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- [00:00]
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- [00:41]
Paul Jamison (Host Introduction)
hello and welcome to the Green Industry Podcast, your go to guide for building a more profitable and thriving lawn care and landscaping business. Your host, Paul Jamison is the author of five bestselling books including Cut that Grass and make that Cash and his latest, Level up your Money, all available on Amazon and Audible. Now get ready for more expert insights and practical strategies to boost your business and level up your life. Here's Paul Jameson.
- [01:18]
Paul Jamison (Host Main Speaker)
Welcome back to the Green Industry Podcast. I'm Paul Jameson down here in beautiful sunny Wood, Florida. We are going to do part two today of what I learned from the audiobook I just listened to from Dan Kennedy about wealth attraction. I have been on a tear listening to audiobooks lately. I like to listen to audiobooks if I'm commuting somewhere and when I am out on my walks and at the gym working out and things of that nature. So I'm already onto a new audiobook actually Business Secrets from the Bible by Daniel Lapin who already I've already mentioned him on the program before for his Thou Shalt Prosper book. So perhaps we'll do a book review for that one when I conclude that audiobook. But it was awesome. Re listening to Dan. I listened to so many Dan Kenny Kennedy audiobooks. He's had a profound impact on the way that I think about entrepreneurship, the way I think about business, the way I run my business and time management, things of that nature. So his thoughts on wealth attraction are powerful and that's what we're going to talk about on today's program. If you're new listener, welcome. My name is Paul Jameson. I'm got my start in business running a lawn care business in Atlanta starting in 2011 and learned many lessons through what they call the school of hard knocks or the school of experience. Mistake after mistake after mistake. And then I wised up and I'm like well I want to obviously I made this mistake so I'm not going to make it again. So that's one way to learn. But then I went into this new area of learning where I'm like, you know what? I want to actually in the future avoid mistakes and just get, you know, get things right as fast as possible. And so I started learning from people. And my, my prerequisite or requirement to learn from somebody is they need to be successful way beyond the success I have in that area of my life if I'm going to learn from them. So for example, if someone's fat, I don't want to hire them to be my personal trainer, right? They come in fat and out of shape and they're like, yeah, all right, get down and do me some push ups, Paul. And he's sitting there. No, I want, you know, I don't have a personal trainer at the moment, but if I did, I would want him to be, you know, triceps busting out of his shirt, you know, and his abs are tight, you know, in health and in shape. And when it comes to money, I'm very careful of who I listen to. And I've shared before. I, I listened to Daniel Lapin teach about money. Rabbi Daniel Lapin. I teach, listen to Dave Ramsey teach about money. And then Dan Kennedy, because he has the results. He's a multi, multi, multi, multi millionaire. And in this book he basically shares here I, here's how I have become very, very wealthy. And Dan Kennedy is known for marketing. And that's what I mentioned in part one. I'm not gonna go down the whole marketing speech in today's episode. But marketing is important for us to attract customers. We need to dial in who they are, like who our ideal customer is and then how we're going to attract them as our customer. But today I wanna talk about some of the other takeaways I have from Dan Kennedy's book. So number one is our schedules. Oh, pardon me. That's the next. My next point. Number one is wealth is magnetically drawn to fast execution. So in his book on wealth attraction, Dan Kennedy talks about how procrastination and over analyzing repels money. And he would share stories, real life applicable. That's a tough word. Stories of how he would get an idea and then by the next day he already took action on the idea. And then he actually gave examples of here's what I did and here's how much money that earned me. And his point was the very next day. So a lot of people, I've written some books, a lot of people will tell me, oh, yeah, I've been thinking about Writing a book. Oh yeah, when we write a book, but they've never actually written the book. And I, and I could give all kind of other examples, but when we have an idea, the procrastination, the overanalyzation can get in our way of actually getting it done. And so he also writes a lot about to do list for time management and for wealth attraction. But to have to do lists and then get