Lighting for Profits - Episode 174

This week on the show we welcome, Mandy Keene, a Performance Coach with over 25 years of experience, who has guided the world’s top entrepreneurs and leaders, starting her career at 21 with Tony Robbins. Known as an “expert in transformation,” she authored Understanding Personality to promote the use of personality assessments and tools like www.Understand.me, co-created by her friend Russell Brunson, to enhance leadership and coaching. With over 30,000 hours of coaching, Mandy is now dedicated to inspiring others to follow their hearts, believing true transformation begins with heart-centered wisdom.

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Episode Transcript

Welcome to Lighting for Profits. Your number one source for all things landscape lighting

Welcome to Lighting for Profits. All Light. All Light. All Light. Powered by Emery Allen. Get rid of your excuses. Your number one source for all things landscape lighting. That's where the magic can happen. You can really scale a business.

We really had to show up for.

Each other from lighting design, install sales, and marketing.

You're a scaredy cat sales maker. We discuss everything you need to know to start and grow a successful landscape lighting business.

What do you think a hippo has.

To do with your business, Ryan?

Usually it's some weird childhood thing. Bully kicked your butt.

I think the key factor here is trust.

Ryan Lee hosts the number one landscape lighting show in Meridian, Idaho

Here is your host, Ryan Lee. A, lot. A lot of light. Welcome to the number one landscape lighting show in Meridian, Idaho, of all places. You guys, I'm so excited for today's show. We got an awesome one coming up for you. And, look, if you're looking to start or grow a landscape lighting business, you're definitely in the right place. And today, it honestly doesn't matter if you're doing landscape lighting or any business. If you're an entrepreneur or even if you're just a human being, you're going to want to pay attention. We got an awesome show lined up for you today. We're here to educate and motivate, to help you dominate. So, I want to make sure you guys are here. You're active, you're listening, you're taking notes, you're implementing, because the information is going to do nothing for you unless you implement. So stick around. We got Mandy Keen. Mandy Keen with understand Me coming on. And, she is truly, truly an assessment expert. And, I had the chance this last year to spend some time with Mandy. And I'm telling you, every time I spend time around her, even if it's just five minutes, I feel brighter, I feel lighter. I have clarity. And so today, you guys, you're gonna want to pay attention. It's kind of like a little mini therapy session. And, you're gonna have some motivation, for sure, you're gonna have some clarity. And, we're gonna be talking about our own kind of, man, I'm gonna. I'm already. I'm already blowing it. I'm already using the wrong terminology, but our. Our own personalities, right? And, there's so much clarity that comes from this, because I learned a lot about why people react to certain things that I say the way I say it, and now I know how to approach certain types of people differently, right? And not everyone's like me, and that's okay. so it's gonna be an awesome show.

Landscape lighting secrets is offering a free strategy session for budding businesses

before we have her on, I want to just talk about a couple things. Number one, you guys, it's not too late in the year if you want to schedule a one on one with me. You can do that by going to landscape lightingsecrets. com. get your free strategy session. We're going to break down your business really quickly, actually find out where you're at, where you want to be, what's holding you back, why you're stuck, and see if we can bridge that gap together. We can do this in about 45 minutes. So go to landscapelightingsecrets. com click start now, follow the prompts and schedule a call with, myself also remind you guys, we're going to really start promoting this heavily. We got Light it Up Expo. You can get your tickets@lightitup expo. com it's coming up. This is the first of its kind. We're combining landscape lighting, holiday lighting, permanent lighting, all under one roof. So we got a trade show, we got breakouts, we got speakers, we got networking, we got lunch. If you want to get the VIP add on and do dinner with myself and other VIPs. but come, come hang out. It's gonna be in Orlando end of February. Lightitup Expo. com get your tickets now. it's still our early bird pricing, so get, that, save yourself some money.

If you're feeling stuck in your business, here's how to schedule

All right, so again, in just a few minutes, we're gonna have Mandy Keen on. But before we have her on, I want to talk about something that's kind of been on my mind. And, look, if you're feeling stuck in your business, you feel like right now, I know a lot of people are doing holiday lighting, so you're like too busy to even analyze if you're feeling stuck because you're making a bunch of money. But then what about January, February, March, April, and you run out of money, right? And then you're back in the same cycle and you're going, I, don't want to do Christmas lights again next year, but I'm going to. And I don't want to be on roofs, but I am. Well, here's how I crack the code to schedule like a boss. Okay? So I want to show you guys how you can maximize productivity and the dollars in your bank account at the same time. Is that okay if I share that? I think that's okay. Right? first you gotta remember this. You are wearing several hats and ironically, we're gonna be talking about personalities. Well, in, business, I don't. I feel like everybody I've ever met automatically inherit. Inherits schizophrenia when you start a business, because you're not only the business owner, you're the operator, and you're the technician, and you're the admin, and you're the salesperson, and you have, like, all these different responsibilities, right? And so you're doing the role literally of, like, at any given time, three to six different types of people. And this can be very challenging, as you are aware. And rather than trying to do them all at once and, like, embracing the schizophrenia, it's time to schedule time for the schizophrenia and allow some space to do each role. And so maybe you need to schedule time for your inner. Inner Darcy to come out, or maybe it's time for Dan to come out, and then it's time for Jerrica. These are all people on our team. And so let's break this down.

