FEBRUARY, 2024 | ISSUE NO.

001

sales & how the optimizing your betting on

game changes sales tech myself
Keys to navigating the shifting Tech & automations expert How Bijal Patel went from
landscape of modern sales, while Edward Stranks breaks down how “unemployable” to building a
still maintaining moral authority to get the most out of your CRM branding business HER way
 table
6

SALES & HOW THE GAME

IS CHANGING
OF CONTENTS
Taylor Welch delivers powerful notes
on the new landscape of Sales, and
how you can stay at the forefront

4 DEATH BY DATA
Information overwhelm is a real threat to the
16 modern entrepreneur. So, how do we cut past the
“noise” and focus only on what matters? Our editor,
Mike Walker, tackles that and more!

OPTIMIZING SALES TECH

Tech and automations specialist
12 YOU VS. YOU
If you’ve ever struggled with separating your iden-
Edward Stranks gives you tips on tity from your ability to “produce” as an entrepre-
maximizing your CRM neur, these thoughts on creative energy plucked
from Rick Rubin’s excellent book, “The Creative
Act,” will help you get out of your own way.
18

THE CONSULTING DIGEST

Editor-in-Chief: Mike Walker

Regular Contributors:
Taylor Welch Lauren Medley
Gabrielle Borman Payton Welch
BETTING ON MYSELF Dane Mohrmann Alex Herndon
Branding expert and CEO of Mike Walker
LAUNCH, Bijal Patel, brings her Dean Kozora
unique energy and trademark
candor to this exclusive interview Design: Dane Mohrmann
all about perception, brand-build-
ing, and seizing every “creative Editors: Mike Walker, Gabrielle Borman, Dane Mohrmann
opportunity” that comes.

2 THE WEALTHY CONSULTANT DIGEST

 DIGEST

WHO WE ARE
“The Wealthy Consultant” is a training & education platform that can help you organize & monetize your skillset,
information, and experience. Our mission is to make the world smarter by mobilizing and empowering your ex-
pertise, and helping you share it with the world. We do this through a 5 level “model” of interaction.

1
LEVEL 1 - PRODUCTS
World-class research, training and education products + events to help you build a bigger,
better business.

2 LEVEL 2 - CERTIFICATION
Full stack certification curriculum + community to start or grow a resilient consulting / training
company using our proprietary tools & frameworks (offer mastery, revolving pricing, DFY
lead generation, etc). You will finish fully certified in our methods for consulting & coaching.

3 LEVEL 3 - CONSULTING
Access our state of the art consulting products (including all events, all models, all frameworks
& techniques) designed to help build 7 & multi-7 figure income from your consulting / training
firm. Our portfolio of service agencies perform DFY work to “clone” our consulting model
& setup into your business.

4 LEVEL 4 - LICENSING
License and deploy our proprietary intellectual property in your business. Our licensing
bundles are customized to you and your total addressable market, and our license agreements
give you access to deploy our training into your team & client experience.

5
LEVEL 5 - EQUITY POOL
Join our portfolio of education & service brands to scale using our teams, our reputation &
our financial infrastructure.

To learn more about any of these please visit wealthyconsultant.com/learn and schedule a call with an advisor.

THE WEALTHY CONSULTANT DIGEST 3

 DIGEST

DEATH BY DATA
EDITOR’S LETTER FROM MIKE WALKER

EDITOR
Mike Waker

The most amazing thing in the world is - is that we

even exist at all.

Consider the physics required. Think about the

countless trillions of variables that all had to happen
in perfect unison and sequence over millennia to pro-
duce this current recipe of reality. It’s truly wild that
you and I are here…

We find ourselves in the absolute best time in all of human history to be alive, right now,
building businesses as modern day entrepreneurs. There truly never has been more access
to the tools, information, and other people required to successfully monetize one’s ideas.

It wasn’t all that long ago that the sharing of ideas was limited to ink on paper and multi-
day horseback rides across the country. Back in 1860 a new technology called the Pony
Express was introduced providing a faster mail service option that covered nearly 2,000
miles from Missouri to California. Its relay system of horses and riders cut the delivery
time of mail and news from 24 days to just 10 days. A truly life altering upgrade!

Fast forward and compare that to our current ability of being able to stream 4k quality
video, in real-time to nearly any corner of the globe from a handheld device and it’s easy
to see that we’re living in a period of exponential advancement.

So much so, that in an ironic twist of fate - it is no longer access to information that we
lack, but rather - context. Specifically what to do with all the myriad of metrics that flood
our screens and minds on a daily basis.

“More” is not always better. In steady cadence - waves of information are helpful and

4 THE WEALTHY CONSULTANT DIGEST

push progress, but in great volume - in- everything if it all matters?!” collectively see where each department
formation can overwhelm and take with is at and how the company is doing
it all positive benefits, scattering our The short answer is - you don’t have to. holistically.
attention like the wreckage left behind Just because it matters, doesn’t mean
by tsunamis. Truth be told… you should try to process and control Notice the simplicity. (Never
it all. Just because it all matters - doesnt
by default suggest that it’s controllable
confuse volume for value)
Death by data is a real
anyway, you wouldn’t be able to even
threat for the modern if you tried. The proverbial “Butterfly
By distilling our inputs down to only a
business owner. handful of high leverage lead indicators
Effect’’ is always at play.
- our team can quickly and accurately
An important concept to embrace, not identify what areas of the business
The key to surviving information over-
just internally for our own sakes - but require our prioritized attention. No
load as a business owner is to narrow
also when communicating with our information overload or analysis paral-
your focus towards the measurable and
market- who is also battling the influx ysis - just clear actionable data-based
controllable Key Performance Indica-
of information, maxing their bandwidth decision making.
tors (KPIs) that you can clearly associate
(literally and figuratively). as lead indicators. A leading indicator
So how does one reap the competitive Inside CHAMBER®, our top tier of
is a predictive measurement, for exam-
advantages of data without getting consultancy - we provide our clients
ple; the percentage of people wearing
mired in the weeds of minutiae? with the exact same tools we use here, in-
hard hats on a building site is a leading
house at TWC to operate our business.
safety indicator. A lagging indicator is an
When it comes to building a successful Downloadable tools, templates, and
output measurement, for example; the
business, there is no shortage of metrics frameworks that allow them to simplify
number of accidents on a building site
and data points to consider. From the and optimize their data.
is a lagging safety indicator.
macro economics that impact us all
within a globally networked financial When ready, join us at one of our up-
Each department in your business
market - down to the nuanced intricacies coming events and we’ll show you how
should generally have anywhere from
of our individual audiences and product to install these for your own business so
2-5 lead indicators that when monitored
niches… you can navigate the seas of data using
regularly will provide you with a high
the compass of focus.
level understanding as to the health
Everything matters, status - and trajectory - of that particular
PS: Learn more about our 2024 event
because everything is area in your business within a set period
schedule here!
of time.
connected. WealthyConsultant.com/events
Our team here at TWC reviews this
At first glance that understandably may weekly during our Executive Calls and
be overwhelming to consider - “Mike, assign a simple “red, yellow, green” tog-
how the hell am I going to deal with gle for each KPI so at a glance we can

