 Welcome to Dear to Dream. This is Debbie Daschinger. Pleasure to be with you today and on the show a little bit later on, I am featuring Susie Carter, who's going to be talking about winning the game of money. The show is sponsored by Dr. Dane here in Access Consciousness. They do energy work out into the world. And so if you would like to become a facilitator or attend one of their classes, go to drdanehereheer.com or accessconsciousness.com. I'm Debbie Daschinger and I teach business owners, coaches, entrepreneurs, speakers, healers, all of you the time effective steps to write a highly engaging book. I just finished doing a two day book incubator. There are no words for what it feels like for me to work with mostly beginning authors and have them after two days leave a workshop experience confident and knowing how to write a book. So I just released many people out into the world after that workshop and I'm very excited to see the books that they turn up. And if you would like to do the same, you can join us just write to me at Debbie Daschinger.com or better yet, I've got a free gift for you. It's got templates. It's got all the ways you can become visible today. So get your free gift and your videos and start becoming visible by writing books, becoming a best seller and being interviewed on podcast and radio. Go to Debbie Daschinger.com slash gift. It's D E B B I D A C H I N G E R dot com slash gift. This podcast dare to dream with Debbie Daschinger has been nominated for two people's choice podcast awards for a webby award. And I will be in Denver, Colorado the weekend after this as a finalist for a coalition of visionary resources award. We were also listed in WELP magazine as one of the top 20 best podcasts to listen to this year. And today's show will also deliver because this episode is about how to power your profit and scale up your business. I'm going to hold up the book. So if you're on podcast and want to check us out visually, go to youtube.com slash Debbie Daschinger. This is power your profits. And it's written by my guest, Susie Carter, who started out as a low paid hairdresser supporting her two little girls. And when working for someone else was a challenge. Can we not relate to that? Susie decided to create her own business and she went on to build two $10 million companies. Susie is a globally recognized profitability coach and inventor of the predictable success method. Her radical business strategies have helped thousands of entrepreneurs and small business owners achieve exponential growth and triple their profits. She's been featured in the New York Times, the Associated Press, US Chamber of Commerce and NBC News. And Susie has worked with top business moguls like John Astoraf, Lisa Nichols, Steve Harvey. Oh, that must be fun. Doug Carter and Paul Mitchell, her latest book as I just held up is power your profits, teaching a plan for taking your business from startup modality to the multimillion dollar mark. Find out more about her and her book and her business at susiecarter.com. It's s-u-s-i-e-c-a-r-d-e-r.com. And with that, I welcome Susie Carter to the Dare to Dream show. It's so great to have you. So great to be here. Thank you so much. And more importantly, Debbie, thank you for what you do for our industry. We need more people telling the truth, holding the flag, holding possibility, making us visible, right? To get the attention that we need so we can get paid and we can do all the things that we want to do inside of the world. So thanks for having me. Oh man, it's such a pleasure and it's like so about time. Great conversation. And you know, I just want to start by saying I just recommended your book on Facebook. Someone posted in a group and said, I like, I got to deal with my finances. Is there a book anybody recommends? I'm like, uh, yeah. So I got your Amazon link to power your profits. I posted about it. I copied all the information from Amazon that your book was about. I'm like, go forth and prosper. That's awesome. Thank you. Takes a village, right? Even this is book number 10 and still takes a village on book number 10. So it's a process. So, you know, how do you create a business and the books all about my journey of building, you know, two 10 million dollar businesses, 10 multi-million dollar companies. Like it's a journey, right? It's once you figure out the system, like in anything, you teach people a systematic way to get seen, to get heard, to get paid. You teach people how to write their book, get it published. How do you make money at it, right? Really bringing their message to life. There's a system to it. And so when you understand the system of business, it can take away the scary. I would say it doesn't have to be hard. It has to be strategic. Oh my God. I love that. That's we're going to visit that in a little bit, the system of business. Powerful, powerful. Because you're right. When you have a method that you, when you have a method, you have a way and when you have discipline, you have freedom. Yes. So I have to ask you, just because I read Steve Harvey, how fun was that working with him? It was fun. It was definitely, I worked behind the scenes in strategic and strategy. And it was a big ship, you know, and like every business, every business is dysfunctional, right? It doesn't matter what it looks like on the outside. Debbie's business is dysfunctional. My business is dysfunctional. Steve's business is dysfunctional. The difference is, are you aware that it's dysfunctional, right? The difference between my business and somebody else's, I'm clear what our dysfunction is, right? So that we can improve upon it. We don't let that dysfunction run us, right? Same thing with Steve. He knew there was things that needed to be improved upon inside of his business and said, I need to work on this, right? And that's when his thought was he wanted to foray into public speaking and really do that versus stand-up comedy. And when he saw the business side of it, he was like, I don't know if I want to do this, especially as a creative. It's like, oh, please take it. So it's a big conglomeration, right? Big corporation. So we worked with a lot of this team. Lisa Nichols worked with him. I was the president CEO of that organization. So she was coaching him on her speaking training. And we were working on strategy in the background of everything that has to get done in order to make a megastar. A megastar doesn't just happen, right? There is a plan behind it. There's people behind it. There's strategy behind it. You can't be a megastar without a team of people, right? That is a misnomer. You don't get famous overnight, right? And so to shorten the learning curve, you want to look at who are the people I need around me? What kind of coaches? What kind of experts? What kind of mentors do I need to help me through whatever it is I'm trying to get through to the next next level? You can do it the hard way and the long way and do it yourself and figure it out. Or you can find those experts that can really help you shorten that learning curve. Yeah, absolutely. So big on the hiring piece. And I heard something years ago, and I want to riff on what you just said and check in to find out your point of view. I mean, years ago, probably easily 13 years ago, I've been on air for 15 to about 13 years ago, I know exactly it was big business woman out in the world. And I remember the time being very impressed with how she ran her business. And it seemed like she had a paw in every pie. But she told me on air, not really, I have so much automated, I don't have to work that hard. But she said, I'll tell you a secret. Every time I make more money, I pay myself more, but then I hire someone else, I keep increasing my team. And I thought that was genius at the time. What do you think about that? Well, the first person I always hire in any business