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Episode 100: Creating a Lifestyle Business

Creating a business to support your desired lifestyle may seem overwhelming, but JB makes the process tangible for all business owners.

Listen to Episode (43:28)

Synopsis

Creating a business to support your desired lifestyle may seem overwhelming, but JB makes the process tangible for all business owners.

JB Glossinger, MBA, Ph.D., is widely beloved as the Morning Coach, with a daily podcast that has been downloaded over 25 million times. A sought-after motivational speaker and coach with an international following, JB is also a Mastermind group leader and a contributing writer for The Business Journals. He holds advanced degrees in business and metaphysics but credits his street education—from black eyes to near bankruptcy—with providing the life-changing lessons that inspired the keys to personal transformation he shares with audiences, coaching clients, and readers worldwide.

Transcript

Chris Davis: Welcome to the Active Campaign podcast. I’m your host, Chris Davis. On this episode, I have JB Glossinger of the Morning Coach. JP runs a daily podcast that’s been downloaded over 25 million times, over 3,300 episodes and counting. He also hosts Masterminds. He’s been featured in the Business Journal. And get this – he has advanced degrees in metaphysics and business. But he credits all of his success in marketing to his quote unquote street education, and that is just doing it. Getting out there, making mistakes. JB talks about all of the failures he’s made, all of the obstacles he’s run up against. Some of them, he’s won that battle. A lot of them he’s lost.

Chris Davis: But after a decade plus, he stands running a business his way that matches his lifestyle. This episode is dedicated to those of you who are willing to put in the time, and you know that success couldn’t and shouldn’t be rushed. But, it should be approached strategically and with the mindset of endurance. JB is a perfect example of that and how he now operates in the business that he decided to build in a way that allows him to work no more than 15 hours a week. It’s all in this episode. Enjoy.

Chris Davis: JB, welcome to the podcast. How are you doing?

JB Glossinger: I am fantastic. Super glad to be here. I love podcasts.

Chris Davis: Yes. And I will say, you’ve got me … it doesn’t take much to get me excited to do a podcast, but just our brief intro before we start a recording. I am ready to roll, so I’m greatly anticipating the knowledge that you’re gonna share for our listeners. So starting from the top, who are you, JB, from the beginning, the bird’s eye view?

JB Glossinger: Well, you know, it’s funny ’cause we’re on a podcast and that’s really what got me started. Well, it isn’t what got me started. What got me started is I was in a job that had some financial success. I was in corporate for about 15, 16 years, right. I think, like most people, you get to a point where you kind of look around and you’re, you know, what’s going on here?

Chris Davis: Yeah.

JB Glossinger: I was making great money. I was in aerospace. But I was unhappy. I was actually beating myself up, because I was like, “What’s wrong with you, man? You’re making more money than your parents ever made. You’re still unhappy. You should settle.” I was trying hard to sell, but I wasn’t really happy. So I looked at my mentors, Les Brown and Zig Ziglar and Toni Robinson, positive guys that got me to where I was, ’cause I’m a product of the Indiana public school systems, right?

JB Glossinger: So, it’s not like I have some genius IQ or something. I looked at those guys and I said, “Wow, I really would like to help people, so let’s write a book.” So, of course, I wrote a book, put it together, got it ready to go out and did what everybody should do when they write a book. I quit my job.

JB Glossinger: I quit my job. Waited for the books to come in. This is a true story. Waiting for the books to come in, and I got a call. Me and my wife were sitting there and I’m telling my wife, I signed up for an event the week after my books were supposed to be in, and I was gonna speak there. I literally paid to speak. I paid $500.

Chris Davis: Oh, wow.

JB Glossinger: You know now, later in life, you don’t pay to speak. Anyways, I didn’t know that then. So I had the booth. I paid to be a presenter at this thing. The truck came. Literally, a truck pulled up to my house. I’ll never get it, ’cause the guy called and said, “Is the forklift ready?” I’m like, “Forklift? I get stuff from Amazon. What do you need a forklift for?”

JB Glossinger: He opens up the back of the truck and there were boxes … I spent my last $40,000 on all these books.

Chris Davis: Oh my God.

JB Glossinger: Me and my wife took them in the house. I mean, they were in the bathroom. They were in the kitchen. This is a little three-bedroom house, you know?

Chris Davis: Oh, man.

JB Glossinger: We had books everywhere. So, I headed off to this event. I filled up the car and my wife’s sister-in-law came with me, and my wife. We went and, I mean, there must have been 1,000 books. I think I bought 4,000 initially. 3,500 right around there. I took 2,000 to this event. I get to this event. We had the booth. We put them all out. As people started coming up to the booth, all day and the next day, and then I went and presented, I sold four copies.

