Micheal Pacheco 0:00
That’s a good, go. All right. Hey, everybody, and welcome once again to another episode of their market coach podcast. I’m your host, Michael Pacheco. And today, I have Todd Sullivan. Todd is a Christian, a husband, a dad, pop, an athlete, coach and retired naval officer. He’s called to help make people and organizations better. And He does that by working with people as individuals first. Todd, welcome to the podcast. Thanks, Michael.
Todd Sullivan 0:29
Appreciate you having me.
Micheal Pacheco 0:30
Yeah, appreciate you joining us. So I always like to open up the podcast by simply inviting us to tell us a little bit about yourself, and what what got you into into coaching?
Todd Sullivan 0:39
Yeah, so spent 30 years in the Navy and did a lot of mentoring early on as I was growing as a leader. And that kind of evolved into some coaching. Because I realized I wasn’t trying to make a bunch of mini me’s, which was, you know, mentoring, I felt like was doing and, and coaching, kind of expanded that. Got asked what I wanted to do when I retired and I said, I don’t know how to quantify this as a job, but I want to help make people in organizations better. And I took a job in corporate HR. And I was really blessed to sit next to the director of learning and development, we grew a great friendship and, and one day he comes to me says, you know, you’re having these $3,000 conversations all over the building, and I kind of looked at him, he’s like, you’re coaching? You know, people. I was like, well, that’s, that’s just part of the role. And he handed me a book called coaching for performance by Sir John Whitmore. And he said, No, this is a real vocation. You know, and I guess I was sheltered spending 30 years in the Navy, I didn’t realize people did, you know, true coaching as a profession. And I was like, Oh, well, you know, maybe this is something I should pursue and kind of lit the fire and took me a little bit, I’m a little bit slow learner sometimes took me a couple years to really launch into it. But it was from that day forward, it was really there that the fourth forethought in my mind that I should really look at doing this.
Micheal Pacheco 2:03
That’s awesome. Who do you work with? Who are your clients?
Todd Sullivan 2:07
So work with entrepreneurs, small business owners, worked with some pastors, which I kind of think of as kind of the same, you know, kind of fitting into those same two roles. And then that up and coming leader in an organization, you know, somebody who’s on track to be a partner, or C suite. Those are really the people I just absolutely love working with.
Micheal Pacheco 2:34
That’s awesome. I’m actually asked for a meeting with a pastor later today, to talk about coaching.
Todd Sullivan 2:42
It’s rewarding, you know, because you know, what the payback of them doing their job better is?
Micheal Pacheco 2:47
Sure. No, that’s awesome. Tell us where and how do you how do you get your clients?
Todd Sullivan 2:54
So I grew pretty organically, you know, right, beginning, I’ve finished my very first module of the coaching certification. And as in the small business here in town that I’ve done business with, you know, pretty routinely. And I was in there with a friend and I said, Yeah, I’m going to be a leadership coach. And the owner said, Hey, Todd, I want to hire you as my leadership coach, when can we start? And I thought, well, this is gonna be super easy. That was the only really easy, you know, client that I brought on. Everything else has been word of mouth or referrals. And I’m so I’m just now realizing that I’ve got to get a better business development, footprint, and marketing. But I love that I’ve been able to grow slowly, and really pour the time into those. My first few clients. Nice.
Micheal Pacheco 3:48
Do you have plans for growing your business and doing bizdev and marketing, that sort of thing?
Todd Sullivan 3:54
Yeah, I’ve started looking out q3, q4, of this calendar year, just some ideas, working with a couple of different people to help, you know, fine tune some things for me how to how to market better, haven’t really studied Marketing since 2030 years of undergrad type work. So I’m excited to bring somebody on to help me to do that. So, so it’s coming. I’ve just been, I’ve not been in a rush, you know, and I’m blessed. You know, after 30 years in the Navy, the government sustains me fairly well. So I’ve been able to do this in a timeline that made sense for for myself and my family and things that you know, have happened in our family for the last couple of years.
Micheal Pacheco 4:46
Yeah, good stuff. Good stuff. What sort of things specifically did you first struggle with when you first started coaching?
