Jim Beach is a serial entrepreneur, McGraw-Hill bestselling author, speaker, and award-winning radio host. After starting as an entrepreneur at age 25 and growing his first company to over 700 employees without any capital infusions, Jim went on to be a #1 ranked business school professor.
Jim’s classes (that started a real business every semester) were noticed by a Bloomberg reporter and that lead to
1) the McGraw-Hill bestselling book School For Startups,
2) the 4x global b-plan contest-winning School For Startups online entrepreneurial program, and
3) the SBA Media Award-winning School for Startup Radio on 25 AmFm stations.
He has spoken for UPS (2 national tours), Wells Fargo (over 25 engagements), CitiCorp, Sam’s Club, First Data, Chic-fil-A, Toshiba, SunTrust, McKinsey, Edelmans, BBVA Compass Bank and countless others, and is known for upbeat, entertaining talks.
The School for Startups Radio show won the Small Business Association Media Award and it is featured on 25 AM/FM stations and several of the online platforms. Interviews include authors Brian Tracy, and Ken Blanchard, Ted star Simon Sinek, Shark Tank star Kevin Harrington, Astronaut Mae Jemison, Pixar CFO Lawrence Levy, Cisco CEO John Chambers, Entrepreneur Russel Brunson, and over 4,200 others.
Jim’s McGraw Hill book School for Startups was published in June 2011 and reached #9 on all of Amazon and #1 on the business section. The book continues to be a best-seller after many years and received 4.8 stars from over 110 reviewers. It was excerpted by Entrepreneur magazine and the Wall Street Journal India. Jim was featured in a UPS commercial, was referred to as the “Simon Cowell of venture capital” by CNN, and has appeared on NPR, MBNBC, CNN, the New York Times, and many others.
Jim has lead fundraising efforts for real estate apps, healthcare IT, and hospitality companies in the last several years. He and his clients have been invited to White House Christmas Parties (Jim has twice presented to White House officials) and he has appeared on shows like “Hannity.”
At the age of 25, Jim started the American Computer Experience and grew the company with no capital infusion to $12 million in annual revenue and to over 700 employees. The company was the world’s largest technology training company for children and enjoyed tie-ins with Microsoft, Intel, Lego, NASA, and many others. After this business was sold, Jim taught at Georgia State University and was the top-ranked Business School professor 12 semesters in a row.
[Podcast Transcript Using Artificial Intelligence]
Jim Beach 0:04
Are you ready to become awesomer? Hello everyone! My name is Umar Hameed, I'm your host on the No Limits Selling Podcast where industry leaders share their tips, strategies and advice on how you can become better, stronger, faster. Just before we get started, I've got a question for you, do you have a negative voice inside your head? We all do, right? I'm gonna help you remove that voice and under 30 days guaranteed, not only remove it, but transform it. So instead of the voice that sabotages you, there's one that propels you to much higher levels of performance and success. There's a link in the show notes, click on it to find out more. All right! Let's get started.
Umar Hameed 0:35
Hello everyone. Today I had the privilege of having Jim Beach with me today. He's the McGraw Hill author and one of his books, one of his many books is School For Startups. Welcome to the program.
Jim Beach 0:46
Thank you so much. It's my pleasure.
Umar Hameed 0:48
So Jim, before we went on air, we were talking about your two recent books, you totally outsourced everything. Tell us why you thought it was funny to bring a comedy book out in this election time, God Knows We Need Humor. So where did the idea come from, and how did you execute it?
Jim Beach 1:02
For years, I have wanted to write a Tom Clancy book, I wanted to write a thriller and I used to live in Asia, I've lived all over the world but I spent a lot of time in Asia. And I thought that China would be the natural villain, I think they're the easiest villain in the world, right now, it's pretty easy to cast them as a villain. And when the pandemic started I, I saw, you know, this is the time I need to write my, my political thriller now using the pandemic as part of the story and then also a part of the election. And at this point, it was probably September of last year when I decided to do this and I realized I didn't have time between September and November to write a book. And then my wife didn't like the idea that I was going to write one book for one candidate so I committed to writing two books, one for Trump fans and one for Biden fans and they are designed to be satire comical. And as you said, I think we need to laugh now more than we've ever needed to laugh and we need to make fun of everything and I think all of the politicians are worthy of teasing...
