Archives For Growth

One thing I have learned is that for the most part, people express the same idea but they express it in many different ways and with many different words. It is the details in the expression, the words, and combination of words used, that give a story its colour, its texture, and brings it–and its lessons–to life.

We are unique combinations of our beliefs, values and life experiences. Differences notwithstanding, we, and our experiences, are important. Therefore, there is value in compiling and sharing these stories and the multitude of ways in which ideas are expressed. Combined, these stories weave a wonderful tapestry that exemplifies just how rich and beautiful life can be.

And who knows? An inadvertent remark or detail in the retelling of a story can stand to attention and have an impact in the world of a reader. And with that exciting possibility, perhaps the most valuable thing I can do is create the space where the stories of those whom I admire and respect can be shared.

Below are people that I have come across on my own life journey whom I deeply admire and respect. Whether it be their tenacity or courage, or relentless drive or passion, each individual generously reveals a different lens in response to the questions I regularly pepper them with.

As we continue on our sharing over this anthology, I will share tidbits and anecdotes as to why I hold them in such high esteem, and what I love most about them. In turn, I hope that you do too.

What is the best business advice you have received?

The best way out is always through

Adam Massaro, Partner at Lewis Roca Rothgerber Christie LLP. Denver, Colorado.

The best business advice I received was “the best way out is always through”. Gifted to me by Robert Frost, this idea stuck with me because I have learned that a mounting business challenge will not go away if one ignores it. Confront the challenge head-on. Plow through it. Move on.

If I outgrow you, I will fire you!

Arnie Malham, Founder and President of BetterBookClub.com, Author and Speaker at Worth Doing Wrong. Nashville, Tennessee.

If I outgrow you, I will fire you!” These were the words of one of my first clients in the early days of my advertising agency (cj Advertising). I took these words seriously for myself, and I committed to applying those words to every team member, vendor, and future clients of the agency.

Our advertising agency became very good at “advertising” for our clients, but the real business we were in was “growth”; growth for our team members, growth for our clients, and by default, growth for our business.

Sales fix everything

Finnian Kelly, President at Entrepreneurs’ Organization, Founder at Intentionality, Founder at Wealth Enhancers. Boulder, Colorado

Sales fix everything. This was from a previous mentor of mine Tania Austin, CEO of fashion store Decjuba, and one of the most impressive entrepreneurs I have met. It stuck with me not only because this is something she’s so passionate about but also because I could negate any problem or difficulty I faced with more sales.

Inspect what you expect

Katty Douraghy, President at Artisan Creative, Author at The Butterfly Years. Los Angeles, California.

When I was in retail many years ago, my boss at that time would repeat ad nasuem a simple and clear message: “inspect what you expect”. In practice, she would “walk and talk” the sales floor and inspect all the expectations she had shared the day prior.

This taught me that we all need parameters and that: (1) we need to be clear about our expectations; and (2) our teams work hard to deliver on those expectations. Therefore, we need to revisit them, praise when accomplished or course correct when needed.

Be unrelenting

Kym Huynh. Founder at WeTeachMe, Former President at Entrepreneurs’ Organization. Melbourne, Australia.

I grew up intimately watching, and bearing witness to, the ethos and work ethic of my Mother and my Father.

It is seared into every fibre of my being the unrelenting nature in their extreme work ethic, the strength in their inability to take no for an answer, the bravery in their conviction to stand up for what is right and fair, the audacity in their willingness to bulldoze through insurmountable odds, and the courage in their unrelenting ability to never, ever, give, up.

I cannot remember nor can I imagine a time when the above was not the case.

Business is hard

Marc Gutman, Founder and Brand Strategist at Wildstory. Host at Baby Got Backstory Podcast. Denver, Colorado.

Business is hard. When I started my first business I wanted to do it right and I wanted to succeed. So I went to the most successful entrepreneur I knew at the time, my father-in-law Kimball.

I asked Kimball for the gold nugget. The advice that would set me on a path of entrepreneurial stardom. I wanted the Glengarry Glenross Golden Leads! I wanted the SECRET.

Kimball thought about my question and simply responded, “Business is hard.”

I was crushed and thought I had been robbed. I thought to myself, “What kind of advice and insight is this?”

