052: Raylen Davis — Elevate Your Coaching Business
Entrepreneur and coach talks about how to elevate your business and your life
Raylen Davis is a No-BS entrepreneur and coach helping people overcome the obstacles and excuses keeping them from building their dream business and life. He is the founder of Elevated Coaches Academy which helps coaches grow their business so they can spend more time coaching and less time chasing leads, and Elevated Content Marketing to Elevate tomorrow’s thought leaders by helping them effectively spread their message.
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ep052-Raylen Davis-Elevate Your Coaching Business
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[00:00:00] Hi and welcome. The Artful Podcast is an interview show where you'll get to know the people behind the creative brands we love. These open, casual, and candid conversations will shed a light on what it's really like to reach your true potential with joy, fulfillment, and freedom. Presented by Artful and hosted by Gabe Ratliff, an award-winning artist, entrepreneur, and coach. Are you ready to create your artful life? If so, then tune in, turn up, and listen hard.
[00:01:05] Raylen. Oh my gosh. Thank you so much for being on the show, brother. You're the shit. I'm gonna start off right there. I love what you're up. I love what you're up to. Love what you're doing. I love how you show up and I'm so excited to have you on the show.
[00:01:20] I'm glad to be here, man. I, I think we, we were obviously talking a little bit before this, but there's already so many things. There's so many things that we were talking about that I'm like, oh, this is good. Could be good for the podcast. So I'm excited to dive into some of those things.
[00:01:32] Well, I wanted to start off with, you know, when you're, when you're meeting people and they ask you how do you explain what you
[00:01:40] Yeah. My role and I think in business in general is helping people realize they deserve more. That's like our overall purpose. But there's only, only three ways that we do that through is, and, and one way is helping some high level entrepreneurs be able to show up better online. The other one is just helping people, you know, get to their first 5K months consistently.
[00:01:58] And the third thing that I do is I work with sales teams and make sure that they are, they have the tools necessary not only just to sell, but to, to have and live good lives. The, the best thing about what I do is that they all coincide with helping people realize they deserve more. So, yeah, I have three businesses, but if you really think about it, like they all do the same thing.
[00:02:16] I just do it differently with different people that.
[00:02:20] and what are those three business.
[00:02:22] So we have the, the agency where we help develop high level CEOs and their, their personal brands. We have the Elevated Coaches Academy, which again, is to help people get their first 5K months. We target mostly and, and work with coaches and consultants just cuz I love coaching. It's like I've loved it since I was an athlete.
[00:02:41] Like it's, I I think it's incredibly important not only to have, but coaches are everywhere. And then finally our, our elevated sales coaching. Which is what we do with the more corporate stuff and work with sales teams.
[00:02:54] Nice. What kind of an athlete?
[00:02:57] So I went to college originally to play D one football at Air Force Academy. Realized military life wasn't for me, so then I went and wrestled D one at Central Michigan University. And then after that I was a professional m m A fighter.
[00:03:12] Oh no shit. Nice.
[00:03:15] still do jiujitsu and I'm active, but I'm not, listen, I'm getting old. I, I've not, Gabe not even joking, man. I went to go, it's doesn't make my body doesn't make any sense. Again, I can do jujitsu, I lift heavy weights, I do all that stuff. I went and picked up something outta my refrigerator last night or two nights ago.
[00:03:32] I hurt my knee. I don't even, what I did, I literally just bent over to pick something up and then all of a sudden my knee had been hurting for like two stray days, . So,
[00:03:40] those days,
[00:03:41] when that first started. Yeah, I remember when that first started and I'm like, what the fuck?
[00:03:47] Yeah, my body is just falling fucking apart, . And I'm like, what is going on? But I, you know, I have to remember, well, two things I have to remember is one, is that like I also put a lot of miles in my body, man, like, doing all that, that's a lot of miles. And one of the things I have to do better at is, is yeah, I, I have a very obsessive personality and so when I get into stuff, like I want to, like be the best at it.
[00:04:10] And there's actually something, I'm gonna go off on a tangent here for a second, but my jujitsu coach, one of 'em phenomenal guy. He's a black belt. I remember him and I were rolling and I'm like tapping him out and he's like, you know, I'm, I'm, and at the time, you know, I'm just a blue belt. And, and he's like, he goes, Hey, you know, I'm gonna continue to tap out like over and over again.
[00:04:29] And he goes, cause I'm trying to do this for the rest of my life. Like, and I realized in this moment that I was like everything I was doing, I had to win in that moment. . And in talking to him, he was like, he's like in his fifties and he's been, he's a black belt, he's like a 30 degree black belt. I think at this point.
[00:04:43] He's been doing it literally for like 30 years. And I was like, oh, like he taught me Jujitsu's a beautiful sport. Cause it teaches you a lot about life. And I even in that moment, I was like, am I going too hard and everything that I'm doing, like, is there a moment that I could breathe? And just, and because like in jujitsu, for example, the thing that I was missing, cause I was trying to win.
[00:05:05] I wasn't trying to get better. And so when you're trying to win in jujitsu, and I promise I'll get back to entrepreneurship, but in jujitsu when you're trying to win you just stick to what you know, that works. So like for me, I, I have a handful of move that, that it's very difficult to beat. Like, it, it's kind of this thing of like, it's my old wrestling mentality, but like, hey, here's this move, come and try to stop it.
[00:05:24] And it works a lot and that's why, you know, in tournaments, I, I tend to win however, because I do that, , there's so many other parts of the game that I don't even look at. There's so many parts of the game that I don't explore and, and try to improve. And so am I'm not a very well-rounded Jiujitsu practitioner because of it.
[00:05:43] And so when he said that, when he said that moment and, and I realized I was trying to win more. That I was trying to get better, that I, how important that is even for entrepreneurship. So in entrepreneurship, once again, there's so many things that I have to do at this stage. Cause I have like a team now.
[00:05:59] You know, I'm no longer a preneur. There's things, there's skills that I have to improve on. Delegating is a huge one, right? Finding the right people, managing, like all these things I, I, I put on the wayside cause I didn't need it. And I was like, I know this works. I'm just gonna stick to this. There's so many more things that I could do in entrepreneurship to improve on.
[00:06:19] Like, look, I mean, you know I'm fortunate enough to, I'm relatively successful for, for how little I've been doing this. However, there's still so much more that I don't know. You know, investing. When is a good time to scale? When is it not? You know, again, there's so many aspects of entrepreneurship that I haven't even touched yet.
[00:06:38] And so if you just always are trying to win, you're gonna miss out on a lot of ways you can get better.
[00:06:44] Mm. That's a whole lot. That's a whole lot to unpack and that's. I I also have studied martial arts several times in my life. I studied Isru Kok when I was a kid. I was getting, I was getting bullied and picked on. They were calling me gay Gabe as a kid. And then I got back into it in college and had a, a wonderful sensei.
[00:07:06] And then I actually transitioned to BJ J and MMA training with my professor Joaquin. And it, I, I get it. I mean, because you really, there is, there is an interesting thing about when you're in, there's so many layers, like you said, when you're in that kind of a, when you're in that kind of a an experience with another human, right.
[00:07:36] And, and especially, especially, you know, it's a very male dominated sport if you will, art. And when you get into that experience and like you, you're really, it's like this testing of mind and body and Will and all of these things. And you, you really do learn a lot. And so I, ah, man, there was so much about that, that I was, I was excited to hear about how you also pulled from that and applied that to your, your life and your, and your business and how that hindsight and that, you know, bird's eye view of.
[00:08:18] How that was being applied in other areas of your life, of the, you know, these, these, these handful of things work. I'm gonna lean into these and I'm gonna win. I, I saw recently, I, I was just gonna bookend this with, I saw recently the you know, I know he's had some controversial stuff since the slap of the Grammys, but, or I'm sorry, at the Oscars.
[00:08:41] But will Smith, I saw his interview with David Letterman on Netflix and, and you know, outside of that incident, He's lived a really awesome life, and I think he's a really amazing person and he's very inspiring to people. Very, I mean, he's, he's also had this very driven, winning type of attitude in life.
[00:09:03] And that was actually interesting that he talks about that in the interview. If you haven't seen it, it's really cool because he dives into this same thing that he's learned at a much older age than you did, like, where he's understanding that he was just win, win, win, win, win. But he was missing what you gleaned from that that time with your with your professor, you know, and like, just how that can apply in these other areas.
[00:09:34] Because what he found was that no matter how much he won, no matter how successful he was, no matter how many awards he had won, it still didn't fill the void.
[00:09:46] Yeah. And I think there's also somebody said about the, the art of surrender, like surrendering is and something that I didn't know how to do and for a long time. Right. You know, you say the word surrender, I'm like, that means give up, but it doesn't. So, you know, a good example is you mentioned now, like, you know jujitsu, an m m a it has a lot of men in it for sure, but like my gym for example, I have this black belt named turtle.
[00:10:10] And she is a savage dude, she's so good and she's way half, like, not even half my size. I think she's five foot even. I, no, maybe even four, nine. Literally like half my size. So physically, I literally could throw around skillset level and, and, and tactically she is far superior. But if I go into those, those rolling sessions and I use my muscle a thousand percent, I'm gonna win a hundred percent of the time.
[00:10:35] However, when, when I roll with her, it's my favorite rolling sessions because you turn down strength. And for me, I turn down, you know, speed and it's just, we go tactic for tactic. Who has the better strategy? Who has the better technique? And when you flow with someone like that, you realize your gaps and rolling with her.
