118 FIFM – Just Because You Like It Doesn’t Mean They Like It

One of the biggest things in our service business is making sure that we only work with people who like to be part of our tribe or community of entrepreneurs. We at ProSulum.com do not want to work with a ton of people for sake of having a lot of customers.

I find that, more often than not, the temptation is wanting everyone to be a customer. But the reality is we can never please everybody. The things that we like, and make sense for us, may not necessarily relate with some of our prospects or referrals.

In fact, it may even turn them off; and that’s okay! 

Overview & Episode Content

  • Even Notable Personalities Have People Who Do Not Like Them
  • When Should You Care About Using Buzzwords?
  • Buzzwords May Turn Off Prospects But Who Cares?
  • The Choices You Make are Forever Important
  • Focus on Working with Like Minded People

Even Notable Personalities Have People Who Do Not Like Them

Even Notable Personalities Have People Who Do Not Like Them

If you look at some of the greatest businesses minds, the best comedians, and the most notable people today. What do you find? 

You find that they are very polarizing. Some people do not like them and that is okay because the ones who do, really love them! Look at Steve Jobs, for example. He completely revolutionized the whole computer world. But, you either love a Mac, or you hate it. 

This is a relevant topic for today’s episode of Freedom In Five Minutes because of something interesting that happened with a prospect the other day.

Now, the prospect was a referral by one of our best customers. And we moved forward with the prospect even though he came off as semi-serious about the whole thing. It was an interesting temperament.

When Should You Care About Using Buzzwords?

When Should You Care About Using Buzzwords?

Now, we sent over a draft agreement for him to look over. And if all looked good, then we would have sent the final agreements.

We have been using a template email  for two years now that says something like, “We are so excited for you to massively grow or 10X your business and we are thrilled for you to join our tribe.”

So, my general manager sent that email out and the prospect replied – expressing how excited he was for us and how it was going to be great. He wanted to stay in close contact so we could share ideas. It was a positive response, he really seemed to want everyone to succeed.

However, this guy then proceeds to go behind our backs and talk to one of our best clients right now who referred him. 

And he said something like, “These guys are pretty aggressive, they kind of sound scammy with the ‘10x-ing your business and massively growing your business’ and they’re still trying to sell me after the fact…”

Now, our client sent an email to us, basically saying, “Hey guys, I’m getting feedback that you’re coming off a little bit aggressive and scammy. This could potentially be harming our reputation. Can you take a look at your emails? The fact that you use 10X and all these buzzwords. That’s probably not necessary.”

Okay, I really take these things seriously so I made time to look at the matter and called them to try and figure out what was wrong and what the issue really was.

But one of the reasons I even have these words in my email template – and it is in there for about two years now – is because it is true!

Buzzwords May Turn Off Prospects but Who Cares?

Buzzwords May Turn Off Prospects but Who Cares?

We have seen, multiple times, where our customers have 10Xed their business. I have one customer who went from barely squeaking a profit that ended up with almost 20X return in profits by using our VSAs. 

This was because he was able to let go of a lot of dead weight – people who were not doing what they were supposed to. He has two VSAs and just crushes with them. We have a proven track record with people who are extremely successful by following what we do.

I totally get it. Some people are going to get turned off. It is one thing to use buzzwords for the sake of it. But if the buzzwords that you use are true for your business, who cares? Honestly, if your prospect is going to be picky about what words you use to express the truth, who cares?

The Choices You Make Now are Forever Important

The Choices You Make Now are Forever Important

With the way things are going, I am guessing he will no longer be moving forward which is a good thing. At this point, even if he wanted to move forward, it would no longer be a great fit.

It is not fun to work with someone who goes behind your back instead of approaching you directly and saying what their issues are. 

I ask myself, “Do I really want that type of person to be a customer anyway?” 

The answer is, “No.” 

I want to work with good customers who are ready to be a part of our tribe. Everyone who is a part of our tribe utilizes certain things that we do. And they know that there are certain things that we do not do.

For example, we do not do training with our Virtual Systems Architects. Training is a very bad word. We do process documentation videos.

The choice to work with a customer is always yours and the choices you make now are always important. These choices will impact your business positively or otherwise in the long run.

Focus on Working with Like Minded People

Focus on Working with Like Minded People

So, the whole idea of pleasing people who aren’t even customers yet – just so that they would become one – is completely foreign to our way of thinking. 

Keeping that in mind, I told the client, who referred the prospect to me, that we will change and split test a different email template just to his referral partners. 

If it does better, great! We will use that new email template.

Now if it doesn’t, then we will use the same old one. But it is the first time that this has ever come up in the two years that we have been using our email templates. And the whole idea behind this, at the end of the day is that, who cares?


Of course, if you just started your business and you are already getting complaints like that, then yeah, you probably want to change some stuff. 

The idea is that you want to work with people that make you happy. Work with people where you can make them happy, and do not get stuck in a business relationship where already right off the bat, there is some kind of animosity or something that is not a good fit. 

Resources and Links

Thank you for taking time to listen to today’s Freedom In Five Minutes podcast episode. 

This is Dean Soto, inviting you to go check out FreedomInFiveMinutes.com. There are lots of good stuff over there you can use to punch-in the numbers and see what it would be like if you were to get a Virtual Systems Architect. 

Also, please check out ProSulum.com – our main Virtual Systems Architect site. There, you can schedule a discovery call as well.

I will see you in the next Freedom In Five Minutes podcast episode.

Check out this episode!

114 FIFM – Specialists in Your Business, and in Any Business, are Stupid

You are probably thinking I’m the biggest jerk after reading the title above. The truth is, you do not have to specialize and hire specialists for your business.

