1 00:01:18,379 --> 00:01:21,419 Hello and welcome back to the perfect 100. 2 00:01:21,419 --> 00:01:23,959 I am here today with Lori Dillon. 3 00:01:23,959 --> 00:01:26,219 I'm very excited to have her. 4 00:01:26,219 --> 00:01:27,919 I have her on as a guest. 5 00:01:27,919 --> 00:01:30,119 met her, I did a training session. 6 00:01:30,119 --> 00:01:36,799 She's in the Tupelo area in Mississippi and I did a training session and she stood out to me as somebody. 7 00:01:36,799 --> 00:01:44,679 She just as a member coming to a training session, but she's got an energy and a vibrance to her that really made her stand out to me. 8 00:01:44,679 --> 00:01:46,459 And then I got to hire her actually. 9 00:01:46,471 --> 00:01:55,580 I was in the managing directors role at the time and I got to bring her on as a chapter success coach and now we're both chapter success coaches together and I'm excited to hear 10 00:01:55,580 --> 00:02:02,768 bring her story to you so you can hear kind of her journey through BNI and how she went from a member to a coach. 11 00:02:02,768 --> 00:02:06,287 So welcome Lori Dillon. 12 00:02:06,287 --> 00:02:07,569 Well, thank you so much. 13 00:02:07,569 --> 00:02:10,234 I'm so honored to be here. 14 00:02:10,234 --> 00:02:13,355 It feels crazy that we've known each other almost three years now. 15 00:02:13,355 --> 00:02:16,175 I know it is crazy, right? 16 00:02:16,415 --> 00:02:17,975 Well, let's tell everybody who you are. 17 00:02:17,975 --> 00:02:21,091 We'll start off with your 45 seconds. 18 00:02:21,155 --> 00:02:22,165 Okay, good morning. 19 00:02:22,165 --> 00:02:23,426 My name is Lori Dillon. 20 00:02:23,426 --> 00:02:24,988 I'm with Absolute Restoration. 21 00:02:24,988 --> 00:02:28,320 We have a location in Tupelo and Oxford. 22 00:02:28,320 --> 00:02:41,829 We do water, fire, and mold remediation with a heavy emphasis on mold, but services that we also provide is roof replacement, gutter installment, and crawl space encapsulation 23 00:02:41,829 --> 00:02:50,379 because we believe that if we can restore the health of your breathing environment that we can restore your health. 24 00:02:50,379 --> 00:02:55,844 And all of those things can sometimes be factors that are a barrier break for moisture. 25 00:02:55,844 --> 00:03:02,359 And so we have been doing that for eight years now and just hitting wild success. 26 00:03:02,359 --> 00:03:04,921 And so we're thankful to bring that to our community. 27 00:03:05,387 --> 00:03:06,467 Awesome. 28 00:03:06,467 --> 00:03:06,887 All right. 29 00:03:06,887 --> 00:03:15,167 So as I've mentioned, you, well, you've had it, well, I don't know if I mentioned it, but you had a unique path into BNI. 30 00:03:15,347 --> 00:03:15,462 So 31 00:03:15,567 --> 00:03:19,808 tell the story, if you will, for the listeners about how you ended up in BNI. 32 00:03:20,261 --> 00:03:22,082 So it is absolutely unique. 33 00:03:22,082 --> 00:03:22,902 I had a friend of mine, 34 00:03:22,902 --> 00:03:25,422 I was a stay at home mom about five years ago. 35 00:03:26,033 --> 00:03:37,828 We had just kind of gone through the pandemic and it was just a very, kids were going back to school, were dipping our toe back into engagement and one of my friends said, you need 36 00:03:37,828 --> 00:03:38,879 to come to BNI. 37 00:03:38,879 --> 00:03:40,049 And I'd never heard of BNI. 38 00:03:40,049 --> 00:03:46,562 I've lived in Tupelo for 20 plus years, never heard of BNI, which feels crazy to me now. 39 00:03:46,562 --> 00:03:49,003 But I went and, 40 00:03:49,155 --> 00:03:59,980 I literally, and I don't mean this offensively, but I sat in the room of United Professionals in Tupelo and I was like, this room is sexy. 41 00:03:59,980 --> 00:04:13,105 Like, it is, they are standing up and saying, I am looking to meet a lady that does the Top 100 podcast, I think her name's Tammy, does anybody know who she is? 42 00:04:13,105 --> 00:04:17,017 And then you go back around and do the I-Haves and they're like, yeah, I know Tammy. 43 00:04:17,017 --> 00:04:18,508 I'll give you a warm introduction. 44 00:04:18,508 --> 00:04:32,062 I saw the value of that immediate marketing issues solved in an hour for people that would sometimes take days and weeks to get to that person. 45 00:04:32,062 --> 00:04:34,093 And you had instant credibility. 46 00:04:34,093 --> 00:04:37,814 And I've turned to the person that invited me, which now I know she was doing a point grab. 47 00:04:37,814 --> 00:04:39,627 But I 48 00:04:39,627 --> 00:04:44,650 looked at her and I was like, I don't know what kind of business I'm going to do, but I'm going to be in this room. 49 00:04:44,670 --> 00:04:49,143 And long story short, I was flipping houses for an investor here in Tupelo. 50 00:04:49,143 --> 00:04:55,096 have no, no construction background, no, no, no context of how to do that. 51 00:04:55,096 --> 00:04:58,873 I'm just really mouthy and I was kind of busting his chops every time I saw him. 52 00:04:58,873 --> 00:04:59,679 has a 53 00:04:59,679 --> 00:05:01,311 multi-million dollar company. 54 00:05:01,311 --> 00:05:05,724 And I was like, you're just letting this little thing like bring in your income. 55 00:05:05,745 --> 00:05:09,338 And one day he looked at me and said, okay, if I buy a house will you flip it? 56 00:05:09,338 --> 00:05:12,030 And I was like, yeah, threw me a set of keys. 57 00:05:12,030 --> 00:05:14,272 And I was like, okay, I got to take this serious. 58 00:05:14,272 --> 00:05:22,009 And I got to figure out how to do this, which led me into my field of being a licensed general contractor here in the state of Mississippi. 59 00:05:22,197 --> 00:05:29,955 So what I'm hearing is you didn't have a business when you came to a BNI meeting, but then you got a business so you could come back to a BNI meeting. 60 00:05:29,955 --> 00:05:34,037 And it was because of a coach in the BNI chapter. 61 00:05:34,037 --> 00:05:38,139 She stood up and said, not knowing who I was, she had no clue I was going to be there. 62 00:05:38,139 --> 00:05:39,720 It was just her ask that week. 63 00:05:39,720 --> 00:05:48,724 And she said, I'm looking for the stay at home mom that has made it through COVID, that has picked up maybe a side hustle, wants to make a career of her side hustle. 64 00:05:48,724 --> 00:05:50,254 And I was like, OK. 65 00:05:50,254 --> 00:05:52,396 So I literally met with her. 66 00:05:52,396 --> 00:05:53,103 And I was like, 67 00:05:53,726 --> 00:05:55,007 I don't know what I'm going to do. 68 00:05:55,007 --> 00:05:56,587 And she was like, well, tell me what you do. 69 00:05:56,587 --> 00:05:58,458 And I've always been very busy. 70 00:05:58,458 --> 00:05:59,919 I've been a stay at home mom. 71 00:05:59,919 --> 00:06:02,105 where at school I've always done little side things. 72 00:06:02,105 --> 00:06:06,332 So I'm thinking, she's going to pick this thing and it's not construction. 73 00:06:06,655 --> 00:06:10,188 And she was like, yeah, no, you don't seem passionate about that. 74 00:06:10,188 --> 00:06:10,979 Tell me what else you do. 75 00:06:10,979 --> 00:06:16,383 And I was like, well, I've now completed flipping three homes for this investor because 76 00:06:16,899 --> 00:06:19,990 We flipped the first one, made a wild profit off of it. 77 00:06:19,990 --> 00:06:21,190 And he was like, you want to do it again? 78 00:06:21,190 --> 00:06:22,425 And I was like, 79 00:06:22,425 --> 00:06:23,621 yeah. 80 00:06:23,621 --> 00:06:25,381 Different set of problems. 81 00:06:25,441 --> 00:06:32,983 And then it ended up becoming something that I was like, this is so fun, but the market shifted and he didn't have any more houses. 82 00:06:32,983 --> 00:06:36,264 So I thought, well, I'm done with that little season of my life. 83 00:06:36,264 --> 00:06:38,925 Talking to the coach and she goes, I think you need to do this. 84 00:06:38,925 --> 00:06:42,466 I think you need to be a project manager and become a GC eventually. 85 00:06:42,466 --> 00:06:46,246 And so literally through BNI I figured out what I love. 86 00:06:46,655 --> 00:06:50,138 Yeah, that's really interesting is it's not the normal path, right? 87 00:06:50,138 --> 00:06:56,633 As most people, most people kind of already have something they're trying to build and, you know, come on in. 88 00:06:56,633 --> 00:07:01,567 But it's interesting that the ask was for someone wanting to make a transition. 89 00:07:01,567 --> 00:07:03,179 And then that person helped you. 90 00:07:03,179 --> 00:07:12,366 They got the referral that they were looking for and that helped launch you into your next stage, which was, uh you know, kind of interesting that that's how that all occurred. 91 00:07:12,366 --> 00:07:13,637 So love that. 92 00:07:13,637 --> 00:07:16,073 um So you were in a different 93 00:07:16,073 --> 00:07:23,318 role back then because you became a GC and I want to take you back to those days when you first started and you were in your first meetings. 94 00:07:23,318 --> 00:07:29,331 What was it like to show up for you personally and professionally in the BNI meeting as a GC then? 95 00:07:29,517 --> 00:07:33,690 So I think it's really, um it was really unique how the steps came together. 96 00:07:33,690 --> 00:07:41,316 So I got into BNI, I think around November, nobody's looking to tear up their house. 97 00:07:41,337 --> 00:07:47,141 Yeah, in the winter, and so I made a very conscious decision of that. 98 00:07:47,141 --> 00:07:54,309 So I met with our leadership team and I was like, you know, look, I'm going to spend the first few months 99 00:07:54,309 --> 00:08:03,503 having as many one-to-ones as I can because I have got, this is my marketing team, they've got to know me, they've got to trust me, and I also need to get to know them because I 100 00:08:03,503 --> 00:08:10,656 need resources and I don't know, at that time I didn't know exactly what I needed, but I just need to talk to business professionals. 101 00:08:10,656 --> 00:08:21,091 Because I'll tell you, when I first joined, I hid on the outskirts of the room because I was terrified, these people that I looked at as like my goals. 102 00:08:21,453 --> 00:08:28,173 they're going to come to me and say tell me what your pnl report looks like i didn't even know how to run that where that was found and i was like 103 00:08:28,173 --> 00:08:30,785 I had imposter syndrome a little bit. 104 00:08:30,785 --> 00:08:33,334 And so I was like, I'm just gonna be real. 105 00:08:33,334 --> 00:08:34,567 I can just be me. 106 00:08:34,567 --> 00:08:36,126 I'm very transparent. 107 00:08:36,126 --> 00:08:39,029 I'm a goofball and I'm okay with it. 108 00:08:39,029 --> 00:08:40,930 Like if I fail in front you, it's fine. 109 00:08:40,930 --> 00:08:43,431 Just like, it's all right, we're gonna get back up and keep going. 