[00:10:56] Cuz like, there's moments right where like, I cheat a lot with speed so she doesn't move. , I could easily get out of that move by just being faster than her. But that I would miss part of the game, which is why did I get to this position in the first place? There were something she saw that I did not and that her black belt eyes allowed her to get past this point.
[00:11:17] Like how did I even get here in the first place? And so it, working, especially in jujitsu, working with women has been incredibly helpful for my game. Cause again, I can't cheat. It's cheating to like use that. And then when you work with other people that are your size, you dominate. Like even in wrestling, I used to do this. I would roll with something significantly heavier than me because that means I can't use strength. That's not a a a, a differentiator anymore. I have to use my speed. And so that helps me work there. And then I would work with people way lower than me. Cause at the time I had wrestled at 180 9 and then I would wrestle against people that are like 1 55 because they're faster than me.
[00:11:53] So I have to be, the timing has to be perfect and I have to use like, other, other skills. So again, how does it translate to, to entrepreneurship? Well, I remember talking to a friend of mine a while ago and I was really getting into the idea of, of, you know, what is consciousness and the idea of transformation and these kind of like practices blending like Buddhism together with like philo, you know, you know, philosophy and, and my, I almost changed my major in, in college to philosophy.
[00:12:19] Cause I'm obsessed with philosophy and I was talking to this guy and we're just having lunch and he goes, He had a super successful entrepreneur career. You know, he was making seven figures and he was just working like crazy. And but his life was kind of in shambles. Like his, his personal life wasn't good.
[00:12:36] Like he was in the middle of a divorce, all these things. But his per, like, his business was crazy. And he goes so I did a little experiment. He goes, I, I needed to surrender except what is more and not force things to happen. And what his, this is his analogy, he said, you know, I felt like I was in a boat, had a badass motor on it, and I was just revving it all the time.
[00:12:56] And I was going really, really fast. I was going really, really far. But he goes, one day I realized I needed to let go. I needed to surrender. And so he said, he started letting up on the gas and eventually turn off the gas. And, you know, his boat stops. So he is not making as much money anymore. And he's, he's freaking out.
[00:13:11] He wants to take over and he keeps telling himself like, just let go, let go surrender. Just accept what it is right now. And then all of a sudden his boat starts to go. and he starts to move a little bit faster, making more money, and then all of a sudden he's, he's moving faster than he ever has. And he's not touching the motor though.
[00:13:26] So he was like, what the hell's going on? He looks up and the entire time his boat had a sail on it, he never knew. The so how's again, translate over to life? Outside of the, the metaphor, the, or the analogy, whatever the one you is that a lot of times we force it to work. And for me, in entrepreneurship for a long time, I, I've, I'm uniquely positioned to do well in entrepreneurship cause I'm good at sales.
[00:13:48] Like I've done sales my whole life and I was a executive in sales, so sales came easy. So I just, you know, I would, I could sell my way out of a bad position. However, because of that I overlooked things like fulfillment. I overlooked things like client experience. I overlooked things like teams because in my mind, the sales part of me is if we have some, someone, for example, this was like a, maybe a couple years ago.
[00:14:14] I, the way my thought product pattern was if I lost a client, I'll replace 'em with two more. doesn't matter. Like whatever. Go, go, go now. And I'm at this stage where I'm like, no, dummy. If you retain your clients, you don't have to sell as much, right? Like, so for me, I no lo I'm, and arguably what's interesting about this, because I think of it from that pattern.
[00:14:35] I don't care if you enroll or not. I literally don't care. I just want you to do the best. If I can help you, I'm gonna tell you that I can help you. I think even in my automations, and you've seen this where I think it's like a week out, if you don't respond or say, Hey, I'm ready to rock and roll, I literally sent an email saying, Hey, I hate pushy sales tactics.
[00:14:51] If you don't wanna work with us, it's cool. Whenever you're ready, click this button. And I literally, but because I don't care if you enroll with me or not, and I just want the best for you. And I'm just gonna do my best on that call to show you that I think I could help you. But if you don't, enroll doesn't affect me.
[00:15:08] I've enrolled more people now because I don't care.
[00:15:11] Mm.
[00:15:12] It's that detachment of the outcome. And this is where, now here's the thing. This is just to make sure people don't mishear me. I care about showing you that I could, I could support you. I care about you, Gabe, as an individual. I want you to do well, and I'm gonna do my best to show you that I can do that.
[00:15:29] However, if you say no, it don't take it personally. If you don't enroll, it doesn't mean that I suck. It just means that didn't. . And so again, but what happened was, because I detached from the outcome, I'm no longer like, oh my God, I need to make a sale. I'm no longer hounding people. And you could argue, right?
[00:15:46] From a, from a, I know there's some salespeople out there going like, but how many people are you missing out on because you're not, you know creating urgency or you're doing this. And they're absolutely right. By the way, I can almost guarantee you that there are tons of people that go to me and go, you know, just not right now is a good time.
[00:16:01] Or, or for whatever, you know, reason that they, they wanna wait. I know. Cause again, I'm always battling, I'll call it my shadow sales self, which is like, oh, that's a bullshit excuse. I know it is. I can overcome that same time though. It's like, again, I'm gonna, I'm in a position where I'm like, I don't fucking need you to sign up.
[00:16:19] I, okay. Like, I, I, I'm all bills are paid. How my employees are paid, I'm good. Like, whatever. And I want, cause I, I realize that I don't want a yes, I'm gonna fuck.
[00:16:30] Mm-hmm.
[00:16:30] I don't want you to say, yes, I'm in. And then, and then, because I know what's gonna happen, right? You would say yes, you would sign up, you would get in, and then you would see, oh my God, I wish I would've said yes sooner.
[00:16:39] I know that's gonna happen, but what I'd rather you say is, fuck yes, Raylen, let's go. And if I don't hear that, then I'm like, ah, you know what? Like obviously I didn't articulate. You need more time. I didn't articulate. Maybe the positioning be good enough. Maybe there's always in room for growth. Or just maybe it's not the right freaking time.
[00:16:56] And so you'll come to your own conclusion yourself and then go, all right, I'm ready to rock and roll. Or you won't. Either way, we both will be fine. Either way, it'll be fine. And so I think surrender my point, which I'll try to wrap up here, is that the more that you try to force things to happen, you could win sometimes. And arguably, depending on how good you are, you could win all the. However, in the long run, you're gonna miss out on a lot of cool shit. You're gonna miss out on areas to improve. You're gonna miss out on, on ways to do things. Like now, because I surrender and I let my team do a lot of the work. I let my team showcase their expertise and do what they do best.
[00:17:34] And I have relinquished control. We're going, we're going growing faster. Cause I don't have to worry about any of that crap anymore. I get to focus more on what I enjoy doing, which is talking to people, doing podcasts like this, you know, I get to, you know you know, do more calls. Like there's more things I get to do that I enjoy anyway, that helps grow the business and then stick to their zone of genius.
[00:17:53] And I don't have to control everything. Now. Am I perfect at that, Gabe? Fuck. No, I'm al I'm, you know, I'm, I'm still learning. Like, there's still stuff that I, I, my team, this is why it's important to have a good team and is that my team often tells me like, Raylen, like, chill the, chill the fuck out. Like, you gotta let go of this.
[00:18:07] And I'm like, yep, all right. You're right. My bad. You're right. I'll let you do it.
[00:18:12] Well, that's one of the benefits of the, I mean, and that's something that's a benefit of having the team, and that's something I've, I run into a lot when I'm talking to people who are either freelancers or solopreneurs, and they're in that like tr trying to eek into that entrepreneur space. And shift out of doing everything is that surrender, you know, the surrender and the detachment.
[00:18:32] Detachment is, man, what a huge life lesson. The control, surrender detachment. Those were some of the key words I heard in what you were just sharing and, and in that story you shared about the boat. I mean, what a great, what a great right?
[00:18:50] Yeah.
[00:18:50] to have as a, as that metaphor,
[00:18:52] And I wish I, I wish I came up with that I wish I did. That's why, that's why I give my friend credit. Like he, he told me about it. But listen the cool thing is about stories is that in like two years, I'm gonna forget that he told me that. And then I'm just gonna pretend like I, I did it. Like I, like I came up.
[00:19:07] I am gonna pretend that you did it too. Yeah. I mean it's, I find that often when I'm, I'm speaking with those types of folks, like it's just, even I've had those same hurdles cuz there's this control that you want, like I'll do it better or I wanna save the money or you know, I, you know, I'll figure it out.
[00:19:28] All of these things. Meanwhile, you're, you're, you are at capacity or over, you're burnout. You can't manage all those things and you're gonna grow way slower. You're gonna get to where you want to be and it's gonna take way longer. If you even get there. I mean, sometimes people get beat down. I was talking to a friend recently, he's been going after his craft for years and he is a master.
[00:19:57] and is absolutely brilliant at his, his, his work. And he's also just like beat down. He's just been beat down by like not being seen and not being heard and not like feeling like he's getting out of this like the mud. Like he's just stuck. And in, it's the mental that that mindset game that we were talking about before we rolled.
[00:20:22] I mean there, the mindset is such a powerful thing and that's one of the things that I love that you address. Like you go right into it. I mean, you get
[00:20:35] Yeah,
[00:20:36] in with people and are up, up ahead of it. You're up in front of it.
[00:20:40] because honestly, cuz I, cuz I fucked up. So when I first started out doing this, I was all tactics. So my first success, whatever you wanna call it, success or, or first win in entrepreneurship was my consulting. So I, me, I think. Two months into me deciding I'm gonna be an entrepreneur. I got my first client and it's a $25,000 corporate client and it was a monthly reoccurring and they just recently signed up for second year.