Umar Hameed 2:14
Jim Beach 2:15
...and so I outsource the whole book, I decided that I would use it. The style would be a collection of newspaper articles. And the way the reason I did that was because I could call up a journalism student in Kenya and say, "Hey, write me 1000 words on this newspaper story." So assume that it is May 2021, Taiwan has just been invaded by China, 200,000 people are dead, write 1000 words on that. And then I gave 20 or 30 journalism students a chapter each to write and then they wrote the book for me, then I took the chapters and made it into a cohesive thing. And then outsourced the title or the cover and all of the pieces and got them out about two weeks before the election.
Umar Hameed 3:13
So start to finish the project was how many months?
Jim Beach 3:16
Umar Hameed 3:17
Six weeks, so not even two months.
Jim Beach 3:20
And I published two 250 page books in six weeks.
Umar Hameed 3:26
How are they doing?
Jim Beach 3:27
They didn't do that well, to be honest, because I really didn't have enough time to promote them, it was almost the the day of the election. They did really well for a while and they got about 25 star reviews each but this, the day of the election was over, I quit marketing them and took them yeah, I quit playing.
Umar Hameed 3:49
Here's an interesting time. So what we're really talking about is entrepreneurship startups but at the foundational level, it's all about beliefs, and what we think is possible, what isn't. And so I'm going to still stay in the political realm for a moment that I could have a conversation about, let's say Joe Biden said, 'Dah, dah, dah, dah." And all of a sudden people from the other side would be, "That guy is a bastard." I said, "Oh, I'm sorry." It actually Trump said that. And you can do the same thing to the other side that we've gotten to this place where automatically our filters come up when we think about whoever the other is, and you can mess with people's head when you kind of say, "Oh, I'm sorry, I meant the other guy."
Jim Beach 4:28
Yes, it would be a fun game to give a quote and say, "Who said this? Was your guy or the other guy?" you know, because I find them all hypocritical, I'm not a fan of politicians. I think we would do better with people chosen out of the phonebook. But anyway, they're fun to make fun of.
Umar Hameed 4:47
Absolutely. And it's a tough gig like if you take what President Trump did for the US in terms of when the pandemic first started. Whichever way you're on, he did a good job, bad job, just that decision at the beginning when there was like 10 cases in the US, think of the courage it would have taken to say, "We're going to stop dead in our tracks for the next three weeks and we're going to be okay." But delaying that, but can you imagine the, the weight of that decision? Because that would have been a frickin' awesome decision, I'm not even sure John F. Kennedy would have done it or Lincoln?
Jim Beach 5:18
Well, it's a decision where you had to, you know, the same as sending someone to war or something like that. In retrospect, it might have been even braver to say, "We're not going to lock down," because the data is pretty clear that the lockdown has not helped. It maybe we would have been better off getting it over sooner or something, I don't know, I have no clue, I do know that this isn't working. So...
Umar Hameed 5:47
So let's, let's bring it back down to business. I think one of the conversations we had was you taught at a university level for 15 years?
Jim Beach 5:55
About 10 years.
Jim Beach 5:57
About 10 years, and each year, you challenged your students to pick a business and pick a country and you would successfully launch a business in that country, and you had not lost a bet for 10 years. So tell me about one of those countries and one of those businesses and how you executed and did you have a "Oh shit" moment when it was like first revealed what you had to do?
Jim Beach 6:20
No, not really, everything went pretty well. The first one was furniture out of Pakistan. And if you go on my LinkedIn, yes...
Umar Hameed 6:29
You should have called me.
Jim Beach 6:30
I should have called you. Now if you go on my LinkedIn profile and keep scrolling to the very bottom of my experiences, you'll see the chairs that we ended up producing, they were absolutely a beautiful product. But I think entrepreneurship should be taught through execution, not through theory, a theory class about entrepreneurship is pretty useless. And they have plenty of PhDs who will teach you that junk and I didn't have a PhD, I still don't, and when I started teaching I, I only could teach what I know, which is execution. So I bet the class, if I lost, they all got A's, if I won, I got to give them whatever grade I thought they deserved, which is the way it should be in the first place. But they got to choose the country in the industry and this was right after 9-11 so they thought it would be funny if they chose Pakistan. And I had done a lecture the week before on how furniture is the worst industry in the world, it's a 2% margin industry, and so they thought it would be fun if I had to do Pakistani furniture. Again, go look at the product, we found a kid to go into the market of Lahore and buy killem carpets of old Persian rugs, he would pay $20 sometimes for a rug that would sell for $5000 here in the United States,
Umar Hameed 7:52
Jim Beach 7:52
and then we cut that rug up and made it into the fabric for a traditional American chair. So imagine a big stuffed arm chair next to a fireplace and a distressed leather sofa, and that chair is a vibrant, colorful red, green, blue, yellow, oriental rug. The great thing is we could get them into the United States for I think $260 was my landed cost. And I sold them for about $2,000 each. So there's one of my tricks, I only had to sell two or three chairs to be profitable and win the bat.
