When Mike Young’s mortgage business was failing, he invested years and money on his skills. He intended to turn the ship around, but later, he realized a purpose bigger than himself. He is now dedicated to helping aspiring entrepreneurs like you who want to understand what they need to do for their business to really work. More importantly, he explains to us the significance of getting coached.
We also talked about how, when entrepreneurs find themselves struggling, that’s the time to work on success’s foundational skills.
But what are foundational skills? Imagine a building built on sand. Naturally, the building would sink to one side, or its walls would start to crack. Over time it will no longer be reasonable to live in.
In everything that you do, you should build upon a strong and solid foundation. A foundation is the base of every model or system. It is what determines how long something lasts.
This is the same when starting a business. These will serve as core standards. It will help guide you to achieve desired outcomes. Build your business upon a well-defined purpose and solution. Seek to answer questions like: Why am I doing any of this? What is the result I am going for? What do I want?
Additionally, your approach must be strengthened by a positive mindset, a basic set of skills and knowledge, and real-life experience lessons. You must also choose the people you allow to influence you.
I hope you enjoy this podcast as much as I did and learn about how Mike lives up to that title, The Makeover Master.
Covered in This Episode
[01:24] I Dreamed a Dream and Got Coached
[05:25] Reconcile with the Issues Within Yourself
[09:03] What’s Your Drug of Choice?
[13:15] Becoming Comfortable with Change
2 Steps to Ensure a Strong Foundation
[15:25] 1st: Start with a daily routine and a pattern
[18:00] 2nd: Remember the basics of business
[20:32] Recap: Do small, purposeful activities to form good habits
[23:08] Why Is It Difficult to Determine What We Want?
[25:46] Do More of What Makes You Happy
[29:31] Delegating Other Aspects of Business
[31:43] Finding the Right Connections by Being Very Specific
[34:13] How to Leverage Instagram
[37:16] Recap: Again, Get Coached!
[45:12] How to Contact Mike Young
Facebook Page: https://www.facebook.com/mikeyoungmakeovers.biz/
Chris Ippolito 0:56
Mike Young 0:58
Chris, how are you?
Chris Ippolito 0:59
I’m doing great. How are you?
Mike Young 1:01
I’m excellent. Thanks for having me on today, man.
Chris Ippolito 1:03
You’re welcome. Welcome to the “Get Coached Podcast,” glad to have you on. Excited to talk about our topic. But before really getting into that, I’d love if you could share some background of yours as far as your personal journey of where you were and how you came to be where you’re at now.
Mike Young 1:24
Yeah, man. I think for me, like a lot of entrepreneurs, I wanted the dream. I wanted money to arrive in my bank account somehow and really spend the majority of my time with my family, friends, and traveling a little bit. I thought it was going to be a fairly easy transition, I ran a mortgage company in the early 2000s. We had 10 offices, 250 employees, and I thought, “Hey, making the switch to entrepreneurship is going to be easy.” Because I wanted to do it by myself, I wanted to do it with a very small team. It was much harder than I ever imagined.
It was a long journey for me. I started, I think, like a lot of people do. I started taking online courses, reading books, and, “How do I build all this business stuff at home with a small team and actually just create that dream job you love to do?” I was also stubborn as hell. I was relentless on, “It’s got to be this certain way. It’s got to be not so many e-mails, not so many sales calls.” I wanted that perfect life.
Before I knew it I was eight and a half years into entrepreneurship, a couple hundred thousand dollars invested into courses, seminars, events, books, all this stuff, software, and shaking my head because my business still wasn’t working. I couldn’t figure out why, I was extremely frustrated, stuck, depressed, and all those things.
Then I did what your podcast says to do, I actually just picked up the phone, said, “I need some help, I can’t figure out certain aspects of my business,” and I got coached and mentored by a couple of key individuals that helped connect all those dots for me. I learned how to tie everything together and turn everything around in 18 months, what I hadn’t been able to do in almost a decade on my own.
Chris Ippolito 3:34
Crazy. It just really shows you the value of it, of having somebody who’s been on that journey. Because I’m assuming that’s who you ended up reaching out to, was people that have created the results that you were looking for?
