Navigating Success and Setbacks in Business

In this episode of "Love Your Sales," host Leighann Lovely sits down with Mike Long, founder and lead designer of LightQuest, an outdoor illumination company. Mike shares his entrepreneurial journey, recalling the evolution of his businesses from lawn care to lighting, emphasizing the importance of a strong work ethic, adaptability, and passion. They discuss the challenges faced by entrepreneurs, such as constant change and the necessity of hiring smarter to grow effectively. Mike offers valuable advice on forging ahead despite difficulties and underscores the need for continuous learning and improvement. Tune in for an inspiring conversation packed with practical insights for budding entrepreneurs and seasoned business owners alike.

Contact Mike –

Website - https://calllightquest.com/

Email - mike@calllightquest.com

LinkedIn – https://www.linkedin.com/in/mike-long-cold-clvlt-659b6959/

 

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-The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489

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Leighann Lovely: Welcome to another episode of Love Your Sales. Today, I am joined by Mike Long. He is the founder and lead designer of LightQuest, an outdoor illumination company. Mike Long grew up in Southeastern Wisconsin and has been an entrepreneur most of his life. He started his first business in 1994 and has never looked back.

From 1997 to 2017, he was the founder and partner in a very [00:02:00] successful landscaping and lawn care company. And in 1998, one of his lawn care clients asked about landscape lighting. Mike has never. Looked back ever since he was hooked on that. And I am extremely excited because Mike, you have owned four successful businesses over the years and, and maybe more in there, as a serial entrepreneur, but, you tell us a little bit about yourself.

Mike Long: All right. Yeah. My name is Mike Long. So I started in lawn care. We actually started mowing in 1994. We started a mowing company, small landscape jobs, stuff like that. Built it up. Big enough that we could sell it and we did. Um, we wanted to learn the lawn care side of it, the spraying, the chemicals and all that stuff.

So we sold the company. We actually went to work for TruGreen for 2 seasons, learned that business, left, started our own company, and that's, that's, in 1997, that's the company we started, was, our first company was called Green Masters. [00:03:00] We built that up, you know. And in 2001, so literally 4 years, we had a national company wanting to buy us out.

So we sold to the Scott's Fertilizer Company in 2001. That's when Scott, you know, the big Scott's Fertilizer Company, they used to be in lawn care. They got started in this area, in Southeast Wisconsin, by buying our company. So then, the next day, they literally left with a floppy disk. That's all. They left with a floppy disk and they transferred a whole bunch of money to our account.

And we're like, hey, what are we So they left us in business, we went back to work the next day, and we started this professional lawn service. And we went to fertilizing commercial properties only because they didn't buy a commercial business. We built that up huge. We're doing a couple million dollars a year and just commercial business.

 Doing realizing, uh, stuff like that. We also started a landscaping company at the time because we had a 3 or 9 compete. Let's start a couple of different businesses and keep going.

Great journey, we brought some partners in. Um, [00:04:00] we've sold the landscaping company to 1 of our employees. A month before the 1st bank collapsed in 2009, so when the whole big economy, we literally lucked out timing wise, and we sold it a month before that., because a lot of those, a lot of those builders that we're doing work for actually went out of business.

Then once the solely focused on, uh, long care again. Built that up huge again and true green big national competitor was after us for a couple of years. It was no, we're not ready to sell and I'm ready to sell. So we ended up in South result was sold in August of 2017. And then I was full time in lighting the next day.

I started the lighting company a couple of years before that, just part time on the side while doing the lawn care. So I had some business already lined up, but, you know, I just, I just set little goals. So we sold August of 2017. I said, all right, I want to do 125, of work before the year. Guess what? We hit on 20, hours of work before the end of the year, then just kept building and building and building.

And now we're probably [00:05:00] 1 of the largest outdoor lighting companies in the area within a matter of. What was it? 7 years. There's a bunch of other stuff in the journey. We started the trucking company for a while that didn't work. We ended up just selling all the trucks because it was just so so we had a great thing going.

We had, we had 1st and 2nd shift drivers running and then. I'm going to point to Ocean Spray because our office is still over where we were, but Ocean Spray came in there and a new trucking company came in and took over that Ocean Spray contract. And within 1 day, he took all of our drivers to go to this huge national trucking company and we couldn't do anything about it.

