The Bounce Rate Podcast

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Strike a pose blue steel,

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yeah why are you looking at me like that are you like dude I think you need

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caffeine I’m not tired I just drank 100mg I’m energized oh you are this is energized,

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today is all this is energized Roger today is all about modeling,

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first let’s describe our ensembles today hold

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on roger doesn’t get energized until he’s on stage then

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the true roger comes out life is a stage so today

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is all about staying on on focus and about

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modeling so first let’s talk about our ensembles want

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me to start our ensembles yeah can you tell me what you mean by that define

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ensembles i absolutely will so today i’m wearing an amazon okay i’m a load i

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got you now I’m wearing Amazon Basics black trousers,

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the relaxed fit edition.

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For my top, I’m wearing a polo, a black vinyl poly blend polo shirt from,

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I think it was like Clearance at Target.

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And the shoes are, I can’t remember, but I need to replace them.

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So that’s my ensemble.

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Well, I’m wearing a Michael Kors short sleeve button down shirt with lucky brand

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jeans and born tennis shoes, white leather tennis shoes.

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Underneath the jeans are ex officio, something in a mesh. Fierce.

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I’m wearing a…

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Light blue Costco golf shirt that I love.

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Somebody there told me this brand was awesome and they weren’t wrong,

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so I bought a bunch of them.

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I’ve got some kind of khaki brand pants. I don’t know. And then I’ve got my high top Ons that I love.

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High tops. Oh, very. Yeah. Oh, that is. Oh.

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Yeah, man. Well, look, we’re not sponsored by the Devil Wears Prada sequel,

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but we’re certainly inspired by it today.

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We’re talking about modeling, but we’re not talking about modeling clothes,

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unfortunately. But if the producers of Devil Wears Prada 2 would like to have

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us do a podcast on the set of their next movie for Devil Wears Prada 3.

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They don’t. They don’t. You think there’s going to be a third one? I think there should be.

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I’ve heard good reviews on the second one.

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Look, it was a great. Sorry. Have you guys seen the clip that’s going around

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of Anne Hathaway singing like five songs? I don’t know, but she’s hot. Oh, my.

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All right. Well, we know. Okay. I don’t disagree. Not my point.

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She’s actually an amazing singer. She won an Oscar for singing. What Oscar? Les Mis.

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Oh. She was Fantine. I didn’t know that. Oh, okay. All right.

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That makes sense. I feel like all the actresses and actors are so talented singing

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and acting, and they can do all these things.

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They’re called a triple threat if you sing, act, and dance. Yeah. A lot of them can.

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Yeah. But she does like five different modes, not la mode, like French fashion,

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but modes of singing, five different genres. And she does everything from scatting to pop.

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And she’s really, really good. I want to watch it.

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Sorry. So. Well, hold on. I’m verifying that she did win an Oscar for.

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And just so you know, I don’t say many people are hot just because it’s not

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my kind of deal, but like something about her, man. She’s beautiful.

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She will feel very good that she is in the select group that is people who James finds attractive.

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I can’t tell. I think she will be. Is she on your list of cards that you have

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a free hall pass for? Today is all about.

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Welcome to the bounce rate.

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We are talking about modeling today. No, I’m not talking about modeling on a fashion runway.

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I’m talking about modeling your practices, specifically your best practices.

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We’ve heard this term a lot, best practices.

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And essentially, it means what are the best way to possibly do something.

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And in some situations, your best practices are probably set off for you.

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You probably know what the best accounting practices are. You probably know

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what the best management practices are in a certain situation.

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But in other situations, it’s not set for you.

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And you have to figure out whether or not you need to follow best practices or not.

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And so that is what we’re talking about today.

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So, you know, we meet… It may sound like this is completely unscripted,

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the entire podcast, but we do prepare for these.

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We do. We do. And we come up with perspectives.

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And even though we did that groundwork yesterday for this podcast,

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I’m going to change my perspective. Really? Please do. So my initial…

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I guess it’s an evolution of it. So originally, my perspective is really about

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Edison and his quote that success is 1% inspiration and 99% perspiration.

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And I think there is a lot of truth to that.

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All your ideas, all the models out there, best practices, whatever you want

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to call them, and they can be for your personal life, like how to be more productive.