Mike Young 3:49
It was such a weird thing because I think I was the guy that wouldn’t stop at the gas station to ask for directions. I don’t think it was ego, I think it was maybe pride or something. I just didn’t want to ask for help. I think maybe that’s conditioned in upbringings and stuff, “Guys don’t cry, they don’t ask for help, they support their family,” whatever it is. I literally just made a comment to somebody that I was following, just said, “I’m frustrated, I’m stuck, I feel like it’s not working,” and he said, “Would you like some help?” That’s where it started for me, is just asking for help opened up Pandora’s box.
Chris Ippolito 4:34
It’s such an interesting aspect of men, in a sense, like you said. I think that’s such a common thing. I went through it for a long time myself personally and I’ve actually seen a lot of my friends go through it where there’s this weird reluctance of asking for help because maybe there’s this perception or stigma that asking for help means weakness. When you got to that point, what prompted you to want to ask? What was the inside shift? What allowed you to finally just say, “Okay, this might have been the behavior I had for almost 10 years,” but all of a sudden obviously something changed? What was it? Can you remember?
Mike Young 5:25
I think, like Tony Robbins says, we only really change out of places of tremendous pain or tremendous pleasure. You’re so passionate about going after something or you’re in pain. I was in pain. I couldn’t figure out why the business wasn’t working, I couldn’t connect certain dots. Actually, the shift for me was when I stopped looking outward and I began looking inward. I started reading books by Brené Brown, Dr. Phil, and really began, “What’s holding me back?”
I started a lot of personal development stuff, really digging into my own psychology and my own mindset. Garrett White’s book, he has a book called Warrior Book, that was a huge moment for me. I was in enough pain that I was still working at 2:00 a.m. trying to figure out how to put my funnel together, my marketing, and my advertising. Ran across Garrett White’s book, read that book, and that really was a game changer for me. Because the book shouldn’t be called Warrior Book, it should be called How Man Can Process Their Feelings and Emotions and Deal with Them. But he would never sell any copies if he said that.
Chris Ippolito 6:42
Yeah, “warrior” is a little bit of a catchier title.
Mike Young 6:45
Yeah. But that was the shift. I began realizing I had tremendous mindset and shame issues around my mortgage company loss. I had some shame and mindset issues around my first entrepreneurial experience, I borrowed investor money to get a project to take off and quickly ran that into the ground in five months or less. Those two things created this internal dialog that “I’m not good enough, I’m not smart enough, I’m not worthy.”
What that was was I was taking all these courses, books, and that was just my drug of choice. It was maybe healthier than heroin and I was building a lot of knowledge, but I wasn’t building the right knowledge in the right way. What I mean by that is, for example, I’d go to seminars and events, but I wouldn’t network. The power of business and the power of running an online business is all about the people, it’s all about the relationships. I was doing the same thing I see a lot of people doing today, which is they’re looking outside for the tools, the widgets, the automation, all this stuff, and they forget one very simple thing, which is all business comes through people.
Once I was able to crack that code, I hired a mindset guy, I hired a copywriting/marketing guy, and I had direct mentorship from those two people. Like I said, I learned quickly. Within 18 months I’d done more than the previous decade combined.
Chris Ippolito 8:20
That’s so crazy. Something you said there that I think it really resonated with me was the statement of your drug of choice. “Drug of choice,” “vice,” whatever you want to refer to, but I’ve gone through my own personal journey of that. For me, for a long, long, long time it was video games, that was my outlet. As much as I used to defend the hobby of video games, the problem arises when it’s no longer much of a hobby and it’s becoming a full-time job outside of your full-time job.
Mike Young 9:03
Yeah, I think in today’s environment, obviously when we’re recording this coronavirus is this global pandemic that everybody is experiencing. You quickly see how scared and vulnerable human beings are. Where I was at the store, somebody coughed behind me, and all of a sudden, I’m not a fearful person, but I’m looking behind me like, “Who coughed behind me, man?”
When it comes to drug of choice, escapism, and those types of things, basically that’s what we’re doing, we’re trying to escape the fact that we know that we’re going to die, that we know that we don’t have control over very much, and we seek things that we can control. Whether it’s video games, Netflix, or for some people drugs, we’re trying to escape our reality.
For me, I was trying to escape the fact that my business was not working, it wasn’t a real business at the time. I felt like if I read more books or take more courses, I’m fixing that, I’m fixing the business.