One small change in your business can lead to chaos and destruction

So first, I want to help you guys with your installations. And a lot of people have screwed this up, and you'll see that one. One small change in your business can lead to, oh, man, all sorts of chaos and destruction or a lot of organization as well. And so let's say you're. You're getting started. You're trying to figure out this whole scheduling thing. Obviously, when you land your first few jobs, you're just, like, giddy, yeah, I'll sell it. Sell a job today, be there in the morning, right? And that's okay. But what you want to do is start to be more intentional with your schedule. And so here's how you can do that. Instead of scheduling five days a week for installation, remember, you've got a. You've got an admin hat, sales hat, an operations hat. You got all these different roles that you've got to do. So instead of just continually stacking job after job after job, I want to, give you permission to allow space and flexibility in your calendar. So instead of scheduling five days a week, I want you to start scheduling three days a week. And even if you're an existing business and you've been doing this 5, 10, 15 years, this will help you. Maybe you. Maybe you're busier, and you can only schedule four. You have to schedule four days a week, but don't schedule every single day, okay? So if you schedule three days a week, that means you got two extra job, two extra days, right? So now when you go to sell the next job, even if you're only booked out three jobs now, you get to tell them you could build urgency, right? And say, hey, you know, we're booked out a couple weeks right now. If you really want to get this done, we're going to need to make a decision by today. Right? And so it's going to create urgency, but it also gives you a lot more than urgency. I put together, I have a list of five things that I came up with on the fly today, that it also does for you other than just creating urgency. Number one, it allows you to quickly respond to service calls. So a lot of you guys think, well, you know, I'll just, I don't need service calls. We're doing LED. We got a 20 year warranty, whatever it is. Like you're going to need to allow space for service calls. If a customer calls today and says, hey, our lights aren't working or we have a light out. If you can't respond within 24, 48 hours, then you're going to get passed by the competition because people in landscape lighting secrets they're responding within 24, 48 hours. Okay. And if you can promise that to your clients when you are giving them the pitch, you're going to build a lot of confidence. It's just, it's going to be one extra thing for you to build value. So when you respond quickly to service calls, there's this trickle effect. Now all of a sudden, it builds more confidence with that customer relationship and adds to the value of the lifetime value of that. So if you're having a problem getting repeat business, then go back and look how long does it take you to respond to service calls. If m, you're having a problem getting referrals again, go back and see how long does it take to respond to service calls. So you're now going to have space for that. Okay. The second thing is you're going to, this is going to allow you space to upsell while you're on the property. Okay. A lot of people when they're buying landscape lighting, they've never done this before and they, you know, they're like $10,000 for lights. That seems like a lot, right? But after that's marinated a little bit, they've already made the decision to move forward. They've, they've, they've given you a deposit. You show up two weeks later to do the install. By then they've already forgot about that initial 10,000 and now they start thinking about your design going, you know what, maybe we should add those lights on those trees. And you're so busy right now that you don't even have time to bring it up. And if they do, if it, if you, if they bring it up, you're almost in panic like crap. I wish they wouldn't have brought that up because I got to get to my next install. So it's going to allow you space to actually add more value to your client experience by offering more to them. Okay? And then you don't have to go back to add those three, four, five lights, which also saves you a trip, right?

You gotta have your clients on maintenance plans if you want to grow your business

The next thing that when you do this flexible three day install, calendar, it allows you to schedule your maintenance plan visits. And if you don't have a maintenance plan, well, start building one today. You gotta have your clients on maintenance plans. You have to have offer, them the red carpet white glove experience. If you're waiting for them to call you, you're already missing out on huge value that you can add for your clients. They want this, okay? They don't want to maintain their systems themselves. They understand the time value of money and they can make way more money doing what they do than messing around with their lights in the yard. The next thing is, it will help you squeeze in emergency projects with deadlines. So we've all had those situations where, hey, I'm booked out three weeks and someone's like, dude, we got to get it done by Friday. And if you, if you can't because you're booked Friday, then what are you going to do? Right? So when I do a, ah, flexible calendar, I can go, you know what? So you're telling me if we can get it done by this Friday, you'll give me a check today? And what did I do? I just closed the deal because I have flexibility in my scheduling. Okay, or maybe you work with a lot of pool builders or custom home builders and they need you to come and do an emergency pre wire before they pour the concrete. Okay? You have to allow space for this if you want to grow and scale a business. And then finally, the last thing is this allows you to open up one extra day, one extra day a week, which is so powerful, you guys, because this allows you to be a day being a business owner. And it's so rewarding when you actually are a business owner and not just an operator, not just a technician, not just a salesperson, an admin, whatever you're doing to actually have like freedom and space to get creative and to build your business and to write down your first standard operating procedure, to write down your first job description, whatever it is, whatever's holding you back. This is when you start to prevent fires from happening instead of putting them out all the time. So, that's it. I just want to get that off my chest. I want to share that with you. if you guys will make this small change in your business and be intentional with your scheduling, I promise you, you'll. You'll see these same results that I shared and possibly more. and each of these are, exponential. You know, I mean, they all kind of build upon each other. So all of a sudden, you have more time. You service your client better, you get another referral. What's. What's the value of that? Because that referral is going to be another 10,000, $20,000 plus a referral from them. I mean, it really starts to build the spider web of success. So look at your business. See what pivots you can make, see what adjustment, adjustments you can make, and then start working on your business. This is key. And if you guys don't get intentional about this stuff, you're going to end up in the same time warp that you've been stuck in for the last 12 months, 24 months. Some of you been doing this for 15, 20 years. So it's your time to design your dream life, your dream business, and it starts today. You have to be intentional. You have to stop, pause, and maybe you're already booked out three weeks. So this can't start until, you know, three and a half weeks. But put it on the calendar, mark it off. Your new life only has three days to install a week.

Ryan Lee welcomes Mandy Keane to Talk Real Estate on Talk America

All right, guys, enough about me. I want to get into this. I'm excited to have Mandy on. If you are here live, let us know if you have questions. As soon as I find the buttons, we're going to have her come on. And, this conversation today is going to change your life. Guys, what is up? What is up? How are you? Mandy Keane. Woohoo.

Ryan Lee. This is such a fun show. I'm geeking out over here.

I love to hear that. Yeah, it's like education, entertainment. We're trying to do it all.

Yeah, you got it down. You got it down. And I'm not surprised, looking at your profile and actually, we continue talking about you, I believe. but I am. I'm not surprised, being entertained by all this. This is so cool. Thank you for having me.

Hey, the feeling is mutual. I'm so excited. I've shared this before with certain guests. Like, I get selfishly excited because I'm like, I Know that I'm going to be taking notes. I know this episode. Normally I'm like, you know, give, lead with value, and give, give, give. But, like, selfishly, this one's kind of for me today.

I love it. I love it. Because you know what? When we. I find that if you're cool with getting more, dare I say the word vulnerable, which another word for vulnerable is really real. If you're cool with getting real, it benefits everyone that's watching because it's relatable. And then, I'm able to. I'm able to give more. I'm able to provide more value that way.

I love it. Well, I'm excited. maybe just do a quick intro of yourself. I don't even know the whole story, but I know that you got your start with Tony Robbins. You've worked with Russell Brunson. Like, give us some of the highlights real quick. So we know who you are, why we should listen to you.

