TRP 210: Scott Love On Time Management

[00:00:10] [SPEAKER_01]: You're listening to the Rainmaking Podcast, hosted by high-stakes headhunter, author and

[00:00:19] [SPEAKER_01]: professional speaker, Scott Love.

[00:00:23] [SPEAKER_00]: You're listening to the Rainmaking Podcast and my name is Scott Love.

[00:00:27] [SPEAKER_00]: Thanks for listening.

[00:00:28] [SPEAKER_00]: Our topic today is time management.

[00:00:30] [SPEAKER_00]: And this is something that I personally wanted to share with you instead of having a guest

[00:00:34] [SPEAKER_00]: today.

[00:00:35] [SPEAKER_00]: And I think also because it's August and I want to save the guests for when I

[00:00:39] [SPEAKER_00]: know more people are not on vacation.

[00:00:42] [SPEAKER_00]: So I thought I'd come back on here and share some ideas on the topic of time management,

[00:00:46] [SPEAKER_00]: which I think would help you.

[00:00:47] [SPEAKER_00]: These are concepts that I personally follow and things that I've shared with other professional

[00:00:51] [SPEAKER_00]: service providers when I've gone to sales meetings and retreats, training people about

[00:00:55] [SPEAKER_00]: client development, but also about the personal performance aspect of that.

[00:00:59] [SPEAKER_00]: Before I get into it though, as always this show is sponsored by Leopard Solutions,

[00:01:04] [SPEAKER_00]: suite of products, FirmScape and Leopard BI.

[00:01:07] [SPEAKER_00]: Push ahead of the pack with the power of Leopard.

[00:01:10] [SPEAKER_00]: And by the way, if you don't know who they are, they are a data provider to legal because

[00:01:14] [SPEAKER_00]: a lot of people that listen to this show are in legal and I'm in legal.

[00:01:17] [SPEAKER_00]: I recruit partners and do law firm mergers.

[00:01:19] [SPEAKER_00]: So they're definitely a group I want to be close to.

[00:01:22] [SPEAKER_00]: But they provide data solutions that help those in legal in three key areas.

[00:01:27] [SPEAKER_00]: Number one is lateral recruiting whether it's partners or associates.

[00:01:30] [SPEAKER_00]: Number two is client development.

[00:01:32] [SPEAKER_00]: And number three is issues related to diversity.

[00:01:35] [SPEAKER_00]: Now those are three of the most important issues that are on the mind of law firm leaders

[00:01:40] [SPEAKER_00]: and they're at the nexus of that.

[00:01:42] [SPEAKER_00]: So if you're in the legal industry, check them out.

[00:01:44] [SPEAKER_00]: Now let me get to some of the content that I wanted to share with you today

[00:01:46] [SPEAKER_00]: on time management.

[00:01:48] [SPEAKER_00]: First, I will tell you this, that there is no such thing as time management.

[00:01:53] [SPEAKER_00]: You cannot manage time.

[00:01:56] [SPEAKER_00]: What can you manage yourself?

[00:01:59] [SPEAKER_00]: You are totally responsible for everything that happens to you

[00:02:02] [SPEAKER_00]: and totally responsible, well actually not that happens to you,

[00:02:04] [SPEAKER_00]: but how you respond to those things that happen to you.

[00:02:08] [SPEAKER_00]: But you're totally responsible for what you do, what you think about,

[00:02:11] [SPEAKER_00]: what you say and how well you do things which are called habits.

[00:02:15] [SPEAKER_00]: And it's that fourth area, the habits.

[00:02:18] [SPEAKER_00]: Those are the resources that you can develop to take you forward

[00:02:23] [SPEAKER_00]: and perform at a high level.

[00:02:25] [SPEAKER_00]: Now most of the people listening to this show are high performers.

[00:02:29] [SPEAKER_00]: You're high achievers, you're overachievers.

[00:02:31] [SPEAKER_00]: But you know we can always get better and sometimes we get distracted.

[00:02:35] [SPEAKER_00]: So I wanted to share three ideas with you that have helped me

[00:02:38] [SPEAKER_00]: to push through any sort of self-doubt.