Chris Ippolito 10:12
I feel like I’m in that position right now, too. I’m mindful of it. I make sure that it’s like, “Okay, am I reading right now because it’s a good daily habit or am I reading because I’m avoiding work?”
Mike Young 10:28
100%. I think crossing over to the other side has been super interesting the last few years for me because it’s almost all internal, it’s almost all in between your ears. You see these things like, “Oh, it’s just this funnel. It’s an ad to cold traffic with a lead magnet, a tripwire, and a core offer,” or whatever you want to see. You see this little five-step funnel and it looks so easy. It is that easy. But if you’re not in alignment with what you’re selling, you’re not in alignment with yourself, your skills, your team, your budget, and all these things, that out-of-alignment issue is a lot of times what’s holding people back from just doing the real work that’s required.
Chris Ippolito 11:12
Yeah, that’s very true. Earlier you had mentioned something, basically as far as the fear that’s instilled during this current situation. I think part of it is the normalcy of life has obviously gone haywire. Now people, rather than having to go to work Monday through Friday, 9:00 to 5:00, or whatever their hours are, are now stuck at home in this new environment that they’ve never worked at. Or maybe they’re not working, they’re finding themselves with all this extra time on their hands, and they’ve never been in that position.
What I’ve noticed and seen a lot more on social media recently is, “So bored at home during quarantine, don’t know what to do. I’ll just watch another movie or binge-watch another TV show.” I mean obviously that’s their decision and what they want to do, but for me it was like, “Okay, well, what would I end up doing?” I was like, “Well, I think what I would probably do is end up reading, doing more courses, and stuff like that.”
I’m fortunate enough that I recently took on a full-time position and I’ve been able to do it remotely, which has been nice. For 40 hours a week I know what I’m doing, and I have those responsibilities. But then I was like, “But I started the podcast, I really want to grow this, and I want to grow a side business.” I was like, “Well, I’ve got at least an hour to two hours a day to still invest in that.”
I suppose it’s almost the strength of their character gets tested in something like this. I’m not saying the people that aren’t doing more than just watching Netflix have bad character, but I don’t know if they know what they’re doing, in a sense. Does that make sense?
Mike Young 13:15
Yeah. What it is is we’re experiencing a global pattern interrupt. Humans, all of us, we crave routines and patterns. Like, “I wake up, I have my coffee, I go to work, I do this.” Because that is an element of “I know what’s going to happen.” This is why people don’t like change. When I don’t know what’s going to happen, that means unknown. Which we revert back to caveman and lizard brain thinking, which is, “If it’s unknown, that means I might die.”
We don’t like change, we don’t like our patterns to be interrupted. Now globally everybody is being forced to have a pattern interrupt. Your kids are at home, my kids are at home. I feel blessed today that I had 15 years, and I put in 3 or 4 years directly on my mindset, because it hasn’t throw me hardly off my game at all. I’m seeing only a lot of opportunity to help more people in today’s environment. But I’m quickly seeing how disruptive this has been for a lot of people. You’re going to see businesses emerge that are weak, that have weak foundations, you’re going to see people that have weak mindset foundations emerge, and it’s really an opportunity in my mind to help those people out.
Chris Ippolito 14:40
Yeah, very well said. Better than I said it. Something you said there though I want to really expand on because that was what we wanted to chat about, was the foundations and how something like this, the COVID-19 pandemic, like it, not necessarily another pandemic, but any larger crisis really tests your foundational skills, your foundational mindset. On that topic, what are some of the things that you would suggest people really look at and/or explore to help them make sure they’ve got a strong foundation?
Mike Young 15:25
Yeah. I think there’s a couple of things there that you said. My main role is I’m a business strategist and a brand strategist, really, then I have a design team that, after we get the business working, we help make it pretty. When I went through that phase of all the books, courses, knowledge, and all that stuff, I’m actually grateful now. For a long time I was beating myself up over it, like, “Man, I must really be dumb. If I’ve read 1,000 books and gone to all these things, I must be the dumbest person on earth because I can’t seem to get it and figure it out.”
But what has happened for me now is that I see all the different ways to try things because I tried almost all the ways. Now I can look at a person’s situation, I know exactly where they’re at, I can listen to their words and what they’re in alignment with, and I can develop a strategy that taps into who they are. That way they don’t have to change themselves as a person. You need the strategy to tap into who they are as a person instead of the other way around, which is what most people do. They have a strategy that’s sold to the masses and they can’t figure out why it’s not working for them. What I mean by that is if I told you as part of your strategy, Chris, that you have to start a podcast today and you’re deathly afraid of your voice on a microphone, that strategy is not going to work for you.