After nearly 12 years of entrepreneurship, I now realize that THAT was the gold nugget.  That was the SECRET. When you’re doing well business is HARD. When you’re struggling business is HARD.

What I realized is the hard aspect is precisely why I do what I do. I love the challenge and I thrive on the friction. I need business to be HARD because if it wasn’t hard I’d go find something else that was.

What is more stable than depending on yourself?

Randall Hartman, Founder at GROUNDWRK. Denver, Colorado.

The advice that sticks out most was given to me on an airplane very early on in my career. I was fresh out of college and it was my first business trip as a professional. A seasoned sales professional sat down next to me.

Shortly after takeoff, the man introduced himself and asked what I did for a living. I answered, “I am an Account Executive for a boutique marketing firm in Denver,” to which he replied, “Oh, you’re sales guy. Me too.”

At the time I had not yet come to grips with the idea of being a “sales guy” but I was, in fact, a sales guy. I was the sole salesperson at my firm and, yes, I managed the accounts after the sale but the idea of being a “sales guy” sounded unattractive to me. So I responded with a long-winded description of my job and how sales wasn’t the only part of the picture. He was insightful enough to see what I was doing, he could tell that I did not like the label “salesperson”, and he dug into it more.

We entered into a long conversation about commission structures and I said that being on commission scares me and that the lack of stability gave me anxiety. He then dropped the golden nugget of advice that changed the trajectory of my career; advice I now share with folks early in their career struggling with the idea of sales or teetering on the edge of entrepreneurship: “What is more stable than depending on yourself?”

He elaborated by explaining that sales is the lifeblood of any organization. The jobs of the entire production team rely on the ability of the salesperson to bring in new work. So the folks that thought they had stability are really just relying on sales to create that stability. Sure there are other factors but it all comes down to sales. Also, depending on the commission structure, the earning potential is FAR more than those on the production floor. So, did I want to put my stability and livelihood in the hands of someone else? Heck no!

This concept lead me to never taking a job that didn’t offer a good commission model, and eventually led me to start my own agency 9 years later.

The goal of a CEO is to make themselves redundant from the day-to-day running of the business

Richard J Bryan, Founder at The Bryan Group Inc., Keynote Speaker and Author. Denver, Colorado.

My mentor and business-turnaround-expert Frank once said to me that the goal for me as CEO of my family’s $120M business was to make myself redundant from the day-to-day running of the business by doing two things: (1) building a great leadership team of smart people who had complementary skills to my own rather than hiring in my own image; and (2) doing the things that only I could do in the business.

My business and I are two separate things

Ross Drakes, Founder and Creative Director at Nicework, President at Entrepreneurs’ Organization, Keynote Speaker, Host of One More Question Podcast. Johannesburg, South Africa.

The best piece of advice I got was the idea that my business and I are two separate things.

For many years I saw my business as an extension of myself. It was part of my self-image and my self-worth. When things didn’t go well I would take it very personally. For example, (1) clients not accepting quotes; (2) clients not liking creative work; and (3) teammates leaving to pursue other opportunities. All of these instances left a deep mark on me and I really took it to heart.

This lead to a few different things: (1) I would react emotionally to situations and this would lead to reactions that did not serve me or leave me feeling good; (2) the physical toll on me was worse than it needed to be.

What affected me affected the company and vice-versa. Finally, I stopped enjoying the work. It became a drain on me and my life. This is by far was the hardest part.

The idea that my company is just a company and if it goes away I am still here is a very simple one but very liberating. I am able to approach work in a much more even-tempered way. I make decisions (mostly) much more logically. I recognise that Nicework is where I have poured many hours of thought, love and work into and it provides much of the life I lead. But I choose to spend my time there and could just as easily choose to spend it elsewhere.

Never mess with someone’s paycheck

Steven Ziegler, Founder at Z3 Talent, Founder at ConstructionJobsColorado.com. Denver, Colorado.

I once created a bonus program I was incredibly proud of. I recall showing the spreadsheet I had spent hours creating to my silent partner, and she told me this was way to complicated, and to make commission plans simple and easy to understand. She said, “Never mess with someone’s paycheck.”

