Ep. 43 The Stern Truth: Business Therapy Thursday with JC Valeros

It’s another entrepreneur deep dive in this Business Therapy Thursday session. On this episode, we sit down with JC Valeros to see where her blocks are and how we can unblock them.

JC had been in the world of business operations for years. She launched her new business last year. When I ask JC what she thought was holding her back, her answer was the lack of belief in herself.

JC tells us how it starts with doubt, and it goes further down this rabbit hole of uncertainty. Life got challenging for her, and she started to think about her wants and identity, and with that came the fear. Like with other Business Therapy sessions, I remind her about going back to her “why.” 

Before our session, she created an in depth plan for her business, something that needs consistency. And using a calendar to time-block and schedule her day is something JC has committed to doing. It might seem simple, but it helps her stay consistent. 

We touch on a few action items that she can do to support her business launch in the next month. We also go over her hopes for what her business will look like a month from now.

The lack of belief is something I commonly hear in these Business Therapy Thursday sessions and in my Momentum group sessions. It’s the idea of “I don’t know if I can do this.” So, if you’re feeling this way, please remember that it’s so normal. Reach out to me at marshall@marshallstern.net if you’re interested in joining our supportive Momentum business owners’ group.

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I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

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Transcript

[00:00:00] Marshall Stern: So we're back with another special Business Therapy Thursday session. Today is another deep dive with an entrepreneur as we have a conversation and help her understand, help her see what the block is from getting from where she currently is to where she truly wants to be. 

[00:00:18] If this resonates with you if you want to find out what is holding you back, if you want to make progress in your business, whether you want to be a guest on a Business Therapy session in the future, or have it not published and just have a conversation about it with me, send me an email Marshall@marshallstern.net. Enjoy this show.

[00:00:40] Hi, I'm Marshall Stern and I've spent over 35 years leading and growing multiple small businesses. I know firsthand the struggles of entrepreneurship, feeling isolated, lonely, overwhelmed, and feeling like you have to do it all by yourself. I've been through multiple recessions, and I have felt the highs and the lows.

[00:01:00] This podcast is here to change that. Every week I will bring you straight talking advice, real world strategies, and honest conversations about what it takes to succeed in business without the fluff, the gimmicks, or the sugar coat it. If you're ready to stop spinning your wheels and start making real progress, then you are in the right place.

[00:01:23] This is the Stern Truth. 

[00:01:28] Marshall Stern: JC, how are you? 

[00:01:30] JC Valeros: I'm great, thank you. How are you better now? 

[00:01:33] Marshall Stern: Oh, that's so nice of you. So nice of you. So we've had many discussions before. We've had many coaching sessions before. I want to know from you. This is a special Business Therapy session. Tell me a little bit first about where things are at with your business.

[00:01:54] We talked about before we went on camera, you're kind of still in that launch phase. Just tell me a little bit about where you're at. 

[00:02:01] JC Valeros: So yes, so right now, I am still in the setting up the backend stage of my business. What I mean by that is I'm trying to cross all the platforms just to make sure that I have everything, that I'm not trying to make it perfect, but I am making sure that what I intend to help people is also something that I'm doing for myself in terms of the setup and in terms of how I work and the platforms that I use, and how do they connect with each other, and does it make sense to me?

[00:02:38] Like, even though, you know, certain platforms are not talking to each other, or what's the simplest way for me to set up? So those are the things that I am, I'm at right now. And trying to keep it cost effective. And I haven't put a deadline, but I am putting a deadline for myself to get this all done.

[00:02:58] And so I'm hoping by November I could finally do everything that I've said I'm going to do in terms of accountability and everything else on there. 

[00:03:07] Marshall Stern: Okay, so we've been coaching together for a while. You're in Momentum, we talk about accountability a lot, right? I remember going back a year from now, I think you launched, you finally, you're putting it off.

[00:03:18] Putting it off. Putting it off. And you finally launched your new business about a year ago, right? 

[00:03:22] JC Valeros: Yes. Yes. Almost a year ago. Yes. In November. 

[00:03:26] Marshall Stern: Do you want to tell just for – I mean, people are watching too, what the name of your business is? 

[00:03:33] JC Valeros: Yes, it's Operations Boutique. 

[00:03:35] Marshall Stern: Perfect. What would make - I'm going to ask this question in a different way to you.

[00:03:43] For you today or to you today, what would make this session today, our time together today so powerful for you that you might even cry? 

[00:03:52] JC Valeros: That's a good question. That's a tough question. I think throwing in, not throwing in it, that's the wrong word. Put it, I think it would be the belief, the belief in me, the reason why I do what I do, and that all of the dots in my head are not true.

[00:04:14] And awareness in my, the areas of opport – what is, what is it called? Areas for growth. Just like what I was, mentioned to you in the chat when we were chatting. That's one, that's one awareness and so, yeah. Does that answer your question? 

[00:04:35] Marshall Stern: It was an open question. Yes. So it's, no – so, okay. Okay. So, belief, awareness, belief in yourself. 

[00:04:44] JC Valeros: Mm-hmm. 

[00:04:44] Marshall Stern: Do you think – so, do you think… I'm going to ask this a different way again. What do you think is holding you back or slowing down the process or, and progress for you with this year long launch, which you've learned a lot about yourself.

[00:05:01] Right. What do you think is, what do you think you need to do? Well, first, I guess, what do you think is slowing down the process and progress? Is it the, the lack of belief in yourself? 

