1 00:00:01,260 --> 00:00:03,240 Janice Porter: Hello, everyone, and welcome to this week's 2 00:00:03,240 --> 00:00:07,950 episode of relationships rule. My special guest today is Coach 3 00:00:07,950 --> 00:00:12,360 Jacob, that is Jacob Roig. And he comes to us from Northern 4 00:00:12,360 --> 00:00:15,390 California. And first of all, I'm gonna say Welcome, welcome 5 00:00:15,390 --> 00:00:16,170 to the show. 6 00:00:16,590 --> 00:00:17,640 Jacob Roig: Thank you for having me. 7 00:00:17,790 --> 00:00:21,390 Janice Porter: My pleasure. Jacob is an I can speak from 8 00:00:21,390 --> 00:00:25,200 experience. He's a successful master, business coach, trainer 9 00:00:25,200 --> 00:00:29,340 and mentor, he really cares about the people that he coaches 10 00:00:29,340 --> 00:00:33,690 and works with. And it's very evident when you meet him the 11 00:00:33,690 --> 00:00:41,220 first time because Jacob offers a free introductory call with 12 00:00:41,220 --> 00:00:45,180 people and you know, right away, whether you're going to, you 13 00:00:45,180 --> 00:00:48,780 know, work with somebody based on that, that conversation, and 14 00:00:48,810 --> 00:00:52,170 he just makes it so easy. So I just have to say that upfront, 15 00:00:52,170 --> 00:00:56,070 because I have worked with you a little bit compared to some of 16 00:00:56,070 --> 00:01:00,210 your clients, but enough to know that it's easy to work with you 17 00:01:00,210 --> 00:01:04,050 and you care about your clients. So that I wanted to say upfront 18 00:01:04,380 --> 00:01:09,240 now, you're welcome. Now on your I know you you have a pedigree 19 00:01:09,240 --> 00:01:12,420 you've been coaching for a long time. But the one thing on your 20 00:01:12,690 --> 00:01:17,430 on your bio that you sent me that jumped out at me was that 21 00:01:17,430 --> 00:01:21,870 you used to work for lorilynn Meyers or organization live out 22 00:01:21,870 --> 00:01:26,610 loud. And I'm sure that was many years ago. But I remember going 23 00:01:26,610 --> 00:01:31,890 to an event, a women's event in Vancouver, and she was a guest 24 00:01:31,890 --> 00:01:35,250 speaker, I think it was an IE Women event. And she was 25 00:01:35,250 --> 00:01:40,020 definitely living out loud. I mean, she was you could miss her 26 00:01:40,020 --> 00:01:43,170 in the room. First of all, she's tall. Second of all, she's loud. 27 00:01:43,380 --> 00:01:47,850 And she loves you know, she just captures the crowd. So tell me a 28 00:01:47,850 --> 00:01:50,430 little bit. I know, this isn't where we were going. But I just 29 00:01:50,430 --> 00:01:54,300 am curious how you got involved with her in her organization? 30 00:01:54,300 --> 00:01:56,610 Because it makes sense to me because she's all about money. 31 00:01:57,659 --> 00:02:02,219 Jacob Roig: Yeah, well, I was at a, an event. And it's funny how 32 00:02:02,219 --> 00:02:05,489 things lead to other things. But I was at an event it was a real 33 00:02:05,489 --> 00:02:09,989 estate building seminar. And I was interested in building some 34 00:02:09,989 --> 00:02:15,119 passive income. And she was a guest speaker. And her title at 35 00:02:15,119 --> 00:02:18,599 that time, she was only working with women. But it was a man is 36 00:02:18,599 --> 00:02:23,459 not a plan that that that for wealth. And I love not only did 37 00:02:23,459 --> 00:02:28,409 I love it, but I saw I, I stayed and I listened and and quite 38 00:02:28,409 --> 00:02:33,089 frankly, at that time, she had the best information about 39 00:02:33,089 --> 00:02:37,199 building wealth. And so I connected her with my wife, and 40 00:02:37,259 --> 00:02:41,519 then that led to her participation. And eventually my 41 00:02:41,519 --> 00:02:46,589 wife ran her company for three years. That's amazing. I got 42 00:02:46,589 --> 00:02:50,549 involved in the coaching side of it, and was one of our master 43 00:02:50,549 --> 00:02:54,479 coaches, but also helped in refining some of our coaching 44 00:02:54,479 --> 00:02:58,439 program. So it was interesting circle. Yeah, totally. 