To circle back around to the root of the question, I would go back to things I can directly control. You can control when you sleep, you can control what you put in your body, you can control your exercise. The first thing that you need to do is build a pattern that works for you that you can repeat. Because if you do what most people do, what I did for a long time, and you say, “Okay, I’m going to call 100 people a day, I’m going to do this, and I’m going to do this,” you crash and burn very, very quickly.
It doesn’t matter if you’re even in your 40s like I am, you might have another 40 years. You need to realize this is still a long game for you. What you need is the daily routine and patterned habits that are going to yield the results that you want. You could do 100 sit-ups today and you’re not going to have six-pack abs. But if you do 10 a day for the next 100 days, you’re going to start to get ripped.
That’s the first thing, is control how you structure your day. Then the second thing I would say is you need to start to remember the basics of business. If you’re running a business online, at home, or whatever, the very basics are that there’s a problem that exists that you solve for an exchange in money. Somehow along the way people think that entrepreneurship or running a small business also means you need to invent something and become an inventor. That’s a micro percentage of people that have success with inventions, there’s not too many new Facebooks, new Twitters, or whatever that come out in the world. You don’t need to invent something, you need to find a problem that exists in the world today that people are paying for a solution to that problem, then build your business or your brand around something that gives you energy.
Chris Ippolito 18:52
Yeah, I like a couple things you said there that really resonate. The key one was life is along game. Doing those small activities, which really form habits, right? Having those good habits and being able to execute on those habits consistently has a compound effect over time. For myself personally, and I don’t know if there’s specific habits or routines that you coach on or suggest, but things like journaling, meditation, exercise obviously, reading, those tend to be some pretty common ones with success coaches, or really anybody who’s talking about success.
But I remember there were a couple months, it was actually about six months ago when my son was born, I just found it really hard to fit that in as well as I used to. I noticed it mentally, physically, emotionally, like I just wasn’t at that same level. But because I was able to have that habit, it was pretty solid for two, almost three years, the dip in it, in a sense. If you look at the stock market, this is a good analogy, I had a dip, but it wasn’t a complete crash like the markets are going through right now. I feel like I was able to recover. I started really forming those habits back up again two months ago and I feel much, much better.
Mike Young 20:32
Yeah. If you think about even going one more layer back, which is something that most people struggle with, to be honest, is, “Why am I doing any of this? What’s the result I’m going for, what do I want?” When you ask people, “What are you trying to do?,” and they can’t answer that, it’s extremely frustrating for them, and I get it. But it’s like, “What am I trying to accomplish?” Then a good book for your audience is Atomic Habits by James Clear. “What am I trying to accomplish? Okay, I want to be healthy, I want to have energy, I want to have time with my kids and my family, I want to have clients show up, I want leads.”
Then you look at what you want and you say, “Okay, how do I organize myself and my day to build patterns and habits that the results from those patterns and habits are going to yield what I actually want here? Okay, well, I need to journal in the morning and meditate,” like you said. “I need to do a little bit of yoga and some stretching. Then when I’m done with that, I’m going to hang out with my kids and have breakfast. Then, okay, I’ve got an hour that I’m going to prospect. I’ve got an hour I’m going to spend time in Facebook groups. I’ve got two hours I’m going to do some design work.”
It’s hard because the only way to find out your perfect day is through action. You can’t theorize around a lot of this stuff because you have to take action and find out, “Okay, well, it turns out that prospecting 100 people a day, I get burned out, it drags my energy, and I can’t sustain that. Maybe it needs to be 20, maybe it needs to be 10.” But what most people do is they do 100 or nothing. They go, “I’m doing 100, 100, 100.” They do it for three days, they get some business, then they crash.
I think step one, get very clear on what you want and how are you going to pattern your day. Step two, if you’re running a business, is what’s the problem you’re solving, how are you solving it, and what’s the money exchange for it.
Chris Ippolito 22:33
Right. I’ve talked to a lot of people as far as if they’re in an entrepreneurial spirit and are struggling with figuring out a business. Determining what they want, why is that so difficult for some people? Was it difficult for you when you got to that point of trying to figure it out? Why? I don’t understand that. You’d think that would be really easy for us to figure out, “What do I actually want?,” but we struggle with it.