[00:05:13] JC Valeros: Yes. The lack of belief in myself. I mean, I do believe that I can do this. But I can't, I can't see it. Like I'm still doubting, you know, is, are there going to be clients that are looking for this?

[00:05:30] Is anyone really looking for this service? You know, did I, the questions that I have, it's like, did I do this too soon? Like, did I launch too soon without having the proper plan? And then it comes down, it becomes a rabbit hole, and then you go down to, well, it's not about perfection, you know, you just kind of come up with a plan.

[00:05:52] You do this, and then you just launch, and then you just do it. And then you, you grow in the process. But in the meantime, the uncertainty of what's ahead. Sometimes it's quite scary because it's like, ugh. I'm like, I shouldn't have done it that way now. Like, you know, and I just need to be in the, I just need to remember a mindset or a thought of some sort.

[00:06:18] So that’s when those thoughts come in, I just need to remind myself that that's okay. That's part of, that's normal. That's part of the process. Like everything's going to be okay. You know, all that stuff. Right. So. 

[00:06:28] Marshall Stern: Okay. What I want – I want to give you an exercise to do. 

[00:06:33] JC Valeros: Okay? 

[00:06:34] Marshall Stern: Okay. We might, I don't know if we've done this, but I don't think we've done this before.

[00:06:38] And if we have, I want you to redo it. I do this because I do this at some point I take it out of my toolbox. So one thing I do as a coach is I have, I don't have, it's not a system. It's not like session one, this, session two. I mean, there is a foundation for sure, but it's not like step one, step two, step three because everyone's different.

[00:06:55] JC Valeros: Mm-hmm. 

[00:06:56] Marshall Stern: But I have a toolbox and I bring out different tools when I think it'll serve my clients the most. 

[00:07:00] JC Valeros: Mm-hmm. 

[00:07:00] Marshall Stern: And I think in this moment, I think this tool will serve you. Well, so what I want you to do is I want to – I want you, JC, to come up with the old JC versus the new. 

[00:07:13] JC Valeros: Okay. 

[00:07:14] Marshall Stern: Have we talked about this before?

[00:07:15] JC Valeros: We have, yes. 

[00:07:17] Marshall Stern: Yeah. 

[00:07:17] JC Valeros: And I've created a –  I've created something, 

[00:07:20] Marshall Stern: Yeah

[00:07:20] JC Valeros: For this, sorry, on my phone trying to find it, but yes, I have it. 

[00:07:25] Marshall Stern: Okay. So I want you to revisit it. 

[00:07:28] JC Valeros: Okay. 

[00:07:29] Marshall Stern: Okay. So for example, before we go there. This is for anyone that actually is watching this. Okay. Or listening to this little backstory.

[00:07:38] So just the other day you, JC, sent me your blueprint, or last week you sent me the blueprint. It's like, oh my gosh. Like this is what you do for other – this is what you can do also for other businesses. Like this is amazing. It's like a plan, it's a strategy, but it's really in depth. 

[00:07:56] JC Valeros: Correct. 

[00:07:57] Marshall Stern: And one of my comments to you was, I believe it's great to have this, but if it's just going to go on the shelf now, we don't intentionally do a plan strategy, business plan, whatever, to go on a bookshelf.

[00:08:10] We don't – we do it because we're, it's, that's what we're supposed to do. And it's supposed to be something that we refer back to. But if it is going to just be buried on your Google Drive or buried on a bookshelf like so many things are, then you're wasting your time. And things will continue to stall.

[00:08:26] And not progress. Same thing with this exercise we did. Okay, I want you to look at it. The whole point of the exercise is to see how there's nothing wrong with the old JC. It's just not – there's certain ways that you have shown up in the past that isn't serving you and your business and your clients the way it should be.

[00:08:47] So we need to – it's about growth, it's about change. So what does the new versus the old look like in different situations, different scenarios, and you catch yourself. You need to go back to it and refer to it, especially in those moments where maybe you are feeling a little bit overwhelmed and a little bit like maybe is this even a service needed?

[00:09:08] Am I even good enough? 

[00:09:09] JC Valeros: Mm-hmm. 

[00:09:10] Marshall Stern: And you go back to this document and you can catch yourself and say, oh, okay. 

[00:09:13] JC Valeros: I found my list. 

[00:09:14] Marshall Stern: Okay. Yeah. 

[00:09:17] JC Valeros: And, what would you like me to share again? 

[00:09:22] Marshall Stern: Well, you can, you can actually share the list, but it's really, I mean. Are you referring to back to it, which I'm going to, I have a guess, no. 

[00:09:32] JC Valeros: Yes. No, you're right. 

[00:09:33] Marshall Stern: And two, why not? 

[00:09:35] JC Valeros: I forgot about it. 

[00:09:37] Marshall Stern: Okay, so. 

[00:09:38] JC Valeros: It’s not top of mind. 

[00:09:40] Marshall Stern: So what will make it, what will, what can you do so that it is top of mind or that it is out there and you don't forget about it? 

[00:09:47] JC Valeros: This conversation right now is what's, say 

[00:09:51] Marshall Stern: JC, I know, JC, I know you have a lot going on in your life and, for example, it's a pro-d day, so you've got the kids at home, something else will happen, things will go. And I hope it does last. I hope it does remember. But what else? Other than this conversation, if I can get you somehow to tears in this conversation, then it might, you might remember it. If I don't get you to tears, if we don't have the Kleenex box, if we don't need it, it may just be like everything else and at some point just sort of fade away into the sunset with everything else you have going on.

[00:10:20] So what else? 