Todd Sullivan 4:52
You know, saying this is what I charge Yeah, that that was tough for me. Because, you know, all the coaching I had done, whether it was in the Navy or you know, when I first in that first company, the people that I was going kind of coaching through some events was just part of what I did. And, and then I started thinking, you know, if you go to a lawyer, you know, you get a whale or something tangible if you go to your accountant, you get your taxes done, that sort of thing. And what do I give people for that, that money? And, you know, so that was just that was a tough mental block that I had to get past and, you know, told you about being in that small business where that business owner said, Hey, Todd, I want to want to hire you. Six, seven months beyond that initial conversation, I went into that small business, the business owner was away, you know, at a conference in that business was running better than I had ever seen it. And I thought, that’s what I deliver, deliver a tax return, I don’t deliver a will I deliver organizations operating better. And that helped me get past that mental block.
Micheal Pacheco 6:11
Nice. Oh. So that’s kind of I can see how you had difficulty there. Because, you know, organizations operating better is a little bit nebulous. Right, what exactly does that mean? How do you how do you define that? How do you? How do you make the pitch? I mean, I guess you you said, you get a lot of referrals. So you’re clearly doing something well into that conclusion, that that’s what you deliver to how did you, you know, how did you define it?
Todd Sullivan 6:43
So one of the things that I, you know, talk about right up front, and my initial conversation, whether or not we’re, you know, I’m a good fit to work with someone to, you know, to partner alongside them is, you know, what, what do you want out of coaching, what do you want? What has driven you to this conversation? You know, it’s interesting, I’m working with a real estate syndicator, and left corporate America last September started this real estate syndication in October. And when we sat down, and started coaching in October, he had this goal of closing his first deal with, you know, at the end of his first year in business, so September of this year, and all of his goals were these really long, you know, these one year goals, and we started breaking those down into tranches, you know, into quarters into months, some into weekly, we kind of changed the way he viewed his metrics, you know, instead of five of something being a green light, maybe four to five, you know, just putting those bands in, and I’m really happy to say that, you know, he’s under contract on his first property. You know, got under contract six months ahead of schedule. And so, you know, to me, that’s, that’s making his organization better. And it all, you know, was through just opening his aperture of how to tackle, you know, daily, weekly, monthly. Business, and how did you know and how to, how to not look at not hitting a exact mark as a failure, but, but giving himself some grace as he was growing something from the ground up on his own?
Micheal Pacheco 8:44
Mm hmm. Nice. What, talk to us about some of your wins some, some other wins.
Todd Sullivan 8:54
so worked with a couple and he was leaving auto manufacturing. And so there’s was a little bit more transformation. His spouse is a realtor, and they wanted to be they wanted to partner but they didn’t want that to be the the standard Oh, we both have you know, real estate licenses and you go this way I go that way. And we work through what that would look like and changed a lot of the vernacular around going from I’m, I’m working for and I’m just I’m just this to, you know, Chief of business development in the partnership and spouse who has been doing it for a long time Chief Sales Officer and to see that mindset shift just around the role and, and once that mind shift, mind set shift was made their trajectory just went off. And, you know, it was all around roles and responsibilities and how to do things together. Not not working against each other.
Micheal Pacheco 10:13
Yeah. Yeah. Subtle, subtle mindset tweaks can can be all the difference, I guess.
Todd Sullivan 10:20
Yeah, it’s exciting to see when it happens.
Micheal Pacheco 10:23
But what is what does a typical engagement with you look like?
Todd Sullivan 10:27
So, I really like to sit down with somebody for an hour and a half to up to three hours for my initial, you know, are we a good fit, and to really learn the person if I don’t know them well, and to learn where they’re coming from, but more importantly, where they think they want to go. And, and a lot, you know, what’s going to get there. And so I like spending that time right up front to develop that, that relationship. Most of the people I work with, we work together twice a month for 60 to 90 minutes, you know, with a couple of other check ins, and the opportunity to to phone a friend when something comes up. And that’s been a really good, you know, way. I’m a big fan of homework in coaching sessions. So things that we talk about that we you know, kind of discover together, lay out a game plan, you know, to for things that need to get done in between sessions, so that it’s, we don’t we don’t coach put the coach on the shelf for two weeks and get back together. There’s, there’s a lot of actions going on. So what does,
Micheal Pacheco 11:50
so you do 290 minute sessions per month plus little, you know, check ins here and there in between one of those 90 minute sessions look like? Are you guys work? Do you have specific, like, strategic workbooks that you like, worksheets that you work through them with? Or is it all just kind of like talk coaching, or what are yours
Todd Sullivan 12:09
typically taught coaching, there are times that I will, you know, get, you know, a coachee, a book that I think is just going to be really beneficial. And then we might use some things in that book as some platforms to springboard off of. But I just feel like everybody’s so unique, that a worksheet or something that just, it doesn’t work for me, I’ve seen it work for others, I’ve been coached by somebody that works for. But I just liked the little bit more organic approach. And you know, and the guy told you about with the syndication he and I meet weekly, that was our plan upfront, until to really hammer things out. And it’s so funny, because while every coaching session is different, there’s a few questions that he he seems to be able to anticipate now, even though I don’t think I asked him because I keep some pretty exhaustive notes. Man, how did he know I was going to ask, you know, what, you know, what are you? What did you put on the back burner that’s just nagging at you, like, almost verbatim how I would ask it. So, you know, I attribute that to a really good relationship. But it’s funny when that happens. Oh, funny.