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They can be in your business, how to run the back kitchen or business.

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Not back of house, back of house versus front of house.

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Sorry. I just glitched there, you know, being a realtor, figuring out what’s

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your cadence for communication, all that stuff. All that’s all theoretical.

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You have to actually do it. And that was going to be my take on that,

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on that really is that you have to go out and do something.

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It’s not going to be exactly like the model and that’s fine.

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I’m going to fine tune that a little bit and I’m

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going to switch my perspective to fake it till you make

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it interesting that’s like my life motto man

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fake it till you make it that’s what

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that’s and that’s what Anne Hathaway finds very endearing about you not enough

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to do anything about but she does like it that you fake it boy I have an interesting

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relationship with the fake it till you make it because the a lot of times people

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will say that it’s about mental attitude thing.

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They’ll say, well, just pretend to be happy until you’re happy.

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Just fake it till you make it.

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And I have not found that to be true in life.

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I feel like if mentally the whole thing of just, oh, we’ll just have a positive

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outlook. And then all of a sudden you’ll start feeling happy.

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I’ve not experienced that. What I have experienced is.

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Doing something to the best of your ability and not necessarily faking that

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you know how to do it, but not waiting until you…

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But embracing imposter syndrome, saying it is okay that I feel like an imposter

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right now, that I don’t know exactly how this is working. I’m just going to

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go through the motions until I do know that I know how it’s working.

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I think you’re on to something. So I was a camp counselor when I first graduated

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from high school, and we had this behavior therapy that they taught us at the

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beginning of the camp to help with students or campers.

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And that whole philosophy was you can’t change what you’re thinking,

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but you can always change what you’re doing.

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And so with the kids there, it was, oh, Timmy’s not being mean to me. I’m not friends.

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You’re like, oh, well, why don’t we work with me and we’ll start working and

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doing, you know, woodshop craft or sail or whatever it is.

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And then they get distracted and all of a sudden the old problem with Timmy’s

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gone and they move on and it’s fine and they result right.

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Obviously, If Timmy’s like literally being up, that’s a different story.

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But for most part, for kids, that kind of works.

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So the way I kind of think about that is you need to be doing things.

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So fake it till you make it means just go do stuff.

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And here’s the nuance. Here’s how I’m going to pull it back to the models.

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Assume you have a model. Go grab one. Go grab any. It doesn’t matter.

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All these, quote unquote, best practices, they are best practices.

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And they do. I mean, somebody has found that that has really worked for them.

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Grab one. It can be incomplete. It’s like being on a diet. It really doesn’t

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matter if you’re low carb or you’re calorie counting or you’re doing,

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you know, what’s the quinoa? code.

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Oh, ketosis, keto. It doesn’t matter.

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Pick one, start doing it. And you are allowed to change models at any time. Yeah.

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That’s the, I think that’s the big thing about fake it till you make it.

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Pick a model at random, start doing it, act as though this is going to work

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and it will get you doing things.

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And as you start doing things, then you can refine that.

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Yeah. I think, you know, my relationship

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as an adult with the concept of having a plan is, has changed.

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Changed like from year to year because I spend a lot of time professionally

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talking about improvising, talking about, all right, sometimes you,

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the plan doesn’t go, you know, like you thought it would.

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And then you have to improvise, but obviously we need plans.

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Planning is, is important. I think that’s a good point

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of the idea of don’t be

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paralyzed if you don’t have

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a perfect plan yet because you will not know if

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it’s sometimes you will not know if it’s a perfect plan until it’s

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in practice so i agree with you i’ve been in meetings like where we’re trying

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to figure out okay so like do we open at this time or do open at this time or

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do we make sure that someone’s going to be standing here or there and we literally

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can pontificate all day If we don’t just start with something,

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we will not have the proper data to change things.

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So that planned paralysis is real.

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And according to Dan Pink, you have to have something that rhymes because that’s

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what really sticks with this. So that’s called analysis paralysis.

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Analysis paralysis. So this topic spurred because I read a recent article about best practices.

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And ultimately, it was a great article and boiled down to…

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Hey, if that guy or girl on stage teaching you the best practice,

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if it worked perfectly for everybody, that person, I mean, they wouldn’t be

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on stage. They’d be out doing it.

