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Wonder Women Entrepreneurs! This is the place to join conversations with thought leaders who amaze, astonish and inspire you. Listen each week as entrepreneur and host Kalika Yap explores the challenges, wisdom and breakthroughs of extraordinary people. (An Entrepreneurs’ Organization production)

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Aug 18, 2017

Carl Gould is a best-selling author, award-winning coach, and serial entrepreneur that has clients all over the world. Today, on the EO Wonder Podcast, Carl reveals how many female entrepreneurs hold themselves back in business, and how they can use their femininity to their advantage. Tune-in to learn his insights on business development, scaling, and systems, what he says “no” to, and the habits that keep him focused on his goals. Finally, discover how Carl has broken down the book creation process so that anyone can share their expertise with the world.

Time Stamped Show Notes:

  • 00:25 – How to build a personal relationship with clients, be more persuasive, sell, and grow your business
  • 00:48 – Female entrepreneurs can leverage this in a way men can’t; they are born networkers and multitaskers, and this gives them an advantage
  • 01:15 – Women can interconnect “web-thinking” through blog and social media use and get to more places quicker than men in many cases
  • 01:30 – Carl’s Entrepreneurial Journey
  • 01:37 – Started when he was a teenager; he left college due to a leg injury and started his first business 6 months later
  • 01:54 – He started a landscaping company which grew for about 5 years then he sold it; he then launched a construction company and sold it in 2004
  • 02:15 – Today, he coaches, consults, and advises; in 1990 he went to a Tony Robbins event and fell in love with personal development and was coaching as a passion since then
  • 02:35 – In 1996 he decided to coach professionally and set up his construction company to sell; in 2002 he launched the company that he has today
  • 02:54 – His internal slogan is, “I get paid to play all around the world”; he has clients all over the world in over 35 countries and has a mentoring organization as well
  • 03:30 – What is your preferred wiring? Visual, auditory, or kinesthetic? Carl is visual
  • 04:00 – Visual people tend to be founders and first-generation owners of businesses; they see things better/different than they are, and their current reality as unacceptable
  • 04:40 – Are entrepreneurs born or made?
  • 04:50 – There is no correlation between personality and performance, anyone can do anything; entrepreneurs are born and everyone is born with entrepreneurial spirit
  • 05:09 – Not everyone should be an entrepreneur; it is hard work and can wear you out if it isn’t for you and businesses fail early on if your heart and soul isn’t in it
  • 05:40 – His businesses wore on him because they weren’t his passion
  • 05:50 – Good entrepreneurs are made
  • 06:12 – Tactics to help entrepreneurs – Taking us back to the Ice Age
  • 06:24 – The most polarity between male and female and back then women governed; there was no war as women are more about life
  • 07:20 – After the Ice Age hit, the one fastest genetic change that happened in humans (only 800 years) was women’s hair and eye color (blonde hair and blue eyes came into existence)
  • 08:07 – This change was to make them stand out and win their mate
  • 08:15 – The advent of farming came to be and women allowed men to govern (fence for animals and planting food)
  • 08:36 –Business is the male form of war; if and when women are in charge, they govern differently
  • 08:45 – Over the years business has become masculine endeavor: Find the problem/challenge, solve it, move on
  • 08:58 – Women tend to struggle when they expand/talk about/share the problem and this creates a problem in business; male counterparts are so solution-driven that they perceive the focus on the problem as incompetence
  • 09:45 – Women expand on the problem but don’t tap into their masculine energy to work on finding a solution, so it can stunt the growth of their business
  • 10:10 – Male and female partners or female and female partners struggle with this and it can undermine the business
  • 10:20 – The Solution: Take the powerful part of your femininity, the ability to separate from the ego, and make other people the star
  • 10:35 – This is a way to build culture in a business; a woman can make the team the star in a way a male can’t and build up the team and culture
  • 11:15 – Don’t overdo it as that can create drama and inflate the problem
  • 11:42 – Any early-stage company is personality-driven and not always process-driven
  • 12:30 – Early on you can wear all the hats in a business, but once you hit $5 Million, it is time to introduce that masculine energy
