Janice Porter: Hello, everyone, and welcome to this week's
episode of relationships rule. My special guest today is Coach
Jacob, that is Jacob Roig. And he comes to us from Northern
California. And first of all, I'm gonna say Welcome, welcome
to the show.
Jacob Roig: Thank you for having me.
Janice Porter: My pleasure. Jacob is an I can speak from
experience. He's a successful master, business coach, trainer
and mentor, he really cares about the people that he coaches
and works with. And it's very evident when you meet him the
first time because Jacob offers a free introductory call with
people and you know, right away, whether you're going to, you
know, work with somebody based on that, that conversation, and
he just makes it so easy. So I just have to say that upfront,
because I have worked with you a little bit compared to some of
your clients, but enough to know that it's easy to work with you
and you care about your clients. So that I wanted to say upfront
now, you're welcome. Now on your I know you you have a pedigree
you've been coaching for a long time. But the one thing on your
on your bio that you sent me that jumped out at me was that
you used to work for lorilynn Meyers or organization live out
loud. And I'm sure that was many years ago. But I remember going
to an event, a women's event in Vancouver, and she was a guest
speaker, I think it was an IE Women event. And she was
definitely living out loud. I mean, she was you could miss her
in the room. First of all, she's tall. Second of all, she's loud.
And she loves you know, she just captures the crowd. So tell me a
little bit. I know, this isn't where we were going. But I just
am curious how you got involved with her in her organization?
Because it makes sense to me because she's all about money.
Jacob Roig: Yeah, well, I was at a, an event. And it's funny how
things lead to other things. But I was at an event it was a real
estate building seminar. And I was interested in building some
passive income. And she was a guest speaker. And her title at
that time, she was only working with women. But it was a man is
not a plan that that that for wealth. And I love not only did
I love it, but I saw I, I stayed and I listened and and quite
frankly, at that time, she had the best information about
building wealth. And so I connected her with my wife, and
then that led to her participation. And eventually my
wife ran her company for three years. That's amazing. I got
involved in the coaching side of it, and was one of our master
coaches, but also helped in refining some of our coaching
program. So it was interesting circle. Yeah, totally.
Janice Porter: Because I ended up taking her one day program, I
think, in Calgary, maybe I think I don't know. Anyway, I never
went to the big table thing or anything, but she was definitely
a force to be reckoned with. And I know she's resurface again
with Tony Robbins and and his guy, the other guy that's that
he works with. But I know she's been around for a long time. And
you're right, she's very. She's got some really good information
about wealth, and money and so on. But was that where you did
the firewalk stuff with her or?
Jacob Roig: Yeah, no, I thanks for asking that part, a
certified firewalk. Instructor and, and I did it 2019 2024. So
25 years ago, with Harv Eker. One of his events? I
Janice Porter: did. I did the firewalking at psi psi seminars
event in California. But I did the arrow thing with Harv Eker.
And the breaking the board with Harv Eker. Yeah, so I
Jacob Roig: started with it firewalk and her the difference
with her than other people. And I didn't know what at the time,
but most people take you through about an eight foot walk, which
is three to four steps. took you through about a five meter walk
15 feet. And that takes some some more than a few steps. And
then the reason that I got into it was it was exciting. It was
exhilarating. And it was magical for that moment. But then I got
back to my business. It was the first business that I created.
And the next day the first day I was in there my assistant busts
through my door and says we have this big problem. In my
immediate thought was last week when I walked on hot coals. That
was a big problem. This will be nothing. And a light bulb went
off and I go oh I'm Different, I'm handling problems
differently. So that's why I got involved in it because I
realized that I could use that metaphorically over and over and
over again. And it taught me how to handle problems much easier.
And so that's how I teach, which sets me apart from other people
as well.
Janice Porter: Absolutely. And all of that personal
development, training and courses that that people take.