In today’s episode of Freedom in Five Minutes, I talk about the power of being a generalist as an entrepreneur. Join me as I recount my struggle to niche down and specialize until I finally had enough and said, “Screw that! I do not need to specialize in something!”

This is my journey to becoming a proud generalist.

Overview & Episode Content

  • I Grew up Unsure on What to Specialize In.
  • The Question that Caused My Frustration as a Business Administrative Assistant.
  • Striving Hard to Specialize Only to Find Myself at a Dead End.
  • Leaving Behind the Struggle to Niche Down to Become a Proud Generalist in Business
  • Rethink the Idea of Specializing by Asking the Right Questions About Your Business.

I Grew up Unsure on What to Specialize In

I Grewing up Unsure on What to Specialize In.

Growing up, I always had this issue that reared its ugly head predominantly in school, at first. Then, it started rearing its head in the workplace too when I got into my full time job.

From elementary school all the way up to college, I had no idea what I wanted to do. Looking back, I remember it was when I met my wife that I decided on an actual major. And then, I was majoring in Japanese. Next, I majored in music.

Eventually, I was like, “You know what? Screw this!” and I just wanted to get out of school.

Basically, I wanted to get my degree because my wife wasn’t going to marry me if I didn’t have one. So, I decided to take a Bachelor’s Degree in Business Administration because it was the easiest, fastest, and it looked good on my resume if I was going to get a job that paid well.

Later on, I found myself working as a Business Administrative Assistant for a company – that probably do not even exist in the same way anymore – called DMJM+Harris.

The Question That Caused My Frustration as a Business Administrative Assistant

The Question That Caused My Frustration as a Business Administrative Assistant

DMJM+Harris is a civil engineering company. Within the organization, there were probably around fifty people – everyone from civil engineers, structural engineers, finance, accountants, to project schedulers, etc… I was an administrative assistant there.

It was really cool because it was one of the funnest jobs – no kidding! Although, I could not put my finger on why I actually enjoyed that job as much as I did – but we’ll get to why that is in just a little bit.

The thing about this organization was, there was obviously a lot of skilled people especially in structural engineering. They are building bridges or roads that perhaps billions of people are driving over; and those things have to be perfect.

I remember walking in the finance office one day where the accountants were. Walking down the hall, I went over to this lady who was one of the finance managers there. We didn’t know each too well and I don’t know why I got the bug to ask her, but I did. 

I asked her, “What do you think I should do if I want to be successful? And what kind of degree should I go for?”

At that point, I was going for a Bachelor’s in Business Administration. She looked at me and thought for a little bit.

Then, she said, “Well, you want to go for something more specialized. Don’t go for a Bachelor’s in Business Administration because it really is too general. Look, you are not going to be able to become a CPA or get certain credentials because it’s just a general degree. It’s not like you’re in taxation or accounting which are both much more specific.”

I was like “Crap, I think I am totally destined to be just this wandering guy who does not know what he is doing and I am never going to make anything of myself.”

At that point, I became so frustrated internally. It was almost like my world shattered right in front of me!

What’s the Big Deal about Specialization?

What's The Big Deal About Specialization?

You might be thinking, “Dean, what’s the big deal? Really, it’s not that big of a deal.”

By then, I had already spent years getting hounded by councillors at school as to what I wanted to do but I could never decide. There was nothing I could fall so deeply in love with this thing that I wanted to go to specialize in. Even if I dabbled in different fields, I was only able to get so far.

Everyone was telling me, “You never want to be a jack of all trades and master of none. Dean, you are never going to get rich that way and you are never going to see any success that way.”

It’s interesting because right about that time, I was applying to Boeing Aerospace. I did not have my bachelor’s degree yet but I did have a security clearance – a big thing for Boeing.

Then, I applied for this industrial security job, though I didn’t quite know what it was. It was more like protecting government secrets. It seemed pretty interesting and I thought it was kind of cool!

So, I decided to just go for it and keep going. If I’m going to be this poor jack of all trades, master of none, then that’s the way it’s going to be. It’s so hard for me to specialize in anything.

Striving Hard to Specialize Only to Find Myself at a Dead End

Striving Hard to Specialize Only to Find Myself at a Dead End.

Lo and behold, as I was working at DMJM+Harris. I did not think it would happen. Shortly, I got deployed to the industrial engineering job at Boeing and the work was pretty general – it had everything from computer security to document control, document security that had physical security. In no time, I was climbing the rafters and helping to build buildings.

Now, this is a whole thing that nobody ever talks about in any type of school! It was making good money for me and it was perfect for a generalist like me. I was doing all of this cool stuff!

But then, I started to wonder why I liked my previous administration job so much. It was because I got to talk and help structural engineers, learning what they needed, and how they needed things done.

With my industrial security job, it was the same thing. The job required dealing with engineers, computer security guys, IT guys, contractors, construction workers, with all these people, and I loved it.

I was getting promoted left and right because it was my wheelhouse. The truth is, I didn’t want to specialize in anything. I love the fact that I knew a good amount of all this stuff and learning more every day. It was wonderful.

Later, I got deep in computer security and eventually, they ended up hiring me as a computer security specialist. It was an exciting time and I was making a lot more money with that because it’s a more technical job.

And then, it all came crashing down. What happened was, I got pigeonholed into computer security. At that time, there was only one good way out.

I deeply specialized as much as I possibly could into computer security. Honestly, I tried my hardest to make that happen. But it became extremely painful to the point where I was getting depressed. It was so horrible. I was drinking a lot, hated my job, and I could not see a way out. 

Leaving Behind the Struggle to Niche Down to Become a Proud Generalist in Business

Leaving Behind the Struggle to Niche Down to Become a Proud Generalist

It wasn’t until I became an entrepreneur – leading over 100 people in building organizations – that I started to see specializing sucks.