Well, I mean, I know Ryan Lee, so do you need to know anything more? you know, I always like to thank my mom, because I was raised by a very eccentric, dynamic woman, who was way, way, way ahead of her time. she was the first female stockbroker in the state of Idaho. And, yeah, and so she, she always listened to personal, development. So you know how some kids were raised very religiously? Ah, my religion was self help. And so, my, my mom had like, every self help book you can imagine. We had like, the section of Barnes and Noble in our home. And my mom bought and sold real estate also. So she, flipped houses, but she flipped houses that we actually lived in. So I don't know if you were ever the new kid as a teenager. I say that walking on hot coals. Anybody can do that. But if you've been the new kid as a teenager, that's amazing. And you survived. Like, that is like the hardest thing in the world to go through. so we moved a lot, and I was the new kid a lot, and it was hard. And I got bullied and I ate my lunch in the bathroom. And it was one of the hardest times of my life. And so I'm complaining a lot to my mom. And I came home crying, and she got, you know, the crocodile tears and like, no one likes me and what's wrong with me?

And.

And, she brought home, you know, and this really dates me, but she brought home these, these thick VHS tapes. Yes, vhs. Not even dvd. VHS tapes of, this guy with the dollar and he was talking to real estate agents about how to build rapport. And it was Tony. And I never really got into any of my mom's self help because frankly, they were all kind of boring. But Tony was captivating. And I was like, this guy. All I cared about was making friends. I'm like, this guy is going to help me not get bullied and help me make friends. And he taught some basic techniques. I was in the eighth grade. it sounds kind of strange, but I followed everything that he said and I started applying it and it worked and it freaked me out because here I was like this huge nerd. And then now I started applying these tools. He was teaching to real estate agents. It wasn't for nerdy 8th graders, but my mom said, this is going to help you. And so it's like. And I was desperate. And so I was like, oh, my gosh. And then I became the biggest Tony Robbins nerd you could ever imagine. Like, if he had a poster, I would have had it on my wall.

And this was in eighth grade. That's crazy.

I was, yeah, huge nerd. So then I just went down that rabbit hole, graduated high school. Instead of buying me a car, my mom bought me a ticket, went to Tony's seminar. and then I really drink the kool aid.

You opt out of college to travel the world with Tony Bennett

And, decided to opt out of college because I got an opportunity to travel the world with him. It was like, finish college or travel the world with Tony. Which one am I going to do?

how did you land that, interview?

well, I kind of lied.

Wow. Talk about being vulnerable.

I did lie.

Mandy worked on admin for Tony Robbins sales team because I wanted to

So you were talking about, with us getting set up with the audience. they needed someone on his sales team who knew computers to help with admin. And I was like, I know computers.

Really? Oh, my gosh.

I wanted to be in the environment so bad. I'm like, yeah, yeah, I know computers. And they found out pretty quickly that I really didn't know that well of computers. But they loved my passion and dedication. I was the first one there in the morning. I stayed late. I was, well, like, you couldn't. I was like Rudy wanting to play for Notre Dame. Like, you could not get rid of me. Like, once I was in, you were not going to get rid of me. And so. But that's actually how I, you know, where assessments changed my life because I had no idea Ryan, who I was. So I worked on admin for his sales team because I just wanted to be in the environment. And I knew I don't Know if you've ever experienced something that you just knew you had to do it, but it didn't make any sense. Like, it wasn't logical for me to, you know, at 19, 20 years old, work on Tony Robbins sales team. And like, I didn't have a plan, but I just knew I had to do it and I was terrible at it. You know, I always got good grades in high school. I did really well in high school. But when I was on this admin team, it was the first time in my life where I really wondered, am I dumb? Like, am I like, is. Is the elevator not go all the way to the top? Like, because I was making so many mistakes. Like, if you want to see the dark side of salespeople make a mistake on their commission report, it was, it.

Was like just the tedious stuff. Just like back end office work. You were screwing up.

Oh, my gosh.

And how did they not fire you?

Because it was me. Because I was so freaking sweet. And I was. And I was there the first thing, and I take my lunch and I cried. You know, it was like, it was like trying to be mad at a golden retriever. Like, you just like, it was just, you know, and I was just like. But when Tony opened up the coaching department, I was like, oh, I really want to do it. But my self esteem was in the gutter and I didn't know if I could do it. But I shared my desire with one of the other trainers and they were like, do it, Mandy. Go for it. And I found out later it was because they really just wanted me off the team because they're like, we can't fire her, but let's get her to apply and then we don't have to fire her. I'm so glad I didn't know that until later. So what helped me get hired as a coach and what is, you know, this is over 25 years later, that has me still so passionate about assessments, is here I was in this coach training, no self esteem. Because I'm still wondering, am I dumb? what's wrong? Is there something wrong with my brain? Because I even overheard salespeople talking about, like, what is she doing? She can't even get this right. And. But I, I just wanted to be in the environment and I wanted to serve and I wanted to make a difference. And, there was a man that introduced Tony to the disc assessment. I always like to give credit where credit is due. His name was Robert Alderman, and he looked like, like Tommy Lee Jones, you know, and he walked in and he was so serious, and we were all like, quiet children. We were, like, so intimidated by him. And he was just like the most serious man you could imagine. And he shared with us, just a little bit about disc. And we all had our disc results printed out, but we knew nothing. And like, this is back in the day where you, like, literally had them in your hand printed out. And he read everybody's profile in front of everybody and he ripped them to shreds, like. And he was like, this is what I'd be concerned about, you as a coach. This is what you'd be good at. And he was just, like, direct. He had no eye, which I'll get to, like, no, no warmth. And by the time it was my turn, I'm like, I'm shaking. Like, my hands are shaking. I'm so nervous. And I wasn't trying to be funny, but what I ended up doing is I. We had to go up to him and, like, give him the paper is I didn't want to even look at him in the eyes as I went up to him and I, like, bowed and I, like. And then everybody just started laughing because it was, like, so dramatic what I did. and so it kind of broke the ice. And I'll always remember Robert Alderman looked at my disc results and my values, which we can go over yours today. And he hadn't done this to anybody else. So it really made me feel special. You know, here's. Here's 20 year old Mandy Riley with no self esteem, right? And really wanting to, you know, be a Tony Robbins coach. It's like Rudy wanting to play for Notre Dame. And Robert Alderman, like, looked at my results, looked at me, looked at my results, looked at me. And he said, you'd make a good coach.