THE WEALTHY CONSULTANT DIGEST 5

 DIGEST

SALES & HOW THE

GAME CHANGES

BY TAYLOR WELCH
Chief Executive Officer
The Wealthy Consultant

L
et’s talk about sales.

But first — some updates.

Our first event in the

books… was a winner
winner chicken dinner. Next event is
sold out — a ski / snowboard trip to the
mountains where we’ll be mixing work
with play… if you’d like to get to the next
event, it’s in April and I’ll share more
details with you later.

2024 is officially “underway” and here’s into a bit of momentum (momentum thing that, if it did not happen, the orga-
what I can tell you: If I posted all of our always looks like chaos) after Summer… nization of the future would not exist.
client wins here, you’d drown in wins whatever you need to do to prepare They are updates, changes, initiatives
— page after page after page of experts now (fixing offers, learning how to lead for companies…
& leaders in their fields, growing and team, getting into paid, etc) do it.
helping people. Amazon without AWS (Amazon Web
An update on events. Services), or without the Kindle.
Prepare for some turbulence heading
into the summer months but be ready Every organization goes through Apple without the iPhone.
to GROW through the Fall / Winter “linchpin” changes as it grows and
season… the world will begin to tilt back develops. A “linchpin” change is some- John Maxwell without 21 Irrefutable

6 THE WEALTHY CONSULTANT DIGEST

Laws of Leadership or Alex Hormozi & application-based business con-
without his first blockbuster 100M cepts, and spending time with qual-
Offers. ity people who are building LONG
TERM relationships.
These changes are to be stewarded,
sought after, and cherished. (And margs, we always have margs at
events cause life is better with some
The Wealthy Consultant is experienc- tequila)
ing a linchpin update right now. Let me
tell you about it. data. We track everything, both internal So in 2024, 2025, and 2026, and likely
and external. beyond — we will be doing a LOT more
It’s important first to note that growth events.
is created from the MARKET. You don’t Anonymous surveys post-events…
“force” growth from the business “top Chamber clients already know this
to bottom.” I cannot make something QBRs (quarterly business reviews) for (they’re RSVPing out into the Spring
get bigger, not sustainably. No amount clientele & partners. of 2025 already).
of advertising or firepower will prop up
a business if the market thinks it should Attendance percentages (we know In the next 12 months we’ll be in:
not exist. projected attendance by month, season,
quarter, and topic). • Colorado to ski & talk people/profit/
No. ops (this month)
Questions logged, support tickets, time
Trying to make something “bigger” is a to support tickets, NPS & client-effort • Barcelona to talk customer acquisi-
fools errand. And making it get bigger scorecards, etc. tion & advertising (June)
faster can be even worse. Speed ampli-
fies mistakes. Picture a vehicle “tapping” (P.S. Shameless plug you might have • San Diego to talk branding, brand
into a concrete wall — no problem; already seen this but, our new book health & long term attention (Sep-
racing into it at 80 mph is going to leave “Excellent Experience” teaches a lot of tember)
a mark. these metrics — it’s available on Amazon
if you want to do a quick search) • London to talk selling from stage
I frequently ask the question, of myself & speaking/presenting (December)
and of our team leadership, “how can we Here’s what all this data is telling us:
slow it down?” In addition, we will have regular work-
DO MORE EVENTS. shops in our Nashville headquarters (the
Why? next one you should consider coming to
At first, I ignored it. Argued with it, even. is in April where we’re breaking down
Because quality comes from diligent, in- Our curriculum is world class. Our plat- sales strategy, sales teams, and sales op-
depth thinking and that level of thinking forms (which host community, curricu- erations — there are a few major shifts
requires time. The first time I showed lum coaching/consulting experiences & we’ve made for compliance reasons that
up to a BJJ class (Brazilian Jiu Jitzu), ongoing support) are unmatched. you must make in your own business or
my instructor put me on the ground in bear the burden of the consequences).
about 3 seconds and I asked if he could I wanted to double down on those
do it again, but slower. things… people rave about them — cli- In May, a book writing workshop —
ents love the community & the energy come for 2 days, leave with a book man-
It’s impossible to learn at high I speeds of how we build businesses. uscript ready to publish to grow your
— you train at high speeds; you learn business. We’re also adding a few events
by going slow. As we’ve grown, we’ve But what they love the most? for LaunchKit, just to deliver even more
taken appropriate time to assess the Getting in rooms, learning advanced value to our clients.