[00:21:05] They're probably gonna sign up for a third. I would imagine they would cuz this last month we, we brought in 1.4 million for 'em all through coaching. So we're doing pretty good. So I'm, I'm pretty confident they're gonna, they're, they're gonna re-sign up with us, but . But what was abnormal about that was that when I first started with them, it was all tactics.
[00:21:23] It was all systems and I worked on improving their sales skills, et cetera. But early on, and then I was like, oh, I'll have the same success if I go online. And I started coaching people and how to sell. And I started doing that. And what I found was when you were with me, when I, in my, in my coaching, when you were with me, you were going to hit, you know, significant numbers in your, in your business, you're gonna be able to sell your ass off.
[00:21:45] But I started noticing this thing where after the program was over, cause my program at the time, I don't run anymore, but my program at the time was only a two month long program. And you would get in, get out, And you would have the skills and leave. Well, what happened was in those two months, they would be crushing it.
[00:22:00] They would be hitting numbers they never hit before. And then I would find out after the fact, like four months after that, that they would go back to what they were doing before they wouldn't be able to maintain it. And so I was like, what's wrong with me as a coach? Like why, why is it that they're not, like, why are they sucking when they're not working with me?
[00:22:18] And to me, I think that's what's important about a coach and a teacher, and there's a very big difference. So the reason why I was upset with them not sticking with that, those results. In the long run is cuz I'm, don't view myself as a teacher. A teacher gives you the information, you can take the test, you win the test, and then afterwards you don't need to hear the information anymore.
[00:22:39] And I think, and this is the sad part that I'm sure a lot of people get pissed me for, but a lot of you coaches out there aren't coaches or teachers and you just call yourself a coach and there's nothing wrong with it, it's just, you gotta know what you know, your role. So anyway, I wasn't, they weren't getting results after the program was over, after my coaching was over.
[00:22:55] And so I was mad and I was like, what the hell's going on? And here's what I realized is that I never addressed the real issue, which was their mindset. I never talked about mindset. It was all tactics. Here's how you DM somebody. Here's how you get them on the sales call. Here's how you close the sale.
[00:23:09] That was the whole program. I didn't talk about mindset. I didn't talk about the fact that most people are afraid to even succeed. I didn't talk about how do you, you know, I didn't talk about any of that shit. And so when I developed the next thing I did, which is the Elevated Coaches Academy, we went kind of the reverse.
[00:23:24] I said, look, I am definitely gonna teach tactics. I do think they're important, but I have this kind of viewpoint about coaching today, is that you don't need more fucking information. You can go on YouTube, anything. And I told you this before, like we run a Facebook group and I literally, if you ask me a question, I'll give you all the answers.
[00:23:42] I'll coach you literally for free if you go to those things. I don't give a shit because I know this for a fact. You don't need more information. You need more accountability, and you need a community, and you need mindset help. That's the things that actually make you better. And so I had this little experiment.
[00:23:56] I started at the Academy a year ago. And I said basically, what if I just focus on behavior daily behavior? I didn't, I didn't teach really tactics. There were some over. Yes, some, some things you have to know, right. That people don't and that I would teach them on for sure. But the coaching was all daily behaviors.
[00:24:15] And this is exactly what I did, by the way. If you have a company that you could literally steal this cause I stole it from somebody else. We all, there is no original ideas anymore. Okay? People like in jujitsu, this is why jujitsu is amazing. Jujitsu, we, we don't say you invented a movie, you say you discovered it because there's a really good chance somebody else came out with it in favelas of Brazil and you didn't know about 'em.
[00:24:32] You know what I mean? So that you don't invent shit, you just discover them. And so anyway this comes from, I adopted it a little bit but it comes from the book triggers. And Marshall Goldsmith has daily questions. So the book is called Triggers by, by Marshall Goldsmith. And he does daily questions.
[00:24:47] I just changed them to daily behaviors. And so what he said was he does these questions, which is like, did I do my best to do X? And then you track them over time and read the book. If you want more detail for me though, what I did was I go, let's identify the top five things. If you did every single day, that will significantly move your business.
[00:25:04] And everyone's a little bit different. There's some that are, that are, that are probably the same for everybody. But I said, let's identify if we did only five things in our business every single day. And we did them. Let's see if it grows. And so for each person in the group, I would find out what those five things were and then I literally just had the send 'em on Google form that they would answer the questions, which was that I try my best to be someone who, that's the only change that I made from Marshall Goldsmiths.
[00:25:27] His is like, how do, did I do my best to do this thing? My thing is did I do my best to be someone who would do this thing? Because if you go to, it was a daily habits. They talk about who is important, right? If you had change your identity, there's an interesting study they did where basically, long story short, somebody that was addicted to smoking cigarettes, if you ask them afterwards, they go, I'm gonna quit today.
[00:25:50] And they quit the next day. You go, Hey, do you smoke? If they said, I don't smoke, they're more likely to stick to that habit. then if they say, I don't smoke anymore, why? Because that's their identity now. I don't smoke. It's almost that they never smoked. And then now you find evidence to support that. So I blended the two things together and I came up with, you know, did I do my best to be someone who does these things?
[00:26:10] And you rate them on a scale of one to 10. And what we found was that if you score high on those 10 over and over again, your business magically gross. It's this weird thing, right? Like you just, if you stick to doing what you fuck, you say you're gonna do your business. Gross. And so that was it. I was like, that's the whole thing in the academy.
[00:26:26] Of course I did tactics, and of course we did. But I was like, that's, that's the offer. That's the real program. And literally everyone that was in the program essentially doubled then the revenue, except for this, I said pretty much everyone doubled. The people that didn't were the ones that scored one every day.
[00:26:44] And so you can, the cool thing about that is from a program, someone that designed programs, the cool thing is I can show now, and this is the real reason, Gabe, I did it. because now Gabe, if you don't have success, and he go, this program sucks. I can go look at your report for two months. You didn't do what you say you were gonna do.
[00:27:01] It's not me. It's clearly you. So now we have a report card. And by the way, if you do the 10, if you do those things right, and let's say you score 10 on all of them for, you know, for two months, and you don't grow your business, now I suck. Okay, cool. I'm willing to admit that like, I suck, I need to improve on something.
[00:27:16] But that's never happened. Why? Because I, we all know this to be a you know, true. And this is why, like, for example, you know, in the academy we have the five laws, right? And there's five laws that we, we say like if you're gonna be a part of the academy at the by, by them, the first one is be impeccable with your work.
[00:27:32] The very first law. Because it's the golden nugget to, to succeeding. They say there's no silver bullets in business. And there is though. There's only one. If you do what the fuck you're saying you're gonna do, things happen. It's a weird thing, Gabe. I don't know it, it's crazy , right? If you actually say, and it's little shit.
[00:27:47] I mean, think about it Gabe, how many people, you know, I'm gonna build, build a million dollar business? Cool. And, and you go by the way, if you wanna do this, this is exactly how you do it. You go let's just not, let's not take a million. Let's just do something easy. Like I'm gonna make 5k. That's like our limit in, in the academy.
[00:28:02] We want to make consistent 5K months. All right, cool. What are the behaviors you believe that's gonna lead you to the 5k? . And let's say it's like I'm gonna reach out to 10 new individuals I've never met before on Instagram. Cuz we believe in, what I believe is, is activity, producers activity. It doesn't mean those 10 people I'm gonna try sell.
[00:28:17] It just means I'm gonna introduce myself to 10 new people a day. And maybe I can, you know, maybe there's partnerships involved in that, who knows. But I'm gonna reach to 10 people a day. Well, if you track that over two months, once again, scale of one to 10, did you do those things, if you stick to it, it doesn't have to be perfect.
[00:28:31] But if, for the most part, if you stick to it, you watch your business grow. And what's fascinating is, and this is the best part about the daily the daily questions is that you, if your business stops growing, you can go to the reports and see exactly why because there's, there's I was talking to somebody recently that hit me up and was like, Raylen, I'm really struggling my business.
[00:28:51] And I think one of the things I've really again, it's a stupid sales move, so maybe don't do this, but what I really appreciate about what I've changed into is that if you ask me a question, I answered like, I'm not gonna try to sell you. Like if you, if I give you the answer, . And you don't a take action.
[00:29:08] I don't want you in my academy anyway, like, I don't want you in my community anyway. But if you take action on it and you do it and you do it for free, just imagine what it would be like if you got to be a part of my community every single day, right? So I don't care to sell people. So anyway, he reached out to me and goes, I made, you know, six figures last year and I'm stuck right now this year, and I'm making half that amount. And so just talking to him for 10 minutes, I go, what do you think led to the, you know, you hitting six figures last year. And he goes through it. And, and one of those things was I was out, I was doing outreach every single day and I go, are you doing that now? No, there's your answer. Now, at that point you can decide, am I willing?
[00:29:42] This is a different question, which is, am I willing to do that thing? And if you're not anymore, you gotta fi, you gotta hire somebody. And that's a whole other conversation. But this is why I think it's really important that we start with everybody that joins anything I do, whether it's like the agency, whether it's the, the academy, whatever it is.
[00:29:56] The first fucking thing I ask you is what do you. The second thing is, are you willing to do what it takes to get there? And this is the thing that you have to, you can't answer it. You gotta go and, and really ask yourself this question for yourself. Because the truth is to get to whatever number that is, right?
[00:30:15] Like million dollar, whatever the dollar amount is, you have to be someone different and your behavior has to be different. And you have to really be honest. Like, look I'll be super transparent with you brother, and then after this, I promise I'm gonna shut the hell up. But like, I'm on a roll right now,
[00:30:31] Yeah.