Micheal Pacheco 13:33
Let’s go. Why don’t you talk to us a little bit about some some failures that you’ve seen in your coaching career and how you’ve kind of maybe flipped the script on those and turn them into, you know, learning points?
Todd Sullivan 13:47
Yeah. First, you know, very first coaching session, I went to, you know, I was just ready, I thought I had this, and, you know, went in kind of with this, this, this worksheet that I wanted to use up front, and, you know, 1015 minutes into trying to use this tool, I realized that, you know, it was not going very well, and, you know, at first I thought no, I think this is gonna work. You know, I spent a couple more minutes. And I finally I just sat back and I said, this doesn’t work for you, does it? And she said absolutely no, like,
Micheal Pacheco 14:28
specific that you were picking up on, or was it just a general nuance?
Todd Sullivan 14:32
It was just the conversation didn’t flow. And the the answers to my questions were very curt, like this, this isn’t at all what I expected. And it was my first time coaching, that person’s first time being coached. And we laugh about it now. But, like, I left there thinking they’re gonna cancel like, I’m never gonna like this is this is not going to be my first real client because it’s going to be one coaching session deep. How
Micheal Pacheco 15:09
did they end up canceling
Todd Sullivan 15:11
now? Yeah, I’ve been working with them for two years. So there you go. Nice. It’s pretty good. I’ve recovered. Okay, I guess
Micheal Pacheco 15:24
they certainly she certainly saw enough value in you to keep you around. That’s wrong. Yeah. Yeah, that’s great. What? What recommendations would you have for new coaches who are just getting started?
Todd Sullivan 15:39
You know, one of the things that I learned early on was to get comfortable with the whitespace. And to help your coaches or your clients get comfortable with whitespace, you know, that pause to let them kind of cultivate their answer and their thoughts isn’t really four minutes long. It’s really like 10 to 15 seconds. But I think we just get so used to conversation flow, that sometimes that’s a really hard thing to get comfortable with. So I think that’s one big thing. And I think the other is, one thing that I didn’t do up front was I didn’t go after a certain niche, like I, if you wanted to be coached by me, I was going to coach you. And, you know, I think if I did it over, I would have really created my avatar for who I wanted to coach a little bit better. And, and really, you know, my first several clients been in that avatar, to really kind of hone that. And then if I wanted to expand, maybe, you know, adding an avatar or adding a sub, you know, Avatar vise, I’ll work with anybody, because I’m just anxious to get out and coach.
Micheal Pacheco 17:06
Yeah, I think I, first of all, I agree with you completely. Second of all, I think that for a lot of new businesses, coaches included, to to niche down and kind of focus in on one avatar, or focusing on one product can oftentimes feel like you’re, you know, cutting your legs off at the knee, right? Because you’re like I can I can help all these people, why would I not? What do you say to the new coach? Who’s? Who’s, who believes that? Who thinks that? Who thinks that, you know, if I narrow myself down to four, I’m saying no, to all this potential business that could be coming my way I need, you know, I need revenue. Yeah,
Todd Sullivan 17:49
I think, I think one of the things that’s important, you know, to communicate there is, the better you get at your skill, the easier it is to replicate. And easier it is to take on more clients because it’s less work. And so while it may seem counterproductive, in the very short term, if you look out at the moderate term, you know, the six months vice, the six weeks, Vice the six years, if you look at that, at that timeframe, and think, okay, if I’m dedicated to a process and to it, you know, and to a developing this skill, then what I do is going to be so much more efficient and effective.