JB Glossinger: That wasn’t even the worst part. When the book came, I didn’t even tell you this. When the book came, we opened it up, and they printed the edit before the edit. So me and my wife stayed up the whole night and wrote stickey notes, 1,000 sticky notes, “I’m sorry. After the new book comes out, I will send you a new copy.”

Chris Davis: Oh, no.

JB Glossinger: And put sticky notes in there. So, I mean, we packed all these books up and put them in the car and drove home. It was the ultimate walk of shame. There has been no worse disaster. We put them in the house. Now remember, I quit my job.

Chris Davis: Yeah.

JB Glossinger: So, my wife’s looking at me. I’m looking at her. I’m like, “Don’t worry, we’ll sell them sometime.” At this time, the Internet was just getting started, so I went and got Dreamweaver. I actually didn’t have any money left, so I pirated it. I don’t know if I should say that in public. I had no money. Then I went … there was a Barnes & Noble back then, so I went to Barnes & Noble and got “How to Build a Website in 24 hours,” and sat there from Friday to Monday and put a website together.

Chris Davis: Wow.

JB Glossinger: But, I mean, it was terrible. But I got it out there. I just kept this hope in my heart, like, “This is the answer. This is the answer.” We put it up there. I’ll never forget, it was back in AOL days, with ‘You’ve Got Mail’ and as soon as I put it up there, I got ‘You’ve Got Mail,’ ‘You’ve Got Mail.’ I was so excited. I was hugging my wife, and three orders came in. It was my mom, my aunt and my mom’s best friend. That was it.

JB Glossinger: It was bad. It was really, really bad. Things weren’t working real well. I had to do something, so we kept searching for ideas. I went online and searched for URL’s, and Morning Coach came up. I’m not really a morning person, but I might be able to figure something out. A buddy of mine one night with a few too many sodas, and not really the good kind of soda … I was really depressed at this time so I was drowning my sorrows. He said, “Why don’t you do something in the morning?”

JB Glossinger: So I started doing a free conference call on freeconferencecall.com. That website I had put up, I started putting little things on Myspace. We used to call it spam space back in the day. If anybody remembers Myspace.

Chris Davis: Right.

JB Glossinger: People started listening to the conference. It was crazy. I started selling a few books, but then we got to 200 people on the conference lines. The conference line’s broke. So I failed. I mean, I just kept failing. It was failure after failure, but what happened was, when the conference lines broke, I had to figure out how to get my message out, right? The conference lines weren’t working, people were … so, this little thing called podcasting was about 2005, 2006 time frame. I was like, “I don’t know what this is.”

Chris Davis: Yeah, it was early.

JB Glossinger: Two-finger typist, right? So, I started figuring this out. I started to record. And this is real, too. The first couple episodes, I didn’t know how to mute the lines, and I did it all ghetto. I had my phone next to the recorder going into the computer, right? That’s how I was recording. The microphone would pick up the stuff on the other line.

Chris Davis: Right.

JB Glossinger: But I couldn’t hear it. I used to go “Good Morning” and get everybody fired up. I’d be like, “This is JB, ready to start your day.” In the background, you could hear a tink, a scream, and a flush. And I hear it. So, in the podcast, somebody was going to the bathroom.

Chris Davis: Oh no.

JB Glossinger: And people were emailing, JB, we love your show, but somebody’s going to the bathroom. Is that you? You should learn how to mute the lines.” Long story short, I kept putting it out there every day. We did 150 episodes. We were struggling. My wife, luckily, had a small business. It was basically paying the bills. But we ended up losing our house. We couldn’t afford it anymore. I don’t know why she stayed with me. But she hung in there. Within … it had to be about six months, iTunes started to get some recognition. They put me on the homepage. I went from 400 listeners to 40,000. Went to top 25. I beat Oprah and Ellen. Everything took off from there. That was in 2008. I spoke at [inaudible 00:09:03]

JB Glossinger: Things just started to really take off for me at that point. So, it was a lot of failure and consistency over time, and literally failing at everything I did until I found something that worked.

Chris Davis: JB, man, this is a great story. I resonated with a good portion of it from Dreamweaver. Not the book part. I quit my job with much less. Did that and failed much quicker, but what stands out to me is when I look at me and when I look at you, one of the things that I did not have at the time was that mental fortitude to just see it through. There were some things that I was doing right when I first started. I just didn’t understand the time factor, so without understanding that, I stopped. I stopped doing them. And here I sit, thinking like, “Wow, what I had kept doing those things?” Right? Where would I have been now? And to hear your story, you are an example of somebody who didn’t stop. You kept going.

JB Glossinger: I didn’t stop, but I screwed up too.

Chris Davis: Sure.

JB Glossinger: I gotta tell you, I screwed up too in a lot of ways. I had to go paid, ’cause I had to pay the bills in 2009. Okay? So, when I did that, 1,200 came with me. God bless them. Thank you so much. I had 15,000 people in the website and I’ll never forget that day, ’cause people hated me. You know, “JB, you’re going 30 bucks a month. What’s wrong with you? I can’t believe you’re selling out.” It was hard on me.