about doing the things on the to do list. Now obviously we do want to analyze, like make sure this isn't a waste of our time. But if we've determined this will move the needle financially in my business, then take action on it. So another principle he talks about in his book is that to attract wealth, you must create space for it. So if your schedule is clogged with cheap headache customers, where is there room to add new high end, profitable clients to enter your life? So it's called the 8020 rule, but you essentially want to consider firing the bottom 20% of your clients. And it feels scary. But creating the margin and the room for new opportunities where you can go out and attract higher level customers that pay you, you know, higher profits, that's what we want to be filling up our schedule with. So really analyzing how am I spending the time in my day? Where, where is. He calls them time vampires and he mentions it in his wealth attraction book. He mentions it obviously in his time management book, these time vampires. But where are your time vampires? I'll give an example. Scrolling through social media. What does that, what does that do financially to move the needle where we're actually earning more money. Scrolling, scrolling, scrolling, scrolling, scrolling, scrolling, scrolling. Then you kind of get convicted. Yeah, I probably shouldn't be scrolling. I'll just look at three more. One, two. Scrolling, scrolling, scrolling, scrolling, scrolling, scrolling. And what, what does that do? What does that do? So that's just one example of a time vampire, but really analyzing your schedule. And he basically says when people are around him because he has coaching days where you can come actually to his house for a day and he'll teach you business. I don't think he offers that anymore. But the time he wrote this book, he was much younger and he actually had that offer on the table. And he's like, people are always blown away when they kind of get in the close proximity, proximity to me, how much I actually get done in a day. And he explains that he goes from, you know, out of his bed, he works in his basement. So he can basically, his commute is basically like less than 5 minutes to roll out of bed, brush his teeth, get down and get to work. And he works at work. He doesn't have distractions. He actually doesn't even have a cell phone. Dan Kennedy. He said he got one one time and then he rolled the window down. He threw it out the window. But anyway, and I'm not saying you don't need to have a cell phone because if you're running a lawn care business, you probably do need a cell phone. But the point is he gets rid of distractions and then he focuses on what moves the needle financially and then gets dialed in on, on working on those income producing activities with all of his energy, with all of his strength and so his schedule. And he's like, I just outwork people. I might not. And he, he can, he confesses I'm not as, as sharp as he. He writes copy for marketing. He's like, I'm not as sharp as this copywriter. I'm not as sharp as that copywriter. But what I got is I work. And so anyway, analyze your schedule. Where is your sweet spots where you're serving the right customers at the good prices, where you're making profit and you're realizing, okay, when I'm doing that, that's productive, that's profitable. But when I'm doing this, whatever this is, scrolling through social media or driving all around town just to go serve, you know, old Lucy and she's barely paying you, Matt. Hey, well, we got to fire ol Lucy and replace her with Susan. I'm just making a name. But a new customer, they'll pay you big money, right? So really making sure our schedule is aligned with our goals.
- [10:00]
Podcast Advertiser / Sponsor Announcer
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- [10:35]
Paul Jamison (Host Main Speaker)
dealer real quick before we move on.
- [10:38]
Podcast Advertiser / Sponsor Announcer
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- [11:34]
Paul Jamison (Host Main Speaker)
All right. Another principle Dan Kennedy talks about in his wealth attraction book is emphasizing keeping your agreements is one of the most powerful wealth attraction magnets in existence. So if you have a meeting at 11am Your integrity is on the line. If you show up any later than 11am it tells whoever you're meeting with that you're not reliable, that you're not integral. He, he, he connects integrity with showing up on time. And he basically just goes so deep into how important integrity is in business. Because you, you get a reputation that you're dependable, you're reliable, you're trustworthy. It takes effort and time to, to build up that reputation that you're a man or woman of your word. You get, you do what you say you're going to do. And so he just talks about, and he gave examples in his book and