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But really, what they were saying is- This is when they’re teaching you best

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practice. Yeah. When somebody’s up there pontificating at large about how you

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should be doing something.

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Exactly. But what they’re saying is, yeah, a best practice can be a starting point,

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right but really you need to then figure

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out how to adjust it for your specific situation

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that part that they don’t always can’t always teach you they can kind of get

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you started and get to a certain point but then from there if you just do that

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and you’re done i mean yes that’s better than doing nothing but now you need

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to tweak it to your specific situation your specific elements that are for your business.

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I, so, and I think that kind of leads into the experience I had.

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I worked for a couple of years. I guess I can share this.

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I won’t share the company name, but I worked for a company and we marketed directly

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towards police departments,

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like law enforcement departments, because what we offered was a software that

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helped manage certain work detail.

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It was not for anyone except for police departments. It was not it was not a

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physical object like, you know, a body camera outfit or anything.

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So uniform, that’s something that’s called.

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So we were in this zone where it kind of felt like the Wild West because we said, all right,

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not only are there certain governmental limitations to how we can market to

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people, but for most police departments.

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This is like a brand new thing that happened.

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And so we would have to meet about it and say, all right, what is the blend

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of number one, like email marketing?

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So one of the things is that technically speaking, the emails for a lot of these

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sheriffs were online because they’re public servants, but they weren’t necessarily the decision maker.

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So the question is, you know, do you just take that email?

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That’s not according to canned spam. So what are the rules there?

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How do trade shows work? How do sales work? So you had to write the playbook. We had to figure it out.

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Now, the truth is, I mean, there were other situations like where we could borrow

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best practices, but we had to kind of Frankenstein our strategy from those things.

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So in my experience, the adjusting best practices is really applicable in niche markets.

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And it feels like there’s a huge amount of companies that they operate in niche markets.

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And so that’s just something to think about. So I’m going to throw a gauntlet down.

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I think we as humans tend to underestimate the benefit of imitation.

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I think if you’re going to be Picasso, you can’t be Picasso out of the box.

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You can’t just be like, well, I’m going to reject everything that’s happened ever before.

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Picasso went through a realism phase. He learned and studied the masters. He grew.

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He studied everything they did and became a master himself in traditional painting.

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It wasn’t until he got caught up with them.

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Knew what they were doing that he finally decided, you know what,

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this is not, I’m going to launch and go beyond that best practice.

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And I think that, you know, what you’re saying in terms of adapt the best practice,

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it’s not really adapting the best practice.

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You have to execute on the best practice. And once you finally get to the point

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where you’re like, oh, this piece isn’t working, then you can replace it with

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another best practice or customize it at that point.

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And so depending on how long ago you were doing your email marketing,

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I am sure there was some guide out there.

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Now, there may have been two contradictory guides, one that said,

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don’t scrape emails, and one said, screw it, go scrape them.

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And you could pick either one, and you could start finding out,

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oh, our spam number is getting really high.

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We’re not connecting with anybody. I guess we can’t scrape. And once you understand

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that and have mimicked that, finally, once you can look at your own results

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and see that it’s not working, you can make decisions.

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But I think the amount of time and effort that goes into just mimicking what

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somebody else is doing is really, really important.

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And I think because we’re Americans, and Americans are all about individualism

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and freedom, we all think, hey, let’s just go do our own thing. Yeah.

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So what I hear you kind of saying is ultimately you’re kind of,

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before you can go out and tweak and do your own things, you kind of have to

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master the best practice or at least understand it. Right.

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I, I always look at things in the lens of sports, right?

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So if you’re a professional baseball player and, you know, hidden’s really hard,

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right. And all, everybody has a hidden coach, right?

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So maybe when you’re younger and through college, your hidden coach is,

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you know you’re following those rules and you’re learning to hit and you get

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to the pros you keep following those rules and then you you’re so good at hitting

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you’re like okay I realize if I tweak this a little bit it works better for

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me because maybe my size or whatever and so they didn’t just ignore the rules

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they mastered it and then went out and said because they could.

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Understand where they can tweak it. And they understand the nuance.