[00:10:22] JC Valeros: It would have to be remembering my why and, and I need to remember the correlation of it. So when I, when I see it, it's instant that I'll remember that this is why I do what I do. And that would be and I'll share my why. And this is something that you and I have talked about as well, and it's modeling what it is that I want my kids to see.

[00:10:51] And. I know I'm not perfect. I don't strive to be perfect, and I do want my kids to see the flaws in the flaws and the strengths of being human and doing what we do. But I want to be able to just kind of see my kids and then remember that like, what is it that I'm modeling? What is it that I want them to see?

[00:11:15] So remembering that will help me remember my list of old versus new. So. 

[00:11:25] Marshall Stern: Good. Good. What else? What about, what else? Like in maybe a routine, it needs to become a habit. 

[00:11:32] JC Valeros: Right. I've put everything else on my calendar. Like I have my, you know, like my me time, like my block, blocking my time. So I have all of those and putting it on my calendar is something that would really help me.

[00:11:51] Not even, you know, to like, not even just a checklist, it's to take maybe five minutes, read them again and remind myself. And so yeah. So that's something that I will, I can do to help me. And so far, I've been doing very good with great, you know, the consistency. There's up and ups and downs of course, but for the most part.

[00:12:19] I'm doing pretty good and I'm not going to underestimate myself either. 

[00:12:25] Marshall Stern: No. That good. And you know what? It, sometimes it's not even - you don't think it's needed, right? Be when things are going well. You're in a routine and you have momentum and traction. Everything's going well.

[00:12:36] It's, but you need it. It's for those times when you have a bad night, things aren't going so well. You know, in the future you lose a client. A client doesn't re-enroll, or right, they don't stay or they leave the, or a proposal you put out there and they say no, or they ghost to you. Like it's those times where you need it.

[00:12:57] So we need to build that habit. So put, I love it, putting in your calendar. What would be, if you block the time for instance – it's really a mindset. It's building that muscle, so it's like going to the gym. So a five minute exercise. Of just reviewing the why, reviewing the old versus the new kind of.

[00:13:18] Looking at the day and setting the intention, when would you be able to put that on your calendar? Like what part of the day? 

[00:13:24] JC Valeros: It would be around the same time that I would be doing my prayer, my meditation. 

[00:13:33] Marshall Stern: Okay, perfect. 

[00:13:34] JC Valeros: So it'll be around that time, so I just need to, yeah. Like put it on my calendar so that I know. Okay. After this, this is now done. Doing to remind myself or in between whatever that looks like as long as it's done. 

[00:13:49] Marshall Stern: But you have your, you have your meditation, your prayer, a certain time, like you said, like clockwork. Every day. 

[00:13:56] JC Valeros: Every day. Every day. Yes. 

[00:13:57] Marshall Stern: Okay. What time of day is it usually?

[00:13:59] JC Valeros: It's usually in the morning. Okay. Before I do anything else, okay. I do that, and yeah, and it's not even rigid either, you know, it's like very flexible in how I do it, so. 

[00:14:12] Marshall Stern: Okay. 

[00:14:12] JC Valeros: Yeah. 

[00:14:13] Marshall Stern: So it's like, kind of like the meditation and then mindset. Which it's all, it's all part of the same, one might be more personal.

[00:14:20] Actually they're all, they're both personal. One is, but one is probably more for your personal yourself. The other is for yourself, there for your business. Right. Okay. I have a question for you. Do you really think the business that you have, Operations Boutique. Well, tell me, tell me what Operations Boutique if I met you in the elevator.

[00:14:43] Yes. Hi, my name is Marshall. What's your name? What do you do? 

[00:14:48] JC Valeros: My name is JC and I'm the founder of Operations Boutique and I help business owners clear the chaos so that they can stay in their zone of genius, and that's freeing time for growth and also work life harmony. 

[00:15:04] Marshall Stern: Hmm. Very nice. So my question to you, JC, do you think there's a need for it?

[00:15:10] JC Valeros: I think so. 

[00:15:12] Marshall Stern: Okay. 

[00:15:12] JC Valeros: I think there is. But it's just a matter of having the business owner be aware of the need. Because sometimes, and you talked about this a lot, you know, business owners get into their zone and then they become part of the operation. So involved in the operation that. They get super overwhelmed and then they don't know how to let go.

[00:15:36] Even when you step in. And so I think finding that relationship to say, okay, it's okay to let go so that you can step back and, you know. Yeah. So. 

[00:15:52] Marshall Stern: So where does this doubt come from that – is there, is there an actual need? We talked about at the beginning, 

[00:15:59] JC Valeros: The doubt of why this isn't going to work? 

[00:16:03] Marshall Stern: You made a comment at the, early on in the conversation that do they even want this? Is there even a need for this, 

[00:16:10] JC Valeros: Right? Yes. The doubt comes in because I'm not taking enough action and I, yes, I am recognizing that without the action and without actually talking to people about it. Then I wouldn't really know if it's working or not, but I know there's a need for it because I see it on LinkedIn a lot.

[00:16:35] You know, I see it on Indeed a lot that they're looking for this type of role. Right. And so, yeah, so I know it's out there. It's just a matter of me not being afraid to be seen, so. 

[00:16:50] Marshall Stern: Okay. So there we have it, my friends. 20 minutes in, 25 minutes in not being afraid to be seen. How else has this showed up in your life in the past, previous career, relationships, activities you've done where you've kind of held back because you were afraid to maybe to be seen?