So, that was the start of our downturn of what happened there and then you're fighting trying to find drivers and we're like, we're done. So, yeah, we lost all of our drivers, except for 1 in a matter of 24

Leighann Lovely: Oh, my God, that's bad luck.

Mike Long: That's just, it just, you only have more to offer as a bigger company and, you know, it is what it is.

It just, I get it. I wasn't happy about it, but I get it. It was, he saw an [00:06:00] opportunity that recruiter did and he took all of our drivers to make it. That hurts. That hurts. So

Leighann Lovely: that's the

Mike Long: joys of owning a business. You can figure out ways around it. And, um, that one, we just decided to not try to figure out a way around.

And we said, you know what, this is taking more time than we wanted to put into it anyways, but just shut it down. So we did. We shut it down and we sold. So that's one of the unsuccessful, things that we had throughout our successful career. So, yeah. Um, but that's that's a snapshot of what I've what I've gone through and what we built throughout the years.

 When I was going to going to college, I worked for a, a small towing company, learned a lot from that guy. Um, it was a company, a small towing company down in Zion. And he taught me a lot about small business, how to how to how to run employees. I was, I was running a whole bunch of towing operators during that time going to college.

He put me, he put me, he put me in charge of the, of the tow truck. He called me the towing supervisor. I knew nothing about it, but I was, he saw something in me. So, so he taught [00:07:00] me how to do this and we figured it out. That's what kind of gave me my entrepreneurial bug, I guess you could say.

Leighann Lovely: Yeah, and you know, there's one thing that's consistent, , that I have found with people who become entrepreneurials or an entrepreneur.

 Once you get the bug, you can't, you, you don't really turn back. And if you do, it's,

it's very difficult for those, entrepreneurs. you know, that, that have no choice, I should say that, you know, they, but there are a lot of, um, there are a lot of people out there that once, once you step over that threshold, it's, it's hard to turn back, especially if you're good at it. And with somebody who's run now multiple businesses, sold businesses, I mean, it's, you're a lifer, you're, you're never going to, um, work for somebody else.

And that's awesome. That's so, are you also the salesperson within these businesses?

Mike Long: Yeah, in every business [00:08:00] I've started on this. Selling and you figure it out, um, and then you hire other people to sell and you help them figure it out. And, so now in the lighting company, I have 1 salesperson. I'm gonna bring another 1 on this, this, uh, probably next month.

Marker

Mike Long: To get me out of the sales operations, because we're big enough that I need to be just focusing on the vision and moving this beast forward. So I need to step away from that, which. I love sales. I love talking to customers. I love learning about customers and learning what they do and how they're successful.

That's going to hurt. I'll still be to go out with those 2 guys and still still kind of show them what to do. And so I'll still be involved in that by teaching and expanding that way. But I won't miss it when I have to get out of sales completely because I love being out there and. And really just feeling what's going on in the economy by talking to people and, you know, that helps you drive your business that way, too, by being out in the middle of it as well.

 He's got to get KPIs in place to be able to look at that from the [00:09:00] inside instead of being on the outside. So, but yeah, so we're in that process now in this company as well. So. Yeah. I've always thought.

Leighann Lovely: Yeah. You know, and that's, I've seen plenty of people start businesses who are not salespeople and be successful at it, but people who are sales minded and start businesses, man, do they just really being able to have that business mindset and then start a business and be able to sell the product?

And. Understand the product and run the business to man, they just, they really skyrocket when you have both the operational mindset and the sales mindset, putting those two together is just a very powerful, powerful way to be able to enter in as a brand new business. Um, not saying that, not saying that you can't do that if you're not, you know, and depending on the product as well, but man, that's, that's a powerful.

It's a powerful force to be reckoned with when you have both that operational, ability and the sales ability. So [00:10:00] what do you think made you successful in your first business?

Mike Long: It's a work ethic. I, my dad taught me how to work and you work until you figure it out. Things aren't going to go well at all. Remember we, so let me explain our first year business in lawn care in 19, 1997. Of course, we started out in the springtime. We're doing great, selling all kinds of stuff, bought a couple new trucks.

Also, you know, what happens in Wisconsin in the wintertime, you can't fertilize any lawns. You can't, you can't. Well, you could try, but it's not going to go well. Oh, so we didn't make much money our first year at all. And then all of a sudden, you know, we have no revenue coming in at all. Like how are we going to pay our bills?

