Trascrizione completa di The Six Voices Running Your Business (with Theresa Rose)

that can't like see. Otherwise maybe we try to get fancy with it and like have you draw draw one out real time. But can you help people understand like what what that means, what cocktail napkin clarity means, and how you do that with somebody on the fly? Theresa Rose CSP®: Yeah, absolutely. Well, when you think about a cocktail napkin, you know that it's the best technology in the world because it's always available. You know that you can find a a scrap of paper or a cocktail napkin somewhere, right? No matter where you are. You can be on an airplane, you can be in a golf cart, you can be at a spa, you can be anywhere, a conference, anywhere you can find. A cocktail napkin somewhere. And that's what makes it so genius. And that little piece of real estate is so potent because when you can doodle your brilliance on a cocktail napkin in a way that can crystallize your genius or whatever it is that you are offering to the world in a way that gives you that. Two seconds of an opportunity to share yourself with whoever it is that you're talking to and be able to doodle that and share it in that conversation. That cocktail napkin clarity enables you to optimize that opportunity when it takes place. and it I I I like to give the great example of Simon Sinek's TEDx that catapulted him to Super Stardom of the Why How What Three Concentric Circles that he did on an Office Depot flip chart in a dungeon TEDx Puget sound that looks like just kind of a big piece of, you know, it's a big flip chart that's kind of like, you know, I would say just an oversized cocktail napkin. That idea is when you can draw something, you can sell it. And he drew this brilliant idea and he sold it to many, many, many, many people. So I take this idea and say, how can we crystallize our brilliance down to a place where we can draw it on a cocktail napkin? Because when you can do that, you can have your marketing available to yourself anywhere, anytime that you can market to anyone. And and I have my handouts in all of my speaking as cocktail napkins. and I think that you can build empires off of a cocktail napkin. And that's what I've used for years as part of my my brand. SpeakerFlow: the angle is just brilliant. And it really like speaks to a skill that any entrepreneur has to have at multiple levels. But like the 30-second elevator pitch. How do you communicate something verbally, quickly that speaks to value and gets somebody interested enough to continue the conversation in that short of a time? That is a really tricky thing to do, period. And then like The contextual model piece, which is like how do you capture what you do into a visual illustration of it? Probably that's simple enough for you to be able to build it out on the fly, right? If you have a visual, but it's 80 steps long, like that's not helpful. So it's gotta be really simple. and so like the ability, yeah, to have the cocktail napkin conversation, as it were, means that you've threaded together at least the verbal ability to clearly communicate what it is that you do. And have the visual illustration to be able to sort of back it up and help people understand it and keep them engaged in the explanation of it. And so, anyways, like, yeah, it it just feels like if you're physically present with somebody, ta giving somebody that experience of drawing it out in and of itself can be such a powerful thing. Like, forget how effective or valuable your actual offer is. Like, just that experience is a fun experience to participate in. so so good. Theresa Rose CSP®: Right. And and one other thing too, Austin, that I think is important about cocktail napkin clarity isn't just the fact that it can be drawn in a small space. The reason why I called it cocktail napkin clarity is the idea that it f sort of fundamentally implies that it is in a social environment. And marketing and sales are dance partners in success. It isn't SpeakerFlow: Hmm. Theresa Rose CSP®: just about marketing. It's about marketing and sales. So when people think about what is it gonna take for me to be successful in my career and my business, it isn't just about having proper positioning. It isn't just about having a fancy website. It isn't just about having great systems. It isn't just about having all the right words and all of the, you know, bells and whistles. You gotta have conversations. You need to be connecting with people. You need to be opening up your mouth and making relationships. And so cocktail napkin clarity. I said those words because I wanted to infer that you were in an environment where you were going to relate to other people and that you were going to be in connection with them and be able to have that sort of