is the operations person. Right? So if you look at a business 15% of why you're successful is the vocation that you're in. So 15%. If you're a doctor, it's you being a doctor. If you are a therapist, it's how you communicate with how you do your therapy sessions. If you're a graphic designer, it's how you design. The other 85% is sales, marketing, operations and finance, which nobody teaches us that right, we just all go and jump in this entrepreneur pool, and then have to realize, Oh, I have to do it all be at all. Well, I learned early on the operations is the get it done person. And so if I'm out front being the coach, the speaker, the trainer, the deliverer, the fulfillment of the programs that we sell, I need someone managing the backend, right? That's operations. I've always had the philosophy of hire somebody smarter than me. As entrepreneurs, you're going to put your ego or she go aside. If your ego or she go gets in the way, you're not going to want smarter people around you because you want to be the smartest one at the table. I don't have to be the smartest one at the table. It actually is more beneficial if I work with someone who's smarter than me, because I don't want to have to come up with the all the strategy and ideas of someone else thinking and rowing the boat with me. And so I have hired some amazing talent under fair market value. Because the number one, there's a couple of reasons why people come to us in an industry. It's one, they want to make a difference. Two, they want to feel like they're contributing, right? Three is managing their lifestyle and their work. Four is compensation. So when you look at one other things, can I give people to track them? Right? I used to be nervous like, well, I really want to hire you Debbie, but I don't have that kind of money, right? Putting incentives in place, looking at what are the non compensation that you're giving to people, which is autonomy, feeling appreciated, right? Getting other kind of rewards, prizes, incentive and verbal acknowledgement. There's so much more than just a paycheck, right? Think about all the things that you've done over the years, Debbie, that wasn't, you didn't do it for the money, right? And maybe you took less money, but you wanted to make a difference. Or it's like that project I want to be involved in, right? So look at to find those smart people and go, what would get them incentivized? I'll pay people whatever they want. They just have to create the result. I'm not going to just blanketly write a check. You want to manage people's results, pay them on the results they create, not their time. Yeah. So I love that. So when you say operations manager, you mean the person at the top of the umbrella, the business manager who will manage what you're doing and then everybody you hire henceforth. Yeah. So we're hiring them together. But the operations is this is how you do it here. This is how we receive money. This is how we funnel the money. This is where we put the money. This is how we do the checks and balances. This is what we're doing with the marketing. I need a marketing person. I'm going to hire the marketing person there. They're managing the minutiae of the business, especially at a small level, right? Now, when I say small, you're doing under a million dollars, right? So under a million dollars, you can get away with running probably a quarter of a million dollars on your own. But after that, you have to have other team. And instead of hiring the assistant first, I hire in operations. I'm paying more money per hour, but they get 10 times more done than an assistant will. And then once we hit more sales, then we go, what's the next person we hire, which normally might be an assistant for me, right? So you want to look at what is the biggest bang for your buck that would give you the biggest result that your business needs right now. And it's usually not an admin person, because an admin person I have to manage. I got to tell them what to do. I don't have time to tell people what to do. I need you to hit the ground running. I need you to start paying for yourself. I need you to get some stuff done. I was on my team. If I have to tell you how to do your job, one of us isn't needed. I love that they really start earning the money because the more you earn, the better they're going to do too. And when you're straight with people and you're clear with people, not rude about it. But if you have to keep coming to me, and that's what I hear with most business owners, most leaders, is I've got to tell them what to do. I'm like, then you're hiring the wrong people, right? If you have to tell, if you have to tell a marketing person, what's the marketing campaign? That's the wrong person. Unless you're the marketing expert. I'm not the marketing expert, right? I'm a business strategist looking at where's the money, how's the money, how are we making the money, how are we pricing our product and services, what's our financial projections, right? And then everything else, we look at I need a sales people, marketing, operations and finance. Those are the people you need in your business. Now corporations have divisions of those people. We as small entrepreneurs, right? We might have one person that does several different things. And so when you look at the book, the book isn't written, it's written very systematically, but it's not written where you can't go if you suck at math and you hate doing financial projections. Go to chapter eight, math is money, money is fun. Skip the rest of it because you need to figure that out. If you are horrible at sales, go to chapter six selling your services because I give you my hundred thousand dollar script. You don't need to read chapter one, chapter two. No, go to what you need. That's how I am as an entrepreneur. If I need a marketing campaign or referral campaign, I'm going to go take a class on it, learn how to do it and then implement it tomorrow, right? So anything that's most entrepreneurs. So look at what does my business need right now and every chapter has an assessment so you can assess where your business is, right? I love assessments. Remember taking those as kids, right? Maybe in Cosmo magazine or we might still take those where we get to see where am I at, how am I doing. It allows you to self-assess truthfully what's working and not working and then you get a roadmap for, excuse me, building your team, building your finances, building your operations, and building yourself. Your book gave me a lot of confidence by the way. I really was reading it at exactly the right time. I, on the side, my boyfriend and I have a band. It's a very uplifting music. Occasionally we'll do sound bath, meditation stuff. We get book for all sorts of gigs. We became a non-profit this year and we're going for grants and funds because we want to reach a lot more people with our music. It is an amazing time to heal through music and in filling out these grant applications like nobody prepares you for that many pages of accountability. The verbiage I did okay but when I came to all the strategy, business projections, money, money, money, so my MO when I get up to that is I get so overwhelmed I just want to shut down and run. I cannot even. And so your book just kept very gently but firmly driving home the importance of knowing your numbers. Like you can't go anywhere without understanding what you're operating with. And I had no idea in that realm. And so I hired. I thought I have to keep moving forward. Susie says you know you could do this. And so I just hired somebody and oh I was so grateful. You know they were able to take all of this like pasta on the wall and make it into something not only that makes sense that we could submit but now I have something that I can look at as an outline so thank you for getting me through that energetically. And the