This is something that has stuck with me to this day. Being in the recruiting business for 25 years, it’s very common for people to be confused by how their bonus and/or commission programs work. The confusion creates frustration and stress, and ultimate motivates talent to leave an organization.

Done is better than perfect

Steven Ziegler, Founder at Z3 Talent, Founder at ConstructionJobsColorado.com. Denver, Colorado.

Right now, I am trying to embrace the idea that done is better than perfect. I am not sure who first put that tidbit of wisdom into my hands but it continues to stick with me because I suffer (along with many entrepreneurs) from “analysis paralysis” and “constipation via contemplation”. My desire for perfection can leave some things unfinished in a desire to achieve perfection. I’ve been embracing “get it done” as an ethos.

What do you think?

Do you agree or violently disagree with anything shared in this article? Or do you have any of your own stories that you want to share? Pop them in the comments and I will personally reply.

Call to action 

My goal is to help 1,000,000 people. My wish is to have these articles shared 1,000,000 times through the various social networks. For this reason, I provide this collection online for free and all I ask of you is this: If any of these articles have helped you in any way, please take a moment to share on social media, email to someone you think will find benefit, or print and leave it on the desk of someone whom you believe has the motivation, but lacks the tools to take themselves to the next level.

Don’t miss out on any new articles. Subscribe via email using the form at the bottom of this post and I’ll have the articles delivered straight to your inbox. Alternatively, you can also follow me on my various social media accounts: FacebookInstagramLinkedIn, and Twitter.

Foreword

One thing I have learned is that for the most part, people express the same idea but they express it in many different ways and with many different words. It is the details in the expression, the words, and combination of words used, that give a story its colour, its texture, and brings it–and its lessons–to life.

We are unique combinations of our beliefs, values and life experiences. Differences notwithstanding, we, and our experiences, are important. Therefore, there is value in compiling and sharing these stories and the multitude of ways in which ideas are expressed. Combined, these stories weave a wonderful tapestry that exemplifies just how rich and beautiful life can be.

And who knows? An inadvertent remark or detail in the retelling of a story can stand to attention and have an impact in the world of a reader. And with that exciting possibility, perhaps the most valuable thing I can do is create the space where the stories of those whom I admire and respect can be shared.

Below are people that I have come across on my own life journey whom I deeply admire and respect. Whether it be their tenacity or courage, or relentless drive or passion, each individual generously reveals a different lens in response to the questions I regularly pepper them with.

As we continue on our sharing over this anthology, I will share tidbits and anecdotes as to why I hold them in such high esteem, and what I love most about them. In turn, I hope that you do too.

Is entrepreneurship a lonely journey?

Is this person willing to make sacrifices for me, and am I willing to make sacrifices for this person?”

Alex Louey. Founder and Managing Director at Appscore. Melbourne, Australia.

Entrepreneurship can be lonely, but it doesn’t have to be! I have been blessed with having a great co-founder that is both supportive, and strong where I am weak, and weak where I am strong.

Finding a good co-founder that you can trust, has high moral standards, and is ethical. The question I asked myself was, “Is this person willing to make sacrifices for me, and am I willing to make sacrifices for this person?” This question is important because a business partner should be there for both the good and the bad.

There are things you can do to make sure you’re not alone

Andrea Grisdale, Founder and CEO at IC Bellagio, Board Member at Entrepreneurs’ Organization. Bellagio, Lake Como.

Becoming part of the Entrepreneurs’ Organization (EO) was one of the best decisions that I have ever made to make sure that I wasn’t alone.

The opportunity to meet personally (or virtually in 2020) with a group of trusted entrepreneurs who run a variety of businesses, to be able to share experiences, and to be able to learn from each other in a safe and trusted environment is second-to-none.

EO has given me so many educational opportunities that have been: (1) worth their weight in gold; and (2) perfect for spending time with people who are “in the same boat”.

The entrepreneurial journey doesn’t need to be lonely

Emma Welsh. Founder at Emma & Tom’s. Melbourne, Australia.

I don’t believe the entrepreneurial journey needs to be lonely. In fact, I believe it to be the opposite.

One of my core aims in business is to build a fantastic team of players that I am constantly surrounded by, and that team needs a captain and a coach.