And I was like, that's crazy. Yeah.

I was like. And then I couldn't help myself. It was like a knee jerk reaction. I was so. I was like, how does he know that? And just because of those stupid bar graphs. How does he know that? And I said, why was I not good in admin? Like, I just had to know. He goes, you an admin? And I'll always remember this, like, serious tall man. He let out like a giggle.

You're sharing that experience. It's very vulnerable. But do this because this can change your life

He was like, you an admin? And it was just like, no way. And then from that moment forth, I was like, okay, I've got to learn about assessments. How does this man, who's never met me know more about me than I know about me?

Yeah.

And that, I became hooked and If I hadn't studied disc so well and geeked out about it so much, I know that I wouldn't have got hired by Tony. And I definitely know that I wouldn't have been able to hold my own at such a young age with very little life experience.

Kidding.

Yeah, it was because I knew disc.

That is so cool, you know, like, you're. You're sharing that experience. I swear, I had the same with you. I was like, oh, no, Mandy, here's my results. Like, don't. Don't say it out loud. You know, like, it's. It's intimidating. And I, wasn't. And I was 44 years old, not 20. Like, it's intimidating sharing your personality with someone. Like, this is raw. Like, this is who you are. And now someone's going to tell you what that means. And then, same thing. I was like, how does Mandy know more about me than I know me? I have a wife and four kids. Shouldn't I know, like, a little bit more about my life at this point?

Right. It's. It's very vulnerable. It's very vulnerable. It is. It's very exposing, and, and that's why it's very courageous and brave to have this conversation. But it's. It's so what's needed, especially in future days, to come. I mean, I believe it's what's needed now, but it's like, it's going to be like, survival in future days to come with AI and. And the way our world's going, we're going to need to know who we are.

I. I want everyone right now. And later on, I'm sure we'll share some links or whatever, but, like, commit right now that you're going to just go through this. These simple assessments. It's. Understand me. I'm telling you guys, when I did this with Mandy, I. I, you know, I honestly was scared because I was like, what. What am I going to learn about myself? And, And. And all. There was a lot of weird emotions that went along with it. But I'm telling you, afterward, I felt freedom, I felt permission. I was like, man, this is amazing that I can be who I am. Just similar to your experience of, like, you don't have to be an all star admin. In fact, why would you. You know, there was a lot of things that I'm. And. And I'm still guilty of that I'm trying to be in my life. That's, like, why. That's. That's not who you are, bro. Like, go Lean into the, to who you really are. And it's like, it's, it's crazy that I'm like middle aged, figuring this out. You know, I'm like, I wish I was younger. But it is what it is. I'm grateful that I get to do it now. So I want to encourage anyone who's listening, watching, whatever, go do this. Like, go spend the time. I can't remember how long it took. I did like all the assessments and I kind of, you know, you have to. Each one takes 20, 30 minutes or whatever. But do this because this, this has the, a ability, to change your life. It, it tells you a lot about yourself, who other people are, how they operate, how, like, if you're, if you ever. Like. There's certain personality types I don't get along with. Now I know why. You know, it's like, well, duh, like, don't say these things to that type of person.

Yes, yes, exactly. We, my favorite thing about this is we don't take things as personal. And there's so much less shame. Like, shame is the number one killer in relationships. Shame is like when I hear about a mother not talking to a daughter or, you know, breakups and friendship breakups, it's shame. And if we understood each other more of where we were coming from, there would be a lot more compassion and a lot less shame. and so yes, it's, it's, that's why I love this conversation. Thank you.

Russell M. Brunson: People misunderstand what introvert and extrovert mean

Well, you know, like, as business owners, most entrepreneurs, in my opinion that I've met, that I've coached, like, we're not naturally good, I would say leaders, like, we're, we have a vision, but that doesn't mean that we're good at getting people to see our vision and embrace it. And so we hire people and we're like, man, they seem like such good people. And then it's like, oh, man, they just suck. Like, they're not doing this. Like, well, you, you have through these assessments the ability to basically like, identify for this role. Who would be a good admin? Don't hire Mandy. She's the nicest person you'll ever meet, but she is not going to be your admin of the year.

No.

Stay away.

Exactly. Exactly. No, I find that it's really interesting is I find that a lot of entrepreneurs and a lot of visionaries, it's not that you're not necessarily a good leader. You're not usually great managers.

And it's a very different personality to Be a manager and someone like, you, like, you're definitely, I mean, you're, you're a James Bond. You're, you're, you're spontaneous. Like, you're the introvert that likes to be spontaneous. Like, and I saw your, your post that I loved about, being willing to do bored things because you, I bet a lot of people don't realize this. If I can tell a little something about you and your personality, it's. What I know about Ryan is like, you are, you have such an interesting combination because you can understand how systems and things work. but you get bored so easily because you like to be spontaneous and you want to get to the point and you, and, and you like getting results. and you can get bored very easily. And, but you're. At the same time, you're very introverted. And so it's like, people think that introverts don't get bored, but you are the most spontaneous introvert personality type, which is like the James Bond, Indiana Jones, you know, it's like Clint Eastwood, like, leave me alone, but I'll kick butt if I have to. And I'm, if it's the same thing all the time, Ryan's gonna get bored.

Absolutely. Well, talk for a second about how, how can I be an introvert when I'm doing a podcast? I'm on social media every single day because I've told a few people, I'm like, yeah, dude, I'm like an introvert. And I knew this about myself, but I hadn't told anyone. And now people like, you're not an introvert. You're, like, leading a community. I'm like, trust me, I'm an introvert. It doesn't matter if the assessment said I was an extrovert. I'm an introvert.

Yes.

How can that be so?

People don't understand what introvert and extrovert mean. Someone started a rumor and got it all. People don't understand. Introvert and extrovert has nothing to do with how we communicate. It's an internal mechanism. Russell M. Brunson is one of the most introverted people I've ever met. I'm very, very introverted. You, introverted? It has to do with how we recharge. It doesn't have to do with how we communicate. Some of the most quiet people I've met, some of the most quiet people are actually extroverted, where they get, where they get energy from being around people, where they actually, like, I have a friend where she loves going out and she loves being out, but she's so quiet. And you would think that she's introverted, but actually, she's extroverted. Introvert. And extrovert is not about how we communicate. It's how we get our energy. You. I. Russell, we get our energy by being alone by or one on one. We don't get our energy by being out, and being amongst people. So it's more about how we recharge, less about how we communicate.