communion and and convey that information to another person, i.e. having that conversation so that the deal could be made, not just market, but market and sell. SpeakerFlow: Yeah. So good. And you know, there's ways to do that in the virtual environment too. I think that you can have that experience with somebody in a Zoom call. I don't think it's obviously not the same as being physically present with somebody, but like Taylor and I anybody who has an iPad, right? You can connect your iPad to your laptop in real time and just like draw on like the notes app on your iPad if you have an Apple Pencil. And that's like technology that almost everybody already has sitting on their desk, and plugging that into Zoom is like a two-second process. So anybody could start start drawing things in a Zoom. Zoom call pretty easily, like or with a few hundred dollar investment for your business to get buy an iPad and Apple Pencil. But yeah, and then live in a conversation. Theresa Rose CSP®: For sure. SpeakerFlow: Now you can be giving somebody a visual while you're you're talking to them and similar effect, right? Theresa Rose CSP®: For sure. I use a remarkable I I I literally just SpeakerFlow: Yeah, there you go. Theresa Rose CSP®: had this at my last sales call. I I had a

ninety minute conversation with someone and and it was very clear very early on that she was completely confused about SpeakerFlow: Yeah. Theresa Rose CSP®: who she was and what she was doing, as are most people who are running their own businesses and are building it on their own. ideas because they are far too close to the information to see themselves clearly. So as we're having this conversation, I was sharing with her my framework. And science says that the human brain takes in information. 90% of it is taken in visually. That's what my second TEDx talk SpeakerFlow: Hmm. Theresa Rose CSP®: talks about is that 90% of the information that we take in, we take in visually. So as I do this, I have it on my remarkable and I doodle it. I mean look how ugly that is. That is fogly. Okay, that's not just ugly, that's fugly. But it doesn't matter because she gets the point. She understood what I was talking about when she saw this. And so I can do this in this kind of a way, but I could also, it's plugged into my it's on the cloud in the cloud so I can if I want to you know show her that and and share this with her and then send this doodle to her as part of the the follow-up of the system and I can connect it to my to the record of the conversation and make sure and which I do by the way I when I have the Yeah baby yeah baby because it does it's SpeakerFlow: Now we're in CRM land. Let's go. Yeah. Theresa Rose CSP®: like I want to be able to share with I want to remember that I had this conversation with her, number one, and I want to be able to to record the doodles that I make with these people because sometimes when I have my one-on-ones virtually with people, I and I doodle the the the the frameworks that I do, I wanna be able to log them into the record. And it's very easy for me to do. I just upload it right up into the the notes. part of their record. And it's really lovely to be able to just look right back and see the note right there visually. SpeakerFlow: So good. Yeah. Well then it's not only good for them to have the visual illustration of it because it helps their learning, but also that's it's gotta be like simultaneously making it easier for you to remember them and the conversation that you had and what their deal is, because now you've Theresa Rose CSP®: Yeah. SpeakerFlow: got a visual for yourself. You're tapping into your own psychological circuit there as well as theirs, which is kind of brilliant. Yeah. Yeah. Theresa Rose CSP®: Exactly. Exactly. Yeah, it is. It's lovely. I I I totally dig it. It's like my favorite thing in the world to do. SpeakerFlow: Yeah, it's fun, it's fun to see you do it live too. Like I for anybody that's involved in the National Speakers Association that goes to their events, Teresa has a booth sometimes and she'll sit down and do a cocktail napkin about you, like right there on the spot. And it's a blast. It's kind of magical to watch. So for those of you that go to the shows, Theresa Rose CSP®: thank you. SpeakerFlow: go talk to Teresa. so we've talked about this like microcosm at this point of how you've systemized at least this one. part of the process, right? Because everybody take a step back for a second here. You just described a system. There's a human being, at least one, you and the person that you're talking to. There's a tool that is being used, which is a cocktail napkin and a pen. And there's a process that's being followed, which is you are Engaging in dialogue, giving yourself an in to draw this model