I find that the fulfillment of both captain and coach roles provides a level of connectedness with my business, and the people in my business.

There is a unique, solitary, and undeniable burden that comes with being an entrepreneur

Jamie Skella. Chief Operating and Product Officer at Mogul, Former Chief Product Officer at Horizon State. Melbourne, Australia.

Entrepreneurship has been a complex journey for me. Although a profound sense of togetherness, support, and connectedness have been part of my journey, there is also a unique, solitary, and undeniable burden that comes with being an entrepreneur; a certain “loneliness”.

Psychologically you will experience pressures that very few others fully grasp, while practically speaking you will have less time for you to spend with your closest friends. That is the choice you make when embarking on such a journey, yet, I posit that it is a sacrifice worth making; a price worth paying, to pursue bold ideas that have the power to create positive change in our world.

The price of being a sheep is boredom. The price of being a wolf is loneliness. Choose one or the other with great care.” — Hugh MacLeod

The stress amplified to the point that I could no longer laugh

Keith Roberts. Founder, Author and Speaker at OAKJournal, Board Member at Entrepreneurs’ Organization, President at Entrepreneur’s Organization, Founder and Creative Director at Zenman. Denver, Colorado.

The answer depends on the individual, their unique personality, and their approach to business.

Most of my closest friends are people that I met as clients, peers, or through my entrepreneurial journey.

The first 15 years was incredibly isolating. Not only did the struggles of entrepreneurship take away almost all of my free time, the stress I felt amplified to the point that I could no longer laugh.

Finding Entrepreneurs’ Organization (EO), my Forum, a global village of other entrepreneurs changed my life, and having intentionality has to the type of life I want to experience has changed my path from one of loneliness, to one of connection and joy.

If life is lived not by accident but with intention, one can experience a life that is more profound, more intense, more rich, and one can experience a life that is deeply joyous and fulfilling

Kym Huynh. Founder at WeTeachMe, President at Entrepreneurs’ Organization. Melbourne, Australia.

Business, in and of itself, is hard. In a study of 28 million businesses in the US, 96% fail before they reach the $1M/year revenue turnover. Out of the 28 million businesses, 99.6% will fail before they reach the $10M/year revenue turnover. That stark statistic illustrates the tide the entrepreneur wades against in their efforts to create a viable business.

Now let’s layer on the stresses and pressures that come with starting and scaling a business, and the time, relationship, and life sacrifices that is required. At one point in my journey, I had locked myself away in an upstairs bedroom whilst my friends celebrated a birthday downstairs. I recall thinking, “I need to finish onboarding this new customer,” and the feeling of wanting to isolate myself and being alone. When I reflect on this experience, I am not surprised that a common phrase I hear is “entrepreneurship is a lonely journey”.

Now let’s layer on the incredibly steep learning curve that an entrepreneur must endure. For example, every entrepreneur must learn the four key decisions that all high-growth companies have mastered: (1) how do I make sure that there is enough cash in my business? [cash]; (2) how do I make sure that I can drive top-line revenue growth? [strategy]; (3) how do I make sure that I have the right people in the right seats performing the right functions in my “bus”? [people]; and (4) how do I make sure I convert top-line revenue efficiently into bottom-line profit? [execution]

Now let’s layer on the “divergent paths” or “growth divergence” dilemma entrepreneurs experience with friends and family who haven’t lived and breathed what it feels like to be an entrepreneur, and who often give unsolicited advice that is, albeit with good intentions, bad. The emotional energy required to navigate this dilemma is incredibly taxing, and difficult to navigate, for the entrepreneur.

Now let’s layer on the discovery that as the entrepreneur’s life path and experience has diverged from the norm, the entrepreneur starts discovering that conversation and points of interest increasingly diverge. And suddenly there is less to connect with, less in common, and conversations different.

The life of an entrepreneur brings with it multiple demands: (1) physical; (2) mental; (3) psychological; and (4) emotional. All these demands need to be juggled evenly, and at all times. Is it therefore surprising that many find the path of entrepreneurship lonely?