That's so cool. No one has ever said that, ever. Until just now, so. Because people do. Like, if we go to an event, like, I'm there because I'm putting on the event. Like, I do not want to go to dinner after. I do not. And it's like, no offense, you guys, I'm just gonna go sit in my hotel room. Like, I'm totally cool with that. And in fact, that's what I want to do. And I'm like, I'm not trying to be offensive here, but, yeah, I think. I think people do know that about me, so I think they could connect the dots there.

Well, and if I may dive a little deep on that, the mind, body connection, you honoring yourself and doing that is actually saving your health. Because I used to push myself in going out to dinner when I didn't want to, and I've suffered from migraines, and so I've had to learn, oh, it's okay. Because I would make people upset. Like, Mandy, come on. I'm like, okay. Even when I'm like, I don't want to. I'm so tired. I don't want. But I didn't want to upset other people, and I wanted other people to like me. And then when I started setting boundaries, I started feeling better. So you doing that is actually a kindness to yourself, to your family, to your clients. And there's a whole science behind that.

That's wild.

How do we hire managers and our. What can we learn about ourselves as leaders

walk us through. There's no way we're gonna have time for all of them, but maybe some highlights of the different assessments. Feel free to use mine as an example or anything like that. I don't know, like, where. Where should people start? What things should they pay attention to? What can we learn about ourselves and to develop ourselves as leaders? And how do we hire managers and our.

Let's talk about assessing your natural and adapted eye results

Yeah, let's just kind of walk through some of the different assessments.

Do you want me to. Do you want to share your screen, or do you want me just to talk verbally about it?

well, let's just talk about it, because most people are going to listen.

Yeah. Okay.

I can share it if we want. Or you could share yours.

so the first one, when you go to understand me, the disc and the values is. Is the two that I would start with. the disc and the values. And I would pay attention to your natural and your adapted results. So, if I may pick on, you, Ryan. So if you guys, if you go to understand me, forward slash, real Ryan Lee. Not the fake Brian.

The I should have done fake Ryan Lee, but I did real Ryan Lee.

The real Ryan Lee. you'll see how. So you are an IDS and your. So if you look at your eye, what I immediately. What immediately jumped out. And if you remember when we very first talked and this may have changed since you last took it, I told you, I'm like, whoa, you're under a lot of stress because if you look at yours, you're naturally an 86i which, what does that mean? That's like. And I can see your eye because you smile a lot and you like people and I've interacted with you and, you obviously are a high eye. Eyes are driven by the need to be liked. That's why we're so charming and wonderful and funny and gregarious. And, we tend to be chameleons and you. And trusting and positive. But you've adapted near to being a low 21. So whenever I see. Whenever there's more than a 25 point disparity between a natural and an adapted, that signifies stress. And so, you know, I've had people, you know, ask me like, oh my gosh, are you psychic? I'm like, I wish. I think that would be like the coolest thing ever. But no, it's just that I know how to read this. and so usually when someone who is a natural high. I like you who adapts to being a low eye, it's. You're under too much stress where you've had to become too serious. And that happened a lot like during 2020, during COVID where it was like, things just got so serious. And think about it, we had to isolate. We couldn't like even hug each other and talk to each other and play. So that's. That's the first thing, like when I look at yours that jumps out. Do you remember me giving you that feedback?

I do. And even now I'm like, man, this is so crazy because it's the same thing. Like, how are you psychic? Like, do you have cameras in here that I don't know About. And it's. It's so true. Like, I remember even telling Lindsay, you tell my wife. I'm like, I'm like, I'm not, like, as fun anymore. Like, why am I so serious? Like, even my podcast is like, too serious. Like, stop being so serious, bro. Like, just. Just be your normal self. And it was like this internal battle. Like, just relax. Like, what are you trying to do here? So I could. I didn't know it at the time until after you. I see this on the chart and you're telling me. I'm like, oh, my gosh, that's that internal conflict. That's my schizophrenia trying to figure out, like, who am I, you know?

Yeah, well, it's. It's. It's really interesting. In the homework assignment that I give people like you, Ryan, is it's so important that you actually just, like, you block time to do your show and to build your business is you have. You need a block time to check out of your mind and to be able to relax your body. So eyes. Eyes need to laugh and be silly and to do things. So it's like, you need to have that recharge time where you are goofy, Ryan. So it's not something that you're trying to force, but rather something that, like, occurs because you're in the environment where you know, if you are like, I have a client where he knows if, he goes to, play basketball with his friends, and he has, like, really funny friends. And he's like, it's really not basketball. It's really comedy hour. and so it's like, that's his release. and so it's like figuring out what is it going to be for you that gets you out of your head because you have a very intense high D. So you got a 66D. And so that is your driver. And I'm looking at combining that with your number, one value of utility, which is roi, baby, return on investment. So that's where I can tell where that I just went. The reason why I give you this assignment is, like, I would want you to do something with someone that, like, is. Makes you laugh. Something probably physical that gets you out of your head, that forces you to, forget where you don't even have to try. Does that make sense?

Yeah, yeah. Get. Just get in those environments. And I actually remember you telling me you're like, dude, you. You need, like. I don't know if it was this part. I think it was like, you need to go out and get, like, more Friends, You. And I'm like, again, like, are you watching me? Like, what are you doing? Because I'm like, I don't want to. Like, it's just.

Enneagram 7 is the enthusiast. So the S is the steady Eddie

I just want to work. But, yeah, this. This speaks to that. It's like, that's okay. Like, you don't just have to work all the time. You can, like, go get in these environments to get back to your fun self again.

Yeah. If you just had one really good friend, and if I could play matchmaker, I would want you to have matchmaker. I'd want you to have, like, an enneagram 7 as your friend. So the 7 is, like the enthusiast. That's like the Jim Carrey, the Robin Williams. They're like. They're just so fun and crazy. Dave Lindenbaum, who is my partner in crime with, understand me. He's an enneagram7, so something like that. Another.

