping company or another
another landscaping company or another software company or another whatever but
software company or another whatever but
software company or another whatever but they have it to just not bring it out
they have it to just not bring it out
they have it to just not bring it out because they’re too afraid to stand up
because they’re too afraid to stand up
because they’re too afraid to stand up and so stand up stand up for what you
and so stand up stand up for what you
and so stand up stand up for what you believe where they make it known tell it
believe where they make it known tell it
believe where they make it known tell it everywhere and get people excited I love
everywhere and get people excited I love
everywhere and get people excited I love it okay that’s great Gail is writing in
it okay that’s great Gail is writing in
it okay that’s great Gail is writing in a love it too we have an anti-aging
a love it too we have an anti-aging
a love it too we have an anti-aging cream business that we tried several
cream business that we tried several
cream business that we tried several years ago to advertise he’s basically
years ago to advertise he’s basically
years ago to advertise he’s basically doing a whole bunch of stuff she tried
doing a whole bunch of stuff she tried
doing a whole bunch of stuff she tried advertising trade shows she’s trying to
advertising trade shows she’s trying to
advertising trade shows she’s trying to do it in social media but she’s not
do it in social media but she’s not
do it in social media but she’s not getting any luck within the context of
getting any luck within the context of
getting any luck within the context of this now values how can she promote this
this now values how can she promote this
this now values how can she promote this business of hers to start getting some
business of hers to start getting some
business of hers to start getting some results in social yeah I think I don’t
results in social yeah I think I don’t
results in social yeah I think I don’t know the specifics the thought but let
know the specifics the thought but let
know the specifics the thought but let me never take its tab I think with Nancy
me never take its tab I think with Nancy
me never take its tab I think with Nancy aging cream you know obviously what it
aging cream you know obviously what it
aging cream you know obviously what it would offer is what’s the benefit
would offer is what’s the benefit
would offer is what’s the benefit and it’s all about well then it’s all
and it’s all about well then it’s all
and it’s all about well then it’s all about I guess self-confidence and self
about I guess self-confidence and self
about I guess self-confidence and self you know I have and I look at you and
you know I have and I look at you and
you know I have and I look at you and I’m an old guy you’re a young guy you
I’m an old guy you’re a young guy you
I’m an old guy you’re a young guy you got all the Edit though if this products
got all the Edit though if this products
got all the Edit though if this products could like me all the guys and gals
could like me all the guys and gals
could like me all the guys and gals around the world said actually it will
around the world said actually it will
around the world said actually it will look after my world being looked after
look after my world being looked after
look after my world being looked after my skin it reduces extra allergies all
my skin it reduces extra allergies all
my skin it reduces extra allergies all those sort of things then yeah I like
those sort of things then yeah I like
those sort of things then yeah I like that and I think the way to do it is
that and I think the way to do it is
that and I think the way to do it is with all these things kind of start
with all these things kind of start
with all these things kind of start small build a community of fans and then
small build a community of fans and then
small build a community of fans and then kind of go and through social you can go
kind of go and through social you can go
kind of go and through social you can go awesome and then with tryouts like
awesome and then with tryouts like
awesome and then with tryouts like anti-aging creams you know the website
anti-aging creams you know the website
anti-aging creams you know the website is your shop window on the world but how
is your shop window on the world but how
is your shop window on the world but how you do it i think is it’s all about kind
you do it i think is it’s all about kind
you do it i think is it’s all about kind of social referrals and these things do
of social referrals and these things do
of social referrals and these things do go buy recommendation and you know
go buy recommendation and you know
go buy recommendation and you know things like aging create beauty products
things like aging create beauty products
things like aging create beauty products is a fantastic market where
is a fantastic market where
is a fantastic market where recommendations and referrals are create
recommendations and referrals are create
recommendations and referrals are create viral success and unless so start small
viral success and unless so start small
viral success and unless so start small maybe go out to community of friends in
maybe go out to community of friends in
maybe go out to community of friends in your village test drive the product come
your village test drive the product come
your village test drive the product come up with a few references to a few video
up with a few references to a few video
up with a few references to a few video clips of how it’s made a difference
clips of how it’s made a difference
clips of how it’s made a difference their life put it online open up a kind
their life put it online open up a kind
their life put it online open up a kind of web store and i think yeah i think is
of web store and i think yeah i think is
of web store and i think yeah i think is a tremendous orlando could you trying to
a tremendous orlando could you trying to
a tremendous orlando could you trying to get it on twitter and it’s not having
get it on twitter and it’s not having
get it on twitter and it’s not having luck i think if we were to look at your
luck i think if we were to look at your
luck i think if we were to look at your twitter feed it would probably just
twitter feed it would probably just
twitter feed it would probably just super promotional and spammy right
super promotional and spammy right
super promotional and spammy right there’s no value there there’s no story
there’s no value there there’s no story
there’s no value there there’s no story there’s no core you know stand up for
there’s no core you know stand up for
there’s no core you know stand up for something around aging that’s important
something around aging that’s important
something around aging that’s important to you I think how do you sell in social
to you I think how do you sell in social
to you I think how do you sell in social most people do the wrong thing they’re
most people do the wrong thing they’re
most people do the wrong thing they’re just broadcasting all the time pushing
just broadcasting all the time pushing
just broadcasting all the time pushing out coupon codes or whatever nobody pays
out coupon codes or whatever nobody pays
out coupon codes or whatever nobody pays any attention we’re how you should do it
any attention we’re how you should do it
any attention we’re how you should do it is look at this this is an example right
is look at this this is an example right
is look at this this is an example right now we are social selling right now
now we are social selling right now
now we are social selling right now through our values even though i’m not
through our values even though i’m not
through our values even though i’m not talking about any products Stevens not
talking about any products Stevens not
talking about any products Stevens not Stevens not coming on in saying hey you
Stevens not coming on in saying hey you
Stevens not coming on in saying hey you guys need to go by sage software it’s
guys need to go by sage software it’s
guys need to go by sage software it’s the best thing for your business and
the best thing for your business and
the best thing for your business and wait there’s more if you do it right now
wait there’s more if you do it right now
wait there’s more if you do it right now on this hangout you’re going to get ten
on this hangout you’re going to get ten
on this hangout you’re going to get ten percent off your first month right you
percent off your first month right you
percent off your first month right you know if he were doing that you guys
know if he were doing that you guys
know if he were doing that you guys would all take off right and i would
would all take off right and i would
would all take off right and i would probably hang up to he’s coming on and
probably hang up to he’s coming on and
probably hang up to he’s coming on and giving value right he’s talking about
giving value right he’s talking about
giving value right he’s talking about what he’s the one
what he’s the one
what he’s the one with the librarian in Davos and trying
with the librarian in Davos and trying
with the librarian in Davos and trying to help you like he’s got 15,000
to help you like he’s got 15,000
to help you like he’s got 15,000 employees to worry and about and he’s on
employees to worry and about and he’s on
employees to worry and about and he’s on here chatting with you trying to help
here chatting with you trying to help
here chatting with you trying to help you grow your business because he cares
you grow your business because he cares
you grow your business because he cares because this is something that’s
because this is something that’s
because this is something that’s meaningful to him right and something
meaningful to him right and something
meaningful to him right and something that meaningful to me too why am i
that meaningful to me too why am i
that meaningful to me too why am i spending my time because I want to help
spending my time because I want to help
spending my time because I want to help you guys out too and so if you think
you guys out too and so if you think
you guys out too and so if you think about it though the next time that you
about it though the next time that you
about it though the next time that you need accounting software right you’re
need accounting software right you’re
need accounting software right you’re all entrepreneurs or you’re going to
all entrepreneurs or you’re going to
all entrepreneurs or you’re going to start your business when you need
start your business when you need
start your business when you need accounting software who’s the first
accounting software who’s the first
accounting software who’s the first company you’re going to go to write its
company you’re going to go to write its
company you’re going to go to write its sages business to lose because of all
sages business to lose because of all
sages business to lose because of all the value that steven has given you to
the value that steven has given you to
the value that steven has given you to help your business and that and that’s
help your business and that and that’s
help your business and that and that’s how it works and you see the results is
how it works and you see the results is
how it works and you see the results is companies are exploding leading the
companies are exploding leading the
companies are exploding leading the stock market back to the black and I
stock market back to the black and I
stock market back to the black and I think that’s how you do it you want to
think that’s how you do it you want to
think that’s how you do it you want to sell on social that’s the key right
sell on social that’s the key right
sell on social that’s the key right start sharing your passion start
start sharing your passion start
start sharing your passion start providing value start being the expert
providing value start being the expert
providing value start being the expert don’t just talk about your anti-aging
don’t just talk about your anti-aging
don’t just talk about your anti-aging cream because that’s a commodity that I
cream because that’s a commodity that I
cream because that’s a commodity that I can buy in a lot of places make me have
can buy in a lot of places make me have
can buy in a lot of places make me have a reason to want to buy from you because
a reason to want to buy from you because