Umar Hameed 8:33
And that is freakin' awesome. And just going back to your you know, practical experience is so much more important because I'm not sure if you remember this but back in high school, they had this thing called Sex Ed, which was uncomfortable and...
Jim Beach 8:45
I went to a Christian school so we didn't have that.
Umar Hameed 8:47
But you didn't miss out on much. And then when the first time you actually did have a romantic interlude, it was a totally different experience. Hopefully a good one. But it's to that, right? Do you remember that movie back to school with Rodney Dangerfield?
Jim Beach 9:00
Of course loved it.
Umar Hameed 9:01
So there is one scene that kind of ties to that where he's in class and the guy says, "Oh, if you want to do constructions, the first thing you need to do is pay off the unions."
Jim Beach 9:10
Yeah, remember that scene. Yes.
Umar Hameed 9:11
It is like, "Oh my God, we don't do that over here we are Yale or whatever." And it's like the reality is quite different.
Jim Beach 9:17
Very different. Yes. So every day in class, I didn't come in with a lecture, I came in and said, "Here's what I did last week." Last week, I called the embassy in Lahore, and they introduced me to three manufacturers and the next week I came in and said, "I placed an order," and two weeks later, I brought my first order into the building and we cut it in half in the middle of the atrium with a chainsaw to make sure that the inside was built correctly.
Umar Hameed 9:48
Brilliant. So did you also give them assignments to go, start some stuff themselves or was it just you were the guinea pig?
Jim Beach 9:54
No, they had to do a lot of stuff, you know, they had reading that they had to do and a lot of exercise. One of my my favorite exercises is that they have to go and theoretically start a drop shipping business, so they have to find a product, your candles, then go find 10 companies that will drop ship candles for them. And at that point, you might as well start the business, you've done all the hard work. So they had a lot of very practical exercises, but I was doing most of the hard lifting of that class.
Umar Hameed 10:25
So I think one of the things that's really kind of interesting is one of the biggest problems in the US, at least in my point of view is that disparity in wealth, and there's certain areas I live in Baltimore, and we have some amazing areas, and some areas that are really distressed and I think entrepreneurship and business is the great equalizer. It's how...
Jim Beach 10:45
You hope it should be, yes.
Umar Hameed 10:47
...and if you take a look at the end, the work of Muhammad Yusuf with the micro loans, and some of the social businesses that he started, it empowers people. And we all have no matter where in the US you go, we have these economic development programs, but a lot of them fail to deliver the results that we want so we know that you know, that we're capable of. What do you think is the disconnect?
Jim Beach 11:09
I think a huge part of it is, the mindset, the idea that, it is possible for me to go start a business, my first business grew to 700 employees started that when I was 24. I had the mindset that I could do that I didn't think that that was impossible because I grew up in an entrepreneurial home, my my both my parents were very entrepreneurial and so it was not out of the norm. But you know, if you grew up in a household where both of the employees are both the parents are hourly employees, the idea of going and starting a business is, I think, very overwhelming, what do you do first? what's the first piece to do? where do you get the money? you know, and just the idea I can do this, I can do this, you know, I think that those are the hardest parts. And so that's where we have to start to teach people, "No, you can do it, you can do it for free. We, I, you know, I can give you a business today to go start for free, it's not that hard to find."
Umar Hameed 12:15
So how do we build that muscle because you can't go from like zero-sixty, but are the exercises you can give people that would prove to them that you can do it. Like I've got some friends in town, that every year they have a bed, and it's like, "Okay, we're gonna make you penniless in Baltimore," and they pick a city that's not too far away, that might be two hours away. And it's the first one that gets to this destination and it's your ingenuity and your ability to beg and seduce people to help you out. So what do you recommend that we could start teaching people baby steps, so they start going, "Hey, I could do this," to build up to that. Is there a curriculum for that?
