How Do I Scale if I’m Selling ME?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I have a copywriting business and a small team of writers who work under me. I write, but I also edit everything my team writes before it gets sent off to the client. It’s my name on the end, so I want to make sure I agree with what they write and that it’s on brand.

I want to scale my business, so I can make more money. But working with more writers takes a LOT of my time, editing. My dilemma is… do I hire an editor who edits like me? Do I hire better writers, so there’s less editing needed? I’m reluctant to hire more writers, because my clients are buying ME and MY writing.

Also, I see other people creating revenue streams like coaching or creating a course. Should I do that instead?

Neagle Code Answer

First of all, people are adding those revenue streams, because they think it’s easier… which is ridiculous. Most of them don’t know what the hell they’re doing.

I think you have to look at it from a few perspectives:

  1. What is your long-term goal? What’s your vision? What do you want to create, business wise?
  2. If you start bringing on another source of revenue, you have to consider the amount of time and attention required to build up that other source.

That’s always a great thing if you’re really solid in your primary business—where you can step away a bit to focus on something else. But you’re not in that place yet. So that concerns me.

I would look at finding an editor. Editing is a huge job, and it’s necessary. They don’t necessarily have to edit the way you do. Don’t get hung up on that. They just need to be a good editor.

The idea is… are you putting out the work that you say you’re going to put out?

If you want to create another source of income, then I’d get yourself to a place where you have the time, energy, and bandwidth to be able to do it. In that case, I’d look at hiring an editor and quality writers.

As far as clients buying you and your writing… I think you need to stop selling you and your team altogether.

Instead, focus on selling the outcome people are looking for. How you get them there, shouldn’t even be their concern.

If you fall into the trap of branding yourself consciously or unconsciously, then it’s a bear to get away from that… because nobody will want to work with anybody else but you.

I’ve seen people do this their whole careers. Even Tony Robbins can’t get out of it, because he branded himself way too much. My mentor, Bob Proctor, who just passed away, did the same thing. He could never get out of it completely, because it was always him. He was the brand.

Don’t sell you as the brand. Sell the outcome.

You can be the face of the company. But psychologically, what people are buying is the outcome, not the person.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do I Find My ‘Definite Purpose’ in Life?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

My question is around goal setting and ‘need versus want.’ I’ve been using Napoleon Hill’s mantra every morning: “I know I have the ability to achieve the object of my definite purpose in life. Therefore, I demand of myself persistent, continuous action towards its attainment. And I, here, now, promise to render such action.”

I love that and have been analyzing what it means. I get stuck at the part that says “definite purpose in life.” That sounds so grandiose and final. I have financial and personal goals… but how do I find my “definite purpose”? Do I need to have a big enough “why” behind the work I’m doing as an entrepreneur?

Neagle Code Answer

What I’m going to tell you is very important. You’ve got to find out what inspires you about what you do. And you’ve got to be 100% honest about it, no matter what it is.

Here’s an example. I have a rockstar client who went over two million, really quickly.

Then afterwards… she started screwing around with writing her purpose out on paper. She wanted to say, “I’m doing all of this for my children.”

And I said, “Why would you change your purpose?”

She felt guilty that her children weren’t in her purpose.

I was like, “If they’re not in there, then they’re not in there. It’s not that you’re ignoring your kids. But you have to be honest with yourself about what turns you on about what you do.”

What turns her on is being seen, being public, being on the world stage, and doing what she does.

“If you take that away and allow yourself to feel guilty—then say you’re doing this all for your kids—you’re going to crash your business,” I told her.

It doesn’t matter what your purpose is,
as long as you’re honest about it.

Ask yourself: “What do I absolutely love about what I do, more than anything else?”

If it’s helping people, great. If it’s building a team, great. If it’s having enough money to buy a Ferrari… buy a house… provide for your family… great.

Whatever it is—whatever gets you out of bed in the morning that excites you about what you do—THAT’S the purpose you need to focus on. At least for now.

If you feel guilt or shame around it, remember:

Whenever you experience guilt and shame, understand that’s not your voice talking to you. That’s the voice of the person who installed guilt and shame into your subconscious mind (usually a parent).

You need to tell that person to get the flying f@&% out of your head. Because it’s not you.

We’re not born with guilt or shame. Someone put it into our mind.

So, if you start feeling guilty about something, or you start feeling shame, you have to ask yourself, “Whose voice is that in my head?”

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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The Confidence to Charge More

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

To reach my income goal, I need to create a higher ticket offer. But I don’t have the confidence to charge what I want to charge. If I were to try selling at a higher price, I feel like I wouldn’t do a good job of selling it, because the confidence isn’t there.