Mike Young 23:08
It’s because you can’t theorize around it, you have to take action and try a whole bunch of stuff. I equate it to going to an ice cream store and there’s 31 flavors, you’ve got to taste all of them to say, “Gosh, I really don’t like bubble gum, but that chocolate one tastes pretty good,” whatever it is. There’s a stage in the business where you’ve got to try all the flavors. The lucky ones, I think, they fall in love with chocolate on their second or third try. They’re just like, “I don’t have to even try the rest because I know what I want.” For me, I tried 3,100 flavors.
I think that’s the gap, is how quickly can you try all the different iterations to find out what fulfills you, what makes you feel good. Then structure the business in a way to where everything makes you feel good. Today, when I prospect or I’m generating new business, that’s something that usually drags people’s energy down. It doesn’t drag my energy down because I’ve found a way that it makes me feel good.
Like our lead generation, we do a lot of complimentary social media and business reviews, we look at people’s websites and we poke out things that are costing them money. That made me feel good, when I constantly announced to the market, “If you’d like a free five-minute review, we’ll do it for you. We’ll do a video, we’ll look at what the gaps are.” Now I wasn’t asking new prospects for anything, I was giving. That was a turning point for me because I was always reluctant to pick up the phone call and interrupt people’s day or whatever. But when I flipped it to, “I’m giving you five minutes of expert advice and showing you things that are costing your business money,” I felt good about it. I have no problem doing 10, 15, 20 of those a day.
Chris Ippolito 25:03
That’s a really good idea. I actually tried that out for a little bit, didn’t stick with it. Which, I mean, goes to a bit of our conversation already. I did enjoy it, actually. It was in the early phases of when I was just reaching out to people for actually guests on the podcast, but the initial business I was trying to start was more of digital marketing funnel design. I recorded a couple videos, just, “Hey, here are my thoughts, here’s my feedback on your pages, this, that, and how you might be able to improve it,” and just sent it out. But I didn’t really have a very defined process around it.
Mike Young 25:46
It’s so fascinating to me now. I was talking yesterday with a buddy of mine who runs an agency and he said, “I’m thinking about doing this thing.” Then he paused, hesitated, and you could hear his voice drop. You could hear him almost, “Ugh.” I was like, “Right there is the moment your body and your mind is telling you you don’t want to do this thing.” But we don’t listen to it.
For people that are not watching the video, listening to the audio, I’ve got this sign behind me my wife put up and it just says, “Do more of what makes you happy.” Because that is literally how simple it is. If it raises your energy level and you feel good, keep doing more of it.
We had a friend of ours that was thinking about getting back together with her ex-boyfriend. She’s like, “I don’t know what to do.” We both looked at her just like, “We already know, we know what the answer is right now. Your body language, your energy is already getting dragged with the thought of getting back together with this guy.” But so many times we don’t listen to that, we do the opposite, then we end up a year later and we wonder why we’re extremely frustrated.
Chris Ippolito 27:05
What would be your advice in that situation where the body reacts in that negative way? I’ll use the example, it’s such a cliché example, but sales calls or that type of activity that a lot of people have reluctance on. But it’s almost like it’s a necessary aspect of whatever the business is. What would be the advice there, just do as much as you can, or would it be a different piece of advice?
Mike Young 27:38
I would say the ultimate goal for everybody is to only do things that you love doing. If it’s a necessary component of the business, either figure out how to do it in a way that doesn’t drag your energy or delegate it. Prospecting doesn’t have to be done by you, sales calls don’t have to be done by you.
My unique ability is really around strategy. I don’t design websites, but I know how they work and how to design them. But I don’t do it, I have a team for that. I don’t do a lot of certain other aspects of my business because they just don’t make me feel good. I don’t deal with the finances. There’s lots of things I delegate away. I’m trying to spend the majority of my time on things that I just feel good about. Podcasting is one of those things, I love just talking to people, having conversations, sharing different things that work and didn’t for me, and hopefully somebody out there gets a little bit of insight from these conversations.