We have two, two wheel drive trucks. You can't plow it, but guess what? We figured out a way to plow them. We bought these big blocks of concrete, put them on the back of the truck. We bought eight, eight and a half foot plows for the front of them. So we had one ton duallys. And guess what? We figured out how to plow [00:11:00] and we got hired out by a couple of big landscapers that we worked for.

And guess what? We were able to pay our bills. He's figured out, you know, you just, you always, you always, you think you have things figured out until you don't have it figured out and you have to change and keep moving from there. Um, just again, that 1st year we're, we're, we thought we're going to sell.

And do all the applications and do all the bookkeeping and do all this stuff. Also, we're in the middle of springtime. We're trying to sell. We're trying to get the work done. We're like, we can't do all this. We're there's not enough hours in a day. So we had to hire our 1st technician to do lawn applications right away.

Our 1st spring. We weren't planning on doing that. So we had some payroll. We had to deal with. And so you just, you figure it out. That's and you, you, you just work. Remember over the winter time when snow wasn't happening guess what I was out delivering papers in the middle of the night just to be able to make our mortgage payment you do what you have to do.

So I'm up, [00:12:00] you know, four o'clock in the morning delivering newspapers and I go to work at seven o'clock in the morning to sell lawn care and you just figure things out. So, it's not. Entrepreneurship is not for the faint of heart. You have to, you have to work.

Leighann Lovely: It's, you know, I used to, when I, early on in my sales career, somebody told me, they're just like, you just fake it until you make it.

And I'm like, yeah, but, and they're like, no, no, no, no, no, no. When you go on your first sales call, if you make an error, Don't stop in the middle of your sales pitch and tell everybody you've made an error. They don't know. And I'm like, yeah, but, and they're like, no, they don't know. You just keep plowing through.

And then after the fact, if you know, they're like, well, what about this? You can simply say, I misspoke. Let me explain, but you don't call yourself out right then and there and it's like, [00:13:00] Oh, okay, okay. And, and that was so powerful when somebody explained it to me, you fake it till you make it like continue to push through.

And if you made it, make a mistake, don't stop, then fix it after the fact, because they don't know any different. And if they decide to say, no, I'm not interested. Okay, well, then, you know, as long as it's not a big error, like, oh, this is 49. 99, wait, no, I meant 499, okay, that might be an error in which you want to call, but the point being is that the majority of the time that we make little blips or we make a little tiny mistake, those are things that we can fix and we can move on.

But you don't necessarily have to call yourself out right in front of the prospect at that moment. When you're making cold calls, if you accidentally say the wrong thing, the majority of the time it's gone way over their head anyways. You just keep plowing through until you figure it out. You, and once [00:14:00] I learned that, oh gee, I'm human just like everybody else.

I make mistakes just like everybody else. Don't be so darn hard on yourself. Fake it till you make it, figure it out. And that's when all of a sudden my ability to sell went through the roof. Now I'm an ethical person, just like you. I'm a moral person, just like you. I'm not talking about like faking it and outright lie to people.

That is not what I'm saying. What I'm saying is that we are all human. We all make mistakes. And sometimes those are. tiny little things that, and if you just keep doing it over and over and over again, one day, all of the pieces will fall into place. And I will tell you as an entrepreneur or myself, I have made a billion and 10 mistakes.

I fixed them and I move on. And, and that's, I guess, a life lesson of somebody who's also, you know, recovering [00:15:00] perfectionist. It was difficult, it was difficult to learn that, but yeah, I mean, that's extremely, extremely good advice to, to, you know, somebody who is going to venture, I had to pay my accountant through the nose last year to fix my books.

I was like, what do you mean this isn't right? She's like, I have no idea what you did here, but like, okay, all right, I'll get better. So I don't end up having to pay you half of my wages next time to fix my accounting errors. But that is part of being human. It's part of being an entrepreneur.

Mike Long: And that's the key to always want, always willing to learn because there's, there's We first started our business, we had no idea about systems and processes and stuff like we didn't know that was such a thing.

And now I live by systems and processes. I don't even know how I even made it through those 1st couple years without having them in. You [00:16:00] learn, you keep, I'm always, I'm always listening to books, listening to podcasts, listening, you know, listening to this, you know, going to this seminar, that seminar, you have to continue to learn and improve.

If you want to continue to grow your business, because the same Mike that started, we were actually Mike's landscape lighting. We started 7 years ago. The same Mike that started Mike's landscape lighting is not the same Mike that is running Mike plus now. There's no possible way. We have. Way too many people in place and have systems in place in order to continue to grow and continue to do that.