How do I build or increase my confidence?

Neagle Code Answer

You’re using the wrong emotional tool to think about this. You don’t just “build” the confidence.

Confidence comes as you continue to do something, and you get a result. It comes from practicing and getting better at something.

Meanwhile, you're building the knowledge and awareness of how to do that particular thing. That’s where confidence comes from.

What you need to work on is your courage to charge more.

Many of my clients want to present a higher ticket offer to their audience, but they’re not able to get themselves to ask for the higher rate. They don’t feel confident, and this comes through during the sales call. So, they don’t make the sale.

You can change this by doing a simple exercise in the mirror.

I would take the amount you want to charge and do a presentation in the mirror, looking back at yourself, 500 times, while saying that number.

Let’s say you want to charge $20,000 for something. In the mirror, practice asking an imaginary client for $100,000. Do this over and over again.

What happens is… when you do this 500 times—and then you actually ask someone for $20,000—it’ll seem like nothing.

You could do that in a couple of days.

It works beautifully.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Managing Activities Versus Managing Time

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

Can you expand a bit on what you teach about managing activities versus managing time? I sort of get it, but was hoping you could say more about that.

Neagle Code Answer

Great question!

The idea is that we cannot manage time. Nobody can manage it. In order to be able to manage time, you would have to be able to stop it, start it or slow it down.

You can’t do anything with time except be in it.

So, what you manage is your activities. That includes all the things that need to be done within a specific period of time. You determine that by reverse-engineering what the outcome is.

Decide what your outcome will be for a goal, task, project, or whatever it is.

How much time do you need to devote to that, based on when you want to reach the outcome?

Let’s say you want to accomplish something in 90 days. How much time each day, or every other day, or every week, do you need to put into your project to reach the goal in 90 days?

Now, here’s the thing. This is not your only activity. You have many other activities in your life.

You have your family. You have personal care. Maybe you have children and many other things to care of. With all of that, you get to determine how much time you spend doing what it takes to meet your 90-day goal.

I got off a call with a private client who’s having an issue with this. They’re butting up against how much work they have to do in their business, versus how much time they can spend with their family. They’re struggling with that.

I told them:

“There’s no reason to struggle. Nobody is telling you how much time you have to spend with your family. Nobody’s telling you how much time you have to work. That calendar is your life. You get to set it up any way that you want.”

Most people just don’t think this way. They think, “Oh, I have to do this, or I have to do that.”

You don’t have to do anything.

You create your life the way you want to create it.

And the only way to do that is to manage activities, based on the lifestyle you want to live. That’s it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Should I Pay My Rockstar Team Members More?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I have two “rockstar” team members who are asking for 3x their salary. Hands down, they’re worth that amount.

I’d feel guilty paying them more, because the rest of my team is paid based in their country’s currency. If I pay the rockstars U.S. wages, it seems unfair to those who aren’t as capable—because maybe they’re disadvantaged, their life was harder, or they’re a single mom or something.

How should I approach this?

Neagle Code Answer

If one person is a rockstar and one is mediocre and you’re paying them the same for the same position—you’re going to lose the rockstar eventually.

The mediocre one should probably be let go, and you should hire a second rockstar.

It’s not personal.

Let’s say someone is showing up every day, giving their best—and they’re just not getting there. That’s probably the wrong position for them.

I tell people, “Find a place where you can be the rockstar of your own life.” If they can’t get there, they should probably look for something different.

That’s not your burden to carry.

You’re responsible TO people, not FOR them.

Everyone has a hard life. Everyone’s on their own journey. How determined are they to change their circumstances?

It’s their responsibility to clean up their life.

As the business owner—and their boss—you can do your team a great benefit by having those truthful conversations with them.

Be transparent. Tell them, “Look, I’d love to pay you as much as the next person. But you’ve got to clean up these issues before you can get there. You COULD be a rockstar, but it won’t happen until you clean things up. You’ll probably perform way better once you do.”

Consider how a professional sports team is run. The best person gets the job… period. People who aren’t the best go somewhere else, even if the coach loves that person.

The coach makes hard decisions in the best interests of the team.

That’s how you need to see yourself. The best player gets the spot. If they’re not the best, they need to go somewhere else—maybe somewhere where they’re looking for a “B player” or “C player,” rather than an “A player.”

If you have B and C players on your team, working with A players—those A players will leave, because A players want to work with other A players.

Don’t do a disservice to your A player, your B player, AND to your company.

Remember, it’s a team—not a family. Everyone is gunning for those spots, while taking responsibility to do their best. If someone isn’t doing their best, have a conversation about why. Then it’s a decision on what to do about it.

