The Real Reason Your Business Won’t Scale

Speaker A: Something amazing is happening. When power outages strike, teams are powering through them. That's because CDW Solutions architects are building more resilient IT and electrical infrastructures. With Schneider Electric, with Ecocare remote monitoring services and 247 support, your organization can do more than keep the lights on. Schneider Electric and CDW make amazing happen. Learn more at cdw.com schneiderelectric the Colonels

Speaker B: cooked up a new $10 bucket of the day just for you. Monday 24 nuggets for $10. Tuesday 8 piece fried chicken for $10. Wednesday 10 wings for $10. Thursday 8 tenders for $10. Friday 24 nuggets for. Oh you guessed it, didn't you? $10 the $10 bucket of the day deal every weekday only at KFC. It's finger licking goo. Uh, prices and participation Variable supplies last not available on third party ordering platforms. Tax extra. Did you know that in upwards of 90% of businesses in this country do not exceed a million dollars in revenue? But of those businesses that do exceed a million dollars, 20% of those businesses exceed $10 million. Now how is it possible that the vast majority of these businesses can't break a million bucks but 20% of them go on to break 10 million bucks? That's what we're going to be discussing on today's podcast.

Speaker A: Foreign.

Speaker B: Welcome. This is gino Barbara of Barbara 360 and Jake and Gino. And last week we discussed business archetypes. Now business archetypes, ah, are your unconscious patterns or your beliefs that drive how you think, behave and make decisions. In this instance in business we have money archetypes that we talk on the personal side. But these business archetypes are just as powerful in business. Now the reason why, why this is such a crucial topic for me back in February I went to the event, a um, Maui Mastermind event. It's a business scaling event. David Finkel does a great job but one thing that they don't address is the business, the behavioral side of it. And I can prove it to you. And it's pretty simple actual actually when I was there with my son, people would go up to the microphone and they'd be asking questions. Now business strategists, they're incredible. And listen, I'm a business coach. I know the strategies, I know the systems and the processes. I know the org charts, I know the marketing and the sales and the finance. I know all of the divisions. You can be taught these things. But one thing that struck me at that event and I was there with my son and my Son actually at one point started looking at me and saying, dad, like, huh, huh. This is not strategies. We kept getting people going up to the microphones and asking, well, how do you do that? What's holding you back? Like, how can I work on my mindset? It was not a strategies or a system, systems or a processes question. It was about the mindset, about the behaviors that people weren't taking. And I think once people at that point and they get above that million dollars, they realize, hey, it's, it is tactical, it is strategic. There is processes and systems. There's things that I don't know. But a lot of it, the vast majority of it has to do up here. And that's why business behavioral coaching to me is incredible. Now I'm going to go through two of these archetypes that held me back. And as I listen to my stories, I want to ask you and I want to challenge you. Do you have that going on in your business? Is that what's holding you back? And then I'm going to end off with two positive or empowering archetype archetypes that help me out. Now, as you're listening to this, if you want the sheet, the doc of the 10 business archetypes, just email me gino and gino.com if not, they're going to be in the show notes. There's a link to it. And what I would also challenge you to do is go back to last week because last week I went through all 10 of the archetypes, the behaviors associated with them, the positive behaviors as well as the negative behaviors. Yep. Because it's not all one size fits all. Let's say you are a warrior. Warrior archetype is great. There's a lot of amazing benefits to it, but there is a shadow side or a darker side to it. So understanding that is important. So go to Jake Ginoake and gino.com email me. I'll send it over to you or just click on that link in the show notes and you can get them. The. The first one, the first destructive one is the conservator archetype. Now, the conservator can be a good archetype. They protect traditions, they protect legacy. They value what's worked and they seek to preserve that.

Speaker A: Huh huh.