THE WEALTHY CONSULTANT DIGEST 7

 --- EVENTS ---

If you’ve never been to one of our events, over 12,000 customers. Customers until we actually pause, recognize them,
I can’t really describe how much fun are better than leads, for a multitude acknowledge them, and learn them.
they are — or how GOOD they are of reasons… this is a 2-day event with
when stacked against how most people meals covered. Location: Barcelona, The more you love it, the better you’ll
are doing them. That is not a dig at Spain. be at it
anyone, it is a testament to our team…
You can inquire about both of these It’s impossible to be bad at something
If at all possible, do your darned best to using wealthyconsultant.com/events you love — and almost impossible to be
get “in the room” at least once, maybe good at something you hate. Plan your
twice… maybe 3 or 4 times this year. NOTE: and this is an important one — life accordingly.
if you come to the April event or the
So here are the details for April, and June event, please let your rep know When markets speed up, fractionaliza-
June — our next two events that we’re (whoever you speak to in order to get tion wins; when they slow down, central-
opening to the public (March & May are information about the workshop) that ization wins
both client-only). you are a Digest / Memo subscriber. We
apply healthy discounts to customers. We have a dense collection of training
• April: Sales Strategy, Sales Teams & on TEAM and organizational structure.
Sales Operations. We will be outlining Winning In Chaotic Times This is because “The Wealthy Consul-
hiring, training, culture, compensa- tant” is not the guru-Taylor show. Our
tion, and compliance processes to Here are some concepts to ensure you faculty & leadership team is exceptional,
build a world class sales team for your actually win 2024 — rather than trying, with over 100 years of experience across
business. It’s a full 1.5 days of training… failing, and attempting to justify… all leadership staff. To enjoy speed
you’ll get meals covered by us and are without compromising quality, invest
welcome to come to our client-mixer What you are afraid of is not something in team.
the night before the meet us and meet to avoid, it’s something to reconcile and
some rockstar entrepreneurs. Loca- “let go” of Better offers, not “more” offers
tion: Nashville, TN.
Emotions carry signals that demand an As we tip into a faster environment, the
• June: Customer Acquisition & audience. When you are feeling afraid, firms with the most appropriate offerings
Attention. We will buy 30,000+ cus- usually there is something to listen to — (that match their market demographic
tomers this year. Last year, our first but most times it is not from the current and psychographic) are going to scoop
“full year” in business, we purchased moment. Humans carry lessons with us up the wins. We have a training on offers

8 THE WEALTHY CONSULTANT DIGEST

that you should watch — if you hop that we are not trying to get the prospect searching for other people who will
into the private Digest community (free to do anything that is not good for them. hold them accountable to their highest
for you as a subscriber) you can search We cannot manipulate this. It must be a & best versions.
“Offers” and the video should pop up. hard and fast RULE.
In April we will be going a lot deeper
If you’re not in the community, it’s Rule #2: what’s best for the prospect on this. We will not only be covering
hosted on Circle and you can get a link will usually be OUTSIDE of their com- scripting, objections, and other nuances
by emailing our team at fort zone. to becoming more effective at sales- we’ll
support@wealthyconsultant.com! also be diving into team structure &
This is usually the case. Why? Because management.
if it was inside their comfort zone, they
The Art of Sales & How the would’ve already done it. Loss aversion The Pocket
Game Changes is real; and this loss aversion can keep us
stuck inside our comfort zones for far What is required for someone to buy
Years ago I created a sales training called too long. When I hired my first coach, from you?
reflex. It was perhaps the first sales bought my first car, moved for the first
curriculum that taught the psychology time to a new city, etc — it was scary. A vision of their future that is bigger
behind leadership in sales. Reflex was Moving outside your comfort zone is than their current situation
not a simple “say this, then say that” scary. A “gap” or a chasm that is more expen-
training — it was a deep look into the sive to cross alone than with help
MIND of the greatest sales professionals Rule #3: the prospect will fight to stay Trust that you know how to get them
who ever lived. inside their comfort zone. through that chasm

A few months ago I was at an event with Because of this, we have an issue. This And as a bonus: they must believe that
my friend Dan Martell — author of the is why sales can be tough; and it’s why now is the proper time for them to
excellent and #1 best selling book “Buy people shy away from it. But we are finally jump the chasm. If your market
Back Your Time” — and his audience not going to become adversarial, not is experiencing problems, pain, or obsta-
asked him for his favorite sales training. at all. We are going to lead. Leadership cles that are time sensitive, then this is
is not about being popular, it’s about easy. Because every delay makes it more
He said “Reflex,” but laughed and said improving the lives of the people who expensive for them to get the outcome
they’d have to try and get me to sell it follow you. they want to have.
to them. That’s because it’s not for sale
anymore — and hasn’t been for some Social media has created a weird situa- If it is not time sensitive, you must have
time. We offer it to private clients now. tion. It’s created a competition of sorts, the ability to communicate in such a way
But I want to outline some training everyone wants to be the most popular. that helps them commit to their own
for you now that will help you become But the key to mastering sales is learning timelines. As a bonus for sales event
more effective at enrollment, sales & this simple truth: influencing people is attendees, we are sending Reflex (the old
persuasion. about making their lives better. Your and new curriculum) to ticket holders.
popularity only serves one purpose and
The two main parts of Reflex are the that’s to bring value to society. You can apply by going here, selecting
“pocket” and the “3 rules of sales.” Let’s April and filling out the form:
cover them now. First, the 3 rules. When you get these rules intertwined WealthyConsultant.com/Events
with your psychology, you begin to
Rule #1: your only job is to help the pros- approach sales differently. You start
pect make the best decision for them. realizing that uncomfortable situations
(whether it’s on a sales call, during a
Not for you, not for your business; for conversation with a friend, whatever)
them and their business. This means are not to be run from. People are