[00:02:42] [SPEAKER_00]: Yes, I have it too.

[00:02:43] [SPEAKER_00]: Any sort of hesitation, any sort of recovery that I need

[00:02:48] [SPEAKER_00]: after a situation falls apart.

[00:02:50] [SPEAKER_00]: And I hope that this makes a difference for you.

[00:02:53] [SPEAKER_00]: The first one I will share with you is to get real clarity

[00:02:57] [SPEAKER_00]: on the vision that you have for your life and also for your career.

[00:03:03] [SPEAKER_00]: I'll just keep it on a professional level,

[00:03:04] [SPEAKER_00]: but seriously if you haven't written down your core values

[00:03:08] [SPEAKER_00]: nor have you written down your life purpose,

[00:03:10] [SPEAKER_00]: I think you're missing out.

[00:03:12] [SPEAKER_00]: When I talk about core values, think about those things

[00:03:16] [SPEAKER_00]: that are important to you.

[00:03:18] [SPEAKER_00]: If you had all the money in the world,

[00:03:19] [SPEAKER_00]: all the time in the world and everything in your life,

[00:03:22] [SPEAKER_00]: all your relationships are perfect, what's left over.

[00:03:24] [SPEAKER_00]: And those are your values.

[00:03:27] [SPEAKER_00]: And I'd recommend getting clear on what are your core values.

[00:03:31] [SPEAKER_00]: Now I think if you read any of Covey's works,

[00:03:34] [SPEAKER_00]: such as First Things First,

[00:03:36] [SPEAKER_00]: The Seven Habits of Highly Effective People,

[00:03:39] [SPEAKER_00]: he talks about roles and goals,

[00:03:42] [SPEAKER_00]: the different roles that we have in our lives

[00:03:44] [SPEAKER_00]: and what are the values that we have in each of those roles.

[00:03:48] [SPEAKER_00]: And let's say if you call yourself a rainmaker,

[00:03:51] [SPEAKER_00]: if you're a partner in a law firm or a headhunter,

[00:03:54] [SPEAKER_00]: a recruiter or in the staffing business,

[00:03:56] [SPEAKER_00]: or an investment banker or management consultant,

[00:03:59] [SPEAKER_00]: and those are kind of the areas that really listen to this show.

[00:04:02] [SPEAKER_00]: You're an overachiever and that is your area that you want to master.

[00:04:08] [SPEAKER_00]: What are the core values that you have in that role?

[00:04:11] [SPEAKER_00]: And I'd recommend thinking about that and writing that down

[00:04:14] [SPEAKER_00]: because that's going to govern how you sell your services,

[00:04:18] [SPEAKER_00]: how you interact with prospects and other colleagues and everybody else.

[00:04:22] [SPEAKER_00]: Such number one is to get clear on your core values and your purpose

[00:04:26] [SPEAKER_00]: and then to go deeper what is the vision that you have for yourself

[00:04:30] [SPEAKER_00]: as a professional services provider.

[00:04:33] [SPEAKER_00]: This is something I think a lot of people struggle with,

[00:04:35] [SPEAKER_00]: they just don't have any clarity.

[00:04:38] [SPEAKER_00]: And this is something just recently there was an associate candidate

[00:04:43] [SPEAKER_00]: that gave me this inspiration.

[00:04:45] [SPEAKER_00]: A couple of months ago, my colleague that recruits associates,

[00:04:49] [SPEAKER_00]: she and I had a conversation with him, she sourced him,

[00:04:52] [SPEAKER_00]: she recruited him, three of us are talking.

[00:04:55] [SPEAKER_00]: And the way he described it to me,

[00:04:56] [SPEAKER_00]: he said, the vision that I have for my career is this

[00:04:59] [SPEAKER_00]: and he didn't hesitate to beat.

[00:05:01] [SPEAKER_00]: And as he said that, I thought, gosh,

[00:05:03] [SPEAKER_00]: do I have that kind of clarity?