And so I didn't know this about you until I read the bio. And so
we have that in common because I've done all those things. But
again, I did it back, I think in 2009, I did the firewalk. But it
is it. It's definitely enlightening, but also lifts you
in so many ways. And so I totally identify with what you
just said and, and makes it puts things in perspective, which is
really cool. So with the work that you do, now, I know that
you await I didn't even talk about John Gray and the women
are for men and women are from Venus, and men are from Mars,
that's another person you worked with, right? In a big way. So I
don't want to spend our time on all of the personal development
stuff, because I do want to get into what you're doing now with
people. And why it's important that people know this because
you do such a good job. But it is interesting to me that you've
run that gamut of the personal development gurus, let's say.
You want to comment on that at all. Last
Jacob Roig: year, well with John I worked with him for I went to
an event. I trusted my intuition one of the few times it was
really loud, and it said be the last person to talk to him. So
if anybody knows Johnny, he loves to talk, okay. And so at
the end of the event, I waited around two and a half hours, I
kept stepping out more people would come in, I'd stepped to
the back. And I waited to be the last person. And then we talked
for 45 minutes and just connected. And he invited me up
to at the time he had a retreat up in Northern California, way
north. And he invited my wife and I there and we went and I
said I need to be a part of this somehow. And they were like
we're not hiring anybody. One of the things that you do in self
improvement is you have the ready fire aim mentality, right?
You get an idea, you go for it, then you adjust it as you go
along, figure it out later. And so they said no, we don't we
don't need anybody. Thanks for offering. And then I heard one
person saying they were they were giving Reiki foot massages.
And he said, This is my last event. And so I said, Hey, the
next day you need a Reiki massage. She goes, Do you know
how to do Reiki and I go, Yeah, and I had no clue. And so she
said, All right, at the end of this event, you're gonna give me
a Reiki massage. And then I'll grade you from that. And I'll
either tell you, thanks or invite you. And so I just
remembered what this person did and the things that I liked. And
I did that with her. And she fell asleep. Ah, I waited
outside for about 45 minutes, and she came out and she said,
that's the best Reiki massage I've ever had. That led to seven
years. 10 months out of the year, I would fly when i At that
time I lived in the Midwest, I'd fly to northern California and
spend 10 days at this ranch retreat at the top of this
mountain right on the Northern California coast. And I did
everything I worked with them. i There were a couple of times I
did presentations, I was an assistant, I was a cook,
whatever it was just to be a part of this growth. Sounds
amazing. So I spent seven years doing that. Yeah,
Janice Porter: I'm glad I did get you to share that a little
bit. That's great. Okay, so let's talk about the work that
you do now. Because I think it's it's especially for, you know,
my audience of entrepreneurs and small business owners. There's,
you know, there's an solopreneurs you know, there's,
there's this thing where we do everything, and we can't keep up
and we don't charge enough for what we do. And you certainly
showed me about that a little bit. Now, a lot of us don't like
to talk about money. I think that's part of it. And so we're
uncomfortable with it. Why is it such an important part of your
focus? And how does it help a business owner row?
Jacob Roig: Yeah, this which is a fantastic question. The one
thing I would say is if we're not focused on the money, then
we have no clue and we don't know how successful we are or if
we are at all right, and it catches a lot of people. And so
what I do is I focus on pricing, because you have to do that.
Three things, you have to cover expenses, you have to pay
yourself something immediately, not a year later from day one,
right? And you have to generate a profit at the end of it.