You hooked me up.

Yeah.

Are you willing to make introductions to other Sevens?

He's in Israel, so it's kind of logistically and geographically challenging.

Somewhere in Utah. If you are an enneagram 7. Yes. We reach out to me. We. I got, a bayou dinner.

There we go. There we go. Well, you know what? He's not an enneagram7, but our other buddy, Ryan Lee. The other Ryan Lee. There you go.

Is he. Is he a seven?

He's not a seven. I don't know what he is. I don't know if he's taken it. He's probably. My guess is you're not supposed to guess. Totally being a rebel, because you're not supposed to tell people what their Enneagram is.

I'm gonna ask him.

I'm not sure.

I'm, gonna probably stalk them a little bit more.

Yeah, let's just stalk them anyways. Just do that anyways. Yeah. No, it. I. And then you're also an S. So you have. You have. Just so everyone knows with the disc, most people are two of the types above the line. So anything above the 50 is high. You were three. You're an ids. And so having. Having the ds combination is the most rare combination. So part of what makes it probably challenging for you is you've got, like, that D that's, like, driven by. It's driven by anger. But anger is not a bad thing. I always say, like, anger is passionate. Right. It's like, let's get results. You know, Russell and I joke that, you know, if someone doesn't have a high D on their team, it's not the Rocket's not going to get going. It's not going to get lifted. And so because you have that high D is why you are a leader, a business owner. It's. It does make it easier. Can you be an entrepreneur and be a low D? Yes. You're just going to have different challenges. but you got your high S, which, by the way, Russell has a. Is. Is a high S too. So he understands. so you have your 56s. It's not really, really high, but it's up there. And.

And what is. Explain what. I guess the different ones are D.C.

So the S is the steady Eddie. So the S's are driven by the need to serve. And this is. This is where you like to have the steadiness, the routine. but it's not. You're not like me. Like, I'm like an 88S. So I'm much higher. I like to do the same things. Like, I wake up each morning the same time I walk my dog Whiskey the same path. Like, if you, like, had a video camera watching my life, you'd be like, wow, she really has a routine, you know? so you have. You like a little bit of that, but it's not as intense as, let's say, Someone that's an 88, but it's there. But you've adapted to being so much lower. And I find that to be common with a lot of entrepreneurs simply because low S's is about speed and entrepreneurship and building a business.

High S's are the reliable ones. Low Cs are the cautious ones

You usually need to have speed, and so that's okay to adapt. But what's going to actually help you is getting other high S's on your team. There's a saying in the disc world. If you want something done, ask an S to do it. The least reliable people. And I'm gonna poke fun. And I love you, Lo S's I do. Because you guys are crazy. You guys are shoot from the hip. You're. You're. You're impulsive. And they're also a lot of fun. Ryan, you and I could use some low S's in our life for fun. But you don't want to hire a lot of them, unless they have a specialty. So high S's are the reliable ones. They're the dependable ones. They're the ones like, you ever meet someone where they're like, I've worked here for 32 years. I never missed a day of work. Guarantee you that's, like, above an 80 high S. Nice.

Okay.

Very, very, very loyal. And then you got the C and this is where I was like, oh, no wonder I sucked at admin. And this is why I would not hire you for admin. is. It's a low C. So the low seas. We are, more rebels. We don't pay as much attention to all the nitty gritty detail. High Cs are all about compliance and cautiousness. They're driven by fear, and so they're cross the T's, dot the I's. These are your people who are like, they're really good for attorneys, doctors, military, police officers, you know, I got. I was in charge one time at Funnel Hacking Live, which was like, I should have told them no, but I was in charge of, like, the VIP section. Like, is like, don't allow anybody in, Mandy, unless they have vip, you know, And a good high C is going to follow that. A low C high. I want everybody to like me. It's terrible for that. Mandy, will you let me in? But I got. I got my. I got my grandma with me. I'm like, yeah, I see. Is going to be like, no, that's not the rule. Right?

That's awesome. Yeah.

So you want. Russell, cracks me up when he says, like, you want high Cs on your team because they. They keep the rules and they keep you out of jail because they make sure that you are compliant.

Well, you know what's so cool is, well, I'm, going to take all these again because I had taken a disc before. I hadn't taken any of the other assessments that you offer, but I had taken disc before, and I think it was something similar. But, it didn't have the, compensating thing or whatever. It didn't have that. The adaptive. It didn't have that. And I want to do it again because I found myself and I just want to share this. That way, if other people are taking it for their first time, it's like, ask you a question, and it's like, man, am I answering this, like, a hundred percent honest? Like, how I would answer this right now, or am I answering it like the version of the person I want to be? I don't know if anyone else has that experience, but I had a lot of questions where I was like, I want to. I answer. I think I answered it by who I wanted to be, not, like, who I was. And I'm like, well, that's weird. Like, why would I do that? And it was because I was, like, not being. I wasn't willing to be honest with myself, you know, What I mean, it's like, because I have this version of myself I want to be, and I don't want to accept who I am. So I'm just going to put like that answer. So it'll be interesting to see as I take these assessments again. now I know what I know, and I'm like completely willing to just like, lay it out there. I think there's going to be some changes. I don't know what that means. But, just answer the question who you are, not who you want to be.

That's really good advice. And, answer with your first gut response, not with your mind, because sometimes when you know too much, you can manipulate the answers. So it's like even just a little bit that I've explained. In fact, people who know less about the assessment tend to do better because they don't know what they don't know.

And so that's how I felt. Like I was trying to manipulate the result. And I'm like, well, then why, why do it?

Like, that's human. That's human. That's okay. Like, that is human. I do have to say, like, even just knowing some of the answers that you got, like, looking at your, looking at your strengths, you know, like I could even hear some of your strengths in your introduction, like, of your podcast, like, when you're talking about. And then you were giving like, advice, about, what was it? Your, Oh, the, To. To being able to call them right away and check on their, services within 24 hours. Because if you don't do that, your competition's going to do that, right?