thing you need to know is you already knew the information you just didn't know how to put it in that account form right that's what because I created this conversation for myself. I am not a CPA. I am not a mathematical whiz. Thank God we have calculators for everything right. I've got three of them on my desk right now. And your cell phone. Right and so you know the information because the person had to extract that information from you and then put it in a formula that that grant would would speak their language to. But you knew the information right you knew the pricing you knew well we probably need this many customers or we need this or we need that we we sell this we sell that all they did is speak the language of that grant. And so that's why I named you know that chapter 8 math is money money is fun because nobody likes to do math I didn't like to do math. But I knew that if I was going to understand my business and understand how to create profitability and understand how to excel and increase my business 20 30 40 50 percent every year I had to understand the formulas. Right everything is a mathematical formula. Sorry I know you hate that but it is. How many customers do you need to see mathematical equation. What are they buying mathematical equation. What's the average ticket mathematical equation. How should I price my services mathematical equation. Right who's opening your emails mathematical equation. Right so it's like oh we're making it too difficult. And so in every chapter I give you a simple spreadsheet. So that again I'm trying to make it easy and these aren't CPA spreadsheets these are rogue entrepreneur spreadsheet. So if you're a CPA and you're looking at it it wasn't designed for you it was designed for us the creative entrepreneur to understand what do I have to charge to be profitable. Yes and you have this whole chapter about upping the amount that we're making and it was so good that I've shared it with people and given you credit because I live in Los Angeles very expensive place to live. Very expensive place. Yes and as you know everybody knows prices right now gasoline produce etc everything has gone up exponentially and so what do you going to do are you going to keep your prices the same and struggle and suffer or are you going to meet the demands for yourself in your life and also for what you give and that that's really a smart way to look at things kind of takes out the ooh will they pay this question and right you know it's way more into a number into a number that makes sense for what you're delivering and makes sense for the style and the amount it takes to live today. Well I tell you a secret and you know I don't share this very often but it's important to understand we were an award-winning business and when I mean award-winning business accolades we won top business of the year we won top productivity the year top 1% in the nation top 10% in the world we were in every magazine for that industry honoring us celebrating us right it was a huge win for us from an ego standpoint at the end of the year Debbie we lost seventy thousand dollars so how can I be an award-winning business and getting all these accolades from my industry I had to turn in my P&Ls I had to turn in you get to turn in my numbers so everyone's looking at the top line which was the million dollars it was 1.2 right we did it with a small amount of people we had six people where the average business has to do that with 30 people but we lost seventy thousand dollars and I remember sitting down with my partner my accountant going this makes no sense I weren't way too what what is wrong why am I losing money right and they're like well let's dig in right and so we were we were so efficient we knew our numbers we knew what every person had to do but see my business was set up on this was set up from a superstar meaning every person had to sell multiple services multiple products well if you had an average person in your business that only did the bare minimal my business was failing so I had two people that were only doing the minimal and so I realized that their pricing was off by almost twenty five dollars per customer twenty five dollars per customer times the amount of customers they did for the year is seventy thousand dollars that's my paycheck that's my IRA that's paying off of your car that what would you do with seventy thousand dollars and I called bullshit Debbie I'm like bullshit this is I do not deserve okay some accolades I do but when you get into the meat and potatoes of it it's like I want to tell people the truth to go it can look one way and then there's a whole another story so I dug in and sat down with my accountant said I need a spreadsheet I didn't know how to make spreadsheets I didn't know how to use Excel I need to know what the absolute minimum we have to charge in order for this business to be profitable not just break even and that's when we realized we had to raise our prices across the board some some services raised forty dollars some services raised ten dollars right so but across the board in order to do it so no longer when Debbie came in I'm like I'm sorry this is a price because I'm not willing to lose seventy thousand dollars most entrepreneurs don't know that number because what we do is we pull it out of our genius zone we go oh what's Debbie charge and Debbie charges five thousand oh what's Susie charge Susie charges seven thousand oh what's Teresa charge and she charges ten thousand well I'm gonna charge and I'm pulling it from my genius zone from behind I'm gonna charge 4500 well what's your overhead does Debbie have team members do I have team members am I am I doing Facebook ads YouTube ads right am I spending money right that's where you start getting into it because every time you do an ads campaign that's coming out of somewhere and for us it was coming out of our profit right it was coming out of that top line and it wasn't included in our pricing because nobody ever taught me that right and so all of a sudden you're like nobody's teaching us this so I like to teach what's behind the black curtain to go I know it's good in theory but at the end of the day if we're not making money it's gonna come out of Debbie's paycheck it's gonna come out of my paycheck right that's why so many entrepreneurs right are struggling in their burnout and their fried right I remember my team being paid more than me and I was pissed because I'm working twice as hard as I felt as they were they were working hard too but to go wait a minute there's something wrong here and so in in that chapter eight right when you look at math is money money is fun right that we give you the base price worksheet that says here's what your base price needs to be with profit in order for your business to survive so no more guessing no more going I can't charge a thousand whatever that number is a thousand forty five dollars whatever the number is it's all an algorithm and it's all a mathematical equation right to go oh this is what it has to be and then you decide before you spend dollar one on that business do I have the confidence to charge ten thousand dollars do I have the confidence to charge two hundred dollars whatever the number is or do I not because if you don't you like my business was a slow bleeder the only reason it was in business is because of cash flow money kept coming in so I could pay the bill and then the next one would be due so it's important to understand the foundation of what does this business have to do then you can start doing all that fun stuff the marketing and going and speaking and writing books look writing books that was another hilarious learning lesson because I thought Debbie I didn't have a Debbie back in the day I'm just gonna say I thought I would write a book and I would be famous and I would be rich but it didn't happen