he actually calls out people by name that this person is late. And if this person's going to show up late, they can't honor that commitment. What other commitments in their life can they not honor? So you can't show up, you have an appointment at 2pm Obviously it'd be better to get there at 155 or 150 or 145. Give yourself a little bit of cushion in case there's traffic or whatever the situation is. But you come rolling in at 2:07, it tells people who are smart, hey, this, this person's not, not, you know, they didn't keep their commitment. What other areas are they not going to keep their commitment? So he, so he really makes it clear. Being on time means you're in integral person. And there's a lot of lawn care business owners that are notoriously late or they just never show up. You'll stand out like a sore thumb if you do exactly what you say we're going to, you're going to do. You tell the customer, hey, you're doing a side installation. We're gonna come on Thursday. We'll be there 8am we're gonna be grading all day. It should get done early afternoon and then we'll be all ready. And then Friday, the sod scheduled to be delivered 7:30am and we'll get to work and the customer looks out the window. Thursday morning, 7:50am There you guys are, got your rakes, got your shovels. Hopefully you got better equipment than that for a grading job. But the point is you, you showed up on time and you did the work. Everything's graded nice and smooth and level and, and then you're ready for the sod the next day. And then there you are the next day. The, the sod truck delivery guy shows up at 7:30, your team's already there in their uniforms and you get the sod done and you're actually done by noon. I was fast. You use jobber shout outs to jobber and you charge their card on file for the, the rest of the payment of the job. And your customer is like, yep, they're talking to the neighbor. Yeah, Paul, I mean, Paul and his team were fantastic. They did a world class job preparing. And then they put the sod down and, and rolled it and watered it and look at our yard. Look at our yard. It's great. Oh yeah, Paul's great. Man of his word. Now you got another company, right? Thursday comes along. Oh, hey, we, we, you know, something came up. We're gonna have to keep punting till tomorrow. Yeah, don't worry, we'll get all in. And they try to do everything in one day. And then you, you get the drift. Truck in the truck, staying in the van. No integrity. If you know someone who's notoriously late, that person doesn't have integrity. They're not, they're not a trustworthy person. They're, they lack integrity. So don't let that be your story. Keep your agreements. That's a powerful wealth attraction because subconsciously it tells the people around you that you can be trusted, that you value those around you. Because when you're late. Dave Ramsey shared this story once. I don't have it verbatim of how he said it, but he talked about how he used to be late for meetings and he wore it as a badge of honor. I'm so important. I was busy. Oz, sorry I'm late. I was busy taking care of this, putting out that fire. I was busy doing this, busy doing that. And one of his leaders or mentors or somebody in his life spoke to him and said, hey, you think you're important because you're late, but you're really all these other people that were here on time, you're disrespecting their time because they were waiting on you. So you're saying that your time is more important than their time and you're more important than them. And they're. And he got the point, right, that you want to honor other people's time. If somebody's, you got a meeting with somebody, you better not have them waiting. You better be on time. And, and he explained how that gives you the upper hand in the relationship because whoever shows up late, it's like it affects, it affects the situation. So I'll leave this point alone, but I hope I made the point. Keep your commitments, keep your agreements. That's a powerful wealth attraction magnet. Be someone of integrity. Next one man. We got a lot, we got a lot to cover. I got. Speaking of time, I'm a man of my word. I got another commitment after this. I'm going to have to pick one more Mr. Producer. We got a. I had a whole bunch of notes here because the book was absolutely fire. Which one should we go with? Um, all right, we'll do, we'll do the power of Proximity and Association. So wealth is attracted to environments of wealth. You are the average of the people you spend the most time with, right? You hang around people that are smoking cigarettes and, and drinking booze and cussing and acting a fool. Eventually that stuff's going to wear off on you. That's why I'm very careful what music I listen to because you, you listen to music that talks about lifestyles of, of. Of.
- [18:07]
Paul Jamison (Host Introduction)
Of.
