Shulem Berkowitz EXPOSES the Difference Between Solutions and Support!

three things people have a really hard time saying I made a mistake I need help and the state of Massachusetts welcome to the let's talk business podcast a project of the PEX group gain valuable actionable ideas from the world's top Business Leaders to help you take the next step in your business journey and now here is your host Manny Hoffman coming to you from the PEX headquarters in Brooklyn New York this is the podcast for No Nonsense advice to help you learn grow and lead today I'm so excited to welcome our guest schulam burtz in this episode we discussed shulan's Evolution from a skilled Craftsman to a thought out leadership coach highlighting his journey of personal and professional transformation initially overwhelmed by the ram of business schulam turned to coaching which revealed his true calling by shifting his Focus from managing every detail to empowering individuals and organizations schul now provides invaluable insights into unlocking potential in overcoming internal barriers through a deep dive into distinction between consultant coaches and therapist schulam emphasizes the importance of leveraging the right experence at the right time to forer accountability and focus whether you're emerging entrepreneur or a seasoned leader shum's Insight offer a road map for navigating today's Dynamic business landscape and achieving personal growth without the further Ado here is my interview with chulan burkowitz [Music] shom thank you so much for joining me on the let's talk business podcast it's my honored and a pleasure yourself yes so our relationship goes back for quite some time now I think we've met many many years ago already um and I've seen you doing amazing amazing things with uh people that have been trusting you to be their coach and working with them on the leadership team for our listeners that don't know about you or don't know your story give us the you know the aha moment the pivotal moment in in your career where you started getting involved with leadership and understanding to um to what it takes to build a sustainable business I started out on my own as a Craftsman I uh Knew Too Much I would say I was able to write I was able to do Graphics uh I started out in my work life in writing for newspapers then I I went I did 15 years in graphics design and printing then I left and I started out online marketing where I started my own business in the 15 years I worked for my father and I'm atic so I was an employee and there I I actually got into the ideas it was my father who always said uh if you understand my Sho you would understand business you would understand it you would understand new programs I did the it I did the programs I did everything that was to be done I did uh I remember we got a job once a yish job from Israel and there was a program called pag maker and it had yish Cork Express didn't support yish we did everything and flip fonts and the only way to be able to do that job was to IND design Adobe in design it was a new program nobody knew about it the good the powerful uh Computers Apple back then Al most the most powerful computers crashed every 10 minutes I had to learn the program study the program and back in back in the day when we bought that program a thick book came along to get to know how the program works I had to do that then a night and then worked two nights afterwards to get to to be able to uh get the job done I was the Craftsman and everything at that point one time I realized hey if I know my sh why shouldn't I understand business why do we need an Neti to understand business so I paid a lot of a lot of money some didn't understand T the business they had just a curriculum some actually did and um after I understood what business is I decided to venture out on my own and do business and then I opened online marketing but I again I was my own bottleneck I did the design I did the planning I did the understand planing I did the copy and I and I I did the programming of websites and then I actually did the the social marketing plans and Google market keyword marketing plans SEO and blogs and the writing of all of that I did everything and it took me four to five years to actually set up uh good enough help that me as a mad man with the genius with a thousand hands should be able to manage my business and then my coach brisk approached me saying I think you're going to be better at doing coaching rather than actually running your own business I pushed it away because finally I I hit success but after 10 months he approached me again I'm overwhelmed I need help I believe you're going to be much better in doing it's much more natural to you to teach to coach to be able to understand people maybe could you join me and two days prior I had a meeting with my financial guy and I realized that even though I start out every project planning out to make $200 an hour I ended up after the project with $20 an hour and sometimes certain projects 20ll minus yeah we all been there so uh and he said well if you price your time and you leave and you get paid this is what you're going to stick with it's there's no additional investment to be able to just ify what you get paid for so I said let's try it and as they say this is YT I started out slowly a few hours a day and then after 3 four months I got all my clientele and I transferred it to my competition at that time and I got fully into coaching slowly I coached mostly in processes and and just improving performance which I did in my company I understood business because I learned business I understood business understood marketing slowly I got to self transform I worked on myself a lot through my coach and that shifted me into understanding leadership understanding the concept of leading yourself first and then leading others and that got me slowly into much more profoundly into building people and building strength and understanding where people want to go how they get there why they don't get where they want to go which is the ideal question for a coach like I know the the question would always go I know what to do I know how to do it I know why I want to do it but I'm just not doing it so what gives and to be able to delve into that and to delve into the nishima of the person of the Sol of person like why really don't you do what you really want to do what blocks you or what do you want more which gets you to do what you actually are doing and to unearth that to get to the point where you know what you want and you it's clear how you going to do it so this is me doing right now more uh involved