Debbie both of those things did not happen right and you have to have a book a book is a really good credibility play right it's so different I didn't really know or believe that to be so true until I came out with my first book I was like whenever a book right oh my god all of a sudden it was like people looked at you like you were some kind of guru and they're like oh my god you're that Susie that wrote that book Passion I'm like I am there oh my god can I get your autograph and people who would not hire me previously now looked at me differently and said oh we've been watching you now we're ready to hire you they didn't say what you know what I believe it was now I have the credibility differently we were already an award-winning business right we just we didn't have this accolade called a book right and take the time to write it down put it in play it does shift the game in people's credibility and thought process about it absolutely I love what you're saying and I've two completely different pieces that I want to respond to the first is about the book that was really funny and I have a client currently I'm working with very very impressive resume and I didn't know to be deep into working together that he had money issues and the money issues came out in a subsequent conversation where he was saying well am I going to make all my money back when we launch my book am I going to make everything back and more and I'm like no like no thank you for telling the truth right thank you for telling the truth like bupk you know in Yiddish bupkis it means nothing like you know but but my darling you will get rich you will there are treasures on the other side of a book when you know how to do them well but to deal with somebody with money issues this was a very difficult conversation because that's esoteric he couldn't conceive I'll get speaking gigs I already have that I could you know could open me up to panels or heading things up or people will think of me first because of my visibility or much like you're saying it changed your life it changed mine so it's really important that piece that people remember that you may not get it back from the royalties but you will get it back it is a game changer and the other way millions because of my book not from the book say that again I've made millions because of my book not from the sell of the book right so we there's a there's three different companion courses that go with the book right now we sold a ton of books best-selling book still selling books books are an amazingly generator it's an easy yes right for people to write that and then what we sell on the back end is how we make the money from the book and so there has to be a full strategy around it's not just the book right when I look at now one book my very first book was called passion and my editor named the book because it was the salon professionals handbook to building a successful business and she's like that is so boring Susie like but that's what it is look that girl I was suited to booted right I was like I am a professional and so that book I made I'm still making money on that book 25 years later from products that I created that I get residual from from products that I created that I get residual from because they were hyperlinked in the book or how did you do that no because we're still leveraging that content still packaging that content we have one product that goes into schools that is a comprehensive program that is the book come to life right so that book has come into many different radiations of products and services right it's pieces of the book if you look at my current book right the current book you buy it by itself it's $29 right then we have a bootcamp same content in the book three chapters of the book is $12,000 the book in a live course for a year is $35,000 well you can buy the book and do it yourself or you can come into the program and get handheld through with me and my team so you look at the same content that's in the book for $29 or come into a course so when you look at how do we monetize your expertise because that's really what we're doing is Debbie and I want to help you monetize your expertise and it's many different ways the book is the foundational piece that you start with and then we start spinning off other products other programs other services that allows you to capitalize on all this hard work it takes to write a book because it really is a lot of work to write a book right you just you don't even know until you do it's like having a kid right sure have a couple kids how hard can that be oh lord Jesus I'm enjoying this conversation so much I am so it's so refreshing you know you're not the only one thanks for pulling back the curtain on that story it's very powerful when you say here I am up for an award and yet behind the scenes I'm getting information that I'm I'm not doing that well financially and I'm I'm a money guru so and I understand that imposter feeling and you're not alone I've got a dear friend who's been also a female badass entrepreneur for a long time very well known and she confessed to me just this year that her accountant sat her down and said you need to look at these numbers you are losing money hand over fist and it was like whoa huge wake up call so this does happen and I I want to ask you because of your very unique point of view okay I'm going to make this three questions so the first thing that pops is please let people know when you talk about there's other ways to work with you I know you have a workshop especially for people just starting to work with you what is the name of that workshop and where can they find that yeah so it's our big money business summit and this is a live in person workshop our first one I'm so excited so nervous so excited it's like is anyone going to come to my party yes and so that's in September it's the end of September the 23rd 24th 25th it's three days of business building strategies but it's going to be fun so get scared Susie right it's it's going to be fun because I know this topic we've got to make it fun because I want you to get it I know for your laugh and your learning right so it's got to be engaging you come for the education you stay for the community we curate the most powerful people on the planet and so we start with a business assessment to look at where is my current business because I want to just randomly give you content you fill out a questionnaire before so I do all my homework on every single student we don't have a lot of people in our room Debbie we only have 50 I want to know my students I don't want to teach 200s of thousands of people where I can see you in a sea of people I've already done that in my life I want to work with entrepreneurs that are serious about their business and they want to unclog unblock what's stopping them in the domain of their financial realm and business all roads lead to money if you're doing the wrong marketing campaign no money if you're marketing to the wrong consumer no money if your product suite isn't set up right no money all roads lead to money it took me 10 years to figure this out right and I'm teaching from building two 10 million dollar companies and 10 multi million million dollar companies and doing it for my clients all over the world to go don't do that do this don't do that do this and what's funny when people resist me I'm like stop resisting me just do it then they just do it and they're like oh my god this was so easy I'm like I know so we really look at business Debbie is like this combination lock remember these from school so if you're listening I'm holding up a combination lock the dial one where you did three numbers if you had one little tick off this thing it would not open right remember standing at the locker you could be using one in the gym right now I don't I use the key one because