a reason to want to buy from you because I know you’d like you trust you and
I know you’d like you trust you and
I know you’d like you trust you and you’re the first person I’m going to go
you’re the first person I’m going to go
you’re the first person I’m going to go to you have to then lose my business
to you have to then lose my business
to you have to then lose my business because I love you so much with
because I love you so much with
because I love you so much with everything that you’re putting out
everything that you’re putting out
everything that you’re putting out that’s how you win social and that’s how
that’s how you win social and that’s how
that’s how you win social and that’s how you make sales to not just spamming out
you make sales to not just spamming out
you make sales to not just spamming out links I got fired ads you read your
links I got fired ads you read your
links I got fired ads you read your story your emotional story yeah you
story your emotional story yeah you
story your emotional story yeah you almost made me cry on my own show
almost made me cry on my own show
almost made me cry on my own show Stephen you know who one day will go to
Stephen you know who one day will go to
Stephen you know who one day will go to UM sound that for well we could go to
UM sound that for well we could go to
UM sound that for well we could go to loads of these projects around the world
loads of these projects around the world
loads of these projects around the world you know where there’s blood kind of
you know where there’s blood kind of
you know where there’s blood kind of victims upper north of England who banks
victims upper north of England who banks
victims upper north of England who banks out in the USA just thought I’d do it I
out in the USA just thought I’d do it I
out in the USA just thought I’d do it I will not tell you one of these traitors
will not tell you one of these traitors
will not tell you one of these traitors and we’ll do it together okay next one
and we’ll do it together okay next one
and we’ll do it together okay next one Julie I think it’s a process in knowing
Julie I think it’s a process in knowing
Julie I think it’s a process in knowing who we are and offering something that
who we are and offering something that
who we are and offering something that resonates from an inner place and born
resonates from an inner place and born
resonates from an inner place and born of a deeper meaning my question is about
of a deeper meaning my question is about
of a deeper meaning my question is about the process do we muddle around and keep
the process do we muddle around and keep
the process do we muddle around and keep it at one idea or try out a few how do
it at one idea or try out a few how do
it at one idea or try out a few how do we keep track so we can measure what is
we keep track so we can measure what is
we keep track so we can measure what is working or not you have any tips or
working or not you have any tips or
working or not you have any tips or tools from Julie
it’s a great coach nothing and I do
it’s a great coach nothing and I do think you’re right and it comes back to
think you’re right and it comes back to
think you’re right and it comes back to what Evan said I believe great companies
what Evan said I believe great companies
what Evan said I believe great companies are companies with a heart so when you
are companies with a heart so when you
are companies with a heart so when you start on D minus one you know what is it
start on D minus one you know what is it
start on D minus one you know what is it you really believe it what is your
you really believe it what is your
you really believe it what is your passion what sets kind of true north on
passion what sets kind of true north on
passion what sets kind of true north on your moral compass and that’s something
your moral compass and that’s something
your moral compass and that’s something that will stay with out through your
that will stay with out through your
that will stay with out through your business career and then what’s your big
business career and then what’s your big
business career and then what’s your big idea what what’s the execution plan and
idea what what’s the execution plan and
idea what what’s the execution plan and then what I’d say in terms of how you
then what I’d say in terms of how you
then what I’d say in terms of how you execute the business I always say this
execute the business I always say this
execute the business I always say this too I’ve been I mean a lot of startup
too I’ve been I mean a lot of startup
too I’ve been I mean a lot of startup business and angel investor I’d say if
business and angel investor I’d say if
business and angel investor I’d say if you’ve got a clear proposition clear
you’ve got a clear proposition clear
you’ve got a clear proposition clear value proposition clear strategy you
value proposition clear strategy you
value proposition clear strategy you know just take the first step great
know just take the first step great
know just take the first step great words of Martin Luther King on you know
words of Martin Luther King on you know
words of Martin Luther King on you know if you’re trying to climb a giant
if you’re trying to climb a giant
if you’re trying to climb a giant staircase just take the first step then
staircase just take the first step then
staircase just take the first step then take the second step then take the third
take the second step then take the third
take the second step then take the third and and always think about you know one
and and always think about you know one
and and always think about you know one of our core values velocity I tell guys
of our core values velocity I tell guys
of our core values velocity I tell guys to do the right thing customer first but
to do the right thing customer first but
to do the right thing customer first but guaranteed will make those mistakes so
guaranteed will make those mistakes so
guaranteed will make those mistakes so fail fast learn from those failings try
fail fast learn from those failings try
fail fast learn from those failings try something different do loads of course
something different do loads of course
something different do loads of course correction so I keep it in your head you
correction so I keep it in your head you
correction so I keep it in your head you need to kind of separate the moral
need to kind of separate the moral
need to kind of separate the moral compass the sense of purpose into the
compass the sense of purpose into the
compass the sense of purpose into the essence of why are they DNA and then the
essence of why are they DNA and then the
essence of why are they DNA and then the strategy where you operationalize into
strategy where you operationalize into
strategy where you operationalize into execution plans you need to be really
execution plans you need to be really
execution plans you need to be really agile be prepared to change it course
agile be prepared to change it course
agile be prepared to change it course corrected see what works do more than
corrected see what works do more than
corrected see what works do more than love it now you know I have a problem
love it now you know I have a problem
love it now you know I have a problem with this question in that I think uh
with this question in that I think uh
with this question in that I think uh just this is something from the heart
just this is something from the heart
just this is something from the heart and you’re trying to you’re trying to
and you’re trying to you’re trying to
and you’re trying to you’re trying to rationalize it with your head you’re
rationalize it with your head you’re
rationalize it with your head you’re trying to make it logical you know
trying to make it logical you know
trying to make it logical you know you’re trying to measure it and it’s
you’re trying to measure it and it’s
you’re trying to measure it and it’s like how do you measure love right like
like how do you measure love right like
like how do you measure love right like how do you measure doing the right thing
how do you measure doing the right thing
how do you measure doing the right thing right when does that pay off if ever
right when does that pay off if ever
right when does that pay off if ever right sometimes you do the right thing
right sometimes you do the right thing
right sometimes you do the right thing and it costs you but it’s still the
and it costs you but it’s still the
and it costs you but it’s still the right thing to do it’s still something
right thing to do it’s still something
right thing to do it’s still something that you should actually go out and do
that you should actually go out and do
that you should actually go out and do and so I think just I don’t know the way
and so I think just I don’t know the way
and so I think just I don’t know the way the question is phrased just doesn’t sit
the question is phrased just doesn’t sit
the question is phrased just doesn’t sit well with me uh you know Steven says I’m
well with me uh you know Steven says I’m
well with me uh you know Steven says I’m not going to go to Davos because it’s
not going to go to Davos because it’s
not going to go to Davos because it’s not the right thing to do for what I
not the right thing to do for what I
not the right thing to do for what I believe in you know maybe that’s not the
believe in you know maybe that’s not the
believe in you know maybe that’s not the logical thing to do right like maybe he
logical thing to do right like maybe he
logical thing to do right like maybe he could go there and meet a lot of people
could go there and meet a lot of people
could go there and meet a lot of people on a
on a
on a creates connections with the business
creates connections with the business
creates connections with the business and so maybe this it’s a negative roi
and so maybe this it’s a negative roi
and so maybe this it’s a negative roi but it’s it feels right right and so how
but it’s it feels right right and so how
but it’s it feels right right and so how do you quantify that or measure it or
do you quantify that or measure it or
do you quantify that or measure it or their tools for it I don’t know that
their tools for it I don’t know that
their tools for it I don’t know that that I have an answer for you apart from
that I have an answer for you apart from
that I have an answer for you apart from this is a matter of the heart and heart
this is a matter of the heart and heart
this is a matter of the heart and heart always comes first to the big decisions
always comes first to the big decisions
always comes first to the big decisions and then the head helps you make the
and then the head helps you make the
and then the head helps you make the little ones yeah Evan on that couple of
little ones yeah Evan on that couple of
little ones yeah Evan on that couple of things I think um I think you’ve really
things I think um I think you’ve really
things I think um I think you’ve really right building on what you said about
right building on what you said about
right building on what you said about Devils um I called it out because i want
Devils um I called it out because i want
Devils um I called it out because i want the issues wrong from those be
the issues wrong from those be
the issues wrong from those be represented now I back to kind of the
represented now I back to kind of the
represented now I back to kind of the first question I don’t think it’s good
first question I don’t think it’s good
first question I don’t think it’s good for us just to be negative you know that
for us just to be negative you know that
for us just to be negative you know that serves no purpose you’ve got to present
serves no purpose you’ve got to present
serves no purpose you’ve got to present an alternative that’s really positive so
an alternative that’s really positive so
an alternative that’s really positive so we’re actually now looking at how do we
we’re actually now looking at how do we
we’re actually now looking at how do we get the entrepreneurs agenda into that
get the entrepreneurs agenda into that
get the entrepreneurs agenda into that room and all the cocktail bars in
room and all the cocktail bars in
room and all the cocktail bars in Switzerland in Davos you know is there a
Switzerland in Davos you know is there a
Switzerland in Davos you know is there a role for Adamas for the great
role for Adamas for the great
role for Adamas for the great entrepreneurs in what ah so we’re