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Yes. Yeah. Yeah. I totally agree. One of the things we see with our salespeople

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that come on board is there is an inclination to fight against our scripts. Yes.

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Well, I don’t want, I can make that better. Well, you know what?

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We’ve done this script, right?

00:16:36.389 –> 00:16:41.349
The value propositions that we have that talk about exactly what we’re doing

00:16:41.349 –> 00:16:43.889
to engage, to make sure we’re qualifying customers,

00:16:44.129 –> 00:16:46.849
to make sure we’re talking their language this has

00:16:46.849 –> 00:16:50.809
been developed over 35 years yeah don’t start

00:16:50.809 –> 00:16:54.049
from scratch execute on that because you

00:16:54.049 –> 00:16:57.009
just doing it may not be the reason

00:16:57.009 –> 00:17:01.209
it may not be working for you has nothing to do with the script it may be your

00:17:01.209 –> 00:17:07.489
execution of it but your point about mimicking about like the they need to mimic

00:17:07.489 –> 00:17:13.609
what exists first to then see what what special they can add They don’t need

00:17:13.609 –> 00:17:15.489
to start with special. They need to start with that.

00:17:15.669 –> 00:17:18.569
I have a tiny experience.

00:17:18.909 –> 00:17:24.769
So I was doing an acting exercise, like a theater exercise, where you pass a

00:17:24.769 –> 00:17:26.789
character affectation around.

00:17:27.209 –> 00:17:30.949
And it was like a strong Southern accent. And there was someone there who…

00:17:32.395 –> 00:17:36.595
Forgot where she was from, but she had, she herself had a strong accent.

00:17:36.755 –> 00:17:41.575
And so she was terrified of doing the strong Southern accent with her current accent.

00:17:41.735 –> 00:17:45.175
And she had a lot of anxiety around it. And she was like, this is not,

00:17:45.335 –> 00:17:48.875
I’m not going to do a good job. I’m not going to sound like this character.

00:17:49.355 –> 00:17:53.375
When it got to her, she gave it her best shot of doing this.

00:17:53.715 –> 00:18:00.235
I think she maybe had English or Latin American accent, and then trying to do a Southern accent.

00:18:00.495 –> 00:18:05.475
When she did it, it was the best Christopher Walken impression I’ve ever heard.

00:18:05.755 –> 00:18:11.715
I don’t know what the math of Latin American plus Southern equals Christopher

00:18:11.715 –> 00:18:12.895
Walken. I don’t think it is.

00:18:13.055 –> 00:18:18.835
But the fact is, something special did come out of trying to mimic this,

00:18:18.975 –> 00:18:22.255
even if it wasn’t exactly what you thought it was going to be.

00:18:22.255 –> 00:18:26.115
And if she had embraced that anxiety, it would never have come out.

00:18:26.759 –> 00:18:30.319
Yeah, I think that’s so true for so many things.

00:18:30.499 –> 00:18:34.279
I think when you look at, let’s look at local business, and I’m going to move

00:18:34.279 –> 00:18:37.719
this to people in just a second too, just regular everyday people.

00:18:37.939 –> 00:18:43.999
But local business, if I have a realty company, if I have an urgent care,

00:18:44.179 –> 00:18:47.279
if I have a quick serve restaurant, whatever it is,

00:18:47.599 –> 00:18:54.719
local business isn’t about doing something brand new, 100% unique.

00:18:55.019 –> 00:18:59.359
Because if it is, if it’s that kind of experience where it’s something that,

00:18:59.719 –> 00:19:02.179
God, no one, they’re going to come from all over to see that.

00:19:02.459 –> 00:19:08.379
We have an art installation slash bar in Houston called Meow Wolf.

00:19:08.539 –> 00:19:10.339
And there’s a couple of these over the country.

00:19:10.719 –> 00:19:16.599
That thing pulls in people over the entire greater Houston area because it’s totally unique.

00:19:16.719 –> 00:19:20.599
It’s local artists doing wacky things. And it’s a whole experience.

00:19:20.899 –> 00:19:24.379
That’s not a local business. That’s a regional business. It’s pulling in all

00:19:24.379 –> 00:19:26.479
these people. So yeah, it has to be completely unique.