he's frustrated the hell out of me because in the moment of rush I get I lose it right one little tick off in marketing your money won't open one little tick off on finances and you're losing $70,000 one little tick off in operations and somebody stealing from you somebody's not doing the right thing you get the combination right lock opens and so business is about understanding for your business your dynamic what is that so if you want to learn your combination to your business not theory then come to San Diego and join us Debbie will put it in the show notes right we've got amazing incentives for you to come right now and again there's only 50 people so what's the link I'll send it to you you go to my website Susie Carter C-A-R-D is in dollar and denaro E-R don't miss don't mess that up Susie Carter and go to our events page right live event and click on that and you can register perfect right so make it really easy you can find you can find me everywhere just by my name Susie Carter on our social on Pinterest and LinkedIn and in Insta and Facebook and all the things and the Twitters and the and she's got her own money podcast too which is I've listened to several of the episodes I've been on the show very worthwhile so also check out Susie's podcast so you as an expert here's the big question what do you see over and over and over again that if you could stand up in front of humanity and just yell and say please stop these three things these three things will change your life in your business if you'll only stop doing them what are the patterns Susie that you see the first thing is get it on paper get it out of your head 97% of entrepreneurs that come to me have no business plan or if they have a business plan it's in their head I need you to get it out of your head because every single team member on your team will be looking at that plan to make sure we're marketing to the right customer we're pricing things in your business plan you're going to look at your sales marketing operations and finance even before you spend $1 if you put your financial projections together and they don't make your heart sing do another business because a lot of times we go oh I'm going to do this business and think like I thought I'm going to write a book and be famous I'm going to open a business and be rich no and then how long will it take you to start paying yourself a proper paycheck 80% of small businesses are grossing $100,000 a year grossing that's not that's that's they're not making that that's what they gross in their business only 2.5% of small businesses hit a half a million and only 1.7% hit a million dollar mark you all are making it way too hard because you won't get it out of your head I need it out of your head the second thing you need to do is you've got to look at your numbers we've got to put financial projections together right and what I found in the 30 years I've been coaching businesses and building businesses myself is people can either manage units like how many things do I need to sell or dollars most entrepreneurs go oh I can sell 10 of those things but if I said sell $350,000 you'll be like I can't sell that but if I said go sell 10 you're like oh I can sell 10 so much easier than sell $350,000 or a million whatever the number is so again find a CPA a coach an accountant somebody that will speak your language you don't have to mold to them they have to mold to you right to go I remember working with Lisa Nichols brilliant speaker brilliant woman she could not get them the numbers and I was just patient to go let's go over it again here's how much we're gonna gross here's how much we're gonna net this is what net means this is why we have this P&L this is why we have that P&L I didn't get frustrated with her she was hungry to understand it right and and finally I remember being in a meeting with her one day and she is just rattling off numbers and I'm like oh my god I'm so proud look at her like a big girl but that's the thing you need you gotta find coaches that are willing to speak your language and raise you to where you need to be to show you so you understand it and get it like you said you read that that chapter and you're like oh I get it now I understand what I need to put in place to make this happen and so and then the third thing is hire people smarter than you to help you get to that goal you will spend more money but you will get more efficiency from that person that can take you to that next level right your team should inspire you your team should wow you right again if you have to tell people what to do one of you isn't needed so good all right so those three things beautiful and on page 159 of your book I've got a quote here which reads bear in mind that business is designed to have conflict and chaos that's in on a side note that's in regards to operations infrastructure so Susie what do you mean by designed to have conflict and chaos so fun I just got chills so think about it sales the sales department and and you might be sales marketing operations finance you might be all these people right and if you have a business partner probably you're doing half they're doing half whatever that is so marketing always wants more money to get more clients finance department saying we have no money sales is saying but we need to spend the money to get the money so I can sell the thing and finance is saying I have no money and so there's always going to be some kind of intention dissension right some frustration some tension in the business and so it's designed to cause conflict now if you're all those departments no wonder why you're burnout because you're going I don't have any money but your possibility side says but I have to spend money so I can attract the right customer I have to do advertising so people see me but your money mindset the scarcity that you're living in says well we have no money we have no money I get it right there has to be that dual conversation of going here's my budget and so if I'm going to spend this amount of money on an ad if I'm going to spend it on building a beautiful website it has to get a return on investment right so I always look at what do I have to sell every single month like no kidding for breakeven breakeven is everything's paid right so you have to know that number if you don't know that number you fly blind for months and then all of a sudden you're like like your your friend did holy shit we're in the hole well she was flying blind nobody was going over that with her every single month because she's a smart and talented woman I know she is right that happens on going these I don't want to look at that I don't look at that I'm busy selling I'm busy selling I'm busy selling well just because money is coming in that was my first you know million dollar business money was coming in hundred thousand dollars every month I shouldn't have money problems oh but we were spending you know a hundred and ten every month that doesn't work and so by being okay with what is what do I have to do like no kidding every month to hit these revenue goals now what I also see is people have a back door meaning I don't have to so if you don't have to sell like I see this with what we call parallel peneurs meaning they have a job and they're building a business if you have a job that's paying you a hundred grand a year you don't necessarily have to hustle to make a hundred grand a year so that back door or if you have a spouse significant other somebody else that's helping you pay bills you don't have to do it I've always been by myself right so I've always had to take care of myself provide for myself never had a back door and even when I got married and my husband who's now my husband had a job I can't rely on his money I still it was I have this accountability responsibility I have to pay every month and so there has to be