Because if you don't, then you're reaching into your
pocket. And just like a CEO, a CEO would never go to a company
and work for a year for free. So we should an either as CEOs of
our own company, a CEO, you don't go to the CEOs office and
say we need copy paper or we need a new computer, give me
money. The CEO would have you fired. Right? Because you're
asking them? Yeah, so they take it out of the funds of the
business. Or if there's a new project, it's funded from the
profits of the business. And this is what I do through trial
and error. I almost cost my first company was a seven figure
business the first year, we made 1.2 million, and about five
months into the company. No, it was, I went from Yellow Page
sale sales, working with business owners and helping them
figure out their advertising to running my own bathtub liner
installation company, which I had no clue how to do this, like
the Reiki massage. Okay, yeah, just knew I was going to be a
sales and marketing company, or a marketing and sales company
that happened to do this. And five months into it, we're doing
80 to 120,000 a month in sales, things are going great. And the
growth is crazy. And my my growth was crazy, because I was
a great person, manager, self manager, not a good person
manager, I had to learn it. Okay, so all this stuff's going
on. And I did my numbers. And I realized that for a $4,000
average sale, my company was making $75. That's it. I wasn't
paying myself yet. Because I believe that lie that you don't
pay yourself the first year, right? So I'm funding my own
income. And my company's making $75. And because I'm a nice guy,
right? I wasn't a good person manager. If you are an
installer, and you you mess something up, I'm like, Oh, no
problem, Janice, I'll cover it. I was a nice guy. Nice guys do
lose in business if you're too nice. So I adjusted everything
and realized I had to increase my prices. But it wasn't
dramatic, it was only about $800. And that $800 adjustment
with a few other small adjustments, I was able to pay
myself a living wage, my company was now generating 20% profit on
each sale, and we are covering every single expense. And that
that just stuck with me forever. Because that was the difference
between me being successful and profitable. Or just churning
business, which a lot of people do, and having money in the
bank. But But had we slowed down for three months, we would have
imploded. That's just like with COVID. I do believe personally
that a third of the businesses that failed failed because their
business slowed down, not because they didn't have
business. Because when you rely on churn, if it slows down, the
churn is gone. And now all this money you thought you had
disappears quickly. Right?
Janice Porter: So I'm curious, did you were you self taught
through all this? Or did you have a coach at the time?
Jacob Roig: I, I fortunately, I play tennis. And tennis usually
attracted a higher level person and a lot of entrepreneurs or
business owners. And so I had a couple of friends who became
kind of mentors. I hired my first coach in 2005. So I went
five years in entrepreneurship on my own with with a couple of
questions I'd asked mentors, successful mentors. So I kind of
had some idea on the value of mentorship. Without them, I
would have folded because when 911 happened, I had just spent
the most I'd ever spent on advertising. I spent $18,000 For
one day at that was coming out the day 911 Hit Oh my goodness.
And so I had all my eggs in this basket, because it was working.
It was newspaper advertising and TV advertising combination. And
you know, what happens? Is everything shut down for three
weeks, at least. Yes. So nobody saw it. Right. And so without a
mentor, I would have folded up shop. It's like it's over. And
it's like, no, this is where, you know, you circle the wagons
and you get busy. And we did and we called all of our old leads
that we didn't sell. And it kept us in business. It didn't grow
our business. It kept us in business. So three weeks passed.
And then the encouragement was spend as much as you did before.
which was not easy to do, and I wouldn't have done it without
the suggestions of strong suggestions and mentors, for
sure.
Janice Porter: Yeah, it's pretty scary. I know, that's one of the
hardest things that I struggle with is investing in yourself.
And, you know, and sometimes I do it impulsively, and you know,
I go from one extreme to the other, and then I go, what, I've
just spent money on this course, I'm never going to do it, you
know, like, and I've done that just not long ago, and I'm, I'm,
you know, I'm not sure whether it's going to make itself work
or not, you know, what I mean? Like, part of that is not being,
I think, focused enough, on my path, because I get bored, so I
want to learn something new. But that's not where I should be
heading, I should be staying on path. And maybe, you know, so
when people come to you, you know, with that possibility of
they're going to work with you, they need help with their, their
money, they're there. To grow their business, they need to
increase their revenue, they need to increase their profits.
And you say that you can do that by over 30% in 30 days, how is
that possible? Because if you, if you in that initial
conversation, you know, are telling people this, they're
gonna hire you for sure. But they have to, you have to do it,
you have to come across in an authentic way to do that. And so
I know you do. So tell me about that?