45 00:02:58,440 --> 00:03:01,650 Janice Porter: Because I ended up taking her one day program, I 46 00:03:01,650 --> 00:03:06,150 think, in Calgary, maybe I think I don't know. Anyway, I never 47 00:03:06,150 --> 00:03:09,870 went to the big table thing or anything, but she was definitely 48 00:03:09,870 --> 00:03:13,650 a force to be reckoned with. And I know she's resurface again 49 00:03:13,740 --> 00:03:17,880 with Tony Robbins and and his guy, the other guy that's that 50 00:03:17,880 --> 00:03:21,600 he works with. But I know she's been around for a long time. And 51 00:03:21,600 --> 00:03:26,310 you're right, she's very. She's got some really good information 52 00:03:26,310 --> 00:03:30,030 about wealth, and money and so on. But was that where you did 53 00:03:30,030 --> 00:03:32,190 the firewalk stuff with her or? 54 00:03:33,300 --> 00:03:36,060 Jacob Roig: Yeah, no, I thanks for asking that part, a 55 00:03:36,060 --> 00:03:42,930 certified firewalk. Instructor and, and I did it 2019 2024. So 56 00:03:42,960 --> 00:03:49,320 25 years ago, with Harv Eker. One of his events? I 57 00:03:49,320 --> 00:03:56,040 Janice Porter: did. I did the firewalking at psi psi seminars 58 00:03:56,040 --> 00:04:02,070 event in California. But I did the arrow thing with Harv Eker. 59 00:04:02,460 --> 00:04:05,730 And the breaking the board with Harv Eker. Yeah, so I 60 00:04:05,730 --> 00:04:09,600 Jacob Roig: started with it firewalk and her the difference 61 00:04:09,600 --> 00:04:12,150 with her than other people. And I didn't know what at the time, 62 00:04:12,150 --> 00:04:15,450 but most people take you through about an eight foot walk, which 63 00:04:15,450 --> 00:04:22,290 is three to four steps. took you through about a five meter walk 64 00:04:22,290 --> 00:04:29,520 15 feet. And that takes some some more than a few steps. And 65 00:04:29,520 --> 00:04:33,810 then the reason that I got into it was it was exciting. It was 66 00:04:34,200 --> 00:04:38,250 exhilarating. And it was magical for that moment. But then I got 67 00:04:38,250 --> 00:04:41,280 back to my business. It was the first business that I created. 68 00:04:42,150 --> 00:04:46,530 And the next day the first day I was in there my assistant busts 69 00:04:46,530 --> 00:04:49,950 through my door and says we have this big problem. In my 70 00:04:49,950 --> 00:04:54,090 immediate thought was last week when I walked on hot coals. That 71 00:04:54,090 --> 00:04:57,960 was a big problem. This will be nothing. And a light bulb went 72 00:04:57,960 --> 00:05:02,160 off and I go oh I'm Different, I'm handling problems 73 00:05:02,160 --> 00:05:05,400 differently. So that's why I got involved in it because I 74 00:05:05,400 --> 00:05:09,060 realized that I could use that metaphorically over and over and 75 00:05:09,060 --> 00:05:11,910 over again. And it taught me how to handle problems much easier. 76 00:05:12,180 --> 00:05:15,510 And so that's how I teach, which sets me apart from other people 77 00:05:15,510 --> 00:05:16,020 as well. 78 00:05:16,170 --> 00:05:18,750 Janice Porter: Absolutely. And all of that personal 79 00:05:18,750 --> 00:05:24,930 development, training and courses that that people take. 80 00:05:24,930 --> 00:05:28,410 And so I didn't know this about you until I read the bio. And so 81 00:05:28,410 --> 00:05:31,440 we have that in common because I've done all those things. But 82 00:05:31,620 --> 00:05:37,860 again, I did it back, I think in 2009, I did the firewalk. But it 83 00:05:37,860 --> 00:05:45,540 is it. It's definitely enlightening, but also lifts you 84 00:05:45,570 --> 00:05:49,110 in so many ways. And so I totally identify with what you 85 00:05:49,110 --> 00:05:52,470 just said and, and makes it puts things in perspective, which is 86 00:05:52,470 --> 00:05:58,890 really cool. So with the work that you do, now, I know that 87 00:05:58,890 --> 00:06:06,540 you await I didn't even talk about John Gray and the women 88 00:06:06,540 --> 00:06:09,990 are for men and women are from Venus, and men are from Mars, 89 00:06:09,990 --> 00:06:14,070 that's another person you worked with, right? In a big way. So I 90 00:06:14,070 --> 00:06:16,560 don't want to spend our time on all of the personal development 91 00:06:16,560 --> 00:06:19,200 stuff, because I do want to get into what you're doing now with 92 00:06:19,200 --> 00:06:22,560 people. And why it's important that people know this because 93 00:06:22,560 --> 00:06:25,890 you do such a good job. But it is interesting to me that you've 94 00:06:25,890 --> 00:06:31,710 run that gamut of the personal development gurus, let's say. 95 00:06:33,630 --> 00:06:35,400 You want to comment on that at all. Last 96 00:06:35,400 --> 00:06:39,360 Jacob Roig: year, well with John I worked with him for I went to 97 00:06:39,360 --> 00:06:43,740 an event. I trusted my intuition one of the few times it was 98 00:06:43,740 --> 00:06:48,210 really loud, and it said be the last person to talk to him. So 99 00:06:48,210 --> 00:06:52,830 if anybody knows Johnny, he loves to talk, okay. And so at 100 00:06:52,830 --> 00:06:56,340 the end of the event, I waited around two and a half hours, I 101 00:06:56,340 --> 00:06:58,980 kept stepping out more people would come in, I'd stepped to 102 00:06:58,980 --> 00:07:02,430 the back. And I waited to be the last person. And then we talked 103 00:07:02,430 --> 00:07:06,330 for 45 minutes and just connected. And he invited me up 104 00:07:06,330 --> 00:07:11,700 to at the time he had a retreat up in Northern California, way 105 00:07:11,700 --> 00:07:16,290 north. And he invited my wife and I there and we went and I 106 00:07:16,290 --> 00:07:18,930 said I need to be a part of this somehow. And they were like 107 00:07:18,930 --> 00:07:24,360 we're not hiring anybody. One of the things that you do in self 108 00:07:24,360 --> 00:07:28,950 improvement is you have the ready fire aim mentality, right? 