that accountability for yourself to what what is my revenue goal and don't go home don't quit don't go to bed until it's done too many people give them an out we're lazy stopping lazy go if I'm going to sell 10 things what do I need to do to sell 10 things my team says this to me all the time she goes Josie who's my operations person she goes Susie we're getting a financial crime and then the next day you're closing clients like it's amazing I'm like yeah because I have to there is no who else is gonna close them if I don't close them you know it's having that hunger you know as Les Brown says get hungry but you also talk in the book about streaming our way to big profits and in your book on page 236 you write about doing videos the importance because you maintain we must shoot videos with us in the videos because videos convert so my question to you Susie is is that still true and if so what's your recommendation a lot of people like I don't want to see myself in video or I don't know what to talk about the camera starts rolling I'm the expert and I'm like have it a have it a have it a so what do you do with people like this oh my gosh I love that so my youtube strategist when I first met him he said Susie your clones are lazy I'm like who are my clones and I'm gonna fire them he goes your youtube channel they're lazy right you you don't have a presence there you're not focusing energy on there you're getting around to it your youtube should be getting you leads every single month I'd never looked at it that way now people need to build a relationship with you before they spend money with you before they open up that wallet before they take out a credit card right they're like I have to know Debbie videos are a great way for people to see your personality and I get it I hate doing them too I am not gonna lie I don't like doing them I don't want to I don't want to do Facebook live I don't want to do Instastory I don't want to I'm busy being busy but it's part of my strategy so the first thing I do is I create production days where all I'm doing is videos where I'm not trying to do them every month right I'm doing a production day where I'll do anywhere between 12 and 25 videos in that day and that will last me anywhere between two to three months now we as a society want micro learning micro learning is short snippets of content think about TikTok it's the newest social media craze a minute to three minutes tops and I know after three minutes I'm swiping Debbie I don't know about you but I'm like that's boring here's what you want to do in your video simple what why and how what it is why need it and how I use it right or how I get in contact with you so if you don't have to be and nobody wants professional scripted videos they want to see your personality they want to see who you are and you know what everyone's not going to like you sorry let's find the people that do some people think I'm annoying some people don't like my boys some people right it's like whatever I don't like you either and just go there's going to be a tribe for you right again I had a client who was overweight and she's like Susie no one wants to see me well you know what her videos were so successful and her tribe was just like her they were heavier set people women of color they wanted to see the real authentic person going wow she's so like brave to put herself out there and talk about issues of success and weight and putting yourself out there so everyone wants to see the version of themselves so in your videos you want to be authentic and real and if you don't I I say in my videos I don't love doing this but I'm doing it because I'm going to serve you right even speaking I still that was not my genre I did not want to speak that's so surprising having seen you on stage I had to feed my children Debbie and I had to figure out where can I get in front of 50 women fast right because I needed I was a single mom raising two kids I didn't have the luxury or the back door of someone paying for my overhead if I didn't get in front of 50 women right and close some people to come in for my products or services I didn't have money for the month and so that's how I started speaking and as much as it was torturous on the other side I loved it right I went through so much struggle and crying and whining and then I would do it I'm like oh my god that was so fun I totally relate 100% I mean people like us were built to speak and I have so much resistance every time and I used to well I don't have really nerves anymore but I still have so much angst you know I wouldn't even sleep and then I'd get on stage and it was like rock and roll time and I'd get off the wall I still don't sleep before an event do you I don't I visualize it am I are they gonna like me am I gonna say the right thing the whole time I'm awake and you know and then you're on fire and then you crash for two days after totally oh it's so funny you know sometimes people built to do things that it's just your hump to get through but you do say that your net worth will only go as high as your self-worth those are powerful words so what is there something that every business owner must do to up their self-worth so their net worth can come up with them yeah in chapter one we talk about your mindset right and your money mindset and most of our money mindset or our money beliefs are inherited they're inherited from our parents they're inherited from our communities they're inherited from our church like think about the conversations that you heard around money as a kid from your parents from your community from school right i heard there is none don't ask right that's what i learned is it's you can have money but it's hard work like you gotta work hard for the money right there's even a song i'll keep my day job y'all that's not my job right and to go oh so i spent years working hard to make money and then 10 years ago i'm like i don't want to kill myself to make money what let me shift this if it really is a money mindset let me shift it to go how can i that's where i started math is money money is fun that's where i started wealth is your birth right is i i wanted to shift my conversation of the struggle as well as me struggle i made a million dollars but i left 70 000 right and so it starts with looking at what's my belief system around money and then reinventing that i created a whole new money mantra right we grew up with nine kids bobby ronnie stevie terry joni shelly susie kelly debbie nine kids right six girls three boys 1200 square feet one bathroom i have no idea how we did it right two and a half bedrooms where did nine people sleep in two and a half bedrooms like right everything was a hand me down everything right i remember my first little job and this is why i wanted money debbie my first little job i just wanted my own underwear that's all i wanted so i went and got a baby sitting job i did yard work so i could buy my own underwear and hide them from my sisters so you got to find the thing that motivates you to shift the paradigm that you're in around money right a lot of students have this money's hard money's evil right so find out what that is for you there's amazing courses right we give you a bonus course when you go to our website and buy the book off our website i give you a money course about looking at your money blocks again as a bonus because i i'm trying to give tools because it's not enough i realize that i can give someone the strategy but if they don't have the right money my mindset they're gonna sabotage and then i gotta deal with the sabotage i'm like let's get that handled so if we're gonna make millions we're gonna keep millions and i relate to you so much i grew up as the daughter of a single mother who taught music in schools she didn't make a lot of money there was two of us and if it wasn't for my grandparents i