THE WEALTHY CONSULTANT DIGEST 9

 YOU vs. YOU
THOUGHTS ON “THE CREATIVE ACT,” AND SEPARATING

YOUR IDENTITY FROM YOUR ABILITY TO PRODUCE

BY DANE MOHRMANN
Marketing Director
The Wealthy Consultant

10 THE WEALTHY CONSULTANT DIGEST

 DIGEST

YOU vs. YOU

LESSONS FOR ENTREPRENEURS FROM RICK RUBIN

E
arlier this year, I was having thoughts that really impacted me, and
a bit of an identity crisis. began to help me reshape the anxiety
Specifically, I struggled and sensitivity I had toward my results
with divorcing my value as into an appreciation for getting to play
a person from the results I the game.
was able to produce as a marketer.
So, with that in mind, here are some
Maybe you can relate. valuable lessons from “The Creative
Act,” along with some quick observa-
Seeing as how a majority of coaches, tions about how these lessons took root
consultants, and entrepreneurs consider in my mind. My hope is that you’ll feel
themselves high performers, the odds inspired, uplifted, and challenged. Oh,
are that you absolutely can. and make sure you pick up this book at
some point.
I, rather generally, consider myself a
“creative person.” As a marketer, I often LESSON ONE:
find my days filled with writing copy,
designing graphics, building systems, “Self-doubt lives in all of us. And
and coming up with strategies for ev- During this period, I was chatting with while we may wish it gone, it is
erything from ads, to content, to email a friend and fellow marketer about this there to serve us.”
(to name just a few things). When those very topic, and he recommended a book
things work, I feel happy, fulfilled, and to me that helped him weather the same Self-doubt is a powerful (and, to some
motivated. When they don’t - well, I storm himself. It was “The Creative Act,” extent, necessary) tool for creative
feel like a fraud. by Rick Rubin. (Thanks, Blake, if you’re people.
reading this.)
It got so bad at one point, that my de- In the book, Rubin talks about how
meanor throughout the day would often When we started outlining the content some of the most lauded and respected
go hand-in-hand with the performance for this issue of The Wealthy Consul- performers of all time are also the least
of our ads, funnels, and email promos. tant Digest, and we knew we wanted self-assured in the quality of their abil-
to include a book review, I volunteered ities. For some of them, it is precisely
Which means, I was a roller coaster of a - just so that I could have an excuse to their ability to grapple with their self-
person to be around. talk about this book and compile some doubt that ends up producing their most

THE WEALTHY CONSULTANT DIGEST 11

 amazing and enduring works. doubt in the creative process. The first ous, level when it comes to distractions
is doubt in your ability to accomplish from within your industry. And that’s
For these folks, their output is an indi- what you’re trying to accomplish - COMPARISON.
cator of how long they are able to “go TRUE self-doubt (“There’s no way I
to war” against their demons. And, in can possibly do this”). The second is It’s sort of an “open secret” at this point
a few cases, this is why some truly re- doubting the quality of your work (“I that every business owner and guru on
markable talents only ever manage to can do it, but I don’t think it will be the internet loves to misrepresent their
put out a couple of “hits” to the public any good”). success (a.k.a. - lying). Looking at their
in their entire careers - because those social media profiles, it’s easy to begin to
were the only two times they were able Rubin makes the observation that the believe that every campaign they launch
to withstand the internal pressure long first form of doubt is far more danger- succeeds, every product they publish is
enough to actually produce anything ous than the second, as having doubt in an absolute banger, every month is up
they were comfortable with releasing. your ability to accomplish something and to the right… they never lose, never
AT ALL can paralyze you from taking recede, never falter…
The trick, Rubin posits, is in directing any action, robbing the world of what
those doubts in a healthy way, and ac- you are actually capable of. The second And, once you begin to believe that,
cepting that what you have to give the can hinder you, but can also push you it’s easy to begin looking at your own
world is truly unique to you. No one to innovate and find new ways of doing journey, and wondering why you don’t
else can be you or do what you were things that no one has ever thought seem to be experiencing the same level
put on this earth to do in the exact way before. of success.
that you can. This quote sums it up best:
In short, if you’re going to doubt, doubt When this happens, it’s a clear indicator
“The making of art is not a competitive the quality of your work but NOT your that you’re spending too much time
act. Our work is representative of the self. ability to do it. paying attention to the wrong inputs.
You would be amiss to say, ‘I’m not up to
the challenge.’ Yes, you may need to deepen LESSON TWO: Rubin refers to these distracting inputs
your craft to fully realize your vision. If as “outside voices,” and states that the
you’re not up to it, no one else can do it. “The key to navigating this best way to protect the purity of what
Only you can. You’re the only one with phase of an artistic journey is you’re trying to accomplish is by tuning
your voice.” learning to tune OUT.” them OUT. For you, this might mean
muting or unfollowing inputs from
One of the most illuminating sections It can’t be overstated how critical it is inside your own industry and looking
of the book for me, came when he to guard your inputs. for inspiration elsewhere that can help
broke down the two different types of reinvigorate your excitement for what
The world of coaching and consult- you do.
ing (especially) is rife with what I call
“copycat-ism.” Hormozi starts doing a Maybe this means that you spend more
particular thing in his Instagram reels. time around people with bigger visions
that your own, and allowing their ener-
Every other marketer in the space sees gy to lift your own.
it, doesn’t even pause for two seconds
to wonder why, and starts doing it in Whatever you do, remind yourself of
their reels. Within a couple of weeks, the love you had for the work at the very
90% of the space is doing it. And the start. That initial spark of excitement.
cycle goes on and on and on.
Hold onto it, and push away the inputs
But, let’s go a step beyond that for a that try to make you feel small, belittled
second. There’s another, more danger- or confused.

12 THE WEALTHY CONSULTANT DIGEST

 “THE KEY
TO NAVIGATING
THIS PHASE OF
AN ARTISTIC
JOURNEY...

... IS LEARNING
TO TUNE OUT.”