110 00:08:43,431 --> 00:08:45,312 And I just took that with me. 111 00:08:45,312 --> 00:08:47,464 And so I just started having one-to-ones. 112 00:08:47,464 --> 00:08:51,736 And so I met with everybody in our chapter by the time February had hit. 113 00:08:52,056 --> 00:08:54,097 And we have a tracker at that time, I was thinking about 48. 114 00:08:54,097 --> 00:08:57,399 So I had just. 115 00:08:57,399 --> 00:08:59,491 It was a lot, but it was intentional. 116 00:08:59,491 --> 00:09:02,683 I just dug in and I got to know these people. 117 00:09:02,683 --> 00:09:12,190 So then when February came around, my asks started looking like, I'm looking to do home renovations for somebody that's maybe looking to add a pool to their backyard. 118 00:09:12,231 --> 00:09:20,358 And I would love to do a pool house and we can do a landscaping and we can make that an experience for them. 119 00:09:20,358 --> 00:09:27,163 And so by the end of that first year, if I remember correctly, 120 00:09:27,163 --> 00:09:34,703 It might have been the first year from February to February, I can't remember, but I had zero dollars in any kind of business. 121 00:09:34,703 --> 00:09:38,723 My first person had me build a back porch onto their house. 122 00:09:38,723 --> 00:09:45,749 I was just trying to get some experience under my belt and some credibility and establish myself. 123 00:09:45,749 --> 00:09:54,769 And by the end of that 12-month mark, I had $400,000 that came exclusively from my BNI referral partners. 124 00:09:54,863 --> 00:09:56,954 Wow, well, and you said a couple things there. 125 00:09:56,954 --> 00:09:58,775 I want to touch on one of them. 126 00:09:58,775 --> 00:10:01,726 Well, let's start with the size of your chapter. 127 00:10:01,726 --> 00:10:06,067 So your chapter is, and I don't know that it still is. 128 00:10:06,067 --> 00:10:15,061 think the chapter I'm in is coming for you, but uh it was the biggest chapter in the entire region. 129 00:10:15,061 --> 00:10:18,452 there are two regions that kind of encompass one region here in this area. 130 00:10:18,452 --> 00:10:23,089 So there were 46, seven, eight people in there at that time. 131 00:10:23,089 --> 00:10:26,949 So that had to feel different than you've been to other chapters now. 132 00:10:26,949 --> 00:10:28,629 You've been a success coach for a while. 133 00:10:28,629 --> 00:10:40,189 So how does the energy of a 46, seven, eight room person feel different to the energy of a 20, 23, 24, 25, 10, whatever type room? 134 00:10:40,290 --> 00:10:42,120 I'm a type A personality. 135 00:10:42,120 --> 00:10:43,271 I like structure. 136 00:10:43,271 --> 00:10:44,620 I like challenges. 137 00:10:44,620 --> 00:10:46,692 I like goals. 138 00:10:46,692 --> 00:10:52,575 And one of the things I found in smaller chapters, it's a little more loosey goosey. 139 00:10:52,575 --> 00:10:55,716 And that's not necessarily a bad thing. 140 00:10:55,716 --> 00:11:00,918 But I do think it is a bad thing if you're trying to attract power players. 141 00:11:00,998 --> 00:11:07,861 What attracted me to that room was the fact that I was like, OK. 142 00:11:08,129 --> 00:11:09,349 there's accountability. 143 00:11:09,349 --> 00:11:11,389 I clocked that immediately. 144 00:11:11,389 --> 00:11:19,749 I didn't understand all the ins and outs of it, but there was accountability, there's structure, there's a reward system. 145 00:11:19,749 --> 00:11:26,229 We gave a, you know, kind of your power player of the week or whatever, a rock star, I can't remember what it was called. 146 00:11:26,229 --> 00:11:33,289 But every week somebody that was like a top player in their Power of One report, they would be recognized. 147 00:11:33,289 --> 00:11:38,137 And I was like, okay, this is kind of hot. 148 00:11:38,893 --> 00:11:41,494 I'm attracted to that type of stuff. 149 00:11:41,675 --> 00:11:52,819 That was the word I used multiple times and I was just like, so the difference between, I don't think if you have a smaller structure, a smaller chapter, it's okay. 150 00:11:53,160 --> 00:11:56,391 I mean, you can put any kind of fingerprint you want on your own chapter. 151 00:11:56,391 --> 00:12:05,865 But I think people kind of brag about the fact that we're not quite as rigid as this group or this chapter. 152 00:12:05,953 --> 00:12:08,453 And I don't think that that's a brag necessarily. 153 00:12:08,453 --> 00:12:17,913 I don't think you have to be stiff because we still have like a locker room feel in our chapter where we'll just kind of, you know, you get those little jokes going with people 154 00:12:17,913 --> 00:12:25,113 and you know, it's still a little locker room vibe, not inappropriate, not unprofessional, but just playful. 155 00:12:25,133 --> 00:12:28,613 But we still stay on our game and you get going. 156 00:12:28,613 --> 00:12:35,865 I mean, you can't tell me that the people that played in the Super Bowl don't have fun in the locker room, but when it's time to get on the field, they show up. 157 00:12:35,945 --> 00:12:40,711 And that is what to me just resonated so much. 158 00:12:40,711 --> 00:12:46,117 So I think a smaller chapter being a little relaxed can have its pluses and minuses. 159 00:12:46,203 --> 00:12:55,443 Right, well, and you mentioned the accountability and it always strikes me that that word is often associated in the negative, right? 160 00:12:55,443 --> 00:13:01,089 Is that, you know, accountability that, you know, for whatever the reason is people think that's a bad thing. 161 00:13:01,089 --> 00:13:05,361 And I think that people come from, a lot of people come from. 162 00:13:05,361 --> 00:13:12,561 you know, for someone else where or in a corporate environment where accountability can be perceived as negative, right? 163 00:13:12,561 --> 00:13:22,001 It's because, you know, I'm a chapter, a CliftonStrengths coach rather, and we focus on what's good about people, but accountability often focuses from depending on who you work 164 00:13:22,001 --> 00:13:24,781 for on the negative, like what you're not doing, right? 165 00:13:24,781 --> 00:13:34,721 So that accountability can be in the positive, not always focused on what is in the negative and people rise to the level that you hold them accountable to, right? 166 00:13:34,721 --> 00:13:35,462 Yeah. 167 00:13:35,462 --> 00:13:48,171 you know, that's to me, that says a lot and we hear this from visitors a lot is they come to a meeting and they recognize, well, and it's partly because our vice president says in 168 00:13:48,171 --> 00:13:51,193 my meeting, um we hold people accountable. 169 00:13:51,193 --> 00:13:59,460 when she talks, she goes over the VP report, talks about all the different things, thank you for closed business and the one-to-ones and the so-and-so's, this is where we hold 170 00:13:59,460 --> 00:14:01,221 each other accountable because. 171 00:14:01,221 --> 00:14:06,789 that makes a difference to people is, okay, I'm not just showing up like a chamber event and hoping something happens. 172 00:14:06,789 --> 00:14:08,912 It is, we're here to get to business. 173 00:14:08,912 --> 00:14:16,255 It can be fun, it just, you know, but we're still gonna get business accomplished essentially by the structure that we have, right? 174 00:14:16,255 --> 00:14:18,930 Well, and I think you said the right thing. 175 00:14:18,971 --> 00:14:21,696 It's not a chambers event, it's BNI. 176 00:14:21,843 --> 00:14:35,099 And also, if you talk to anybody, people will say, nobody networks better than BNI members because we train, we push, we encourage, and we stand out in a room because of those very 177 00:14:35,099 --> 00:14:36,940 specific reasons. 178 00:14:36,940 --> 00:14:46,545 And so you're joining a group with exclusivity where you also get the benefit of training and marketing and advocating for. 179 00:14:46,545 --> 00:14:51,307 So why would you want to fall into, why would you want to blend? 180 00:14:51,999 --> 00:14:57,181 I'm a huge proponent of coming out from the herd. 181 00:14:57,181 --> 00:15:01,193 so I think, you know, but Chambers, you don't have accountability. 182 00:15:01,193 --> 00:15:03,704 It's kind of like when you can show up and there's nothing against that. 183 00:15:03,704 --> 00:15:11,787 I'm involved in multiple and they're fabulous, but they're not a marketing network in the way that we are. 184 00:15:11,787 --> 00:15:16,589 And so I think if you think of it the wrong way, you're gonna get negative results. 185 00:15:16,677 --> 00:15:17,159 Yeah. 186 00:15:17,159 --> 00:15:20,015 Did you ever question that BNI wouldn't work for you? 187 00:15:20,065 --> 00:15:20,575 the beginning. 188 00:15:20,575 --> 00:15:26,848 Yes, I talked to my coach when she was like, you know, I have to have it like I'm gonna just be real transparent. 189 00:15:26,848 --> 00:15:31,480 I had to huff into a paper bag for about six weeks when she was like, you just need to be a general contractor. 190 00:15:31,480 --> 00:15:33,631 And I'm like, but I'm a girl. 191 00:15:33,631 --> 00:15:36,173 And I mean, I wear skirts all the time. 192 00:15:36,173 --> 00:15:39,114 That's kind of my brand a little bit if you want to call it that. 193 00:15:39,114 --> 00:15:49,439 And so I was like, my gosh, I got to borrow this money from my family, which is like my family and we were okay, but I felt a huge weight of responsibility of like, what if I 194 00:15:49,439 --> 00:15:50,049 can't pay my 195 00:15:50,049 --> 00:15:51,079 family back. 196 00:15:51,079 --> 00:16:00,403 it and then like my husband we were in a hut I was kind of counting on my husband to be like no babe this is crazy and he's like no you need to do this and I was like what is 197 00:16:00,403 --> 00:16:14,167 happening uh but he was like that sounds like that's great and uh and and kind of funny story with that too my husband owns his own company they have a data network low voltage 198 00:16:14,167 --> 00:16:19,741 company here in Tupelo and they've put somebody in my BNI chapter because they've seen what it can do for you. 199 00:16:19,741 --> 00:16:26,754 But yeah, I just, remember meeting with my coach and I said, what if I borrow this money from my family and I can't pay it back? 200 00:16:26,754 --> 00:16:28,145 And she goes, get your calendar out. 201 00:16:28,145 --> 00:16:31,486 So I got my calendar out and she goes, in six months, we're gonna talk about this. 202 00:16:31,486 --> 00:16:33,587 And I just wanna see what your thoughts are. 203 00:16:33,707 --> 00:16:42,681 And I was like, okay, so six months to the date, we came back and met and she was like, so uh how do you feel about that investment that you made? 204 00:16:42,681 --> 00:16:44,272 And I was like, okay. 205 00:16:45,079 --> 00:16:46,500 You were right. 