[00:05:06] [SPEAKER_00]: And it really forced me to think about what I want

[00:05:08] [SPEAKER_00]: and I want to challenge you, my friend,

[00:05:11] [SPEAKER_00]: to ask yourself what is that vision that you have

[00:05:13] [SPEAKER_00]: for yourself as professional services provider?

[00:05:17] [SPEAKER_00]: So that's number one.

[00:05:19] [SPEAKER_00]: What's number two?

[00:05:20] [SPEAKER_00]: Number two is building habits that propel you forward

[00:05:25] [SPEAKER_00]: and help you perform at a high level,

[00:05:27] [SPEAKER_00]: even when you don't feel like it.

[00:05:29] [SPEAKER_00]: Now we could go deep on this.

[00:05:31] [SPEAKER_00]: I think rituals are an important way to overcome that adversity.

[00:05:37] [SPEAKER_00]: And rituals and habits,

[00:05:38] [SPEAKER_00]: those are the things that are automatic, they're rote

[00:05:40] [SPEAKER_00]: and they channel us back.

[00:05:41] [SPEAKER_00]: Now there's bad habits that we have,

[00:05:43] [SPEAKER_00]: you fall into that bad habit.

[00:05:44] [SPEAKER_00]: Oh man, quit doing that.

[00:05:46] [SPEAKER_00]: But then we also develop good habits that help us going forward

[00:05:50] [SPEAKER_00]: and help us to overcome adversity

[00:05:53] [SPEAKER_00]: and keep us moving forward even when we don't feel like it.

[00:05:56] [SPEAKER_00]: I remember one Saturday morning I was driving out of town

[00:05:59] [SPEAKER_00]: and as I'm driving out of town,

[00:06:01] [SPEAKER_00]: I accidentally took the exit to my office

[00:06:03] [SPEAKER_00]: because that's what I do every day.

[00:06:05] [SPEAKER_00]: Oh my gosh, why did I do that?

[00:06:06] [SPEAKER_00]: That was a habit.

[00:06:08] [SPEAKER_00]: And that's what we want,

[00:06:09] [SPEAKER_00]: but in a direction that is helpful.

[00:06:13] [SPEAKER_00]: I think when I talked about rituals also,

[00:06:17] [SPEAKER_00]: I think we can develop rituals that help us to start our day.

[00:06:21] [SPEAKER_00]: For example, in my business of legal recruiting

[00:06:25] [SPEAKER_00]: and recruiting in general,

[00:06:26] [SPEAKER_00]: it's really a telephone business.

[00:06:28] [SPEAKER_00]: And every day I have this hesitation,

[00:06:30] [SPEAKER_00]: I don't want to call people,

[00:06:31] [SPEAKER_00]: I don't want to interrupt them,

[00:06:33] [SPEAKER_00]: I don't want to bother them.

[00:06:34] [SPEAKER_00]: No, I'm selling winning lottery tickets here.

[00:06:37] [SPEAKER_00]: I've got opportunity.

[00:06:39] [SPEAKER_00]: Yet still, even though I've been doing this business

[00:06:41] [SPEAKER_00]: since 1995, I have this hesitation

[00:06:44] [SPEAKER_00]: of calling people and it's a phone business

[00:06:46] [SPEAKER_00]: and I've done well when I still have it.

[00:06:48] [SPEAKER_00]: So I've learned to develop a ritual,

[00:06:50] [SPEAKER_00]: a habit that helps me push through

[00:06:52] [SPEAKER_00]: that membrane of resistance each morning.

[00:06:55] [SPEAKER_00]: And what I do when it's time to make calls

[00:06:57] [SPEAKER_00]: usually around 9 or 9 30,

[00:06:59] [SPEAKER_00]: and sometimes I'll do admin and research before that,

[00:07:01] [SPEAKER_00]: but when that whistle blows so to speak,

[00:07:03] [SPEAKER_00]: I don't open up my email,

[00:07:06] [SPEAKER_00]: I open up my database.

[00:07:08] [SPEAKER_00]: And I start my day with a dial.

[00:07:10] [SPEAKER_00]: I pick up the phone and I call one person.