Chris Davis: Wow.

JB Glossinger: And over the years, memberships have changed. I’ve lost some traction and gained it. I look at … back then, I met Tim Ferriss and Gary Vaynerchuk, guys we all know, right? Gary’s killing it. They stayed on the free route, and I didn’t. So it stunted my growth. But yet, I still have an amazing business. Does that make sense?

Chris Davis: That does make sense. It’s a different type of business, and your model fits your lifestyle.

JB Glossinger: Correct. But I quit 100 times back then. I’ll never forget it. There was a book on my desk called ‘Wisdom of the Ages’ by Dr. Wayne Dyer. It’s an amazing story. But I used to read that book before I would do my podcast back in the days. I call it Coach Cast now. And you talk about mental fortitude. I didn’t have it. I wanted to quit every day. I mean, my wife would look at me and like, “Man, you need to get a job. You need something. ‘Cause this isn’t working.”

Chris Davis: Right.

JB Glossinger: You know? But one of the biggest honors I ever had in my life, years later, just three years ago, Hay House published a book for me, ‘Coming Full Circle,’ and I went on stage before Wayne Dyer passed away with Wayne. What a magic moment to tell him about that time that I was gonna quit. I mean, I could see it right today, it breaks me up. I could see that day. I was quitting and that book was there, and I was like, “No, you gotta keep going. You gotta keep going.” I was able to say that on stage to Dr. Wayne Dyer before he passed away.

JB Glossinger: I mean, you talk about coming full circle, from losing your house, seeing a guy’s book on your desk, actually speaking on stage with him is just unbelievable.

Chris Davis: Wow. That is amazing. And now, JB, so you stand as the Morning Coach. Give everybody some insight on exactly what that is and what you do.

JB Glossinger: Well, Morning Coach is basically a business I established. It was a premise. I didn’t like the mornings. I’ll be honest. Full disclosure. But then, the only thing I found was morningcoach.com,[inaudible 00:12:21] right? So I was like, “I got it. I’m gonna go up. Looks like I gotta start getting up in the morning.”

JB Glossinger: So, it was just the URL that worked out. Then I started getting them in the morning I’ve done 3,300 and some podcasts, coach casts, every single day for the past 12, 13 years. I just hope people get their day started right. The model has just taken off through consistency and time. Again, making tons of mistakes, I’ve probably, over the years, spent two million dollars on websites, rebuilding them, building them, failing, going from Kajabi to WordPress, back to … I mean, I can’t tell you. Eight different websites. I’ve hired designers, programmers, and I’m back to just me and one other person again, which I love.

JB Glossinger: I’m just happy the technology, the systems, like Active Campaign and even Kajabi and some of these systems that are out there today, WordPress and Elementor and some other things are making it easier for us solo entrepreneurs to not get locked into the technical kind of situation where you gotta spend all your money to try to manage a website, or try to build a course and not have it sell, right? We have these new technologies that are making it easier for us, and I’m just happy.

JB Glossinger: Years ago, we didn’t have this, so it used to cost a lot of money. Things would break. Technical people would hold you hostage, right? Because you had to work with them. It’s just been … Wayne Dyer told me one day, he said, “JB …” He asked me how it was. I said, “Gosh, it’s such a hard business.” He goes, “JB, it’s never been hard for me.”

JB Glossinger: It’s not that it’s been hard. It’s challenging. Right? I do believe that things are getting easier for all of us.

Chris Davis: Yeah. It’s refreshing to hear. It really depends on the level of scars and the amount of scars that you’ve had in this marketing journey that what you’re saying will resonate stronger, and literally everything that you’re saying, I’m like, “Oh my gosh, I get it. Yes, amen. Yes, say that again.” Because, anybody who’s been around digital marketing for any amount of years knows those woes, especially with the Implementor or the technician holding you hostage. You don’t know how to update that code.

JB Glossinger: Yeah, or how to get the form on your website, you know?

Chris Davis: Right.

JB Glossinger: Everybody’s making it so much easier now. I mean, even Elementor. We used Elementor a lot with WordPress. It connects with Active Campaign, streamlessly. So I can actually put a form on a website. All I gotta do is … yeah, it took me 15 minutes to google and read a blog post, but years ago, that would have cost me ten grand.

Chris Davis: Yep, right.

JB Glossinger: It’s nice to have the systems in place, you know? We need them. We need to keep our cost down. One of the things is making sure you keep you nut balance low, so that you can stay alive to have the time to be able to build something that creates that residual and passive income that everybody wants. I’ve never met anybody that doesn’t wanna sit behind their computer and make money, right? I think everybody wants to do that.

Chris Davis: Right.