LESSON THREE: don’t get the applause, or we don’t hit was I still pleased with the effort I put
the target). forward? If I didn’t receive recognition
“It isn’t popularity, money, or for the quality of my work, was I still
critical esteem. Success occurs in “Most aspects of popularity are not as adver- proud of it?
the privacy of the soul. Success tised. And the artist is often just as empty as
has nothing to do with variables they were before, probably more so.” Did I magically “snap out of” my funk
outside of yourself.” overnight? Certainly not. But I did start
Man, does that ring true. I started this to slowly, gradually shift away from the
Oh boy. This is where the sh*t gets real article by referencing a period of time things that were making me feel “less
(at least for me). where I felt like my brain was on a roller than,” and toward the things that made
coaster that went up or down as my re- me feel empowered and unstoppable.
To some degree we all crave validation. sults did. Reading this part of the book
We feel that we need certain external felt like a splash of cold water on my face. If you’re needing to make a similar shift,
things to happen in order for us to “feel” I highly recommend you pick up Rick
successful. I felt as though my identity as a person, Rubin’s book. Even though he wrote it
my value and worth as a human being, with creative artists, musicians, and the
Our measuring stick of success is often needed to be VALIDATED by the things like in mind, the principles of protecting
a scoreboard and a pat on the back… the I was able to do. If not, what good was I? your creativity and putting forward
dopamine hit of achieving a short term work that you are passionate about and
target, or the acceptance and recognition My measurements of success were all INTERNALLY proud of will resonate
of others. external, and not internal. I began to with any entrepreneur on the planet.
make a massive shift in how I defined
But Rubin points out that such things what “success” was for me.
are HOLLOW, and often contribute to
future feelings of inadequacy (when we If I didn’t hit this target or that target,

THE WEALTHY CONSULTANT DIGEST 13

 DIGEST

GETTING THE MOST

OUT OF YOUR SALES SYSTEMS
Common Mistakes Entrepreneurs Make With Their CRMs - And How You Can Avoid Them

BY EDWARD STRANKS
Chief Executive Officer
The Moderate Genius

W
hat is it that most good way to get this). What’s more im- and then blame the platform itself… and
businesses want? portant than just “more sales” is actually ultimately use a broken system, or just
attribution on what is bringing the sales; drop it entirely.
If I had to take a what is working and what’s not. That
wild guess, I assume is what will truly give a business more It’s kind of like a kid getting a new fancy
you would say “MORE SALES”. predictability and certainty. video game. They get excited but soon
become overwhelmed because they
That’s often the initial response I hear, As Taylor Welch says: “Winning and don’t know how to play it properly.
but what most are actually wanting is not knowing why is just as dangerous as
more predictability, stability, and cer- losing and not knowing why.” They start mashing a bunch of buttons
tainty (and more sales just seems like a without knowing why, they lose on level
This is where your CRM (Customer 1 or 2, and just give up (or play without
Relationship Management software) knowing how to master it).
should come into the picture. Your CRM
should give you more data (attribution), I’m going to fix that for you today,
more clarity, and more consistency in because your CRM should be (if imple-
processes, all of which produce more mented properly) a place you go to get
certainty for your business. more clarity and more certainty.

Unfortunately, the opposite is normally Not where you go to get frustrated and
true. Many business owners find their confused.
CRM confusing, too complex, and hard
to understand. I’ve dedicated the last four years to
building sales systems and CRMs for
They misuse it, mess around with it, clients (HubSpot is our fav, but we’ve

14 THE WEALTHY CONSULTANT DIGEST

 LEADS
FALLING
THROUGH THE
CRACKS IS A
SYMPTOM OF POOR
PROCESSES

worked with just about everything). without it, all systems get messy and
bloated, and then they begin to feel hard
Here are some of the most common to use (and feeling hard to use is the point
obstacles our prospects are typically when it stops getting used) Contacts are an individual person
facing with their CRM when they call
us in to help: Poor processes Deals are an opportunity to convert a
Contact into a Customer and collect money
Team uses it haphazardly The CRM is only a system that works on
top of existing processes in your business. Pipelines are the stages a Deal moves
This happens when the team is not It’s not a magic bullet and it will not fix a through on the Contact’s journey to becom-
following the processes, or only part of poorly run business or sub-par processes. ing a Customer
the team is. This leads to incorrect, and
therefore unusable, data, and a general “Leads are falling through the cracks” is Pretty simple, yeah? Let’s dive into the
messiness and confusion. a symptom of poor processes. actual thinking lessons.

“Too complicated” I am going to teach some ways of thinking Here’s how our team thinks before we
that we use when building out a sales press any buttons.
The process of using the system is not CRM for our clients, so that you can
clear. We see this all the time — a sales avoid the mistakes above. 1) Clarity
person will go rogue and not update the
CRM at all because they were not clear (Sorry, not giving you the tactics. Tactics We always start at the very end. I care
on how the CRM would benefit them, are useless without informed thinking.) about the feeling a client wants to have
and just “feels too complicated”. when the CRM is set up properly, when
At a very basic level, whether you use the team is using it well to their advan-
Does “stuff”, but not what HubSpot, GHL, Pipedrive, Close, what- tage, when the data is accurate, and busi-
you actually needed ever it is you use… all sales CRMs share ness is running ideally. How do they feel?
some very basic features. Here’s a su- That’s the starting place we want to build
“What problem are we solving?” This per-quick review (because so many peo- backwards from, but you have to know
question is absolutely foundational — ple get this wrong). the end goal in order to reverse engineer

THE WEALTHY CONSULTANT DIGEST 15

 that. It does not matter how good a
solution is if people do not feel clear
and confident while using it. Nearly
everyone (excluding Ops and Finance)
is looking for every reason to not fol-
low a process. Make sure the process,
and more importantly the benefits of
following that process, are clear to the
members of your team.

(A trick we regularly employ is to make

sure the different teams/departments
feel like they are involved and able to
contribute to the setup of the process-
es, as this increases their buy-in and jectives, as well as an overall dashboard tem. This isn’t easy at all. It takes skill
adoption.) for the leadership and forethought.