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Paul Jamison (Host Main Speaker)
Of sin or whatever. Eventually because the beat sounds cool or the way the music's played all or whatever, that stuff can affect you. So he talks about his environment. And what he does in his environment is he has and he counted how many objects or artifacts or decorations, whatever you want to call them, that he has around his office that are environments of wealth. So for example, he's got a big pile of. Of they're actually fake hundred dollar bills from like the movies. But then on top of that he has a few real ones. So it looks like it's a gigantic pile of a hundred dollar bills, which some of them are real, but most of them are like, you know, that's a gigantic stack, like 10,000. But it's, it was money from a movie. But so he's got that sitting there. He's got it all around his place. So he's. So he's like. And then he has real money in his drawer. Um, so he's like every morning or every day he opens a drawer in his kitchen where he's got his spoons, silverware, right? So he knows every single day, I'm going to open this drawer. So he talks about When I open this drawer, I want to see money. So he goes to the bank, he gets a big old pile of money, and he puts a pile of money in there. So every day when he goes to get his spoon or silverware, he sees a pile of money. He's like, most people have their bills, you know, sitting on the kitchen table. So every time they go in the kitchen, what do they see? They see the bills. I don't want to see the bills. I want to see money. So he literally puts money all around his house. So he sees the money and then he has pictures and all kind of things around his house that represent things, that represent success, that represent wealth. So anyway, I've done this, I've gone around my house and I have a vision board in most of my rooms. I've printed out pictures that represent things of wealth. And so any room I go to in my house, it should be a success environment. The, the only hiccup I have is my phone. It's that time vampire distraction that can be eating away from wealth. But if I can overcome not getting on the phone and scrolling on social media and I can focus on my business and attracting the best customers and serving them at the highest level and charging them premium pricing, and that's the other thing. I, I wish I had more time to, to go over this point. I have to keep a time commitment that I've made. So I'm going to have to, to, to go. There's a principle in the book that I'm going to hopefully come back and do a part three on where, where he basically explains that you cannot secretly resent rich people and expect to become one. So if you feel guilty about charging premium prices or feel like making a massive profit is somehow greedy, you will subconsciously sabotage your own business. You have to get comfortable talking about money, asking for money, holding on to money. Basically, you respect money, and it will respect you. Now, obviously, you need to do integrity, like do a good job. If you're committing to mow someone's grass, you show up, your blades are sharp, they're not dull. You mow it nice. You edge along the driveway, the sidewalk. If you agree to trim their bushes, you trim their bush. Whatever your agreement is, you execute the service with a good job, right? Excellence. But a lot of guys, they, they, they're, they get these head trips, which again, I'm gonna have to do a part three on this about the head trip stuff that he talks about in the book. But they secretly resent rich people. Well, how in the World, do you expect to be rich? You can't feel guilty. I'm going to serve a customer, and I know I'm going to do a good job. I'm going to give him my best effort. I'm going to serve him well. I'm going to charge a premium price. I am going to make money, and I respect money. It respects me. So you got to get comfortable talking about money, not being all shy and timid. And I was at the golf course, and my friend who's a wealthy fella, long story short, he had ordered some lunch, and the lady that worked in the pro shop, she had brought the lunch out to him. She didn't have to do that. But anyway, she brings him out the lunch, and he's all excited. You know, he got. Got his chicken Caesar wrap or whatnot, and, oh, thanks so much. And. And I don't know if it was a $20 bill or $10 bill. I forget it might have been 20. He just hands her a little tip. He's like, hey, thanks so much. Here you go. Oh, I can't take that. She was so shy and squeamish and timid. She's like, oh, that's too much. I can't take that.
- [22:43]
Podcast Advertiser / Sponsor Announcer
Oh, get out of here. Don't worry about it.
- [22:45]
Paul Jamison (Host Main Speaker)
And like, it was pride disguised as this fake humility that I can't accept that big tip. And she didn't take the tip. He's like, okay. He put it back in his pocket, but he was like, I mean, he tried to give her the money. I think it was a 20. But anyway, she just couldn't fathom earning $20 from simply driving a golf cart out. You know, probably took her two minutes, dropped off the lunch, and he was going to tip her. I think it was a 20 bill, and she didn't accept it. So whereas me, if somebody's like, hey, here's a 20 tip. Thank you. Enjoy your lunch. Have a good day.
- [23:24]
Podcast Advertiser / Sponsor Announcer
Right.
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Paul Jamison (Host Main Speaker)
So anyway, I gotta go. Speaking of commitments, I got one coming up in one minute, so I have to run off of here to another meeting and be on time because I want to tell this person that they can trust me. So I will be on time. Have a good day. Thanks for listening.
- [23:51]
Paul Jamison (Host Introduction)
Foreign. Hey, it's Marty, producer of the Green Industry podcast. This episode is over, but check the episode notes for links to products and services that you heard about during the episode. And thanks for listening.
- [24:09]
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- [24:18]
Paul Jamison (Host Main Speaker)
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- [24:32]
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