Jim Beach 12:51
There's a ton of great exercises. Go interview an entrepreneur, and I don't want I could care less what you learn from the interview. The point of the exercise is to find an entrepreneur that will let you interview them...
Umar Hameed 12:59
Jim Beach 12:59
...that's the point of the exercise. Then the next exercise is to spend a day with an entrepreneur, and I don't care what you learn, the point of the exercise is to find an entrepreneur that will let you spend the day with them that inherently in and of itself. That journey is the same thing as finding a manufacturer, it's the same thing as finding a business partner and so those sorts of exercises are fantastic. Go out in class, and the first person to come back with five new dollars, you know, just like what your friends do. You know, there's a billion ways to do these sorts of things, you know, start a car wash on the weekend, and learn what it takes, you know, I need water all of a sudden, "Okay," where are you gonna get some free water? You know, "I need so," "Okay."
Umar Hameed 13:58
This could be actually a collaboration, this could be the next great book, "100 Exercises To Get The Entrepreneurial Stuff You Can Do Today". So I've got a friend of mine, Jay Livingston, and he was telling me that he was jealously eyeing his dad's guitar, because his dad used to play guitar. He's got this beautiful guitar that he wanted and he goes to his dad, and he says, and he was an adult at the time, "Dad, can I have your guitar, you're not using it? And his dad said, "Well, actually, yeah, but you've got a guitar, what I want you to do is I want you to go buy the most expensive set of strings you can for your guitar and play it everyday for 90 days and notice that your guitar is gonna sound better, and then you can get mine." He goes, "Uh, okay." And he realized that the guitar did sound better than he realized, "No, it was me practicing, I sounded better." and his dad tricked him by getting new strings. And so sometimes that's what we need to do is do a Jedi mind trick and say, "Go get an interview with a mentor and they don't realize that real task is landing the interview and not the conversation, so kudos to you.
Jim Beach 15:00
There are a lot of exercises that work, a lot of fun ones.
Umar Hameed 15:04
So tell me about one of your students that when you looked at that student, and you went, "You know, Akmed or Judy, could be freaking brilliant," but they just were not exhibiting it. How did you tease it out of them like because someday they have to overcome their own hesitations and limitations. Do you have one of those stories at top of head where you help somebody overcome their own limitations and step into awesomeness?
Jim Beach 15:29
Yeah, I'm gonna choose my wife. My wife is incredibly shy and introverted. We met when she was an MBA student, I was her professor and I made her cry the first day of class. I asked her a question and she broke into tears?
Umar Hameed 15:48
Oh no, not mine it's probably bout cats.
Jim Beach 15:50
I'm sorry. What was that?
Umar Hameed 15:52
I was just teasing, I said, "Did you tell her the first day you met her, you're going to be my wife and then she broke into tears."
Jim Beach 15:58
She had a crush on me first. So anyway, we got married and one day, one year for Christmas, I gave her a business book, a class on how to start an Amazon business and the next day on December 26, she started her Amazon business. And she made I think, $67,000 that first year profit while working full time, she has a very stressful full-time job and she, you know, we have four kids and dogs and a lot of babies and me to take care of. And it changed her entire disposition changed, she switched jobs three times now, and every time she's making a massive jump up, and she's no longer a shy introvert as much, you know, she realized that she could do it.
Umar Hameed 16:52
A, brilliant, good for you for doing that and B, sometimes it's hard to believe in ourselves but if you can find the right mentor that lets you do this experience, and all of a sudden you kind of go, "Wow, I am more powerful than I possibly thought," it gives them permission to step into who they, who they are, who they could be.
Jim Beach 17:12
Yes. Another thing I like to do is to introduce them to some really successful people who are actually morons and there's so many of those. There's so many people who are not smart, who have made millions of dollars and once you realize that you're in it, "Well, I'm smarter than that moron and I have more gumption and I'm you know, I'm willing to take a little risk like that moron did, what that moron can do it, why can't me the moron do it."