[00:30:32] is in order for, I have a really, really big goal.
[00:30:36] And by the way, it was $10 million. But I just upped it to a hundred million.
[00:30:41] mainly because I met with a mentor of mine and, and he, the way that he set, I said, you know, the goal's 10 million. And he was just like, why not a hundred? And I was like, I don't know why not a hundred? Anyway, so it's a whole nother thing.
[00:30:52] But one of the things I realized was was six figure railing is different than 10 million railing. And so there's some things that I'm sacrificing right now, Gabe, that most people would go, I can't believe you're doing that. Like I, I had somebody post the other day you know, Kayla, my fiance and I were outside swinging on the, we have a little swing like at the end of the night.
[00:31:11] I think it was like 10 o'clock at night. And I was on the phone with somebody for, for work and she had mentioned something that I had been working since four 30. And the amount of people that messaged me and was like, you need to break Raylen. I can't believe you're doing this. Here's. Yes, you may be right, but I, look, I don't look at life as a marathon.
[00:31:28] It's a series of sprints followed byre, extreme rest. I had a mentor told me that once it's a series of sprints followed by extreme rest. It's not a marathon. And so the reason, reason why there is some day I'm sacrificing time and, and in many different ways. Like for example, I'm sacrificing time with my son.
[00:31:46] Why? Cause I send him to daycare every day. And, and there's some days that like, you know, yes, of course I've non-negotiables. Like last night one of my favorite things we do is we do homework together. Some, by the way, my son's three and they already do homework, which is nuts. It's like drawing the lines, like, you know, it's like that kind of stuff.
[00:32:03] But still, I was like, you have home. Like, I remember when I picked him up, they're like, oh, make sure he does his homework. I'm like, he does homework . Anyway, so yes, like I do those things. But here's, here's the truth. I miss time out with my son. I could be more attentive, et c. But the reason why I'm willing to sacrifice on myself now is because I want there to be a time where he has to go to a musical or he has to do you know, play the violin or do go to a sporting event and he'll go, dad, can you go?
[00:32:29] And I go ab to fucking lubi.
[00:32:31] Yeah.
[00:32:32] If I can't do that, I'm not doing my job. So what I do now is I'm sacrificing shit. So that later on, when again, if he's like going, like, what I would love to do, cause my parents never got to do this, is like when he goes in high school and they have those like high school trips and dad we're going to Toronto, or Dad we're going here and we need parent chaperones, boom, I'm there and I could drop everything.
[00:32:52] No problem. Cause I know my team's got it. I can't have that life though if I don't sacrifice now. And again to me and everyone's in a different position, but for me, I'm like, I'd rather sacrifice time now. So that way when he gets older, he, it's like I was never not around, you know what I mean? But my point is I'm willing to do that because of what I want.
[00:33:12] Most people, what they do is they go, I want this. But then their actions dictate they want this over there. No, you're, you don't want that. You just say, you fucking do. There's a difference, right? Like, in order for me to get to where I am today, the amount of money I had to invest and to say that I wasn't scared would be a fucking lie.
[00:33:31] Gabe, the first time I had to invest like for my business, it wasn't even that much really when you think about it. But I think it was it was three grand, three grand a month.
[00:33:40] Mm-hmm.
[00:33:41] And that first swipe, I was like, because by the way, it wasn't coaching, it was like, work done for me. You know what I mean?
[00:33:47] And I was nervous as shit. I'm like, I don't listen, man. There's a lot could go wrong, but I, I knew in order for me, the, the raillan today wouldn't make that transaction, but the raillan that's making, at the time, I wasn't at six figures yet, so I was like the six figure figure. Raylen would do this all like all day. Hit this white. . Next thing you know, right? Within, I think within three months you know, three months old, was that like four months? It's called four months. I, you know, I invested like 12 k, I made like 70 K back.
[00:34:16] Right
[00:34:17] But again, I would've never done that had I been just me versus future ideal self, whatever the hell you wanna call it.
[00:34:26] anyway, that's my rant on that. I don't even know where we're, where the hell we got here. But this is the fun part of doing podcast with me. I just fucking go off.
[00:34:32] It's awesome. No, I was, I was following along. I mean, it was great. The, I was just thinking about how that really is the key is that it's about where you really, it's about asking the tough question, like getting real with yourself. Like what do I, I remember I'll share a quick story. So I was in a touring band and I got to play Red Rocks twice, which is, you know, if you are aren't familiar, It's a big deal.
[00:35:01] Bill Bird just do his special there?
[00:35:02] He did. He did. Yeah. It's, it's a big, yeah, it's a big deal. And I, you know, I've DJ'ed on the coast of Goa. I've, I've played, you know, all along the West Coast, I've deed in like some of the best clubs in the us. I realized after I went on tour, I didn't want to be on tour. I didn't want that life. I was starting my life with my partner and she and I, like, I, I was like, I want, I, at that point I realized I didn't want that life, even though I had, that was what I was, I was charging like a bull for, and I achieved was doing it and I.
[00:35:46] Raylen. I was so excited. I called my mom one day and I was like, mom, if you go to the grocery store where you live in the south, in Tennessee, and you go down the magazine aisle, if you pick up this magazine, you will see me in it. And I was so proud, and I realized after being on tour and doing all of that, I was like, I, I'm not, I don't want this.
[00:36:08] I don't want to be on the road with a bunch of stinky dudes and like, playing in these dives and like doing all this and continuing to struggle.
[00:36:16] Yeah.
[00:36:16] I'm in debt. I have no money. I'm, you know, we were total DIY band and it, I loved it, but I wasn't like Dave Grohl. I didn't want that life to then finally get to some place you, you know, and he had a awesome trajectory.
[00:36:35] We read his his book storyteller not too long ago. And it's this awesome story, even though filled with tragedy. But. He, you could hear it. He wanted that life. And he, he, he does the same thing that you're talking about. I was thinking of him. He's willing to sacrifice. He, he flew from a show overseas like 20 something hours to do his daddy daughter dance and then flew immediately after daddy daughter dance back.
[00:37:06] And then when he finally got back home from tour, his daughter forgot . You remember that Daddy daughter dance? Huh? Totally forgot about it. It was like this huge big deal to him cuz the gift for him was going and being there. Right. Like you were talking about being there when, when you're, when your kid is actually actually saying like, can you, can you be there for me, dad?
[00:37:30] And, and is actually appreciating it. And to your point, she forgot. Right. And so it, yeah, and it, you know, so it, that was what came up for me. I wanted to ask you about, You know, what was the defining moment in your life? Because I know you used to be a VP of sales. What was that defining moment for you where you transitioned into this work?
[00:37:50] Yeah. And, and this is all with a caveat, right? Is that, cause a lot of people ask me about transitioning out of nine to fives and, and how to do that. And, and I'll be really, I always tell people, don't listen to me because I didn't have a plan. So I, we, you know, I was a pretty, you know, like, again, relatively successful.
[00:38:08] Hey, can you tell, it's hard for me to say that. Like, I was good at something. I don't know. How about issue that I gotta work out apparently. Anyway, I was good at, you know, I was a good leader in sales at this company. Well, it's sold to a a, a it's sold to a like, private you know, equity firm. and most private equity firms have one major mistake, which is that they think that every business can be fixed with money. So they threw a ton of money at my company and it still did not do well. And we, long story short, we, we grew way too fast. Like it was a mom and pop, you know, location one place and blew up to like 35 locations.
[00:38:46] And when you scale that fast, there's always gonna be issues and, and, you know, it was just too much, too little or too little, too too late. It's a long story short, they ended up closing, they sold it. And then the company that bought my company, close half the locations, including the one that was at and basically was like, you know, we don't, we don't need your services anymore.
[00:39:03] Here's a little nice little service. Seven package. Cool. So I find another job, again, leading the sales teams. And same scenario. There's a guy that's running it, fucking idiot. And the company goes under right during right before the pandemic, he was already kind of going under the pandemic. Just put a nail in coffer. And so here I am now I'm without a job. I'm like, the hell am I gonna do? And I had been thinking about for a long time of being an entrepreneur. Like I know sales, I know how to lead teams. Again. Like I, at one point I had like 220 employees. I know I learned a lot from my corporate job because again, like the fact that we scaled fast, like I knew, I was always asking the c e o questions about like, how did this happen?
[00:39:47] Why did this happen? And all those things. I didn't know what I was doing, which was I was preparing to do my own thing. And and I had some people fortunately, that reached out to me and was like, Hey, like if you're ever a consultant, like, let me know. And so I had this decision to make right, which was I don't even remember the moment I was in the kitchen in my house.
[00:40:06] I was Looking down at my son and, and I remember thinking to myself like, I, I could get another job. And I was offered a job that was gonna be making like really, really good money and for me anywhere at the time. And and I remember thinking to myself like, I can't. I don't want to have to look at my son when he gets older and said and say like, I was too chicken shit to try. And you know, I'm thinking to myself, I'm like, I'm still relatively young. If this just doesn't go well, I'll figure it out. Like, luckily for me, and this is the fortunate thing that I have that maybe some people don't, is that I grew up poor. Like we were evicted out of our houses. I was like, I know how to be poor
[00:40:43] Like, I do it. Well yeah, wear it. Well I know how to do it, so I'll figure it out. So anyway the main, the main driver for me was like, you know, at the time my son was like couple months old. And again, I remember thinking to myself like, I don't want to have to tell my son one day when he goes, I'm gonna try this, but I'm scared.