[00:17:08] JC Valeros: I think it only showed up recently because I know when I was working in corporate, I was not afraid to be seen. I know when to step in to be seen and when to step back so I wouldn't say that this had shown up before, but I think over the course of, you know, the pandemic and then, my husband's medical situation and then changing me mentally, you know.

[00:17:45] There was a lot of back and forth in what's happening with my thoughts and my beliefs and my identity and what do I want to, where do I want to be and who I want to be, after all of that. And so from there, that's, I think when the fear came in, when it's like, who, because I don't know who I like, I know who I am, but there's a part of me that's still looking and confirming that.

[00:18:13] And then I don't want to step into the world that way, not feeling comfortable with myself, I guess. 

[00:18:22] Marshall Stern: Okay. I see that. I understand. Thank you for sharing. 

[00:18:26] JC Valeros: Of course. 

[00:18:27] Marshall Stern: I'm going to sound like a therapist now, but going, going back to your childhood and school and growing up and, and in the household, how were you with being seen?

[00:18:38] How was that as part of your identity? And your, your being, really. 

[00:18:45] JC Valeros: Well, I grew up as an only child. And so a lot of attention was on me, and I know that my parents have done a great job with ensuring that I have enough people around me so that I don't feel alone. , and that I'm not tucked away and that I am seen.

[00:19:04] But then I think somewhere down the line, the physicality of being seen is not what I needed. What I needed was for someone to listen to my voice so that I can be heard, that someone would actually, when I say something, that there's belief that yes, no, you know, or disagree with me, but I just want to be heard. So. 

[00:19:31] Marshall Stern: Okay. So it's not just about being seen, it's about being heard. And what does that do if you are being, if someone sees you and hears you, what does that do for you? What is that for you? 

[00:19:43] JC Valeros: It helps me. It helps my confidence. Knowing that, yeah, I am adding value into the world that, you know, if, whether they agree or not, the fact that I'm heard that's enough.

[00:19:57] . I don't even want to say validation, but it sounds like that's where it's leading to, you know, the validation of, yeah, I am, I'm seen, I am valued, you know, into society. I know some of my, whoever might be watching this might say, JC, that's not how I know who you are. But really it's sometimes, I know I am very good at masking things that that's not what it looks like in front of other people, but deep down inside is, yeah.

[00:20:28] Marshall Stern: And that's where the, that's where the work comes from. It's the deep down side stuff. Like, you know, on the surface, sure there's, on the surface, anybody can be, it's smoke and mirrors to, to a certain degree for, for people. Right? We have no idea what is going on inside. And that's where it's the, it's, that's where the work is, that's where the backend is.

[00:20:48] That's where all the magic happens. The magic doesn't happen on the, on the stage. Like, I mean, if you're, yeah, even if you're a professional athlete or a professional, like a – I don't know why Beyonce came to mind. I should be saying like Taylor Swift these days, but magic happens. It's the practice.

[00:21:05] It's the stuff they're doing beforehand. It's stuff they're doing constantly. Right? 

[00:21:10] JC Valeros: Right. 

[00:21:11] Marshall Stern: The stuff on the stage is just, that's just the show. That's the results of all the other stuff of the work. So for you, what are you going to do? What do you, you know, it goes back to, you know, the Entrepreneur Growth Summit that you were part of a year and a half ago now.

[00:21:28] JC Valeros: Yes. 

[00:21:29] Marshall Stern: Right. Where you, I took a picture of you by that  “Make it happen” sign. 

[00:21:33] JC Valeros: It's still my profile picture. 

[00:21:34] Marshall Stern: And, and it's a great picture and it's a great motto. It's a great way to live making it happen, but , and you have come a long way. So there's absolutely – so now we're into phase two or phase three.

[00:21:49] Okay. What are you going to do to make it happen? What are you going to do to get out of that “pray to be seen thus heard” mode. Get out of that, just wrote down a few things, “cost effective,” keeping things cost effective. 

[00:22:04] JC Valeros: Mm-hmm. 

[00:22:05] Marshall Stern: Okay. There's a difference between financial –  what's the word? I'm actually drawing a blank for the word. Being financially. So this, this starts, this is like not being edited. I just – 

[00:22:20] JC Valeros: Stable?

[00:22:05] Marshall Stern: Stable stability. Well, not stable. Being aware.

[00:22:26] JC Valeros: Free? Oh, right. 

[00:22:27] Marshall Stern: Yes. Like, okay. You know what? Forget that because this is my podcast and I don't like the way that's going. I would responsibility, right. Being financially responsible, there's a difference between financially responsible and cost effective.

[00:22:41] Because I really, truly believe that the mindset of cost effective, not just for you, for me, for anyone, will hold us back. Okay. Being financially responsible is something different, right? There's times where we need to invest. Okay. Whether it's in an application or like an app, whether it's in like a coach or a coaching program, or a specific system to invest in.

[00:23:07] Or a seminar to go to versus cost effective. Like, I need to be frugal with my money. I'm not saying you do that, but when you say cost effective, that's what comes to mind, being frugal, right? Frugal with the money. Got to do things on a, you know, a shoestring budget. Get this business going. 

[00:23:24] JC Valeros: Mm-hmm.

[00:23:28] Marshall Stern: So how do we get away from that mindset and the being afraid to be seen mindset and really go to the next stage, make it happen, part three.

[00:23:38] JC Valeros: Right. So, where I am now prior to this call is, that's what I was working on, is trying to speed things up so that I can get out of that stage, which I feel like I've done a great job because I figured out the plan.

