Turning Business Obstacles into Opportunities

we've grown 50% but we are finding that as you grow cash flow is a problem as you grow cash flow becomes a problem now when people say things here's what we want to train ourselves to do this is a new question we want to ask whenever you here's something that the limit in yourself or anyone on your team the question want to ask is is it possible to be in that business and grow without a cash flow problem what's the number one obstacle business owners face in growing their company and how do you solvent my name is Mark passion I'm the CEO and co-founder of Robbins bananas coach training and in the next six minutes we're going to see Tony Robbins helping a business owner named Shane to break through the limiting factor that was stopping his business growth we're gonna start with Shane standing up to ask a question at Tony's life seminar called business mastery and we'll see that within one short conversation Shane's business obstacle was turned around let's go my name is Shane Knight and I'm in the fire and water damage restoration business my dad started it I joined him about three years ago and we've grown 50% but we are finding that as you grow cash flow is a problem and so we're here to figure out how to grow another hundred percent this year so I hear you're the fire water restoration business he said as you grow cash flow becomes a problem now when people say things here's what we want to train ourselves to do this is a new question we want to ask whenever you hear something that the limit in yourself or anyone on your team the question would ask is is that really true because so much of what we accept is controlling and limiting us because as the business goes and cash flow becomes a problem is that really true is it possible to be in that business and grow without a cash flow problem where the first things we want to uncover is what is the choke hold on any business it's always the owners what psychology or skills first challenges he already believes there's a limitation to the business so there is now by the way there might be current structure but there's no limitation their growth there's limitation because he's bought into it you want to ask yourself when someone says a limitation a living belief is that true and then your brains will immediately say of course it's true you could say really hmm you have all the information to know beyond a shadow of a doubt that if you keep growing that you'll have less cash you have all the information to know for sure that that's true no no then it's not true how do you feel shame when you believe the thought that the more we grow the less money we're going to have it's frustrating because you put so much work into it yes and when you feel that frustration what else do you feel what do you start to believe stressed out stress out what else and you feel like why you putting all this time and effort into it do you all hear that you feel stressed out if he believes that the more we grow the less cash we have then it gets him frustrated he feels a bit overwhelmed he starts to stress out he starts think why do we put my energy into that what will that do it's going to kill the energy that would make this gladiator strong enough to win anything can he afford to have this drained out of him yes or no in a competitive world we're in yes or no pretty soon he's going to lose the driving force that makes him successful and makes his family successful but why would I want to put more into something that's only going to include more failure ultimately what do you start thinking about the business when you believe that what you start thinking about the business tell me the truth he started thinking about other businesses you can do that's right which by the way that might be useful if it's really true when we investigate thoroughly that there's no way to grow this business profitably for things that are outside our control then he might need to investigate other businesses are we supportive of that yes or no but only after we first investigate is this a psychological or a skill limitation as opposed to an environmental one so if that thought didn't exist that growing equals no cash and no profit you would feel what empowered yes by the way how many can hear the difference in his voice right now say I and in that empowered State what would you go do tell me what you'd go do specifically yeah tell me three things you go back and do that you know would grow the business and help its profitability I would go sell the big insurance companies that I'm then afraid of selling because I didn't think we could handle it Oh interesting um what would be the advantage of that well it's much better to have one large corporate customer than chasing ten twelve dozen different sources of referrals and when if you had five quality large customers not just one so you were never dependent upon somebody that might then take away your whole business or six then maybe five or six times larger yes more to manage or less to manage for you in terms of that client base management depends when I change my style that's give a hand ladies and gentleman hand so what's the second thing you do I have an elite high-end brand I want to create and I think that would be a great opportunity to grow don't we the third thing I'd hire someone to do that most of what I do during the day today and what would you pay up as much as it took that's right what do you think it would take you have somebody really impeccable to do the stuff you do during the day today 80 or 90 thousand years that's right so how much business would you how many clients are accounts what you have to get to pay for that person so you'd have freedom to do the more strategic things that really matter 300 grand a year which is a third of a giant client so third so you could go get one client and be free forever and that's all it would take that's right this is what I love about you guys every person this room has already got the answers they need the problem is you've got some unconscious invisible barriers you don't even know we're there do you got the answers or you can find them he knows exactly what to do to grow this business we transform this you've great freedom we transform this you're going to own your pride another level you transform this business you're going to do economics transform which will give you other resources to give to share to enjoy to explore to discover to make a difference with to create new things with the whole game of business it's a spiritual game you know it's about taking the invisible thought or desire idea you have and turning that into reality give them a hand ladies and gentlemen so you can see a short conversation to exchange from feeling it was impossible to grow without losing cashflow to having