Speaker B: They're loyal and dependable. The problem is the conservator may get a little comfortable. They may not want change. Where did that show up in my business? And as I'm describing that, do you have those tendencies? Do you tend to feel comfortable in business and say, you know what? That's worked for me. I'm not going to change things. That may work in the short term, but the way things are changing now, especially with the adoption of AI, with the adoption of all of these different technologies that is that are going on, the core foundations of business are always going to be there. I'm not going to challenge that. But the way people conduct business and the way people start marketing and advertising their businesses has changed. Just for an example. So the conservator, where did it show up in my business business? Well, for me, in the restaurant space back in 2013 and 2014, the POS point of sale systems, they were all the rage. Well, we were comfortable in using that old type cash register. Now, not a knock on what we were doing, but we should have probably upgraded to the POS because it gave us a lot more data. We could use it as far as ordering an inventory. It could have saved us a lot of time. We could have systematized certain things from it. But I was stuck in the past. I can't adopt this technology. It's going to be hard to train employees. What an excuse. All of a sudden, the conservator in me starting to make excuses. Is there a challenge or is there a bottleneck in your business where you know unconsciously that you've been doing things the same way for so long and there may be some things that you don't want to change? Like for instance, our marinara sauce. I'm going to conserve that. I think that's incredible. I don't want to change that recipe. I may tweak it and maybe may change it and make something different from it. But in certain aspects, in certain parts of the business, it's okay to conserve. But in other aspects of the business, is it okay to take a look and say, I am conserving and I'm not going to scale? Now do you see the power of that? You're saying to yourself, oh, my business coach is telling me that we need to put a POS system in or in the multifamily space. I need to start creating a system where I need property management software. But I'm just so used to using Excel. I'm comfortable there. I'm going to conserve what I've done. It's going to be hard to reconcile those two thoughts. How are you going to scale your operations if you know that's what you need to do? But that archetype, that business feeling, that pattern, the behavior is just overwhelming you. Well, what you need to do is you need to recognize that and say, oh, that's what's going on. That's where most of us get hung up on. We beat ourselves up and say, well, why am I not doing it? Well, I'm telling you, why not? Those patterns are so ingrained in you. I was in that restaurant for 15 years. It was so ingrained in my psyche that even if I tried to change it, I couldn't because I was unconscious of it. What else did I do in there in the business? I'm going to share the portfolio one for us as well. In the real estate space. When Jake and I started, I'mma do this, Imma do that. That in and of itself is an archetype where we don't really trust anybody. We're going to conserve to continue to do things the same way. But at a certain point, when we hit 200 units, Jake couldn't go around door knocking, collecting rents. We had to hire management. And that example that I used to you about Excel and using QuickBooks versus a property management software, we held on as long as possible. And at some point we realized the conservatory was like, time out. We can't expand this anymore. We need to change. Thankfully, we had the growth mindset and we understood, wow, this is not working for us. We need to find the solution once again. What's going on in your business? What are you trying to conserve now? This next archetype. This is a really cool, uh, one because. And I don't mean cool in the sense that it's great, but you can witness this one right away, and this one's a challenging one because at certain points it actually works to be this archetype. It's the dictator. The dictator seeks control, order and precision. They're basically a, uh, mini, you know, uh, what's the word? They're like a mini tyrant in certain aspects of the business. When you're growing it, maybe you need to be dictatorial, or if you have a downturn and all of a sudden things are going off the rails, you need to come back in and become a dictator. But at some point the dictator is going to burn people out and they're just not going to be able to grow the business. Are you trying to implement all of these new challenges and all of these new systems and processes into the business and you're trying to grow and hire people, but yet the dictator jumps in unconsciously and says, I need to control everything. I need to do everything myself. I was there at the restaurant. I was the dictator I couldn't hire a chef because I had to make sure that everything was perfect and, and specified to my tastes, my preferences. That's a problem when I'm trying to scale a business. How am I going to get to over a million dollars if I'm doing every single thing? And once again, I'm not trying to bash the people that are doing less than a thou. A million dollars. But if you're trying to grow and trying to scale and you're getting hung up on these archetypes that you don't even know you're, you're committing these types of, uh, behaviors, it's going to be challenging to you. What else do I have here? This I, uh, for me, once again, the restaurant and I think the other one. Whereas the personal finance life, my personal finance life, being a dictator at home and not, I don't want to say sharing, but really controlling every aspect of the income coming in, the spending coming out. It works for a short period of time, but at a certain point, you and your spouse are going to start wandering and the fights are not going to be about the money. They're going to be about to symptom below the money. They're going to be about the dictator archetype, the tyrant that I've become because I need to control everything. Does that sound familiar to any of you listening? It's really powerful. And think about it. If you're a dictator at home or if you're a dictator at work, it's going to be very difficult to let go of that Persona if you don't understand that you're behaving that way. Now what I'd like you to do is you weren't born a dictator. How did you become a dictator? Now that's great for me because I can understand why I became a dictator and why I had that archetype. It's because I was raised that way. My mom was very controlling. She imbued in me certain beliefs and certain patterns and certain behaviors about scarcity and fear and a little bit of shame around money having those patterns and those thoughts and those behaviors. I developed a lot of the dictator archetype. But what's great with this work is I said, time out. I don't have to be a dictator. What can I do? And slowly but surely I started working on that archetype. And every time the dictator popped up, I challenged the dictator and I said, well, is that going to solve the problem? Do I want to have my team and my wife have more autonomy and do I Want to get closer with my wife? Absolutely. So what do I need to do to confront the dictator? That's the question that I ask you. Let's take a quick time out and when we come back we're going to talk about two positive archetypes. I want to take a moment to tell you about wheelbarrow profits. Here's why I think it's worth your attention. Vince Gethings started with a uh, zero down VA loan back in 2013. He lived in a house, he renovated it, he netted $130,000. Then he went all in. He purchased 20 units from Hawaii. He scaled it to over 800 units, launched six businesses and built the entire portfolio with a mile deep focus on Dallas Fort Worth. He is not someone selling a dream from the sidelines. He is an operator who is in still the seat every day. And the program he leads. Wheelbarrow profits has helped students close over $5 billion in multi family deals across more than 90,000 units. If you've been thinking about how to go from consuming content to actually building a portfolio, go to wheelbarrow profits.com and take a look at what they've put together. And we are back. Now this one is pretty cool. This archetype, it's called the Inventor. The inventor's creative, innovative, focused on solving problems. I love it. There's a shadow side to it. They can be a little bit of a perfectionist. They can be a little bit of being over isolationist. They can have difficulty transact translating those ideas into scalable execution. They may have these great ideas and it's wonderful. You need a little bit of the innovator. You need a little bit of somebody going out there and being creative.