Yes,

Leighann Lovely: my dad, my dad once said to me, um, you don't have to be the smartest person in the room. You have to be this smart enough to hire somebody who is smarter than you to do the job. And I went, Oh, then I can do anything. Well, if you have enough money to do that, right? It that's true. You, you don't have to be the smartest person in the room.

You just have to be smart enough to know. That you don't know how to do something. It's like, Oh, [00:17:00] okay. So I don't have to be able to do everything myself, but I have to be self aware enough and smart enough to know that I can't do something or I will fail 10 times out of 10.

Mike Long: Yep. And give people the tools to have ownership of their position.

And to have, you know, key performance indicators, I talk about KPIs, have KPIs in place, you make sure you can see what they're doing and, and, and monetize what they're doing. And yeah, that's something that I'm still learning.

Leighann Lovely: Well, and we all are, we, we absolutely all are because if you. If your sales person is out there saying, I'm working 40 hours a week, but they're bringing absolutely no business in, um, how long do you allow that to go on before you say, wait, what are you doing 40 hours a week?

Mike Long: Mm-hmm . You have to know what everybody's doing. Yeah.

Leighann Lovely: Correct. Same [00:18:00] thing with your accountant. If your accountant's saying, oh, I'm working, I'm working, I'm working, but your books are never getting fixed. You're, it goes for any, it goes for any role in a business. And that's, I mean, that's what it comes down to, is what does your bottom look like, bottom line look like, and what are the people around you doing in order to make sure that that all of those numbers are equaling each other, and at the end of the day, you are better off than you were.

you know, a month ago.

Mike Long: Yeah, I listened to a book. I think it's how to buy back your time. And he's been one thing that this author says, forgive me, you've got some order. He talks about having 80 percent done by somebody else is 100 percent better than you doing. Even if somebody else does it at 80 percent of what you could do, it's still 100 percent better than you doing it.

Yeah. Understand that it's not going to be perfect.

Leighann Lovely: Correct. If you're the person at the head, and, and I hate using that terminology because anyways, but I completely agree. [00:19:00] Like, and that's where I struggle. I'm like, I can do this in 10 minutes, whereas if I have to go train somebody and it takes them a half an hour, I'm like, Oh man, that's, that's, I struggle with that.

But you get to a point where it's like, yeah, but 10 minutes of my time doing all of these things eventually doesn't equal 40 hours a week. It's 80 hours a week and it's not, that's not sustainable

Mike Long: and

Leighann Lovely: you can't grow that way. And yeah, I know that I can do almost every job at my company. That's just, how do I grow if I'm trying to do every job at my company? And nobody will ever be as good at doing what I do because it's me, because I, because I have to learn how to let go of the reins and say, okay,

I have to accept Other people's work. And now just let me let me say this. [00:20:00] Yes, other people can do a wildly better job at certain things that I can. Absolutely. I'm not saying that I'm perfect. I just think, well, if I do it, it's going to be the best. That's that little tiny arrogance that I think that every entrepreneur has.

Like, Oh, I can do it better. However, there's been plenty of times where I've done something that I've handed it over to my marketing team and it comes back and I go, Whoa, that is so much better than what I could have done. And that's the learning curve of wow. And those are the aha moments of going. I should have, I should have let go of these reigns a long time ago.

Mike Long: And that's one thing I remember, Dan, Dan Sullivan's the author of this book, Buy Back Your Time. And he, he tells you to hire to buy back your time, but instead of hiring for an open position, no. What, how much more time do you need to keep up or more free up so you can run your business and hire somebody to [00:21:00] buy back your time?

I love that book. It's a great book. I love listening to this stuff. It's awesome.

Leighann Lovely: Yeah, and and it makes complete sense because you are buying back your time if I can go in and that was the hardest thing For me even for this podcast for instance for for many years. I had been Recording the podcast I had been editing the podcast producing the podcast and eventually I went okay.

I can't I can't I can't do this and run my business. So I actually have now hired somebody to do my podcast and I went, wow, this is so much more fun. I, I absolutely, you know, love doing it way more now when I just get to record it and have conversations. Okay.

Mike Long: You probably found somebody that's way faster and way better at you for editing and stuff.