out, drawing the model out and walking them through it as they go, and then giving them some type of out to talk to us about that thing, right? So it's like a mini sales conversation that's playing out right there. So and that so you got a process, people tech and process. Those three things coming together, you got yourself a system. So everybody listening to the episode, you're already walking away with the system. If you can figure out how to do what Teresa just said, or if you go work with Teresa so she can help you figure out what your model could look like, then yeah, you've got yourself a new thing that you can do anytime you're having an initial conversation, which is rad. You don't stop with that microcosm though. You've taken with the same sort of premise, I think, in a lot of ways, of like clarifying things and looked at the operational side of the business. as well as the marketing side of the business. Is that a fair way to phrase that? Okay. Theresa Rose CSP®: Mm-hmm. absolutely. Absolutely. I clarify their brand and clarify their business. Those are the two two ways in which I support people. SpeakerFlow: Let's go. Okay. So walk us through like your psychology around how you clarify like the business. What does that mean? Like, what is being clarified? Why are people already not clear with their business? Like, like, give me the lay of the land. If you're talking to a a person for the very first time who has never considered making their business more like intentional, organized, machine like thing than the chaotic space that they always have existed in, which is most of the people you and I work with. how are you helping them see the problem? I guess is maybe the question. Theresa Rose CSP®: Sure. So so imagine somebody comes up to me and they are brand new, okay, and they just say, I'm starting this business from scratch. I don't know anything about anything. And I want to tell my story or I wanna, you know, be I wanna be a speaker, I wanna be successful. I say There's two parts you need to be clear on first. Clarifying your brand, clarifying your business. And then I get them really, really, I throw I throw them a cold water of reality at the very beginning and say, I I love you as a human. I'm sure you're amazing, divine emanation. And this is a sales and marketing business. You are like an SKU on your forehead. If you do not understand that you need to very clearly understand what your value proposition is in

the marketplace and that you can clearly articulate it anytime, anywhere to anyone, you will not be successful in this business. So that you SpeakerFlow: Amen. Theresa Rose CSP®: need to embrace this understanding. So get there first, right? So getting through that is number one. So what my job is is I'm like a cleropist. I'm like a clarifying business therapist. I'm gonna help them get there, right? So we're gonna clarify your brand first, and then we're gonna clarify the business that supports that brand, the whole business that supports that brand. So the brand part first is the cocktail napkin clarity. We're gonna get that framework for you, right? And that's I go through a process to do that, the crystallization process to do that. and there's various steps that I do to to digest their content that already exists and distill it down to various themes and then design you know a f a framework that that represents that. So that i i exists and and there's you know tools that you use to do that where there's shapes that that are more effective than others alliteration is always helpful you know I'm a big fan of Of having it have anywhere from three to nine words, and there's just tools of the trade that you want to be able to have, right? I I'm not a big fan of acronyms. Nobody cares about the acronym but the person who's using them, right? We want to be able to have something that's helpful. Labels, not phrases, not a bunch of sentences, literally labels. Like what's ingredients in in your soup, right? It's just Ingredients. That's what you're building. It's like ingredients. So that's what your cocktail napkin is. That's what you get first. Crystallizing your brand. Get your cocktail napkin clarity. Once you get that, now we're going to crystallize or clarify your business. So now that's a different framework. And what I it took me months to create this framework, and that is what I call the boardroom. within. So I have a business management background. Okay. I went to school for business management. I have a background working for a Fortune 100 company. I I've been in business my whole life. I grew up with an entrepreneurial mother. I have just worked lots and lots and lots in various roles in business. And what I noticed being in this business is most of the people that I work with, most