I am doing all of the general stuff from accounting to payroll and supporting client after client with the help of my core team of four people – these are people who work for me.

They say you can’t make a lot of money if you’re not specialized… Maybe that is true in the employee world but I’m doing just fine. I can work as little, as long, or as much as I want to. And I make way more money.

Now, I’m not doing this to brag. I make way more money than I ever did as a specialist and that is not meant to brag. This is for those people out there who are generalists. When you just don’t really know what you want to do, then this is for you.

This is for all those people who say, “Oh, you need to specialize in something.” Screw that! You don’t. There are plenty of opportunities out there and things that make you so valuable. I like to say that I specialize in generalization.

Have you ever wondered why the highest ranking people in the military are their generals? It’s because they know a good amount of everything but do not necessarily specialize in any of it. And they lead a lot of specialized personnel.

Why is this important? It is important because I think specializing in your business as well is so dumb. This is why we have Virtual Systems Architects (VSAs) at ProSulum.com and FreedomInFiveMinutes.com.

I have a core team of four people. And they do everything from design to copywriting, recruiting, accounting, payroll, invoicing, accounts receivable, accounts payable… Seriously, they can do everything. Everything!

Rethink the Idea of Specializing by Asking the Right Questions About Your Business

Rethink the Idea of Specializing by Asking the Right Questions About Your Business

If I was going to go the traditional route of business, I would have 50 people working for me all in some stupid department and all of them doing one thing when I can have only four people effectively doing all that stuff.

Honestly, if you use systems and document everything you are doing, then you do not have to specialize and hire specialists in your business because they suck up so much resources and they kill your overhead.

So, how is it that Matt from Camrock is able to do – with only two VSAs – what his other competitors do with hundreds of people? It’s because he does not specialize and he does not hire all these specialized people. He has two people he can train with systems. They have processes to do whatever they need to do but they are all generalists and they are able to do so many different things in Camrock so it is able to grow exponentially. All that being said, rethink the idea of specializing.

If you need copywriting, your gut instinct should not be “I need to hire a copywriter.” On the other hand, if you need marketing, your gut instinct should not be “I need to hire a Social Media Manager.”

Ask the right questions. Your gut instinct needs to change with the times, which is “How can I build systems and processes – some documentation around the process of social media management?”

And then, get it all documented, have someone do that, and then have someone do that bookkeeping. Assign social media management to that same person. Also, have the same person do accounts receivable and collections.


If you step out of the realm of specialization, you’ll see that your overhead costs will drop significantly! And your revenue will – more than likely – grow exponentially because you have these few people who are able to do everything and give you the ability to be creative and grow in several different ways as well.

Resources and links

With all that being said, go check out Freedom In Five Minutes. There’s a masterclass there that talks about everything I recounted above.

Also, I did a four-part video series at Pro Sulum that premieres in several days. It’s really good as well.

Go check out either one of those two links. 

I am Dean Soto of Freedom In Five Minutes and a proud generalist.

Check out this episode!

117 FIFM – Disrupting The Oil Industry w/ Matt Laird

Just the ability of getting into the oil industry is so expensive and time consuming. There’s not really a big welcome party for new distributors in the market.

In addition to that, large companies will easily devour and take over small businesses through acquisitions and mergers.

In this episode, Matt Laird, president and co-founder of one of Oklahoma’s fastest growing industries, Camrock Oil & Supply shares with us his success story of how a small company can still be successful despite its size.

Learn more about his strategy that made Camrock Oil & Supply make its way to the Inc 500.

Overview & Episode Content

  • From the Bottom to the Top of the Industry, Who is Matt Laird? 
  • The Early Days of Camrock Oil & Supply, How it All Started?
  • Disrupting the Oil Industry, Is it Possible?
  • What’s the Importance of Scaling Personal Attention?
  • Running a Successful Business, What’s the Strategy Behind?

From the Bottom to the Top of the Industry, Who is Matt Laird?

Man, Face, Identity, Self, Me, I Am, Person, Silhouette

Every morning, Matt writes notes in an assorted 4×6 index cards to his wife and three beautiful daughters before he leaves for work showing his love for them. This starts off everything as he begins a new day in his company.

Before all of this, he graduated out of high school and found a drilling rig. He worked his way up into the ranks. Started at the bottom and rose up to eventually owning his company.

Despite the good money, he decided to find another way as he chose his family’s worth. About five years ago, with some of his business partners, they started Camrock Oil & Supply.

The Early Days of Camrock Oil & Supply, How it All Started?

Oil, Oil Rig, Industry, Oil Industry, Pump, Oil Pump

Early on in this business, they were just primarily a filtration company with a whole bunch of filters and people that needed filters. They’ve got really big trucks filled with filters. Those trucks were driven around and realized that those filters are mostly air and there wasn’t enough margin, huge invoices but no margin. They began to seek out something that was more profitable and would fit really well with their filter company. And as they added the bulk lubricants they were able to definitely get into a niche. 

As far as Camrock as a business, they cover all lubrication and filtration but as far as what they do every day, Matt really did just grow the business. Pulled his way out of operations and focused on moving the needle, finding a way to change the entire scope of the industry.

Disrupting the Oil Industry, Is it Possible?

Olive Oil, Centrifuge, Production, Green, Fresh, Food

The way that this deal works is that Matt is in an old industry where there’s no influx of new people. Their closest competitor in the lubrication side does over a billion a year. A big company that’s not nimble and doesn’t care about their quality.

With this big company growing bigger, it’s just leaving a huge gap for them to get in with a little better service. At the point where Camrock is now, they do a little better on their lubrication side than what the competitor does as far as quality goes. Basically, if someone uses the company for all of these product lines that they offer, their price is competitive.