Micheal Pacheco 18:39
Yeah, I couldn’t, I could not agree with that more, I think, you know, for coaches and businesses, if you’re making under seven figures, you should have one avatar, and one service product, and just focus on that, and rinse and repeat. And the more the more you do that, the easier it’s going to be, the less time and effort you’re going to have to spend. So the big struggle that we have seen at boxer with coaches is time, everybody is spending so much time running the business marketing promotion, like all, you know, social media, all this stuff, and they’re not spending enough time coaching, right? And then as big as much time as they want to spend to coaching. And one, you know, I mean, there’s, there’s a lot of stuff you can do to get to a point where you’re coaching more, and you’re spending less time in the business more time on the business. But one of those things I couldn’t agree with you more is exactly what you just said, which is, you know, focus, focus on something, focus on something, practice it, repeat it, get better and better at it. And the more you do it, the easier it’s going to be to do and the less you’re going to have to you know, come up with new processes and all this kind of stuff fail.
Todd Sullivan 19:56
Yeah, you know, and I asked that question to a lot of my clients It’s like, you know, what is your avatar? And then help them focus that. And then, you know, that’s what got me thinking, wow, I didn’t do that, you know, or didn’t at least do that well at all upfront, so you know, coaching it, but boy, I missed the mark, you know, for myself. And so, you know, and I’ve shared that, like, Hey, I screwed this one up, like, you know, you’re, you’re, you’re an example of it. Because, you know, here I am sitting with you, and you’re completely out of what, you know, my, you know, maybe my desired avatar is, but we’ve been working together, and I think we work well together. So you know, that, I think that’s the other, you know, just kind of that important aspect up front is be authentic and vulnerable. Like, don’t be afraid of those two things early on, because, you know, admitting, you know, at that first client, like, by saying, Yeah, this isn’t working at all for you, is it? Like, I did not want to say that, you know, I didn’t want her to, to think, wow, I hired a coach that doesn’t know what he’s doing. Right. And, but I think that’s appreciated. You know, we’re, we’ve got to show that
Micheal Pacheco 21:09
I tell you what, I mean, I think if if you went back in time, and you saw, you know, if you could see one on one direction, right? If you had, if you could see the different timelines, right timeline a, you said, Listen, this isn’t working for you is, and you and then timeline B, you’re just kind of this isn’t really working. But I have to, you know, I have to pretend like I’m really good at this, because I’m new, and I’m nervous, and I’m scared and I, but I don’t want her to know, I don’t want this client to know, they have to think that I really know what I’m doing. You know, I think I think timeline A is going to be the clear winner there. Because in that, you know, in that moment of vulnerability, if you also show up from a place of respect and expertise, right, you don’t want to you don’t want to act like you don’t know what you’re doing. But you also want to be honest and honest about things like this is clearly not working for you, is it? Right, I think that’s just I think there’s just a winner, I think you’ve saved the relationship by by saying that.
Todd Sullivan 22:14
Yeah, you know, and it’s, it’s kind of funny, because I thought about that, and that authenticity and vulnerability, and, you know, kind of set up front, you know, oh, I want to be a leadership coach. And I realized I want to coach leaders, I don’t necessarily want to be a leadership coach, you know, so I’ve, I’ve matured, but when I think about where I wanted to be when I started, the attributes of a good leader, and the character attributes of a good coach, are paralleled really closely. And so made it easy to pivot from wanting to be a leadership coach to wanting to coach leaders. And where,
Micheal Pacheco 22:53
what is that? What is the difference between those two things? For you?
Todd Sullivan 22:57
I think, by saying I’m a leadership coach, kind of stove pipes a little bit, what would narrow my focus as your coach? Where as coaching leaders, I’m coaching the person, not the characteristic? Mm hmm. And I think that’s the big change. Yeah.
Micheal Pacheco 23:21
And why? Why leaders specifically,
Todd Sullivan 23:25
I just love seeing people grow, because I joked with people in the Navy, that that pit sailors deserve to things like they were a right, not a privilege, good leadership and good coffee. And so, you know, I believe that if we coach leaders and help make them more effective, you know, and you might be, you know, a brand new startup and you’re a one person operation, you’re still a leader, because you’re out engaging, developing clients, you know, creating relationships, I think those are all leader qualities. And so I think if we help, coach that that person early on, it helps make them way more effective. As they grow in whatever they’re doing. Yeah, now.
Micheal Pacheco 24:20
Like, can you talk to us talk us a little bit about the people always mindset, what does that mean to you?