  • 12:57 – This masculine energy comes in the form of systems controls, processes, and masculine people; you must become a process-driven company that compliments the personality-driven aspect
  • 13:27 – You can’t scale talent or yourself, but you can scale processes and systems that allows others to flourish within it
  • 13:45 – Build the systems that are reliable and consistent for your team so they can shine and advances your mission, vision, values, and purpose
  • 14:08 – Reinventing the wheel is exhausting: People are in the most stress when they don’t know their next move
  • 14:30 – The number of overwhelm is “4” and without systems it is easy to get overwhelmed
  • 15:03 – Systems keep you out of overwhelm and allows the company to grow and expand its personality
  • 15:38 – When nuts and bolts are out of the way, it keeps you available to think creatively
  • 15:45 – Verne Harnish quote: “Routines will set you free”: Routines, rituals, and discipline are critical
  • 15:57 – Someone once told Carl, “There’s never time to get it right, but there always seems to be time to do it over”
  • 16:36 – He made a call and would look at the timer and find the calls were very short and it takes just as much time to get things right the first time
  • 17:16 – He uses virtual assistants and contractors in his business, so the systems and processes have to be easily transferrable and clearly communicated
  • 17:40 – He would write instructions but they wouldn’t translate for his VAs, he realized his explanations needed to be better
  • 18:37 – Once they could easily communicate their systems, anyone could plug in and get the work done; this allows him to do other things as other parts of the company keep running
  • 19:15 – Carl has never met a dumb person; everyone is smart but just needs to tap into their talent
  • 20:08 – Everyone gets a company card for $500 and can use it if they need to without asking; this allows them to grow in their responsibility
  • 20:45 – The more you can allow your line worker (the ones working directly with the customer) to satisfy the customer, the more your business can flourish
  • 21:18 – You set the parameters and celebrate their success; this builds a standard, habits, and culture
  • 21:51 – Carl’s routines and habits
  • 22:00 – Weekly planning: In 1996 he wrote his life plan (50 years), every year he plans the next year, calendars main points, and plans life around that (weekly)
  • 22:52 – He anticipates what’ll come up in the next week, speaks daily goals into a recorder, and he listens to it each morning while in the shower
  • 23:29 – Carl’s goals: Life, bucket list, and the year’s mantra/theme (this year is the 6-pack, last year was badass)
  • 23:47 – The 6-pack is 6 goals around finance, health, nutrition, relationship, business, career and each life category has a goal
  • 24:10 – Spirituality, time management, and the varying kinds of relationships all have a place within the goal categories
  • 24:58 – 6 financial goals: retirement goal, asset goal, passive income goal, earned income goal, ratio of speaking/coaching/consulting goal
  • 25:18 – He writes and speaks his goals (5-10 minutes) and recites them back daily and does one bucket list item a year (this year is an African safari)
  • 26:00 – He does visualization around lunchtime, listens to talk radio in the afternoon, and gages his productivity in the afternoon to map out the rest of his day
  • 26:41 – He always thought of himself as a writer who spoke and always wanted to be a writer; he was published when he was 8 years old
  • 27:37 – Speaking required more work and practice, but he enjoys doing it; he likes to generate original content from the unique way he views the world
  • 28:20 – The personality of a business will mirror the personality of its owner, including the strengths and blind spots
  • 28:30 – Overcoming blind spots: addressing the masculine and the feminine and finding remedies
  • 29:14 – We are taught to ask the questions no one else is asking to get the answers that no one else is getting
  • 30:00 – Up until 20-25 years old, you are rewarded for your solutions, but as you grow up you have to get more out of other people
  • 30:30 – If you ask a question, someone has to come up with the answer; you can become a leader by becoming more fluent in your question-asking ability
  • 31:00 – You can think bigger and enroll more people with bigger questions, and this is how you can scale
  • 31:34 – The Blind Window: Open the window to go from the unknown to the known with the questions we ask
  • 32:05 – The movie “Hidden Figures”: They asked a different question and got the answer they needed
  • 32:40 – Entrepreneurs need coaches: he was coached and has coached entrepreneurs through big advancements in their businesses
  • 33:17 – A coach that has lived it can ask you the right questions and act as a time machine to propel you forward
  • 33:45 – A coach can see the glass that you can’t see and can coach you past it