of our colleagues They don't know business. They don't know business. And so I wanted to create a framework that would teach them about business in the most essential way. And I also wanted to create a framework that took into account the lessons learned that I have learned. About the failures that I have experienced in my own business that would help them so that they wouldn't experience the same failures that I have. Okay. So I created this boardroom within. And the idea is that each and every one of us, and by the way, this this totally transcends the speaking business. This is what I speak on to organizations of all different This is the decision-making framework that can be utilized for any type of organization. I'm just applying it to the speaking business right now. So this boardroom within is in our heads. And imagine there is an inner chairperson who is really running the business. Okay. And this inner chairperson has a little boardroom in s and in our heads. And there's six leaders around this table. And there's these six leaders are trying to run your speaking business for the big leader, the inner chair person, who's really the one that's you know wanting to be successful. That's the person that's walking up to you and going, hey, I want I wanted to start this business is the inner chair. And so this inner chair says, you know, I I want this business to be run. So he or she or they are asking, you know, these six leaders inside to like help me run this business. So there's a CEO who says, where are we going? Right? The CEO is the visionary. They're the ones that are going, I wanna, I wanna speak about this and I I wanna do this and I wanna go here and I wanna do this. And they they got lots of ideas. They're the idea person. They never run out of ideas. Then the next step is the CF and I've named them too, by the way. SpeakerFlow: Okay. Do we get to know their names? Theresa Rose CSP®: Victor. Victor is the is the CEO, like victorious, you know, like I'm gonna be the victor. I'm gonna get there, right? SpeakerFlow: Okay. Yeah. Nice. Theresa Rose CSP®: Then so Victor is the one who is who's the the strategist. He won he or she, they we all have, you know, this is in dr no no no gender, right? So SpeakerFlow: Just as a quick aside, this reminds me so much of the visual that that movie Inside Out gives us of the emotions Theresa Rose CSP®: Yes. SpeakerFlow: inside of the head, right? Like I can just imagine these different like parts of my brain as these personified Victor and whoever else, and then I'm arguing around Theresa Rose CSP®: Exactly. Exactly. SpeakerFlow: the table and anger's head going off. And like anyways, yeah. So it makes me think about mm-hmm. Yeah. Theresa Rose CSP®: That's exactly what it's like. That's exactly what it's like, I think. That's exactly what it's like. That's probably telling you a bit about me. But it's like there's Victor who's like, he's he's, you know, I want to go here, right? This is where I want to go. And imagine what a CEO is like, right? This is where we're gonna go. And then the CF Yes. Let's go here. We're going here. We're going here right now, right? SpeakerFlow: Taylor Payne, my business partner. That's he's that person. Let's go. We're going that way. Yeah. Yeah. Theresa Rose CSP®: Then the CFO, Rich. Is the money person, the chief financial officer, is right next to Rich or right next to Victor. And he is saying, Does this make sense financially? Now, this is an important one. This is the one that says the numbers have to make sense. What you're saying we're go where we're going. Is this viable? So is the vision that you're teeing up for

us. viable does it actually make sense does the two plus two plus two equals six does it actually make sense and I'll tell you what there's a lot of people in this industry they don't look at that they don't look at that and I I'm I I'm saying it right up there in the front of the line okay I went many many years in my whole life as somebody who has a traumatized CFO inside because of my own background that I did not and continue to work on the fact that I have a strained relationship with my inner CFO. And so I am working with that to harmonize that, right? So CFO is the counterbalance, viability and vision. Once you get that figured out, then you bring in your C inner CMO Sharon. 