Jacob Roig: Well, the most authentic ways I guarantee it,
that's good. If you don't do it, within 30 days, if you don't get
these things in place in 30 days, that I keep working with
you for free, I'll pay you back all the money, and I work with
you for free until you do. And the reason you can do that
anyone can do it. If you're 100% sure that it works. Yeah, so it
works every single time. So I'm going to share with you the
secrets, there's five areas that you focus on lead generation,
lead conversion, your pricing, your profit margin, and
frequency of sale, not necessarily in that order. But
if you if you tweak those or adjust them 10%. So as an
example, if you get 10 leads a month, 10% increase would be can
you do something to get one more lead a month, that's 10%. If you
do that, and you add your numbers up, you will increase
your revenue percentage by 30 to 45%, easily. Within 30 days, you
can have this all in place, and your profits will increase 50
are usually 40 to 65%, but average at least 50% increase in
your profitability. And some of it is putting attention to it.
Another factor is raising prices, very few business owner
entrepreneurs, whatever we call ourselves, rarely raise our
price, even though we incur more expenses. And so those those
five areas, which is the areas a CFO would work on in a
corporation. There's a few others, but those are the five
main ones. And if you increase those by 10%, I guarantee you
you will increase your revenues by 30 plus and your profits by
50. Plus
Janice Porter: it comes back in my mind to even paying attention
to the numbers again, right. It's so important. Yeah. And so
when you're working with your clients, are you bringing them
to that focus every time you talk to them?
Jacob Roig: Not every time, but it's the first area that we
focus on, like you and I worked strictly on pricing. Yeah. But
even if I work with somebody long term, the first area that
we work in, and then at least once a year, usually twice a
year, or as new products or services expand or contract or
come in, we focus on the pricing. And what I used to do
because I was really good at numbers was I would just tell
you, Oh this this, this and this and then you by the time I got
done it was like the deer in the headlights. Yes, yes. Overwhelm
Yes. So I created a calculator that visually allows you to see
your expenses, visually allows you to see the income that you
desire, the profitability percentage that you want, and
also the taxes or in Canada, that's called GST, right? Your
GST that you have to pay, factor all of that in because that's an
expense. And it tells you exactly what you need to charge,
Earth sale per client. And how many customers is the sweet spot
of numbers for you to work with, so that your prices aren't
exorbitant or out of reach? And so we both win require the right
pricing and the right amount of people to work with to make it
all work. And it's really easy to do. And even with pricing,
which is different than increasing revenue and profits,
even with pricing, you can easily start implementing and
have it finished within 30 to 60 days, and your pricing is all
set and the confidence and belief that you gain from
knowing exactly what you need to charge, and how many people you
need to work with that makes your business successful, is
great. And then the added bonus of all of this is once we figure
out your pricing, then we forecast your growth. And this
is where the magic happens, because 50% of the reason
business owners don't grow is because they don't think they
can afford it yet. And I show them With That Calculator how
easy it is to afford your growth and start paying for it now,
before you ever hire it. So it takes 50% of the problem away.
That was That wasn't even a planned benefit, or bonus. It
just came about afterward. And I said oh, let's play right. And I
go oh, figure out your growth. Let's do it. Yes.
Janice Porter: So on average, how long do you work with a
client?
Jacob Roig: My average clients two and a half years? I'm really
fortunate I have. I have four clients right now that I've
worked with 10 plus years.
Janice Porter: Well, that speaks to relationship, doesn't it?
Yeah.
Jacob Roig: Thanks. Yeah. When you become family, you really
do.
Janice Porter: Yes. Relationships. Definitely rule.
And I think that, that that speaks to it very much. And in
that timeframe? Have those long term clients referred other
clients to you?
Jacob Roig: Yes, yes, for sure. Well, one of the things, you
know, I practice what I preach, you have to walk the talk in
order to be able to teach somebody else or guide them the
right way. So I have a referral process or process that I've
created. And I share it with all my clients, you should have some
form and keep it simple. Some form of process that you
incorporate, where at least a few times a year, you're asking
the people that have worked with you or know you do they know
anybody else who could use this benefit or need this problem
solved. You know, it's as simple as that. But if you don't ask
you don't get this is
Janice Porter: true. This is awesome. Yeah, this is this is
really cool. So just a couple of quick questions before we we
wrap up. The more generic than then specific, I like to get to
know my my guests a little bit through, you know, what do you
What's your preferred method of? of gathering information these
days? Do you like to read real books? Do you use like an e
book? Do you listen to podcasts? Do you watch videos? What's your
favorite method of
Jacob Roig: all of the above, but I'm a book reader. Yeah, but
part of my routine every day is I get up early. A coffee head so
I have my coffee. And I read and I I only read things that helped
me or improve me, okay. And I usually read between three pages
and a chapter that I absorbed implement as much as possible.