  • 34:08 – Studies show that coaching delivers at least an 8:1 ROI and helps you miss mistakes and slow-downs
  • 35:05 – Stay on the right track and maintain momentum with a coach
  • 35:21 – Why wouldn’t you have a coach?
  • 35:30 – Tiger Woods example: His father passed away and was his mentor, for the past 9 years he hasn’t been able to find himself
  • 36:26 – Frustrations when working with entrepreneurs
  • 36:37 – Entrepreneurs are independent mavericks and want to fly solo, but then start to violate their own rules
  • 37:28 – It is frustrating to watch entrepreneurs make the same mistakes over and over again because they’re breaking their own rules
  • 38:45 – As humans we react quicker and more forcefully to remove pain from our life
  • 39:00 – This is why hitting rock bottom is a catalyst for many; pain is a push to get you started, but you have to find what you love
  • 39:21 – If you can find what propels you forward and put consequences in place if you get off that track, you can find a balance
  • 39:48 – Accountability partners or accountability plans (scheduling a party when you are supposed to be finished remodeling a room)
  • 40:28 – Social media or apps can be used to hold you accountable
  • 41:08 – Having accountability keeps us focused and helps us say “no” enough
  • 41:46 – What Carl says “no” to:
  • 42:04 – All animal products, he tried to go gluten-free, he drinks maybe 12 drinks a year
  • 43:09 – When he went vegan he discovered the importance of his health
  • 43:24 – He says “no” to complacency in business
  • 43:30 – What Carl says “yes” to
  • 43:35 – He and his team know that you can and do anything you want as long as you meet your promise to your clients and coworkers
  • 43:45 – He says “no to keeping anyone around that can’t maintain the standard so the community he created welcomes feedback and positivity
  • 44:20 – Values are: “Positive Vibe” and “All Inputs to the Result” and his team is very aligned with their core values
  • 45:10 – His book “Biz Dev Done Right” is a #1 Best Seller, was co-written with Caryn Kopp the “chief door opener” and Carl is the “chief discovery officer”
  • 45:30 – Caryn has a consulting company where she opens doors to help companies get key meetings
  • 45:47 – Clients come to them as a team for a drive in biz dev and revenue
  • 46:00 – Book demystifies sales production process and management; how to set goals, put process and metrics in place, demand excellence, map everything out, and manage it over time in an easy, fun, and tangible way
  • 46:51 – The process of writing a book
  • 47:20 – Hearing vs. speaking words offers a very different experience
  • 47:40 – Carl has written various books before “Biz Dev Done Right”
  • 47:52 – He uses a process that helps entrepreneurs create their keynote speaking business, back-end consulting business, book, and speaking all at the same time
  • 48:08 – First step is to create a 12-slide power point presentation (most books have 12 chapters) and each slide has 3-5 points that you want to make, with 3 bullets below that
  • 48:48 – Carl will schedule 12 2-hour conference calls with you and interview you on all points, at the end you’ll have 24 hours of interview recordings
  • 49:07 – A transcriber transcribes it, a ghostwriter forms it into a book, and the transcription can become a coaching program
  • 50:04 – They have published 17 authors, and it costs $10,000 for the whole project
  • 50:20 – A recent work they are proud of is called “The Hot Tub Manifesto,” and is about how to create your business around your life
  • 50:40 – They helped create some of the content and intellectual property in the books “The Hot Tub Manifesto” and “Polar Bears and Penguins” and have had 14 authors contribute to “Personal Discovery” and “Business Discovery” book projects
  • 51:00 – He wrote “The Anatomy of a Comeback” with Chuck Getchell and “Fix it in 5” with Carl Gibbons
  • 51:20 – They can help you generate top content and get it out there in 3-6 months; they bring a completed project to the publisher
  • 53:00 – Carl’s team knows the questions to ask to make you sound like an author
  • 53:35 – Carl’s favorite quote: “Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory of God that is within us. It's not just in some of us; it's in everyone.”
  • 54:10 – Carl feels it is his duty to play big so that others can, too

Key Points:

  1. Build the systems that are reliable and consistent for your team so they can shine and advances your company’s mission, vision, values, and purpose.
  2. You can get more done through others, but you must know how to ask the right questions.
  3. A coach can help act as a time machine: They’ll propel your business forward past roadblocks and mistakes that might otherwise hinder your growth.

Resources Mentioned:

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