What’s the Importance of Scaling Personal Attention?

Vintage, Scale, Balance, Balance Scale, Measurement

In the five years they’ve been in business, they’ve lost a few customers to mergers and acquisitions. Camrock’s culture focuses on customer, pricing structure and everything else. It’s not just something sold from the street. Up to this point, it’s been scalable at one customer or even scalable up to 200 customers. The company continues to just push that culture into their salespeople so everyone that touches their customer knows the culture, and determination. Because of this, the company hit Inc 500.

Running a Successful Business, What’s the Strategy Behind?

Key, Keyhole, Lock, Security, Unlock, Open, Safety

Matt talked about Dean’s bringing his guys to help his business. He would spend his day from 4pm until 5pm every day working on the one thing that he never wanted to do again. So, he followed Dean’s programs and basically jumped on Loom, recording the process exactly like you would want it done and whatever that process is, he would email it to Dean.

The next morning when he got back to the office he would have a full process document that was just prim and proper. He would look through it which is perfect and then was able to use that as a training material for his staff as the company grew. This pulled him completely out of the day to day tasks and focused more on other stuff on how to grow the business. 


It’s not always about the size of a company, industry or an organization where it’ll depend it’s success but how you were able to come up with strategies on how to make your business grow. Strategies of jumping even into tiny details and making those decisions that would make a great difference.

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Matt Laird Email:  matt.laird@camrocksupply.com

Matt Laird LinkedIn: https://www.linkedin.com/in/matt-laird-77540b59

Camrock Oil & Supply Website: http://www.camrocksupply.com/

Check out this episode!

113 FIFM – I Systemize Because I Love You

A fantastic relationship with your clients is one of the keys to a successful business but at some point, success will bring you to a decision point – when it is time to expand or grow the business. For most entrepreneurs, this means to systemize – to step back from the scene and let your systems and automation handle some of the work.

The funny thing is, this is exactly what holds back most business owners from growing. But you can have the best of both worlds! You can expand or grow your business and maintain that personal touch using Systems and Automation.

Overview & Episode Content

  • Get the Most Bang for Your Buck via Systems and Automation
  • Scale Personal Attention to Maintain That Personal Touch in Your Business
  • Maximize Your Resources to WOW Your Customers
  • Systemize and Do What Nobody Else Does
  • The Secret to a Foolproof Automated Sales Cycle is Making Your Clients Feel Special

Get the Most Bang for Your Buck via Systems and Automation

Get the Most Bang for Your Buck via Systems and Automation

I’m on the board of a particular ministry that does amazing work. And, they have grown so much in the last few years to the point where they sold out their conference in January 2020.

Now, the thing about this particular ministry is the person who heads it. First, he’s a really good friend. Also, he has the mindset of being a good steward of the money that’s been entrusted to him. 

Of course, if you are going to be a good steward of anything, you want to make sure that you get the most bang for your buck. You want to make sure that you get the most out of whatever it is you are spending. It could be anything from money to time.

For example, if you have a homestead and you want to get as many eggs as you can out of your chickens while making them as happy as possible. Another example is with your parenting. You want your kids to get the most out of life without spoiling them. 

This particular person is really good at utilizing his resources to the maximum as much as possible. 

I had a phone call with him. 

Now, note that this client uses Virtual System Architects from Pro Sulum and FreedomInFiveMinutes.com for his ministry. They do everything from reaching out to talking with new donors and handling new people who come into the membership site.

Virtual System Architects do all the process documentation. It’s pretty amazing what their ministry is able to do with just one guy. He is handling so many different things and has been really helping the organization tremendously. 

This client wanted to build and scale the organization but at the same time, have that personal touch. He said, “If it grows, it’s not going to be as personal. I still want to do that as much as possible.”

I rebuked him and I said, “No, you don’t have to get impersonal if you systemize.”

It is quite the opposite. The cool thing now is we have access to different tools, and Systems  and Automation that would have cost thousands of dollars per month to be able to do in the past. Now, we have these tools at our disposal that allow us to be personal, but still run an organization.

Scaling Personal Attention to Maintain that Personal Touch in Your Business

Systemize and Scale Personal Attention to Maintain that Personal Touch in Your Business

Look, my organization does everything from sending text messages to the handwritten cards in the mail, gifts in the mail, phone calls, voicemails and a bunch of different things. In fact, there’s a whole mess of stuff that we do which completely WOW our customers. It’s because we systemize and we’re scaling.

This is what Jermaine Griggs calls – one of my mentors – “Scaling Personal Attention.” It doesn’t matter if we have one customer or if we have 1000 customers because we are able to trigger different things from the information that we gather. We are able to use information to give a personal touch.

Maximize Your Resources to WOW Your Customers

Maximize Your Resources to WOW Your Customers

Even if we are a one person organization, a five person organization, or a ten person organization, we are able to touch thousands of people and continue to be profitable and at the same time, WOW our customers using Systems and Automation.

Above all, you have to maximize the money and resources that you have.

Now, it is not because I am the Freedom In Five Minutes guy nor because I am the Pro Sulum guy who has Virtual Systems Architects where I show them how to do something in five minutes. I document it and never have to do that thing ever again.

The vast majority of people can do it by themselves. A lot of the time, they are doing one of two things: embracing constraints and seeing what you have and utilizing what you have; and seeing systems as a way of saying, “I love you,” to your customers, and “I appreciate you.”

Systemize and Do What Nobody Else Does

Systemize and Do What Nobody Else Does

Most of the time, we think, “Well, my customers – the way that they will feel special and taken care of is if I’m constantly the one doing it.”