Umar Hameed 17:41
I'm gonna challenge you there just a little bit. So the moron actually being successful, I suspect, once in a blue moon could be dumb luck but I think this a certain mindset there,
Jim Beach 17:51
Are just they work their ass off, or, you know,
Umar Hameed 17:53
or just, you know, I deserve this, this is gonna work and that's like a magical thing and good luck, you know, kudos for them. But sometimes when you show that other person, that's a moron, before they never even endeavor doing it. And that lie that they were more on, which they certainly could be is enough for that person to hold on to and let go of their own limitations and go on the journey.
Jim Beach 18:15
Umar Hameed 18:15
And so I believe in the power of useful lies. And so is there a useful lie that you've told yourself in the past that turned out not to be true, but you still allowed you to execute at a higher level?
Jim Beach 18:28
I don't know, I think that those usually turn out to be true, you know, I can do that, I can write a book or I can give that speech in front of all those people or I can get that pretty girl to say yes, and go out with me. Your limiting belief usually falls away and you discover that you can do a lot of those things that you are capable of doing those. So more often than not, the story ends with success and a cool new skill set or a cool discovery that you're able to do something that you never thought possible. You know, I started my first business when I was 24, everyone told me I was crazy, well, we were in the summer camp industry and within six years, we were the largest summer camp company in the world. And within eight years, we were the largest children's education company in the world. Everyone said that couldn't be done, you know, we started our first location was at Stanford, people, you can't have your first location at Stanford, that's not gonna happen, well, my second one was MIT, so screw you.
Umar Hameed 19:39
So when you look back at your career, I'm sure some win some losses.
Jim Beach 19:44
Umar Hameed 19:44
So tell me about some of the lessons you learned from the losses.
Jim Beach 19:49
Mostly cash flow. You know, I think the single most important thing is to preserve cash, spend money as slowly as possible, to bootstrap and to fight the cash at every single instance, when I have failed, it's usually because I've let myself spend too much money. I 20 years ago, I built a web platform for doctors so that the patients could go online to make an appointment for the doctor and see the doctor with an appointment. You know, today that standard 20 years ago, no one, no doctor would do, and I lost a million dollars, if I had gone and just asked five doctors, "You if I built this, would you buy it?" And they would all say no, I would have saved a million dollars by not building it in the first place, they all said, "Yeah, this is really cool. I wish my doctor had this but there's no way in hell, I'm using it in my office."
Umar Hameed 20:47
Thank you for sharing that, number one. Number two, it's such a self evident idea like right now we can't live without that calendaring software, because it's probably saves 100 million hours in the US alone a year of going back and forth...
Jim Beach 21:01
People on the phones, yeah, stupid conversations. Yep.
Umar Hameed 21:03
And back then it would have been just as useful but for them, it's like, "I'm not using it as something new and this that being afraid of being the first."
Jim Beach 21:11
Well also, I think the idea that people could go and see your schedule and see that all of Friday is blocked off and they're like, "Why is your entire Friday blocked off?' 'Well, it's because I play golf," you know. So even when you switch it and do it, like Calendly does now let's say here are three options.
Umar Hameed 21:32
Jim Beach 21:32
You know, the doctors didn't like that either, they were afraid of the change and they didn't want to be the first one to go and do it. So that was a huge failure of mine, fiscally and every other way.
Umar Hameed 21:47
Brilliant. So dear listeners, as you listen to this conversation, a lot of times you hear of all the wins that successful people have. And certainly you need to grab the lessons from those wins but the failures are such a great lesson, such a great teacher as well.
Jim Beach 22:02
Yes, and I have failed. I'm really good at failing Umar, I have failed a lot and I failed in every category, personal, marriage, religious, sports, everything. So...
Umar Hameed 22:18
That is amazing. So can you give us some tips to entrepreneurs listening in, tips on how to fail fast because a good example is, I had this boss, when we used to have this thing called paper. And so when he was launching a new product, we would create a beautiful brochure about this piece of technology and sell it as if it actually existed and we would get people say, "No, I will not invest in this." And it wasn't you know, if we bought this it was like rebuilt it, do you want it? And we can actually test it before we ever spent a nickel and actually building it. So do you have any hacks like that, that people use to fail fast?
Jim Beach 22:52
Yeah, so many things like that I actually have a list somewhere of 85 bootstrapping tricks. There's so many ways to do that, I like to ask people before you sell it, you know, before you even invented, "If I had this product, would you buy it? And what would you pay for it?" And then say, "Would you sign this piece of paper?"