Recommended Reading
No Rules Rules: Netflix and the Culture of Reinvention by Reed Hastings

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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I Need Help, Hiring Help

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I need to hire a team for my business and get more support. At the same time, I keep hesitating.

I feel stuck. I don’t feel confident in the decision I need to make of what support I need for my business. I’m afraid to make the wrong decision. What’s going on here? Why am I not pulling the trigger when it comes to hiring more support?

Neagle Code Answer

When someone refuses to hire help, they will eventually slip into resentment.

The last thing you want to do is to go into resenting your clients and your business because you are under supported.

If something happens in your life, and it starts to become a huge problem in your business, it should be a wake-up call that “I’m not building the business as I should.

A business owner should be able to walk away for a period of time without worrying what’s going to happen to the business.

Get your emotions out of it.

Look at it as a business decision.

Yes, you have to learn to manage people. Yes, you need to create more systems. Yes, you need to learn how to hold people accountable. These are skills to learn.

You just have to step into them and learn them as you go.

You need to learn to start welcoming making the wrong decision, or you’ll be paralyzed forever.

There’s nothing wrong with making a wrong decision. It’s not a reflection on you as a person.

We’re all ignorant about everything we’re doing to move forward because we’re doing something for the first time and stepping into the unknown.

I have no idea what new decisions I’ll have to make tomorrow, and I can’t be certain what the outcomes will be.

I have no idea.

It’s okay to make a mistake, because then you know what to change.

Make a decision.

Decide by when you’ll make it.

Then hold yourself accountable to following through on it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Far Should I Go When Investing in My Business?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

My question is, how far do you invest in your business before you’re getting the return?—whether it’s doing a coaching program like yours, or even with the people that you hire?

Neagle Code Answer

All the way.

Invest all the way, with everything. Because if you do it half-assed, you won’t get there.

Let me just be a hundred percent transparent. When first I started down the road of working with my mentor, it was a multi six-figure investment. I was working at a job. I did not have my own business. I had to take out another mortgage on my house to pay for it. I maxed out all my credit cards.

The deal I made with my mentor was…I had to go to every event he taught. I had to pay my own way. Back then, that meant riding in the back of the car (hiring a limo driver) or riding in the front of the plane (flying first class).

I had to pay my own way for everything. I wasn’t making any more money at the time. All I was doing was learning. It was an investment in my own education.

When I started my business, it was “everything in at once.” It didn’t matter what I was doing. If I had to hire somebody, or pay for something for myself—every resource went into making this thing work.

Let me say this again: If you do it half-assed, you won’t get there.

Now, I need everybody to understand this. And I say this with total respect. You can only play this way if you’re willing to step up and earn the money. If you’re not willing to make the sales, if you’re not willing to be responsible to earn the money, then don’t do it. Because you’ll get yourself into a world of trouble.

I’m always willing to earn the money that I spend. As a matter of fact, I love to earn money. I love to sell. It’s in our core essence of who we are. It’s part of how we help people. And it’s exciting. It’s a tremendous amount of fun.

Part of this is about knowing who you are, and making a decision that this is the change you’re going to make for your life. It’s one of the greatest changes you can make, because once you break through it, you’ll never run around saying, “Oh, my God, I don’t have any money.” Or, “How am I going to hire somebody?”

Just do it, figure it out, and make it happen.

Invest in your business all the way as long as you’re willing to earn the money you need!.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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How Do I Deflect Negative Energy?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

How do you deflect negative energy around you? And more specifically, how do you deflect it when it’s being directed at you?

I’m really sensitive to other people’s energy. I’m pretty good at ignoring it, but the more I grow, the more it comes at me.

Neagle Code Answer

First of all, Happy New Year to all my readers! I wish everyone reading this an incredible 2022.

As far as your question…I don’t really care for the word ‘deflect.’ Here’s why.

In order for something to bother you, you have to agree with it. Just don’t agree with it. Because the moment you agree with it, you energetically align yourself with it in some way.

Many people have negative ideas or negative energy…or they’re going through something rough. You don’t have to agree with it as part of your experience. It’s not about deflecting it. It’s about saying, “I’m not taking it in as part of my experience.”

Negative energy is always coming at you in the same amount. It’s just that now you’re more aware of it.

My question to you is—where is the negative energy coming from? If it’s coming from your inner circle, that’s definitely something you can do something about. If it’s life in general—if it’s the energy in the universe, or what’s going on in the world right now—then I completely understand.

You can’t control a lot of that.

I’m very empathic. With everything that’s going on in the world, if I open myself up too much, it affects me terribly. That’s not a good thing. But I’ve really trained myself to look at everything as an opportunity for me and the people I work with. I try not to judge it, but to look at it from a perspective of, “How does this fit into my personal mission in life?”