entrepreneurs in what ah so we’re
entrepreneurs in what ah so we’re thinking about what we need to do to
thinking about what we need to do to
thinking about what we need to do to fill that vacuum or get the guys who
fill that vacuum or get the guys who
fill that vacuum or get the guys who kind of a responsible for that loss the
kind of a responsible for that loss the
kind of a responsible for that loss the World Economic Forum to really care
World Economic Forum to really care
World Economic Forum to really care about the guys that the true heroes of
about the guys that the true heroes of
about the guys that the true heroes of the economy the other thing I think it
the economy the other thing I think it
the economy the other thing I think it would probably say is easy Duty back to
would probably say is easy Duty back to
would probably say is easy Duty back to your question to build great values when
your question to build great values when
your question to build great values when companies are doing well and you grow in
companies are doing well and you grow in
companies are doing well and you grow in and all that sort of stuff but the real
and all that sort of stuff but the real
and all that sort of stuff but the real test comes when you hit the rocks
test comes when you hit the rocks
test comes when you hit the rocks something doesn’t go well we don’t make
something doesn’t go well we don’t make
something doesn’t go well we don’t make your numbers like that grow or you get a
your numbers like that grow or you get a
your numbers like that grow or you get a problem with a product phase shift and I
problem with a product phase shift and I
problem with a product phase shift and I think that’s really where you have to
think that’s really where you have to
think that’s really where you have to come back to you I’ll give you a
come back to you I’ll give you a
come back to you I’ll give you a director example I was a part of a
director example I was a part of a
director example I was a part of a startup company back in California 97 I
startup company back in California 97 I
startup company back in California 97 I ended up CEO there sadly when we hit the
ended up CEO there sadly when we hit the
ended up CEO there sadly when we hit the rafters in the tech boom crash in what
rafters in the tech boom crash in what
rafters in the tech boom crash in what 2000-2001 we had to lay off some of our
2000-2001 we had to lay off some of our
2000-2001 we had to lay off some of our folks friends we have to you know I had
folks friends we have to you know I had
folks friends we have to you know I had these guys advice my backyard in a
these guys advice my backyard in a
these guys advice my backyard in a summer party with their kids and their
summer party with their kids and their
summer party with their kids and their husbands and wives girlfriend for trends
husbands and wives girlfriend for trends
husbands and wives girlfriend for trends but it was really important we sat down
but it was really important we sat down
but it was really important we sat down and I told the executives in an
and I told the executives in an
and I told the executives in an executive meeting with honestly deep
executive meeting with honestly deep
executive meeting with honestly deep sorrow that we’re gonna have to lay some
sorrow that we’re gonna have to lay some
sorrow that we’re gonna have to lay some more colleagues off and I
more colleagues off and I
more colleagues off and I said I would lack integrity if we’re not
said I would lack integrity if we’re not
said I would lack integrity if we’re not sharing some of that pain so we in that
sharing some of that pain so we in that
sharing some of that pain so we in that meeting decided that the executives
meeting decided that the executives
meeting decided that the executives would take a twenty percent haircut on
would take a twenty percent haircut on
would take a twenty percent haircut on their salaries compensation so I came
their salaries compensation so I came
their salaries compensation so I came out of that meeting with a commitment
out of that meeting with a commitment
out of that meeting with a commitment from all my executives including myself
from all my executives including myself
from all my executives including myself will take the twenty percent haircut
will take the twenty percent haircut
will take the twenty percent haircut will reduce our salary and there’s a
will reduce our salary and there’s a
will reduce our salary and there’s a public company by that time it’s all
public company by that time it’s all
public company by that time it’s all announced aboard barling and stuff but
announced aboard barling and stuff but
announced aboard barling and stuff but the congruence of what we were doing
the congruence of what we were doing
the congruence of what we were doing because we were sharing the pain with
because we were sharing the pain with
because we were sharing the pain with our colleagues it made actually the
our colleagues it made actually the
our colleagues it made actually the process much higher integrity forwards
process much higher integrity forwards
process much higher integrity forwards and catches on to our bodies a great
and catches on to our bodies a great
and catches on to our bodies a great example and speaks to the main that you
example and speaks to the main that you
example and speaks to the main that you are so uh thank you thank you for
are so uh thank you thank you for
are so uh thank you thank you for sharing that I love it um we have a call
sharing that I love it um we have a call
sharing that I love it um we have a call in from from Mauritius one of the cool
in from from Mauritius one of the cool
in from from Mauritius one of the cool things about blabbers you can have
things about blabbers you can have
things about blabbers you can have people call in merp now let’s see what
people call in merp now let’s see what
people call in merp now let’s see what she has to say marisha was the first
she has to say marisha was the first
she has to say marisha was the first person to confirm that she was going to
person to confirm that she was going to
person to confirm that she was going to join us oh you’re sideways your oh my my
join us oh you’re sideways your oh my my
join us oh you’re sideways your oh my my sideways your sideways better there you
sideways your sideways better there you
sideways your sideways better there you go Marie she was the first person to
go Marie she was the first person to
go Marie she was the first person to join and say she was gonna watch this
join and say she was gonna watch this
join and say she was gonna watch this show so because when I see any time I
show so because when I see any time I
show so because when I see any time I see that Evan and Stephen are going to
see that Evan and Stephen are going to
see that Evan and Stephen are going to collab I’m gonna be the first one on it
collab I’m gonna be the first one on it
collab I’m gonna be the first one on it I love it so so Wow quick quick intro
I love it so so Wow quick quick intro
I love it so so Wow quick quick intro and then what question you have yes okay
and then what question you have yes okay
and then what question you have yes okay well I’m marisha also reishi from rishi
well I’m marisha also reishi from rishi
well I’m marisha also reishi from rishi cup TV i guess i’m going to make sure
cup TV i guess i’m going to make sure
cup TV i guess i’m going to make sure that this phone is held right um yeah I
that this phone is held right um yeah I
that this phone is held right um yeah I love this topic and I guess my question
love this topic and I guess my question
love this topic and I guess my question might be slightly tied to julie’s I’m
might be slightly tied to julie’s I’m
might be slightly tied to julie’s I’m not sure if I really fully got um what
not sure if I really fully got um what
not sure if I really fully got um what she was asking but my question is
she was asking but my question is
she was asking but my question is specifically around navigating not so
specifically around navigating not so
specifically around navigating not so much when your values change um because
much when your values change um because
much when your values change um because are you still there and I’m not seeing
are you still there and I’m not seeing
are you still there and I’m not seeing you okay Bri okay Evan gone he’s
you okay Bri okay Evan gone he’s
you okay Bri okay Evan gone he’s probably done for a coffee babe okay all
probably done for a coffee babe okay all
probably done for a coffee babe okay all right love this technology so much thank
right love this technology so much thank
right love this technology so much thank you good so basically the mono ideally
you good so basically the mono ideally
you good so basically the mono ideally when you start your business you’re
when you start your business you’re
when you start your business you’re going to have a clear set of your core
going to have a clear set of your core
going to have a clear set of your core values
and so I’m wondering though if you’ve
and so I’m wondering though if you’ve ever navigated not necessarily when your
ever navigated not necessarily when your
ever navigated not necessarily when your values change but when they refine and
values change but when they refine and
values change but when they refine and when they focus and what I’m thinking
when they focus and what I’m thinking
when they focus and what I’m thinking about specifically as an example is like
about specifically as an example is like
about specifically as an example is like you know the oprah winfrey show it
you know the oprah winfrey show it
you know the oprah winfrey show it started out doing a lot of kind of
started out doing a lot of kind of
started out doing a lot of kind of shocked TV and more controversial
shocked TV and more controversial
shocked TV and more controversial tabloid topics and then it’s at some
tabloid topics and then it’s at some
tabloid topics and then it’s at some point right in the process she had a
point right in the process she had a
point right in the process she had a value that just refined and she’s like
value that just refined and she’s like
value that just refined and she’s like I’m not going to do any more shock TV I
I’m not going to do any more shock TV I
I’m not going to do any more shock TV I want to only focus on content that will
want to only focus on content that will
want to only focus on content that will bring light into people’s lives but
bring light into people’s lives but
bring light into people’s lives but there’s a transition and that process
there’s a transition and that process
there’s a transition and that process that I am wondering um if you can speak
that I am wondering um if you can speak
that I am wondering um if you can speak to when you know when you are personally
to when you know when you are personally
to when you know when you are personally experiencing that maybe change in
experiencing that maybe change in
experiencing that maybe change in conviction how do you transition in a
conviction how do you transition in a
conviction how do you transition in a way that not only just honors that
way that not only just honors that
way that not only just honors that change in yourself but like honors your
change in yourself but like honors your
change in yourself but like honors your customers honors your team and that’s
customers honors your team and that’s
customers honors your team and that’s yeah that’s pretty much my question so
I’m yeah okay I will take this step of
I’m yeah okay I will take this step of that and Evans gonna come back on and he
that and Evans gonna come back on and he
that and Evans gonna come back on and he will give you a kala on so that’s why
will give you a kala on so that’s why
will give you a kala on so that’s why you go to hell um so I can’t think
you go to hell um so I can’t think
you go to hell um so I can’t think generally 19 on Senate business evident
generally 19 on Senate business evident
generally 19 on Senate business evident we had a great question for me she
we had a great question for me she
we had a great question for me she basically said how is it when you’ve got
basically said how is it when you’ve got
basically said how is it when you’ve got core values that things have to kind of
core values that things have to kind of