In spite of this, I also believe that we have agency and that if life is lived not by accident but with intention, one can experience a life that is more profound, more intense, more rich, and one can experience a life that is deeply joyous and fulfilling. The entrepreneurial journey was initially lonely for me, but is now filled with deep connections, life-changing friendships, once-in-a-lifetime experiences, lots of laughter, and lots of joy, and of most importance to me, endless opportunity to live a life that is aligned with my life goal of making a lasting and positive contribution to this world.

Lee Munro. CEO at Munro Footwear Group.
Melbourne, Australia.

Like almost everything in life, it doesn’t have to be this way

Many people I talk to find entrepreneurship isolating and lonely. There are constant pressures that an entrepreneur feels: (1) sales; (2) marketing; (3) branding; (4) hiring; (5) firing; (6) culture; (7) values; (8) compliance; (9) finance; and (10) cash flow etc. Ultimately, the success of the business is the responsibility of the entrepreneur.

Some people internalise the myriad of pressures and that alone can make one feel lonely. But like almost everything in life, it doesn’t have to be this way.

Entrepreneurs have options and choice. This road has been well-traveled, and filled with people who are generously willing to share their learnings and experiences.

Some options of note:

  1. Find a mentor who is generously willing to share their learnings and experiences.
  2. Find a networking group of like-minded entrepreneurs.
  3. Share inside one’s own organisation and use the team as support. Brene Brown is a pioneer in the field of “vulnerable leadership” and her research suggests that this leadership methodology is great for both the entrepreneur and the business.

Entrepreneurship can be a lonely journey, but it doesn’t need to be

Namgyal Sherpa. Managing Director at Thamserku. Kathmandu, Nepal.

When I first started my entrepreneurial journey, I was obsessed with the idea of success, and I had a hunger to get things done at any cost even if it meant I had to do the heavy lifting myself. I didn’t trust and didn’t have the confidence to delegate, which consequently left me micromanaging most of the work.

This unhealthy approach lead to burnout, and as I had ignored other aspects of my life that are important to me such as family and care of self, this unhealthy approach also lead to loneliness. Relationships were one of the most important things in life, and it starts with the relationship we have with ourselves.

I started meditating, reflecting, and learning from other like-minded people, and discovered that by having an understanding of who I am, and accepting who I am, I was able to understand and appreciate others. This alone has had a transformative effect in both my personal and professional life.

I now feel more connected to myself, my purpose, my family, and my team.

Entrepreneurship can be a lonely journey, but it doesn’t need to be. We can always learn, improve, grow, and move forward.

95% of the population will never understand why we do it

Raymond Chou. Founder and CEO at Infront Consulting APAC. Kuala Lumpur, Malaysia.

Entrepreneurship can be both lonely and depressing; sometimes at the same time. It comprises of constant dark clouds and filled with daily heartbreak, and it is lonely because 95% of the population will never understand why we do it given all the pressures and stress that comes with it.

It can feels especially awful after you have had a particularly difficult day, and you come home and try your best to describe it to your loved ones only to be met with “stop doing it and get a job so you don’t have to suffer”.

Entrepreneurs are different to others; they do what they do for a purpose and for a higher vision, and any quest to realise the vision is filled with an army of challenges and sometimes well-intentioned people who try and stop them.

I had a great group of people, and new friends, with me but none of my old friends where there

Ron Lovett. Founder and Chief Alignment Officer at Connolly Owens, Founder and Chief Community Officer at Vida Living, Author at Outrageous Empowerment. Halifax, Nova Scotia.

The first time I heard the idea that “entrepreneurship is a lonely journey” was in my late twenties. I was running my security company and I had an Advisory Board. One of my Board Members–after our meeting–said, “Ron, I think you are going to do exceptionally well in business, but you will find that it can be very lonely journey.”

It wasn’t until my 30th birthday–when I organized a trip to Montreal, Canada–that this statement came to life for me. I had approximately 15 friends meet me, none of which were the friends that I had grown up with; most of the latter unfortunately could not afford the trip. Of course, I had a great group of people, and new friends, with me but I was sad that none of my old friends were there.

The feeling of loneliness has appeared multiple times during the journey, especially during very stressful times in business where I felt I had no one to lean on.

In 2007 I came across Entrepreneurs’ Organization (EO). Immediately after joining, I felt a sense of belonging. To be immersed, locally and internationally, with other business owners from different businesses, cultures, races, beliefs and experiences provided me with the support and push to learn and grow. I haven’t felt lonely since!