JB Glossinger: If it was just that easy, everybody would be doing it.

Chris Davis: Yeah. Absolutely. That’s where the model comes in play. One of the things that you said so humbly, JB, was that you’ve produced over 3,337, I believe, podcasts over 10 years. I wanna just backpedal to that a little bit, because I want you to speak on how you remain consistent with publishing content, because this is one of the areas where I see practically every business struggling that wants to get started in content marketing of any capacity, whether it’s a weekly newsletter, a weekly blog post. Any form of content that is put out, over time, consistently, you always see a drop [inaudible 00:16:11]. How are you able to be so consistent for so long with your content?

JB Glossinger: Well, first of all, I think, you have to understand you gotta find your way. If you go look at my YouTube videos, they suck. I try to do a lot of YouTube videos. I’m trying to get that platform going. It’s hard, right? I don’t wanna say it’s hard, but it’s just not me. It’s not working. It’s becoming a little more difficult for me. So, that’s the hard part, is kind of getting that going. But, you gotta find something that you love to do.

JB Glossinger: For example, when I started, my first 100 episodes, nobody listened. Right? Nobody listened. There were like five people listening. So, when I got a listener or a download, I used to go high five my wife, and say, “Somebody listened.” I had a different attitude towards content production. If only 91 people were watching my video, I said, “Gosh, it’s 91 people.” Where most people get disappointed by that. Like I said, if you go to my YouTube channel, you look at Morning Coach YouTube channel, you’re gonna see videos with 90 views, 30 views, 40 views. And my review views, I just did a review, I got 30,000 views. So it’s like, “Okay, success [inaudible 00:17:22]. Maybe I need to be doing reviews on this thing, right?

JB Glossinger: But for me, it’s just, once I got to the point where I saw all the people listening and I started to get a response, that’s where I got excited. I think most people get down and fade away, when they don’t see the results based on expectations. Everybody thinks they’re gonna put something out there and millions and millions of people are going to listen, right? And it gets really challenging.

JB Glossinger: By the way, if you hear some scratching or something, I have a 110 pound lab and he runs around in my office sometimes, and he was jumping on his bed there. Just in case that’s in the background.

Chris Davis: You’re all fine. But you know what, JB, I love it because it really … I tell people all the time. The frustration is when expectations and reality differs. The wider the gap between expectation and reality, the higher the frustration. People, when they get frustrated, this is what I’ve seen, online when it comes to digital marketing, their frustration always goes to leaning on a tool as the solution, right? It’s always … that negative external energy from the internal frustration always shows up in a support ticket because they thought a tool … they … “Hey, isn’t this tool supposed to be able to give me 100% deliverability? Hey, why are my sales low? Hey, this is not …”

Chris Davis: It all stems from a misplaced expectation. You did 100 podcasts with less than 20 listeners. Somebody would have done 13 to 20 and been like, “You know what? I’m done with this. This doesn’t work.” Again, false expectation. But understanding, like, “Hey, maybe it takes you two to three years to establish the podcast platform to be able to live off of it for the next 10 years. Is it worth it? Just being able to understand the long game and shape your expectations.

JB Glossinger: 100%. We have a little issue out there. And [inaudible 00:19:25] the negative. I have a lot of buddies that are marketers, right? And they’re great at marketing, but they sell marketing, right? That causes a problem, because easy sale is somebody looking for money. The challenging sale is when you have a product or services that isn’t based on selling money, so a lot of the people that are selling digital marketing, that’s what they sell. They aren’t actually selling anything. But you’ve gotta do it.

Chris Davis: Right.

JB Glossinger: So this creates a really bad expectation, like in my business and coaching. I mean, there is millions of coaches out there, right? They all want a podcast. They all wanna do blogs. They all wanna do whatever to get clients. So they buy courses and they do all this stuff and they think, “Oh, gosh, it’s easy. I just put this stuff out there and all of a sudden I’m gonna get a million clients.”

JB Glossinger: I was top 25 in the world to beat Oprah and Ellen, and the majority of my clients come from live speaking. You know? They don’t come from people listening to my podcast. My high-end clients come from me being on the platform because I have … I’m a speaker, and the National Speaker Association’s having me coming in February and teach the other speakers kind of the back end stuff that I do.

JB Glossinger: So, I just think there’s this … it’s all about expectation, right? So it’s like, okay, if I buy this course, and I join this Mastermind, and look, I have Masterminds too. I teach people. But it’s scary when you just see the marketing aspect and you don’t particularly put it towards your business, right? You have to be able to have the time and energy to be able to work and build list relationships with your people. That’s what’s so critical.

Chris Davis: Yeah. I mean, that’s huge and that’s what digital marketing affords us now. Technology affords us the means of connecting with people, building that relationship across borders, across boundaries. It doesn’t matter where somebody lives now. As long as they have a vested interest in what your business offers, you have that connection.