core values that things have to kind of modify and shift and do cause breaks
modify and shift and do cause breaks
modify and shift and do cause breaks around the valleys and you gave the
around the valleys and you gave the
around the valleys and you gave the example of oprah winfrey who started off
example of oprah winfrey who started off
example of oprah winfrey who started off kind of shock and horror and then you
kind of shock and horror and then you
kind of shock and horror and then you kind of went much more sympathetic
kind of went much more sympathetic
kind of went much more sympathetic around issues that matter to her and
around issues that matter to her and
around issues that matter to her and changed if ever the whole brand of what
changed if ever the whole brand of what
changed if ever the whole brand of what she represents or modified it didn’t
she represents or modified it didn’t
she represents or modified it didn’t change it dramatically i think um what
change it dramatically i think um what
change it dramatically i think um what I’d say murshid is is fundamentally
I’d say murshid is is fundamentally
I’d say murshid is is fundamentally number one is typically i’d say most
number one is typically i’d say most
number one is typically i’d say most businesses i look out there have the
businesses i look out there have the
businesses i look out there have the same core values when they start as when
same core values when they start as when
same core values when they start as when they’re 10 years old 15 years old 20
they’re 10 years old 15 years old 20
they’re 10 years old 15 years old 20 years old and the core values around
years old and the core values around
years old and the core values around we call our integrity customers first
we call our integrity customers first
we call our integrity customers first they’re never going to change what the
they’re never going to change what the
they’re never going to change what the subtle nuance is of what problem you’re
subtle nuance is of what problem you’re
subtle nuance is of what problem you’re solving for customers or why you’re not
solving for customers or why you’re not
solving for customers or why you’re not going to board out apart from the
going to board out apart from the
going to board out apart from the customers or product innovation that’s
customers or product innovation that’s
customers or product innovation that’s going to changing the time and waiting
going to changing the time and waiting
going to changing the time and waiting you know I’m just totally crazy and
you know I’m just totally crazy and
you know I’m just totally crazy and challenge myself the team one of our
challenge myself the team one of our
challenge myself the team one of our balances around sort of um sort of
balances around sort of um sort of
balances around sort of um sort of revolutionising the business for our
revolutionising the business for our
revolutionising the business for our customers so we should never sit still
customers so we should never sit still
customers so we should never sit still we should never be happy with the status
we should never be happy with the status
we should never be happy with the status quo but the core values never change and
quo but the core values never change and
quo but the core values never change and I think it’s interesting I I just
I think it’s interesting I I just
I think it’s interesting I I just interviewed someone Rossini roller at
interviewed someone Rossini roller at
interviewed someone Rossini roller at sage and the other the other company he
sage and the other the other company he
sage and the other the other company he was interviewed by contacting the name
was interviewed by contacting the name
was interviewed by contacting the name is probably unfair but it was a tobacco
is probably unfair but it was a tobacco
is probably unfair but it was a tobacco company and I just said well how come
company and I just said well how come
company and I just said well how come you kind of interview with us where
you kind of interview with us where
you kind of interview with us where we’re really passionate about our values
we’re really passionate about our values
we’re really passionate about our values and our integrity and then you’re
and our integrity and then you’re
and our integrity and then you’re interviewing the tobacco come you know I
interviewing the tobacco come you know I
interviewing the tobacco come you know I you know people want to go and kill
you know people want to go and kill
you know people want to go and kill themselves as their choice and I respect
themselves as their choice and I respect
themselves as their choice and I respect that however where you’re going to spend
that however where you’re going to spend
that however where you’re going to spend to that you know when you get a work
to that you know when you get a work
to that you know when you get a work when you’re an entrepreneur you spend in
when you’re an entrepreneur you spend in
when you’re an entrepreneur you spend in 230 your conscience life Oh through
230 your conscience life Oh through
230 your conscience life Oh through people you love colleagues you respect
people you love colleagues you respect
people you love colleagues you respect customers that you’re going to make
customers that you’re going to make
customers that you’re going to make raving fans and you’re going to make a
raving fans and you’re going to make a
raving fans and you’re going to make a difference to the world and I think I do
difference to the world and I think I do
difference to the world and I think I do think there for you know so call out i
think there for you know so call out i
think there for you know so call out i think the Millennials guys like you a
think the Millennials guys like you a
think the Millennials guys like you a much more conscious of that moral
much more conscious of that moral
much more conscious of that moral compass and i think sadly in the past
compass and i think sadly in the past
compass and i think sadly in the past people have compromised their moral
people have compromised their moral
people have compromised their moral compass and and ended up working in
compass and and ended up working in
compass and and ended up working in companies who had no heart so I I don’t
companies who had no heart so I I don’t
companies who had no heart so I I don’t from a company point of view from the
from a company point of view from the
from a company point of view from the entrepreneurs point of view I’d really
entrepreneurs point of view I’d really
entrepreneurs point of view I’d really advise you that establish things that
advise you that establish things that
advise you that establish things that will last the test of time in terms of
will last the test of time in terms of
will last the test of time in terms of um and and then build them out yeah
um and and then build them out yeah
um and and then build them out yeah Brandon around them have recruitment
Brandon around them have recruitment
Brandon around them have recruitment when you do you let sit down and have
when you do you let sit down and have
when you do you let sit down and have reviews you call them out their part
reviews you call them out their part
reviews you call them out their part they become part of what you are and
they become part of what you are and
they become part of what you are and then it returns and then as the market
then it returns and then as the market
then it returns and then as the market change the opportunity changes as you
change the opportunity changes as you
change the opportunity changes as you evolve and you kind of grew up then you
evolve and you kind of grew up then you
evolve and you kind of grew up then you can take a bunch of wherever you see
can take a bunch of wherever you see
can take a bunch of wherever you see and that but the call bonnie is always
and that but the call bonnie is always
and that but the call bonnie is always obviously yeah yeah I am a marine I got
obviously yeah yeah I am a marine I got
obviously yeah yeah I am a marine I got kicked I got myself kicked out of the
kicked I got myself kicked out of the
kicked I got myself kicked out of the car uh okay so before you answer that
car uh okay so before you answer that
car uh okay so before you answer that seem curious what what did the guy say
seem curious what what did the guy say
seem curious what what did the guy say about the tobacco you know so you’d say
about the tobacco you know so you’d say
about the tobacco you know so you’d say here we’re living our values we’re full
here we’re living our values we’re full
here we’re living our values we’re full of you know we’re doing something
of you know we’re doing something
of you know we’re doing something meaningful and then there’s tobacco what
meaningful and then there’s tobacco what
meaningful and then there’s tobacco what was his response and what happened with
was his response and what happened with
was his response and what happened with this guy well he said he was only they
this guy well he said he was only they
this guy well he said he was only they basically had been with a company where
basically had been with a company where
basically had been with a company where he was 50 years and he’d had no
he was 50 years and he’d had no
he was 50 years and he’d had no interview practice so he was just using
interview practice so he was just using
interview practice so he was just using as in and that’s probably the best
as in and that’s probably the best
as in and that’s probably the best answer he could have given its on you’re
answer he could have given its on you’re
answer he could have given its on you’re interested in working out of that
interested in working out of that
interested in working out of that company then we should stop the end of
company then we should stop the end of
company then we should stop the end of you now because they know we just miss a
you now because they know we just miss a
you now because they know we just miss a line and is not near a bad guy or
line and is not near a bad guy or
line and is not near a bad guy or anything i’m not going to be i am mighty
anything i’m not going to be i am mighty
anything i’m not going to be i am mighty i’m not going to be some kind of
i’m not going to be some kind of
i’m not going to be some kind of moralist it’s just different there’s
moralist it’s just different there’s
moralist it’s just different there’s probably loads of companies you can go
probably loads of companies you can go
probably loads of companies you can go for but this is a company / skew and a
for but this is a company / skew and a
for but this is a company / skew and a noble cause supporting entrepreneurs and
noble cause supporting entrepreneurs and
noble cause supporting entrepreneurs and that’s all we believe in and we’re very
that’s all we believe in and we’re very
that’s all we believe in and we’re very clear about that when you tom has we
clear about that when you tom has we
clear about that when you tom has we love it’s interesting story I like all
love it’s interesting story I like all
love it’s interesting story I like all the little Stephen Kelly anecdotes and
the little Stephen Kelly anecdotes and
the little Stephen Kelly anecdotes and stories good this is my favorite episode
stories good this is my favorite episode
stories good this is my favorite episode so far to answer that question about
so far to answer that question about
so far to answer that question about Oprah you know as you see Oprah evolved
Oprah you know as you see Oprah evolved
Oprah you know as you see Oprah evolved I feel like she just became more and
I feel like she just became more and
I feel like she just became more and more self-confident and more and more
more self-confident and more and more
more self-confident and more and more trusting and who she was and not trying
trusting and who she was and not trying
trusting and who she was and not trying to be what other people wanted her to be
to be what other people wanted her to be
to be what other people wanted her to be right so you can do the shock-and-awe
right so you can do the shock-and-awe
right so you can do the shock-and-awe campaign and and you know boyfriend
campaign and and you know boyfriend
campaign and and you know boyfriend stabs girlfriend on air or whatever I’m
stabs girlfriend on air or whatever I’m
stabs girlfriend on air or whatever I’m gonna get you some ratings but I feel
gonna get you some ratings but I feel