206 00:16:48,029 --> 00:16:58,469 scary it's a little bit of a scary investment because i was investing in something that i didn't even have you know i have been to a bag for six weeks like can i be a gc can i like 207 00:16:58,469 --> 00:17:02,664 i don't know that's like that's a lot of liability and not even just like 208 00:17:02,963 --> 00:17:06,935 like litigious liability, like that's a huge responsibility. 209 00:17:06,935 --> 00:17:17,920 And I have responsibility to people that are trusting me with hundreds of thousands of dollars to be completely um capable of these abilities. 210 00:17:17,920 --> 00:17:28,165 And then now I'm asking these people, like there was like a lot of tears, but I just kind of just all in and scared, but just rounded myself with people that were like, okay, this 211 00:17:28,165 --> 00:17:28,765 was stupid. 212 00:17:28,765 --> 00:17:29,695 Let's not do that. 213 00:17:29,695 --> 00:17:30,866 Let's do this. 214 00:17:30,866 --> 00:17:32,867 And I'm like, that makes sense. 215 00:17:32,867 --> 00:17:41,039 oh And the more I embraced the resources around me, the further it catapulted me, the quicker it catapulted me to success. 216 00:17:41,039 --> 00:17:48,801 So would you say the structure of BNI and the structure of your coach gave you the confidence in your own abilities to make all those things happen? 217 00:17:48,801 --> 00:18:01,600 100 % because a coach, your job is to sit and hit that drone coverage where I'm like, I don't know how to get to the clearing on the other side of these trees, but you're like, 218 00:18:01,600 --> 00:18:06,913 okay, take two steps left and walk straight and you're there. 219 00:18:06,913 --> 00:18:08,905 Whereas for, I'm like, there's too many trees. 220 00:18:08,905 --> 00:18:10,406 Is the clearing even there? 221 00:18:10,406 --> 00:18:12,117 Is success there? 222 00:18:12,287 --> 00:18:16,799 I can't quite, I can't get to it you're like, I got it, I'm hovering up here. 223 00:18:16,799 --> 00:18:21,962 And my coach did give me that clarity because this is what you do all day, every day. 224 00:18:21,962 --> 00:18:33,548 You've seen the patterns, you can guide, you can lead, and then you also have the trusted resources to go, okay, you need a lawyer because you have contracts and you need to verify 225 00:18:33,548 --> 00:18:36,331 people are gonna pay you, you need to go contact. 226 00:18:36,331 --> 00:18:45,336 Harrison Law Firm, which was in my chapter and they did all my legal contracts and then come to find out I can enjoy construction and building but I don't have to actually like 227 00:18:45,336 --> 00:18:47,948 the business side of being a contractor. 228 00:18:47,948 --> 00:18:58,733 So got a great CPA and because I still have to pay taxes so I don't end up in jail, know, all those things are important but not what I want to my attention to and I was like, oh, 229 00:18:58,733 --> 00:19:00,484 okay, this is easy. 230 00:19:00,484 --> 00:19:04,754 And so, so yeah, that was huge. 231 00:19:04,754 --> 00:19:14,093 the right partners in the room was beneficial because you already had a structure built where then you could also rely on people that you trusted that were provided to you via 232 00:19:14,093 --> 00:19:23,225 BNI that were resources that were useful to helping you grow, You know, I watched this thing this morning when I was getting ready. 233 00:19:23,225 --> 00:19:25,986 I hadn't seen this before, but it was so interesting. 234 00:19:25,986 --> 00:19:33,256 em There was an experiment and I don't have the, I wish I could give you the, the, it came from, but I'm just going to tell you about it you can Google it. 235 00:19:33,256 --> 00:19:34,148 It'll probably come up somewhere. 236 00:19:34,148 --> 00:19:36,499 But there was a study that was done. 237 00:19:36,499 --> 00:19:40,500 They took an ant and they, on a piece of paper, they drew a circle. 238 00:19:40,500 --> 00:19:42,011 Have you seen that? 239 00:19:42,011 --> 00:19:44,681 And the, it's so crazy, right? 240 00:19:44,681 --> 00:19:50,039 So they, they draw a circle around the ant and the ant walks around the paper, but cannot. 241 00:19:50,039 --> 00:19:56,271 walk outside the circle because it perceives that's its limitation, That becomes a wall. 242 00:19:56,271 --> 00:19:58,712 And then they take a spider and they do the same thing. 243 00:19:58,712 --> 00:20:02,453 They draw a circle around the spider and the spider starts to do the same thing. 244 00:20:02,453 --> 00:20:08,625 And then at some point, a leg goes over the outside of the border of the circle and it was like, oh, okay. 245 00:20:08,625 --> 00:20:13,357 And then they kept drawing circles around the spider and they could not contain the spider with the circle. 246 00:20:13,357 --> 00:20:14,071 So. 247 00:20:14,071 --> 00:20:18,544 it's all up in here, I'm pointing at my head if you're just listening. 248 00:20:19,024 --> 00:20:22,367 it's what's between your ears that is the limitation. 249 00:20:22,367 --> 00:20:29,952 And when somebody helps guide you to, there's more beyond the circle, you're not limited by that. 250 00:20:29,952 --> 00:20:37,809 it can be a, in the conversation I was listening to, it was in reference to race, it was in reference to gender. 251 00:20:37,809 --> 00:20:41,991 uh You know, you were in a role that was not a traditional female role. 252 00:20:41,991 --> 00:20:50,316 um I come from automotive, which at the time I joined it, even still today, is not really traditionally what women do, working in automotive. 253 00:20:50,316 --> 00:20:56,469 um So you had that expectation that maybe this isn't going to be for me, but we'll get to your strengths later. 254 00:20:56,469 --> 00:21:04,684 I think your strengths probably helped you alongside the structure of being brought into the BNI world and having a coach. 255 00:21:04,684 --> 00:21:05,984 So I love all of that. 256 00:21:05,984 --> 00:21:07,189 So thank you for showing that. 257 00:21:07,189 --> 00:21:13,531 Well, and then to talk about that barrier thing, the thing that was in my head was I'm a girl in construction. 258 00:21:13,531 --> 00:21:18,772 And here in the South, boys grow up, well, I've been doing this with my daddy since I was 12. 259 00:21:18,772 --> 00:21:20,533 I didn't have that story. 260 00:21:20,773 --> 00:21:22,503 I had no construction background. 261 00:21:22,503 --> 00:21:24,874 I'm terrified of saws. 262 00:21:24,874 --> 00:21:27,535 um They still scare me, but I hired that out. 263 00:21:27,535 --> 00:21:29,435 That's not my strength. 264 00:21:29,435 --> 00:21:32,576 But I actually leaned into the fact that I was a girl. 265 00:21:32,576 --> 00:21:35,037 So now I walked into these rooms with these 266 00:21:35,177 --> 00:21:37,731 boys that, you know, all kind of look the same. 267 00:21:37,731 --> 00:21:46,293 And now I'm a girl and I look like this when I go on job sites and I stood out in my, my, branding is your general contractor in a skirt. 268 00:21:46,293 --> 00:21:52,294 I leaned into it to now where, yeah, now those, those little circles, they don't scare me anymore. 269 00:22:07,512 --> 00:22:08,052 Yeah. 270 00:22:08,052 --> 00:22:16,312 Well, and same for automotive is that was not, you know, I wasn't going to, you know, pull out the jumpsuit and look like a mechanic. 271 00:22:16,312 --> 00:22:19,912 I wore what I wore, what I look like today, you know, only younger. 272 00:22:19,912 --> 00:22:25,892 And, you know, that was, it was pressing the boundaries, which is, I enjoyed that. 273 00:22:25,892 --> 00:22:28,872 And there's probably a lot more to the boundary pressing. 274 00:22:28,872 --> 00:22:34,840 But when I read your, the combination of your Clifton strengths. 275 00:22:34,840 --> 00:22:41,860 It was not surprising to me that you ended up doing that because those are very much playing, that was very much playing to your strengths, which we can talk about in a 276 00:22:41,860 --> 00:22:42,280 minute. 277 00:22:42,280 --> 00:22:44,880 But you mentioned your chapter calls out top players. 278 00:22:44,880 --> 00:22:47,740 So let's call out you, because you are a top player. 279 00:22:47,820 --> 00:22:50,919 So let's roll over to the power of one. 280 00:22:50,919 --> 00:22:54,740 So there's not a lot to talk about here because you have a perfect 100. 281 00:22:56,260 --> 00:23:00,800 So welcome to the perfect 100 and your top player. 282 00:23:00,812 --> 00:23:01,973 Today is Ms. 283 00:23:01,973 --> 00:23:09,311 Lori Dillon um So looking at that, have you, has that been a journey? 284 00:23:09,311 --> 00:23:10,812 You know, it's a six month average. 285 00:23:10,812 --> 00:23:12,734 So has that been a journey for you? 286 00:23:12,734 --> 00:23:20,332 Were you always in the top area or is that changed at all over the, how long have you been in BNI altogether? 287 00:23:20,512 --> 00:23:22,328 two years eight months. 288 00:23:22,328 --> 00:23:28,562 Okay, were you kind of always that achiever or was that something that changed over time? 289 00:23:28,796 --> 00:23:31,856 I've always been the achiever. 290 00:23:32,176 --> 00:23:33,776 I don't need the recognition. 291 00:23:33,776 --> 00:23:46,916 Obviously it's fun, but it's gotten to the point where I've talked with my leadership in our chapter even today because we still do the recognition and I'm like, don't recognize 292 00:23:46,916 --> 00:23:47,856 me. 293 00:23:48,836 --> 00:23:50,450 I don't 294 00:23:50,450 --> 00:23:55,643 I would rather people feel that surge, like, because people are chasing me. 295 00:23:55,763 --> 00:23:58,065 And I love that, that's great. 296 00:23:58,065 --> 00:24:01,787 But also to be fair, I get a lot of CEUs because I'm a coach. 297 00:24:01,787 --> 00:24:07,851 So I'm constantly like studying or having Zooms or education or, you know, whatever. 298 00:24:08,291 --> 00:24:12,204 So my CEUs are abnormally strong each week. 299 00:24:12,204 --> 00:24:14,968 You know, I probably have four to six. 300 00:24:14,968 --> 00:24:16,428 We're going to look at that in a minute. 301 00:24:16,428 --> 00:24:19,848 Actually, let's roll over to that while we can, while you're talking about it. 302 00:24:19,848 --> 00:24:24,628 So there's, there's the last six months where, so you have a lot of CEUs, 127. 303 00:24:25,468 --> 00:24:26,172 Keep talking. 304 00:24:26,172 --> 00:24:29,439 nine numbers, but I also have a ton of one-to-ones 305 00:24:29,472 --> 00:24:39,017 And so I've told my chapter, because I'm gonna be stepping into presidency here in October, and I'm like, look, just don't acknowledge me. 306 00:24:39,017 --> 00:24:45,072 Don't, I want other people, it's not like, Lori wins it again, Lori wins it again. 