Todd Sullivan 24:29
Yeah, so I can take you back to 2002. And I was a young lieutenant in the Navy, and we were I was the officer in charge of an aviation support unit. And we were undergoing this major transformation. And I had a 24/7 operation. You know, 140 sailors. They operated around the clock every day. And we were expected to put in another 40 hours of wheat a week on this transformation and And, you know, the two guys that were coming down from, you know, the organization that was putting us into to Navy, Naval Air. Basically, they said to me one day, you know, people always, you know, mission first. And what they meant by that was, people are always going to bear the brunt of getting the mission done. And they did not mean you should take care of your people always. And just their use of that, that phrase just irritated me. And from that day forward, I was like, people should always be at the forefront of why we’re doing things in what we’re doing, and they should understand what we’re doing. And we should care about them as real people first, not just sailors are not just technicians or you know, pick pick a job description, but we should care about them as real people, people who have lives outside of coming to work. And so when I was creating, you know, the name for my business, like it just naturally fell into place.
Micheal Pacheco 26:13
Oh, like it? That’s, I mean, yeah, it’s a great it’s a great name. I think for a business. It reminds me a little bit of while just kind of makes me think about Simon cynics book leaders eat last.
Todd Sullivan 26:27
Yeah. Yeah, there’s, I think we see that with, with really good organizations. You know, when we take good care of the people, and we prioritize them, and they’re, they’re happy, they do good work, and they work efficiently, and they don’t sit on their smartphone looking for another job, you know, while they’re, you know, nine to five, you know, and that’s what we should all want, though.
Micheal Pacheco 26:56
Yeah, absolutely. Todd, I have to ask that. The photograph of the ship behind you, is that was that yours? That’s something.
Todd Sullivan 27:05
So my one surface ship that I was on was the USS Camden. It was a auxilary ship, we carried fuel, food and bombs. That is the very first USS Camden. And that photo was taken in Boston in 1919. In the original frame, I came across that and just had to add it to my, to my wall.
Micheal Pacheco 27:31
That’s very cool. It looks it looks like an old timey photo from here, but there’s also kind of like, yeah,
Todd Sullivan 27:36
some glare. Yeah, it’s I just love having it. You know, around the this room, there’s some submarines and there’s a world war two submarine that’s sitting on the bottom with the story of that. The Medal of Honor winner captain. You know, when he took command, so I really love kind of the, the some of the history I have in this room with me. Very cool,
Micheal Pacheco 28:03
very cool. I see a rapier a sword on the desk. There’s the
Todd Sullivan 28:10
my best friend was a Master Chief. When I commissioned I was a chief. So he gave me a replica of the naval officer swords a letter opener, patted on every desk of mine. Since then, I took it to see she up on submarine with me, just as a reminder of, you know, commitment to relationships, and so
Micheal Pacheco 28:34
people always go, that’s awesome. Todd, is there. And Todd, is there anything else that you would like to talk about that we haven’t touched upon yet? I think we still have plenty of time. So if you’ve got anything you want to chat about,
Todd Sullivan 28:48
I think some of the questions I get asked, you know, when I when I get asked, you know, you know who should be coached? And my answer is typically, yes. You know, I think I think so many people don’t they think, Oh, well, you know, having a coach, they think of consultant a lot. And I get asked them, you know, what’s the difference between a coach and a consultant, I tell them if I’m your consultant, I’m working really hard. If I’m your coach, you’re working really hard. You know, and in a coach, I think can can help unstick and unlock some, some things that aren’t being done. And, you know, I think everybody should look, you know, at least have the exploratory conversation with a coach and if they’re good, but they’re not right for you, though. recommend somebody else. I’ve turned people away thinking, knowing that I wasn’t the right person to coach them. But said, Hey, I’ve got two or three other people I think she talked to in this order. You know, I think coaching is right for you. I just don’t think we’re going to be the right fit at And there’s nothing wrong with that. I think there’s a lot right with that. But I think people that have never been coached have no idea of some of the potential that they could reach with a coach. Yeah,
Micheal Pacheco 30:14
yeah. Those are wise words. I know for me, yeah. For me, it’s been, it’s been life changing, having had, you know, a number of different coaches over the last several years of my life five years or so. Yeah, it’s been, it’s been huge. And if you’ve definitely if you’ve never tried it before, it’s worth. It’s worth trying at least once. And I think if you find if you find the right coach, if you find a coach with integrity, if you find a coach who’s willing to say, I’m not the right coach for you, if it’s not a good fit, right, because that’s not always easy to do, but it’s certainly the the integrity move. But yeah, for me, coaching has been utterly life changing.