Your first strength is significance. And this is a very powerful strength

And you have, Your first strength is significance. And this is a very powerful strength. And so every strength has a bright side and a shadow side. We all do. And the shadow actually helps the bright side. We think we gotta just like, shame the shadow. But it's like, it's like the fertilizer that helps the plant grow. We don't need to get rid of it. It's the dirt that helps us. So part of, like, for you, Ryan, you have significance is your number one strength. And I could tell that people who have significance, they want to. They need to make a legacy. It's like not even want to. It's like a need. They need to make a legacy. And they've got to have something. Like, it would share with me if this resonates with you. It would kill your soul if you perceived you doing work that didn't matter. Like, it paid the bills. But if you Perceive that it didn't matter. You would just be like, this is killing myself.

Yeah. like, you're. You're like a magician right now.

It's like, if you have to believe, it's. And it's your perception, right? This is like. This is like Neo in the Matrix. Like, you have to. What matters is your perception. You have to believe that this matters. And then you. What is your magic is you know how to help your, your audience and your clients. You know exactly how to help them stand out. That's what people with significance do, is they stand out, and then they know how to help other people stand out. It's why it's a really, It's a really beautiful and powerful, strength. Especially today in this, like, bloody ocean of social media and so much noise. And how do I get noticed? You're like, I know how. Because that's just who you are. It's natural for you, but it's not natural for.

I get. I seriously get offended when, like, when people join my program and then they don't do these easy things that I know will change their life. I'm like, like, why'd you do this? Like, that. That doesn't have, zero fulfillment. Sure, I made an extra, you know, whatever, dollars, but I don't care about, like, I'm like, this is annoying. Like, yeah, why don't you just do this thing so that I can get my fulfillment?

Yes, yes, yes, exactly. You have. And there will be people. And I already know because I got to meet some of your. Your people. There will be people and students who will do things that will probably be so outside their comfort zone, they'll want to throw. Throw up in a bucket, but they'll want to do it to make you proud because you're so intense. And they're like, I can't not tell Ryan that I didn't do it, because they feel that, like, that significance is like. It's like that hot. It's like that D energy. It's like that anger. It's like that fire. And you also have achiever as your second strength, which is like, you just get things done, and you don't understand people who don't get things done. And so it's like, there's a little. There's a lack of understanding of not, like, like you said, why don't they just do it? But just know, like, that is also why you inspire people to go way, way, way outside their comfort zone. in a way, they would never do it on their Own.

This is so cool. I. I really. I'm.

It unlocks new levels in my, like, my path moving forward

I hope everyone does this so that they can have this experience that I've had that I'm having now. Like, it's just. It's so crazy. Understanding this stuff. It. It unlocks new levels in my, like, my path moving forward to be like, okay, now that. That makes sense. It helps me understand it because I've had other coaches tell me, like, dude, it's not your job to like you. You give them the. All the tools, like, you set them up for success. You can't control whether they do it or not. And I'm like, I hear that, but I can't accept it. I'm like, no, you're.

You're. You're never gonna not care.

I'm like, until I get 100 success rate and 100 retention, like, we are losing. And it's like, okay, that's not. It's not gonna happen, you know?

And it's because that intensity is your gift. Like, you don't ever want to tone down that intensity, but if you. If you understand that that intense, like, it is making a difference. And if you understand that someone. Let's say Bob Jones comes along, and you don't think that you made a difference in Bob Jones's life, but Bob Jones in 2024 came to you, and you perceived that he didn't do anything, but you planted a seed that then does that then maybe sprouts in 2028. Like, for you to. For you to understand that you are actually. Excuse me. Sorry. Whiskey. Good girl. Yes. You protect. Yes. Thank you. Thank you. I had an animal.

She can. Yeah, she can make, an appearance.

She. I had an animal expert say. Say whenever the dog barks, just say thank you versus yell, because they're. They're letting you know I'm protecting you.

Oh, that's so nice.

Isn't that nice? Yeah. Like, thank you. Thank you, honey. Thank you. Good girl. Good girl. And now she's laying down. It worked, right? Yeah. No. And so here's. Here's the magic of you is like your third strength is relator. So then we get into more of the heart. So it's like we got the intensity of the significance and the achiever. But now you can have more of the. The one on, one. And you can have more of those deep conversations. Because didn't you tell me before we came on that, like, you will connect with some of your clients and you'll have more of those personal conversations, and they'll get to Know you more. And there is more of that safety that's established.

Yeah, for sure. Yeah. And by the way, guys, if you're listening, like, I. I hired Mandy to come. We have our. Our top level of landscape lighting secrets called Lighting Legends. And that was so cool. It wasn't, you know, it wasn't like an internal team thing, but I felt like we'd all kind of gotten to know each other. We're trying to be vulnerable. We're trying to get comfortable being uncomfortable. And, they. They got uncomfortable. You know, you were reading everyone's profile in front of everyone.

It was so fun. They were so fun. They were a really, like, after I, like. I actually. I usually don't get fomo, but after I hung up, I was like, I want to be hanging out with them. And then I saw you guys, like, go out and, like, it just looked like they were such a fun group. And, I really appreciated how willing they were to get vulnerable. And it said so much of you as a leader for providing that space of them to be real.

I like to look at values and strengths when assessing your purpose

And the biggest thing that I've got in doing groups like that is I want to touch on, because I know we're coming up on the hour, is the values, is. Because there's a lot going on right now in the world today. And the biggest thing that I'm getting requested on is I want to know my purpose. I want to know my purpose. Why am I here and what am I good at? And so when it comes to, like, your purpose and what you're good at, I like to look at values and strengths. Those are my two favorite assessments for that. because whatever we value, we tend to be good at, because whatever we value, we tend to be obsessed with. And like, with you, you value utility, which is return on investment, which is don't. Don't waste time. Right? And so it's like, if you perceive people who are high utility are very resourceful. And it's so interesting because you also have the Myers Briggs of, one of my favorite TV characters, Jack Bauer, who. It's like, oh, sweet. Does anybody get more resourceful than Jack Bauer or James Bond? I mean, come on. It's like they use all their resources. So it's like you're very, very resourceful. And so that is. Your superpower is being very, very resourceful. And it's so important to understand that not everybody has that superpower and to not expect that everybody has that superpower.

Ryan Brunson says he values utility more than anything else

do you have any questions on values?

No, I've. I want to be Jack Bauer.

You are Jack Bauer.