But right now, I'm reading. This is actually the third or fourth
time in a row this year. I'm reading another book too. But
the fourth time in a row. Success in succession. I'm
reading this book again. And I've had this book for probably
15 years, which is Florence Scovel Shinn, it was written in
1925. And it's called the game of life and how to win it. That
one, and it's pretty amazing. It's, you know, it's about self
improvement. And she uses biblical references from the
Bible, and then puts them in metaphysical context. So that it
takes out it takes out the action, but not the spiritual
aspect of it. Interesting. Yeah, it's very, it's I highly
recommend, you could probably buy it for five, six bucks, and
it was written in 1925. And it's, you know,
Janice Porter: so many people talk about Napoleon Hill's book
and you know, it was 1937 Lakes people are still reading these
books is says a lot really, doesn't it? Excuse me. Ah
sorry about that. So, two things. One, I know people can't
see this but you have guitars on the wall behind you. You are a
musician. And and you mentioned this earlier, an avid tennis
player. I think you Were on the tennis circuit, weren't you in
your day or you played a lot of tennis? competitively? Yes. I
Jacob Roig: still play. I was never on the circuit. Okay, but
I do. I played competitive tennis for the last 25 years.
And this year is probably the best tennis year I've ever had.
And these, that's amazing. Old Dogs can learn new tricks. There
Janice Porter: you go. So you're not going to switch to pick them
all. You're gonna stay with tennis, switch. And
Jacob Roig: don't use tennis courts, please.
Janice Porter: Yeah, got it. Right. Yeah. No, no, you're a
purist. I understand actually just started watching breakpoint
on Netflix. Have you seen that? Oh, yeah. Yeah. It's quite
interesting, actually. Because we do watch to me,
Jacob Roig: it's a it's a great teacher. Yeah. Tennis is about
having a certain skill set, and you meet somebody else with a
certain similar skill set. But it's really about the
adjustments that you're able to make and how calm you stay
depends on how easy or tough the matches are, if you win or not.
Janice Porter: Yeah, it's all in all how you mentally deal with
things right. And business. That's right, exactly. So this
has been amazing. I have one last question for you. What
would be your one last question and to let my audience know
where they can find you, which I will put in the show notes. So
the one last question is basically, what piece of
business advice would you leave with my audience as as sort of
your last parting thoughts?
Jacob Roig: Realize fear is going to show up. It's not
necessarily avoiding fear. It's about working through it.
Failure is probably bound to show up if not failure mistakes.
And one thing to think about is, maybe they're supposed to
happen. In order for you to get to this next place. Maybe you're
supposed to have this mistake, or this failure that comes about
because the only way we find out the right path is by going down
the path. And so be willing to take the risk, find somebody to
help you. It doesn't have to be me. It doesn't have to be
Janice, but find someone that will help you because this was
never meant to be a solo journey. Fantastic.
Janice Porter: And where can people find you, Jacob?
Jacob Roig: You can find me on LinkedIn quite often. Hey, it's
just Jacob Rodriguez. Just type in my name. Yep, perfect Roig
and you'll find me pretty quickly. Do a Google search or
find me at my website, which is Jacob roi.com. And
Janice Porter: I will put that and your email address in the
show notes so that people if they want to reach out and I do
recommend they do have a conversation with you cuz it's
worth it. So thank you. Thank you for being here. Thank you to
my audience, as always, and if you like what you heard, please
let us know. And remember to stay connected and be
remembered. Thank you. You're welcome.