109 00:07:29,250 --> 00:07:31,980 You get an idea, you go for it, then you adjust it as you go 110 00:07:31,980 --> 00:07:35,670 along, figure it out later. And so they said no, we don't we 111 00:07:35,670 --> 00:07:38,640 don't need anybody. Thanks for offering. And then I heard one 112 00:07:38,640 --> 00:07:42,750 person saying they were they were giving Reiki foot massages. 113 00:07:43,410 --> 00:07:48,180 And he said, This is my last event. And so I said, Hey, the 114 00:07:48,180 --> 00:07:50,850 next day you need a Reiki massage. She goes, Do you know 115 00:07:50,850 --> 00:07:57,690 how to do Reiki and I go, Yeah, and I had no clue. And so she 116 00:07:57,690 --> 00:08:00,000 said, All right, at the end of this event, you're gonna give me 117 00:08:00,000 --> 00:08:04,080 a Reiki massage. And then I'll grade you from that. And I'll 118 00:08:04,080 --> 00:08:07,110 either tell you, thanks or invite you. And so I just 119 00:08:07,110 --> 00:08:10,530 remembered what this person did and the things that I liked. And 120 00:08:10,530 --> 00:08:15,780 I did that with her. And she fell asleep. Ah, I waited 121 00:08:15,780 --> 00:08:18,600 outside for about 45 minutes, and she came out and she said, 122 00:08:19,050 --> 00:08:25,800 that's the best Reiki massage I've ever had. That led to seven 123 00:08:25,800 --> 00:08:30,570 years. 10 months out of the year, I would fly when i At that 124 00:08:30,570 --> 00:08:33,840 time I lived in the Midwest, I'd fly to northern California and 125 00:08:33,840 --> 00:08:37,020 spend 10 days at this ranch retreat at the top of this 126 00:08:37,020 --> 00:08:41,130 mountain right on the Northern California coast. And I did 127 00:08:41,130 --> 00:08:44,100 everything I worked with them. i There were a couple of times I 128 00:08:44,100 --> 00:08:46,950 did presentations, I was an assistant, I was a cook, 129 00:08:46,950 --> 00:08:50,880 whatever it was just to be a part of this growth. Sounds 130 00:08:50,880 --> 00:08:53,160 amazing. So I spent seven years doing that. Yeah, 131 00:08:53,490 --> 00:08:56,280 Janice Porter: I'm glad I did get you to share that a little 132 00:08:56,280 --> 00:09:00,030 bit. That's great. Okay, so let's talk about the work that 133 00:09:00,030 --> 00:09:04,020 you do now. Because I think it's it's especially for, you know, 134 00:09:04,020 --> 00:09:07,800 my audience of entrepreneurs and small business owners. There's, 135 00:09:07,830 --> 00:09:10,740 you know, there's an solopreneurs you know, there's, 136 00:09:10,800 --> 00:09:14,940 there's this thing where we do everything, and we can't keep up 137 00:09:15,030 --> 00:09:18,420 and we don't charge enough for what we do. And you certainly 138 00:09:18,420 --> 00:09:25,290 showed me about that a little bit. Now, a lot of us don't like 139 00:09:25,290 --> 00:09:28,740 to talk about money. I think that's part of it. And so we're 140 00:09:28,740 --> 00:09:32,970 uncomfortable with it. Why is it such an important part of your 141 00:09:32,970 --> 00:09:37,350 focus? And how does it help a business owner row? 142 00:09:38,310 --> 00:09:41,580 Jacob Roig: Yeah, this which is a fantastic question. The one 143 00:09:41,580 --> 00:09:46,890 thing I would say is if we're not focused on the money, then 144 00:09:46,890 --> 00:09:50,670 we have no clue and we don't know how successful we are or if 145 00:09:50,670 --> 00:09:55,260 we are at all right, and it catches a lot of people. And so 146 00:09:55,860 --> 00:09:59,970 what I do is I focus on pricing, because you have to do that. 147 00:10:00,000 --> 00:10:04,020 Three things, you have to cover expenses, you have to pay 148 00:10:04,020 --> 00:10:08,850 yourself something immediately, not a year later from day one, 149 00:10:09,150 --> 00:10:12,900 right? And you have to generate a profit at the end of it. 150 00:10:12,930 --> 00:10:15,540 Because if you don't, then you're reaching into your 151 00:10:15,540 --> 00:10:21,120 pocket. And just like a CEO, a CEO would never go to a company 152 00:10:21,120 --> 00:10:25,110 and work for a year for free. So we should an either as CEOs of 153 00:10:25,110 --> 00:10:29,640 our own company, a CEO, you don't go to the CEOs office and 154 00:10:29,640 --> 00:10:33,960 say we