I also try to stay away from specifics CEO wants to be able to log in each How does each team or team member
at this point. The specifics will change day, look at one report that tells them need to use it to create more leverage?
over time, but the vision and desired where things are at, then log out and
feeling does not change in the same way go do what they need to do for the day. How can we simplify their role as much
or with the same frequency. If you’re the one in charge of manag- as possible?
ing the CRM, it’s your job to be able
Here’s what that looks like, as an to take these loose and random ideas What is currently taking them the most
example: listed above and work backwards to time (or is super repetitive) that we can
turn those into actual detailed, imple- take off their plate and let the system do
All the leads that we get are stored ment-able, technical solutions based on the work rather than a human needing
in the CRM, and their full journey is the specific needs of each team. to do it?
tracked so we have attribution
2) Simplicity: How do we do this in such a way that we
The SDR’s know who to call/sms, and have all the data and attribution needed
when to do that, based on the type and Once you have clarity, you need to keep for future decisions?
recency of their last interactions with it simple.
the company Once you have that captured, always
Your team’s roles are not always keep this in mind: Complexity does not
The AE’s know exactly the status of CRM-specific, so it’s important that scale well. Anything that is built in any
each prospect, hot/warm/cold, who when they do have to interact with the system should always be reduced to
to follow up with and when, with all CRM, the experience is as simple and its simplest and most dynamic form.
relevant info one one screen straightforward as possible. Anyone can build something overly
complex... the trick is building simplic-
When a deal is won, the fulfilment team That, however, makes the implemen- ity that scales.
knows how to easily take over from tation of it more complex. The system
there, have all the details they need to itself (the CRM) should bear the weight 3) Dynamic Thinking
onboard successfully, and the journey is of the complexity and do the heavy-lift-
tracked in HubSpot There are reports ing so that your team benefits from You can’t know the future, but you can
for each department with numbers simplicity. We’re removing complexity plan for it in your CRM. Build what
relating to their performance and ob- from the user and putting it on the sys- you need today, while planning for

16 THE WEALTHY CONSULTANT DIGEST

 GET MORE FROM

adaptations and variables tomorrow. The THE WEALTHY

way we do this is by thinking dynamically,
not statically. CONSULTANT
Quick example (this is kinda technical): If
there is a workflow that handles assigning Grab Taylor’s book, The
a deal to an AE when a call is booked… Wealthy Consultant: Con-
Static thinking builds branching workflow fessions of a 9-Figure Advi-
logic for each AE to assign the deal owner. sor and dig into 15 proven
The downside is this means that every time models for growing a profit-
there is any change on the sales team, the able consulting business.
workflow must be updated manually too
(along with all the other admin required
when bringing on new team). WealthyConsultant.com/Read

Dynamic thinking builds one workflow,

one path, and uses variables from the call
booking info to assign the deals to the
Join our free private Face-
right person every time, without needing
book group, where we
to touch the workflows.
share insights, updates, and
special promotions with a
Another very simple example would be
community of 3,000+ busi-
adding all SDR’s to a “team” in the CRM,
ness owners!
so that every time there is turnover in the
SDR team, you simply need to add/re-
move from the “team” without needing to WealthyConsultant.com/Group
manually go in and adjust workflows that
perform lead assignment, etc.

Again: It’s easier to think static than dy-

namic. The future however, is not static, so We believe that you can
your thinking shouldn’t be either. build a healthy and sustain-
able consulting business
These are just some of the ways we employ with just 100 clients. See our
proper thinking in our agency before we unique model in action in
even push any buttons or do any “stuff” this free training.
for our clients. Everything we do has to
get us closer to the desired outcome, it all
has to solve a problem, and it needs to be WealthyConsultant.com/100
as simple as it can possibly be.

Simple scales, complex does not — and

your ability to push the right buttons will
always be limited by your ability to think. HAVE SPECIFIC QUESTIONS ABOUT YOUR
BUSINESS OR ABOUT OUR MODELS?

(615) 695-2490
We have highly skilled team members waiting
to answer your questions!
THE WEALTHY CONSULTANT DIGEST 17
 BETTING
- on -

Myself
A Candid Conversation
With Branding Expert & Founder
of LAUNCH, Bijal Patel

I
f you’re not already familiar with this
month’s featured client - then you’re
in for a real treat. Bijal is unquestion-
ably one of the most impactful and
giving-first people we have inside of
CHAMBER here at TWC. She is a constant source
of value and support for everyone in the communi-
ty and lives out what it means to be a contributor.
Her story, her passion and journey all serve as an
exemplary example of the heart-driven entrepre-
neur. Her expertise in all things branding have
not only provided a major upgrade to everything
we do here at TWC - but also to hundreds, likely
thousands, of other businesses all over the world.

This is an interview worth reading twice and taking

notes from. So grab a pen and pad and let’s dive in!

18 THE WEALTHY CONSULTANT DIGEST

Tell us about your background and I received that message over and over
what inspired you to build the busi- and over again as a child.
ness that you have today?
Luckily, I was left and right brained - so I
I had ZERO aspirations to be in Brand- leaned into the left side and got a degree
ing and LESS THAN ZERO (I guess in Computer Science, like I was told to
that’s negative haha) desires to be an do. It was either this or be a pharmacist,
Entrepreneur / own my own business. and I got fired from my Walgreens phar-
That was never the goal. Never the macy job after 4 months, so I figured
desire. that was a NOPE.)

I was perfectly happy to work at a huge I went and coded at a big company for
corporate business, dress the part, learn close to 2 years and while I was an amaz-
the dance, talk the lingo, and climb the ing coder (who dressed very different
corporate ladder. I was well on my way from the majority of male programmers
to doing that, too… and then BOOM. wearing old Dell t-shirts), and I still
enjoyed the logic, reason, and beauty
But I’ll get to that part in a second. of programming an algorithm... I was
miserable on most days.
Let me start with how I was brought
up because it’ll make it all make more They wanted to move me into “Sales”
sense. My parents immigrated from and to become “client-facing”. The
India in the 80’s with $8 and a dream. company saw a 23 year old, attractive,
At that time, America was seeking bril- charismatic woman and thought $$$$.
liant minds to immigrate in from India
(and China) in particular because they Looking back - I don’t blame them. I
wanted to get ahead with the science, would have seen that opportunity too.
technology, and math talent. But there I was a “rare breed” amongst program-
was a caveat - you were limited to the mers, and stood to make the company a
cash you could bring over. lot more money in a role where I could
be seen, rather than shoved behind a
Once they came over, they ended up computer.
borrowing money from other Indian
families ahead of them who had im- I was driving one day to work in Atlanta,
migrated over and jumped into the begruding another day of sitting in an
“Hotel-Motel-Patel” trend that was all-beige cubicle, with beige carpet and
starting (and which is now a mainstay). beige walls... when I saw a HUGE blue
My Dad didn’t have the opportunities in neon sign for the “Savannah College of
the professional workplace, because in Art and Design.”
the 80’s things were… well let’s just say
DIFFERENT. Less open, less diverse. I VEERED off the exit and popped in.