[00:40:59] I don't think I'm gonna do it. I wanna be able to go like, yeah, do it. And him not be able to look back at me and go, well you never fucking took a risk. You know what I mean? And so I was like, fuck, let's do it. So I, that pivotal point for me, honestly was realizing that if I'm gonna fail, I'd rather fail cuz I failed versus fail because, , a private equity firm, fuck something up, or, because a c e O doesn't know what he is doing or because of this, that, like, all of those things were excuses.
[00:41:27] They were like, it was all because of someone else. And I said, I want to, I wanna take responsibility for my own fucking life. Like, it's not those companies that put me here. Like, I, I need to, I wanna do something. So I did it. And here's the unsexy truth about it is that I was broke for a while, , like, for a long while.
[00:41:45] Right? Like, there's a point, Gabe, that like my, I went into my relationship with my fiance where I'm making six figures. Like I'm taking care of everything, you know, and I'm, I'm spending money on us to where, and we were, you know, boyfriend, girlfriend, and then to where she's footing the bill for shit.
[00:42:05] Talk about ego death.
[00:42:06] I had never experienced, I never had a female take care of me before. And so that was hard. and, but it, I just kept reminding myself and granted, I, again, I'm super fortunate that there was times where even if I wanted to quit, she was like, no, like that's not an option. Figure it out. And so, you know, years later, like we were, she was able to quit her job and, and now she helps me run this and, and now we're good.
[00:42:32] But again, the unsexy truth is there's a lot of, I had some ups and downs. Like again, I said earlier like, I had a client that was paying me 25 grand. But again, the unsexy truth that nobody tells you is that I had landed that big client and then there was about three months that I had to make any money.
[00:42:46] Cause I was still figuring things out and I didn't know what I was doing. And then there was a month where I made like 15 grand and I was like, damn, I'm hot, let's go. And then two months of nothing cuz I didn't know what the fuck I was doing. So there's, you know, again, the pitiable point, I think more than anything for me was accepting the fact that no matter what, I'm not gonna quit.
[00:43:05] Like it's actually Alex Ram Mosi says it, and I'm so mad at sometimes that Alex Tramo because like he says things like right when I'm about to say something, and then I'm like, damn, now I gotta quote this dude cuz he hit, he did it first, but he, he said it, he articulates it better than I could, which is you can never lose if you decide not to quit. Like you, it's impossible for you to lose if you just say, I'm not quitting because the the, you have forever to make it work. And so I kind of made a decision that I'm not quitting. Like I don't care how long I gotta go broke. I don't know, you know, how much debt I gotta collect. I gotta know. I, I'm willing to go for it.
[00:43:42] So again, don't listen to me. If you're in a nine to five trying to make an easy way out, don't do it. But I, I will say that there are people that I talk to that are like, you should go when you feel comfortable and you should transition out when you have this amount of money. And I think that's good and well.
[00:43:57] But the amount of people I meet that could have transitioned three years ar earlier, there's something about comfort that I don't understand and I don't get. And it's like, and maybe because I've never been truly comfortable, which again, maybe it's like something I gotta talk to my therapist about, but like, But like for me, it's like if you have the comfortability of like a warm, cozy bed and a nice, you know, salary that you can always depend on why the, you're not gonna wake up when you, when you need to.
[00:44:25] You're not gonna, you're not gonna put in that extra sweat equity. You're not gonna, cuz again, you can eat. I had, there was times dude, that I had to fucking make money,
[00:44:34] Right,
[00:44:35] right? Like I had a mortgage to pay for. Cuz here's the other fun fact, right? Like, I went from making six figures of my job to nothing.
[00:44:42] right.
[00:44:44] But again, you know, I had to make it work.
[00:44:46] So that's the only part that, like, again, I wouldn't listen to me if you're in an, and I don't take any of my fucking advice, but honestly if I, if somebody, cuz somebody asked me to, like, would you do it differently? Would you take another job? And then, phase out of it. No, I wouldn't do anything differently.
[00:45:00] I would, I would struggle
[00:45:02] yeah. I, I was gonna say similarly, I, I've found that to me, it's, it's a, it's, it, it, it can be and it is oftentimes, at least, at times such a difficult choice to make. And it's absolutely one of the most fulfilling fucking things I've ever chosen to do was to go off on my own, like yourself and to captain my own ship and to choose my own destiny and to like figure it out.
[00:45:35] Because there's like the figuring it out in life and then there's this figuring it out on a whole different level as a business owner and not having that safety and having to like that accountability, that ownership you were talking about earlier, right? Like what you're responsible for, your choices.
[00:45:55] in life and in your business, and your business affects your life, those choices. And so when you do have to go after it, you do have to, you know, achieve, you do have to like sort out what you don't and do and don't know what works for you. All of those aspects, to me, that was such a wonderful, and at times just nerve-wracking choice.
[00:46:23] But man, is it so fulfilling to like, know that you're in con, like you have the control of what you can control and you're not under this other person's or dream or thumb or their control.
[00:46:40] Yeah, and I think the it, you said something around the line of choice, and that's what I want more in my life. I want choices. So I was poor for a minute, but at least this time it was my choice. When I was a kid, I wasn't my choice to be poor. It just happened. But now on the pursuit to entrepreneurship, I get to choose to do it, and at least I still have freedom.
[00:47:01] Like I even remember when I called I had a buddy of mine who was actually gonna offer me the job that I mentioned that like I was gonna get and I turned down for, for entrepreneurship. And I remember telling him like, I know this sounds fucking stupid, dude. . But like, I gotta say, no. And here's why.
[00:47:16] I, I don't have any leads. I don't know what the hell I'm gonna do, but I gotta say no. And I remember he told me, he goes, Raylen, the cool thing is this. He's like, I'm, he was, he's like, I'm too old to, to do it now. Like I have to take this comfort, you know, cuz it's like, I got kids and it's too old for it's too late for me kind of thing, which is a crock of shit, but whatever.
[00:47:34] And but he, he goes, the cool thing is you could make for the same salary you're gonna make here, even if you were only making $75,000 in your own thing, it's the equivalent. Like, because the freedom, like the freedom of choice of clients. The freedom of, choice of, and so I remember him saying that and going like, that's so true.
[00:47:53] Cuz even when I was making, like when I, you know, I was thinking, I was like you know, if you were to equate to a monthly, like on average, I think it was like 50 grand. Let's say I was making a 50 grand salary when I first started out. That's like third, a third of what I would've been making at this company.
[00:48:09] I felt more free and more happy than I ever had. , even though like, again, like I was broke, I still had debt to pay and all this stuff. Like, I was like, at least it's my shit. And the cool thing about entrepreneurship honestly, is that like, you know Kayla and I are looking at building a house here in the next like year or so.
[00:48:26] And the cool thing is there's a house that we want to build that is gonna cost us like a million dollars. And so we looked at it and go, could we afford it right now? No, we couldn't. But here's a cool thing. We can change the way we do things in entrepreneurship. We can change the, the way we do things in business, do whatever.
[00:48:41] And, and in three months be able to do that.
[00:48:44] That's a cool thing. Versus like, if you work for a company, your salary is a salary, your life is set. And there's a time where I was I was a when I was wrestling in high school at a phenomenal coach named coach Smith, and he was the first millionaire I ever met.
[00:48:56] He had a, a business he created that was, you know, seven figure business. And he had this great conversation with me that when I went to college, I went to college, I went to SCH school to be a teacher. and I guess to some people would make sense cuz I'm, I'm very much like about information and making sure you like, hold onto it.
[00:49:16] But before that he, he told me, he goes why do you wanna be a teacher? And I kind of told him some bullshit and he goes, what do you want? This is actually what my whole like, golden question of what do you want comes from? And he said, what do you want? I told him, I was like, I wanna live here. I want this kind of car, I want this kind of life.
[00:49:30] He goes, he goes, that's a half a million dollar a year lifestyle. And I go, yeah, and obviously not getting it. He goes, how much do teachers make? I'm like, I don't have 40 grand a year. Again, still not getting it. And he's just like, he's like, look man, everyone does this thing where they go to school, they'll get a job and in that job gives them a salary and now their entire life, what they could do, what they can't do, what they can afford, what they can't afford, the trips that may, everything is predicated now on that salary.
[00:49:59] And you didn't choose that salary. Versus starting with what you want. Why don't you start with the lifestyle you wanna live? Why don't you start there and then just go find the thing that you enjoy, which then brings me back to the conversation you had, you and I had before. We're recording, which that's why I start with what you want, because we can monetize anything.
[00:50:17] You can make money doing anything li like literally anything. I know somebody legitimately, this is not a made up story that makes seven figures picking up dog shit. Okay? He has a dog poop cleanup service
[00:50:30] guy crushes it. Anything you want to do, you can make money doing anything. There's somebody that I know of that teaches an arts and craft and arts and crafts.
[00:50:39] What is it? Knitting, knitting course online.
[00:50:42] Oh yeah.
[00:50:43] Six figure launches. Any, literally anything you like to do, you can make money. That's not the important part. That's not the hard part. The hard part is what are you finding out what you wanna do? And so usually my answer for that honestly is, is, is do something for free for a while, like I figured out.
[00:50:59] What I want her to do because like the Academy for example, I don't need to do the academy, nor do I make a whole bunch of money doing it, to be honest with you. I don't like our, our, our academy is 300 bucks a month. Like, good luck finding another coaching program that's $300 a month. Why do I do it then?
[00:51:16] I fucking love it, man. There's something beautiful about somebody coming in and going, man, I'm struggling to scale and we're struggling to, to have consistent months. And I get to, I don't have to, but I get to help people build stuff. Cause I, if I, here's the thing, it's a also, it's, it's a sanity thing for me.