Chris Ippolito 28:41
Yeah. I feel like I’ve got so many more questions now. Like you said, what you excel at, you’ve said it a couple time, is the strategy side. I feel like that’s a big strength of mine, as well. Because I think that’s why I like reading so many books, is I get to see all these different people’s perspectives, then I start connecting the dots in different ways that it could work. When you were first starting out, what did you do with those other aspects of the business that, like I said, were necessary? Because my situation, a lot of people’s situation, if you’re just starting out your business or your entrepreneurial journey, you might not have the resources or the capability of delegation. What did you do at the beginning?
Mike Young 29:31
You get creative in the beginning and, unfortunately, in the beginning you have to do a lot of these things. You have to sort your way out of it. What I mean by that is I tried 50 businesses between 2008 and 2014, we tried 50 different things. 47 of them flopped. That was part of my story, I just started getting fascinated with, “Why did these three do really well and why did these 47 flop?”
In the beginning it is a combination of nine different factors, but it’s things like your skill set, your knowledge, your team, your money, your reserves. My issue in the beginning was always around cash flow and reserves. You either have to do it yourself or you have to get creative and partner with people that can do certain things.
Like we started doing all these logos for people on the agency side of things. Like I needed my Google Analytics and Facebook Pixel set up and I didn’t know how to do it. I’d find somebody that knew how to do that, that had a crappy logo, and said, “Hey, could I do a logo for you for free? Will you help set up this stuff?” We did a lot of bartering.
Chris Ippolito 30:48
Right, trading services.
Mike Young 30:50
Chris Ippolito 30:51
Mike Young 30:52
I had an event in Cabo where I was going to speak to a couple hundred entrepreneurs. As far as presenting for an hour and a half, because it was a long gig for me, I didn’t feel like I knew how I was going to tie the whole thing together and make it entertaining to listen to my voice for an hour and a half. I hired a professional speaking coach, Ariane de Melo. We did her entire website and her brand for her in exchange for her to coach me through how to become a more effective speaker.
Chris Ippolito 31:26
Basically look at the, I’m going to use myself as the example, areas where I need support, go find somebody who does that, help them out in the strengths that I have, and do an exchange of services.
Mike Young 31:43
100%. It’s totally old school, it’s trading dental work for beaver pelts. The thing that people sometimes, I think, forget is there are 7.5 billion of us on this planet. The numbers are so astronomical that sometimes you forget. I guarantee you if you needed a website to be done, I guarantee you somewhere in the world there’s a website developer right now that’s looking to build his skills that’s willing to do it for free in exchange for somebody that might show him how to start a podcast, or something like that.
It’s just about connecting those dots. We can very quickly, in two or three connections, really get in front of anybody in the world. Meaning I know my friend Larry, my friend Larry I know knows Michael Jordan directly, Michael Jordan knows almost everybody. You can very quickly connect the dots. It comes back to that first thing we talked about, which is you’ve got to know what you want. Because if I’m going to reach out to you, Chris, and say, “Hey, I would like some help with something,” maybe you’re not the right person, but we’re friends. “We’re friends, this is exactly what I’m looking for.” If you’re concise in what you’re looking for, within about two or three connections you’ll get an answer.
Chris Ippolito 33:08
Yeah. I like that advice a lot because it connects to marketing. If you’re going to start a business and you want to do any proper marketing, you typically want to be very specific with who you’re trying to help. It just really connects the dots for me.
I’ll share with you one thing, maybe you know somebody. One of the things that I really struggle with because I just don’t understand how to leverage it is Instagram. I know it’s a great platform to try and help promote the podcast and such. I’ve listened to Gary Vaynerchuk and a bunch of other people say, “Oh, you’ve just got to do this, this, and this.” I’m just like, “I still can’t wrap my head around how to do it, the execution of it, how do you actually create all this micro content in an efficient amount of time versus sitting there for hours, hours, and hours splicing up.”
Mike Young 34:13
Yeah, I think a lot of times, too, I mean, the answer is exactly what you said, getting specific. There’s a transition point in entrepreneurship where you’re taking all the 31 flavors and reading all the books and taking all the courses. But at some point you’ve got to flip it on its head and decide. You’ve got to say, “This is the one specific problem, this is the one specific solution, this is how I’m going to market it.” When you get very specific on the one thing that you’re doing, then a lot of that other stuff becomes very clear.