JB Glossinger: 100%. It’s all about value. My business grows more in Australia right now. I wouldn’t say more, but it’s growing as fast in Australia than in the United States. I have Europeans. We have people fly over all the time, and people are connecting me with all over the world. [inaudible 00:21:31] English speaking. Now, I speak Spanish too, but I don’t obviously produce content in Spanish, but it’s amazing the world we live in. If you’re willing to have the right expectations, put the time in, right?

JB Glossinger: I’m a 10 year, overnight success. It just is what it is, right? You gotta put your time in. You gotta watch the egoic kind of fame type of stuff, too. I actually am the opposite. I do social because I need to be there, but I’m not a big social guy, right? I’d rather build real relationships with real people.

JB Glossinger: Let me give you a secret. You’ll love this. So one of the things I try to tell people is, “Look, you don’t need a lot of people. If you have people paying $2,000 a year with you in products and services, right? If you do the math and work backwards, that’s only 500 people. So it’s $166 a month. So if you’re able to give somebody value, and over time, let’s say five years, two people a month, what’s that, two people a month times 12 is 24 people, right? Times five years would be 125 people. If we do that math, that would be a quarter of a million dollar business within five years. If you just got two people a month to spend $166 with you a month, or $2,000 a year in products and services. So, 150 people is a quarter of a million dollars, and I think anybody that’s listening, that would change their lives. They wouldn’t be [inaudible 00:22:51] at a McDonald’s, right?

Chris Davis: Yeah.

JB Glossinger: So it’s not a lot of people. It’s building the real relationships with people. So I work with 500. It’s like, let’s go get another 500, because that’s a million dollars. The way I set up my business is [inaudible 00:23:05] balance. So then you have minimal margin. Being the MBA that I am, yes I have an MBA and I didn’t work at Fedex, but I do have an MBA. I think this is the best business model ever. Even better than Amway, because once you build it, you can live a great life.

JB Glossinger: I play golf every single day. I mean, literally Mondays I work a little bit, but normally I’m done at 11:00 every day. 10:30. Wednesdays I don’t work. Fridays I don’t work. Tuesday afternoons I don’t work. Thursday mornings I don’t work. So I’m working maybe 15 hours a week.

Chris Davis: Beautiful. And you built again the business around how you want it to operate in your life. You didn’t let the business dictate how you operate.

JB Glossinger: I think that’s critical. 100%. Even when I was in some big Masterminds, I was in a Mastermind, like a $50,000 a year one, with all these big heavy hitters. They were like, “JB, you’re not doing Google analytics. You’re not looking at your metrics. You’re not doing this.” I’m like, “No, I don’t wanna do any of that.” I love people. And I’m working with people. I’m trying to find value and add value to people. I’m trying to create content that adds value to people. What are Google analytics gonna do for me? They’re like, “But your business could be so big and you could scale it.” And I’m like, “Well, then I wouldn’t be able to play golf every day.”

JB Glossinger: So, you gotta determine where you wanna go, right? And look, Gary Vaynerchuk’s a friend. I love him to death. But the hustle thing sometimes, you know? Not everybody can be Gary. His energy, his hustle, his stuff. I mean, I think a lot of people burn out from that. So yes, is there an element of hustle? Yes. Of course. You gotta work. I had to work really hard to get where I’m at, but at the end of the day, it’s not all about the hustle. It’s about strategic ability to put content together and be able to be the expert, and then use the wonderful resources that are around us to make it easier for us.

Chris Davis: Oh, JB, you know what? I’m trying. I’m trying to stay composed, because I am not an anti-hustler, but what I found is that people throw that word out there because they’re doing things without any real strategy or even idea of what progress looks like. So I don’t know how to move forward, but if I just start doing stuff, I can show people I’m hustling and then in the back, when the lights are off, my fingers are crossed, hoping, hope marketing that something’s gonna work one day. Like you said, it leads to burnout. I think hustle should come after the strategic piece. Right? Be strategic.

JB Glossinger: Yeah, I agree. You gotta have some strategic hustle or you’re just running around for nothing. It’s like trying to work all day and we’ve all had jobs where you try to work all day and you’re not really doing anything, right? You come home exhausted. It’s the same thing. You’re not really doing anything. You’re just running around in circles. We’ve all done it. I mean, we’ve all tried at Amazon business. Almost anybody that’s an entrepreneur has tried network marketing. We’ve all tried those things, right?

Chris Davis: Yep.

JB Glossinger: But we’ve never really worked them or given them a chance. I’ve got buddies that have had real success in network marketing. Would I do it? No. But is it business that works? Yeah. If you’re willing to spend the time and energy and treat it like a business.