[00:23:56] And that plan that I shared with you is what helped me. Kind of get to this point. And so I think I am now 90% done with the backend. I had a lot of ideas on how I want things to happen, but I realized as I kind of stepped back a little bit from it, that not all of it has to happen right now.

[00:24:25] Because things are going to change again, the moment that I apply it, and not that I have to make those changes. But it's there. So, so just, I'm at the stage where it needs to be good enough. 

[00:24:39] Marshall Stern: Okay. So you're at that stage good enough now what? 

[00:24:42] JC Valeros: Then now it's pouring belief in myself that I'm ready to be seen.

[00:24:47] Marshall Stern: Okay. I'm giving you a challenge here. 

[00:24:50] JC Valeros: Okay. 

[00:24:51] Marshall Stern: Okay, so when, by the time when this comes out, it's going to be almost November. Okay. 

[00:25:01] JC Valeros: Is this going to be on Halloween or something? Do I need to say something creepy? 

[00:25:05] Marshall Stern: No, the day before, day before Halloween. It's coming. Halloween. 

[00:25:09] JC Valeros: Oh my gosh. 

[00:25:09] Marshall Stern: Okay, so today's October 30th, just so you know. Okay. If you want to know.

[00:25:12] Today's October 30th. So yes. Halloween. It's all spooky. By the end of November, one month from today. It's my daughter's birthday, actually, November 30th. But what – 

[00:25:23] JC Valeros: Tell her happy birthday.

[00:25:24] Marshall Stern: I’ll tell her, thank you. What is, what do you want to have happened by November 30th in your business? That you going to scream from the mountaintops?

[00:25:35] Okay, I don't know where the closest mountain to you is. There's mountains all around us, but – 

[00:25:42] JC Valeros: Mm-hmm. 

[00:25:42] Marshall Stern: I don't know, something like that.  Mount Seymour, maybe? 

[00:25:47] JC Valeros: Yes. 

[00:25:48] Marshall Stern: What do you want happening in the next month? What do you want to have by November 30th? 

[00:25:53] JC Valeros: Oh, working with more clients. 

[00:25:55] Marshall Stern: Okay. Tell me more. That's what I – that's too general. I like it. I like working with more clients, but tell me more. How many more clients, like how, what do you want one month from now? 

[00:26:05] JC Valeros: One month from now, it would be nice to add three more clients. And it doesn't even, I mean, yeah, it doesn't really matter what kind of service or package that they are in, but as long as I know that I have them working with them and have a partnership with them then, and then moving forward, that's what would make me really, really happy. So. 

[00:26:34] Marshall Stern: But also it helps going back to the word validate that you're doing the right stuff. 

[00:26:39] JC Valeros: Yes, yes. Right. 

[00:26:40] Marshall Stern: Okay. So you want three, three new clients by the end of November, which would make you like super, super duper happy. Screaming from the mountaintop. Okay. So in the time we have left today, tell me what you are prepared to do in order to make it happen now.

[00:26:56] Outcome goals versus process goals. We talk a lot about that. So the outcome is through more clients, a little bit out of your control, little bit. Because people have to say yes first off, right? But what's in your control is what can you do to make it happen or give yourself the best chance of making it happen?

[00:27:14] JC Valeros: Crafting the best, I should say best, but maybe, most authentic, compelling message in my marketing and, and putting it out there. And yeah, I think that's one thing that I would really, that I know I'm aware I really need to do and work on and put it out there. 

[00:27:38] Marshall Stern: Okay. Awesome messaging. Love it. Perfect. Yeah, great. For sure. It's very important. Number one, putting it out there is where the rubber meets the road. So what do you mean by putting it out there? 

[00:27:49] JC Valeros: Posting it on socials, posting it on. You know – 

[00:27:54] Marshall Stern: This is the being seen part. This is the being seen part. 

[00:27:56] JC Valeros: This is being, this is being the seen part.

[00:27:58] Yes. Being, being seen, being heard, and then letting go. Because after that there's, I can't control what's going to come, so.  Yeah. 

[00:28:10] Marshall Stern: So putting on socials, be more specific. 

[00:28:13] JC Valeros: Networking. 

[00:28:15] Marshall Stern: So, okay. But, put on the socials, be more specific, like LinkedIn. 

[00:28:19] JC Valeros: Oh, yes. So LinkedIn, Facebook groups that I'm in specifically with business owners. And yeah, working on my engagement as well in those groups, just making time, blocking time for those. 

[00:28:32] Marshall Stern: Mm-hmm. 

[00:28:33] JC Valeros: And making connections, and authentic ones, of course. Yeah, but yeah, 

[00:28:40] Marshall Stern: That's all we do. That's all we talk about. That's all we do. Everything has to be authentic.

[00:28:43] Yeah. Okay. So social media, past conversations you've had with people? 

[00:28:50] JC Valeros: Yes. Past conversations. My current, my client now, you know, talking to them about it, yeah. Previous clients, talking to them about it. And maybe even, my former colleagues, you know, speaking to them about it and just sharing with them what I'm doing.

[00:29:12] Marshall Stern: Okay. What is a, what's the easiest way someone can work with you? Put a different way. If someone doesn't know you and they just meet you at a networking group, right? Or elevator. What's the easiest, the lowest barrier to entry to get into, to get into the Operations Boutique world?

[00:29:36] JC Valeros: Saying hi. 

[00:29:38] Marshall Stern: Okay. 

[00:29:39] JC Valeros: Making a connection and then exchanging phone numbers and or email address, and then connecting that way. 