That may be true, in a sense. Every now and then, if you give a call to say, “Hey, I want to give you a free strategy session just because you’ve been so amazing.” That is totally fine. 

They would appreciate that. However, the reality is, think of all of the different businesses that you do business with. How many times have you gotten something in the mail from them that wasn’t an advertisement?

It’s always some dumb advertisement – it’s something that’s never just given to you. Imagine getting a box of cookies in the mail and a card that just said, “Hey, we thank you so much for being a customer. It really does mean a lot to us that you value us and that you are getting a ton of value from what we’re doing. Just wanted to say thank you.” And not asking for anything in return.

To me, that is something that goes so far. It never happens and it costs you 10 bucks or 15 bucks? Maybe 20 bucks to do? And you’ve already netted and profited from your client like $200. So, 10% of that goes back to them just saying thank you.

Nobody does that.

The Secret to a Foolproof Automated Sales Cycle is Making Your Clients Feel Special

The Secret to a Foolproof Automated Sales Cycle is Making Your Clients Feel Special

When I have my customers get something like that from me, they are like, “Whoa, I have never had this happen before. This is amazing.” Or a phone call after they buy. Even if it goes to their voicemail. They’re like, “Whoa Dean called. That’s amazing.” 

This is all possible. You have Twilio. You have Thankster, send-out cards, and all these different tools that you can systemize and use to trigger different things based on how much someone has bought and where they are at in the sales cycle. 

As a client and customer, how many people have they referred to you? When you set up these systems, you automate the saying of I love you. You automate the saying of I value you as a client and a customer 

Don’t get me wrong – the “in person” or over the phone is great. But there are times when you or an assistant drops the ball and now you have a customer who is just dangling there. 

We want to systemize and make it a foolproof type of sales cycle. I really want to tell you the importance of this. The more systems that you can develop that thank your customers and tell them how much you appreciate them, the more you’re going to get referrals.


My business is based-off on referrals for the most part, and they are the best.

They come because of all these gifts and it comes because we have a great product, obviously. No one’s gonna refer if it’s not a great product. 

But these gifts give the little nudges. These little gifts say “I love you.” It gives a little nudge to go, “Yeah, you know what? I really like these guys. I really want to have other people experience this as well.” 

So what do you do? What system do you have right now that can say “I love you” and give that beautiful, wonderful personal touch, even though it might not be actually in person?

If you ever want a Virtual Systems Architect or want to get to the next level and scale your business, you can do it all in as little as five minutes a day. Go check out FreedomInFiveMinutes.com or ProSulum.com. There, you will find the answer to Freedom In Five Minutes. 

I will catch you on the next Freedom In Five Minutes Podcast episode.

Resources and links

Mentioned above are two awesome automated communication tools to help you systemize add a personal touch when reaching out to your clients.

Twilio allows you to make and receive phone calls, send and receive text messages, and perform other communication functions using its web service APIs.

Thankster lets you send handwritten cards to your clients. This is highly personalized but at the same time, automated.

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

112 FIFM – People Say They Want Change, But Do They Really Mean It?

Do you feel sometimes that you are just doing things because that’s the way it’s supposed to be? Or when you see something that’s not working, would you rather look beyond for a better way? People don’t change unless they want to. If you don’t like something, don’t expect that others are going to change just for you.

Willingness to change is far from just wanting to, try to step out of your comfort zone and see the fulfillment of starting new things.

Overview & Episode Content

  • Doing Things You Think It’s How It Supposed To Be Or Would You Break the Habit for a Change?
  • Stepping Out of Your Comfort Zone + Conquering the Danger Space = Change
  • Willingness To Change – See New Things that Often Go Ignored

Doing Things You Think It’s How It Supposed To Be Or Would You Break the Habit for a Change?


One of my customers, they are a software service that is in a billion dollar industry and they use our virtual systems architects to help people in their industry to grow massively very quickly. It’s interesting because out of the blue, they posted on Facebook how amazing our services. So they referred like 30 people to us and these guys scheduled a time to talk. Well, out of the 30, guess how many actually took the time to schedule a call? So out of 20 of them, I used one questionnaire and 10 of them, I used another questionnaire. The first questionnaire has a lot more questions. The other one had a lot less questions and out of the 30 guess how many actually signed up to schedule a talk to see if they are a good fit?

Probably you’re thinking 15 or 20 but only four people scheduled and I even had one person literally just canceled their scheduled call. Now, am I hurt? No, partially because the form is meant to weed out a lot of people but in the decade plus of doing this. I’ve definitely realized that people say they want change but more often than not, are they willing to actually do it? Even with existing customers, sometimes it’s very difficult for them to even spend five minutes a day. They might either loose money or time because of this thing but they’re comfortable with it.

Stepping Out of Your Comfort Zone + Conquering the Danger Space = Change

Achieve, Woman, Girl, Jumping, Running, Sports

When you look at why people do what they do, a lot of the times they say they want to change, but they get some kind of fulfillment out of the things that they’re doing that they say they actually don’t want to do. There’s something that makes them feel important. So what I do, I will start looking for different business opportunities to start. It might be some kind of affiliate marketing thing or a whole host of things. But I will go and try and start a whole new business for whatever reason. And what usually happens, wasted time. But, that wasted time is actually an indicator that you’re starting new things.

Trying to find that next sense of security rather than focusing on what is actually working and growing. It is actually hard for me to stop with the new business opportunities, but whenever I do, that’s when the change happens. That’s when I see massive growth in my business.