Speaker A: When you partner with cdw, you get more from your devices with solutions that take modern work to the next level. CDW experts are delivering powerful productivity with Lenovo AI PCs, helping users block out distractions, access virtual support anytime, anywhere and share content seamlessly between devices. Make amazing happen. Learn more@cdw.com Lenovo

Speaker B: and I had this archetype show up with me in more portfolio at 500 units all of a sudden, wow, we've got some really cool things going on. I'm shedding the dictator Persona, that archetype. I'm um, shedding the conservator and I'm moving more into the innovator now. The innovator. All of a sudden at 500 units we hired a regional manager. We actually stopped using the Excel, the QuickBooks. We went to another company called Renpost. We Leveled up and went to appfolio. Uh, the innovators like, wow, we need to continue to grow. All of a sudden the innovator is like, well what we did at 100 units is not going to work at 500 units. That's when we seriously considered creating core values and a mission statement and the BHAG and the cadence of accountability. All of a sudden the innovators got all these great ideas and we need to. But you could see is what I was talking about the conservatory. The conservatory and the innovator. I think they're going to bust, bust heads a little bit. They're going to really be some friction between the two. So what you need to do is you need to say the conservator doesn't want me to do this, but the innovators got these great ideas and you're going to grow into the innovator. And if you got a little bit of the innovator, let the innovator go wild. Let them think about these great ideas. Let them challenge the conservator. Now for us also, when we created the Jake and Gino community, talk about growth and talk about innovation, we went from having zero people in a community, multifamily community, to having thousands of people in the community. Within five or six years, our students closed over 90,000 units. We went from having no in person events to having seminars with over a thousand people. That doesn't happen if you're the conservator because you'll never even start the business. You need to have the growth mindset. You need to, you need to have the innovator there, you need to have the entrepreneur. We're not, we're not going to talk about the entrepreneur here, but if you go to that sheet that I talked about, that entrepreneur archetype, the visionary archetype, that's going to help with creating that type of structure and that type of innovation. Now, uh, if you want to learn more about investing in real estate, just hit me up ginoake and gino.com I can share the story with you of how I was able to scale that company from having, like I said, no students to thousands. The students closed over 90,000 units. It's a repeatable business. What the innovator allowed me to create, create was a three step framework. Buy right, operate and exit. The conservatory never would have come up with that idea. But the innovator in me said, go at it. The entrepreneur said, we need to create this type of vision or this type of structure, this type of process that will attract people and that will teach people. So putting the innovator and the entrepreneur were really, really important. Now this last one, this last really powerful and empowering archetype is the servant leader. They're purpose driven, heart centered, innovated by contribution and service to others. I mean, that's one of the reasons why I transitioned from the restaurant to real estate. And that's why we created Jake. And Gino is really servant leader. I loved coaching, I still love coaching. Best part of my day is when I get on calls with students, with clients and help them out with their business problems and their real estate problems and families to teach them about finance. That's the servant leader in me now. It's interesting, as we started building these portfolios and started building the companies, the servant leader needed to, uh, lean in. Because when you're building these entities, it's not all about you. I think my servant leader mentality understood that I needed, needed to create value for the residents in these apartments. I needed to create value for our employees. And then when we were syndicating, I needed to create value for the investors. And the servant leader says, well, we're the last people, we need to take care of everybody else. Now the shadow side to that is you could be a little bit of a martyr, you could be doing