Chris Davis: Yeah. And it goes back to the basics of business. Understanding the opportunity cost. Sometimes, the opportunity to work, [inaudible 00:26:24] or to live your life how you want to, the cost is maybe you make $350,000 this year instead of $700,000. Right?

JB Glossinger: 100%. Yeah. It’s a strategy. I mean, look, most people, what I teach … I have a system called ILD. Right? It’s called Intelligent Life Design. And most people, we found, if you’re sitting on $3,000, up to about $12,000 a month, you could live the most amazing life. I mean, just amazing. From $3,000 to $12,000 a month. If you strategically build your life, right? That’s where people just get it wrong, and they’re slaving away at things, but they haven’t really strategically sat back and said, “Okay, what’s my debt load? What can I put here? What’s my investment level? Where should I be putting my money so it’s creating an ROI so I can have that freedom.”

JB Glossinger: Because once you get your time back, then you can do anything. That’s the beautiful thing. Time is the most valuable currency, but nobody teaches that, right? Time is so important. We need to get our time back. That’s the critical thing.

Chris Davis: Yeah. And that’s where technology comes into play, right? Help you rescue your time back. Essentially, once you value it, right? I see some people, they don’t value their time. They’ll schedule a meeting with someone and that person will be late. 20 to 30 minutes late, and they’ll stay. Me? No. I’m thinking of, do you know what I could have done in that 30 minutes?

JB Glossinger: Can I tell you a quick story? I had to call Nancy Sunday night, last night, and I called my … who works with me … and I say, “Nancy, somebody put something on my calendar.” I freaked out. The most sacred thing for me is my calendar. We had a little form go out and the back end of the form had, “Schedule some time with JB.” Three people found that thing. Somehow, some way. I was going ballistic. We were searching everywhere. That cannot happen. My calendar has to be blank. That is my most important thing in my life, is my calendar.

Chris Davis: I love it. I love the perspective that you’re providing though, JB. Because this is the other side that people need to see. Beyond the marketing, beyond the flashy stuff, it’s the actual life design, married to the business model. That is what people need to understand the most, so that they can operate more confidently in what they’re trying to build and then of course have the proper expectations in building it to have the endurance to stick with it until they accomplish what they’ve set out to do.

JB Glossinger: 100%. Yep. All the above. That’s what it’s about. The reason that I do what I do and do this once in a while … not that I’m out there that much, but is to tell people, “Look, you can do it without being on YouTube every day, without hustling every second. You just gotta provide value. Use your systems and solve problems and if you do that, you can build an amazing life, maybe you won’t be a zillionaire and maybe you won’t have that private jet, but you sure can have a wonderful life.” Like me, I play golf every day and I don’t have a private jet. I don’t even have a Lamborgini. I wouldn’t even know how to take a shot like that on a car. I drive a big Jeep. But I have fun.

Chris Davis: Yeah, you drive what you want. You spend your time how you want to. One thing real quick too, JB. I wanted to touch on … I know we talked about your adventure in software. I know that there’s nothing new under the sun to you. You’ve seen them all. You’ve been using them for such a long time. What would you say to the people out there who tend to change platforms every other month with hopes that this platform would do exactly what I need it to do? You’ve done that. You’ve lived that life.

JB Glossinger: This is such a great conversation for me at this point. So yeah, I always teach at least try a year, you know? Stick with something for a year. You gotta get to learn it, because there’s so many nuances and all these things, that if you don’t get to learn it, all of a sudden things start to break down and then you go to the next thing. It’s almost like hope marketing, right? It’s kind of hope system. It’s like, this is the one. You know? We’ve all been there, from [inaudible 00:30:26]. I’ve used them all. I’ve used everything. We’ve built websites with WordPress, integrated in [inaudible 00:30:31]. I can tell you a list of them.

JB Glossinger: They’re all great in their own way. All of them do their things. But if you don’t give them time, they’re never gonna work. Right now, I’m making a transition in ’19, which is huge for me. I am an Apple guy. I have Apple everywhere. I have Apple phones and Apple watches and Apple stuff, but I just ordered the Google Pixel Slate and I just got the Pixel 3, and I’m transitioning into that system, ’cause for me, the collaboration with Google just works better than the Apple. It’s really weird for me. I’ll still do my production with Apple, but it’s really unusual.

JB Glossinger: It’s taken me years. I mean, literally years to make that decision. So, I think when you’re going about your systems, you really gotta go slow and be very tactical of why you’re going to switch and what you’re going to do with them. Then, understand, you have to give a system time to really figure out how to use it and build it to become effective. It’s so important.

Chris Davis: Powerful, man. Powerful. I love the idea of give it a year. So this is what helps me, JB. I’ll use a cell phone. A story, too, since you brought one up. I used to, back when Palm Treo’s were a thing, you remember those?

JB Glossinger: Yeah, I remember Palms.

Chris Davis: They had the physical keyboard.

JB Glossinger: I love it.