gonna get you some ratings but I feel like that wasn’t truly her if you watch
like that wasn’t truly her if you watch
like that wasn’t truly her if you watch Oprah she’s all about heart right like
Oprah she’s all about heart right like
Oprah she’s all about heart right like Oprah really cares about people
Oprah really cares about people
Oprah really cares about people genuinely like he lit it radiates but
genuinely like he lit it radiates but
genuinely like he lit it radiates but her earlier stuff it’s very formal
her earlier stuff it’s very formal
her earlier stuff it’s very formal almost corporate you know it’s like it
almost corporate you know it’s like it
almost corporate you know it’s like it that true Oprah is not coming out and I
that true Oprah is not coming out and I
that true Oprah is not coming out and I think I mean we have the ledger be able
think I mean we have the ledger be able
think I mean we have the ledger be able to watch her over such a long period of
to watch her over such a long period of
to watch her over such a long period of time you see her progression to becoming
time you see her progression to becoming
time you see her progression to becoming much more comfortable being herself and
much more comfortable being herself and
much more comfortable being herself and sharing that and I think as she shared
sharing that and I think as she shared
sharing that and I think as she shared more
more
more that’s what really got like the hard
that’s what really got like the hard
that’s what really got like the hard core audience and that grew so big for
core audience and that grew so big for
core audience and that grew so big for her right that’s why her influence
her right that’s why her influence
her right that’s why her influence became so powerful is because she was
became so powerful is because she was
became so powerful is because she was just honest and true to herself and then
just honest and true to herself and then
just honest and true to herself and then shared that with the world uh where is
shared that with the world uh where is
shared that with the world uh where is you know the people who followed her
you know the people who followed her
you know the people who followed her that that shock style and she went off
that that shock style and she went off
that that shock style and she went off and did something else those guys never
and did something else those guys never
and did something else those guys never built that following right you just seen
built that following right you just seen
built that following right you just seen coming on the seed like the latest jab
coming on the seed like the latest jab
coming on the seed like the latest jab the latest stabbing the latest whatever
the latest stabbing the latest whatever
the latest stabbing the latest whatever and then they’re off to see the next
and then they’re off to see the next
and then they’re off to see the next show where they don’t develop that
show where they don’t develop that
show where they don’t develop that intense relationship and so I think for
intense relationship and so I think for
intense relationship and so I think for you when for the people watching the way
you when for the people watching the way
you when for the people watching the way they get there faster is just have the
they get there faster is just have the
they get there faster is just have the confidence to be who you are sooner and
confidence to be who you are sooner and
confidence to be who you are sooner and Express that and I know it’s hard
Express that and I know it’s hard
Express that and I know it’s hard because people judge you and you’re
because people judge you and you’re
because people judge you and you’re going to get hater comments and i know
going to get hater comments and i know
going to get hater comments and i know you do stuff on youtube and there’s
you do stuff on youtube and there’s
you do stuff on youtube and there’s always going to be people who hate on
always going to be people who hate on
always going to be people who hate on what you’re doing and that that can
what you’re doing and that that can
what you’re doing and that that can sting in a bad way to the point we’re
sting in a bad way to the point we’re
sting in a bad way to the point we’re like you don’t want to do anything
like you don’t want to do anything
like you don’t want to do anything anymore but i think if you have the
anymore but i think if you have the
anymore but i think if you have the skills and you have the ability to make
skills and you have the ability to make
skills and you have the ability to make it a positive impact on the world then
it a positive impact on the world then
it a positive impact on the world then you have the responsibility to do it and
you have the responsibility to do it and
you have the responsibility to do it and and I know you do you have great talents
and I know you do you have great talents
and I know you do you have great talents and I’ve seen some of your videos and
and I’ve seen some of your videos and
and I’ve seen some of your videos and you know we’ve been connected for a
you know we’ve been connected for a
you know we’ve been connected for a while I’m joining them all the hangouts
while I’m joining them all the hangouts
while I’m joining them all the hangouts everything I just being more genuine
everything I just being more genuine
everything I just being more genuine more you like raw uh your raw self and
more you like raw uh your raw self and
more you like raw uh your raw self and trust that people will like that and not
trust that people will like that and not
trust that people will like that and not worry about what other people are saying
worry about what other people are saying
worry about what other people are saying um that’s if you watch Oprah in my
um that’s if you watch Oprah in my
um that’s if you watch Oprah in my opinion that’s the evolution of Oprah
opinion that’s the evolution of Oprah
opinion that’s the evolution of Oprah and that’s how she build up her audience
and that’s how she build up her audience
and that’s how she build up her audience so you can do it to your raw self yay we
so you can do it to your raw self yay we
so you can do it to your raw self yay we let final thing all over with I think
let final thing all over with I think
let final thing all over with I think with service we absolutely league but
with service we absolutely league but
with service we absolutely league but the thing about authenticity is also
the thing about authenticity is also
the thing about authenticity is also vulnerability and I think over it
vulnerability and I think over it
vulnerability and I think over it showing herself I think great leaders
showing herself I think great leaders
showing herself I think great leaders just a very vulnerable at points in time
just a very vulnerable at points in time
just a very vulnerable at points in time and that means people gravitate over and
and that means people gravitate over and
and that means people gravitate over and her core mission and values is Evan
her core mission and values is Evan
her core mission and values is Evan I think it’s been consistent right from
I think it’s been consistent right from
I think it’s been consistent right from the get-go right to now awesome thank
the get-go right to now awesome thank
the get-go right to now awesome thank you guys well thanks for calling in okay
you guys well thanks for calling in okay
you guys well thanks for calling in okay uh okay ready Lucas is writing in how
uh okay ready Lucas is writing in how
uh okay ready Lucas is writing in how can I promote quality health and home
can I promote quality health and home
can I promote quality health and home care products and increase the awareness
care products and increase the awareness
care products and increase the awareness for my customer base got some sorry my
for my customer base got some sorry my
for my customer base got some sorry my customer base I guess still in context
customer base I guess still in context
customer base I guess still in context of this values theme that we’re on how
of this values theme that we’re on how
of this values theme that we’re on how do you promote quality health care home
do you promote quality health care home
do you promote quality health care home care products and increase your customer
care products and increase your customer
care products and increase your customer base awareness I think um yeah back to
base awareness I think um yeah back to
base awareness I think um yeah back to your point it is almost like um the
your point it is almost like um the
your point it is almost like um the products I think you’ve gotta look for
products I think you’ve gotta look for
products I think you’ve gotta look for what is she trying to solve and I think
what is she trying to solve and I think
what is she trying to solve and I think things like health care products home
things like health care products home
things like health care products home care products there’s obviously a
care products there’s obviously a
care products there’s obviously a massive market with us in Canada usl
massive market with us in Canada usl
massive market with us in Canada usl globally but but it really is about what
globally but but it really is about what
globally but but it really is about what does it give the people who are going to
does it give the people who are going to
does it give the people who are going to use those clothes how does it make their
use those clothes how does it make their
use those clothes how does it make their life better how does it meet their
life better how does it meet their
life better how does it meet their health better and appeared in today and
health better and appeared in today and
health better and appeared in today and then I don’t know if you again back to
then I don’t know if you again back to
then I don’t know if you again back to Evan point if you could find say some of
Evan point if you could find say some of
Evan point if you could find say some of your buddies who’s a bit of a kind of
your buddies who’s a bit of a kind of
your buddies who’s a bit of a kind of leader or a doctor or someone who’s an
leader or a doctor or someone who’s an
leader or a doctor or someone who’s an industry trusted advisor to start talk
industry trusted advisor to start talk
industry trusted advisor to start talk about the issues and and then you create
about the issues and and then you create
about the issues and and then you create the issues and you come in and your
the issues and you come in and your
the issues and you come in and your products one of the solutions around
products one of the solutions around
products one of the solutions around that so I think it’s more about um and I
that so I think it’s more about um and I
that so I think it’s more about um and I just look at some of our cousins and
just look at some of our cousins and
just look at some of our cousins and what gem has done with kind of the
what gem has done with kind of the
what gem has done with kind of the massive health food business business of
massive health food business business of
massive health food business business of like five million dollars turnover from
like five million dollars turnover from
like five million dollars turnover from nothing few years ago cells across 33
nothing few years ago cells across 33
nothing few years ago cells across 33 countries she had some kind of focus
countries she had some kind of focus
countries she had some kind of focus just on product sales she’s really
just on product sales she’s really
just on product sales she’s really focused on beautiful product delicious
focused on beautiful product delicious
focused on beautiful product delicious products free of chemicals and and
products free of chemicals and and
products free of chemicals and and there’s a lot of people like all of us
there’s a lot of people like all of us
there’s a lot of people like all of us probably on this um on this plan we’re
probably on this um on this plan we’re
probably on this um on this plan we’re actually yeah we we buy that because
actually yeah we we buy that because
actually yeah we we buy that because he’s helping us to eat well be healthy
he’s helping us to eat well be healthy
he’s helping us to eat well be healthy and have a more kind of holistic you of
and have a more kind of holistic you of
and have a more kind of holistic you of ourselves I would say you know your