How wonderful is it that one’s mind can jump from idea to idea without disturbance from others?

Tony Falkenstein. Founder and CEO at Just Life Group Limited, Founder and CEO at Just Water, President at Entrepreneurs’ Organization. Auckland, New Zealand.

There are times on the entrepreneurial journey when the entrepreneur may feel lonely, but if a person feels entrepreneurship is a lonely journey overall, perhaps they are better off working for someone else.

In my experience, entrepreneurship is the most sociable and engaging activity that an entrepreneur can ever undertake. Sometimes the entrepreneurship game is played alone, but how wonderful is it that one’s mind can jump from idea to idea without disturbance from others, and that at other times you get to play the game of business with a whole team against a lively opposition?

What do you think?

Do you agree or violently disagree with anything shared in this article? Or do you have any of your own stories that you want to share? Pop them in the comments and I will personally reply.

Call to action 

My goal is to help 1,000,000 people. My wish is to have these articles shared 1,000,000 times through the various social networks. For this reason, I provide this collection online for free and all I ask of you is this: If any of these articles have helped you in any way, please take a moment to share on social media, email to someone you think will find benefit, or print and leave it on the desk of someone whom you believe has the motivation, but lacks the tools to take themselves to the next level.

Don’t miss out on any new articles. Subscribe via email using the form at the bottom of this post and I’ll have the articles delivered straight to your inbox. Alternatively, you can also follow me on my various social media accounts: FacebookInstagramLinkedIn, and Twitter.

Revenue sounds great but being profitable is a lot more difficult. You’ve got to understand the details and the reality is that if you are in a business, or starting a business, you really need to understand the backend of things. It can’t just be just about turning over a lot of revenue and thinking, “I turned over $4M and that means I’m great.” No, it’s not like that at all.” — Jeffrey Gore

People have fantastic brand ideas or business idea, but don’t put in a lot of commercial thinking. This is where people get caught out; they’re in that fun phase of launching an idea and seeing it come to life, but then quickly discover that they have to think about cash flow. We’re the first to admit that we fell into that trap.” — Mia Klitsas

You need to understand the things you’re not good at and the things that you don’t know, then don’t try to do those things. Find people who know that stuff and talk to them the best way you can, or hire them if you can. It took us a long time to figure out. There are certain things that we are not good at yet we try to do them because we’re the boss and we try to do everything. However, it’s not our core skill set and it is better to pay someone to do it.” — Jeffrey Gore

As a tradesman, you don’t know anything about online marketing or websites. Once I reached out to a company to build for the business a website. We burned $90,000 that year and it nearly sent the business bankrupt.” — Tom Harley

Sometimes you just have to go out and learn things. Now I know more about digital marketing now than most people and now have an in-house digital marketing team.” — Tom Harley

Doors started to open once I reached out to other people; people who have their own businesses; accountants and friends whom I went to school with. What we need to know is not in here, it’s out there.” — Tom Harley

It was once just three of us; my dad, my brother and myself. Once I started collecting knowledge from others, doors started to open. After my first business coaching class, I went home and sat in front of the computer and just wrote for three hours. Twelve months later we have 15 staff and are doubling year-on-year.” — Tom Harley

I use to throw $5,000 at a marketing initiative and would sit back and hope that it worked. But testing and measuring is smarter. If you put $200 on something and the leads come in, you must log where the leads are coming in from and find out what the leads cost. What does it cost to acquire a customer? Once you get good at testing and measuring, everything opens because you know with certainty which customer acquisition channels work.” — Tom Harley

I started as a student and I really knew nothing. Arguably now, 13 years in, I still know nothing. I’m good with that because it means that I am constantly pushing myself and challenging myself. I don’t for a second think that I know everything because the minute that you get into that headspace, disruptors come in.” — Mia Klitsas

I am always learning and believe that you can learn from anyone and everyone. Just be open because learning is everywhere.” — Mia Klitsas

With thanks to

Mia Klitsas & Jeff Gore are co-founders of the feminine hygiene brand Moxie. While they have solved the problems of tampons getting lost in handbags, they have created a few challenges for themselves that have been difficult to overcome. Mia and Jeff point out the importance of profit over revenue and focus on what’s important.