00:19:26.859 –> 00:19:31.899
When I want to get a sandwich though, I’m not looking, I’m not going to travel

00:19:31.899 –> 00:19:34.199
miles and miles for a sandwich. I’m looking for something.

00:19:34.339 –> 00:19:36.659
What I want is a really good sandwich.

00:19:37.239 –> 00:19:42.879
And if the sandwich shop at the deli down the street does a really good sandwich

00:19:42.879 –> 00:19:46.519
because they did best practices, they found the fresh food, they found the stuff

00:19:46.519 –> 00:19:48.659
and met my requirements. That’s all I need.

00:19:48.819 –> 00:19:52.619
It’s all I need to go there is just to have a good sandwich.

00:19:52.999 –> 00:19:56.919
And so we don’t need to think about it as everything’s unique,

00:19:57.079 –> 00:19:58.519
everything’s a snowflake.

00:19:58.919 –> 00:20:02.819
And when you think about people too, if you’re an accounts payable person,

00:20:02.999 –> 00:20:05.199
you don’t need to reinvent that wheel, man.

00:20:05.319 –> 00:20:08.859
All you need to do is make sure that you’re following up on everybody that owes you money.

00:20:09.199 –> 00:20:12.719
Make sure that that’s being done. You have things under control.

00:20:12.859 –> 00:20:16.479
You’re doing it the way that some of the best AP people on the planet do,

00:20:16.559 –> 00:20:18.379
and you’re good. You don’t have to do it differently.

00:20:19.216 –> 00:20:26.096
And I got to say, this is where AI just is unbelievable. I agree 100%. Unbelievable.

00:20:26.696 –> 00:20:30.316
So if I’m looking for anything, and especially when few, so if you want to put

00:20:30.316 –> 00:20:33.396
this into practice, so we talked a little bit at the beginning about Edison

00:20:33.396 –> 00:20:37.916
and the perspiration part, making it work, putting it into reality,

00:20:38.116 –> 00:20:41.596
going, and combine that with fake it till you make it.

00:20:41.916 –> 00:20:46.036
And I said, hey, you got to pick a model, right? Pick a diet.

00:20:46.436 –> 00:20:49.476
Doesn’t matter which one. pick a diet and start going with it.

00:20:49.696 –> 00:20:58.056
Well, with AI now, I can get a detailed best practice instantly on literally anything I want.

00:20:58.136 –> 00:21:00.956
I can get it on how to organize my desk.

00:21:01.496 –> 00:21:08.876
And it may not be the, the very best, but it’s going to be pretty close. It’s one model.

00:21:09.036 –> 00:21:14.136
I can start using it until I realize, hey, oh, this is, this part’s not working

00:21:14.136 –> 00:21:15.696
for me. I need to change here.

00:21:16.416 –> 00:21:19.516
What do you, if you’re going to, like you go to a marketing,

00:21:19.576 –> 00:21:24.396
you’re going to one of our vendors, Stack Adepts Conference in a few weeks.

00:21:25.136 –> 00:21:28.856
What are you hoping to get out of there? For me, when I go to a conference,

00:21:29.376 –> 00:21:31.616
I want to get inspired, right?

00:21:31.756 –> 00:21:37.956
I’m not usually looking for one specific piece of information. I want to open my mind up.

00:21:38.176 –> 00:21:42.796
And usually I hope I can come away with a few good nuggets that I can implement,

00:21:42.816 –> 00:21:44.216
but I want to be inspired.

00:21:44.396 –> 00:21:48.296
I want to find that motivation and come back ready to get roll.

00:21:48.676 –> 00:21:51.916
Yeah. So you’re not going there to learn how to market.

00:21:52.196 –> 00:21:57.136
Right. I’m not learning. Yeah, exactly. You’re not learning a whole new sub

00:21:57.136 –> 00:22:00.436
domain on how to market, on how to do digital.

00:22:00.576 –> 00:22:03.916
Yeah. You want to pick up, hey, we have this new feature or that new product,

00:22:03.916 –> 00:22:07.756
or here’s a twist that you can do to your… You’re going for,

00:22:07.856 –> 00:22:09.836
like you said, the community and the inspiration.