Leighann Lovely: Right, right. But, you know, in your head you think, well, I'm the only one that can do it. So, if you had advice to give to You know what? Somebody who's considering [00:22:00] or somebody who's in their 1st or 2nd year of, of entrepreneurship. What, what advice would you give to them?

Mike Long: Well, that's 2 different things. Somebody that's thinking about getting in and

Leighann Lovely: somebody that's already in

Mike Long: it. Yes. So, but find something you're passionate about 1st. You know, if so, if you're not in it yet, find something that you really love to do, and that will help you, that will help you continue to push through when things get tough.

Somebody's already in it, and it's something that they truly don't love to do, then, why are you in it? Why, what, what makes you, what made you start this company? What, goals do you have for your family? What goals do you have for the future or stuff like that? Um, I think, I think goals are very, very important.

I just, I just spent the day yesterday. Finalizing my goals for the year, you got to have personal goals, you got to have business goals, you know, and personally, you got to have, you know, keep your, keep yourself healthy, keep working out, you know, keep yourself spiritually, you're, you know, uh, you're mind fresh with books.

 There's all kinds of stuff you do there. [00:23:00] So, what's one, what's one big piece of advice? That's a hard one. There's so many pieces of advice. Yes. There's so many things you have to do, but. Don't be afraid of change. You have to change all the time. Like last year, our marketing just stopped working, which I talked to people all over the country and their marketing stopped working.

So it wasn't just our news. I think it was just part of the economy too, but just because you've been doing something a certain way forever and ever, ever doesn't mean you shouldn't, shouldn't look at a different option to do something different, you know, find a different way to market, find a different way to just wording in your market.

You know, I can be pretty stubborn, but. I changed everything with my marketing last year. So, be, um, be flexible and, and don't be afraid of change or a couple big ones right there. But yeah, having a passion for what you do will help you push through some of the times when they get. How many knows can you take in a day before you go?

This is stupid. You know, you have to [00:24:00] push through those. You go through those 10 no's and there's gonna be a big yes on the other side of that. So you have to keep pushing through it. So, that's one piece of

Leighann Lovely: advice. Those are great. Everything that you said is an amazing advice because one, um, change, the only, the only thing that is constant is change.

A change is, I mean, look at the last four years, look at the last, you know, five, so much has changed and because the world with the pandemic, everything has changed. And this goes to your marketing. The way that we now, you know, consume information is so drastically changing. I mean, we went from, you know, avid networking constantly, constantly to being literally shut into our homes where everything went technology and technology is changing faster than we can marketing.

Faster than, you know, we can possibly keep up there was a [00:25:00] time when the only way that I could really, really sell the services that I was selling at the time was to go and knock on company doors. Most companies now they lock their front door unless you have an appointment. You don't even get past the front door, you know, a lot of these businesses, some of them now are become much more lax now that we're entered into what this to 20, 2025, and then the way that younger people are consuming their information, they're not on, you know, they're not on Facebook.

Younger generation is on, and I don't even honestly know what the youngest generation is on, but it's like TikTok, Instagram, Snapchat, whatever it might be, but businesses are slow to adopt those new platforms because we'll, the older generation are still on Facebook, on LinkedIn, and then for many years.

depending on the industry you were in, they weren't on LinkedIn. Now, more business owners across [00:26:00] the industry, you know, across all industries are finally catching up to being on LinkedIn, but you go into automotive industry and where are they hanging out? So it's, it's extremely difficult with all of the new platforms, all of the new social media sites.

Where do you spend your dollars when it comes to marketing? You have to be willing to change, yet you go into certain industries and they're like, we've done it this way and we're, we're going to continue to do it this way because it's always worked well. What always has worked doesn't necessarily work in today's drastically evolving industry.

Technology world.

Mike Long: Well, the system that we're on right now, zoom, zoom wasn't even around five years ago.

Leighann Lovely: So are we going to meet? And I'm like, sure. How exactly are we meeting? Well, I'll send you a zoom meeting. And I'm like, wait, zoom or what was the one before that? Um, it was, What was [00:27:00] before Zoom? Yeah. I can't even remember the name of it off the top of my head.

Yes, there was one before Zoom that, yes. And what was it?

Mike Long: teams wasn't around either, so I, what was I, I remember. I know what you're talking about. I don't remember the name of it though. Yeah,

Leighann Lovely: yeah. I can't remember the name of it off the top of my head. And I'm like, okay, let's meet via Zoom. And then I was like, wait, this is just like that other one, except the other one.