need copy paper or we need a new computer, give me 155 00:10:33,990 --> 00:10:38,070 money. The CEO would have you fired. Right? Because you're 156 00:10:38,070 --> 00:10:41,550 asking them? Yeah, so they take it out of the funds of the 157 00:10:41,550 --> 00:10:45,420 business. Or if there's a new project, it's funded from the 158 00:10:45,420 --> 00:10:49,710 profits of the business. And this is what I do through trial 159 00:10:49,710 --> 00:10:53,190 and error. I almost cost my first company was a seven figure 160 00:10:53,190 --> 00:10:57,210 business the first year, we made 1.2 million, and about five 161 00:10:57,210 --> 00:11:01,410 months into the company. No, it was, I went from Yellow Page 162 00:11:01,410 --> 00:11:05,700 sale sales, working with business owners and helping them 163 00:11:05,700 --> 00:11:09,930 figure out their advertising to running my own bathtub liner 164 00:11:09,930 --> 00:11:13,590 installation company, which I had no clue how to do this, like 165 00:11:13,590 --> 00:11:16,920 the Reiki massage. Okay, yeah, just knew I was going to be a 166 00:11:16,920 --> 00:11:19,920 sales and marketing company, or a marketing and sales company 167 00:11:19,920 --> 00:11:24,420 that happened to do this. And five months into it, we're doing 168 00:11:24,420 --> 00:11:28,620 80 to 120,000 a month in sales, things are going great. And the 169 00:11:28,620 --> 00:11:32,220 growth is crazy. And my my growth was crazy, because I was 170 00:11:32,220 --> 00:11:36,000 a great person, manager, self manager, not a good person 171 00:11:36,000 --> 00:11:39,000 manager, I had to learn it. Okay, so all this stuff's going 172 00:11:39,000 --> 00:11:44,340 on. And I did my numbers. And I realized that for a $4,000 173 00:11:44,340 --> 00:11:50,880 average sale, my company was making $75. That's it. I wasn't 174 00:11:50,880 --> 00:11:53,730 paying myself yet. Because I believe that lie that you don't 175 00:11:53,730 --> 00:11:57,360 pay yourself the first year, right? So I'm funding my own 176 00:11:57,360 --> 00:12:02,490 income. And my company's making $75. And because I'm a nice guy, 177 00:12:02,550 --> 00:12:06,060 right? I wasn't a good person manager. If you are an 178 00:12:06,060 --> 00:12:08,970 installer, and you you mess something up, I'm like, Oh, no 179 00:12:08,970 --> 00:12:13,590 problem, Janice, I'll cover it. I was a nice guy. Nice guys do 180 00:12:13,590 --> 00:12:17,970 lose in business if you're too nice. So I adjusted everything 181 00:12:17,970 --> 00:12:21,330 and realized I had to increase my prices. But it wasn't 182 00:12:21,330 --> 00:12:26,910 dramatic, it was only about $800. And that $800 adjustment 183 00:12:26,910 --> 00:12:30,720 with a few other small adjustments, I was able to pay 184 00:12:30,720 --> 00:12:36,120 myself a living wage, my company was now generating 20% profit on 185 00:12:36,120 --> 00:12:40,320 each sale, and we are covering every single expense. And that 186 00:12:40,350 --> 00:12:44,340 that just stuck with me forever. Because that was the difference 187 00:12:44,340 --> 00:12:49,980 between me being successful and profitable. Or just churning 188 00:12:49,980 --> 00:12:53,400 business, which a lot of people do, and having money in the 189 00:12:53,400 --> 00:12:57,990 bank. But But had we slowed down for three months, we would have 190 00:12:57,990 --> 00:13:01,800 imploded. That's just like with COVID. I do believe personally 191 00:13:01,800 --> 00:13:05,520 that a third of the businesses that failed failed because their 192 00:13:05,520 --> 00:13:08,910 business slowed down, not because they didn't have 193 00:13:08,910 --> 00:13:13,590 business. Because when you rely on churn, if it slows down, the 194 00:13:13,590 --> 00:13:16,680 churn is gone. And now all this money you thought you had 195 00:13:16,680 --> 00:13:19,230 disappears quickly. Right? 196 00:13:19,770 --> 00:13:23,760 Janice Porter: So I'm curious, did you were you self taught 197 00:13:23,760 --> 00:13:26,370 through all this? Or did you have a coach at the time? 198 00:13:27,150 --> 00:13:32,970 Jacob Roig: I, I fortunately, I play tennis. And tennis usually 199 00:13:32,970 --> 00:13:36,630 attracted a higher level person and a lot of entrepreneurs or 200 00:13:36,630 --> 00:13:39,870 business owners. And so I had a couple of friends who became 201 00:13:39,870 --> 00:13:49,590 kind of mentors. I hired my first coach in 2005. So I went 202 00:13:49,590 --> 00:13:53,250 five years in entrepreneurship on my own with with a couple of 203 00:13:53,250 --> 00:13:56,730 questions I'd asked mentors, successful mentors. So I kind of 204 00:13:56,730 --> 00:14:03,750 had some idea on the value of mentorship. Without them, I 205 00:14:03,750 --> 00:14:09,600 would have folded because when 911 happened, I had just spent 206 00:14:09,630 --> 00:14:14,970 the most I'd ever spent on advertising. I spent $18,000 For 207 00:14:14,970 --> 00:14:20,850 one day at that was coming out the day 911 Hit Oh my goodness. 