in bigger companies larger organizations to the Hands-On fine tune the people so they should be able to do what they want to do and automatically business takes care of itself got it so let me let there's a lot to unpack and a lot of questions to ask but let me start with a with a fundamental question I know there is a lot of confusion out there the difference between a coach and a consultant how do you define the difference um for you know between a coach and a consultant a consultant knows a topic let's say they know how phone systems works the PBX boxes and and channels and lines and parking whatever these words going to mean they know exactly a certain thing you come in come to a company they assess the situation and then they give it exact recommendation on how to fix that problem because I know how this works I'm Consulting you on something even if it's business they know how business should work they know the exact rules of business they come in they assess the situation and then they tell you you need to have more people you need to do more marketing you need to have better training they will give you a recipe of what to do and how to do it that's a consultant they know the ACT they know the outcome they know what needs to happen and and they tell you this is what needs to happen if you don't know that you should get a consultant to tell you how to look at financials how to understand financials what's a business how do you get to know your unique selling proposition like the basic rules of business a consultant is going to be very able to get you to knows to know what you need to know and then you go out and you actually execute the coach is well sometimes I will know the answers to that I will also know how business works but the coach starts when the consultant ends and the coach says well you know everything L again in actuality you're not doing it so let's talk about that and sometimes people to that same question there's a different question so how are you different than a therapist and the answer the shortest answer to that is when you come to a therapist the main focus is that your knee hurts let's say so the the therapist's job is to make sure that the pain goes away so when you started out you couldn't walk and definitely couldn't run now you could walk and you could run where you going to walk where you going to run too that's not the therapist question they don't care they made sure that you could walk when a coach comes in the reason why and how that's that's a a sub a subsequent question the first question is where do you want to go where do you want to get to now let's run we start running and they say oh my my foot hurts my knee hurts I can't run then I'll address that me until and as long as you now could run to get where you want to go sometimes I would say hey the knee is too hurt you got to go to a test to make sure that that blockage is not going to block you to get to where you want to go because the main focus is where do you want to go and verify if knowledge is missing we could go to a professional a consultant to give you more information about that topic or a therapist to make sure that you're healthy enough to be able to get there but the main focus is where do you want to go and how would you actually get there uh I think this is so valuable and I think our listeners should pay attention to to what we just said because there's a lot of confusion out there and I think the way you have actually explained it put things in context so those those different positions work hand inand when needed but they they serve different functions I think you explained it very well hey listeners are you struggling to create beautiful looking proposals is it a hassle every time you need to prepare a quote or proposal for your clients is collecting signatur still a manual process well it's time to upgrade to pandadoc at PEX we use pandadoc for all our proposals employee documentation and so much more it saves us time keeps everything organized and our documents look incredibly professional with customizable templates real-time collaboration and E signatures pandadoc turns creating documents into quick and easy steps plus it integrates with so many other tools streamlining your workflow and boosting productivity try pandadoc today by visiting px. c/ pandadoc and start your free trial trust me it's going to be a game changer for your business that's pte x.p da do O Let's dive into some leadership um you mentioned before about battl neck um you mentioned a little bit about your past history um we all know that that you know there people are you know most people are very hardworking they want to be successful they they also willing to put in the effort um and most people lack direction or clarity as far as what to do and how to do things and that's where some people bring in good people in their in the organization While others will also um you know include a consultant a coach in order to guide them because if they feel that's what's needed in terms of in terms of leadership in general you know the end of the day in order to run an organization effectively you need proper leaders in a company um a lot of companies don't start with a with a strong leader starts with a young entrepreneur saw a need saw opportunity started a company and slowly but surely took off and then two years in three years in or whatever number of years in and things are all over the place but that person never um changed their mindset from doing it doing it doing it or being this solo entrepreneur working on their own now being the same Sola entrepreneur but working with a bunch of people what is it in your case when you come into companies that you figure out about changing the mindset of somebody running the show to becoming a real leader it's one of the hardest things to do and before we understand it it's one of the hardest things to understand once you understand it then the action like it's easier said than done sometimes it's said in a minute 60 seconds and the done takes 18 months but let's try to do the the the 60 the 60 seconds said most of the time when people start out a business they start out from where they were until then which is yes coo School College doesn't matter but the notion is the better you are the better you you see the more successful you are you need to be okay you need to know the the tests the content you need to excel as a person on your own in order to be able to be seen as good as successful as righteous as smart it's all you which makes you a Craftsman when you start a business most of the time the person runs that business gets