Umar Hameed 23:16
Jim Beach 23:16
Committing to that, It's called a sales contract. And the I'm gonna hold you I mean, "Would you sign this piece of paper? You said you'd pay $4,000 for it, okay, right here it says 3700, please sign, you're not gonna sign?" Oh, well, you've learned a lesson there that, you know,
Umar Hameed 23:37
Has anybody actually signed when you did that? Has anybody actually said, "Get to work, dude, I'm signing?"
Jim Beach 23:42
Yes. Yes. 100. Almost all of them.
Umar Hameed 23:46
Jim Beach 23:47
You know, when summer camp I was a 24-year old saying, "I'm having a summer camp this summer at Stanford $75,000," and you know what? The parents sent the money. And the most amazing thing was they showed up on the first Sunday and I said, "Parents, here are the rules. Now we need you to leave," and you know what the parents did? They left! A bunch of idiots, I'm 24 I don't know how to take care of your kid, I don't know how to be a pair, they all left. And so...
Umar Hameed 24:17
That is brilliant.
Jim Beach 24:17
...so they, Yeah. So uh, they had all paid up in advance. You can almost always get someone to pay in advance. So that's not that hard.
Umar Hameed 24:31
I really liked that. Did you remember that movie, Tucker and a Man in His Machine?
Jim Beach 24:35
Yes, about the car company.
Umar Hameed 24:38
And I think he was using brochures to sell his cars before he built them to finance the company. And in some level, in some ways, there's nothing new under the sun and certainly there's certainly new things that come up, but the derivatives of what we've known, so you had said that, you know, your amazing wife did this amazing journey and she tolerates you and you said little kids, do you still have little kids or are they all they're all grown up.
Jim Beach 25:02
We have children from 23 to diapers.
Umar Hameed 25:06
Alright, so thinking of the diaper ones, when do you start their entrepreneurial journey, at what age and what kind of things would you recommend? They may never be entrepreneurs but that mindset is so critically important to have to win in life.
Jim Beach 25:20
It's got nothing to do with the mindset of being an entrepreneur, it's got the mindset of the fact that I belong to a unit and I must contribute to that unit. This unit is stickering for the next five hours, and a three-year old, hell a two-year old can sticker and, an eBay or an Amazon business involves, believe it or lot, lots of stickering because every product in the world has a barcode on it. Amazon uses their own barcode, of course so every single product you sell on Amazon, you have to cover up the existing barcode with a new barcode, that's my two year olds job.
Umar Hameed 26:03
Love it. Shall we make it?
Jim Beach 26:04
And we sit there and we watch Frozen 2 as a family. The entire family watches a Disney movie, we eat pizza, and everyone does something to get 5000 boxes of Amazon supplies out the door before bedtime.
Umar Hameed 26:21
That is brilliant, words to live by. Before we part company today, Jim, any last thoughts to share with the listeners?
Jim Beach 26:29
Yeah, let me tell you my philosophy. Number one, risk is bad do everything you can to avoid risk, you should start a business with no more than you can afford to spend on one week of vacation. So I go to vacation to Disney, we spend $10,000 a week, I don't let myself spend more than $10,000. Risk is bad limited. Number two, creativity is awesome but not it's useless for entrepreneurs, 93% of ideas are copies of existing businesses. So why if you want to be an entrepreneur, copy some existing business and just do it better, don't try to have a new idea, you'll never succeed. And third, passion is awesome in the church, the synagogue and the mosque in the bedroom but it's useless for an entrepreneur. I am passionate about my lifestyle, the freedom the fact that I wear what I want, the fact that I have no commute the fact that if I want to work all night I do, if the fact that I want to take the afternoon off to go watch soccer practice, I can. I'm not passionate about the product, I've sold purses, jackets, I've sold tons of stuff that in a billion years I would never use myself, I passionate about the lifestyle and that is enough. Don't care what the product is, go start a business in any product, just go out there and get started. There's no risk you're not gonna have any risks, so why stop?
Umar Hameed 27:58
Words to live by, learnt a lot on this episode. Thank you so much for coming on the show.
Jim Beach 28:03
My pleasure, my honor.
Umar Hameed 28:09
If you enjoyed this episode, please go to iTunes and leave a five-star rating. And if you're looking for more tools, go to my website at nolimitselling.com. I've got a free mind training course there, that's going to teach you some insights from the world of neuro-linguistic programming and that is the fastest way to get better results.