Never really. took off. It was more of like a minor, you know, I'm like, okay, let's meet via zoom. And then, you know, teams internal for business, it was all teams. And so it's so Google meets is the other one that popped up that became extremely popular. And, you know, so now I, I can sit literally in my pajama pants and, you know, sweatshirt and have meetings.

And now people are like, you want to get coffee? I'm like, Oh, It's too cold outside. Do I have to drive?

I've become lazy.[00:28:00]

Whereas right. Whereas back, you know, four or five, six years ago, I put on, you know, four, 5, 000 miles in a year. with the amount that I would drive to meet clients. My, you know, I was, my territory was, you know, Wisconsin and Illinois. So I mean, I, I literally had an office in my car. I stocked my car with snacks.

And so when I was ready to get up in the morning, I just had to grab my cup of coffee. I had my breakfast ready for me in the car. Cause I knew I had a two hour drive to a client and was, so. I'm sorry. I digress. Get off my soapbox now. Um, so the advice that you gave, yeah, change, constant change that's, and it's evolving to at a speed I don't think you and I might have ever seen in our careers.

So yeah, it's, it is always, it's always moving and [00:29:00] shaking and, and I get more marketing emails today than I have ever received. in my career.

Mike Long: Yeah. And now marketing, you know, the text marketing and just all kinds of different marketing going on right now.

Leighann Lovely: So, yeah, I mean, I think that's, and you said one other thing, constant change.

And what was the other thing that you said?

Mike Long: Have a, have a passion for what you're doing.

Leighann Lovely: Passion for what you're doing. Yes. You can, you cannot sell something that you do not believe in. And I'm, I'm a true believer in that. Yes. You could, if you're a telemarketer, fine, but. You're reading a script.

 So, yeah, I totally agree. Great. Great advice. So we are coming to time. This is the point in which you get your 30 seconds. Shameless pitch

Mike Long: was pitch.

Leighann Lovely: Absolutely. Absolutely. You're 30. If you need to take a moment, please 30 seconds. Shameless pitch. All

Mike Long: right. So, white class outdoor illumination.

We service, [00:30:00] the Chicagoland market and the Milwaukee market. We are, um, anything that you need in outdoor lighting. I am a certified outdoor lighting designer. I'm a certified low voltage lighting technician. So I spent a lot of time going to school and learning the best ways of designing. I graduated from the International Landscape Lighting Institute.

 I was actually a mentor at the Landscape Lighting Institute. I actually taught at the COLE program too, the Certified Outdoor Lighting Designer program. So I'm probably 1 of the most, most versed outdoor lighting designer in the area. Um, there's a lot of other outdoor lighting designers, so, you know, some actually worked for me as well, started their own company, which is fine.

I love that. But yeah, so anything you need for outdoor lighting, uh, design and installation, LightQuest Outdoor Illumination is the company and, and we'd be happy to help you with anything you need. That is

Leighann Lovely: that is awesome. And if somebody needed to reach out to you and wanted to talk with you about that, how would they go about doing that?

Mike Long: So, our phone number here at the [00:31:00] office is 262 358 9100, or they can email me, Mike, at call like quest. com.

Leighann Lovely: Perfect. And those will be in the show notes. So if you are interested in reaching out to Mike or like quest, um, please go ahead and do that or find the, find the information in the show notes and Mike, this has been such an amazing conversation.

I really appreciate you coming on and sharing your journey with us and, advice.

Mike Long: Well, thank you for having me on. And I know, I know you're after me for a while. And so I'm pretty, this is perfect time to set this up and do this. So thank you for, thank you for inviting me on your show.

Leighann Lovely: Yes, I enjoyed it.

Katherine Bruess: This podcast is presented by Accelerate Growth 45, your one stop shop for business growth. Stop running your business like an operator, delaying wealth creation and sacrificing your time. Instead, focus on building a valuable business asset, creating lasting wealth and reclaiming the time you deserve.

[00:32:00] Accelerate your growth today and visit us at accelerategrowth45. com.

Robb Conlon: Thanks for joining us for Love Your Sales. For More, connect with Leanne on LinkedIn and be sure to subscribe to the show and leave us a rating in review. We'd love to hear what you think, looking for a way to take your sales process to the next level. Visit us@loveyoursales.com to find out more about how Leanne can take your organization to new Revenue Heights.

And be sure to join us next time for more great ways to love your customers so they love your [00:33:00] sales.