'Cause she loves sharing this and sharing that, right? SpeakerFlow: okay. It's good. Theresa Rose CSP®: And her and her goal is resonance, okay? And that is does this truly connect? Does this truly connect to the marketplace? Right? And this is all about consistent clarity creates connection. Consistent clarity creates connection. This is where the cocktail napkin comes in. So the clarity is the cocktail napkin. And the consistency over and over and over again creates the connection to the people that you want to send it out to, right? Are you seeing where what I'm laying down here? Okay, so you've got the CEO SpeakerFlow: Mm-hmm. You're also just taking your own medicine. Theresa Rose CSP®: exactly. The CEO says where we're going. The CFO says, Does this make sense financially viability? And the resonance, the CMO says, Are we resonating with the marketplace? Great. We got it going on. We're doing it. Now we pop over to the other side of. the boardroom table in our own heads, in our own heads. Okay. Now we're over to the CRO, the chief relationship officer slash chief revenue officer. That's Hunter. Okay. Hunter is all SpeakerFlow: Yeah, nice. Theresa Rose CSP®: about commitment. He is asking, are we moving forward? He's all about that nothing moves forward without a conversation. You can have your messaging down pat, you can have your revenue model down pat, but if you are not opening your mouth and having conversations with people and sharing them with your strategic partners, with your clients, with your with your target audiences, with your your opportunities, it doesn't matter. You got to have conversations. The money is in the conversation. So hunter is about the sale. Okay. So that Is his role. Then this is where you're gonna love this. The next step is the CIO chief information officer, inner chief information officer, link. Link is all about asking, is there an easier way? Is there an easier way? Because if you have your inner CEO that's doing that came up with a clear direction. Because direction comes first, and your inner CFO that has said the numbers have to make sense, and your inner CMO that has said consistent clarity creates connection, and your inner CRO that says nothing moves forward without a conversation. If all four of those inner C suite leaders are all yes, yes, yes, yes, guess what's gonna happen? You are gonna have alignment, and what's gonna happen is if you do not have your ducks in a row. It is gonna break down at the systems level. So SpeakerFlow: Mm. Theresa Rose CSP®: your inner CIO is gonna go, the breaks are gonna go on, and Link is gonna show up strong and hard in your head, waking you up at two o'clock in the morning with nightmares and saying, I can't sleep because I am so freaked out because I'm actually getting what I want. Because if you're SpeakerFlow: Mm. Theresa Rose CSP®: having the conversations, if you're having the converse, if Hunter is having the conversations, you're gonna be closing deals. You're gonna be closing deals. Okay. Because all of those things are are in alignment. You will not be able to handle, you will not be able to handle the the the amount of opportunity that is opening up to you. So Link's responsibility then is simple. Systems reduce friction is his mantra. So he's all about ease. What can I do to make this easier? Okay. Then the last seat is the inner COO, which is flow. She's about efficiency. SpeakerFlow: Nah, yeah. You know we love that. Theresa Rose CSP®: She's about efficiency. She sorry, link is about efficiency, flow is about consistency. She wants it to be can we keep this going? Can we keep this going? Because yeah, we can do it, but the whole the whole key here, Austin, is we want to keep it going, not just do it once. Exactly. Exactly. SpeakerFlow: That's a business. Not a flash in the pan. Yeah, repeatable. Theresa Rose CSP®: Repeatable, repeatable. It's not just about doing it once. It's about continuing to do it. And flow, our inner co-o, is about can we keep. This is going. She is about putting the processes in place, the people in place, the performance metrics in place. Do we have it in place so we can keep this puppy going? So it is aligning your inner C-suite, all of these six leaders together working in harmony so that we can have that seventh inner chairperson finally get the vision that they truly want. To succeed. SpeakerFlow: Yeah, so good. I think most people just are not, and myself included, I mean this like very generally. it's so easy to get caught up in the either the grind of running the business or the vision of what we're trying to create or the anxiety of things not working out the way that we want them to. So easy to get down any of those rabbit holes and and because of that, not pay attention to the like fairly logical, structured process that you've just described, taking business ideas through, right? Because what you've done is Theresa Rose CSP®: Yep. SpeakerFlow: brilliant in that you've personified it. We've given the ability to put a face to a concept, which just plays beautifully into human psychology. So I love that. But to take a step back for a second here, right? It's like you just need all of those angles to operate a business. There's a reason why there are genuinely humans that sit in