[00:07:12] [SPEAKER_00]: Usually it's somebody that just had an interview

[00:07:14] [SPEAKER_00]: or somebody that is getting an offer

[00:07:16] [SPEAKER_00]: or we know that they're interested

[00:07:19] [SPEAKER_00]: and we want to talk about the opportunity

[00:07:20] [SPEAKER_00]: a little bit more deeply, what that is,

[00:07:22] [SPEAKER_00]: that's a warm call.

[00:07:24] [SPEAKER_00]: And if I don't have anybody like that

[00:07:25] [SPEAKER_00]: in the pipeline at that moment,

[00:07:27] [SPEAKER_00]: I'll call people that I know I'm really friendly with.

[00:07:30] [SPEAKER_00]: Well, I'm going to call Terry,

[00:07:32] [SPEAKER_00]: he always gives me referrals.

[00:07:33] [SPEAKER_00]: He's always happy to hear from me.

[00:07:36] [SPEAKER_00]: And just doing that, that ritual,

[00:07:39] [SPEAKER_00]: it makes me realize I can do this.

[00:07:41] [SPEAKER_00]: In spite of doing recruiting since 1995,

[00:07:44] [SPEAKER_00]: yes, before the internet,

[00:07:46] [SPEAKER_00]: I still have that hesitation every day.

[00:07:48] [SPEAKER_00]: And so that habit, that ritual,

[00:07:50] [SPEAKER_00]: helps me to overcome that.

[00:07:52] [SPEAKER_00]: I had a coach, his name was Dr. Ken Christian.

[00:07:56] [SPEAKER_00]: He passed away probably about six years ago.

[00:07:59] [SPEAKER_00]: And he'd written a book called Overcoming,

[00:08:02] [SPEAKER_00]: it was called Your Own Worst Enemy,

[00:08:03] [SPEAKER_00]: Overcoming the Habits of Adult Underachievement.

[00:08:05] [SPEAKER_00]: And I saw that and I'm like, wow,

[00:08:07] [SPEAKER_00]: I learned so much from that book.

[00:08:09] [SPEAKER_00]: I was getting in my own way.

[00:08:12] [SPEAKER_00]: And I told him when he was coaching me,

[00:08:15] [SPEAKER_00]: I said, Ken, I'm having a hard time

[00:08:18] [SPEAKER_00]: turning it off on the weekends.

[00:08:20] [SPEAKER_00]: I'm afraid to stop thinking about my deals.

[00:08:24] [SPEAKER_00]: And he asked me why.

[00:08:25] [SPEAKER_00]: And I said, I'm afraid that if I stop thinking about them,

[00:08:28] [SPEAKER_00]: they're not going to happen.

[00:08:30] [SPEAKER_00]: They're not going to close.

[00:08:31] [SPEAKER_00]: And he said, that is superstitious.

[00:08:34] [SPEAKER_00]: And I said, okay.

[00:08:36] [SPEAKER_00]: And he said, you shouldn't do that.

[00:08:37] [SPEAKER_00]: And I said, help me.

[00:08:38] [SPEAKER_00]: And he said, have a closing ritual on Friday afternoon.

[00:08:44] [SPEAKER_00]: Give your mind time to recover.

[00:08:48] [SPEAKER_00]: Give your soul time to renew.

[00:08:50] [SPEAKER_00]: And you need two full days to do it.

[00:08:55] [SPEAKER_00]: Close the day out, the week out,

[00:08:57] [SPEAKER_00]: Friday afternoon by having a closing ritual,

[00:08:59] [SPEAKER_00]: in which for me it was looking at my week next week,

[00:09:01] [SPEAKER_00]: writing down my three goals, reviewing my activity

[00:09:04] [SPEAKER_00]: and writing down my targets for the week.

[00:09:07] [SPEAKER_00]: And I closed it out.

[00:09:08] [SPEAKER_00]: And he said, allow yourself to touch it once on Saturday

[00:09:11] [SPEAKER_00]: and to touch it once on Sunday.