a solid way to grow his business by 500% so how did we get there Tony showed Shane how to make three big moves so let's break it down and see how it works the first move is find the unspoken assumptions if a business owner is feeling disempowered you can bet that there's an unspoken assumption they're accepting without knowing it and this unspoken assumption is limiting their growth here's the thing as a business owner your job is to break down the limitations holding you back so the question ask yourself is what am i accepting about my business that's controlling and limiting me when you find that limit you can work with it here's what Tony told Shane he already believes there's a limitation to the business so there is by the way there might be in his current structure but there's no limitation there growth there's limitation because he's bought into it you want to ask yourself when someone says a limitation eluding belief is that true next move challenge the unspoken assumption Henry Ford said if you think you can do a thing or you think you can't do a thing you're right whatever you believe you make it true Shane's belief that business growth equals negative cash flow had probably cost them a year of growth at that point so tony challenged Shane's unspoken assumption of all the information to know beyond a shadow of a doubt that if you keep growing that you'll have less cash you have all the information to know for sure that that's true the bottom line is if you haven't examined a business limitation in complete detail you have no way of knowing whether or not it's true instead of getting into the nitty-gritty and solving the problem and breaking through you start believing that the problem is necessary and then it becomes your life like Shane who believe that we can't grow because growth equals negative cash flow if you believe something like that your business growth is basically on hold the other reason why you're not solving the problem is that you don't have the right skill set Shane doesn't understand the cash flow enough to solve the problem he's missing that skill set so what he needs to do is get help from someone who does know how to solve that problem soon after this conversation Toni instructed Shane to get a CFO service a chief financial officer to really investigate the cash flow so that it could be solved and when Shane got to work on this cashflow problem he discovered the problem wasn't growth the problem was that he had the wrong person handling the finances that's a big discovery move number three break through the limiting emotion when Shane first mentioned the cash flow problem you could see from his body language in his voice that he's developed an emotional hesitation about it a fear he does he look energetic and strong here or does he look shy and kind of embarrassed and that's not a judgment that's just a pattern we all have it to some degree for Shane this is his particular personal emotional limit that's stopping it so that needs to change Tony asked Shane this question what do you feel shame when you believe the thought that the more we grow the less money we're gonna have stressed out stress out what else and you feel like why you putting all this time and effort into it did you hear that Shane's assumption that growth equals negative cash flow that thought stresses him to the point that he's starting to opt out of his own business you can't lead a team when you're in that state he wants to grow but he feels somehow the business can't can he grow his business when he's not fully committed to it I doubt it you see the problem isn't the business the problem is that he's accepted they unspoken assumptions if Shane could unload this helplessness what kind of energy would be freed up Tony asked Shane so if that thought didn't exist that growing equals no cash and no profit you would feel what empowered yes by the way how many can hear the difference in his voice right now say I and in that empowered state what would you go do tell me what you'd go do so this is a great question to ask anyone who's been emotionally stuck if that thought didn't exist in you how would you feel and what are three things you go and do the odds are the owner knows what the business needs except they've been bogged down by unspoken assumptions disempowering emotions and the bad performance that comes with it when Tony asked this question Shane knew exactly what to say I would go sell the big insurance companies that I'm then afraid of selling because I didn't think we could handle it more to manage or less to manage for you in terms of that client based management depends when I change my style that's give a hand ladies and gentleman hand now this is what a business owner looks like when they've challenged their assumptions and drop their emotional baggage new ideas for growth are right there under the surface and instead of saying that he can't handle it Shane sees that he can make it happen I'd hire someone to do that most of what I do during the day today and what would you pay him as much as a tug that's right what do you think it would take you have somebody really impeccable to do the stuff you do during the day today eighty or ninety thousand years that's right so how much business would you how many clients are accounts what you have to get to pay for that person so you'd have freedom to do the more strategic things that really matter 300 grand a year which is a third of a giant clam so third so you could go get one client and be free forever and that's all it would take that's right in just a few minutes Shane shared two ideas that will build his business to the legacy point he can serve the large corporate clients who will provide much more income and free him up from a lot of marketing logistics and he can use the proceeds of one of those clients to replace himself as the operator this is the path of leverage in a business he'll have even more energy and focus to work strategically to take the business to the next level now look at his body language this is an owner with a plan for the future who wants and who now has the emotional energy to carry it out so the next time you hear someone tell you their limitations take a second and watch their body language a skillful coach can take someone from disempowered to full strength within a short conversation so remember the three big moves one find the unspoken assumption to challenge that assumption and three break through the limiting emotion so I hope you've enjoyed this and I hope you can use this to create positive results in your life as well as those around you this is Mark patient Auk to you soon you

Channel: Tony Robbins

Views: 160,387

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Id: xNFzTvrrmJQ

Length: 14min 17sec (857 seconds)

Published: Tue Oct 30 2012