those seats for a big company. Like, because having Theresa Rose CSP®: Yep. Yep. Yep. SpeakerFlow: that back and forth is just so important. and I'm Theresa Rose CSP®: Yep. Yeah. SpeakerFlow: like, I'd be blown away if this isn't something that you've at least advised people to do. But like, couldn't you take this concept and like Like it you have to have the right context and information and the clarity. Like you ha it you can't just like start with this. But if you have the proper foundation, couldn't you plug all of that into something like chat and then literally talk to a board and like have Theresa Rose CSP®: Yes. SpeakerFlow: it feedback ideas? And like have you ever worked like in that way with your clients to help them like build a an interactive thing that can help you process ideas through those different lenses? Theresa Rose CSP®: for sure. So so what I do with my how I work with people is first of all, I mean I've trained my own my own right AI to understand all of this stuff, right? So they know all SpeakerFlow: Sure. Okay, yeah. Yeah. Theresa Rose CSP®: of my all of my avatars very, very well. And I do the prep work so with my VIP days and my crystallizations so that We already have those plans in place for my clients. But then what I will do is say, we're going to sit in each of these seats. We are going to sit in each of these seats so that you understand them. And then what how do we train your systems so that you can run your business in this way? How can you train your AIs to to treat it like a board? Right, like the last call that I was on, she had already named her own inner C suite board with you know with these ideas and and started to it's really exciting for me to see this, you know, where people are already starting to see these six perspectives and and dialoguing with them and working with them. Now the key is though, here's the here's the rub though that I see Austin is we still have a challenge. I believe that AI doesn't fix and that is that they are they are mechanistic sycophants. SpeakerFlow: Mm-hmm. Mechanistic sycophants. What a label. Okay, yeah, unpack that for us. Theresa Rose CSP®: AIs are paid to blow sunshine. SpeakerFlow: Mm. Theresa Rose CSP®: Claude is paid. He's Claude's very smart. Chat's very smart. Gemini's very smart. They're smarter than me. But they're mechanistic sycophants. At the end of the day, they're going to agree with you. They're going to tell you what you want to hear. And you want a counterpart, someone. Trusted and knowledgeable to be a counterpart when you're growing something. Because if you don't, you can get lost in the the spin of yes sir, yes ma'am. And then when you get lost in the spin of the yes, sir, yes, ma'am, you lose perspective. And SpeakerFlow: Mm-hmm. Theresa Rose CSP®: that I think is the big danger. of doing it by yourself and only doing it on the machines. SpeakerFlow: Makes sense. You need co counter positions. You need somebody to argue with you. Yeah. Theresa Rose CSP®: Your foil. You need you need a human foil that will poke and prod. Like and and if I'm not getting into some difficult conversation at least once a week, I'm not doing my job. So I I have to have some difficult conversation. Something I will tick somebody off once a week, or I'm not having enough conversations. Really, seriously. If if I'm only having shiny happy conversations. I'm not having enough conversations because that is my role is to have there should be something that I'm tweaking somebody somehow. I don't want to be, you know, like I'm not just being like a disruptor. You know, I'm not just saying like stuff just to tick people off. But there should be something that I'm pushing against an edge of your own comfort, right? and and making you think that you hadn't thought of before in and and and i I mean I've just seen it. I've seen it in my own AI where it's said something that I'm like, wait, you know, you're not, you're not, you're not seeing this in a way that is like real. You know, it's not SpeakerFlow: Mm-hmm. Theresa Rose CSP®: real, it's not true, it's not, it's not, it's just not real what you're saying. So that's where the human will never be in at or I don't want to say never, because never's a very long time. But right now, the human still needs to be here to see, see reality. Right. SpeakerFlow: Yeah, for sure. Chats like chat clawed all of these things have a way of smoothing stuff out too. And you like just like with a person, a business doesn't want to be completely smoothed out. Like having some rough edges is a good thing. And I've I've heard this recently out of bureau people. I've heard this from like marketing and branding experts and all sorts of folks. But having something