[00:09:13] [SPEAKER_00]: And what that meant was that usually 10 30 Saturday morning,

[00:09:17] [SPEAKER_00]: I'm going to open up my database.

[00:09:18] [SPEAKER_00]: I'm going to look at all my deals going forward.

[00:09:19] [SPEAKER_00]: Okay. Who's going to be interviewing this next week?

[00:09:22] [SPEAKER_00]: Which opportunities do I need to get in front of me?

[00:09:24] [SPEAKER_00]: And I'd mentally kind of check the box.

[00:09:26] [SPEAKER_00]: Okay. I'm good for about 10 minutes.

[00:09:28] [SPEAKER_00]: And I'd shut it off.

[00:09:29] [SPEAKER_00]: And I wouldn't think about it the rest of Saturday.

[00:09:32] [SPEAKER_00]: Sunday morning, time with my family, go to services,

[00:09:35] [SPEAKER_00]: play some golf.

[00:09:36] [SPEAKER_00]: It's more time with my family.

[00:09:38] [SPEAKER_00]: Sunday afternoon, I'm going to open up my database.

[00:09:40] [SPEAKER_00]: And for 10 minutes, I'm going to look at my targets for the week.

[00:09:44] [SPEAKER_00]: I'm going to have kind of some light research,

[00:09:47] [SPEAKER_00]: no more than just a few minutes.

[00:09:49] [SPEAKER_00]: And I close it out in the rest of Sunday evening.

[00:09:51] [SPEAKER_00]: I don't think about that.

[00:09:53] [SPEAKER_00]: That ritual helped me to give myself more space to recover.

[00:09:57] [SPEAKER_00]: We need that.

[00:09:59] [SPEAKER_00]: If you cut your skin, the point that the skin is cut,

[00:10:02] [SPEAKER_00]: it grows back in scar tissue, which is stronger.

[00:10:05] [SPEAKER_00]: The point where you break the bone,

[00:10:07] [SPEAKER_00]: that point grows back to a stronger point on the burn's bone structure.

[00:10:11] [SPEAKER_00]: When you're lifting weights and you're building muscles by tearing them down,

[00:10:17] [SPEAKER_00]: that's why you can't lift the same and do resistance training

[00:10:21] [SPEAKER_00]: in the same muscle area two days in a row.

[00:10:24] [SPEAKER_00]: You need to give your body time to healing, time to heal.

[00:10:28] [SPEAKER_00]: And when you do that, you're giving yourself strength.

[00:10:31] [SPEAKER_00]: By actually tearing down our muscles, we're building strength.

[00:10:35] [SPEAKER_00]: But we need time to heal.

[00:10:36] [SPEAKER_00]: And so that time gives you recovery.

[00:10:40] [SPEAKER_00]: There's another metric I came up with in terms of recovery.

[00:10:45] [SPEAKER_00]: I would measure the time that it takes for me to recover from extreme disappointment.

[00:10:51] [SPEAKER_00]: For example, I had a series of significant placements this past few months that did not close.

[00:10:57] [SPEAKER_00]: And some recruiters with the kind of fees those would be,

[00:11:01] [SPEAKER_00]: it would take them months to recover.

[00:11:03] [SPEAKER_00]: It used to be that way for me.

[00:11:05] [SPEAKER_00]: But I measured it.

[00:11:06] [SPEAKER_00]: One of them, two minutes, I'm good.

[00:11:09] [SPEAKER_00]: I'm moving on.

[00:11:10] [SPEAKER_00]: The other one, a minute and a half, I'm good.

[00:11:13] [SPEAKER_00]: I'm moving on.

[00:11:14] [SPEAKER_00]: Why is that?

[00:11:15] [SPEAKER_00]: Because I built tactical tools on resilience.

[00:11:19] [SPEAKER_00]: Step one, step two, step three, I'm able to take that

[00:11:21] [SPEAKER_00]: and that becomes a ritual almost like an automatic habit.

[00:11:26] [SPEAKER_00]: Step number two, habits of achievement.

[00:11:28] [SPEAKER_00]: Number three, how are you spending your time?