307 00:24:45,072 --> 00:24:55,254 I, you know, that's great, but I literally met with them and I was like, look, I don't mean this uh in a braggadocious way, but like, I know I'm a Killer BNI member because I'm 308 00:24:55,254 --> 00:24:57,145 intentional about it. 309 00:24:57,265 --> 00:24:59,326 And really the part, 310 00:24:59,326 --> 00:25:04,333 for me is be intentional about your one-to-ones and the referrals just flow. 311 00:25:04,333 --> 00:25:10,782 ah And so that's where my balance is, is I just, you just do that. 312 00:25:10,782 --> 00:25:12,634 You just have to be intentional though. 313 00:25:12,728 --> 00:25:16,271 All right, so there are, the Palms report is on the screen. 314 00:25:16,271 --> 00:25:22,617 If you can't see it, cause you're just listening, there are 25 weeks showing and you have zero absences. 315 00:25:22,617 --> 00:25:26,461 uh You have a sub in there, but that's not considered an absence. 316 00:25:26,461 --> 00:25:30,785 Referrals given inside is 60, referrals given outside is nine. 317 00:25:30,785 --> 00:25:35,309 Referrals received inside is six, referrals received outside is 29. 318 00:25:35,309 --> 00:25:39,160 Visitors is six, one to one is 53. 319 00:25:39,160 --> 00:25:47,840 Thank you for closed business given, this is what you've given, which I want to talk about for just a second, $117,120. 320 00:25:48,360 --> 00:25:53,020 And we already said this, it uses 127, which again, in 25 weeks is a lot. 321 00:25:53,200 --> 00:25:55,420 But let's go to the thank you for closed business. 322 00:25:55,420 --> 00:26:02,080 You've got one, as we look across the breakdown, you're pretty consistently giving thank you for closed business. 323 00:26:02,080 --> 00:26:04,780 You've got a big one in there for $75,000. 324 00:26:05,021 --> 00:26:11,782 Who is that person that loves you that you gave $75,000 deal or is that a compilation of a bunch of people? 325 00:26:11,782 --> 00:26:22,301 It's a compilation of a bunch of people because in the business that we have here, um when we have multiple, like just to, I don't know what that one is specifically, but I can 326 00:26:22,301 --> 00:26:23,421 imagine where that is. 327 00:26:23,421 --> 00:26:31,608 ah We do a tear out of a water loss or something for the restoration company that I'm with. 328 00:26:32,029 --> 00:26:33,770 We don't do the build back. 329 00:26:33,770 --> 00:26:41,592 So we will use our referral partners here in BNI and we have contractors, handymen, oh 330 00:26:41,592 --> 00:26:44,275 remodelers, painters, flooring. 331 00:26:44,275 --> 00:26:50,480 So that I would imagine is probably on a couple locations that we refer them. 332 00:26:50,480 --> 00:26:51,481 We don't do the build back. 333 00:26:51,481 --> 00:26:58,027 We don't take the, you know, we're just like, hey, we have a great referral partner that we have if you want to use them. 334 00:26:58,027 --> 00:27:04,118 And so they receive multiple jobs based off us giving them the business. 335 00:27:04,118 --> 00:27:10,980 So sort of in the vein of a GC giving subs the work, it's kind of, it's similar, but you're just with absolute now. 336 00:27:10,980 --> 00:27:13,421 So you're kind of doing the same thing in a different way, right? 337 00:27:13,421 --> 00:27:14,931 Okay. 338 00:27:14,931 --> 00:27:28,035 So when you think about your coach now, and when you look at how you were at the beginning or how others may be in your chapter were, and you look at, you've had the experience of 339 00:27:28,035 --> 00:27:31,156 coaching others and seeing lots of other chapters at work. 340 00:27:31,648 --> 00:27:34,304 What are you doing differently or are you doing anything differently? 341 00:27:34,304 --> 00:27:36,128 Because you're kind of were achieving from the beginning. 342 00:27:36,128 --> 00:27:40,908 So but are you doing anything differently now that you've had a different set of eyeballs on things? 343 00:27:41,432 --> 00:27:47,240 Yeah, I would say uh when you first join BNI, it's like you're drinking through a fire hose. 344 00:27:47,381 --> 00:27:51,497 For me, I'm so like, I gotta hit the mark, I gotta hit the mark. 345 00:27:51,497 --> 00:27:57,114 And I was like, somebody said to me, it's three items, one time a week. 346 00:27:57,114 --> 00:27:58,812 Get one one-to-one. 347 00:27:58,812 --> 00:28:02,214 do one referral and do one CEU. 348 00:28:02,214 --> 00:28:07,317 And that kind of brought it down to a manageable bite for me. 349 00:28:07,618 --> 00:28:24,188 Now since being a coach, I realize why those manageable bites, you're essentially, that's your accountability, but that's also your membership committee is looking at that data to 350 00:28:24,188 --> 00:28:24,922 see 351 00:28:24,922 --> 00:28:26,533 Is this somebody we want to renew? 352 00:28:26,533 --> 00:28:27,904 Are you right for the chapter? 353 00:28:27,904 --> 00:28:29,396 Are we right for you? 354 00:28:29,396 --> 00:28:35,311 And then at that point, and then you're looking and you can see on a bigger scale how that can align you. 355 00:28:35,311 --> 00:28:40,292 So it's like some things seem like, okay, I'm just gonna get these three things once a week. 356 00:28:40,292 --> 00:28:41,706 I call them the golden three. 357 00:28:41,706 --> 00:28:42,927 That's what I tell all my chapters. 358 00:28:42,927 --> 00:28:44,529 Now just hit the golden three. 359 00:28:44,529 --> 00:28:46,310 That's gonna make your numbers look good. 360 00:28:46,310 --> 00:28:48,702 And if you have a crazy week, bring a visitor. 361 00:28:48,702 --> 00:28:51,775 Bring a first time visitor, because that's a huge point grab. 362 00:28:51,775 --> 00:28:53,576 That's how I got started. 363 00:28:53,692 --> 00:28:58,032 And then it exposes somebody to the room that's gonna learn about your business. 364 00:28:58,032 --> 00:29:06,636 I can, know, even if they're not a good fit for BNI, you're getting access to potentially somebody else's resources and vice versa. 365 00:29:06,636 --> 00:29:13,518 So there's things that just started making sense, they all kind of start stacking and it starts just making sense. 366 00:29:13,518 --> 00:29:21,552 And I'm like, okay, this is bigger than just like me doing my little three a week and it, 367 00:29:21,552 --> 00:29:25,554 it became a very bigger picture and it became very data driven at that point. 368 00:29:25,554 --> 00:29:28,925 It's not like, I think BNI is doing good for me. 369 00:29:28,925 --> 00:29:36,087 At the end of the year, I could look back and I saw I had 6,000 % ROI was the email that BNI sent to me. 370 00:29:36,087 --> 00:29:38,598 So now it's not like, yeah, I'm pretty sure they're doing a good job. 371 00:29:38,598 --> 00:29:40,769 I'm like, okay, let's sign this up again. 372 00:29:40,769 --> 00:29:43,740 Like, cause I did that week to week work. 373 00:29:43,832 --> 00:29:44,172 Right. 374 00:29:44,172 --> 00:29:46,003 Well, I love that you call it a point scrub. 375 00:29:46,003 --> 00:29:53,195 You know, since this is the perfect 100, you know, we're focused on what are the points, right? 376 00:29:53,195 --> 00:30:02,549 But it's, it, and I do think of it that way also to some degree is I, and I've said on previous episodes, I like to get my point scrubs out of the way at the beginning of the, 377 00:30:02,549 --> 00:30:03,089 of the month. 378 00:30:03,089 --> 00:30:04,700 So I don't have to worry about it. 379 00:30:04,700 --> 00:30:05,600 can sort of. 380 00:30:05,600 --> 00:30:11,482 If I've got a busy month going on, I just plan out, okay, I need to hit these, you know, marks early. 381 00:30:11,482 --> 00:30:17,705 So I don't have, and I've been in sales forever and that was just how I always orchestrated things I had to do. 382 00:30:17,705 --> 00:30:23,267 Let's get them knocked out in terms of the business so I can focus on the growth, right? 383 00:30:23,267 --> 00:30:34,582 If I can, we, in previous lives, I've had a business, I've had to retain business that was, you you have to touch the customers you have and keep them happy. 384 00:30:34,582 --> 00:30:36,533 and then you have to grow a business. 385 00:30:37,314 --> 00:30:45,279 Most people have that and they're whatever they do, whether they work for someone else or they have their own business, you generally have to keep the people you have happy and 386 00:30:45,279 --> 00:30:56,626 then you have to, and that's no different than BNI is keeping BNI happy is getting those things done and that in turn helps you be happy and it helps others be happy, right? 387 00:30:57,267 --> 00:30:59,227 It multiplies, it's amazing. 388 00:30:59,257 --> 00:31:00,066 I can't see. 389 00:31:00,066 --> 00:31:06,899 So you're naturally somebody that connects with people, because we're going to talk about your strengths in a minute, but have you learned to balance? 390 00:31:06,899 --> 00:31:10,450 have an energy in connections and making people. 391 00:31:10,450 --> 00:31:12,341 You're a people person. 392 00:31:12,341 --> 00:31:22,245 So have you had to, when you're thinking about what you ask for in your chapter, weeks a week, have you had to balance sort of the just connecting with people and that being, 393 00:31:22,245 --> 00:31:26,637 because you have, I think there's some strategy in your makeup as well. 394 00:31:26,637 --> 00:31:28,988 Or you lean into the strategy more. 395 00:31:29,538 --> 00:31:35,528 Do you show up intentionally with, do you prepare or do you show up and kind of say what you're gonna say? 396 00:31:35,886 --> 00:31:40,082 So yeah, I absolutely prepare. 397 00:31:40,082 --> 00:31:44,287 I'm one of the first people there uh at my BNI chapter. 398 00:31:44,287 --> 00:31:53,228 um There is something, it was really funny um and it's the weirdest thing, but I'm like, this actually works. 399 00:31:53,228 --> 00:31:54,960 I watch Downton Abbey. 400 00:31:55,184 --> 00:32:06,334 and uh old lady Grantham who's like the really, she said uh she came early to a dinner because there was a big person coming and she said, I wanna be in possession of the room. 401 00:32:06,334 --> 00:32:09,256 And I was like, I'm gonna clock that. 402 00:32:09,256 --> 00:32:12,679 And so now I show up early because I wanna be in possession of the room. 403 00:32:12,679 --> 00:32:16,012 When you walk in, if you show up early, great. 404 00:32:16,012 --> 00:32:17,883 I get more time with you than anybody. 405 00:32:17,883 --> 00:32:20,224 I don't look like I'm rushing in and hustling. 406 00:32:20,224 --> 00:32:21,707 I have possession of the room. 407 00:32:21,707 --> 00:32:23,432 And then I also, find out, 408 00:32:23,432 --> 00:32:29,557 people that show up early, your worker bees are the decision makers and they're the power players. 