Tom Harley is the co-founder of Harley & Sons Roofing. After rounding up his plumbing brothers to work with his dad, Tom has led the way in developing a business that is doubling in size each year. Tom says if you don’t know something you have to get out there and learn it.

About Masters Series by WeTeachMe

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Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

I need to create space in my life for self-actualisation, to: (1) reflect; (2) define my core values; and (3) define the boundaries where I play.” — Ben Trinh

Your values are what you believe about the world. Your values are the boundaries and the ethical convictions that you consider true in your world. They are not going to be true for everyone and don’t expect them to be as such; they are just true for you. These are the lines you won’t cross no matter how big your business gets.” — Ben Trinh

What are the relationships immediately around you? Who do you bounce off and get energy from? Who do you share your problems with and do they deeply listen? These people are good first employees. They’re good for your first five employees because these people are the early doctors in your business. Our bookkeeper is a great example. When she came in through our doors she had never been a bookkeeper; she was a restaurant manager. But she said to me that she connected with our values, and wanted to be our bookkeeper. She was so clear in her vision that we hired her because you can train competencies but you cannot train character. Well.. you can.. it’s just a lot harder.” — Ben Trinh

You will need hope and vision because you will need both resilience and grit when things get tough. It will give meaning to those moments when you feel like giving up and so I’d encourage you to piece together and deeply understand your vision, your passion, and your strengths. Have a tangible, descriptive picture of what the world looks like when the problem you’re solving is solved. It should be inspiring. It should be something that gets you out of bed every day. This is what will get you through the tough times.” — Ben Trinh

Your business is your team; your clients; the people you surround with. A person by themselves do not make a business. Create a team around you that is based on your values and principles. When you say thank-you to the members of your team, anchor it in your values.” — Demi Markogiannaki

Listen. Always listen. Identify what are the actual problems are that people have. Draw on their feedback and create a solution that will solve their issue. When we did that at WeTeachMe, I knew we were on the right path because people were willing to give money for the solution that I created.” — Demi Markogiannaki

It’s never a good time and it’s never the right time. A lot of people approach me and tell me that they have an idea. Everyone has an idea. However, the person that wins is the person that executes the idea. In contrast, the person who over analyzes will one day turn 50 and they will still be analysing.” — Demi Markogiannaki

It doesn’t matter how many books you read, or how much you think, or how many notebooks you fill with bullet points about the things you plan to do. The important thing is that you actually do something.” — Demi Markogiannaki

In business, suffering is actually good. It’s what brings out the gems, it’s what builds character, it’s where you get your learnings, and it’s the way you humble yourself. So, I’d say in addition to hope, it’s about reframing our thinking around suffering.” — Ben Trinh

I love what Demi said about listening and being an active listener. How can I listen better so that I draw out the key insights? And how do I fail and get through this as fast as I can, so that I can get the learning gems?” — Ben Trinh

Jess and I were new graduates when we started the business and as new graduates, you know nothing. You have no shame asking for help because you come from a university environment where everyone needs to help each other so we had no shame asking for help and really latching on to feedback. We spent a lot of time reflecting and deepening our sense of self-awareness. You need the humility to be open-minded to other things and you also need to be an action person. It’s all great to be a philosopher and sit there and learn about the world, and how you’re terrible person or how you can be better, but if you don’t make your reflections a a tangibility in your life, then you’re not going be on that journey towards self-actualization.”  — Ben Trinh

With thanks to

Ben Trinh is the founder of Life Ready Physio & Pilates. Fresh out of university, Ben realised there was a fundamental problem in the physiotherapist’s business model. His solution has grown to 30 locations and over 300 employees in less than a decade.

Demi Markogiannaki is one of the founders of WeTeachMe. Demi worked with her co-founders to create a solution to help teachers find their students — but that wasn’t the solution they were looking for. After listening to their customers, WeTeachMe grew to become the go-to marketplace offering hundreds of classes to thousands of students.

About Masters Series by WeTeachMe

Masters Series is a show about inspiring entrepreneurs, creative thinkers, and visionary dreamers, and the stories behind how they built their companies.