ourselves I would say you know your
ourselves I would say you know your competitive advantage is your story your
competitive advantage is your story your
competitive advantage is your story your values why are you doing this in most
values why are you doing this in most
values why are you doing this in most markets you have it’s a commodity right
markets you have it’s a commodity right
markets you have it’s a commodity right like health care and home care products
like health care and home care products
like health care and home care products is tons
is tons
is tons it’s so there’s there might be some
it’s so there’s there might be some
it’s so there’s there might be some product differentiation but the way to
product differentiation but the way to
product differentiation but the way to stand out is your story right make me
stand out is your story right make me
stand out is your story right make me feel something that’s as an entrepreneur
feel something that’s as an entrepreneur
feel something that’s as an entrepreneur it’s riskier to go with you because
it’s riskier to go with you because
it’s riskier to go with you because you’re the you’re the newer kid on the
you’re the you’re the newer kid on the
you’re the you’re the newer kid on the block why would I go with an
block why would I go with an
block why would I go with an entrepreneur when I can buy from a safe
entrepreneur when I can buy from a safe
entrepreneur when I can buy from a safe established company it’s because of the
established company it’s because of the
established company it’s because of the story because of the values that you
story because of the values that you
story because of the values that you have as an example some guy who called
have as an example some guy who called
have as an example some guy who called in had a lawn care service right so he
in had a lawn care service right so he
in had a lawn care service right so he mowed lawns and took care of your
mowed lawns and took care of your
mowed lawns and took care of your flowers all that stuff and I said well
flowers all that stuff and I said well
flowers all that stuff and I said well you know why should I that’s a hard
you know why should I that’s a hard
you know why should I that’s a hard business right like I could go to my
business right like I could go to my
business right like I could go to my next door neighbor who’s got a high
next door neighbor who’s got a high
next door neighbor who’s got a high school kid and say hey here’s 15 bucks
school kid and say hey here’s 15 bucks
school kid and say hey here’s 15 bucks mow the lawn right so how are you going
mow the lawn right so how are you going
mow the lawn right so how are you going to compete when you’re charging three
to compete when you’re charging three
to compete when you’re charging three times that much and that was his
times that much and that was his
times that much and that was his challenge and I said well why do you why
challenge and I said well why do you why
challenge and I said well why do you why did you start this business because when
did you start this business because when
did you start this business because when I was young I spent hours every week out
I was young I spent hours every week out
I was young I spent hours every week out there with my mom and we you know move
there with my mom and we you know move
there with my mom and we you know move belong together and we did all the
belong together and we did all the
belong together and we did all the potting the flowers and we did all the
potting the flowers and we did all the
potting the flowers and we did all the landscaping together and I started this
landscaping together and I started this
landscaping together and I started this business because it you know reminds me
business because it you know reminds me
business because it you know reminds me of her it’s paying tribute to her and I
of her it’s paying tribute to her and I
of her it’s paying tribute to her and I treat everybody’s lon like it’s my
treat everybody’s lon like it’s my
treat everybody’s lon like it’s my mother’s line and right there like you
mother’s line and right there like you
mother’s line and right there like you feel the passion in his voice and you
feel the passion in his voice and you
feel the passion in his voice and you know it’s not just a marketing thing I
know it’s not just a marketing thing I
know it’s not just a marketing thing I would pay that guy two or three times as
would pay that guy two or three times as
would pay that guy two or three times as much then the high school kid down the
much then the high school kid down the
much then the high school kid down the street because I feel like he cares more
street because I feel like he cares more
street because I feel like he cares more than the other person and then he’s
than the other person and then he’s
than the other person and then he’s going to do a good job on my lawn right
going to do a good job on my lawn right
going to do a good job on my lawn right and so that’s what you need to do for
and so that’s what you need to do for
and so that’s what you need to do for your business to right why do you care
your business to right why do you care
your business to right why do you care so much about home and health care
so much about home and health care
so much about home and health care products why is it important why are you
products why is it important why are you
products why is it important why are you starting this thing you know if you can
starting this thing you know if you can
starting this thing you know if you can tap into that and for all entrepreneurs
tap into that and for all entrepreneurs
tap into that and for all entrepreneurs watching right you tap into that story
watching right you tap into that story
watching right you tap into that story and you share it make me feel something
and you share it make me feel something
and you share it make me feel something on an emotional level like Steven maybe
on an emotional level like Steven maybe
on an emotional level like Steven maybe almost cried the start of this episode
almost cried the start of this episode
almost cried the start of this episode right you want to do that just genuinely
right you want to do that just genuinely
right you want to do that just genuinely telling your story and that’s going to
telling your story and that’s going to
telling your story and that’s going to attract the right customers to you okay
attract the right customers to you okay
attract the right customers to you okay what’s grave none Evan I tell you I just
what’s grave none Evan I tell you I just
what’s grave none Evan I tell you I just visualized for a minute sitting in there
visualized for a minute sitting in there
visualized for a minute sitting in there looking out of the yard and seeing these
looking out of the yard and seeing these
looking out of the yard and seeing these kind of beautiful lines and stripes on
kind of beautiful lines and stripes on
kind of beautiful lines and stripes on the Lord and you know that he did you
the Lord and you know that he did you
the Lord and you know that he did you all
all
all it’s like well it’s used don’t give me a
it’s like well it’s used don’t give me a
it’s like well it’s used don’t give me a reason to to see how you’re different
reason to to see how you’re different
reason to to see how you’re different then I’m just going to compete on price
then I’m just going to compete on price
then I’m just going to compete on price I guess I’m gonna go with the cheaper
I guess I’m gonna go with the cheaper
I guess I’m gonna go with the cheaper guy because I see it as a commodity so
guy because I see it as a commodity so
guy because I see it as a commodity so your job as an entrepreneur is to show
your job as an entrepreneur is to show
your job as an entrepreneur is to show me why it’s not a commodity and the
me why it’s not a commodity and the
me why it’s not a commodity and the caring and the values is a huge part of
caring and the values is a huge part of
caring and the values is a huge part of that yep yeah absolutely and it’s part
that yep yeah absolutely and it’s part
that yep yeah absolutely and it’s part of the brand’s right you know Hogan’s in
of the brand’s right you know Hogan’s in
of the brand’s right you know Hogan’s in the topic maybe four different blab
the topic maybe four different blab
the topic maybe four different blab basic build and and you’re right emotion
basic build and and you’re right emotion
basic build and and you’re right emotion trust the star rd for a de Thea and
trust the star rd for a de Thea and
trust the star rd for a de Thea and working out that okay price talk about
working out that okay price talk about
working out that okay price talk about pricing strategy what is a pricing
pricing strategy what is a pricing
pricing strategy what is a pricing strategy for a new product how can you
strategy for a new product how can you
strategy for a new product how can you convince the clients that your price is
convince the clients that your price is
convince the clients that your price is right I think well simply sort of
right I think well simply sort of
right I think well simply sort of question its you gotta have
question its you gotta have
question its you gotta have differentiated you’ve got to have at the
differentiated you’ve got to have at the
differentiated you’ve got to have at the end the day I think you have to believe
end the day I think you have to believe
end the day I think you have to believe your product you have to leave your
your product you have to leave your
your product you have to leave your mission and that’s kind of what this
mission and that’s kind of what this
mission and that’s kind of what this blebs that we should probably do another
blebs that we should probably do another
blebs that we should probably do another one around some of these topics around
one around some of these topics around
one around some of these topics around brand pricing but with it without a
brand pricing but with it without a
brand pricing but with it without a doubt again price in part of execution
doubt again price in part of execution
doubt again price in part of execution and obviously it’s party pricing
and obviously it’s party pricing
and obviously it’s party pricing strategy so with that sort of thing test
strategy so with that sort of thing test
strategy so with that sort of thing test drive it you know test drive they even
drive it you know test drive they even
drive it you know test drive they even start talking to friends what price
start talking to friends what price
start talking to friends what price would people feel comfortable with test
would people feel comfortable with test
would people feel comfortable with test it put it on the web if you’re not
it put it on the web if you’re not
it put it on the web if you’re not getting it right or know how to change
getting it right or know how to change
getting it right or know how to change it but but I think a lot of a lot of
it but but I think a lot of a lot of
it but but I think a lot of a lot of businesses when they start worry too
businesses when they start worry too
businesses when they start worry too much about price and it’s not the right
much about price and it’s not the right
much about price and it’s not the right thing to worry about the right thing to
thing to worry about the right thing to
thing to worry about the right thing to worry about is why would someone have a
worry about is why would someone have a
worry about is why would someone have a compelling need for this product or
compelling need for this product or
compelling need for this product or service why could I be very different
service why could I be very different
service why could I be very different from anyone else and then honestly price
from anyone else and then honestly price
from anyone else and then honestly price although that’s a sign that’s good it’s
although that’s a sign that’s good it’s
although that’s a sign that’s good it’s a good punch to the stomach kind of
a good punch to the stomach kind of
a good punch to the stomach kind of realization moment I would add that I
realization moment I would add that I
realization moment I would add that I think a lot of entrepreneurs underpriced
think a lot of entrepreneurs underpriced
think a lot of entrepreneurs underpriced themselves a lot of entrepreneurs just
themselves a lot of entrepreneurs just
