One of the things that we try and focus on is making things incredibly practical for people. It’s easy for somebody to come on and have this grand theory of how things work. With what you shared there, that’s a million dollar thought that just about anybody can take.
You know what I look like. You know who I am. I’ll go toe-to-toe with anyone when they go, “You had parents with money. You came from Harvard and stuff.” I remember when I spoke at Harvard. I was sweating. I’m sitting in this auditorium with everyone staring at me and I’m thinking, “I didn’t go to college. I left school when I was fifteen years old.” I had a little bit of a hang-up about it until I realized, “Hang on. This gave me the edge because I know what it’s like to fall down and to get up.” I think that any of these people out there that maybe have something where someone else can outshine them, you may be surprised that your inefficiency is actually your edge in winning that battle.
This works on so many different levels with people’s mindsets. In our work with clients and in our main business, we work with professionals. People who are pretty highly educated. They spent a lot of time in school, sometimes four, five, eight, ten years in school and then multiple years of training after that. When they come out in business and they realize, “We didn’t learn actually how to go sell anything or run a business,” they end up finding us and we work with them. A lot of times the first thing that they’ve got to overcome is the sense that, “I don’t yet know enough. I can’t go out and do this.” It’s amazing to me to see that happen in people who have gone through so many different things. Yet, when we work with clients who have bootstrapped themselves up, it’s almost always the opposite. These are little mind tricks we play with ourselves are the biggest challenges to overcome. I appreciate you sharing that.
Steve, we’ve had a ton of great interviews. This is one of my favorites. Some of the simple things that you have shared with folks, if they take these one or two little things and go do them, they’re going to improve the results that they’re getting both in their business and in life in general. I know you’ve got some things happening right now in your world. You’ve got a book that is out as people read this and probably a ton going on with Bluefish. What are you most excited about right now?
Life. I’m always excited. I wake up in the morning. I never know what I’m going to be doing now, tomorrow. I’m quite an excitable little fellow. There is a lot going on. I’ve got Bluefish, which is obviously the high-end concierge. We’ve released a new one called Taste Of Blue, which is a taste of Bluefish for those people that don’t need the bespoke treatment. As you mentioned, in about ten years of different formats, finally Simon Schuster have published a book for me. It got to the stage where I wanted to produce a book that gave you easy steps. There are a lot of books out there that give you the a-ha moment and you’ve got to do this and you’ve got to tweet five times. As a blunt instrument, this worked his way up in working out what works and what doesn’t. I wanted to put a book together that taught you how to communicate, how to react to a communication and build relationships.
I’m a great believer in Bitcoin relationship to the greatest currency in the world. Through relationships you can get anything. I want to teach people how to fire their vampires, audit that circle to get rid of those that are negative, and how to discover that negative and maybe how to identify a brand and a structure that is easy to use and stop putting these shields up which take effort. It’s a how-to for dummies to live your life easier for you to achieve relationships, connections, networks. I talk about in there everything about how to reach a celebrity to how to brand a florist. It is a dynamic cross board of my simple how-to steps and at the back of every chapter, it even gives you a playlist on, “I did this at the Vatican, I followed these twelve steps,” but you can follow those steps if you want to nurture a relationship with a significant other. Maybe there are other that you haven’t discovered yet? Position yourself to find that other.
The bits and pieces that you’ve shared are incredibly practical and that’s one of the things that I’m looking forward to with it. You said something important there. This is a mistake that a lot of people make. The first natural question when you’re trying to accomplish anything, whether it is, “I want to go and make my spouse feel great now,” or “I’m trying to do this major business deal.” The first natural question is, “How do I do that?” I think the better question is, “Who do I need to talk to to get closer to it?” When you can identify that, it makes everything much easier. I appreciate you highlighting that in the book. What are some of the things people could take away if they’re looking at making the shift and focusing on relationships, what are a few little tips that they can take away that will improve what they’re doing with the people in their network?
The first thing they’ve got to do is they got to sap out those that are no good in their network. You’ve got to basically turn around and go, “Is there anyone that I talk to, whether it be my accountant, my printer, my plumber, my girlfriend, my CEO, CFO, is there anyone in this circle that gets me negative? That gets me aggravated?” Because without you realizing it, that person will annoy you. Your persona changes, your effort level changes to comply, or to work with them or to mold. “I don’t want to get rid of that person. They’re a good earner, but they annoy me.” What happens is you then go to your next person carrying over some of that negativity and it is a cancer. I can’t dilute that. I can’t make that strong enough. It’s a cancer because the next person’s going, “Steve seems a bit off now,” and you don’t want people that you like thinking that. If they thinking two or three times, they start recalling, they start pulling back and that cancer grows, you lose a good person because of the bad person.
If you get rid of the bad people at your life, fire the vampires, as I call it in my book, you’ll only engage with people that keep you positive. It may sound hard, but I have fired literally my printers, my accountants, really good earners in the staff and people have gone, “This was one of your best earners.” “Yes, but they bothered me.” When I was bothered, I then talk to my favorite clients angry, demotivated. You fire them. Your finances may change for about a month, but it creeps up. Your level of enjoyment creeps up and every time you’re speaking to someone, you want to converse with them. When you want to do something, funny enough, there’s no effort in it. That’s the biggest thing. Get into your inner circle, find out those that negate you and quite simply be harsh, cut them out because they are cancer. Don’t look at them as anything more than that. They will screw up every other part of what you’re involved in.
It’s not the first time I’ve heard that advice. Others have said similar things and I know that for somebody sitting on the other end of this conversation and eavesdropping on us, the first thing they’re going to go, “That makes a whole lot of sense,” and the next thing they’re going to go is, “That’s really hard. How do I do that?” I know the answer, but I’d love to hear from you what’s the easy way to do it, but I don’t think there’s an easy way to do it. I think the answer is just do it. Is that the approach?
Yes. It does make me giggle a little bit and it’s all down to perspective. You’re a business owner. You’re looking after a community of clients, teams, staff, your husband, your wife. You’re looking after a community and now you’re going to get all soft and soppy because you’re cutting out cancer? You’ve really got to look at it what it actually is. This is something that’s affecting your productivity, your positive energy. Look at it as the dangerous, horrible thing that it is and get in there with a Band-Aid. No one cuts cancer out carefully or delicately or cares a damn about the cancer it’s pulling out. You’ve really got to get that in your head that what you’re getting rid of is something very horrible and disastrous.