409 00:32:29,557 --> 00:32:34,642 So I show up early because you start cultivating that conversation. 410 00:32:34,642 --> 00:32:42,128 Push, even if it's not anybody can do anything for me, they're talking to me, we're strategizing about things that pushes you in a different way. 411 00:32:42,128 --> 00:32:51,916 ah And then when it comes to my weekly asks, I am very, I have about a four to six week rotation that as things come up and I go, oh, 412 00:32:52,040 --> 00:32:53,980 uh you know, manic. 413 00:32:54,541 --> 00:33:00,463 And it's not crazy and I don't mean this in a negative way, but a lot of people don't know what a crawl space is. 414 00:33:00,463 --> 00:33:11,396 And so I realized that from a client and so I put on one of my lists to ask if you walk into somebody's house and you have to walk upstairs to get to their front door, they have 415 00:33:11,396 --> 00:33:12,546 a crawl space. 416 00:33:12,546 --> 00:33:18,332 And it is not a weird question to say, you know you're supposed to check out your crawl space once a year, right? 417 00:33:18,332 --> 00:33:19,543 I'm sure you haven't because nobody does. 418 00:33:19,543 --> 00:33:20,323 It's disgusting. 419 00:33:20,323 --> 00:33:21,575 Nobody wants to get under there. 420 00:33:21,575 --> 00:33:24,198 Do you know you can get a free inspection from Absolute? 421 00:33:24,198 --> 00:33:25,279 Just put that out there. 422 00:33:25,279 --> 00:33:26,840 Let us come out, do our job. 423 00:33:26,840 --> 00:33:35,830 It may be perfect, but if you've got mold and moisture under there, then we're going to give you a heads up before it's now a huge expensive problem. 424 00:33:35,830 --> 00:33:38,749 Right, you're throwing everything out and have to move out of the house. 425 00:33:39,268 --> 00:33:49,191 And so those little things, I just have a little running list on a notes app that I'm like, ask people if they have to walk upstairs to let people get in contact with us. 426 00:33:49,191 --> 00:33:52,452 And I just have them do a group text, let us connect to them. 427 00:33:52,452 --> 00:33:54,173 You don't gotta do the sales pitch. 428 00:33:54,173 --> 00:33:55,113 We know what to do. 429 00:33:55,113 --> 00:33:58,895 We're the professionals and if they decline, that's fine too. 430 00:33:58,895 --> 00:34:03,576 But yeah, I'm very intentional and just find moments that I add to my list. 431 00:34:03,788 --> 00:34:09,701 You know, I love that you that I watched Downton Abbey, but I don't remember that scene and owning the room thing. 432 00:34:09,701 --> 00:34:12,893 That's that's such an interesting point. 433 00:34:12,893 --> 00:34:14,014 I show up early also. 434 00:34:14,014 --> 00:34:15,284 I'm generally the first one there. 435 00:34:15,284 --> 00:34:17,656 I've always been the first one there. 436 00:34:17,656 --> 00:34:20,827 Even when I wasn't certain, you know, I was the president for a while. 437 00:34:20,827 --> 00:34:23,499 I was always bright and early making sure everything worked. 438 00:34:23,499 --> 00:34:26,410 And, know, because I'm throwing a party, right? 439 00:34:26,410 --> 00:34:27,841 That's it's it's for me. 440 00:34:27,841 --> 00:34:32,604 It's this is my party that I am orchestrating for you. 441 00:34:32,604 --> 00:34:33,194 And 442 00:34:33,194 --> 00:34:35,885 If I'm speaking, I'm a speaker. 443 00:34:36,967 --> 00:34:40,929 If you're a BNI member, I like to speak about business. 444 00:34:40,929 --> 00:34:46,903 But if I'm showing up to speak, I am generally, I ask the people that I'm speaking for, what time are you going to be there? 445 00:34:46,903 --> 00:34:49,004 Because I need access to the room. 446 00:34:49,004 --> 00:34:54,938 I wanna be in the room, making sure everything is functional, so then I can talk to people. 447 00:34:54,938 --> 00:34:57,432 I don't wanna be rushing in. 448 00:34:57,432 --> 00:35:06,352 things don't work, I'm looking for a remote, I don't wanna deal with any of that, I want it to be done set ready and then when the first guest walks in the door, I'm talking to 449 00:35:06,352 --> 00:35:07,452 people, right? 450 00:35:07,472 --> 00:35:11,012 And that strategic thing that you mentioned, that's what that is, right? 451 00:35:11,012 --> 00:35:20,052 It's not, well, and you like, everybody likes people, we're in BNI, we wouldn't be in BNI if you didn't like people, but there's, the visitors always show up early, right? 452 00:35:20,052 --> 00:35:27,060 The visitors do not know where they're going and they're worried about, so they just show up. 453 00:35:27,060 --> 00:35:36,444 and they sometimes they just sit in their car but they'll come looking for you and if you're not if nobody's in the room or you're in the room and it looks very harried what 454 00:35:36,444 --> 00:35:46,067 kind of impression does that make right so you know we asked the visitor hosts to show up early for that reason so because the the visitors usually are the first ones in the 455 00:35:46,067 --> 00:35:48,033 parking lot um 456 00:35:48,033 --> 00:35:54,961 when I'm planning the next incoming leadership, always, every chapter, never fails. 457 00:35:55,362 --> 00:35:58,945 I'm like, hey, who do think you should be your visitor host? 458 00:35:59,106 --> 00:36:02,530 Joe, he is so personable and he's such a nice guy. 459 00:36:02,530 --> 00:36:05,233 Great, is Joe one of the first five people here? 460 00:36:05,233 --> 00:36:08,055 Oh no, no, no, no, no, Joe's not it. 461 00:36:08,055 --> 00:36:08,518 Right. 462 00:36:08,518 --> 00:36:18,482 Joe's probably a lovely guy, but this, and we can put him in another position and pull strengths from a different way, but that's not what we're looking for when we're doing the 463 00:36:18,482 --> 00:36:19,383 visitor host. 464 00:36:19,383 --> 00:36:28,807 It's like you said, if I go visit somewhere, if I go visit a chapter, I go so early because I want to make sure I find the right space. 465 00:36:28,807 --> 00:36:30,518 Do I find the right door? 466 00:36:30,518 --> 00:36:32,819 Is it, you know, and I don't want to walk in. 467 00:36:32,819 --> 00:36:34,605 have enough details when you get there, right? 468 00:36:34,605 --> 00:36:36,580 It's always some surprise, right? 469 00:36:36,580 --> 00:36:49,407 But I also notice when people are late and I'm like, it's either this meeting didn't mean that much to you, you don't plan properly, and do I want to trust you with my business? 470 00:36:49,448 --> 00:36:54,310 Because you have a weekly standing meeting you couldn't show up for. 471 00:36:54,851 --> 00:36:57,171 And so I clock that too. 472 00:36:57,171 --> 00:37:02,436 Yeah, it's the how you do anything is how you do everything is also a ways in my book. 473 00:37:03,878 --> 00:37:05,870 I really don't think people think about that. 474 00:37:05,870 --> 00:37:17,532 And I don't know why that is because it's like if you show up looking disheveled or you're not ready and you're presenting, you know, or any of the things that we. 475 00:37:17,580 --> 00:37:27,635 typically you have plenty of notice that we're gonna do, which is we do them every week and you were given notice this was happening, like showing up at the time the meeting 476 00:37:27,635 --> 00:37:28,796 starts. 477 00:37:28,796 --> 00:37:37,900 always, If it's a once in a, obviously things happen, there's a train, whatever, but I know there's a train that crosses the path between me and the meeting. 478 00:37:37,900 --> 00:37:39,611 I usually leave early. 479 00:37:40,892 --> 00:37:41,717 That's just me. 480 00:37:41,717 --> 00:37:44,320 has insane train schedules. 481 00:37:44,320 --> 00:37:48,144 you do have to factor that in. 482 00:37:48,144 --> 00:37:55,530 Even with Absolute, when we bring on people to interview them, it kills me, but I love it. 483 00:37:55,530 --> 00:38:00,374 Chris will say, he's the owner, Chris will say, can we go look at your car right now? 484 00:38:00,395 --> 00:38:02,897 And they're like, ah yeah, why? 485 00:38:02,897 --> 00:38:05,319 And he goes, because I want to see how you keep your car. 486 00:38:05,528 --> 00:38:06,320 Oh. 487 00:38:06,320 --> 00:38:09,261 That lets me see how you're going to tend to our vehicles. 488 00:38:09,261 --> 00:38:10,682 And we have a standard. 489 00:38:10,682 --> 00:38:14,441 You will look at our vehicles at any time and everything. 490 00:38:14,441 --> 00:38:17,105 We have an OCD warehouse manager. 491 00:38:17,105 --> 00:38:18,645 Everything is put in. 492 00:38:18,645 --> 00:38:22,627 When we open our doors, it is clean and tidy and put away. 493 00:38:22,687 --> 00:38:28,404 And he will not allow you to show up to a job with like things falling out of the car. 494 00:38:28,404 --> 00:38:30,290 That doesn't represent our brand. 495 00:38:30,290 --> 00:38:32,971 And you won't get a car inspection. 496 00:38:33,016 --> 00:38:35,176 Wow, I love that. 497 00:38:35,251 --> 00:38:38,332 I'm gonna catch you off guard and I know it's reality. 498 00:38:38,332 --> 00:38:41,152 You know, if you know like dude, we just got back from vacation. 499 00:38:41,152 --> 00:38:48,912 have there's things but he's watching and so I Do anything is how you do everything? 500 00:38:48,921 --> 00:38:49,318 Yes. 501 00:38:49,318 --> 00:38:59,790 Well, and as a, I was a recruiter for five years and I didn't, we didn't have the, it wasn't in today's world where we do, you know, we see each other on screen. 502 00:38:59,790 --> 00:39:02,043 um I was only calling people on the phone. 503 00:39:02,043 --> 00:39:08,996 So I would never get to see them, but the, the people that I was sending them to interview with obviously did. 504 00:39:08,996 --> 00:39:09,400 And 505 00:39:09,400 --> 00:39:14,344 There's so much that goes into an impression and you wouldn't believe it. 506 00:39:14,344 --> 00:39:24,092 And I love that that's just one more thing, There's the pregnant pause where we ask a question and you just leave it hanging out there and see what comes up and cause people 507 00:39:24,092 --> 00:39:25,493 will fill in the gaps. 508 00:39:25,493 --> 00:39:30,978 And if you take that even to the next extreme is when we interview people for our chapters, what do we do? 509 00:39:30,978 --> 00:39:34,134 And you guys actually have a unique process. 510 00:39:34,134 --> 00:39:36,905 that actually blew my doors off when I saw it. 511 00:39:37,186 --> 00:39:47,212 So, Dr., just because it came up, tell us how in your very large, largest, typically chapter in the region, interviews knew people for the chapter. 512 00:39:47,993 --> 00:39:49,675 Well, we have a standard. 513 00:39:49,675 --> 00:39:52,029 uh What spot are you talking about specifically? 