[00:51:31] I ha I'm always, I have to b always be building something or I get crazy. And so it's also selfishly for me and helps me, you know, be creative in that way. But so, so why do I do it again? It's cause I want to, I want to do it literally. Like there's people that I know that are like railing. Why do you spend time?
[00:51:48] Because what's interesting, super fascinating. I make significantly less money running the academy than I do anything else in my business. But the academy takes me more time, way more time. And so again, it comes back to, well, why do you do it? Cause I fucking love it. It fuels me. Right? Those group coaching calls that we do, they're so much fun.
[00:52:06] Like I I, we do a Monday a Monday intentions call, where literally it's just like, what are you gonna do? It's going back to the daily behaviors, right? But like, what are you gonna do this week? What's your non-negotiables? Who, what support do you need from the group? Meaning like, if you're like, Hey, I gotta get X, y, and Z done, I would assign you to somebody else that would make sure you did it and then would review what you did and so on and so forth.
[00:52:25] Mm.
[00:52:25] accountability. But I, so, but it, so it takes me time to do that stuff. I fucking love doing it cuz it helps me be creative in other ways. Right? But, so anyway, I came up with that program because I wanted to do it and then later on you just figure out to monetize it.
[00:52:43] Well, I wanna ask you, thank you for sharing all that. It's a lot to process. I mean, it is a lot to process. We have so many great stories and so much to say. I, I was, I was actually wanting to, to kind of shift gears a little bit to the people that you help, what's like the most important thing that they, that you think that someone listening to this should take away today when they finish this listening to this interview?
[00:53:11] What should they take away? Like, what's the very first thing that they should go out and do?
[00:53:16] Yeah, so I think it's, we've been talking about it a lot today was figuring out what you want. So there's a really cool thing you could do, which is like, write down exactly what you want and don't do. I would recommend not doing a vision board because they say the picture speaks a thousand words.
[00:53:33] And that's kind of the problem is that to everybody else, like it look like no one knows what you want. And I think it's important to tell people what you want. So I would write down, what is that you? , you can bullet point it, whatever the next thing. And this is the hard part. That's the part that literally no one, I'm telling you, not one of your listeners is gonna do it.
[00:53:50] That's a challenge. Which is now for the next week, write down everything you do. Write down every action you do, right? And whether that's like time blocks or, or whatever. How much time did you watch tv? How many books did you read? How many pages did you read? How many pages you didn't read? Like write down all of that.
[00:54:05] Did you work out? Like write down your daily, like all of your behaviors. And what you're gonna notice is that those two things are not aligned. What you want and what you do every day is not aligned. You know, a a good example is, is even I'll take, I'll take myself, right? Cuz it's easy for people that listen to this and go like, I'll either A he's got it together, or, or b like he's prideful of shit.
[00:54:30] I have issues too. Okay? Here's my issue is that I know it's important for me to do things that are not work related.
[00:54:36] Mm-hmm.
[00:54:37] And so one of the things I had a, had a coming to Jesus kind of moment is that I hadn't been back to jujitsu in months because I had a goal. I said, I'm gonna have this business get to this amount of money, and when it hits it, I'm gonna go back to Ju Jujitsu.
[00:54:49] Well, that number came in with, and I was still, and I had this reali realization that I don't leave my house. Like I, I, I'm not getting any outside experiences. And And, so I had to, I kept saying the importance to people that I coach, the importance of leisure, not relaxation. I think, you know, the idea of sitting in front of, you know, a TV and, and numbing out.
[00:55:14] Although it's important some days maybe,
[00:55:16] Right
[00:55:17] but like, you need more leisure than you need relaxation. If you need to relax, just fucking go to sleep. But anyway, I kept telling, you know, clients this, but then I looked at my own life and realized that I'm not doing that. So I had to do the same thing, which is, what do I want?
[00:55:31] Well, I want more leisure in my life. I know it's important. And then I looked at my daily behaviors and none of my daily behaviors gave me that leisure. And so I called up my, my old coach and said, Hey, I'll be back on Saturday. Like, I'll see you in class. Just so that way I had some accountability. Now, like, and by the way, my coach is like hardcore, you know old school m m a fighter, like, you know, Irish, like, you know, so if I don't show up, he is gonna call me and be like, where the fuck were you?
[00:56:00] So anyway, it, it's, it's doing that, it's making a list of what do you actually want this year? What are you, you know, and then also too, what are your be daily behaviors? And if they're not aligned, it's not the end of the world. If they're not aligned, you just gotta pick a few behaviors that you're gonna change and, and stick to them.
[00:56:14] And, and by the way, this is, maybe we'll go like, be a little controversial, but I don't also, don't give a shit how you feel about it. You know, one of those things for me, for example, is read, write, lift. It's my daily thing. If I read. . If I write every single day and then I work out, I don't have to lift. It just sounds better when you say read, write, lift, and not read, write, workout.
[00:56:34] So read, write, lift. so if I don't do those three things, I'm a miserable human being. I'm not very good person. You know, I get grumpy, I get, you know, whatever. And also I run out of ideas to talk about if I don't read or write. And also I think that it's important as a creative to read. So you have input, but then also write so that way you have the access that it's not really important you can get out.
[00:56:55] So anyway, read, write, lift. That's my non-negotiable. It doesn't matter if I fucking feel like doing it. I have to do it cuz it's a sacrifice. Today, right now it'll be a sacrifice, but I know when it's done I'll feel better. Like, think about it, when's the last time you've ever not learned a workout and you worked out and you were mad about it?
[00:57:13] Never.
[00:57:13] Never.
[00:57:14] Never. There's never a time ever after you work out. I go, man, I wish I didn't do that. Fuck. No. And by the way, and, and people mishear me cuz I, you know, I'm relatively God, that sounds bad. I'm relatively. Active, I'm fit or whatever. I don't know how to fucking word it. And so people are like, oh, it's easy for you.
[00:57:30] Guess what? You can go for a walk. Me and my fiance every morning will go for a nice little walk that counts.
[00:57:36] Mm-hmm.
[00:57:36] your damn body. And I'm gonna stop there cuz I'm gonna go on a huge rant about
[00:57:43] Movement.
[00:57:44] move. Don't even get me started, bro. I
[00:57:46] I love it. . Well, I, cuz yeah, I, that's one of the things I actually love about my health and fitness coach, David Martin. He's in he actually trains Mui Thai. He's in, he lives in Bangkok. And I, that's one of the things I love about him is that we have this, we have like a, a regular check-in.
[00:58:07] He keeps me accountable. You know, he keeps me inspired and vice versa. We talk about mind game stuff, like mental mindset aspects as well as like the fit, like the health, the food protocols as well as like the workouts and the program that we're doing. Goals, all that stuff. And one of the biggest things that I've gotten from this practice and this work is it's just about doing the fucking work, man, like you just said, it's just, it's just.
[00:58:36] What are the non-negotiables? What is it I really want? Do I, do I want to look better? Do I want to feel better? Do I wanna be healthy? You know, do I want to, you know, , do I wanna look good naked? I mean, whatever it is, right? And you know, do I wanna look good for my partner and myself, most of all? But to your point, I have never regretted when I put my shit down, I step away from the computer or my, my journal, whatever, and go outside, get my mat down, get the weights out, get to work, and about 20 minutes, I'm going, oh, thank God,
[00:59:17] Mm-hmm.
[00:59:18] out of my fucking head.
[00:59:20] I'm in my body. I'm feeling better, I'm breathing. My mind can freely think again. I'm not stuck in like, what's the next thing I've gotta achieve? And I've, I'm like, mentally I'm in a better mood. . And when I'm done I'm like, oh dude, yeah, I'm gonna go have like a kick ass meal. I'm gonna go get cleaned up, you know, I'm gonna go give a kiss to my wife and cuz she works from home as well and you know, have a moment, you know, give us a little moment or we're gonna go for a walk later, right?
[00:59:49] Like you said, go for a little walk and it's like, it's so interesting how we block that from
[00:59:55] Yeah.
[00:59:56] but it's literally what we want.
[00:59:58] Also, look, there's the other, there's the other thing too of, of, of su sub-discipline. You can't master business. You can't master relationship. You can't master anything if you don't know how to master yourself. And if you can't do that, and this is why, again, like whatever. So I'm trying to choose my words wisely so I get canceled.
[01:00:19] Like. I'll just fucking say it. So here, here, here's the problem that I have with people online today. I'm i'll tr fuck it. Like if you are sloppy in, in your appearance, if you're sloppy in the way you behave, if you're, if your office is always a fucking mess and all these things, right? Why in the hell should anyone listen to you?
[01:00:39] Like, here's the thing about hiring a coach is that you hire a coach not for their information. You hire a coach with their lifestyle and all those things are incredibly important. Like I find there are people, which is crazy to me, that get off and that, that think of it's a badge honor that they don't read books, they don't work out like they think it's a, it's a good thing.
[01:01:01] Like, no, you're just not disciplined. And the fact that people, and listen, I'll power to 'em still cause they make their money like good. But I know of people in the industry that are just sloppy in their l the way that they live their life. And, and not even too physically, I mean like emotionally, spiritually, I mean, with their, you know, significant others.
[01:01:19] They're pieces of shit. They're not good parents. Like, and, but yet, and still they're like, oh, you should listen to me. You can have all the best information in the world. And yes, they could be ma making you money. And that is important. But also it's like, you gotta look at the whole package. Like, how are you living your life?
[01:01:34] Because what happens is, whether you know it or not, you start to live like that person. Like, you know, again, there's people that, and I, I think this is why I'm, I'm relatively proud of what we, we created at, at Elevated because the skill set of the individuals more important than how much money they make to me.