that you're like That's a little bit controversial about you can be a really powerful marketing thing. Because you want a group of people to deeply agree. And then you want some people that deeply disagree so that conversation is being had. You know, because like, are we being risky enough with our topics, with the things that we Theresa Rose CSP®: Mm-hmm. SpeakerFlow: take a stand against, that we push up against, right? Like if you just agree with everything and like you're just the least. adversarial that you possibly can be, there's just like nothing that's that interesting about you. You know? Theresa Rose CSP®: Yeah. SpeakerFlow: so yeah, and I think this is one of the downsides that can happen with AI too, is it can just smooth out ideas. Like you want something to be like a little bit controversial, to to poke at something that's that's maybe not completely agreed upon. Because that's what makes somebody a thought leader. Like if you're not having those ideas that push what everybody already assumes, then you're not a thought leader. You're just Talking, you know? so yeah. Theresa Rose CSP®: Exactly. Exac and it's not curious. It's it's not curious. That's the other thing that AI isn't. It's not curious. It's SpeakerFlow:

Hmm. Yeah. Theresa Rose CSP®: it's it's great to it's a great synthesizer, it's a great processor, but it's not curious. It'll ask that one question on the bottom to keep you going, because it doesn't want to lose you, but it's not really curious. Right. And that's and that's what a human will do. And and so I I caution people against sort of like one hundred percent just going all in and just like I'm just gonna manage it through AI. No, try to keep try to keep the value of finding someone who can be your strategic counterpart, be in the mix of it so you can keep your competitive edge. SpeakerFlow: Yeah, I think that's beautiful. You know, just I think as a whole, something that I'm reminded in this conversation that I just really appreciate about you is that you just look at this whole thing so intentionally. It's really easy, I think, for somebody to become an entrepreneur, especially if they're just starting out. You know, if I'm not really talking to the mature business owners that are listening right now, but when you're starting out, it's so easy to just feel like either you're obsessed with the outcome. Like the only thing that matters to you is that you're gonna make all the money or you're gonna stand on a million stages or like whatever the thing that's driving you is. Like we become so focused on that that we just like forget all of the nuance of running a business in pursuit of that one thing. And we just make stupid decisions sometimes. Again, I'm speaking for personal experience. I've done this, like my fourth business that I've started, and like most of them fail at that point. We're like You need nuance to operate. It doesn't just you can't just go off of vibes and referrals. Like there requires some intentionality to be in business. And there's a lot of it that's just not that fun. Like that inner CFO, right? Like nobody wants to be honest and deal with the money stuff. Like it's just not where people's joy is. Like, I want to be doing the thing or making money or enjoying the time that I've gained by making the money or whatever it is, right? Like, but the entrepreneurial Vision for most people is not staring at an Excel spreadsheet trying to determine if you can get break-even on this idea that you have. Like, but you have to, like, if you're gonna Theresa Rose CSP®: Yep. Exactly. SpeakerFlow: win in business, you don't get to ignore those pieces, you just have to learn how to deal with them. So, anyways, I think, yeah, the the one of the main things I love about your whole message here is that, like, regardless of whether or not you want to deal with this, you have to deal with these things when you're in business. And ignoring them is just gonna create pain. And so what you're what you've allowed people to do with the boardroom within concept here is to just identify those parts of themselves that need some attention if they're going to be successful as a business owner. There's just some intentionality Theresa Rose CSP®: Exactly. SpeakerFlow: there that's otherwise missing. Theresa Rose CSP®: Exactly. And what I've done to make sure that I give myself attention to this because I am naturally naturally I am feed I feed off of being an inner CEO, CMO, and CRO. That's who I love to be, right? Naturally. I don't want to lose sight of the others. And I will f and I just this week felt the pain of not being my inner COO. I literally did. I almost lost a very big client yesterday because I whiffed it because I was too busy being a hunter and not enough being a flow. Okay. It's