514 00:39:52,029 --> 00:39:55,563 Because like I hear ours is crazy overall, but like I don't think it's. 515 00:39:55,563 --> 00:39:57,881 people are invited to your interview list? 516 00:39:57,881 --> 00:40:00,136 That's the things that blew my door off. 517 00:40:00,136 --> 00:40:12,738 So we make sure, obviously you have to have two members of the membership committee there to do the interview, which is typically led by our VP and then multiples of us are in 518 00:40:12,738 --> 00:40:19,674 there as membership committee, but the whole chapter is invited to come and sit in on the interview. 519 00:40:20,355 --> 00:40:25,319 so that can have its pluses and minuses. 520 00:40:25,544 --> 00:40:31,744 As long as your VP runs it with intention and structure. 521 00:40:32,244 --> 00:40:35,484 So our VP is very 522 00:40:35,944 --> 00:40:42,724 which we've had a transition in VPs, but I'm just going to speak on the last interview that we just did. 523 00:40:42,844 --> 00:40:51,064 She's like, okay, we keep it clocking, but we all have laminated sheets and each member, you will have a segment of questions. 524 00:40:51,064 --> 00:41:02,284 So when you join BNI, there is no opportunity for you to say, oh, I didn't understand, I only had six opportunities to miss with three being in a sub and three being in absence, 525 00:41:02,284 --> 00:41:05,288 or I didn't realize I had to be here for the whole meeting. 526 00:41:05,288 --> 00:41:08,722 It is so very clearly put out there. 527 00:41:08,722 --> 00:41:14,699 And uh we also get a very clear understanding of what your expectations for us is. 528 00:41:14,699 --> 00:41:18,263 And you have an understanding of what our expectations are for you. 529 00:41:18,263 --> 00:41:26,178 And it's okay to say I'm here to make money, but you gotta understand that that's gonna come with expectations. 530 00:41:26,178 --> 00:41:26,988 Right. 531 00:41:42,230 --> 00:41:45,590 Yeah, I think it's definitely unique. 532 00:41:45,590 --> 00:41:50,323 The time that I saw it, was visiting and it was after the meeting and I said, what's happening over there? 533 00:41:50,323 --> 00:41:54,546 Because there were, I don't know, 15 or so people all sitting around with somebody. 534 00:41:54,546 --> 00:41:55,251 that's an interview. 535 00:41:55,251 --> 00:41:56,377 I was like, what? 536 00:41:56,377 --> 00:41:57,078 That's crazy. 537 00:41:57,078 --> 00:41:58,909 You know, but you have a big chapter. 538 00:41:58,909 --> 00:42:01,040 So that means lots of people on membership committee. 539 00:42:01,040 --> 00:42:08,445 And as long as people are trained and they understand what they can and can ask and can say, shouldn't say all those things, that's great. 540 00:42:08,445 --> 00:42:11,267 I think to me more so it is a 541 00:42:11,267 --> 00:42:14,329 commitment to bringing the right people in, right? 542 00:42:14,329 --> 00:42:21,214 We want to make sure on both sides that that person understands what we're about and we understand what they're about. 543 00:42:21,214 --> 00:42:30,511 So it's a better fit when we, there's no question later when we bring somebody in, it wasn't just one person, because the smaller chapters might have just one person, which we 544 00:42:30,511 --> 00:42:32,902 never recommend interviewing a new person. 545 00:42:33,142 --> 00:42:35,774 It should always be two for many reasons. 546 00:42:35,774 --> 00:42:39,811 But if you only have one or two people, you're relying on 547 00:42:39,811 --> 00:42:43,552 their expertise, which is great, and as long as they're trained. 548 00:42:43,552 --> 00:42:54,955 uh But in my chapter, if there's a question, we then go to the next set of people on the membership committee who would be best suited to ask those questions of that person before 549 00:42:54,955 --> 00:42:55,616 we bring them in. 550 00:42:55,616 --> 00:43:02,291 Because we want to make sure it's a great fit, that we don't end up later saying, we should have never brought that person in. 551 00:43:02,291 --> 00:43:04,278 We should have seen that coming. 552 00:43:04,278 --> 00:43:05,919 And we don't want that. 553 00:43:05,919 --> 00:43:07,347 So it just is. 554 00:43:07,347 --> 00:43:08,948 tuning that process. 555 00:43:08,948 --> 00:43:16,290 ah We just implemented a rule ah that instead of, so we interviewed this guy. 556 00:43:16,290 --> 00:43:20,371 uh He was lovely, great interview, a lot of recommend date. 557 00:43:20,371 --> 00:43:22,252 Everybody like nothing negative. 558 00:43:22,252 --> 00:43:24,432 Everybody had great recommendations of him. 559 00:43:24,432 --> 00:43:32,991 But one of the things we found if we've let people in because we call them because everybody in the meeting is like 100%, okay, yes. 560 00:43:32,991 --> 00:43:39,631 Well then what we found out is maybe a strong personality like myself is like, hey, I've done business with them. 561 00:43:39,631 --> 00:43:41,451 can advocate for them. 562 00:43:41,451 --> 00:43:43,531 I can back them. 563 00:43:44,151 --> 00:43:49,230 But maybe somebody else had a bad experience and they're not quite as dominant personality. 564 00:43:49,230 --> 00:43:51,251 And so they didn't want to bring it out in front of the group. 565 00:43:51,251 --> 00:43:52,691 Well, that's not okay. 566 00:43:52,691 --> 00:43:54,811 We still want everybody to have a voice. 567 00:43:54,811 --> 00:44:01,055 So what we started doing is now we take a 24 hour cooling off period is what we call. 568 00:44:01,055 --> 00:44:06,955 And so what we were doing is by the end of that day, we were calling the person and saying, welcome to the club. 569 00:44:06,955 --> 00:44:10,975 You've been, you know, voted in, blah, blah, blah. 570 00:44:11,095 --> 00:44:20,235 Now we put it on our Slack channel and say, Hey, Laurie Dillon has been accepted to the chapter unanimously. 571 00:44:20,275 --> 00:44:25,855 However, if anybody has any concern, you need to reach out to the VP by five o'clock tonight. 572 00:44:26,175 --> 00:44:31,009 It cannot feel quite as intimidating, but we can get good information on them. 573 00:44:31,009 --> 00:44:32,211 we can talk about it. 574 00:44:32,211 --> 00:44:38,855 And so we don't look quite as much like an eager prom date to call them and be, hey, give them the prom, give them the prom. 575 00:44:38,855 --> 00:44:39,952 ha ha ha! 576 00:44:42,321 --> 00:44:47,844 you know, and also giving everybody the opportunity to really have a voice in this. 577 00:44:47,844 --> 00:44:57,148 And if there is something of concern, we can do our due diligence on that level, even though everybody gets the email of like, hey, any concerns or questions, we're all busy 578 00:44:57,148 --> 00:45:01,780 building our, you know, legacies, sometimes miss those. 579 00:45:01,780 --> 00:45:05,882 And so this guy showed up, hey, everybody, we're doing his interview this evening. 580 00:45:05,882 --> 00:45:08,847 That has kind of given us a little bit of a safety net also. 581 00:45:08,847 --> 00:45:09,627 Yeah, I like that. 582 00:45:09,627 --> 00:45:10,427 do that also. 583 00:45:10,427 --> 00:45:22,067 My old chapter and my existing chapter, we give that opportunity for anyone who couldn't or wasn't in the interview to say, because after a while, the Kevin Bacon game, we're all 584 00:45:22,067 --> 00:45:29,847 connected to somebody somehow, You don't know what someone else, and they're not willing to necessarily say it in front of others. 585 00:45:29,847 --> 00:45:33,227 So we just send out that email and say, we're considering this person. 586 00:45:33,247 --> 00:45:34,647 We're thumbs up at the interview. 587 00:45:34,647 --> 00:45:38,233 But before, here's your 24 hours to say, raise your hand. 588 00:45:38,233 --> 00:45:44,690 privately to the VP and say, this is a challenge and you know, if otherwise then we're gonna move forward. 589 00:45:44,690 --> 00:45:46,143 So love that. 590 00:45:46,143 --> 00:45:52,137 All right, so talking about strong personalities, let's roll into your CliftonStrengths. 591 00:45:53,118 --> 00:45:54,099 So. 592 00:45:54,113 --> 00:45:57,726 Let your, I'm gonna read these for the audience that are listening. 593 00:45:57,726 --> 00:46:00,483 So number one is woo. 594 00:46:00,483 --> 00:46:04,230 You love the challenge of meeting new people and winning them over. 595 00:46:04,230 --> 00:46:06,592 That's what winning others over is woo. 596 00:46:06,592 --> 00:46:11,915 You drive satisfaction from breaking the ice and making a connection with someone. 597 00:46:11,956 --> 00:46:13,897 Number two is strategic. 598 00:46:13,897 --> 00:46:16,409 You create alternative ways to proceed. 599 00:46:16,409 --> 00:46:21,193 Faced with any given scenario, you can quickly spot the relevant patterns and issues. 600 00:46:21,193 --> 00:46:22,674 Number three is communication. 601 00:46:22,674 --> 00:46:25,856 You generally find it easy to put your thoughts into words. 602 00:46:25,856 --> 00:46:28,908 You're a good conversationalist and presenter. 603 00:46:28,929 --> 00:46:30,790 Number four is activator. 604 00:46:30,790 --> 00:46:33,973 You can make things happen by turning thoughts into actions. 605 00:46:33,973 --> 00:46:37,365 You want to do things now rather than simply talk about them. 606 00:46:37,365 --> 00:46:39,336 And number five is command. 607 00:46:39,336 --> 00:46:40,387 You have presence. 608 00:46:40,387 --> 00:46:43,259 You take control of situation and make decisions. 609 00:46:43,359 --> 00:46:48,467 So four of your five are in the influence. 610 00:46:48,467 --> 00:46:51,732 theme and one is in the strategic theme. 611 00:46:51,732 --> 00:46:56,087 So have you taken any of these types of assessments before? 612 00:46:56,087 --> 00:46:57,740 Was any of this a shock to you? 613 00:46:57,740 --> 00:47:05,060 No it wasn't, but the owners of our company here, they're very big on placing you where your giftings are. 614 00:47:05,060 --> 00:47:18,280 And so they were, oh I took this test, I also read the book Rocket Fuel, because I wasn't really sure just before I kinda got into all this. 615 00:47:45,417 --> 00:47:45,910 Yes. 616 00:47:45,910 --> 00:47:49,623 in your business, in your home, you got it, know, all those things. 617 00:47:49,623 --> 00:48:00,385 But I definitely found that it was very, it's consistent with what I've seen in other things, which I find very complimentary. 618 00:48:00,385 --> 00:48:07,816 I I still have ways to grow and learn and develop, but I'm okay with where my strengths are. 619 00:48:07,816 --> 00:48:08,757 Yeah, awesome. 620 00:48:08,757 --> 00:48:15,841 So with Woo and communication, it's probably not a surprise to you that you connect with people pretty quickly. 621 00:48:15,842 --> 00:48:21,565 But I imagine that that combination um also helps you show up week to week in BNI. 622 00:48:21,565 --> 00:48:25,888 Have you seen that your strengths sort of shape your BNI experience? 