00:22:10.056 –> 00:22:15.136
I would argue the other thing is if you come back with one or two things that

00:22:15.136 –> 00:22:19.016
you are reminded to do, so whatever kind of training you do,

00:22:19.196 –> 00:22:22.496
if I’m a restaurant and I’m doing front of house stuff and I…

00:22:23.357 –> 00:22:27.437
Go use AI, I go to a seminar, I have a consultant come in, whatever,

00:22:27.617 –> 00:22:32.117
and I get that best practice of, you know, your hostess, host or hostess,

00:22:32.197 –> 00:22:33.577
is that what? I think that’s right.

00:22:35.357 –> 00:22:41.597
When they seat somebody down and say your server’s coming, if they would recommend

00:22:41.597 –> 00:22:45.197
a drink, right, you’re going to see this kind of increase in your sales.

00:22:45.677 –> 00:22:49.017
That’s one thing. And guess what? we forget it.

00:22:49.417 –> 00:22:53.477
We know it should be done. Everybody agrees. It’s not controversial.

00:22:53.817 –> 00:22:57.297
It’s very, but you forget to do it. And it’s just that one thing.

00:22:57.557 –> 00:23:02.657
So a lot of times the, that’s why just having the model there is so important

00:23:02.657 –> 00:23:07.177
so that I can use it as a checklist for making sure that I’m ticking off the

00:23:07.177 –> 00:23:08.777
things that I need to do when I’m executing.

00:23:08.937 –> 00:23:12.057
And one of the reasons that I really think

00:23:12.057 –> 00:23:15.177
you should think twice before quote modifying the

00:23:15.177 –> 00:23:17.837
best practice is because you got

00:23:17.837 –> 00:23:21.657
to be ticking all those boxes before it

00:23:21.657 –> 00:23:24.857
really makes sense to move on for sure yeah i

00:23:24.857 –> 00:23:27.837
actually the more we talk about this the more i could talk about that i could

00:23:27.837 –> 00:23:34.317
go on all day about this sure we’re not going to please because roger is running

00:23:34.317 –> 00:23:41.377
his hand across his throat in the cutoff stop talking you’ve we’ve all had enough

00:23:41.377 –> 00:23:44.617
no just making sure you one,

00:23:45.217 –> 00:23:48.657
One more thing I just want to touch on before we end, and you brought this up yesterday.

00:23:48.657 –> 00:23:53.297
I actually really liked it, and we didn’t really say this, but we were talking about.

00:23:54.361 –> 00:23:57.101
Pass your competition, you kind of have to catch up to them.

00:23:57.301 –> 00:23:58.521
Do you remember talking about that?

00:23:58.901 –> 00:24:02.621
Yeah, of course. I say that almost every day. Yeah. So, you know,

00:24:02.781 –> 00:24:05.521
and that can be applied to like best practices, right?

00:24:05.601 –> 00:24:11.601
Like you come into an industry, you’re right. You don’t want to do everything different, right?

00:24:11.721 –> 00:24:16.081
Like you need to be able to catch them to figure out a lot of times how to pass

00:24:16.081 –> 00:24:17.801
them. Is that a fair statement?

00:24:18.661 –> 00:24:23.301
Absolutely. Absolutely. So as you are strutting down the runway of success,

00:24:23.601 –> 00:24:24.901
here’s some things to remember.

00:24:25.361 –> 00:24:29.741
Number one, if you’re trying to grow, you aren’t always learning brand new things.

00:24:29.841 –> 00:24:34.841
A lot of the time, you’re being reminded of what you need to do better,

00:24:34.861 –> 00:24:37.501
which is not always an easy pill to swallow.

00:24:38.041 –> 00:24:42.741
Two, if it’s not your differentiator, embrace best practices.

00:24:43.221 –> 00:24:48.681
If it is your differentiator, then improve the best practices.

00:24:48.681 –> 00:24:51.421
You’ve got special sauce but you got to do it

00:24:51.421 –> 00:24:54.901
to figure out what it is and then finally three

00:24:54.901 –> 00:25:00.521
the model is theoretical the needle is not moved until it’s real 99 percent

00:25:00.521 –> 00:25:06.881
99 percent of success is perspiration got to get sweating got to not have that

00:25:06.881 –> 00:25:12.321
an analysis paralysis and get out there and do it and and strike a pose.