so much for everybody else and you're burning yourself out. Now. I never got to that stage. I always knew that I wanted to really create value, but I needed to be compensated as well. So there's a little bit of a balance there now. Very similar with the servant leader. That's why we created Barbo360. You know, the mission of serving families, families with financial intelligence can change the world for the better. Through the podcast, through the books, through all of these teachings that we're doing, the servant leader needs to step in and say, this is what it's all about. This is why I'm leading, this is what I'm trying to do. It's an incredible archetype to have, especially if you're an entrepreneur who wants to create an amazing business that wants to have money, create impact. Money is not the money's the result. That's really what it comes down to. And a servant leader knows that the better results that they can have by serving others, the more impact they can create with their company and with their vision. As you're listening to this, where does servant leader show up in your life? And does it show up in your life? And I'm sure it does, because if you're an entrepreneur. You're listening to the show. Your life. That's what your life is all about. Your life is all about building your businesses, serving your family, serving the community. It's such an important archetype. Now, I want to leave off by asking you these three questions so you can reflect upon this. This is your exercise for the week. Where does this archetype show up in your business? You know, think about leadership, hiring, systems, sales. If you don't want to specifically think about the four archetypes that I just shared with you, go to that sheet and pick the archetypes that are there. There's 10 of them. Where do they show up in your life? Is it currently empowering me or limiting me? Well, is a servant leader empowering you because you're serving others, or is it at, uh, sometimes draining you because you are really being a martyr? You're doing it not for the right reasons. Is the innovator empowering you? Yeah, I've got so many ideas. Or is it draining you because I've got so many ideas? They're all over the place and they're not really solving the problem. It's more of me having fun and not executing on the, on these ideas. That's such an important question. And the third question, which is probably really hard, and this is why coaching is so important. What needs to change? Sometimes it's a little bit fearful, or we can be afraid of being honest with ourselves and saying this needs to change. Be honest with yourself. If you know that you're a servant leader, that's not doing it for the right, for the right reasons, or if you're an entrepreneur or an innovator and you're all over the place, does that need to change? As we talk about scaling companies and, and growing companies, your company can only get to the size that you get to. You have to continue to grow. You have to lean in and learn these archetypes and find out what's holding you back from growing. And once you understand that, that it's not just the strategy, it's not just the focus on systems and processes, but really the focus should be on yourself and growing your mindset and challenging those limiting beliefs and behaviors that you have and start adopting new empowering ones, I will promise you your business will start to grow, it'll start to prosper, and you'll be so empowered because you'll be building the company that you always dreamed of. Thanks for tuning in to this week's episode. I am, um, gino barbaro of Barbara360 and of Jake and Gino and I'll see you on uh, next week's show.

Speaker A: AI is everywhere. Everyone wants it. The challenge is unlocking its value. CDW helps organizations move from idea to implementation with the expertise, technology and partnerships needed to make AI work in the real world. Don't just launch AI, land it. Because when AI delivers results, it's amazing. We configure, optimize and deliver the tech that runs business. Cdw, uh, make amazing happen. You've never been one to settle, stand down or standstill. You're a lifelong learner, energized by excellence. There's a fire inside you you can't ignore. You've got competition to outrun, momentum to build on and your own high standards to meet. Stop now. Not a chance. At Capella University we help you catch what you're to trying chasing because you've always had the drive. Now go earn the degree. Capella University. What can't you do? Visit Capella Edu to learn more.