[00:29:48] Marshall Stern: Do you have a try before you buy kind of thing? 

[00:29:50] JC Valeros: Oh, I see what you're saying. Well, I do have an offer, which is a strategy session. And it basically, you get nine, a 90 day action plan with it.

[00:30:05] And it basically just talks about, you know, decluttering your mind and your thoughts and what's happening in your business right now, and then we're restructuring it. And then reprioritizing what is important to you right now and what needs to happen in order to move the needle in your business.

[00:30:24] And then from there, then you have the option of whether, you know, you take that action plan to your team, and work on it with your team. Or you can work with us, work with me, and then we, you know, we work on that together and we, I implement, or execute. 

[00:30:46] Marshall Stern: Execute. Right, right. Okay. But that's a paid, that's a, like obviously people being paid for that. It's a paid, that’s the 90 – 

[00:30:53] JC Valeros: It’s a paid session. 

.

[00:30:53] Marshall Stern: For sure. 90 day plan, course. But that's something you can reach out to companies who you want to work with and –  Okay. How, what's one step before that, that you have? Do you have –  

[00:31:06] JC Valeros: Oh, a discovery call?

[00:31:07] Marshall Stern: Yeah. 

[00:31:08] JC Valeros: A 30 minute call. Just to chat and see if we're a fit to move forward. And if I am the right person for the job, and if not, then I'm happy to make a referral to the one that suits best and yeah. And then go from there. 

[00:31:27] Marshall Stern: Perfect. I want, because of the challenge I've given you and these three clients, what is, I want to hone in a little bit before we go on, specific areas.

[00:31:39] So are we talking about, you say three more clients. What type of companies do you think your services, your expertise lends itself best to? Or what kind of clients do you really want to work with? Is there a specific industry or type of business? 

[00:31:54] JC Valeros:  Consultants that have a team. 

[00:32:00] Marshall Stern: Mm-hmm. 

[00:32:01] JC Valeros: Agencies like marketing agency. As well if, you know, there is, if they have a team as, or if not necessarily starting out, you know, like starting out in the business. But yeah, definitely if you have a team, I would love to service them and help them. 

[00:32:21] Marshall Stern: Coaches and consultants. Okay. Which there's many of us. 

[00:32:25] JC Valeros: Yes, yes.

[00:32:26] Marshall Stern: Okay. Okay, perfect. And you have this, I know we've talked about it before. You, you could – time blocked, you could put this time in your calendar and time block it. 

[00:32:37] JC Valeros: Yes. 

[00:32:38] Marshall Stern: I have – this is the, this is the audit work, right? This is the business development stuff, 

[00:32:41] JC Valeros: Yeah. Yes, I do have them. 

[00:32:45] Marshall Stern: Okay. Because it comes down to, honestly, JC, I mean, the more you are seen and heard, the – that's where you're, up until now. It's like it's been, okay, so the World Series is happening, right? Okay. Even - it doesn't really matter if it's the World Series, but any sport, you know, you go back to like even hockey, right? I'm a huge hockey fan. So before this season starts, they have summer training, then they have the pre-season.

[00:33:11] You've been in sort for baseball. They have summer, what do you call it? They have the Grapefruit League or the Cactus League, depending, right. It's all preparation for the big season. 

[00:33:19] JC Valeros: Mm-hmm. 

[00:33:21] Marshall Stern: You've kind of been in the Grapefruit League or the Cactus League. We'll say it. Cactus. Oh, Cactus League.

[00:33:25] Better Cactus League for a while now. But now it's the real season. Now you, now it's go time game one. Right. So it's time to get up to bat. These are my baseball analogies, just in honor of the World Series. Right. It's time to step up. Step up to the plate. Okay. And be seen and be heard through your actions.

[00:33:46] And it's basically doing everything that you – one thing what might hold some other businesses back from working with you is what has held you back from going to the next step? 

[00:34:00] JC Valeros: That's a very good question. Readiness. Readiness for it. Seeing the value in it. What's in it for me? You know, I think that's, that’s what would hold it back. Because if they don't see the value, then there's nothing I can do. I'm not, you know. There is something I can do, but yeah.

[00:34:23] Marshall Stern: Yes, a hundred percent people have to see the value for sure. But it's also. What I'm saying is like, you saw the value of what you do, but you were still stuck in this, in the batter's box.

[00:34:37] Getting ready, getting ready. I'm going to launch, I'm going to relaunch, I'm going to do whatever, I'm getting ready to be ready. 

[00:34:44] JC Valeros: Mm-hmm. 

[00:34:44] Marshall Stern: Okay. So you've gone through it all. The point I'm trying to make is there are a lot of companies out there who are overwhelmed. They got so much going on. They have very little control over their team.

[00:34:56] They've got so many different, like it's just so many moving parts of their business and they don't know what to do. And then there's all these people on LinkedIn screaming, I can help you and sending them messages. I can help you, but they're over. They're like, it's takes work, takes a leap of faith. And that's where the opportunity for you to come in because you get it.

[00:35:16] You are taking a leap of faith. You've taken a leap of faith in – you're launching your business. You've taken a leap of faith with yourself to put yourself out there. You know, actually kind of asking them to come on this journey with you. Take the leap of faith together for them. You get them, you understand them.

[00:35:34] And you can, you can possibly help them. It's not all about, I don't want us to get caught up in what you do for them. Right. Specifics. The plan, the this, the that. It's what it will do for them. That makes sense? 

[00:35:48] JC Valeros: Yes. 