[01:01:54] Because again, you can monetize anything. And so there's people that I bring into the academy that, yeah, maybe they don't make. and they'll come and speak at like our, our workshops and stuff that maybe they're not billionaires or whatever the fuck ever, but they're really, really good at what they do. I'm gonna give them a voice.
[01:02:09] And the reason why is because I know the money will come. What's more important is the discipline. Like I get excited, they're, oh, we have a YouTube video that just posted my boy Connor, who does all my YouTube videos and stuff I shared it with my group, not because of the content in there. I go, I am so proud of this video because I started working with Connor over a year ago, and anybody that works with me in terms of my business also does work for me.
[01:02:34] And, and what their, their clients to me, they're like, my job is if you work for me, my job is to coach you. And I go the skill level of this man has. So like, if you go back and watch one of our first videos on my YouTube channel, and you look at the thumbnail and you watch the video and then go to the one we just posted last night, you can see the evolution of a skillset.
[01:02:54] That's what gets me fucking pumped. I'm like, yes, but it's because he's fucking disciplined. and improving himself, not just the skill level, but like the guy works out and, and you know, he's really, really him and his his significant other work together now, and he's really big on making sure that they actually go and take a trip and, you know, he's working on every aspect of his life.
[01:03:14] He's improving. That's who you go and follow. That's who you go and hire or, or work with and not the fucking sloppy fuck that. Like, yeah, I'm, I'm a seven figure owner, but here's the problem. My relationship is shit. You know, whatever. Like, look, again, I'm all about people making their money for sure. But there is a, there is a perfectly, it is perfectly possible for you to make a shit ton of money and have a great life.
[01:03:36] Yep. That, yep.
[01:03:38] for you to have both.
[01:03:40] Yep.
[01:03:40] there's no trade off. You don't have to. Right.
[01:03:44] Well, and I, that's
[01:03:45] on sloppy people.
[01:03:46] well, I, I mean, I, I feel you, bro. I mean that I was in that place. I remember being in that mental place of being just, I, I remember when I was a corporate creative and was just getting worked, but I was totally devout to the mission and who we were serving and the work and all that stuff.
[01:04:08] But I was miserable. And I've been in that place, even in my own business where I was like doing, well, six figures we were getting into, I mean, working with national retail brands, like doing all this great work. The lights are on doing smooth, you know, like things are moving along pretty well oiled machine and.
[01:04:33] Not being in a good place, like either physically or mentally or, you know, and it's like, and then you start to go, what do I really want? What do I, I mean that's, we, we keep coming back to it. I mean, that's obviously like the, the message of this episode, but it's like, really, it's interesting. I ask so many people that when I'm coaching, they don't know, they haven't Raylen.
[01:04:55] They like it. And I know, I know you see this too. They don't want to ask, they don't want to actually sit down, like you were saying, they don't wanna sit down and do that work. They don't want to answer it. They want to be distracted by the feed or Netflix, or you know, their work. Eva, excuse me. Even though they're scrounging for, you know, shrapnel, they're not actually, you know, making what they really want to make to live the le to have that like freedom to, to have that ability to go to your son's.
[01:05:30] insert whatever event, right? Like to travel with them or to, to be a chaperone to any of those things, and to actually fulfill that. It's like, it's like this thing that you're like, oh yeah, I, I'll, I'll hear it this way. Oh, man, absolutely. Yeah, that's, that's really what I want. Is it? Yeah. Yeah. That's like really what I want.
[01:05:53] Why don't you give yourself that, ah, I can't have that.
[01:05:57] Yeah.
[01:05:58] Well, not with that attitude. I, I mean, I, I often will say that because it's really true. Like, it, it not with that attitude, right? Like, if, if you don't see yourself as this is what I want, like I'm gonna sit down and write, I, I remember having this same block.
[01:06:13] I couldn't, I didn't know what I wanted. I was. , what do I want? You know, and I was listening to your story and like it's inspiring to hear that, right? To like understand and to have you had, I wanted to come back to that your teacher, right? That, that asked your coach, that, that asked you that question, right?
[01:06:31] Like, what lifestyle do you want? What a wonderful blessing to get at that time in your life to plant that seed. I did not have that. I didn't have a lot either growing up and that kind of kept me in this place of feeling like I have to bu my dad busted his ass his entire life to like have a decent life, right?
[01:06:55] And that was what I saw. I thought that's what I had to do was to like bust my ass to have a decent life. Meanwhile, fast forward all these years and you go, mm, no, that's not, that's, that's been the lie that we've been fed for generations. that you've gotta kill yourself. You're never home. You're always working just to feed your fam.
[01:07:21] You know, you gotta sacrifice for the family and you don't also get to ever have that reward, right? You get to retirement, then you're all, that knee injury from the refrigerator ends up evolving into something where you can't actually go to that trip, right? You can't actually be that chaperone because it's, when you finally have that opportunity, your pensions finally hit, or your retirement finally comes to fruition and you can't actually e e enjoy that.
[01:07:50] So, man, Hmm. lot
[01:07:52] why it's, I, listen, this is what, and then also too, like, I'll, I'll, I'll wrap on this cuz I, I, I do gotta, I gotta, I do gotta take off.
[01:07:59] Um, but that's why I, I'm a big proponent of, I used to say like, no, it's up to you. Like it, you can look at life like a marathon or a series of sprints. But here's why I say a series of sprints makes more sense, is that, yes, there are times where I'm grinding, and again, I have the late nights and I have the whatever.
[01:08:20] But the way that I have built my life is that Kayla and I we're gonna fucking grind. There's, we're gonna lose sleep, we're gonna do all these things for a month, maybe two, and then we take a nice. for like, you know, four days. Nothing crazy. Like I, I personally don't really enjoy taking like long weeks, like worth of vacation cuz I get bored and I'm like, I like, I like working.
[01:08:41] Okay. But, you know, a three day trip, like we just took to Sedona, where I don't have really good cell phone service. I can't be in my phone the whole time and we can go to the pool and I can read and like, I remember there's something that I, I end up posting while I was there, but it was because it was so fucking silent.
[01:08:57] Like all you can hear is just the bugs. And I'm like, ah, this is, anyway, so, so I sprint. But the cool thing is if you're in a marathon, and this is why this analogy is stupid, life is a marathon, okay? That means you're always moving. Like, that means, and when you're running a marathon, you don't stop. You literally just keep going.
[01:09:16] But when you're sprinting and you have that extreme relaxation, the moment you're done sprinting, that's your evaluation time. So I always do these huge pushes. Like right now, Gabe, we are busy. Like I, we are building a bunch of stuff for clients. I'm doing our first ever in-person event where it's a live workshop.
[01:09:35] There's really big stuff that we're doing. It's a lot of shit, dude. And it's a lot, it's stressful as hell. But literally when that launch is November, I'm taking December off, so we're doing that in November and then December, my plan is literally to as to assess, okay, how did it go? You know were people happy?
[01:09:55] Was it exciting? Should we do it again next quarter? Because if it goes well, I wanna do it every single quarter. Like, and then, but that moment of stopping, we sprint and then we stop. That's where assessment happens. Do I wanna do it again? Do I wanna do this again?
[01:10:09] Mm,
[01:10:10] worked? What did I like?
[01:10:12] then you sprint again, like the whole marathon thing is so fucking stupid, in my opinion.
[01:10:18] Well, especially when you explain it that way, when you, when there's like a reference between the two, right. When you think about what is a marathon, because it's easy to say that metaphor and to think, oh wow, yeah. When you say sprint versus marathon, that sounds great, but when you actually add in the, extreme re relax.
[01:10:39] Like you run the sprint and then you reflect, you pause, you relax, you're done. Like you did it, okay, you crushed it. Now you're gonna pause and you're gonna reflect and like, do I wanna run that sprint again? Do I wanna run a different sprint? Do I wanna do something different? How do I wanna change my tack
[01:10:57] Yeah. And it's giving your all, it's giving your all, like if you set your mind to something, this is why I see entrepreneurs fail all the time, is that they will half-ass something and doesn't get the result that they expected, and then they quit. Versus give your all for a set period of time, a quarter, a month, whatever the thing is, a week.
[01:11:18] I don't even give a shit a day. Give it your all and then stop and go, all right, how did it, how'd that go? Like, how did I like it? Did you know? Do I wanna keep doing this? So on and so forth. Again, the whole marathon thing is you're just going aimlessly to wear, like, and then what if you don't like it? You can't just stop the race.
[01:11:33] Like, no, keep going. And it's just life in general. Like, listen, we sprint in our days and we go the fuck to bed, right? You, you do this anyway every single day. And to me, when people go to this marathon route, it's a, it's an added, it's a excuse as to why you can half-ass shit.
[01:11:52] totally.
[01:11:53] Oh, I'm running a marathon.
[01:11:55] I'm, I'm, you hear the shit of time. I'm like, dude, you need to fucking DM this many people. You need to go, oh, I'm running a marathon railing. I'm not sprinting. Okay, cool bet. But also while you're wasting your fucking time, , you're just giving me an excuse as to why you want to take it easy, which again, this is the other caveat to everything I said in this podcast today, is that it is also okay, as long as you know this is actually what you want, it's perfectly okay to just say, I want the average of everything. Like I respect, somebody goes, Raylen, I don't want what you want Raylen. I don't want to make X amount of money. I literally just want to work at a job that I don't give a fuck about so I can leave and do whatever. There's a person that I know, I won't name him obviously by name, but he's so smart. I'm like, dude, well you could do this, you could do that.