In the beginning, the short answer, you’re just, we all are, doing too many things. I think the other question to keep asking yourself is, “Why?” Sometimes I run into clients, they’re like, “I’ve got to create all this content.” I’m like, “Well, why?” Then I get down to ask enough whys and I get down to the fact that it’s, “I really want money to show up in my bank account and I want to run a real business.” “Okay, well, would it be cool if I show you a way to do that without creating six hours and 64 pieces of content a day?” Then maybe that person does want all that content, but usually that’s not actually what they want.
It’s like, “What are we actually trying to accomplish?” We’re hardwired this way. “What’s the most efficient way and the easiest way?” We’re really lazy creatures. Get clear on what you want, get clear on how to get that in the most efficient way.
Chris Ippolito 35:49
Right. Our brains, like that’s why we got to where we’re at as far as evolution. Our brains are programmed to always look for the path of least resistance, what’s the shortcut. That’s what makes us such incredible beings, that’s why we were able to get to where we’re at. But yeah, that makes a lot of sense.
Mike Young 36:14
It’s interesting, too, because I’ve never had a client come to me and they say, “You know what? I really want to learn how to leverage Instagram to do this.” That’s never their end objective. It’s like, “Okay, well, why?” Then you get down to it and you find out, “Well, I really just want more eyeballs on this so that I can get more people to buy from me.” It’s like, “Okay, well, let’s find out the most efficient way for you that taps into how you’re already wired.”
Chris Ippolito 36:43
Yeah. I mean that’s it right there, obviously. The whole idea being I’m looking to grow the podcast to a certain level, which then allows it to potentially turn into a business. Because with a large enough audience, then I can source information from them like, “What do you want? What can I create for you guys that you actually want? How can I add even more value?” And so begins potentially the business, right?
Mike Young 37:16
This comes back to the point of your podcast, is I would say, “Who’s already done it?” If that’s what I want, I would say, “Okay, well, I know that Pat Flynn has done it with Smart Passive Income, I know that Zachary Babcock has done it with Underdog Empowerment. They both have courses, they both teach you, ‘These are ways I grow it, this is how I schedule my time,'” and all these things. I know my buddy Travis Chappell has a done-for-you service where they do all of it for you. It’s more expensive because it’s done for you.
Again, you can really quickly start to narrow down your options. As an example, you pick up the phone, you call me, and you’re like, “This is what I’m trying to do. I’m trying to grow my podcast audience so I can build a business around it. Who do you know?” Right there are three answers. You can start to have your own relationships.
The reason people don’t want to interrupt people’s day, prospect, and those things, it really comes down to that. They don’t want to interrupt people, be needy, and ask for things for them. But I guarantee you if you call any one of those guys and you just said, “Hey, Zach, I know that you know Mike. He says that you’ve grown your podcast and you’ve got a little course or whatever. Would it be cool if we hop on a little 5, 10-minute chat and I just ask you and see if that’s right for me?” There’s not a person in the world that’s going to turn down an initial meeting when you’re asking to give them money.
Chris Ippolito 38:48
Yeah, I know I wouldn’t. Yeah, I’ve actually been following Zach for a little while. I came across him on TikTok, actually. I’m pretty sure that’s where it was. I really enjoyed his content. Because TikTok, it’s a bit of a unique platform as far as it’s still growing quite a bit and there’s now a much more mature audience that is starting to create content there. A lot of that has to do with Gary Vaynerchuk and how much he pumps it, as far as a platform. But I think what I really liked about it was these short little one-minute or less clips of actionable advice. It’s the content that I enjoy so I was just like, “Oh, okay.” I subscribed to his newsletter and I read it time to time. He mentions actually a couple tools that are good to know. Because I’ve spent countless hours looking at tools and trying to figure out how can I actually make it better.
Mike Young 39:55
You hit the nail on the head right there, you’re spending countless hours looking for the answers that somebody has already figured out for you. It’s like every problem in the world has already been solved by somebody else. I look back, I mean my god, from 2008 to 2014 there was probably 10,000-plus hours that I spent trying to figure out problems that other people had already solved.
Once you just raise your hand and say, “I could use some help,” and we know each other through a mutual connection, you’ll be amazed at how many people raise their hand and say, “I’d be glad to help you.” Because the reality is I remember what it’s like and I remember how crappy it felt not to have that. I love helping people. My buddy Mitch Miller, he remembers what it feels like to sit on a bench eating dried rice and ketchup because it just got to this place where he found himself homeless in this journey.