just plain and simple. And and I could feel it. I knew flow was knocking on me at two o'clock and she's like, you have not gotten your SOPs done. You have not gotten your SOPs done. You have you have not and you should and I knew it and but I just I'll do it tomorrow. Fiddly D, I'll do it tomorrow, I'll do it tomorrow. Well tomorrow came. Okay. Tomorrow came and I wasn't prepared and a client was gonna go away and I had to recover. And it was painful and and I had to eat some crow and I didn't like it at all. Okay. And SpeakerFlow: Mm-hmm. Theresa Rose CSP®: it's like you weave you feel the pain now or later if you do not balance this out, right? And that pain can come in the form of losing clients, that pain can come in the form of physical you know anxiety. It can come in lots of different ways if you do not align your inner C suite. So what I do to to try to keep in greater harmony for myself personally is two things. Number one, I have in my Asana project management tool a task every week recurring that says sit in each seat at least one hour a week. SpeakerFlow: Mm-hmm. Theresa Rose CSP®: And and it literally just reminds me to sit in each seat. And I have tasks to do that. So I will sit in the CEO seat and look at my strategic plan, quarterly plan, and go, how am I doing with my quarterly plan? Am I like look at my seven things that I said I was gonna do? And even just that for a half hour or for an hour, if I'm looking at that and I'll go, I could do that thing. And that one thing will move the needle forward, right? CFO, the one that I hate, right? Sit in that seat for one hour. I will look at that and I will cancel a subscription to something that I don't need. I will look at you know, Some expense. I will look at whatever, right? I will do the thing I don't like. I will go into QuickBooks and do the thing I don't like. And I will make more money when I do the thing. I will send the invoice. I will do the thing. And every and CIO, I will, I'll give you a perfect example about speaker flow. Okay. So sit in the CIO seat. Sit in the CIO seat. What am I gonna do? Well, I could just crank out a bunch of you know quick little emails to do blah blah blah blah blah to follow up on influence leads. No, sit in the seat. Sit in the seat. Hunter just wants me to crank out the emails because he wants the deals done. I'm sitting in Blink's seat right now. Okay, Link wants it done. Right. Because Link wants it done easier long term, right? So when I'm sitting in Link's seat for the hour, I went into my speaker flow. I went in, I wrote my template, my follow-up. I s did the nice thing. I took the extra few minutes. I did the blah blah blah. I made it pretty. I I did all the things that I needed to do. And voila, it got it got done in the right way. I did the right tags. Right. I did the things that made it nice. I made sure that the right fields, where it was the source, event, what event? NSA Influence 26. Did I do the right ta open activities, task, follow-up? Did the things. And it's those few little moments where I sat in that. So that's the first thing I do is Asana every week recurring task. Second thing I do, my Google Calendar. So my Google Calendar, I label my appointments by seat color, COO, client activity. CMO, when I go do a marketing thing like this, this would be a CMO task, right? So there's different things going to one of your l like a lunch and learn, you know, when you're teaching us stuff, I'll put that under a SpeakerFlow: Speaker flow sessions. Theresa Rose CSP®: speaker flow sessions. I'll do it as a CIO, like I'm learning, right? So I'll look at my calendar then by color every week, every month, every quarter, do scan and go, which one am I missing? You know, which one am I not feeding? So using systems to help me sit in those seats and not just look at a pretty framework and go, yeah, this is a good idea, but like actually manage myself to make sure that I'm sitting in these seats and and living this and running my business like this. SpeakerFlow: Well, I really love that you just take your own medicine, Teresa. So everybody, please go check Teresa's stuff out. Teresa, you're a giver too. I'm sure you've got something that people can just like go get for free and have it change their lives. Like c is there something you want to point people to? Theresa Rose CSP®: I do. I have a giveaway at my website, what's missing in my thinking. Go to Teresa Rose dot com and if you're wondering how to spell my name, it also looks like there's a rose dot com. SpeakerFlow: Wow, cool. There's a rose.com. Yeah. Theresa Rose CSP®: Doesn't that blow your mind? There's a rose dot com. SpeakerFlow: All right, cool. Go there, folks. Thanks for coming on, Teresa. Bye. Theresa Rose CSP®: Thank you, Austin. Bye bye.