Chris Davis: It was just like, wow, I can send email from my mobile device and make a phone call, and even download an app or two. No color or anything like that, but at that time, every time they dropped a new phone, and that’s when Windows, PC Mobile, PC was coming out, and I’m switching phones back and forth. What I found is that there’s always one feature or two that the new phone does that the current one doesn’t.

Chris Davis: I got to a point where I was just like, you know what? Let me just keep one for a year, right? With all of the shortcomings and all, but just do it. And when I was able to do that, I broke free from my digital hording of mobile phones. It sounds weird, but it’s like a relationship with technology. It’s really hard to trust that relationship when you don’t have the time invested into it. Some of the reasons why people choose other tools is user error. A lot of the reasons is user error. When it’s not user error, there’s a lack of strategy or knowhow on implementation. You switch tools for that.

Chris Davis: But no tool is perfect. Every tool is going to have its hangups that just drive you crazy. As much as I love Active Campaign, there’s still some things in there, I’m like why won’t it do? You know? But I understand that’s only like five percent. I’m not gonna let the five percent determine a 100% judgment to leave.

JB Glossinger: Well, I’m with you on that. But people are looking for the excuse, why some didn’t work, right? That’s the issue.

Chris Davis: Yep.

JB Glossinger: Even me, I do a freaking motivational exciting podcast every day, Coach Cast every day, and people email me, frustrated that they didn’t know how to listen. It’s like, well, we’ve got [inaudible 00:33:36]. It’s not that hard, right? So, I think people are just releasing or venting. Some people. You gotta watch that. We gotta watch the victim mentality. Believe me, I’ve fallen into it many times. Technology’s the easiest thing to … I mean, just a couple days ago, I had one. And you gotta watch it.

JB Glossinger: In fact, I’ll tell you, it’s funny. In my Masterminds, we have a rule now. No complaining about anything. If you show up and the salad’s terrible, you can’t complain. You can bring it to us, but you can’t tell somebody else because that negative mojo just really gets going and you get down. So same thing with technology. If you start seeing something, you get frustrated by it, and you start complaining about it, you’re just gonna see all the bad parts of it, right? When there’s probably 90% of it’s good, and maybe 10% of it you’re having a struggle with.

JB Glossinger: That will cause a really chaos in your business. So call it big chasm, right? Because all of a sudden this negativity is coming through on the system, which isn’t really negative. It’s just a small piece of it.

Chris Davis: Right. Absolutely. Wow. This has been great. JB, I’m gonna ask … maybe this isn’t a challenging question. I think it may be a little challenging. But you’re the person for it. This is what you do. You have over a decade of coaching in the morning. Right? Group and personally. If there was one bit of advice that you would say applies to the majority of people that come through via email or your personally or you meet out and about, what would be that one thing that you feel you reiterate time and time again for people in the coaching realm?

JB Glossinger: One, that there is no perfection. We are all screwing up, all the time. You know? We all have 16 voices in our heads and we’re trying to get it down to two. It just bothers me when people think that everything’s gonna work so easy for them and it’s just gonna happen. The truth is, we all struggle. I coach billionaires down to people that are just getting started. Right? Every single person at every level is dealing with issues, so stop comparing, realize you’re on your own journey, right? And appreciate the journey.

JB Glossinger: I’ll tell you a story Penn & Teller told me once. Penn was speaking in Las Vegas and he was in the green room. I ask him, “What would you have done different in your career?” He said, “Well, JB, we work so hard to become the top magicians in the world. We were out on the street. We hustled. We worked so hard.” He goes, “You know what? I don’t remember those days. I don’t even remember being on the street. It’s not even part of my memory. What I wish more than anything, I wish I would have appreciated those moments.”

JB Glossinger: I think the struggle is part of the whole thing. It is everything. It’s not when you get there. When you get there, you just look around and go, “Wow, I guess this is it.” When you’re struggling, it seems like that’s gonna be the answer. But really, the struggle, the journey, is what it’s all about. So, if you just stick with it, and realize that other people have issues too, you’re not alone, stop comparing and it’s amazing what success feels like when you get there.

Chris Davis: Yeah. That’s huge. I just wanna echo that. The comparison thing. Because again, often times, we’re comparing somebody’s flawed … well, I shouldn’t say flawed. But somebody’s falsed finished product, right? ‘Cause we don’t really know how it works for them. We don’t have the same desires and aspirations that they may have in their business. All we have are pictures. We have the videos that they want us to see. The reports that they want us to see about their business. Then you end up comparing yourself to that person, especially if they’re in the same or similar industry. Before you know it, you’re no longer proud of the results that you have.

JB Glossinger: 100%.

Chris Davis: You did the product launch and made $500 in one day, and all of a sudden, it’s not enough ’cause it wasn’t $10,000, and that person over there is doing $9,000 a month and you only did $500. It’s like, are you serious?