[01:12:40] And he goes, dude, I love living for the weekend. I love it. I love that. I can go to work, I can turn it off. And then I literally just, I live for the weekend and it sounds bad, but he's genuinely ha, it's actually what he wants. And you could tell like that he's, it's not a cop out, it's he go, that's what he.
[01:12:59] I, I, would rather you tell me that than to tell me, no, I wanna make X amount of money. But then your, your lifestyle, the way you live is, is, is like, you know, again, you don't want, you don't want it. You know what I mean? But anyway,
[01:13:11] Hmm. Love it. Where can people find you,
[01:13:16] I'm everywhere, man. I think, you know, the best thing, like we, I think, like I was telling you earlier, at the best bet honestly, is to join our Facebook community. I, I'm really excited about it because again, we give tons of free information there. It's really about the, the people that are in my, you know, in our academy, I should say give back, I guess is the best way to word it.
[01:13:36] Like, there's some people, look, I'm honest in that there are some people that a, or are afraid to invest in themselves. And that's kind of for you in that community, cuz it's like you, there's no, it's free. Like, I'm gonna give you the information free anyway, just come and join it. And then when you're ready, yeah, you could pay to be in the academy.
[01:13:52] But the cool thing is, the way that I look at the, our Academy, by the way, is like, it's like the gym. You can go to LA finish for 30 bucks a month. and work out and get in really good shape. You can get in even better shape and pr arguably faster if you got a personal trainer, but you don't need one. And that's kinda the way I look at what, what we do.
[01:14:07] But anyway, I think the best bet is to join our Facebook community. You can look it up. It's elevated coaches community over on Facebook. You can find me literally everywhere online. But that's the best bet cuz that the cool thing is again, we're there every single morning doing these social audio rooms that are starting tomorrow.
[01:14:24] And so if you have questions, I think the best thing honestly, dude, is like you mentioned something earlier about like some advice. Don't be afraid to ask for help. Like if you have a question, just ask somebody. The worst case scenario, maybe you get pitched, but like if you ask anybody in our, in our community, for example, Hey, how would you do this?
[01:14:43] I can almost guarantee you they won't sell you. They're just gonna give you the information.
[01:14:46] Mm.
[01:14:47] to be honest with you, if you're, if you are an information based company, you're gonna, you're going up against YouTube, you know what I mean? Like, anyway. I know they didn't, maybe that didn't answer your question, but go to the Facebook group.
[01:15:00] It's a great,
[01:15:01] No, it's, it's great. I mean, you talked about Elevated Coaches Academy, you talked about the Facebook group. You've got the workshop coming up in November.
[01:15:08] Ooh, Gabe. I'm so excited for that, man.
[01:15:11] Oh my God.
[01:15:12] I made a note of it.
[01:15:13] Yes. We're gonna one, because the the thing will be out, we'll officially announce it here in the next couple weeks. But I'm gonna go on a rant and then I swear to God we're done. Gabe is, is, I looked at the events today, and I'm just being really honest with you in that most of the time those events, they're, they're, if you use them right, it could be really good for networking.
[01:15:33] But honestly, most of these people buying these fucking event tickets are just to look like an entrepreneur. It like, that's it. . Again, some of these events are really good for networking and partnerships, et cetera, but like the people that are buying the tickets, they need help. And so I said, well, the other part of it too is like a lot of coaching programs are like 12 grand and they take you six months or longer.
[01:15:53] And I'm like, okay, but what if I can, here's the lie that nobody wants to tell you, is that I could help you create a, a really good program, a really good offer in two days and help you sell it. And so I go, all right, let's just take what normally our coaching program would be, which is like, it takes six months and I used to sell it for like 1200 bucks a month, and now I'm just like, what if I could do it in two days?
[01:16:15] What if literally I can just condense all of it down? and we're gonna work our fucking ass off. That's why it's called a workshop, not an event. It's a workshop cuz we're going and doing work. All of our speakers gonna do 20 minute sections and then you're gonna sit there and we're gonna do the work together.
[01:16:27] If you have questions, you're gonna go and get up outta the chair and go ask the coach a question. And then you're gonna, and then we also have a videographer, a photographer there. And we literally are going to not only design content that sells while we're there, but I'm gonna record it for you.
[01:16:42] I'm gonna edit it for you and you're, we're gonna do it all while you're there. And it's two days of just work. And the reason why is cuz again, I'm trying to promote this idea that you don't need, not everything needs to take forever. You don't need more information. If I locked you in a room, Gabe, for two days, could you imagine what you could do for your business?
[01:17:01] Yep.
[01:17:01] is, you know, we don't know deep work anymore. It's like, and, and here's the thing, and this is a huge risk on my end cuz I'm betting on the fact that there's people out there that wanna sit down and do the work and don't wanna look like it. , but it's a bit of a risk because at the end of the day, like I'm, my selling proposition is, no, you're gonna work your ass off for two days for your business,
[01:17:19] That's why I sell, that's the sell. It's like, for two days I'm gonna, you're gonna be fucking tired.
[01:17:24] right. and it's when you think about, like to your point, it's like when you think about when you don't do that deep work, how long you're extending the place that you're in, it's, dude, it's awesome. I love it because I love workshops, I love like proper workshops where you actually get down and dirty and you do some shit and you're not like waiting to just like listen, because it cause a lot of those things, right?
[01:17:50] They say it's a workshop, but you go, you get like a, a PDF and somebody talks and you listen, it's input. You, you're like listening to their inspired speech and you're getting all lit up about what they're talking about and you're like, yeah, they're, they're an expert. They're sharing their thing and this is how you do it.
[01:18:07] And you have your little workbook and then you go and you grab lunch, you meet people, network, you get back, you listen to more people and, and they, there might be home. , but you're generally not leaving with like deep fucking work that's been achieved where you like
[01:18:24] Yeah.
[01:18:24] something with you and you're like, okay, let's go out here and kick some ass.
[01:18:28] So I want you to, I don't want you to leave this event, this workshop with a, a bigger to-do list than you walked in.
[01:18:34] right, right.
[01:18:35] want the shit done. Like again, like there's a section, the my part of it. And then granted, we're going through everything. So we start with branding, offer, build sales content creation.
[01:18:46] So we, we go through literally the whole thing and after I do like the offer build, for example, we talk about how you design an offer and then literally you're gonna sit there and you're gonna do your damn offer until you have it done. Because I want you to leave with an advantage of going, oh, it's all done.
[01:18:59] Like, if this is is set up, look, I'm good to go. We're also gonna be going over everyone's marketing strategy for the first quarter. So like, it's like it's, but it's not like, Hey, here's how you do a marketing strategy. No, no, no. Like you leave and it's, I have it on top of that, it's like you have your head shots done, you have action shots for your content, and then you have about 15 video reels that we recorded and edited for you.
[01:19:24] So now you have thir a month worth of the content that's done. Done no fucking to-do list. We all have too many. Okay? Because again, most of my office and the shit that I do is cuz I struggle with it. So like, I struggled with the action of, I had too many ideas. No, no, no. Let's just trap you in here. We're gonna do the damn work.
[01:19:42] And when you leave, you're gonna be like, you're obviously gonna meet people. And, and that's great and, and I hope you do and I hope you, you know, network and do what the fuck ever. But I also want you to leave and go, holy shit. Like that was awesome. That's why I wanna do it every quarter as well because then, you know, like, hopefully if we do it every quarter we can actually get some businesses actually making money and, and not knowing I don't, you know how to make money Gabe, you know how to make money.
[01:20:04] You know how to do it. Let me just fucking make you do it. like you come in, I'm gonna make you do it. Like I, I don't know that we're gonna do this cuz I don't know how much time we have and, and two days sounds like a lot, but when you start scheduling things out, like it's really not cuz the whole second day I have to dedicate to filming Echo stop. Hopefully whatever podcast is fun like that. But anyway The, the point is, like when you, the second day's all gonna be filming, so everyone's gonna have time blocks with a videographer and the photographer and stuff. So it's mostly like writing out content and doing that kind of stuff. But literally I was designing the sales portion of it and I was like, I, there's a part of it.
[01:20:40] I'm probably, again, if we have time, I'm literally gonna sit there and go, all right, show me you're doing it. But for the next 30 minutes, you're gonna DM people and you're gonna introduce yourself and you're gonna welcome them to your Instagram page or your Facebook page, whatever, and you're gonna invite them to do something, whether that's, don't jump on a call, but like, I'm gonna invite you to download this free thing, or I'm gonna invite you to, whatever the thing is, do that fucking 10 times while you're sitting here, go,
[01:21:04] Yep.
[01:21:04] I'm gonna make you go to work.
[01:21:05] And again, the the, here's the good test too is like, or someone willing, willing to pay to actually do the work. I don't know. , we'll find out. Listen, if we talk after November and Gabe and you asked me how'd it go, there's a good chance either am gonna say, it went really, really well, Gabe, or B, I lost my ass.
[01:21:19] One of the two. I don't know. , it's an experiment. We'll see.
[01:21:22] Looking forward to it. Well, hey Raylen. I love your energy. I love your fervor. I love the work you're doing. I love what you are all about. And the excitement that you bring to this space and and your team, the work that you, you all are doing. So thank you again for your time and for being on the show.
[01:21:44] It has been an absolute pleasure, brother,
[01:21:46] Thanks man. Appreciate you. You're the man.
[01:21:50] Well, that's it for this episode. Whether this is your first time listening or you're already a fan, thanks for being here. We hope you enjoyed the show. All lengths and show notes for this episode can be found@theartful.co. If you haven't yet, please subscribe to the show and leave a rating or review wherever you listen to podcasts. Thanks again for listening. Until next time, keep being artful.