Those people have a place in their heart to want to give back after they cross over to the other side. It’s as simple as get clear on what you want and ask for help.
Chris Ippolito 41:03
Right. Well, it’s been a good conversation. I’ve taken a lot of value out of it, as I usually do on these episodes. Coming out of this though, I mean we did cover quite a bit, what would be that one piece of advice that you would suggest the audience takes action on to really help them out?
Mike Young 41:26
I’m going to give two things. One is the generic version, which is get clear on what you want, find somebody that’s already done it, ask for help, work for them for free, ask for mentorship, pay them as a coach, surround yourself with them and model their habits and behaviors. That’s the fastest path.
In today’s environment I’m finding there’s a lot of BS in the marketplace these days and people are always trying to automate this advertisement to funnel to their free mini course or whatever it is. The solution right now is help more people. I mean it’s almost always the solution, but pick up the phone and ask people, “How are you doing?,” number one. A lot of people are mentally unstable right now because their pattern just got interrupted. But, “How are you doing? Is there anything you need that I can help with?” Then you just solve that problem.
What I would say is solve the problem with relationships you like, know, and trust that that problem solver is going to fix the problem for that person. Let’s say it is growing your podcast. If I refer Zach to you, I should get compensated a little bit of affiliate income.
People could just call up people all day direct and just say, “Is there anything you need right now, anything I can help you with?” That’s going to break down their call reluctance because they’re doing something for others. “Why would I have reluctance about helping other people?” Then when I refer other business deals or somebody refers a website to me or whatever, it’s okay to get compensated for that referral, you’re shortcutting the time that that person takes to figure it out on their own.
Chris Ippolito 43:04
Yeah. I really like that second piece of advice there, it’s just really a shift of mindset. Versus being somebody who’s selling, just approach it as somebody who’s looking to help. That’s it, that’s all you’re doing.
Mike Young 43:24
And to do it from the right place. If you’re going to use that strategy, it’s got to be with the right heart and from the right place. If you’re doing it because you want to sell your products and services, we all want to do that. But if you go into the conversation that way, human beings, because of neuroendocrine reactivity, which is our sixth sense, we quickly spot that stuff out and we’re like, “This guy just wants to sell me something.” It actually pisses us off and offends us at the same time, we’re just like, “He didn’t call because he cared how I was doing and wanted to solve a problem, he actually just wanted to sell me his website,” or whatever.
Chris Ippolito 43:58
Yeah, because it’s deceitful and we don’t like that.
Mike Young 44:01
Yeah. If you do it from the right place and you’re just like, “I want to see how you’re doing, if there’s anything I can help with,” and you genuinely do it. Another book for your audience, Fanatical Prospecting by Jeb Blount is a fabulous book. If you do it from the right place, all the business opportunities in the world emerge from there.
I was prospecting the other day, ran across a gentleman that was on my podcast, just said, “How are you doing?,” and he said, “I’m locked down in San Francisco, I think I’m going to use this time to restructure my brand, my brand strategy, and I could use some help.” He turned into a client, but I was genuinely just asking him how he was doing. Because I didn’t know what problem he was currently having. He’s the one that basically said, “I think I can use your help right now.”
Chris Ippolito 44:54
Yeah, I like that. Where can people find you? I’m sure that you’ve got tons of resources with all the money you’ve spent and the years of learning, I’m sure there’s a bunch of stuff on your website where people could learn even more about you and what you have to offer.
Mike Young 45:12
Yeah, people can find me at themakeovermaster.com. We do have resources, we do complimentary social media and website reviews for people to find out, if their business isn’t working, where is it stuck, what are gaps that we see. They can find me there, all our resources are there. Then I’m on Facebook, Instagram, and LinkedIn.
Chris Ippolito 45:35
Perfect. I’ll make sure all of that’s in the show notes.
Mike Young 45:38
Chris Ippolito 45:39
Awesome. Thanks, Mike, that was a good conversation, I really appreciate it. Definitely feel like we could have some further conversations.
Mike Young 45:48
We could probably go for hours, but your kids are in the back, my kids are in the back, coronavirus.
Chris Ippolito 45:54
Yeah, there’s a lot going on right now.
Mike Young 45:56
It was fun. Reach out if you need anything, man.
Chris Ippolito 45:58
Will do. Thanks, Mike.