themselves a lot of entrepreneurs just don’t believe that they’re worth more
don’t believe that they’re worth more
don’t believe that they’re worth more and it’s stepping up to realize that hey
and it’s stepping up to realize that hey
and it’s stepping up to realize that hey I’m adding value and and starting to go
I’m adding value and and starting to go
I’m adding value and and starting to go after more ideal clients because you get
after more ideal clients because you get
after more ideal clients because you get stuck in these like low paying clients
stuck in these like low paying clients
stuck in these like low paying clients and low budgets and that starts to
and low budgets and that starts to
and low budgets and that starts to affect your soft forth I feel like this
affect your soft forth I feel like this
affect your soft forth I feel like this is all you can do where you could charge
is all you can do where you could charge
is all you can do where you could charge more it’s just about offering more value
more it’s just about offering more value
more it’s just about offering more value to the right clients and so it’s common
to the right clients and so it’s common
to the right clients and so it’s common when you start off a business you’re
when you start off a business you’re
when you start off a business you’re taking whoever you’re trying to figure
taking whoever you’re trying to figure
taking whoever you’re trying to figure it out but as you grow you want to think
it out but as you grow you want to think
it out but as you grow you want to think about how can I provide more value to
about how can I provide more value to
about how can I provide more value to better clients so you can increase your
better clients so you can increase your
better clients so you can increase your prices and you know chase your dreams
prices and you know chase your dreams
prices and you know chase your dreams make them whether if you want to make
interesting interesting thing ever
interesting interesting thing ever actually are on some of the sort of
actually are on some of the sort of
actually are on some of the sort of conferences we run for entrepreneurs
conferences we run for entrepreneurs
conferences we run for entrepreneurs weird think you know should we actually
weird think you know should we actually
weird think you know should we actually wave all the registration fees and put
wave all the registration fees and put
wave all the registration fees and put that money into the sage foundation so
that money into the sage foundation so
that money into the sage foundation so you argue you know is our conference
you argue you know is our conference
you argue you know is our conference Laurens been someone else you’re humble
Laurens been someone else you’re humble
Laurens been someone else you’re humble who cares we want to build the best
who cares we want to build the best
who cares we want to build the best conference with the best value for nerds
conference with the best value for nerds
conference with the best value for nerds and then to really reinforce that point
and then to really reinforce that point
and then to really reinforce that point actually if we said all registration
actually if we said all registration
actually if we said all registration fees go to the Sage Foundation get a
fees go to the Sage Foundation get a
fees go to the Sage Foundation get a charity it just changes the game again
charity it just changes the game again
charity it just changes the game again and I think I think you’re right if it
and I think I think you’re right if it
and I think I think you’re right if it breaks my heart when I see entrepreneurs
breaks my heart when I see entrepreneurs
breaks my heart when I see entrepreneurs pricing products too low because there’s
pricing products too low because there’s
pricing products too low because there’s will do it there’s that down moment
will do it there’s that down moment
will do it there’s that down moment about you know if I priced it too high
about you know if I priced it too high
about you know if I priced it too high they won’t come but if you’ve got the
they won’t come but if you’ve got the
they won’t come but if you’ve got the right product for the right idea and
right product for the right idea and
right product for the right idea and you’ve established the need well then
you’ve established the need well then
you’ve established the need well then siege summer is a pretty ass over and I
siege summer is a pretty ass over and I
siege summer is a pretty ass over and I had the luxury to go last year and this
had the luxury to go last year and this
had the luxury to go last year and this year Chicago ray I’m excited okay so
year Chicago ray I’m excited okay so
year Chicago ray I’m excited okay so next question was hockey most raising
next question was hockey most raising
next question was hockey most raising startup capital I know we talked about
startup capital I know we talked about
startup capital I know we talked about this last time on our session was about
this last time on our session was about
this last time on our session was about raising capital how do values play into
raising capital how do values play into
raising capital how do values play into raising capital so I know you’ve been in
raising capital so I know you’ve been in
raising capital so I know you’ve been in angel investor and maybe in your
angel investor and maybe in your
angel investor and maybe in your startup’s that you’ve done as well how
startup’s that you’ve done as well how
startup’s that you’ve done as well how does how does values play into raising
does how does values play into raising
does how does values play into raising money for a company i think is
money for a company i think is
money for a company i think is fundamentally you know and i work few
fundamentally you know and i work few
fundamentally you know and i work few things early stage the best the best
things early stage the best the best
things early stage the best the best activity seventy percent of our our
activity seventy percent of our our
activity seventy percent of our our customers have actually self-funded
customers have actually self-funded
customers have actually self-funded their businesses lagega and we’re we had
their businesses lagega and we’re we had
their businesses lagega and we’re we had a hangout on this and you’re absolutely
a hangout on this and you’re absolutely
a hangout on this and you’re absolutely right you know it’s about you don’t want
right you know it’s about you don’t want
right you know it’s about you don’t want to raise too much you don’t want to give
to raise too much you don’t want to give
to raise too much you don’t want to give away the equity and actually you really
away the equity and actually you really
away the equity and actually you really want to build something sustainable
want to build something sustainable
want to build something sustainable a good way to start that is probably
a good way to start that is probably
a good way to start that is probably friends and family angel investors they
friends and family angel investors they
friends and family angel investors they will be totally totally ready absolutely
will be totally totally ready absolutely
will be totally totally ready absolutely to listen to what are the values of the
to listen to what are the values of the
to listen to what are the values of the business because again companies with
business because again companies with
business because again companies with great values as I said tend to have nine
great values as I said tend to have nine
great values as I said tend to have nine times better customer service you know I
times better customer service you know I
times better customer service you know I said at the beginning the soft stuff is
said at the beginning the soft stuff is
said at the beginning the soft stuff is hardcore there’s no no surprise some of
hardcore there’s no no surprise some of
hardcore there’s no no surprise some of the best companies in the world and some
the best companies in the world and some
the best companies in the world and some of the best entrepreneurs in the world
of the best entrepreneurs in the world
of the best entrepreneurs in the world and really strong valleys and I think
and really strong valleys and I think
and really strong valleys and I think you know there’s a direct correlation
you know there’s a direct correlation
you know there’s a direct correlation between the values and success so if I’m
between the values and success so if I’m
between the values and success so if I’m an angel investor I want to see yeah I
an angel investor I want to see yeah I
an angel investor I want to see yeah I want to see the business banner want to
want to see the business banner want to
want to see the business banner want to see the market demand I want to see it
see the market demand I want to see it
see the market demand I want to see it strategy I want to see probably is
strategy I want to see probably is
strategy I want to see probably is something that doesn’t have to be
something that doesn’t have to be
something that doesn’t have to be science it doesn’t have to be warm piece
science it doesn’t have to be warm piece
science it doesn’t have to be warm piece but it just like a three years of a
but it just like a three years of a
but it just like a three years of a projection on business plan about what
projection on business plan about what
projection on business plan about what we can do with loans are kind of
we can do with loans are kind of
we can do with loans are kind of mitigation if if the execution doesn’t
mitigation if if the execution doesn’t
mitigation if if the execution doesn’t go right see sometimes takes longer to
go right see sometimes takes longer to
go right see sometimes takes longer to achieve anything but part of that is the
achieve anything but part of that is the
achieve anything but part of that is the values and the values of the executive
values and the values of the executive
values and the values of the executive the founder and what they want to do and
the founder and what they want to do and
the founder and what they want to do and how you know I’m really back to Evan if
how you know I’m really back to Evan if
how you know I’m really back to Evan if someone comes to move with a proposition
someone comes to move with a proposition
someone comes to move with a proposition that kind of makes sense and then they
that kind of makes sense and then they
that kind of makes sense and then they actually touch my heart and say I’m by
actually touch my heart and say I’m by
actually touch my heart and say I’m by the way we’re going to change the world
the way we’re going to change the world
the way we’re going to change the world or we can do something really
or we can do something really
or we can do something really spectacular you’ve got all is and and
spectacular you’ve got all is and and
spectacular you’ve got all is and and then next phase if you want to go into
then next phase if you want to go into
then next phase if you want to go into the world of BC’s venture capitalist
the world of BC’s venture capitalist
the world of BC’s venture capitalist yeah I’ll be honest these guys can say
yeah I’ll be honest these guys can say
yeah I’ll be honest these guys can say you’re spinning and this you could do
you’re spinning and this you could do
you’re spinning and this you could do another old blab about how to walk money
another old blab about how to walk money
another old blab about how to walk money frequencies but I’d say to do it on your
frequencies but I’d say to do it on your
frequencies but I’d say to do it on your terms don’t do all these crazy
terms don’t do all these crazy
terms don’t do all these crazy restrictive covenants all that give them
restrictive covenants all that give them
restrictive covenants all that give them given basie do do something that would
given basie do do something that would
given basie do do something that would fit two or three run a little beauty
fit two or three run a little beauty
fit two or three run a little beauty parade never just go with one and you
parade never just go with one and you
parade never just go with one and you will self so late and a lot of thats the
will self so late and a lot of thats the
will self so late and a lot of thats the chemistry of the individuals and some
chemistry of the individuals and some
chemistry of the individuals and some VCS are kind of hands off some VCS are