Willingness To Change – See New Things that Often Go Ignored

Running, Sprint, Cinder-Track, Cinderpath, Start

Why is this important? You are comfortable doing things that aren’t necessarily the best for you. We all have habits of thinking that this is the way it’s supposed to be. This is what’s going to make me money and improve my love life. When we see something that’s not working, we say, we want to change that so badly. And it’s like the rubber band effect. You stretch a rubber band, whack, it goes right back to where you were sometimes even worse than where you were. So often, this is why people pay for high value coaching. It’s why people pay for stuff like this because they know that they’re not going to do it unless they feel some kind of.


What are you doing right now that’s purely out of comfort? Because that’s the way everyone does it or that’s the way we’ve always done it. I want you to just look at what you’re doing right now and know that there is a better way. That is why it’s so nice when you work with people who are outside of your industry. One of the worst things you can do is have people in your industry consult you because they’re used to the same thing too. Just see what it is so you have the information and now you can start making the decision to do something about it.

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

111 FIFM – Please Stop Picking My Brain. It’s Gross!

Does it benefit me to give away all the things I have learned that I use to make my living? Have you ever been in a relationship where the other did nothing but to give and give while the other only received selfishly? Yes, it’s important to realize that any good relationship requires giving and not just taking but it’s up to you to determine what you’re willing to give away and how much of it. Know your worth, understand your value, your brain is your investment, don’t let others pick it!

Overview & Episode Content

  • Letting Others Pick My Brain While I Pick Their Noses, Does that Sound Like a Win-Win Situation? – 0:59
  • Picking on Someone’s Brain, How Much Value are You Giving Back? – 7:32

Letting Others Pick My Brain While I Pick Their Noses, Does that Sound Like a Win-Win Situation?

BrainI got this text message from a friend of mine who used to work for me. And a while, maybe a year ago, we got back in touch and he was looking for another position but with a relatively big nonprofit organization. I ended up helping him with a referral recommendation. After a couple of weeks I hadn’t heard from him. He actually ended up getting the job. Then, out of the blue, he texted me and said that he ended up getting another position with a really well known church organization as the marketing director. And because of that, he was looking for additional channels to get their music into different locations. In the text, it was basically just giving updates but at the very end, he says, I would love to pick your brain.

Immediately, I was like, I don’t know if I’m gonna respond to you. Because of a couple of things, whenever I’ve let people quote unquote, pick my brain, it never worked out in my favor. What value am I getting out of that? Not that I want to always get something back for helping other people. In my opinion, it’s like let me take all of the experience, all of the things that you’ve learned, everything. Can I just take all of the good stuff from you, so that it benefits me? Let me pick your brain and give you no value back whatsoever. The idea that it’s okay to ask if you can pick someone’s brain is so backward. Why would you ever think that that’s okay?

Picking on Someone’s Brain, How Much Value are You Giving Back?

Friends, Mandarin, Fruit, Healthy, Vitamins, Parts

Why is this important? It’s important to realize that any good relationship requires giving. Not just taking. What are you giving to the situation? What’s the value you are bringing? So, what are you bringing to your relationship? Because it’s not just business. What do you bring into your marriage? What do you bring into your time, your relationship with your kids? Do you give without asking for anything? How many times are you giving gifts to your clients during the year as your way of saying thank you? They’re giving you money and you’re giving them value back. But how many times are you appreciating them and not just taking them for granted?


Stop picking people’s brains. It’s a bad habit. Right now what are you doing that is simply taking from other people? Maybe you haven’t tied in years. They have to pay their bills, right? Unless you’re doing something like home study online or something like that. They have to pay for that fixed cost. This keeps the fellowship going. What’s the percentage that you’ve donated? This week, see where you’re taking. That’s it. And then you’ll have at least the information that you need to then make a decision on what you want to do so that you’re starting to give value.

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

110 FIFM – The Best Accountability In Business Is Having Good Friends

In business having good friends is far more about the good things than the bad ones.

Friends who are close enough to know your most intimate struggles can rejoice with you in the victories you win, give you a  form of motivation or improve your ability to make decisions.

At this very moment, who do you have around that’s helping you to succeed and tells you if you’re on the right path or not?

Overview & Episode Content

  • Your Business, Your Friends and You – 1:20
  • Good Friends vs Self-Criticism – 8:02

Your Business, Your Friends and You


Every Monday morning, I have a call with some really good and close friends who are also in business. Friends who are constantly pushing each other to hit the next level of our game.

So, I have these two things. One was to create a four video series on some of the things about systemizing and automating a business which I’ve been putting off for quite some time. Actually had the content made but just didn’t build a funnel for it. The reason is because I’m not good enough like, who’s gonna listen to this? Don’t know why but I always think that nobody’s gonna find this valuable. Here’s the deal, my friends don’t care but they do care if it does good but doesn’t if it goes bad.

The same thing happened with the book that I’m writing. I was talking with my buddy Devin, and the cool thing is that I told him that I was just about done writing a book. And I’m like, you know, it’s just a jumble right now. It’s just when you read this, don’t judge me. But you know, he wanted to see where it was and everything like that.

After a couple of weeks, he reached out to me and he’s like, this book is really good. And I was like, I actually thought it was gonna be not that great. There’s no way that I could write a decent book but he thought otherwise which was really, really cool. I really appreciated it and it pushed me to finish editing it and put it out there in several ways.

Good Friends vs Self-Criticism

Depression, Voices, Self-Criticism, Critic, Down

What’s the point of all this? There’s so many times when you discount the things that you are able to do and try to do things like everybody else. The minute that I try to be like someone else, it doesn’t work. But when I start doing things the way I want to, I say 90% of the time it goes well. The biggest critic comes from you and that’s why it’s so important to have people to bounce ideas off of. A mirror cannot look at itself without somebody holding up that mirror, right? You are the camera that’s filming everything but can’t film itself unless you have somebody else. You need people to show you who you are so that you can grow and become better.