I look at it from the perspective of, “This is a period of growth and transition for humanity. From a positive aspect, what is my role supposed to be in this area?”

But if the negative energy is coming from your inner circle, that’s something completely different.

You have to do something about that.

If it’s a toxic relationship, you either have to end the relationship, or create a boundary. But there’s a rule with boundaries. You can’t create a boundary with someone who won’t respect it. Because if they won’t respect it—then what the hell is the use of setting the boundary?

In that case, you have to end the relationship, because you can’t afford to have that kind of toxicity affecting your life.

Everybody can have a bad moment, and you can agree on what needs to happen to change that or to have a healthy relationship. But when somebody isn’t willing to participate in that growth, then you have to take control. You have to say, “I can't have this in my life. I won’t do it.”

Unless it’s a child, the idea is that if it doesn’t change, you’ve got to leave or have that person leave.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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I Can’t Handle All This Work!

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

The floodgates have opened. Everybody I’ve ever spoken to has now decided they want to work with me. Business is great. I’m excited. It’s been quite the year.

However, there’s been a big shift—suddenly part of my team is leaving. I don’t fully trust that this success will continue. I have so much work on my plate, it’s getting messy. I need to get systems in place to be able to handle it all.

Part of me wants to back off and say, “This is too much.” But I asked for it. So what should my attitude be around this? Is this where I need to push through to get to the other side?

Neagle Code Answer

No, this is where you need to ask for help.

This isn’t a question of, “What do I need to do?” It’s a ‘who’ question. Who do you need to ask for help? Who do you need to hire? Who can help you handle the increased work load without compromising quality?

When we continue to push through and be bogged down with work, that’s a middle-class mindset. The idea is that you expand. In order to expand, you have to hire the right people to take your business to the next level.

Many entrepreneurs think, “Oh, I can’t afford to expand right now.” You can’t afford NOT to expand.

If you’re not growing (expanding), you’re dying.

Always hire in the direction you’re going. The question is, who do you need to help you, so that you’re not overwhelmed and you can keep doing the thing you’re brilliant at?

Regarding some of your team members leaving…this is a normal part of being in business. It’s happening. Don’t victimize around your previous team members leaving. Don’t create a disempowering story around it in your mind.

Right now you need to be very open in your mindset, to allow the new people whom you need to hire to show up. Tell yourself those individuals will be even better. They’ll get even more work done. They’ll contribute even more to the growth of your business.

Make the decision that you’re going to bring these people in…and move forward.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Why “How?” is the Wrong Question to Ask

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

When you talk about “turning your yearly income into a monthly income,” my mind automatically wants to say, “Yeah right. How? Show me the way. Tell me exactly what you did and I’ll repeat the steps.” I’ve heard you say that asking “How?” is automatically asking the wrong question—and that we should be thinking in a different direction. Do I need to look at this from another angle instead of asking “How”?

Neagle Code Answer

It’s a decision. That’s all it is—a decision that you will.

Asking “how” before you’ve made the decision is a way to control. If you set a goal, or you hear me inspire you to do something really cool, and you go, “Yeah, sure, show me how”—that’s a way to control.

That question is coming from a place of not believing it’s possible to begin with. So you won’t do what you actually have to do to hit the goal.

The idea is, if you’re inspired to do something, you would say:

“I’m going to do it. I’m making a decision to do it. I don’t need to know how—I just need to make the decision that I’m going to do it.” Then set a date by which you’ll complete that thing.

In that moment, everything you need to do begins to show up, because you’ve done something that is your greatest power—making a decision. That gets you in line with the universe, and looking for the things you need to do next to hit the goal.

Many people will make the decision, but then go backwards and “un-decide”… because something shows up that makes them waiver. That’s why they go back and forth. They haven’t really made the decision.

You can’t un-decide.

It all goes back to the question, “Are you willing?” It’s a huge question, because you don’t know what you’re saying yes to. You might have to do things you’re uncomfortable with. Until you make the decision, you don’t know what’s blocking you from your success.

It becomes apparent as you start to go down that journey. Then it becomes a question of, “Am I willing to sacrifice something of a lower nature to gain something of a higher nature?”

You’ll hit a point where the biggest thing you’re attached to shows up. It’s usually the thing that makes or breaks people. They’re either willing to let go of the thing they’re attached to the most that’s keeping them stuck—or they’re NOT willing to.

This is where you’ll see a person instantly turn into a victim or start blaming.

Whatever shows up for them really is the crux of what they’re going to have to accept in order to step into their greatness.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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