I was. I was actually disappointed until I, you know, you, like, told me what everything meant. But, like, when I. I got value, it was like, again, like, what's my purpose? And like, our. Our, like, mission is, Or we. I don't know if it's our mission. I can't remember. But it's like, we're all about freedom, impact, legacy. And so I was like, impact. That's the last one on the list. Utility. I don't even know what a utility is. Like, I was. I was really upset. Like, my purpose in life is utility. That's lame. I don't want to share that with anyone. Why can't it be impact?

Oh, my gosh. I'm gonna. I'm going to. I'm gonna do my best to reframe this because it's so important, and I'm going to tell you why. And this is going to be a teensy bit controversial. Just a tiny bit. I'm going to do my best to not get two, but because Russell has utility as his number one. If you look up Russell Brunson's profile, it's utility. If you look up most of the entrepreneurs, it's utility. And utility means resourcefulness. And by the way, there is an I will go to the ring with anyone on this. There's no values that are better or worse than any other. And we need all types of values to make the world go round. And just because you value utility is number one. Does not mean you don't value making an impact. In fact, my number one value. Yes. Is impact. And you might think, oh, Mandy is a saint. No, that does not mean that. Not at all. Russell has given way more money to charity than Mandy Keane has. He's number one utility. It's like, the reason why we tend to shame it or judge it is one word. Hollywood. Hollywood has made all the villains rich. So they have made the villains and the rich people the bad guys. And so it's this. Strong hypnosis that it's bad. And so it's not a bad thing. In fact, I've struggled, and I like to be open about this. Like people who are high impact, like myself. And like a lot of coaches, we struggle with boundaries and we struggle with other issues. Like, we might. We might. Yes, we want to make an impact, but I find that it's the utility people who write more checks to charity than anybody else. So if, like, we were all transparent and if there was just full transparency and we got to see all the utility people and how much they've given money to, to charities and how many kids got saved from sex slavery and all of that, we would have to pay respect to all the people who had utility and the legit impact that we could like argue in a court of law made. And so that it's like we gotta be really careful about our judgments. Right. And so, and people with utility, it's usually just how your brain is wired and how. And how you work. And I have to say I'm so grateful. Like, I wouldn't be able to do what I do without Russell. I wouldn't. Because I'm not, I'm not wired like him. I'm not wired like you. And you do value freedom. It's very, very high. And you do value leadership. And this is where you're like a dad like Ryan. You're like, you're like, you know, with, with your personality and like you being an isep, it's like, it's like, it's like imagine if James Bond slash Jack Bauer owned a business, was a dad. Like, you know, I, I just want everybody to know who works with you. Like, like don't take Ryan's intensity personally. It's just like if, if you, if you get Ryan's intensity, it's because he loves you so much and he cares about you and you just really want to have everyone succeed. And you really own that probably to a degree that you, it probably keeps you up at night sometimes.

People who are low on knowledge tend to be more perfectionist

This is so good.

So you do make an impact. You do value that. I've had people where knowledge is really low and they read all the time and they're like, what? Why is knowledge low?

And so it's like, oh yeah, I thought that too. My knowledge was 27. I'm like, what?

So you know what that means?

Not smart?

No, it has nothing to do with that. It means you're less about, perfectionism and you know that mistakes are okay.

So like, this is so good. You know, people who are low on. Because you're so low on knowledge, you actually get, you're actually more like, Have you seen Dead Poet Society A long time ago?

Yes.

It's like one of my favorite movies. So it's like you're like, you're like, you're like Robin Williams character Mr. Keating in that. You're more rebellious about helping people find the answers within versus, you know, we're going to learn poetry from the scale in this. You know, you know that mistakes are okay and that Life is going to be messy. Whereas people who are really high knowledge, they tend to just be more perfectionist. Again, that goes with the C. Like if you were a really high C, you'd probably also be high knowledge. Like those kind of match. Does that make sense?

So good. I love this stuff.

Right? That's fun.

Understanding yourself is how you build a business, Ryan says

Okay, so I, real quick, will you just share if people want to do their own assessment, if they want to hire you to help with their teams? Because I'm telling you guys, this is, this is a lot about understanding yourself. I like, I like starting with yourself. But then how do you expl. How do you use this now to build relationships with your family? Whether it's your spouse, your parents, your kids, your team members. I mean, this is how you build a business. It literally is right here. If you're struggling, hiring people and retaining them, like starting. This is the core, you guys. how do they just go to understand me? How do they. How do they stay connected with you?

Yes, just go to understand me. I'm really excited. We're doing, every Tuesday at 1:00pm Eastern, 11, a.m. meridian, Idaho time, Mountain time. we do a free live, we call it the strengths and Shadow showdown with Dave and I.

Okay.

we do, live profile readings and so just join Understand Me, put your profile together, hop on our Tuesday live and I would love to meet you and look over your profile.

Where is the Tuesday live? Is that on Facebook?

It's on Zoom.

Okay.

you get emailed a link. You just join the email list.

Okay. You'll get on the email list once you create your profile.

Yeah.

Okay. Well, that's awesome, guys. Go on there. Go do them all. I've got, I've got all of us. The disc, the values, the personalities, the enneagram, which we didn't talk about today. Yeah, I'm looking for a 7. If you're near Lehigh, Utah and you're. We should talk matchmaker.

Matchmaker.

Yeah. love language. Didn't even get to that. gotta do that.

Next time we gotta do a part two maybe.

Huh?

Huh?

Yeah, I'm totally down. I could do this once a month. Mandy, this is like, this is so.

I'd love to. I'd love to. You're so fun to talk to.

This is good. I mean, literally, this is life changing stuff for me. Not just saying that lightly. I've, I've experienced so much of my life and this is like, what I need right now is to understand myself so that I can get to that next level that I'm always chasing so that I can serve others, at a better level so I can get that conversion rate and the retention rate and help people even more. It's just. It feels good to know that, like, just to know who I am. So, thank you so much, Mandy. I appreciate you helping me unlock this stuff.

It's an honor. Thanks for having me. I had a blast, Ryan.

Me too. All right, guys, seriously, go right now, understand me, and, let. And then report back. If you guys want to share your profiles, on in the Facebook groups or anything like that, feel free. And, email me supportionlycoaching. com let's connect. Let's make sure we're helping each other level up. Thanks, Mandy.

Thanks, Ryan. Bye, everyone.

All right, guys, have an awesome week. Thank you to Emory Allen for helping us put on the show every single week. See you guys.