VCS are kind of hands off some VCS are
VCS are kind of hands off some VCS are really in your face so you’ll find very
really in your face so you’ll find very
really in your face so you’ll find very quickly because it’s all about the
quickly because it’s all about the
quickly because it’s all about the chemistry and what will work for your
chemistry and what will work for your
chemistry and what will work for your business and allow you to be successful
business and allow you to be successful
business and allow you to be successful so what I’d say is again brownies are
so what I’d say is again brownies are
so what I’d say is again brownies are the absolutely
the absolutely
the absolutely the study of business right through
the study of business right through
the study of business right through different phases of funding should be
different phases of funding should be
different phases of funding should be something that is front and center and
something that is front and center and
something that is front and center and potty business that you’re proud of that
potty business that you’re proud of that
potty business that you’re proud of that you haven’t kind of got in the
you haven’t kind of got in the
you haven’t kind of got in the background draw the answer is bringing
background draw the answer is bringing
background draw the answer is bringing out there front and center and obviously
out there front and center and obviously
out there front and center and obviously a part of that will always be around
a part of that will always be around
a part of that will always be around customers and colleagues and how you
customers and colleagues and how you
customers and colleagues and how you treat us all of it I mean the only thing
treat us all of it I mean the only thing
treat us all of it I mean the only thing I got to daddy is a you need to be
I got to daddy is a you need to be
I got to daddy is a you need to be selective as an entrepreneur to as to
selective as an entrepreneur to as to
selective as an entrepreneur to as to which angel investor you bring off but
which angel investor you bring off but
which angel investor you bring off but you need to test their values not just
you need to test their values not just
you need to test their values not just worried about them testing yours you
worried about them testing yours you
worried about them testing yours you don’t want just money you want somebody
don’t want just money you want somebody
don’t want just money you want somebody who can help you but also who believes
who can help you but also who believes
who can help you but also who believes in the same thing that you believe in
in the same thing that you believe in
in the same thing that you believe in you know if your investors into a lot of
you know if your investors into a lot of
you know if your investors into a lot of underhanded stuff that you don’t agree
underhanded stuff that you don’t agree
underhanded stuff that you don’t agree with that’s not going to be creating
with that’s not going to be creating
with that’s not going to be creating long-term relationship and so it can
long-term relationship and so it can
long-term relationship and so it can suck they’ll have to walk away from a
suck they’ll have to walk away from a
suck they’ll have to walk away from a deal because you need the money to grow
deal because you need the money to grow
deal because you need the money to grow but you don’t want to get married to the
but you don’t want to get married to the
but you don’t want to get married to the wrong person it’s just it’s just not
wrong person it’s just it’s just not
wrong person it’s just it’s just not worth it so so have good standards for
worth it so so have good standards for
worth it so so have good standards for yourself too and not just accept any any
yourself too and not just accept any any
yourself too and not just accept any any investor any employee any partner any
investor any employee any partner any
investor any employee any partner any supplier because you’re in a crunch you
supplier because you’re in a crunch you
supplier because you’re in a crunch you want to make sure you get the right
want to make sure you get the right
want to make sure you get the right person on board and we did yeah I am
person on board and we did yeah I am
person on board and we did yeah I am when women to start up in California
when women to start up in California
when women to start up in California again we went to a customer in the
again we went to a customer in the
again we went to a customer in the retail sector oh man this customer
retail sector oh man this customer
retail sector oh man this customer brutal and and that you know the classic
brutal and and that you know the classic
brutal and and that you know the classic games of the business people are not
games of the business people are not
games of the business people are not allowed to talk to the procurement
allowed to talk to the procurement
allowed to talk to the procurement people you’ve got to deal with a
people you’ve got to deal with a
people you’ve got to deal with a procurement people business people can’t
procurement people business people can’t
procurement people business people can’t get even if the business people want
get even if the business people want
get even if the business people want your product and these procurement guys
your product and these procurement guys
your product and these procurement guys they didn’t care they have no soul no
they didn’t care they have no soul no
they didn’t care they have no soul no heart we stepped wasted guys if that’s
heart we stepped wasted guys if that’s
heart we stepped wasted guys if that’s the way you want to do business then
the way you want to do business then
the way you want to do business then there’s probably lots of other people
there’s probably lots of other people
there’s probably lots of other people out there who want to work under your
out there who want to work under your
out there who want to work under your terms but that’s not the way we want to
terms but that’s not the way we want to
terms but that’s not the way we want to do it and you’ve got to step away from
do it and you’ve got to step away from
do it and you’ve got to step away from this and in the long term you know
this and in the long term you know
this and in the long term you know you’ll be better off at the time it
you’ll be better off at the time it
you’ll be better off at the time it hurts and you know monkey revenues for
hurts and you know monkey revenues for
hurts and you know monkey revenues for that period they hurt but it would fall
that period they hurt but it would fall
that period they hurt but it would fall cast a deal and it didn’t happen didn’t
cast a deal and it didn’t happen didn’t
cast a deal and it didn’t happen didn’t materialize but we step back and said
materialize but we step back and said
materialize but we step back and said actually know if that’s the way of this
actually know if that’s the way of this
actually know if that’s the way of this customer and then ironically six months
customer and then ironically six months
customer and then ironically six months later they tried it for another supply
later they tried it for another supply
later they tried it for another supply the project crashed and burned the
the project crashed and burned the
the project crashed and burned the business one you guys back in and will
business one you guys back in and will
business one you guys back in and will do on your turn
do on your turn
do on your turn some will be part of the price of it 11
some will be part of the price of it 11
some will be part of the price of it 11 oh I know we’re watching up against the
oh I know we’re watching up against the
oh I know we’re watching up against the clock you’ve received almost 4000 high
clock you’ve received almost 4000 high
clock you’ve received almost 4000 high fives for everything that you’ve you get
fives for everything that you’ve you get
fives for everything that you’ve you get the fist bump there there you go you
the fist bump there there you go you
the fist bump there there you go you just cross forth as it yeah there you go
just cross forth as it yeah there you go
just cross forth as it yeah there you go there you go this is a series we’re
there you go this is a series we’re
there you go this is a series we’re going to continue um for this is going
going to continue um for this is going
going to continue um for this is going to be uploaded to the YouTube channel 2
to be uploaded to the YouTube channel 2
to be uploaded to the YouTube channel 2 we’d love to know what topics you want
we’d love to know what topics you want
we’d love to know what topics you want us to cover next in future editions so
us to cover next in future editions so
us to cover next in future editions so you can leave a comment below and we’ll
you can leave a comment below and we’ll
you can leave a comment below and we’ll collect those and figure out what we’re
collect those and figure out what we’re
collect those and figure out what we’re going to do for the next session I know
going to do for the next session I know
going to do for the next session I know still a lot of questions that we were
still a lot of questions that we were
still a lot of questions that we were able to get to so I apologize for that
able to get to so I apologize for that
able to get to so I apologize for that but time does fly Stephen uh people want
but time does fly Stephen uh people want
but time does fly Stephen uh people want to reach out to you or learn more about
to reach out to you or learn more about
to reach out to you or learn more about the progress you working on now you
the progress you working on now you
the progress you working on now you mentioned the foundation what’s the best
mentioned the foundation what’s the best
mentioned the foundation what’s the best way to be able to connect with you and
way to be able to connect with you and
way to be able to connect with you and learn about what you’re up to come true
learn about what you’re up to come true
learn about what you’re up to come true anyway anybody wants to reach out to has
anyway anybody wants to reach out to has
anyway anybody wants to reach out to has come through tweet email and stuff like
come through tweet email and stuff like
come through tweet email and stuff like that and also in terms of the website
that and also in terms of the website
that and also in terms of the website learn about us also stay tuned to this
learn about us also stay tuned to this
learn about us also stay tuned to this don’t think Evan you know love i love
don’t think Evan you know love i love
don’t think Evan you know love i love being part of this because we talk about
being part of this because we talk about
being part of this because we talk about stuff that the audience out there cares
stuff that the audience out there cares
stuff that the audience out there cares about and in a little way if we can meet
about and in a little way if we can meet
about and in a little way if we can meet businesses across canada USA and Europe
businesses across canada USA and Europe
businesses across canada USA and Europe and all over the world more successful
and all over the world more successful
and all over the world more successful and learn from some of our mistakes
and learn from some of our mistakes
and learn from some of our mistakes you’ve got lots of things wrong loads of
you’ve got lots of things wrong loads of
you’ve got lots of things wrong loads of things wrong you got a lot of stuff
things wrong you got a lot of stuff
things wrong you got a lot of stuff wrong um but when we put that into
wrong um but when we put that into
wrong um but when we put that into context if the guys out there can learn
context if the guys out there can learn
context if the guys out there can learn from us and our mistakes and what was
from us and our mistakes and what was
from us and our mistakes and what was well then you know it’s just fantastic
well then you know it’s just fantastic
well then you know it’s just fantastic to participate it’s none I thank you
to participate it’s none I thank you
to participate it’s none I thank you ever passing your facial Jersey watching
ever passing your facial Jersey watching
ever passing your facial Jersey watching and we’ll see you soon have a great day
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