Stop criticizing yourself. So this week, who do you have around that’s helping you to succeed? Do you have friends who you can talk to on a regular basis to tell you what works and what doesn’t? Those who’ll tell you if you’re going on the wrong path or if you’re on the right way. People that loves you and who will do that for you?

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

109 FIFM – Trees Don’t Grow in a Day

I’ve mentioned on my previous podcast that we had planted a whole bunch of trees and I also have a ton of raised garden beds. I should have realized by then that trees don’t grow in a day. But that was not the case, so I have four garden beds in a garden enclosure now. I also got a Ruth Stout potato patch where you take a whole bunch of straws, you put it on the ground, and repeat the whole process. Once done, you put potatoes at the very bottom of it and with the help of the water from the rain, it should grow. 

This is the first time I started venturing out into building a homestead, started gardening and things like that. We have chickens but planting is different, right? Planting for me is a pain in the butt. It is extremely difficult because I’m so used to the microwave, not that we have a microwave.

My Food Forest

Right now, we have four raised garden beds. In one garden bed, we planted seeds of spinach, carrots, broccoli and a couple of other vegetables. The other garden beds don’t have anything on it yet except for organic matter because we are just waiting, which is my wife’s thing, to wait.

I also planted radishes, cantaloupe, oregano, parsley, thyme, different kinds of watermelons, beans, peas, and all other seeds. All in all, we planted over 50 different things in the last few months. I am trying to create a food Forest, so I had planted 12 to 14 trees in our area plus the rooster grind.

With all these plant-related activities that I did, my major frustration was the fact that I do not see quick progress at all. It is hard for me to wait and nothing happened. Yes, the spinach and carrots are growing. They started to sprout and they are a little bit bigger now. But the trees we got went dormant. I know they are doing what they’re supposed to do but I can’t stop thinking that they are doing nothing at all.

Overview & Episode Content

  • Trees Don’t Grow in a Day
  • Patience is a Virtue

Trees Don’t Grow in a Day

The stout potato patch shows some growth but even though this is the case, it is so hard for me to look at its small progress. But the thing is, trees don’t grow in a day. Often we want to see huge results right in the beginning when we’re trying to do something. Our culture is we want to get the right thing now or as quickly as possible.

There are times, especially if you’re in sales, the cycle is two months, three months, six months, seven months, or maybe even a year. And that is a long sales cycle. But often, we don’t do these things today. For our ProSulum clients, the ones who see massive success are the ones who take five minutes a day to create a video that their Virtual System Architect will create a standard operating procedure and grow. The ones who simply want to say go do these things and get a task will see poor results.

The Five-minute Video Rule

Those clients who command the VSAs to manage their social media accounts and give no directions, no clear process, no clear documentation don’t follow our system. The five minutes in our system is like planting a seed. Once the seed is planted, the documentation can be created and the VSA can go and do the process without ever coming back to you to ask how to do something.

Our system is set up for success and we want to see massive quadrupling revenue. The business owners can spend zero time doing any work on their business in like 30, 60, 90 days. But most of the time, the ones who want the tree, they want the fruit right away without doing anything or without planting those little seeds. They lose more often than not.

Patience is a Virtue

Are we willing to go with the system? Take for example a psychologist, they usually advise a visit once a week for the next three months. And we need to apply it because those who see success and see their marriage grow are the ones who follow the psychologist or psychiatrist’s advice. Those who fail are those who tried it for one week, get into a massive fight then later decide that it will not work for them.

A lot of us, especially in today’s age failed to see this. We fail to have the habit of seeding and waiting for the seeds to grow. To achieve something we need to do certain things like having a happy marriage. If you plant something and you dig it up because you think it isn’t working, you end up digging that seed that started to sprout because of impatience. The whole thing dies.

The Importance of a Standard Operating Procedure

I want a business that has a standard operating procedure that everyone can follow and replace anybody at any time. And my clients who want to buy my business get impressed because they want to just tell the VSA to do all these things and get it done. But, it doesn’t work that way. Trees do not grow in a day. We cannot dream of having a fit body with muscles like the Greek Gods next weekend. It’s not gonna work.

The big thing is spending those five minutes a day, planting those seeds, planting those standard operating procedures, planting those love notes to your wife every day and over time it will blossom. It can blossom into huge trees with amazing fruits that people can be envious about and be inspired.


Virtual System Architects are virtual assistants with superpowers to transform your business in 30, 60, 90 days into a fully automated system. You can sell it at the highest price if you wanted to. You can just enjoy the business that works without you and makes you a lot of money. If you want a Virtual System Architect, go check out PROSULUM.COM!

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/
Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

105 FIFM – Communication Barriers That Hurt and Why What You Are Saying and What I’m Saying Is Very Different

How much do we understand our partners? How much do we know our kids? Do we keep constant communication with our parents? Do we keep in touch with our clients? Can communication barriers hurt? Why what you are saying and what I’m saying is very different?

These questions will help us understand the importance of communication in our lives. My wife and I are very different. Since Christmas is fast approaching, we recently had an argument that escalated into tears over a Christmas tree. Despite what happened, it taught us the importance of breaking communication barriers and how important communication is in both personal and business lives.

Overview & Episode Content

  • When can Communication Barriers Hurt – 0:53
  • Why What You Are Saying and What I’m Saying Is Very Different – 9:16

When can Communication Barriers Hurt


My family decided to go to Hillcrest tree farm to get our Christmas tree. On the way there, we stopped at an American Diner and my kids loved it. My daughter told me that she would love to celebrate her birthday there.