I was brought up in a mostly Indian It was like a fairy tale.

household that happened to live in
America. My parents, and culture at I still remember the feeling I had when
large, did not value anything within the I walked in. All the beautiful designs
arts because “we didn’t come here for and colors. Everything about the space
you to be a broke, starving artist.” screamed “creative possibilities.”

THE WEALTHY CONSULTANT DIGEST 19

 I grabbed my stuff (quietly and with
pride) and walked out of the building
on top the world!

Then, two minutes later -- in the car I

am hysterically bawling and thought I
was going to die. I called my husband
utterly ashamed that I had been “fired”
from a real job and I couldn’t imagine
this level of failure.

I had always been a straight A student.

Failure didn’t compute for me.

He simply responsed, “Don’t worry

- you were ready to move on!”. Some-
times those that love us and support
us see our potential more than we
do. After interviewing all over town
at prominent architecture and design
I found out I could quit my job, use firm in the world (for 30+ years and firms, I realized I would be living in
some credits from my Computer Pro- counting). “Groundhog Day” over and over if I
gramming B.S. and apply it towards my didn’t make a change.
Masters. Boom - I was in! Two years After 13 years of working closely with
later, I graduated at the top of my class many household names and Fortune I’d have the same type of boss, gala-
with a Master’s Degree in Interior De- 500 companies, helping them develop vanting around town and networking...
sign and a job that was created for me their headquarters and spaces, I got while I would be the overworked,
because of a competition in which I had abruptly fired after having my second miserable workhorse who went and
successfully placed. child. won all the awards for said boss and
company.
Ironically enough, instead of starting The company felt “I had changed” after
off doing corporate workplace design having a second baby and wasn’t the That was the moment I realized that
(which is what inspired me to get into workhorse I had previously been. It was I was “unemployable.”
Commercial Interior Design), I won a a total and utter shock, because I had
competition for a hotel franchisor and just helped my 2 bosses win a $25MM I made the decision to start LAUNCH
immediately headed off to design a highly prominent renovation down- in October of 2018, and look another
hotel. The tie back into the “Hotel-Mo- town in a class-A, high-rise building. I leap of faith that would turn into a
tel-Patel” was strong and my family had had also been the “favored” designer. I quantum leap for myself, my family, our
also been in the business. had come into the company having won wealth, our freedom, and our life.
multiple prominent design awards, but
Of course, I didn’t want to do it (natu- after I won a huge one in Houston, the Yet another “creative opportunity” had
rally). But I did. Because, it felt like yet writing was on the wall. shown up, divinely placed and right on
another “creative opportunity.” time for me.
Once I got let go, in the seconds that fol-
Fast-forward to a few more winding lowed after the shock -- I felt an amaz- Can you share a significant chal-
roads with switches of industries, jobs, ing and overwhelming sense of peace lenge you encountered early in your
and cities... I ended up doing Commer- and an inner voice that said, “You’re business development journey and
cial Interior Design for the #1 design going to be okay - MORE than okay!” how you overcame it?

20 THE WEALTHY CONSULTANT DIGEST

When I first started my business in Janu- receive the answers and put them into rary switch over to “branding” since
ary of 2019, I was doing what I had been action. the brands I saw small business owners
doing for the 13 years prior, Commercial posting about were atrocious (and I am
Interior Design for corporate offices, How has your business evolved since being kind here).
hospitality spaces, restaurants, cowork- its inception, and what key milestones
ing spaces, etc. have you achieved along the way? • By July of 2020, I hit my first $45k
revenue month. Oops.
By the time COVID hit in March of 2020, How has it NOT evolved might be an eas-
I saw the writing on the wall. Commer- ier question??? As a visionary -- I change • By October of 2020, we bought our
cial interior design, as a market, was my mind every 2.5 minutes. (Or, at least, custom home and I started adding my
about to be decimated. that’s what my team think.) But after first team members (two VA’s).
being in business 5 years, I have learned
I saw another “creative opportunity” to put constraints or rules in place that • In June of 2021, I had my first $100k+
right in front of me. I was going to do I try things for 1 to 2 months prior to ($140k) revenue month by selling my
“branding” for 90 days until this whole switching again. first 6-figure offer.
“pandemic thing cooled off” (because it
was totally going to just take 3 months, • Started in January 2019, hit my first • By December of 2021, I won a promi-
right?). I dove head-first into a whole 6 figure revenue year. nent “Houston Power Woman” award.
new field that I had NO formal training,
certifications, or degrees in. • By March of 2020, saw the COVID • In April of 2022, I turned the big 4-0
writing on the wall, and did a tempo- (I call it Bijal 4.0, so I upgrade every de-
But, to my surprise (and it still surprises
me to this day) that knowledge was
divinely within in me, and some of my
lateral experience designing beautiful
high-rise buildings and headquarters for
Fortune 500 companies allowed me to
speak intelligently to these companies
who had paid hundreds of thousands
(sometimes more) on their “branding.”

At that first major fork in the road - I

learned that “adapt or die” could be re-
framed as “creative opportunity”, and I
continued to venture out and find those
special moments that created quantum
leaps.

All in all, the biggest challenges I have

overcome have been my own. Healing my
inner child, working on releasing trauma,
and personally developing into becoming
a better version of myself, relentlessly.