208 00:14:21,150 --> 00:14:24,330 And so I had all my eggs in this basket, because it was working. 209 00:14:24,330 --> 00:14:28,800 It was newspaper advertising and TV advertising combination. And 210 00:14:28,830 --> 00:14:31,740 you know, what happens? Is everything shut down for three 211 00:14:31,740 --> 00:14:37,050 weeks, at least. Yes. So nobody saw it. Right. And so without a 212 00:14:37,050 --> 00:14:41,580 mentor, I would have folded up shop. It's like it's over. And 213 00:14:41,580 --> 00:14:44,370 it's like, no, this is where, you know, you circle the wagons 214 00:14:44,370 --> 00:14:47,910 and you get busy. And we did and we called all of our old leads 215 00:14:47,910 --> 00:14:51,750 that we didn't sell. And it kept us in business. It didn't grow 216 00:14:51,750 --> 00:14:55,290 our business. It kept us in business. So three weeks passed. 217 00:14:55,740 --> 00:14:59,940 And then the encouragement was spend as much as you did before. 218 00:15:00,330 --> 00:15:03,150 which was not easy to do, and I wouldn't have done it without 219 00:15:03,180 --> 00:15:05,820 the suggestions of strong suggestions and mentors, for 220 00:15:05,820 --> 00:15:06,240 sure. 221 00:15:07,560 --> 00:15:10,320 Janice Porter: Yeah, it's pretty scary. I know, that's one of the 222 00:15:10,320 --> 00:15:16,230 hardest things that I struggle with is investing in yourself. 223 00:15:16,590 --> 00:15:25,740 And, you know, and sometimes I do it impulsively, and you know, 224 00:15:25,740 --> 00:15:28,290 I go from one extreme to the other, and then I go, what, I've 225 00:15:28,290 --> 00:15:30,780 just spent money on this course, I'm never going to do it, you 226 00:15:30,780 --> 00:15:34,770 know, like, and I've done that just not long ago, and I'm, I'm, 227 00:15:35,220 --> 00:15:39,210 you know, I'm not sure whether it's going to make itself work 228 00:15:39,210 --> 00:15:44,370 or not, you know, what I mean? Like, part of that is not being, 229 00:15:44,400 --> 00:15:49,350 I think, focused enough, on my path, because I get bored, so I 230 00:15:49,350 --> 00:15:55,290 want to learn something new. But that's not where I should be 231 00:15:55,320 --> 00:15:59,550 heading, I should be staying on path. And maybe, you know, so 232 00:15:59,700 --> 00:16:05,760 when people come to you, you know, with that possibility of 233 00:16:05,760 --> 00:16:08,820 they're going to work with you, they need help with their, their 234 00:16:09,390 --> 00:16:13,380 money, they're there. To grow their business, they need to 235 00:16:13,380 --> 00:16:16,590 increase their revenue, they need to increase their profits. 236 00:16:16,680 --> 00:16:21,570 And you say that you can do that by over 30% in 30 days, how is 237 00:16:21,570 --> 00:16:25,410 that possible? Because if you, if you in that initial 238 00:16:25,410 --> 00:16:28,860 conversation, you know, are telling people this, they're 239 00:16:28,860 --> 00:16:31,500 gonna hire you for sure. But they have to, you have to do it, 240 00:16:31,650 --> 00:16:34,770 you have to come across in an authentic way to do that. And so 241 00:16:34,770 --> 00:16:36,810 I know you do. So tell me about that? 242 00:16:37,260 --> 00:16:40,140 Jacob Roig: Well, the most authentic ways I guarantee it, 243 00:16:40,800 --> 00:16:44,880 that's good. If you don't do it, within 30 days, if you don't get 244 00:16:44,880 --> 00:16:48,570 these things in place in 30 days, that I keep working with 245 00:16:48,570 --> 00:16:51,570 you for free, I'll pay you back all the money, and I work with 246 00:16:51,570 --> 00:16:55,530 you for free until you do. And the reason you can do that 247 00:16:55,590 --> 00:17:00,210 anyone can do it. If you're 100% sure that it works. Yeah, so it 248 00:17:00,210 --> 00:17:03,120 works every single time. So I'm going to share with you the 249 00:17:03,120 --> 00:17:07,350 secrets, there's five areas that you focus on lead generation, 250 00:17:07,920 --> 00:17:15,480 lead conversion, your pricing, your profit margin, and 251 00:17:15,870 --> 00:17:20,040 frequency of sale, not necessarily in that order. But 252 00:17:20,040 --> 00:17:24,600 if you if you tweak those or adjust them 10%. So as an 253 00:17:24,600 --> 00:17:28,440 example, if you get 10 leads a month, 10% increase would be can 254 00:17:28,440 --> 00:17:32,880 you do something to get one more lead a month, that's 10%. If you 255 00:17:32,880 --> 00:17:36,690 do that, and you add your numbers up, you will increase 256 