Afterward, we went to the tree farm and they had a lot of Christmas stuff. They had a train, a Santa, overpriced trees, and a treehouse. My kids were playing, especially the younger ones, so my wife and I were left with the task of choosing a tree. I know for a fact that my wife knows our house well. We had an 11-foot ceiling so we should get a 7 or 8-foot Christmas tree. We looked at one tree and then she asked for my opinion and I responded. Then, we moved to the next Christmas tree and we repeat the process.

Little did I know that my wife was upset. She told me that I am not giving her feedback which I disagreed because I was giving her the feedback. She was hurt and I got hurt because I felt like she was ignoring me. We ended up arguing and there were tears over a Christmas tree. And so, what ensued was a disagreement of epic proportions.

After getting the tree, we went to Target to get some food for our church visit that evening. While she was buying some stuff, I went out to buy Starbucks for her and me because I was feeling bad about it. When she came back, she also had a Starbucks for me and her because she was also feeling bad about it. Then, we apologized to each other.

We then realized afterwards that, we were saying the same thing but it was received negatively. She wanted my opinion but she thought that despite giving her my opinion, it is not helping her because I told her that she knows the house well more than me. I, on the other hand, thought that she was shutting off my opinion because she already has thoughts on her mind. So, there was some kind of barrier between us because we did not communicate well.

Why What You Are Saying and What I’m Saying Is Very Different


In business, you can be saying something positive or edifying to your customer or your coworker but they didn’t receive it positively or the way it is translated can be different. So, even if your intention to your clients is to make them extremely happy, it can be received as an abrasive response. Thus, you can make your customers sad, angry and eventually lose them.

Dealing with customers is hard without proper communication. I have a client who complains to me because I send too many sweets in the mail. But a different client loves receiving sweets in the mail. One simple gesture but received differently by my two different clients. Your customer can either feel loved or not depending on how you communicate, translate or transpose your message to them.

Proper and constant communication with your client will help you determine and give tons of value to your business relationship. If you do not know how to properly connect to them, you run the risk of destroying the entire relationship even if you are giving them what you believe to be nice things.


Right now, how well do you know your customers? What do you know about the people whom you serve? How well do you know your clients? How much data do you have on them in your CRM? Do you know their spouse’s name? Do you know their birthdays? Who are your top 20 clients? Do you have their mobile phone numbers? These are just some of the things that will help you scale the attention that you otherwise couldn’t scale.

Challenge yourself to see how much data you have and why you need to gather more, so you can differentiate yourself from everyone else.

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/
Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!

108 FIFM – Don’t Stick Your Nose Where It Doesn’t Belong and You Won’t Get Sprayed by a Skunk

Don’t stick your nose where it doesn’t belong and you won’t get sprayed by a skunk. Unfortunately, for our Luna, that habit is hard to break. My daughter noticed that our dog, Luna, kept on going to this rock near our house. We are surrounded by huge granite rocks and they make huge rock formations. A lot of times you’re going to find little creatures hiding in those rocks.

So, Luna couldn’t leave a certain rock where she kept on whimpering and barking. She won’t listen to me and won’t come back into the house. I was thinking there was a creature there that Luna was looking to devour or play with.

Overview & Episode Content

  • Luna Got Sprayed by a Skunk – 1:56
  • Don’t Stick Your Nose Where It Doesn’t Belong – 4:30

Luna Got Sprayed by a Skunk

We decided to head on over to the rock formations and Luna looked at me with an expression that was asking me to be in a hurry. So, we climbed around these huge rock formations then we started going downhill. There was one rock formation that looked like the rock where Simba was held by the monkey when he was born and was deemed The Lion King.

This particular rock was jutting out and I was looking underneath this rock. Then, Luna joined me and went ahead of me underneath the rock. I saw right away a black and white tail and Luna was whimpering at the same time. I should have grabbed her beforehand but she went up closer instead, then she put her paws at the tail that was sticking out. The thing moved and Luna shot out of that little hole smelling like a skunk.

Unfortunately, she got sprayed by a skunk thus, she had to stay outside most of the day. That was not the first time she had been sprayed. She always sticks her nose to places where it doesn’t belong that is why she always gets sprayed by a skunk.

Don’t Stick Your Nose Where It Doesn’t Belong

https://cdn.pixabay.com/photo/2017/07/10/23/38/fuca-2491995_960_720.jpgLuna’s experience with the skunk is important in business because, often we stick our noses in places where we should not be sticking it thus, we get sprayed as well. Whether it will be talking smack on someone or doing something business-wise. For example, in my business, my team loves the fact that they have not just autonomy but they have decision-making skills as well.

We have a code in our business that everyone is a manager. Everyone can make their own decisions and can do just about everything. Since I don’t run the day-to-day operations, every time I try to stick my nose in the business that my staff is doing, I get sprayed by them or by the client. They will let me know right away that they got a handle and that I am mistaken. Because of this, I am always reminded to focus on being the business owner instead. That I should focus more on business development, strategic operations and on other things that only I, can do.

The more I stick my nose into other people’s business, including those people who work for me, I am only doing some damage to them, to my business and myself. So, it is important to have the courage to stick with what you know.


We should get rid of this habit and have the courage not to do it anymore. Instead, we need to trust people that we love, the people who work for us and the people who care for us. The more we do that, the more we are going to see that they are going to thrive on the things that we worry about.


If you want a Virtual System Architect, someone whom you can show how to do something in five minutes and have them completely transform your business and works for you for less than what you would pay for someone here in the States, that is minimum wage depending on where you’re at? Go check prosulum.com!

Resources and Links from the Podcast:

ProSulum’s Website: https://prosulum.com/

Freedom in Five Minutes’ Website: https://www.freedominfiveminutes.com/

Check out this episode!