[00:35:49] Marshall Stern: Okay. Like, as you said in your elevator intro. 

[00:35:53] JC Valeros: Yeah. 

[00:35:53] Marshall Stern: Calming the chaos. 

[00:35:55] JC Valeros: Yeah. 

[00:35:55] Marshall Stern: But obviously they have to understand a little bit more.

[00:35:58] And that's just a, that's just a line. What does that mean? And that means a different, a different thing for everyone, but to calm the chaos doesn't mean, or sorry to calm the chaos. This is where the opportunity for you comes in, I believe, is to get them to understand. Show them the path that calming the chaos doesn't have to be overwhelming.

[00:36:19] Calming the chaos is actually possible. If you just partner with the right company, the right person, it can happen. And it is on the other end. It's like, you'll wonder how you ever thrived without it. 

[00:36:36] JC Valeros: Right, right.

[00:36:36] Marshall Stern: Okay. So you have your work cut out for you? 

[00:36:40] JC Valeros: I do. I do. And I'm excited for it. I'm excited. Yeah, so. 

[00:36:47] Marshall Stern: So I'm excited for you as well. So now again, this is where the, this is where the games start. The games matter. The points mean everything. So it matter every day, having that time doing, because you do your breath work, your meditation to do that mindset work. And to do the work that's working on yourself and then your business, working on the business and getting out there.

[00:37:10] Being seen, meeting people, putting offers out there, connecting to people. Creating clients. Because there are a lot of people out there that have no idea that this what you offer, even exists. 

[00:37:24] JC Valeros: Mm-hmm. 

[00:37:25] Marshall Stern: Or that you exist or that they even need it. 

[00:37:27] JC Valeros: Mm-hmm. 

[00:37:28] Marshall Stern: You just know something's not working. 

[00:37:29] JC Valeros: Mm-hmm.

[00:37:30] Marshall Stern: So that's the challenge you have, is to meet these people, meet them, meet them where they're at. Right. And starting, obviously starting with people, you know, people you've already in their world or there in your world. And then sort of branching out more strategically to the type of companies that you want to work with.

[00:37:47] Like the coach, consultants, marketing agencies, others? Yeah. Okay. Yeah, we're going to have to have you back and see how everything goes, but I do. 

[00:37:56] JC Valeros: Part two! 

[00:37:58] Marshall Stern Part two! But I do want to say one thing. The three clients at the end of the month, the end of November. If you get those three clients, great.

[00:38:07] If you get two, great. If you get one, great. If you get zero, not great. If you've done everything and you've been stepping out there, it's going to come. If you keep connecting with people and you keep putting yourself out there and giving value, and it's not like the way people do it on LinkedIn, like, I was on your website or I was at your business and I could, you could really use my help.

[00:38:30] That's not, obviously, that's not authentic and that's not how you would do it anyways. It's just meeting people and being of service to them. And being very, yeah. Yeah. And not being the world's best kept secret. 

[00:38:45] JC Valeros: Not anymore, stepping out of it. 

[00:38:48] Marshall Stern: Get you out of it. Okay. So I'm going to be following up with you on that but I think you're on the right path. 

[00:38:53] JC Valeros: Thank you. Thank you. I appreciate that. And I won't be here without your support, without Momentum. And I'm just grateful that this is all happening and we are here today. Because yeah, I don't think – I don't know if, I don't know where I would be today if I wasn't part of Marshall's.

[00:39:22] Marshall Stern: I didn't, I didn't pay her for that. I didn't pay her for that.

[00:39:25] JC Valeros: No, no. But I'm, I'm genuinely, yes, it's, it's, it's a pleasure working with you. Pleasure working with everyone that's been in Momentum and speaking to everyone and learning from everyone. It helps me to, you know, it helps me where I am today, so.

[00:39:45] Marshall Stern: Well, I – thank you. Okay. But before we go, I have to say something and I, I probably told you this before because we've known each other for, wow. 

[00:39:53] JC Valeros: 14 years. 

[00:39:55] Marshall Stern: So 14 years. 

[00:39:56] JC Valeros: As old as my daughter. Yes, 

[00:39:58] Marshall Stern: That's right. BNI. BNI. Yeah, so I met you 14 years ago. Wow. And we kind of, every now and then, every few years, sort of somehow kept in touch.

[00:40:08] I think there was a bit of a gap, but then I remember having some conversations with you and I told you that I remember having conversations with you in your previous career. The one thing I can say about you, I stayed in your world and we, I kind of remember how we reconnected again specifically, but I believed in you.

[00:40:27] I think I believed in you much more. I know I believed in you much more than you did at the time. And I left space for you. Your clients, future clients need the same. They see their business a certain way. You have experience, you have a specific skill that I'm telling you most business owners don't have.

[00:40:48] Okay? Most, maybe some CEOs, like C-suite level kind of CEOs do. But entrepreneurs, most of them don't have, and that's getting their thoughts down on paper into a strategy, looking at the bigger picture and sort of just breaking things down and about. It's all about, and the reason I'm going there is because it's all about you believing in the process and you believing in your clients or your prospects more than they probably do at the time.

[00:41:15] That's when they will feel that, that's when they will say. This is a company I want to partner with rather than the company that's all slicked out in this – I don't know if anyone on the West Coast wear suits anymore, but in the suit and the fancy shoes and the this and the that. It's not about that. It's about understanding and believing in the connection.

[00:41:38] Okay. My mentor, John Maxwell says – then I'll let you go – leaders – he's talking about the really good leaders – touch a hand. Sorry, don't edit that because I screwed it up. Touch a heart before they ask for a hand. 