623 00:48:26,020 --> 00:48:36,340 Yeah, and I think some of that was I'm the type of person that I'm okay to fail in front of people. 624 00:48:36,340 --> 00:48:41,200 And so I because the room there they're rooting for you. 625 00:48:41,200 --> 00:48:43,600 And they're not they don't want you to be perfect. 626 00:48:43,600 --> 00:48:44,996 They want you to 627 00:48:44,996 --> 00:48:49,458 Provide a service that you say you're gonna provide in the time and manner you're gonna provide it. 628 00:48:49,458 --> 00:48:54,941 And then show up when something's off because we're human, we're not perfect. 629 00:48:54,941 --> 00:49:00,883 I have to be able, okay, we're taking accountability and be like, yeah guys, boy, I was awful at that. 630 00:49:01,164 --> 00:49:04,965 That was me, I'm gonna take the hit on it, I apologize. 631 00:49:04,965 --> 00:49:06,046 How can I fix this? 632 00:49:06,046 --> 00:49:12,008 Is it financially, is it, whatever that is, I have to be okay with showing up like that. 633 00:49:12,449 --> 00:49:15,330 And then people just rally around you. 634 00:49:15,330 --> 00:49:20,032 And they're not looking for perfection, they're just looking for participation. 635 00:49:20,032 --> 00:49:28,776 And I think if you can nail that and have consistency, it's such an easy code to crack. 636 00:49:29,182 --> 00:49:30,173 Yeah, love that. 637 00:49:30,173 --> 00:49:38,502 And you also have Activator, and when you pair that with command, uh you're not somebody that sits around waiting for things to happen. 638 00:49:38,502 --> 00:49:43,948 eh Do you think that those strengths help you go from member to coach? 639 00:49:45,662 --> 00:49:49,174 So, you know, you kind of plucked me out of the crowd on that one. 640 00:49:49,174 --> 00:50:01,561 So I didn't I wouldn't say that I saw that for myself uh I was very like I went home and told my husband I was like Tammy wants me to work for corporate that feels crazy to me 641 00:50:01,561 --> 00:50:15,148 like I didn't feel I didn't feel like I had a full understanding of the BNI poems report or you know, like I was still kind of a baby BNI member and So I didn't 642 00:50:15,574 --> 00:50:19,786 I'll say this, I'm not a good dreamer for myself. 643 00:50:19,867 --> 00:50:22,829 Like, put a goal in front of me, got it. 644 00:50:23,750 --> 00:50:28,553 Sometimes to dream for myself, I'm not very successful in that. 645 00:50:28,553 --> 00:50:35,691 And so the fact, so I need people like you around me that are like, no, I see this in you. 646 00:50:35,691 --> 00:50:38,420 so I'm like, all right, let's go. 647 00:50:38,420 --> 00:50:39,332 you 648 00:50:39,332 --> 00:50:45,096 I'll run through any door and I'll shove my way through doors to get to the goals in front of me. 649 00:50:45,096 --> 00:50:51,500 But I still need people like you and those around me going, I think you need to try this. 650 00:50:54,062 --> 00:50:58,085 I'm just pretty open to walking through doors and going, all right, is this the right room for me? 651 00:50:58,085 --> 00:51:00,406 No, all right, we'll go try another one. 652 00:51:00,407 --> 00:51:02,488 you know, kind of good. 653 00:51:02,517 --> 00:51:06,689 that conviction that you had that BNI, the structure worked, right? 654 00:51:06,689 --> 00:51:10,821 So you recognize and you live that it was working for you. 655 00:51:10,821 --> 00:51:17,483 And then you have such high influence that, you know, and you have commands and command leads the way, right? 656 00:51:17,483 --> 00:51:24,586 So you're not afraid to look at a situation, an activator, like, let's go, let's get it done, right? 657 00:51:24,586 --> 00:51:28,210 So, you know, since you've become a coach, I've seen you. 658 00:51:28,210 --> 00:51:33,707 taking on new responsibilities with other chapters and like, do they, know, why, what are we doing here? 659 00:51:33,707 --> 00:51:36,490 Let's get, you know, let's, let's figure this out and let's move forward. 660 00:51:36,490 --> 00:51:38,210 uh 661 00:51:38,210 --> 00:51:48,640 of that is just people want to feel supported and if you get in there and you're like, hey guys, this is crazy, this is not what being high is, but like, hey, we're gonna be here, 662 00:51:48,640 --> 00:51:57,829 we're gonna get this fixed and we're gonna do it and I'm gonna be there with you and it's not gonna be comfortable, but I just liken it to going to the gym ah where you go and 663 00:51:57,829 --> 00:52:01,781 you're like, okay, I want to be able to bench press 100 pounds. 664 00:52:01,781 --> 00:52:08,014 I'm a girl, I'm not a weightlifter, like that's goal, like you know, but so you start going in that 15 pound weight, you're like, 665 00:52:08,014 --> 00:52:17,547 the bar you're like my god like it's but then you start going every week and it sucks and you got to embrace the suck a little bit but then you're gonna be like 666 00:52:17,556 --> 00:52:26,750 a lean, mean, sexy BNI machine, you know, because you were going to the weight room, you were putting the work in, and it kind of pays off. 667 00:52:26,750 --> 00:52:30,811 you know, and so think if you can work it and be like, yeah, this is not going to be comfortable, because it's not what you got. 668 00:52:30,811 --> 00:52:33,162 This is not the culture you've created. 669 00:52:33,202 --> 00:52:38,244 But we're going to shift that culture and we are going to make this amazing. 670 00:52:38,476 --> 00:52:47,732 I think if you're just kind of like, let's get in the trenches together and like we can go and I've not really felt massive resistance in that way. 671 00:52:47,732 --> 00:52:56,219 Right, well, and I'm feeling your communication at work as you're charismatic in your delivery. 672 00:53:00,764 --> 00:53:12,896 Well, it sucks people in and that's what works, you have influence, four of your five are influence and most of them are dealing with other people and getting them. 673 00:53:12,896 --> 00:53:13,298 oh 674 00:53:13,298 --> 00:53:18,563 to see the light, winning them over to do the thing and activating them to make it happen. 675 00:53:18,563 --> 00:53:21,484 And that strategy, you have strategy also is number two. 676 00:53:21,484 --> 00:53:23,337 My strategic is number one, yours is number two. 677 00:53:23,337 --> 00:53:24,758 I have command as well. 678 00:53:24,758 --> 00:53:27,610 And that is, you know, seeing things that other people can't see. 679 00:53:27,610 --> 00:53:32,735 strategic, the thought patterns that go with it cannot be taught. 680 00:53:32,735 --> 00:53:34,146 They are just in you. 681 00:53:34,146 --> 00:53:40,830 You are born with that sense of seeing the force that you mentioned the, I forget how you put it, when. 682 00:53:40,830 --> 00:53:43,174 Seeing the clearing through the forest. 683 00:53:44,319 --> 00:53:45,043 Yeah. 684 00:53:45,043 --> 00:53:54,640 you said it a little differently and I don't remember exactly what you said about it, but it's like you can't launch yourself because you can't see it, but you knew it was there, 685 00:53:54,640 --> 00:53:58,422 you just needed somebody to shore up your... 686 00:53:58,422 --> 00:53:59,924 um 687 00:53:59,924 --> 00:54:08,284 what's happening between here in order to say, which I'm pointing at between the ears again, if you're just listening, to say this is definitely possible for you. 688 00:54:08,284 --> 00:54:12,184 You just, you you rely on your own set of talents, which you have. 689 00:54:12,184 --> 00:54:13,504 So I love that. 690 00:54:13,504 --> 00:54:22,144 But if you're a member, I do want to just talk about for a moment, if you're a member who's just floating by, you know, you feel like you're not really sure. 691 00:54:22,334 --> 00:54:24,407 how to move your membership forward. 692 00:54:24,407 --> 00:54:25,899 That's actually something I'm developing. 693 00:54:25,899 --> 00:54:28,322 So, and you can talk to any of us as coaches. 694 00:54:28,322 --> 00:54:29,334 That's what we do. 695 00:54:29,334 --> 00:54:35,182 You can definitely get that sort of overview of you really can be doing more of this and more of that. 696 00:54:35,182 --> 00:54:36,814 We can see those things that we... 697 00:54:36,814 --> 00:54:38,025 both of us have strategy. 698 00:54:38,025 --> 00:54:47,270 can see those things that you can't see, but I'm also going to create something more that's at a deeper level for members who really are like, really want to amplify what I'm 699 00:54:47,270 --> 00:54:50,051 doing here and make it more than what it is. 700 00:54:50,051 --> 00:54:53,713 And that's a unique thing that I can see from a higher level that other people can't. 701 00:54:53,713 --> 00:54:55,494 So more to come on that later. 702 00:54:55,714 --> 00:54:57,896 So let's talk about the future. 703 00:54:57,896 --> 00:54:59,116 um 704 00:54:59,196 --> 00:55:02,270 With the way things are going, what do the next six to 12 months look like for you? 705 00:55:02,270 --> 00:55:09,700 You've changed to absolute, so, and we didn't kind of address that, so give me a little bit about that, and then what does the next six to 12 months look like for you? 706 00:55:09,700 --> 00:55:15,300 So I was actually getting ready to go change to a commercial GC license. 707 00:55:15,300 --> 00:55:17,940 I'm a residential license builder here in the state of Mississippi. 708 00:55:17,940 --> 00:55:19,300 I was going to commercial. 709 00:55:19,300 --> 00:55:26,240 The cost to take that test, kind of all in with the data you have to provide and all that fun stuff is about $10,000. 710 00:55:26,280 --> 00:55:37,700 So I was ready to go take that step just because I still loved what I did, but I was like, it was getting a little too routine for me and I was like, I need a little spice. 711 00:55:37,984 --> 00:55:46,727 So in the meantime, Absolute held a seat in BNI along with me holding my construction seat in BNI. 712 00:55:46,727 --> 00:55:47,767 And we had worked together. 713 00:55:47,767 --> 00:55:50,928 If I found mold or anything like that, I'd call them in. 714 00:55:50,968 --> 00:55:55,029 If they had a build back that needed to be done for a big job, they would call me in. 715 00:55:55,209 --> 00:56:00,450 And so we'd already uh been able to see each other's work, work ethic, quality. 716 00:56:00,551 --> 00:56:05,592 And the owner here, uh Absolute, Chris, 717 00:56:05,997 --> 00:56:14,917 heard I was looking to make this change and he called me up and he was like just have a meeting with me and he goes just let me just talk to me about it and I said okay I'll 718 00:56:14,917 --> 00:56:26,880 never say no to a meeting and so we talked and uh he offered me to do marketing and branding for Absolute because I speak the construction language 719 00:56:27,360 --> 00:56:32,063 that a lot of people don't speak, but then also ah I knew the quality of work. 720 00:56:32,063 --> 00:56:44,232 I knew that if I went out and kind of through all that I found when I was doing my construction job, I realized the jobs are fun, but I kind of like the networking better. 