don't know we couldn't have made it we just couldn't have they did very well and they helped a lot but i remember every year every september going to school and all the little girls had brand new dresses and shoes and every day of the beginning of school they had another new dress or outfit and just that feeling because i didn't right i always had one pair of sneakers one pair of flip flops and one pair of i guess you'd call them dress shoes and i had so little in my closet and that you have that feeling of want right lack of like oh and being so different and i today i love me some clothes i mean i'm making shoes and underwear i have so made up for lost time you know i just i allow myself to be clothed and beautiful things and take care of myself in a way that i you know nobody could back then so i really understand that feeling and and what about you for right now this coming out of this crazy time and here we are in this year what is the biggest lesson you're learning or implementing this year i love that question so i'm in a great season right there's been several times in my life where i've made a lot of money and it's allowed me to go to that next level and i'm in a different season right i i just left california sold my house made an amazing amount of money i have this second home that we bought in organ and i literally have no overhead like i there's so much abundance because i have no overhead we lived in california so i'm with debbie right everything you're working to provide an overhead for yourself and to look at that so i have my training and development company of a real estate development company that we invest in real estate and rental properties and so this season is of ease and grace and ease and grace financially that i've never experienced before i've always lived in california and although i've always made a lot of money a lot of the money that i've made went to my lifestyle you know just go that's just what it costs to live there seven dollars a gallon in california for gas right worst we're at four dollars and thirty two cents in organ right and that's debbie's like oh my god it's so amazing my water bill in california was a thousand dollars my water bill here is free because i live in a well like a thousand dollars a month that's twelve thousand dollars a year what can you do with that twelve thousand a year you know what can it starts accumulating faster than it ever has in my life so instead of me having to sell my way to accumulate my wealth my wealth is all around me because of how i set myself up early on right looking at my investments looking at my strategy looking at what do i want my future to be right how do i leverage and monetize my wealth versus spending on my wealth and i've always been a saver right after my first divorce let me say that first my kids dad right i had to file bankruptcy and it was humiliating right i didn't even have the ten thousand dollars to pay off the debt that i had and i said never again never again will i ever rely on someone like that and trust blindly the finances and then never again will i never have ten thousand dollars to pay for whatever it is i need to pay for and that was all that was what you think about now ten grand that was it but as a 23 year old woman that was you might as well set a million and that worst and the best less than i had right it was truly the gift that was wrapped in sandpaper it humbled me it taught me about finances hard right and i started getting serious about investing and saving and paying cash for everything so i've always been from that day forth paid cash for everything and if i didn't have the cash i didn't get it right i'd look at it and go that's going to be a thousand dollars at the end of the month once these bills come in not buying it either i save the money and something happens when you start saving you look at that thousand and you're like i'm not spending that money on that do you know how hard i had to work for this thousand dollars versus swipe a card swipe a card right to go to get a chunk of money and then buy something it's like do i really want that i don't think i want that i think i'll save that that's so powerful i remember my grandparents paid cash for everything every time back then it was a Lincoln they would get a new Lincoln you know they always had beautiful cars and stuff but it was cash there was no playing like they didn't believe in accruing that kind of debt and today it's rampant right yeah with swipe a card swipe a card like oh i've got money we have but you really don't have money right i have a student client that i worked for for many years so when i started working with her she was really at poverty level i believed in her i believed in her message right and took her business to millions and her goal was she said suzie i want to make a half a million dollars oh my god awesome let's make half a million dollars so we got a 200 200 250 300 four and that was her paycheck not her business that was what she took home that's what we w twoed for her business well she was spending 600 and so even though we hit these financial milestones her mental her money believe her poverty mindset grew with her as her financial group because she still was broke at the end of the year making a half a million dollars and so if you don't shift your money mindset if you're not aware of what what is that poverty mindset that i have we all have it in some way shape or form unless you were raised around an abundant conversation i was not right it's not like you were like this is a learn to behavior the good news it's a learn behavior and we can learn it right it's not something that's deemed but i'm gonna deem it to you here's my little wand right deem you can have an abundant mindset right and be aware and so every time we got her to a certain level she sabotage every time we got her to another level sabotage right that's when i realized your net worth will only get as high as your self worth because she never shifted that poverty conversation she was very generous with her money she provided for her family and her grandmother and grandparents and son and you know but the reality is that to her own detriment of not having the accumulation of wealth and so i remember being in china and we were with one of the godfathers of this man was 80 some years old and i'm like why why are you still on the road you know that first this is before a couple cocktails i love what i do this is my passion i'm like i get it and you know at the time i think i'm 50 i'm like i don't want to be 80 doing this right i want to choose like it's china and it was a hump like it was a true like every day speaking you know and i'm like 80 and so a couple cocktails in he's like well the reality is are my i went into business with my daughter and we didn't i didn't manage the money and so i have to keep our lifestyle going i'm like oh it'd be awful like to work that hard and to be in a place where you have to be on the road you have to that's slavery you're literally a slave to your business and a slave to the dollar that's not choice right and that's not setting yourself up that's not having the discipline wealth is a long game not a short game right each of those stories i tell you were short games i'm spending i'm spending i'm spending i'm spending i'm spending right i was lucky enough to get with a financial advisor at 25 and said susie from this day forth you will create these 401ks you will create these investment plans that you can never touch i'm like okay well that was a hundred bucks some you know i'm i'm saving a hundred bucks but but now it's accumulated into this amazing nest egg that i can go oh here's somebody here here's somebody here here's somebody in my real estate here's somebody in my business right when i look at i've got five revenue streams from my wealth creation not just