[00:41:56] JC Valeros: Yes. 

[00:41:57] Marshall Stern: Okay. They touch a heart before they ask for a hand. I'm going to leave you with that. I know you're a spiritual person, religious person, so you touch your heart before you ask for a hand.

[00:42:08] And as May Angelou says, people don't remember what we said or what we did. People do remember how you made them feel. People aren't getting that enough. People aren't feeling that enough. They're just hearing all the what's said and what's done. We need to get that stuff out of it. And it's about emotion.

[00:42:26] It's about connection. Those are your people. They're going to be the ones who fall in love with you and say, oh my gosh, that's my partner. She's, she gets it. She can help me. Okay, I've talked way too much. 

[00:42:39] JC Valeros: I just want to say thank you for the belief. Thank you for saying what you just said, because I've told this before, that if it wasn't for your belief, I don't think I had enough in me.

[00:42:54] So pouring that in me was very generous and I'm very grateful for that. So thank you. 

[00:43:00] Marshall Stern: My pleasure. I receive that as I learned from Jeanette at the Entrepreneur Growth Summit. I am receiving that. Thank you. And I do want to say before one, one last thing for everyone else, okay? It's not blind faith. It's not like being a cheer.

[00:43:14] I'm not a cheerleader. Just like you go JC, you've got, you go, girl, you've got this right? You're amazing. Rah, rah, rah. It's not fake. I'm not going to say that. In fact, I don't work with people I don't believe in. Because that's just doesn't serve either purpose, either party well. So the same thing for you, like all this relates to you and your business and probably our, our listeners to, to their businesses as well.

[00:43:36] Right? You need to believe in the process. You need to believe in your client. If you don't, it's not going to work long term. It might be a quick buck, it might be a quick contract, in and out, whatnot. 

[00:43:46] But it's not something sustainable. So it's not like I thought, oh, I got to tell this person, or I believe in them so much.

[00:43:53] Right? If I didn't believe in you, it's not going to serve me. It's definitely not going to serve you. Thus it's not going to serve me. Right? And that's it. So, okay, so normally we end a coaching session with the action steps you're going to hold yourself accountable to. Yeah. So I'm going to put that on you now.

[00:44:12] JC Valeros: Okay. I just lost my train of thought 

[00:44:17] Marshall Stern: And there were no tears people. There were no tears today. Which – 

[00:44:20] JC Valeros: No, no tears, but you know what? I felt that though. Accountability for next week. I know we're meeting next week. I had it on my to-do list. What – oh, my messaging. I was crafting three messages for you, which was message one. The keg journey. You and I talked about the keg journey, so I'm going to prepare that and then send that over to you. 

[00:44:49] Marshall Stern: I'm adding one more for you to prepare, because it's going to be for the week after as well. Okay. But because next week is going into November or starting the end of October. Actually, I believe the day we meet, we're going to be, when do we meet? Thursday or Friday - anyways. 

[00:45:04] JC Valeros: Thursday, yeah, Thursday. 

[00:45:05] Marshall Stern: This is launching on Thursday. So we meet today.  Next week. Primary focus for November. 

[00:45:11] JC Valeros: Oh yes. 

[00:45:13] Marshall Stern: So, so I'm going to tell you right now, I'm telling you what the primary focus for November is.

[00:45:17] JC Valeros: Okay. What is it? 

[00:45:18] Marshall Stern: I don't normally, but I'm telling you. 

[00:45:20] JC Valeros: Okay, because you told me I want to hear it. 

[00:45:21] Marshall Stern: Well, you told me you were going to build a plan to create three clients, three new clients. 

[00:45:27] JC Valeros: Yes. 

[00:45:28] Marshall Stern: So the focus for November is onboarding or being in the process of onboarding. 

[00:45:33] JC Valeros: Yes. 

[00:45:33] Marshall Stern: Three new clients, but then it's working out specifically, what do I need to do?

[00:45:38] What does JC need to do in order to achieve that to social media specifically number of posts to messaging first obviously outreach, whatever it is. Referrals, blah, blah, blah, all that stuff. Right? And that's it. And then we'll, we'll discuss more next week. 

[00:45:54] JC Valeros: Okay. So Marshall, thank you so much for having me on this podcast. This is amazing and it's been a pleasure. So 

[00:46:03] Marshall Stern: I receive it. Yes. But it is always my pleasure speaking with you. And so everyone else, I really want, if you guys are still with us, it's, this has been a good one. I want you to hear your thoughts, your thoughts for JC, your thoughts on the episode and, and what you, what's resonated with you.

[00:46:19] And you could, you could post it on socials where you see this, you can share it, you can do whatever, but. Subscribe, like all that kind of stuff. But really I want to hear your thoughts. Even if you want to send me an email toMarshall@marshallstern.net  If you're watching this on YouTube, comment on the video what your biggest takeaway was.

[00:46:35] This was from this and we'll see you again next week on another episode of the Stern Truth Business Unfiltered.

[00:46:44] Thank you so much for tuning in to the Stern Truth. If you found today's episode helpful, we would love to hear from you. Please like, share and leave us a review. Also, if you'd like to be a guest in the upcoming episode or join us in one of our Moment Accountability Group sessions, simply email me to marshall@marshallstern.net.

[00:47:04] That's marshall@marshallstern.net. And don't forget to hit the subscribe button, so never miss an episode. Until next time, keep pushing forward and leading with confidence.