00:17:36,690 --> 00:17:42,540 your revenue percentage by 30 to 45%, easily. Within 30 days, you 257 00:17:42,540 --> 00:17:46,800 can have this all in place, and your profits will increase 50 258 00:17:46,830 --> 00:17:51,570 are usually 40 to 65%, but average at least 50% increase in 259 00:17:51,570 --> 00:17:55,860 your profitability. And some of it is putting attention to it. 260 00:17:56,370 --> 00:18:01,170 Another factor is raising prices, very few business owner 261 00:18:01,170 --> 00:18:04,980 entrepreneurs, whatever we call ourselves, rarely raise our 262 00:18:04,980 --> 00:18:11,010 price, even though we incur more expenses. And so those those 263 00:18:11,010 --> 00:18:15,390 five areas, which is the areas a CFO would work on in a 264 00:18:15,390 --> 00:18:19,500 corporation. There's a few others, but those are the five 265 00:18:19,500 --> 00:18:23,550 main ones. And if you increase those by 10%, I guarantee you 266 00:18:23,550 --> 00:18:27,030 you will increase your revenues by 30 plus and your profits by 267 00:18:27,030 --> 00:18:27,960 50. Plus 268 00:18:29,130 --> 00:18:33,390 Janice Porter: it comes back in my mind to even paying attention 269 00:18:33,390 --> 00:18:38,100 to the numbers again, right. It's so important. Yeah. And so 270 00:18:38,130 --> 00:18:42,630 when you're working with your clients, are you bringing them 271 00:18:42,630 --> 00:18:45,210 to that focus every time you talk to them? 272 00:18:46,470 --> 00:18:50,130 Jacob Roig: Not every time, but it's the first area that we 273 00:18:50,130 --> 00:18:54,330 focus on, like you and I worked strictly on pricing. Yeah. But 274 00:18:54,330 --> 00:18:57,570 even if I work with somebody long term, the first area that 275 00:18:57,570 --> 00:19:01,470 we work in, and then at least once a year, usually twice a 276 00:19:01,470 --> 00:19:05,400 year, or as new products or services expand or contract or 277 00:19:05,400 --> 00:19:10,500 come in, we focus on the pricing. And what I used to do 278 00:19:10,500 --> 00:19:12,960 because I was really good at numbers was I would just tell 279 00:19:12,960 --> 00:19:15,990 you, Oh this this, this and this and then you by the time I got 280 00:19:15,990 --> 00:19:20,070 done it was like the deer in the headlights. Yes, yes. Overwhelm 281 00:19:20,100 --> 00:19:24,930 Yes. So I created a calculator that visually allows you to see 282 00:19:24,930 --> 00:19:29,490 your expenses, visually allows you to see the income that you 283 00:19:29,490 --> 00:19:32,910 desire, the profitability percentage that you want, and 284 00:19:32,910 --> 00:19:38,580 also the taxes or in Canada, that's called GST, right? Your 285 00:19:38,580 --> 00:19:42,180 GST that you have to pay, factor all of that in because that's an 286 00:19:42,180 --> 00:19:46,890 expense. And it tells you exactly what you need to charge, 287 00:19:47,280 --> 00:19:52,080 Earth sale per client. And how many customers is the sweet spot 288 00:19:52,080 --> 00:19:55,200 of numbers for you to work with, so that your prices aren't 289 00:19:55,200 --> 00:20:01,140 exorbitant or out of reach? And so we both win require the right 290 00:20:01,140 --> 00:20:04,620 pricing and the right amount of people to work with to make it 291 00:20:04,620 --> 00:20:08,850 all work. And it's really easy to do. And even with pricing, 292 00:20:08,850 --> 00:20:11,370 which is different than increasing revenue and profits, 293 00:20:11,970 --> 00:20:15,180 even with pricing, you can easily start implementing and 294 00:20:15,180 --> 00:20:18,270 have it finished within 30 to 60 days, and your pricing is all 295 00:20:18,270 --> 00:20:22,650 set and the confidence and belief that you gain from 296 00:20:22,650 --> 00:20:26,310 knowing exactly what you need to charge, and how many people you 297 00:20:26,310 --> 00:20:30,300 need to work with that makes your business successful, is 298 00:20:30,300 --> 00:20:36,150 great. And then the added bonus of all of this is once we figure 299 00:20:36,150 --> 00:20:40,740 out your pricing, then we forecast your growth. And this 300 00:20:40,740 --> 00:20:43,890 is where the magic happens, because 50% of the reason 301 00:20:43,920 --> 00:20:46,440 business owners don't grow is because they don't think they 302 00:20:46,440 --> 00:20:50,520 can afford it yet. And I show them With That Calculator how 303 00:20:50,550 --> 00:20:54,330 easy it is to afford your growth and start paying for it now, 304 00:20:54,570 --> 00:20:58,260 before you ever hire it. So it takes 50% of the problem away. 305 00:20:59,070 --> 00:21:02,760 That was That wasn't even a planned benefit, or bonus. It 306 00:21:02,760 --> 00:21:05,880 just came about afterward. And I said oh, let's play right. And I 307 00:21:05,880 --> 00:21:10,290 go oh, figure out your growth. Let's do it. Yes. 308 00:21:10,500 --> 00:21:13,680 Janice Porter: So on average, how long do you work with a 309 00:21:13,680 --> 00:21:14,160 client? 