Subscribe to show

Show brought to you by

Masters Series is presented by WeTeachMe.

Our strategic alliance partners: MYOB, SitePoint, and Entrepreneur’s Organization.

Our media partners: Startup Victoria and Digital Marketers Australia.

Our content partners: Written & Recorded.

The views expressed by the contributors on this show are linked websites that are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.

I put a sign on my door that says “Redundancy in Progress”. I’m working very hard on making sure that I can make myself redundant so the really great people that I have can come through. Another thing that has been fantastic in a learning sense is hiring the right people “for you”. There is hiring people that have the skills, that are smarter than you, and can do the job better than you, but to find people that suit you is very important. Understanding this has taken many years of learning.” — Anou Khanijou

If you put yourself out there, the opportunities come. People say you have to be in the right place at the right time but I say if you take the opportunity, the right place and the right time happens. For example, if I had sat at home and said, “I’m not going to do this today,” I would not have met the right person that said, “Can you help me with my pants?” I say, “I am going to take every opportunity as it comes, and learn. Even if nothing comes from it, I’ve learned, I’ve engaged, and I’ve met somebody that helped me on my journey.” It’s about taking every chance that presents itself, converting them into opportunities.” — Anou Khanijou

We didn’t know anything about anything. I lived in a bubble, did what I studied, and painted within the guidelines. Starting a business was so crazy! For every part of the journey, we didn’t know anything; we just did it. Our first product was a complete failure. But one thing leads on to the next, and on to the next, and opens up to so many more opportunities. And before you know it, you turn around and you think, “I kind of know a thing or two now.” I would have never guessed that I would be where I am now today.” — Carolyn Wong

Small and steady growth is enough. I used to be very caught up in doing things quickly and when someone told me that it would take 10 years o build our business into a successful business, I said “No way. I’m going to do it 3 years, and then I’m gonna retire.” Eight years later, I am still here. There’s no point in putting that much pressure on yourself; just slow and steady. I have learned to appreciate the journey and appreciate the moment because time flies. The whole journey is really beautiful and fulfilling.” — Carolyn Wong

As you’re scaling up, you get to point where you need to get into your business the right people with the right culture, and they are going to do things differently. They won’t do things the way you want them to. They’re going to make you uncomfortable, and if you’re prepared for that and learn to close your eyes and accept that, “Yes I would have done it differently but I accept that he/she will do it their way,” then you can scale up. That is growth.” — Anou Khanijou

If you believe in what you want to do, no age is the wrong age. Any age is correct. If you are not true to that belief, it will never be correct. I have always believed very strongly in what I wanted to do, and I have always set forth to achieve it. If you believe you want to be in business, then be in business.” — Anou Khanijou

Be goal orientated and not task orientated. At the beginning of your journey, you’re a micromanager because you have to cover every aspect of the business. You’re the maker, the packer, the sender, the seller… everything! But it’s about transitioning and stepping out of these things, and it’s difficult because you’re letting go and trusting other people. If you can’t trust your staff to do the right job then there’s a big question mark.” — Carolyn Wong

With thanks to

Anou Khanijou is the Managing Director of Anouconcept, but she created her first business before the age of 18. Starting with a successful Thai restaurant, she then created another restaurant, followed by a nightclub. Then came an almighty failure, one she’s determined to never repeat.

William Du & Carolyn Wong are co-founders of giftware retailers Short Story. Growing from market stalls to department stores, this couple has seen success and failure — often in equal measure. William and Carolyn share are enjoying success, but share their failures in the hope that you won’t suffer the same fate.

About Masters Series by WeTeachMe

Masters Series is a show about inspiring entrepreneurs, creative thinkers, and visionary dreamers, and the stories behind how they built their companies.

Subscribe to show

Show brought to you by

Masters Series is presented by WeTeachMe.

Our strategic alliance partners: MYOB, SitePoint, and Entrepreneur’s Organization.

Our media partners: Startup Victoria and Digital Marketers Australia.

Our content partners: Written & Recorded.

The views expressed by the contributors on this show are linked websites that are not necessarily endorsed by the publisher.

Question of the day

What was your favourite quote or lesson from this episode? Please let me know in the comments.