[00:11:34] [SPEAKER_00]: One of the things that Darren Wurz, who is a financial planner for the legal industry

[00:11:39] [SPEAKER_00]: and a close friend of mine, and by the way, you can find his podcast on our series here,

[00:11:44] [SPEAKER_00]: he gave me some really good ideas about personal financial management to find out

[00:11:48] [SPEAKER_00]: where your money's going.

[00:11:50] [SPEAKER_00]: And that helped me a lot.

[00:11:51] [SPEAKER_00]: Wow, jeez.

[00:11:52] [SPEAKER_00]: I mean, I remember when COVID hit, I didn't realize how much I was spending on dinners out

[00:11:55] [SPEAKER_00]: when it shut down.

[00:11:57] [SPEAKER_00]: Well, look at all the money I have because I was really spending it a lot.

[00:12:01] [SPEAKER_00]: I mean, a lot of it was entertainment with candidates and clients,

[00:12:04] [SPEAKER_00]: but you get the point.

[00:12:05] [SPEAKER_00]: I'm going to ask you that same question, but with your time,

[00:12:09] [SPEAKER_00]: how are you spending your time?

[00:12:11] [SPEAKER_00]: I'm going to recommend that you do this.

[00:12:14] [SPEAKER_00]: This will probably be one of the most significant exercises in personal mastery that you will

[00:12:20] [SPEAKER_00]: ever do.

[00:12:22] [SPEAKER_00]: Some people won't do it.

[00:12:24] [SPEAKER_00]: I want you to just print out a blank sheet of a calendar day,

[00:12:29] [SPEAKER_00]: sort of like when you have your calendar day on Outlook and you open it up and there it is.

[00:12:34] [SPEAKER_00]: You'll find a blank one.

[00:12:34] [SPEAKER_00]: You can just Google blank calendar sheet and there it is for the day,

[00:12:37] [SPEAKER_00]: eight o'clock, nine o'clock, 10 o'clock, all the way up to five and six.

[00:12:40] [SPEAKER_00]: Just print it out.

[00:12:41] [SPEAKER_00]: Yes, printer paper, old school, sorry millennials, old school printed out.

[00:12:46] [SPEAKER_00]: And I want you to just write down what do you do all day?

[00:12:49] [SPEAKER_00]: What do you mean?

[00:12:50] [SPEAKER_00]: I left my desk, walked downstairs, got a cup of coffee,

[00:12:54] [SPEAKER_00]: write it down, came back up, went to the bathroom.

[00:12:57] [SPEAKER_00]: Yeah, write it down, check Facebook, write it down,

[00:13:01] [SPEAKER_00]: made calls to clients, write it down.

[00:13:04] [SPEAKER_00]: You get the point.

[00:13:06] [SPEAKER_00]: Just by doing this, there's an immediate correction.

[00:13:09] [SPEAKER_00]: And I may have mentioned this before, but I started doing Noom a few months ago

[00:13:14] [SPEAKER_00]: and wow, what I have to write down when I eat.

[00:13:17] [SPEAKER_00]: Come on, I have to document how many glasses of water

[00:13:19] [SPEAKER_00]: I drink a day.

[00:13:20] [SPEAKER_00]: I have to stand on a scale.

[00:13:22] [SPEAKER_00]: Geez, really?

[00:13:24] [SPEAKER_00]: Oh, okay.

[00:13:25] [SPEAKER_00]: Wow.

[00:13:25] [SPEAKER_00]: Oh, wow, look at work.

[00:13:27] [SPEAKER_00]: Because whatever you measure improves over time.

[00:13:31] [SPEAKER_00]: So how are you spending your time?

[00:13:34] [SPEAKER_00]: Print out that blank calendar sheet and use that and measure.

[00:13:39] [SPEAKER_00]: How are you spending your time?

[00:13:41] [SPEAKER_00]: I'd be willing to bet we can find 30 minutes of goof off time in the morning

[00:13:46] [SPEAKER_00]: and 30 minutes of goof off time in the afternoon.