310 00:21:15,240 --> 00:21:18,600 Jacob Roig: My average clients two and a half years? I'm really 311 00:21:18,600 --> 00:21:23,520 fortunate I have. I have four clients right now that I've 312 00:21:23,520 --> 00:21:25,410 worked with 10 plus years. 313 00:21:26,160 --> 00:21:28,500 Janice Porter: Well, that speaks to relationship, doesn't it? 314 00:21:28,740 --> 00:21:29,220 Yeah. 315 00:21:29,250 --> 00:21:32,250 Jacob Roig: Thanks. Yeah. When you become family, you really 316 00:21:32,250 --> 00:21:32,670 do. 317 00:21:32,700 --> 00:21:35,160 Janice Porter: Yes. Relationships. Definitely rule. 318 00:21:35,160 --> 00:21:40,080 And I think that, that that speaks to it very much. And in 319 00:21:40,080 --> 00:21:46,500 that timeframe? Have those long term clients referred other 320 00:21:46,500 --> 00:21:47,670 clients to you? 321 00:21:48,060 --> 00:21:51,180 Jacob Roig: Yes, yes, for sure. Well, one of the things, you 322 00:21:51,180 --> 00:21:56,730 know, I practice what I preach, you have to walk the talk in 323 00:21:56,730 --> 00:21:59,250 order to be able to teach somebody else or guide them the 324 00:21:59,250 --> 00:22:04,830 right way. So I have a referral process or process that I've 325 00:22:04,830 --> 00:22:09,120 created. And I share it with all my clients, you should have some 326 00:22:09,120 --> 00:22:12,990 form and keep it simple. Some form of process that you 327 00:22:13,020 --> 00:22:16,950 incorporate, where at least a few times a year, you're asking 328 00:22:16,950 --> 00:22:19,860 the people that have worked with you or know you do they know 329 00:22:19,860 --> 00:22:24,360 anybody else who could use this benefit or need this problem 330 00:22:24,360 --> 00:22:27,960 solved. You know, it's as simple as that. But if you don't ask 331 00:22:27,960 --> 00:22:29,250 you don't get this is 332 00:22:29,250 --> 00:22:31,860 Janice Porter: true. This is awesome. Yeah, this is this is 333 00:22:31,860 --> 00:22:36,630 really cool. So just a couple of quick questions before we we 334 00:22:36,630 --> 00:22:44,520 wrap up. The more generic than then specific, I like to get to 335 00:22:44,520 --> 00:22:49,830 know my my guests a little bit through, you know, what do you 336 00:22:49,860 --> 00:22:55,170 What's your preferred method of? of gathering information these 337 00:22:55,170 --> 00:22:58,050 days? Do you like to read real books? Do you use like an e 338 00:22:58,050 --> 00:23:01,590 book? Do you listen to podcasts? Do you watch videos? What's your 339 00:23:01,590 --> 00:23:02,700 favorite method of 340 00:23:03,360 --> 00:23:06,000 Jacob Roig: all of the above, but I'm a book reader. Yeah, but 341 00:23:06,720 --> 00:23:12,540 part of my routine every day is I get up early. A coffee head so 342 00:23:12,540 --> 00:23:19,440 I have my coffee. And I read and I I only read things that helped 343 00:23:19,440 --> 00:23:24,480 me or improve me, okay. And I usually read between three pages 344 00:23:24,480 --> 00:23:29,790 and a chapter that I absorbed implement as much as possible. 345 00:23:30,030 --> 00:23:36,720 But right now, I'm reading. This is actually the third or fourth 346 00:23:36,720 --> 00:23:40,320 time in a row this year. I'm reading another book too. But 347 00:23:40,320 --> 00:23:43,530 the fourth time in a row. Success in succession. I'm 348 00:23:43,530 --> 00:23:47,730 reading this book again. And I've had this book for probably 349 00:23:47,730 --> 00:23:51,840 15 years, which is Florence Scovel Shinn, it was written in 350 00:23:51,840 --> 00:23:57,180 1925. And it's called the game of life and how to win it. That 351 00:23:57,180 --> 00:24:01,560 one, and it's pretty amazing. It's, you know, it's about self 352 00:24:01,560 --> 00:24:07,860 improvement. And she uses biblical references from the 353 00:24:07,860 --> 00:24:13,170 Bible, and then puts them in metaphysical context. So that it 354 00:24:13,170 --> 00:24:17,700 takes out it takes out the action, but not the spiritual 355 00:24:17,700 --> 00:24:21,150 aspect of it. Interesting. Yeah, it's very, it's I highly 356 00:24:21,150 --> 00:24:23,550 recommend, you could probably buy it for five, six bucks, and 357 00:24:23,550 --> 00:24:25,710 it was written in 1925. And it's, you know, 358 00:24:25,770 --> 00:24:28,590 Janice Porter: so many people talk about Napoleon Hill's book 359 00:24:28,590 --> 00:24:32,100 and you know, it was 1937 Lakes people are still reading these 360 00:24:32,100 --> 00:24:38,610 books is says a lot really, doesn't it? Excuse me. Ah 361 00:24:44,190 --> 00:24:50,940 sorry about that. So, two things. One, I know people can't 362 00:24:50,940 --> 00:24:54,090 see this but you have guitars on the wall behind you. You are a 363 00:24:54,090 --> 00:24:58,170 musician. And and you mentioned this earlier, an avid tennis 364 00:24:58,170 --> 00:25:01,560 player. I think you Were on the tennis circuit, weren't you in 365 00:25:01,560 --> 00:25:07,620 your day or you played a lot of tennis? competitively? Yes. I 366 00:25:07,620 --> 00:25:11,070 Jacob Roig: still play. I was never on the circuit. Okay, but 367 00:25:11,070 --> 00:25:17,850 I do. I played competitive tennis for the last 25 years. 