from my business and to go oh well what how do i want to leverage this now right money just gives you choices that's all it gives you gives me choices like your grandparents on the same way with my grandchildren what can i do that my children can't because they're paying bills they're paying overhead they're in california so they're paying seven dollars a gallon for gas right all of a sudden extracurricular stuff goes away but my abundance helps my family my abundance helps my community my abundance helps other entrepreneurs right that's the joy of setting yourself up to be financially free and it it doesn't have to be hard it has to be consistent and disciplined you can start as little and then and slowly over time you know do more and i'll add a personal note to what you just said which is make sure to write this stuff down somewhere so if you have accumulated wealth if you have pockets of savings for retirement or otherwise seriously whether it's in a will or a trust or some kind of legal document because my mom contracted alzheimers and i was the only one here in california who could assist and it was mystifying how will we move her into a facility she has no money there's nothing and god bless my brother i don't know how he did what he did or on earth but mom actually had like pretty good money socked away like money that would take care of her for decades and it was shocking to see the number when he somehow figured it out but if it wasn't for his persistence we would have never known she actually had a mass wealth and in her forgetfulness didn't even know she had it anymore so we didn't know so this kind of stuff like also leave a bread crumb trail not for hackers but you know for people for your family exactly it's really important yeah trust in a will when you look at no matter how much money you have right you don't want to get to your children and your grandchildren your spouse your family someone has to be accountable for that take care of them and to go what what do I do with that life insurance when you have a family right there's so many creative ways don't try to figure out on your own find the person that can help you right and again network you get we have to start talking about this nobody talks about it like sex right everybody wants that they want money in sex but nobody wants to talk about those two things I'm sorry you gotta talk about money it's not rude it's like Debbie and I let's have a conversation what do you do like on my podcast I ask what's your best financial your wealth strategy what's the one thing you do right that's different than anybody else because it's just interesting to go and I'm learning so much every day to go oh I haven't done that one yet or it validates what I've done right everybody's investing in Bitcoin I haven't done that yet and I keep it's like I haven't done that yet it's still too new for me which probably then I missed the curve but whatever I've got other strategies exactly I understand well what do you do every day Susie what do you do that helps you maintain the centeredness or feeling grounded and helps you create what you do with your practice I got lots of practices one you know I still have an active book and working I still work full-time I love working I work full-time part-time meaning the days the times that I'm working I'm working and the times that I'm off I'm off right what really fills my soul I know this sounds corny but it's my family right my children and my grandchildren that is my why my children are my why I grew up in a very abusive home right physically abusive sexually abusive mentally abusive and I swore I would protect my children I swore I would have a better relationship with them I swore I would be an amazing mom and my children are my why right they they give me purpose they to see who they are as women is inspiring who they are as mothers is breathtaking and so to spend time with them and be able to see what we've created in these human beings and the responsible human beings that they are fill my heart with joy the second thing is I've got this beautiful property I know this does not look like something Susie would do but I love getting out there and chopping down trees and weed whacking and making my home beautiful I've got two acres of green abundance right and so taking on projects that fill my soul that do that creativity thing whether it's flipping houses right making this home beautiful that's part of my why I live on the river so my morning is spent drinking my coffee meditating watching the river it is like animal planet here I'm a California kid and you see all kinds of wilderness here yesterday my dog almost killed the turkey like a wild turkey brought it home in its mouth and it's all mangled and you know my man had to shoot the turkey and I'm like where am I I feel like Ja Ja Kebore and Green Acres but just a wild life and to see like we got bears on the property it's like where am I like it's a whole new season and to be outside and be in nature just fills my soul the biggest thing is you know making a difference for my students and my clients is teaching them when I had to learn the hard way opening the black curtain to show you here let me just show you how I can make it easier for you so you don't make the same mistakes I did you'll make different ones but at least you have someone a ride or die with you to help you to make that journey easier beautiful and what are you next dear to dream Susie Carter what are your future dreams and goals well it's been 10 years since I've been married so I'm getting married in September in October October 1st so I'm getting married which is very exciting and very scary and very nervous and so starting a new chapter with my man we've been together for nine years and so that you know that's a process that we're doing and and in the reinvention of what is next right I've traveled all over the world I've done so much with my life that I'm in the inquiry of what's this new season look like so I know but I don't know what are you afraid of getting married well I've done this twice so my track record is not so good but this relation we've been together for nine years which is amazing and now I know where I know what marriage is I know what it isn't and you know I don't want to I don't want to ever go down that path again right just that you know I've taken a long time to decide if this is the person right and he's like finally oh congratulations that's awesome but we just took our time and getting to know each other and you know integrating them into your families and your life and so just yay scary exciting yes very exciting I'm so happy for you Susie that's soon and I know you're going to be an amazing present and powerful beautiful bride and folks if you want to check out more about her the event she's talking about coming up in September working with her privately et cetera you can go to Susie S-U-S-I-E Carter D as in dollar that's C-A-R-D-E-R dot com Susie Carter dot com and I end today's show with this quote from Susie Carter overcome fear and anxiety and you'll create miracles even when you have nothing subscribe to this number one transformation conversation dare to dream podcast and next week on the show I'm featuring Alan Steinfeld who for 30 years has hosted and produced the weekly TV series new realities in New York City with his media appearances lectures and conferences he informs millions about human potential remote viewing and the nature of alien contact for over five years Alan Steinfeld has emceed the largest UFO event in the country called contact in the desert I hope that you will start to employ everything that you learned today because it's not just about daring to dream it's about daring to create all your realities your money your business your lifestyle your freedom into your reality thanks for joining us today