The hardest, and most impactful growth

I have experienced is because I have been
willing to be radically vulnerable, ask the
questions that most shy away from, and

THE WEALTHY CONSULTANT DIGEST 21

 cade and year like a software would) pands and their identity clarifies. They
and took my entire extended family view me as being able to “passionately
on a dream, luxurious vacation in a see their future self” while being re-
massive private villa with a private lentless (and at times tough) to make
beach I rented in Turks & Caicos. sure they get to the vision they have
entrusted me to get them to.
• In March of 2023, we threw and
sold-out our first live event and re- As trite as it may sound, they literally
ceived an NPS score of 9.5, and by transform as humans into their high
December of 2023, I had thrown 4 potential versions of themselves. When
in-person events. I launched my pod- they unlock this version of themselves,
cast “Own your Brand” and spoke at they are in flow, high-energy, ready to
10 live events, 2 as the keynote speak- dream bigger and take on the world.
er and got my first standing ovation. Huge opportunities start to present
themselves and they begin (and sustain)
• By January of 2024, we hit 5 years wins in business they hadn’t experi-
as a business (only 50% of businesses enced before.
make it this long) and we sustained
year-over-year growth. I also have They ALL say “I had no idea this is what
transformed as a leader, thinker, en- Branding is.” I remind them -- most
trepreneur, wife and mother. people don’t do branding, or brand
strategy the way we do. We are truly
While I track and am proud of all of world-class.
my quantitative achievements -- I am for people to buy your products, pro-
way more proud of the human I have Could you highlight a particularly grams, and services.
become from a qualitative perspective. successful client engagement or proj-
The journey really is the win, and the ect that showcases your business’s We also analyzed the tone of voice of
way I have evolved allows me to dream strengths? the owner vs the brand at-large, so the
even bigger and become more impact- rest of the team didn’t feel they “had
ful in how I help people. I’ve created Given the digest is for the Wealthy to sound” like the owner. When this
ripple waves of impact and I’m beyond Consultant - I think that would be the happens, the team feels more empow-
grateful for the opportunity to be able best example. ered to own their voice, social media,
to grow and see potential in both myself and content because they can use their
and others. We were able to dig deep into the brand personal brands to promote the busi-
strategy for TWC, by analyzing all the ness brand.
When it comes to your area of ex- other brands within the larger portfolio
pertise - what do you feel is most through our “Strategic Brand Architec- It also adds literal dollars to the multiple
surprising to clients when they first ture” exercise. of a business, if it were ever up for a
begin working with you? sale because it has “decentralized risk”
Knowing what sub-brands should be since it is not all wrapped around “one
They have NO IDEA (despite think- related, or coming down the pipeline, attractive character” or Founder / CEO.
ing they know me, having heard me we were able to plan for and anticipate
speak, or having talked to someone any changes in the brand prior to it Lastly, the brand design helped to evoke
I’ve worked with) just HOW GOOD happening. exactly the feelings we were looking to
the experience actually is going to be. achieve in the market. It is unique, looks
This allows for “Brand Congruence” modern yet timeless, but with enough
They don’t expect the transformation. which is the basis for what creates of a range to accommodate any future
They can’t believe how their vision ex- brand trust. You must have brand trust products, groups, programs, funnel

22 THE WEALTHY CONSULTANT DIGEST

pages, or sub-brands. jumping up and down to support
you. I was fortunate enough to have
The branding guidelines saved the team a mine be really supportive; and even
TON of hours (countless) while preserv- then I get the occasional “What is it
ing the look and feel, so that brand con- that you do anyways? Why do you
gruence continued to build brand trust. post on social media all the time?
How do you know what you’re do-
What are your long-term goals and ing?” haha.
vision for the future of your business? 3. Get high-ticket paid mentorship
and coaching / training EARLY.
LAUNCH, my world-class Branding firm in my mind as a visionary -- but I’m not Don’t overconsume free content,
will continue to evolve into training, con- going to spill the beans on my business books, reels, FB groups, and You-
sulting, events, and agency services. I love plan here for all to see... you’ll have to Tube and think you’re “learning
the idea of having a full-stack portfolio to wait and watch me. ;) while bootstrapping.” My quantum
serve different clients who are different leaps forward have all given some at-
points in their journey. We have always All I know -- is it will be: tribution back to my personal board
served a variety of clients and a variety of of advisors, mentors, and peers.
niches because we solve a “target prob- • A gamechanger
lem” rather than focus on a “target niche.” • A trend-setter What is the best way for people to learn
more about your and your business?
I want to solve the biggest, hairiest prob- I know it’s my responsibility as a leader
lem that most small business owners face in this niche industry of Branding (which I love connecting with people and talking
- which is not being able to fully deploy is a subset under Marketing) to raise the Branding!
their brand power into the market place standards and bar, just like I did with
and be positioned so they are in a “cate- Interior Design when I won a national For social, I’m the most active on Face-
gory of one”. competition for the hotel design I did for book and Instagram - shoot me a DM
that franchisor I started my career with. and say hey!
This creates 3 things for small business Literally, the rest of the hotel industry
owners / entrepreneurs / coaches / con- copied us after. I got to learn “copying • facebook.com/bijal.launch
sultants / service providers / brick and is the greatest form of flattery” early on. • instagram.com/bijal.launch
mortars (you name it):
We also have a podcast, Own your Brand,
1. Brand Legitimacy (attracting best What advice would you offer to aspir- which you can find by searching it on
fit, higher quality clients who are ing entrepreneurs looking to embark Apple Podcasts.
attracted to what you stand for) on a similar journey? Are there any
2. Brand Congruence (feeling like valuable lessons you’ve learned that Or, check out our website:
everything aligns and looks put you’d like to pass on to the next gener- welaunch.design
together and cohesive in messaging ation of business leaders?
and design) They say, “Entrepreneurship isn’t for the
3. Brand Affinity (raving fans who Too many to share! I’ll leave my favorite faint of heart.” And I don’t disasgree…
buy everything you offer and spread gems that I would have needed to hear:
brand awareness on your behalf) What, I say is “When you are fulfilling
1. It is okay to have a new dream. It your soul’s purpose you will never go
The second biggest challenge is the time allows you to honor your previous wrong. Bet on yourself. Dream BIGGER.
and strategy it takes to build an amazing book, while re-writing and re-invent- The world needs more of YOU.”
brand with lasting staying power and a ing the next one.
growing raving fan base. 2. Your friends and family are like-
The solutions for both of those are clear ly not going to be the first ones

THE WEALTHY CONSULTANT DIGEST 23

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