721 00:56:44,232 --> 00:56:50,856 And I told my husband six months before, or maybe anyway, six something, six weeks, six months, I can't remember. 722 00:56:50,856 --> 00:56:56,800 I said, man, if somebody would call me to do their branding and marketing and that be my job, 723 00:56:56,932 --> 00:57:01,192 I would be living my best life, but I'm like, I have no college education. 724 00:57:01,272 --> 00:57:05,652 Who in the world is gonna, why would you hire me over somebody that has a degree in marketing? 725 00:57:05,732 --> 00:57:07,872 I'm like, it's crazy. 726 00:57:07,872 --> 00:57:12,732 Literally, I was just like, man, this would be a dream, like, who's gonna do that? 727 00:57:12,732 --> 00:57:14,632 My husband's convinced it was a week. 728 00:57:14,632 --> 00:57:16,652 He thinks it was six days. 729 00:57:16,692 --> 00:57:20,112 I think it was maybe before, but he has better memory, so I'm gonna go with him. 730 00:57:20,112 --> 00:57:23,852 He said, within a week, Chris called me and said, let's talk. 731 00:57:24,004 --> 00:57:27,096 And so I was like, you know what? 732 00:57:27,096 --> 00:57:29,807 He said, why are you hesitating on something? 733 00:57:29,807 --> 00:57:31,188 You know you trust the brand. 734 00:57:31,188 --> 00:57:33,189 You know you trust the leadership. 735 00:57:33,409 --> 00:57:34,620 And you've worked with them. 736 00:57:34,620 --> 00:57:36,991 And it's like your dream job. 737 00:57:36,991 --> 00:57:38,882 He's like, why would you hesitate? 738 00:57:38,882 --> 00:57:44,315 So once Chris and I worked out the nuances of everything, I have hit the ground running. 739 00:57:44,315 --> 00:57:46,467 And so in September, I'll have been here a year. 740 00:57:46,467 --> 00:57:52,682 so I'm actually still able to pair my construction with 741 00:57:52,682 --> 00:57:57,545 absolute because we do roof installation or replacement installation at gutters. 742 00:57:57,545 --> 00:58:01,137 So we're able to pull from the quality contractors that I use. 743 00:58:01,137 --> 00:58:03,518 And I'll say this, I was not a cheap contractor. 744 00:58:03,518 --> 00:58:09,382 I am expensive because I bring uh your A team to the table. 745 00:58:09,642 --> 00:58:12,664 If I trust them in my home, I'll trust them in your home. 746 00:58:12,664 --> 00:58:18,687 If they come in and they're watching folks inappropriately or they're speaking inappropriately, you are not for my crew. 747 00:58:18,687 --> 00:58:19,588 ah 748 00:58:19,588 --> 00:58:24,888 If I would trust you around my 18 year old daughter in my house, I'll trust them in your house. 749 00:58:24,888 --> 00:58:25,888 That was my standard. 750 00:58:25,888 --> 00:58:31,136 I would have my daughter come out to a job site and if you're a creep watching her, nah, you ain't it. 751 00:58:31,136 --> 00:58:40,382 And so people knew if I brought somebody to the table, they were good, quality, respectful, know, representatives of that brand. 752 00:58:40,382 --> 00:58:44,774 So I came over here and I have just been in my happy place. 753 00:58:44,774 --> 00:58:49,177 And so when I came over here, we were not doing roof installments. 754 00:58:49,177 --> 00:58:52,409 We were not doing gutters or crawl spaces. 755 00:58:52,569 --> 00:58:57,434 We were kind of doing your standard water fire mold remediation and 756 00:58:57,540 --> 00:59:01,840 carpet cleanings, upholstery cleanings to supplement during the downtime. 757 00:59:02,720 --> 00:59:19,400 And so since kind of putting our pairing together, I think we did 1.6 million before we were on track to do 2.7 this year, and goal of 3 million. 758 00:59:19,660 --> 00:59:25,560 And then, we changed processes, we've gotten some processes down, 759 00:59:25,560 --> 00:59:29,036 And then the goal is to franchise to eventually hit 10 million. 760 00:59:29,036 --> 00:59:31,143 That's our long term goals. 761 00:59:31,400 --> 00:59:32,501 love that. 762 00:59:32,501 --> 00:59:41,726 that you're kind of leveraging both of what they offered and your own strengths together to amplify all the things that are happening. 763 00:59:41,726 --> 00:59:48,650 I also love that the, I mean, bringing your daughter to a job site to see how people treat her. 764 00:59:49,080 --> 00:59:53,454 They kind of the again, how you do anything is how you do everything is that's gold. 765 00:59:53,454 --> 00:59:57,110 mean, that's just like, I, cause you know, 766 00:59:57,110 --> 00:59:59,796 walked out, so I just sat and watched, folks. 767 00:59:59,960 --> 01:00:00,370 yes. 768 01:00:00,370 --> 01:00:07,872 Well, and you know, having come from automotive, em I certainly have been that test subject of how is this going to go? 769 01:00:07,872 --> 01:00:12,134 Because how you can feel this, you can feel the environment. 770 01:00:12,134 --> 01:00:24,027 So uh as a woman and you don't want women coming and feeling and we talked about this on a previous episode is that even in your chapter, if you don't have a diversity of people in 771 01:00:24,027 --> 01:00:28,200 the room, then that creates a, you know, that's a 772 01:00:28,200 --> 01:00:31,022 also a vibe that people are feeling. 773 01:00:31,022 --> 01:00:32,994 you have to think about all the things. 774 01:00:32,994 --> 01:00:35,226 You want to be appealing to all clients. 775 01:00:35,226 --> 01:00:39,710 You want to have people in your room that are, uh Dr. 776 01:00:39,710 --> 01:00:44,113 Meissner has that group, or book rather, who's in your room. 777 01:00:44,113 --> 01:00:44,944 Everything matters. 778 01:00:44,944 --> 01:00:47,960 So um it's amazing how that goes. 779 01:00:47,960 --> 01:00:56,564 All right, so what, um if anything, that you want to, anything new outside of what you just talked about coming up for you that you want to share? 780 01:00:56,932 --> 01:01:03,044 uh No, as of right now it's just kind of heads down, goal, focused on goals. 781 01:01:03,044 --> 01:01:15,157 I've got some chapters that we're just developing and uh we're really kind of pulling all the goodness out of them, creating some structure and accountability and so you know with 782 01:01:15,157 --> 01:01:26,462 BNI we have goals, with Absolute we have goals and then with you know my construction company uh I do like one construction project a year for a non-profit so I can give them a 783 01:01:26,462 --> 01:01:36,851 discount I can kind of stay in the game a little bit and um you know just kind of get back to our community in a way that you know our community is given to us. 784 01:01:37,204 --> 01:01:37,984 That's good stuff. 785 01:01:37,984 --> 01:01:43,447 So I have this thing where the last guest asks, leaves a question for the upcoming guest. 786 01:01:43,447 --> 01:01:45,558 So you're going to get to do that for the next one. 787 01:01:45,558 --> 01:01:55,972 But the question they left for you is what is the most impactful featured presentation, also known as a 10 minute presentation that you've ever heard and what made it so. 788 01:01:56,420 --> 01:02:06,923 um Just literally off the top of my head, I would say we have a digital marketing company here in Tubelo in my BNI chapter. 789 01:02:07,183 --> 01:02:20,717 And she's kind of the sparkly one and her husband, and I say this because my husband is the nerd in the background, like I adore him, he's a hot nerd, but her husband is kind of 790 01:02:20,717 --> 01:02:23,852 the data behind their company. 791 01:02:23,852 --> 01:02:29,795 and she brought her husband and they talked about, I'm not very techie person. 792 01:02:29,795 --> 01:02:32,916 Like if my mouse isn't working, I'm like, baby, I need to get a new computer. 793 01:02:32,916 --> 01:02:34,857 And he's like, change the batteries. 794 01:02:35,217 --> 01:02:37,298 That conversation has happened. 795 01:02:38,339 --> 01:02:40,619 patient, good patient man. 796 01:02:41,060 --> 01:02:49,538 But when the data company came, he spoke about ways 797 01:02:49,538 --> 01:02:53,892 that is just ways that were practical and just broke it down. 798 01:02:53,892 --> 01:03:04,210 Didn't get too granular but spoke on a third grade level because those ideas, when you're speaking about your business, you can get very detailed and granular and people don't 799 01:03:04,210 --> 01:03:05,161 speak that language. 800 01:03:05,161 --> 01:03:09,004 think bankers have a really insurance people that get a little bit lost. 801 01:03:09,004 --> 01:03:10,786 We don't speak those languages. 802 01:03:10,786 --> 01:03:14,048 And so you really got to break it down for third graders. 803 01:03:14,048 --> 01:03:15,890 And that's not derogatory. 804 01:03:15,890 --> 01:03:17,761 I just don't speak that language. 805 01:03:17,761 --> 01:03:18,658 And so you 806 01:03:18,658 --> 01:03:29,104 break it down and so they just did such a lovely job with that and I was like man that is cool and I want to be a part of this and so they ended up doing my branding and my stuff 807 01:03:29,104 --> 01:03:38,494 like that because of that presentation because I was like okay you get it like I don't have to speak your language for you to communicate with me and get down so ah that helped. 808 01:03:38,494 --> 01:03:42,766 that's, that's good advice for 45 seconds too, or however many seconds you do in your chapter, right? 809 01:03:42,766 --> 01:03:50,249 Is, is people tend to get in the weeds about what their, their lingo is and the rest of us are glazing over cause we don't understand. 810 01:03:50,249 --> 01:03:53,900 So yeah, also great advice for that. 811 01:03:53,900 --> 01:03:55,711 So thank you so much for being here. 812 01:03:55,711 --> 01:03:57,731 It was fantastic talking with you some more. 813 01:03:57,731 --> 01:03:59,342 uh 814 01:03:59,342 --> 01:03:59,972 you. 815 01:03:59,972 --> 01:04:01,192 All right, cool. 816 01:04:01,313 --> 01:04:02,453 And thank you for listening. 817 01:04:02,453 --> 01:04:09,497 you're listening, please remember that the best way to support me as a BNI member is to subscribe to the podcast. 818 01:04:09,497 --> 01:04:14,260 I am only 940 people away from a thousand subscribers. 819 01:04:15,621 --> 01:04:19,413 So oh I just need 940 of you more. 820 01:04:19,413 --> 01:04:22,414 There's only 300,000 people in BNI, you know, worldwide. 821 01:04:22,414 --> 01:04:24,966 So it's not a big, it's not a big ask. 822 01:04:24,966 --> 01:04:28,847 So please go and subscribe and we will see you next time on The Perfect 100.