Todd Sullivan 30:55
Yeah, I’m working with, I’ll say, young lady, she’s young compared to me, right. And she came to me back in the fall and said, I need a better executive presence. So let’s, you know, so we talked, and we’ve been working together, just, you know, announced she accepted an offer, you know, as an executive with a health care company. And so she’s kind of out of that entrepreneur, Avatar, but she is that was in that emerging leader in her that I that I really have a heart for, and she was stuck, and get beyond and, and so that I need executive presence really expanded much wider than just that one thing. But seeing where we’ve gotten from last fall to now, and how, how she views herself and how she views herself as a leader and how she views people that she works with. I wish people could see a snapshot of the before and after, you know, you see those on the weight loss challenges. I wish there was a way to show that in, you know, as a as a visual representation, because I think a lot more people would say, Yeah, I want to try that.
Micheal Pacheco 32:22
Yeah, I mean, the only thing that I can think of I don’t know, if you do, have you ever done like 360 degree assessments, 360 assessments, I mean, that’s kind of a snapshot in time, right? You get one before and after, and you kind of get an idea of, of the environments with how the environment feels about that person. Yeah.
Todd Sullivan 32:41
And there’s even, you know, there’s some, some books, I think, leadership 2.0 has kind of a personal assessment, but you can also ask somebody else to do it. If you don’t want to go through the full 360, you know, and I’ve used that with somebody who I coached that was really working on understanding how they led us and let’s, you know, let’s, let’s do this first, before we gotten, you know, go heavy, and we had so much out of that, you know, that eight page report, we, you know, we dug into for months, and, you know, refined and fine tuned and polished and was really fun, you know, so there’s a lot of really cool inexpensive tools even. And that said that you can’t do that on your own, even like, but I think you’ll find that having somebody, you know, hold up a mirror, and maybe ask some hard questions. Makes it a lot. That process a little bit, a little bit faster and more beneficial.
Micheal Pacheco 33:48
Yeah. And that you say that quizzes in leadership 2.0
Todd Sullivan 33:52
It is. So you, you know, it’s a download, you know, you go online, and you do it. That’s one of the books I’ve given to a few people and said, You know, I want you to do this and send me the report, you know, and by the time they show up, you know, I’ve got this eight page report with a lot of red ink and a lot of, you know, questions and in thoughts and that’s been a fun tool to use. And, you know, for the cost of them reading a book and doing you know, the the free assessment that comes along with the book.
Micheal Pacheco 34:26
Yeah. Nice. Very good. Well, Todd, where can our viewers and listeners connect with you online?
Todd Sullivan 34:34
Yeah, so I have a website people always mindset.com created a Facebook page, you know, for people always mindset I have a LinkedIn page and I’m on LinkedIn, Todd Sullivan, kind of my my preferred social media of choice, but I’ve realized that I was being short sighted by only having that one. So and I Tell your listeners, you know, I, I love creating relationships. So I’d love to talk with someone and see if if we’re the right fit for each other. You know, I think that’s so important that that, you know, alignment and fit of a coach and a client. Because if it’s really good, I think you can get a really good outcome. If it’s not so good, you can get a good, you know, best outcome. So then the time up front, you know, vetting who you want to coach you.
Micheal Pacheco 35:34
Yeah, yeah, that’s super important. For sure. For sure. You want to make sure it’s a good fit. And Todd, I would be remiss if I neglected to mention your offer for podcast listeners or viewers. You’re offering them half off the first month of coaching with a three month agreement, is that correct?
Todd Sullivan 35:53
It is. So you know, I love what I’m doing. And I want to show the value. And, you know, I like to have a three month agreement up front, because I think three months is needed. But I don’t want to sign anybody into a long term one I want to earn you two, I want to earn the right to be your coach every month.
Micheal Pacheco 36:14
Love it. So you hear you heard it here guys, go check out people always mindset.com and get in touch with Todd. Todd. Man, this has been fantastic. I appreciate your time.
Todd Sullivan 36:25
I appreciate you having Michael and hope you know the rest of your day and week. It was great.
Micheal Pacheco 36:31
Thank you, Brother and thank you for your service. Thank you.
Todd Sullivan 36:34
I appreciate that.
Micheal Pacheco 36:35
Thank you also to our listeners and viewers. And yeah, that that’s a wrap for this one. We’ll see you next time. Cheers.
Transcribed by https://otter.ai