[00:13:48] [SPEAKER_00]: I bet you can reclaim an entire hour of your day

[00:13:51] [SPEAKER_00]: just by doing that simple exercise.

[00:13:54] [SPEAKER_00]: And what I've noticed with myself sometimes, and I'm getting kind of soft,

[00:13:57] [SPEAKER_00]: yeah, I'm going to do that exercise.

[00:13:59] [SPEAKER_00]: I don't have to do it for more than a couple of days because,

[00:14:01] [SPEAKER_00]: okay, you get the point.

[00:14:02] [SPEAKER_00]: Now you're thinking about that.

[00:14:05] [SPEAKER_00]: And two other things I'm going to leave with you.

[00:14:07] [SPEAKER_00]: One of them is a question.

[00:14:08] [SPEAKER_00]: I learned this from a sales trainer, Brian Tracy.

[00:14:10] [SPEAKER_00]: Ask yourself this question.

[00:14:11] [SPEAKER_00]: What's the best use of my time right now?

[00:14:13] [SPEAKER_00]: Ask yourself that question throughout the day.

[00:14:15] [SPEAKER_00]: And secondly, whenever you're making decisions.

[00:14:18] [SPEAKER_00]: And I've made some serious decisions about groups

[00:14:20] [SPEAKER_00]: I want to get more involved in and groups

[00:14:22] [SPEAKER_00]: I'm not going to be as involved in

[00:14:24] [SPEAKER_00]: and other places that I spend my time.

[00:14:27] [SPEAKER_00]: I ask myself this question.

[00:14:29] [SPEAKER_00]: Is this bringing me closer to or further away from my goals?

[00:14:33] [SPEAKER_00]: Is this bringing me closer to or further away

[00:14:36] [SPEAKER_00]: from the vision that I have of myself as a professional?

[00:14:39] [SPEAKER_00]: And that brings us back to our first point.

[00:14:42] [SPEAKER_00]: I'd recommend that you take time.

[00:14:45] [SPEAKER_00]: Think through your values and your purpose as a person,

[00:14:48] [SPEAKER_00]: your values as a professional services provider,

[00:14:51] [SPEAKER_00]: and then the vision that you have for yourself

[00:14:53] [SPEAKER_00]: as a professional services provider.

[00:14:56] [SPEAKER_00]: Thank you for listening.

[00:14:58] [SPEAKER_00]: I hope that this makes an improvement for you

[00:15:00] [SPEAKER_00]: in how you perform.

[00:15:02] [SPEAKER_00]: And I appreciate the vulnerability here.

[00:15:05] [SPEAKER_00]: You know, I went to the Naval Academy in the 1980s.

[00:15:07] [SPEAKER_00]: So we didn't grow up with mental health

[00:15:08] [SPEAKER_00]: or vulnerability back then.

[00:15:10] [SPEAKER_00]: But I appreciate you all taking a listen to this.

[00:15:13] [SPEAKER_00]: No judgment.

[00:15:14] [SPEAKER_00]: Hey, I'm not there yet.

[00:15:15] [SPEAKER_00]: Just like everybody else, I'm imperfect and I still want to learn.

[00:15:19] [SPEAKER_00]: I love producing this show.

[00:15:21] [SPEAKER_00]: Thank you so much for listening.

[00:15:22] [SPEAKER_00]: If you get a minute, if you could give it a nice five star review

[00:15:25] [SPEAKER_00]: on Apple Podcast, I'd appreciate that.

[00:15:27] [SPEAKER_00]: I haven't asked for that too much.

[00:15:29] [SPEAKER_00]: I need to do that more.

[00:15:30] [SPEAKER_00]: Anyways, thanks for listening.

[00:15:31] [SPEAKER_00]: We'll catch you next time.

[00:15:47] [SPEAKER_01]: Anysearchgroup.com.

[00:15:49] [SPEAKER_01]: To inquire about having Scott speak at your next convention,

[00:15:52] [SPEAKER_01]: conference, sales meeting, or executive retreat,

[00:15:55] [SPEAKER_01]: visit therainmakingpodcast.com.