JB Glossinger: It happens every day. I can’t tell you how many people I’m coaching come up to me and go, “I’m in a podcast just like you. Can you show me a couple tips?” And I’m like, “Look, okay, do 3,000 and then come back to me.”

Chris Davis: Right.

JB Glossinger: I don’t mean to be rude. And they’re right on it. They’re in my face, like, I’m gonna take you on. I’m gonna kick your butt. I’m like, “Okay, cool. I’m all good with that.” Right? Go ahead. Go do it.

Chris Davis: Wow.

JB Glossinger: Yeah, you just gotta stop the comparisons. The truth is, you don’t know what other people are doing. You don’t know what’s happening in their relationships. You don’t know what’s going on with their kids, their family. There’s a big dynamic about life and business that nobody really talks about. You see somebody that does great. Well, maybe they didn’t have children, and maybe they ruined their relationships. There’s just too many unknowns. So, what is known is that you focus on your best. You go out there and you solve problems and you add value. Business is very simple. Find a problem and solve it. It’s that simple. If you can do that daily, and go out there and solve problems for businesses or for people, you can make a lot of money. But you’ve gotta just keep working to increase your value in the marketplace. The marketplace will pay you. It’s that simple.

Chris Davis: I agree. JB, man, thank you so much. I knew this was gonna be a great one and you lived up to my personal expectation, and my hope is that you’ve exceeded everybody else’s expectation, who’s listening. If people wanna find out more about you, and your Mastermind or whatever, where can they go?

JB Glossinger: Morningcoach.com. We have the typical [inaudible 00:39:08] from my book, a sacred six worksheet and stuff. You can get in there and get on our list, and get our stuff. No hidden secrets with us. You can email us, get a hold of us, anything you need. I’m not a hard seller. This is another point I think is really important. I’ve never had to sell in my life. We just go out there and help and do what we can. If people are interested, they work with us. That’s another great thing to do. It’s just a point to what we’re talking about. If you put value out there, you don’t have to go out there and learn neuro linguistic programing from stage and try to have people [inaudible 00:39:40] back to the room. You can just be you and people will work with you. So be real. Be authentic. But solve problems and increase your value. It’s that simple.

Chris Davis: There it is. Again, JB, thank you so much, man, for coming on to the podcast. It’s been a great joy.

JB Glossinger: No problem. Glad to be here.

Chris Davis: Yep. No problem. I’ll see you online, JB. Thank you for listening to this episode of the Active Campaign podcast. JB was amazing. The level of insight and experience. This is somebody who was podcasting in 2006. I didn’t even know what a podcast was back then. I don’t think the podcast spike even started until the 2000 teens, right? So this is somebody who saw a early opportunity and stuck with it. If it’s one thing that stands out, I said it on the intro, it’s time. The time factor is the biggest factor that a lot of people do not use to their advantage, thus it results into them abandoning their efforts prematurely.

Chris Davis: So, my encouragement to you today, after listening to an episode like this, is break free. Break free from the comparisons. Break free of the false expectations. And break free of the mindset of it should have already happened by now. Take the time. Build your business the way that you desire to live your life. Be confident and be willing to do whatever it takes, including time. If it takes years, so be it. If in five years you’re exactly where you wanna be, who cares what you had to do and how it looked within those five years. As long as you get the end result.

Chris Davis: If you’re not subscribed to the podcast, now is the time to make sure that you’re in the know with every single episode that we drop. You can do so in iTunes, Stitcher Radio, Google Play, SoundCloud. Wherever you listen to podcasts, we are there. Just search the Active Campaign podcast. Make sure you subscribe while you’re in there. Please leave a five star rating and review. It helps validate us. As you heard JB mention, when he got featured in iTunes, that’s when things really took off. So, any help that you are all willing to do, in that capacity, will be greatly appreciated.

Chris Davis: If you’re struggling with Active Campaign, remember, JB said, give the technology at least a year. Within that year, if you’re testing us out or if you’re sold on us and you’re just stuck, and you need help, we have services available. The first and foremost is schedule a one on one, activecampaign.com/training is where you can schedule a complimentary one on one and talk to somebody on our team about your specific business issues and/or needs. If you wanna take the more self-guided approach, activecampaign.com/learn is our education center where you can find all of our guided content, from webinars to videos to guides, manuals, everything that you need to learn at the pace that you desire.

Chris Davis: Last, but definitely not least, we’re coming to a city near you. Please check our events page, activecampaign.com/events and check for a study hall in your city soon. If you use the coupon code ‘podcast,’ p-o-d-c-a-s-t, you’ll get an extra percentage off your registration. Myself, and someone from the team would love to meet you in person. This is Active Campaign podcast, the small business podcast, to help you scale and prepare your business with automation. I’ll see you on the next episode.

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