368 00:25:18,270 --> 00:25:25,230 And this year is probably the best tennis year I've ever had. 369 00:25:25,560 --> 00:25:30,120 And these, that's amazing. Old Dogs can learn new tricks. There 370 00:25:30,120 --> 00:25:32,070 Janice Porter: you go. So you're not going to switch to pick them 371 00:25:32,070 --> 00:25:36,090 all. You're gonna stay with tennis, switch. And 372 00:25:37,080 --> 00:25:39,060 Jacob Roig: don't use tennis courts, please. 373 00:25:39,150 --> 00:25:42,510 Janice Porter: Yeah, got it. Right. Yeah. No, no, you're a 374 00:25:42,510 --> 00:25:45,870 purist. I understand actually just started watching breakpoint 375 00:25:45,870 --> 00:25:49,530 on Netflix. Have you seen that? Oh, yeah. Yeah. It's quite 376 00:25:49,530 --> 00:25:53,430 interesting, actually. Because we do watch to me, 377 00:25:53,760 --> 00:25:57,450 Jacob Roig: it's a it's a great teacher. Yeah. Tennis is about 378 00:25:57,870 --> 00:26:00,690 having a certain skill set, and you meet somebody else with a 379 00:26:00,690 --> 00:26:04,920 certain similar skill set. But it's really about the 380 00:26:04,950 --> 00:26:08,850 adjustments that you're able to make and how calm you stay 381 00:26:08,880 --> 00:26:13,470 depends on how easy or tough the matches are, if you win or not. 382 00:26:13,530 --> 00:26:16,860 Janice Porter: Yeah, it's all in all how you mentally deal with 383 00:26:16,860 --> 00:26:21,600 things right. And business. That's right, exactly. So this 384 00:26:21,600 --> 00:26:25,320 has been amazing. I have one last question for you. What 385 00:26:25,320 --> 00:26:30,180 would be your one last question and to let my audience know 386 00:26:30,180 --> 00:26:33,240 where they can find you, which I will put in the show notes. So 387 00:26:33,240 --> 00:26:37,470 the one last question is basically, what piece of 388 00:26:37,470 --> 00:26:40,800 business advice would you leave with my audience as as sort of 389 00:26:40,800 --> 00:26:42,540 your last parting thoughts? 390 00:26:45,030 --> 00:26:50,280 Jacob Roig: Realize fear is going to show up. It's not 391 00:26:50,310 --> 00:26:56,370 necessarily avoiding fear. It's about working through it. 392 00:26:57,240 --> 00:27:03,240 Failure is probably bound to show up if not failure mistakes. 393 00:27:03,660 --> 00:27:07,140 And one thing to think about is, maybe they're supposed to 394 00:27:07,140 --> 00:27:10,890 happen. In order for you to get to this next place. Maybe you're 395 00:27:10,890 --> 00:27:14,340 supposed to have this mistake, or this failure that comes about 396 00:27:14,340 --> 00:27:19,020 because the only way we find out the right path is by going down 397 00:27:19,020 --> 00:27:23,640 the path. And so be willing to take the risk, find somebody to 398 00:27:23,640 --> 00:27:26,190 help you. It doesn't have to be me. It doesn't have to be 399 00:27:26,190 --> 00:27:29,580 Janice, but find someone that will help you because this was 400 00:27:29,580 --> 00:27:33,060 never meant to be a solo journey. Fantastic. 401 00:27:33,180 --> 00:27:35,550 Janice Porter: And where can people find you, Jacob? 402 00:27:36,300 --> 00:27:39,780 Jacob Roig: You can find me on LinkedIn quite often. Hey, it's 403 00:27:39,780 --> 00:27:44,220 just Jacob Rodriguez. Just type in my name. Yep, perfect Roig 404 00:27:44,220 --> 00:27:48,090 and you'll find me pretty quickly. Do a Google search or 405 00:27:48,090 --> 00:27:51,960 find me at my website, which is Jacob roi.com. And 406 00:27:51,990 --> 00:27:54,180 Janice Porter: I will put that and your email address in the 407 00:27:54,180 --> 00:27:57,090 show notes so that people if they want to reach out and I do 408 00:27:57,090 --> 00:28:01,170 recommend they do have a conversation with you cuz it's 409 00:28:01,170 --> 00:28:05,220 worth it. So thank you. Thank you for being here. Thank you to 410 00:28:05,220 --> 00:28:08,730 my audience, as always, and if you like what you heard, please 411 00:28:08,730 --> 00:28:12,180 let us know. And remember to stay connected and be 412 00:28:12,180 --> 00:28:18,720 remembered. Thank you. You're welcome.