to be a Craftsman they put the whole soul of their craft into something that they produce the shift needs to happen that you stop being a Craftsman you lose the title of successful of smart of capable of being the power to get people and to take get away that torch and to transform into somebody who's not going to do things and not going to be able to show how good you are but to get people and to be the teacher to show them a teacher doesn't do the tests they teach on how the students are going to be smart they are the ones giving out the the accolades and the certifications when you get to be a leader you need to forego and let go of the need to show anybody that you're successful that you're smart that you're okay and it's really hard number one I don't trust people to be able to do what right I'm doing and even if I'm going to say at trust people there's a hidden need to actually prove to myself that I am worth the money I'm getting and until now if I work really hard there's a justification of making money if I stop working hard I just to have others working for me they should get paid but why should I I'm not doing anything I'm not worth it in in a certain sense and I I need to prove myself that I am worth it and but there also an addition really hardship in changing because in reality in physical reality and in Social reality we have to change and and grow out of our old way of being and our success to start again we get to be a child and then we get to the n v like test and we get to be like we know how to be a child we sit in the back of the bus and we can throw out all the younger kids we are like we have the the were to be a child and then my father comes and smashes on a small hat and say okay you start again now you get to be a Bo and I don't know how to be a b and then a few years go by and I know now exactly how to I have rubber in my my beard if necessary I know how to be a B I actually I have keys I I'm set and then my father comes again smashes on a stram on my head and I have to start again I don't know how to do that and then a few years go by and I I know how to be a father and then I start Maring off my kids and I start having grandchildren and the cycle goes again it's a necess it's it's it's actually forced upon us to start again to be a novice when we were a professional yesterday when I start a new aspect of my life and I start to being being a leader I don't know what to do and how to do it I don't know leadership and I'm afraid yesterday I was a professional I knew exactly what to do and how to do it and now I get Professionals in and in front of them I start getting lost they start to know what they need to do and I'm lost so it's an extreme pickle to say it's really hard to go into the unknown and to start again while my company needs to flourish I need to grow not to grow backwards so that once we understand that and we know that this is the progression of life you're going to have that fear again when you have one level of of of of workers and then you have you grow again if you grow to a organization you're going to have another layer and another layer another of management and you're going to always stay on top and you're going to have to rra yourself how to do that and how to do that this is the progression of Life once we understand that the fear it's still there but we still at least have courage to know this is going to come I'm going to get to be anab I'm going to get the training and I'm going to be able to pull through MH um you know it reminds me um like a couple of years ago I had um we we just about finished a project in Tex a a a large project and it was a booklet that came out for for that project in the back it was a bunch of credits and and you know the team was working the credits the different the graphic designer the writer the strategist the photographer all the different credits that belong along you know people that worked on the project and then they came asking me that where should we put your name like to what type of credit I wasn't involved in the project I said the nicest credit I could get is that my name is is not part of that credits right because that means that I've assembled the team people have the responsibilities and they deliver to those responsibilities that's the nicest achievement that I could have that I don't have to touch that I don't have to touch everything the educ credit is that people hold that booklet in their hands it's actually there yeah exactly and I think it's it's such an important piece because because once if you're a great leader it's not about you taking the credit it should be obvious that you're leading the organization but you should allow those people to shine and to grow into their roles and ultimately achieve what they need to achieve with their roles at one one additional Point nowadays it's even much more in a certain sense easier and and more more necessary because back in the day people knew certain things that gave them the opportunity to make business I knew a guy in China nobody even he of China but you know as I in China you have a business now and that's company secrets the reason why I'm a boss is because I know stuff and I know people nowadays the employees most of the time know much more than the boss they do it every single day and if you don't know you can go to Ai and ask so the reason why an owner is an owner is because they because he as an owner has the ability to lead these people to take the risk and to set up this concoction of people to make sure that you could put out to the market the value that you want to so it's much more important to to go to grow into that aspect of being a leader so obviously um the people that listen regularly to the show know that we try to focus very much on practical advice uh for people listening to this leaders and and and and people within leadership teams to understand how they could become better I want to dive into some very practical um places where people could find them they're the bottlenecks or they could be become better when you come into a company uh let's say there's there you know there's um there's chaos or there's the you know a battl neck of growth whatever the reason why you would be called in where are the two three four places where you immediately dig in to see if those are the places that are holding the company um from growth the first thing I would say and I'm doing that I'm getting into the office of of of my client and we sit there for 3 hours 4 hours and we see what burns if you're not around what can't get done if you're not around so if you're not in my M line yet get get lost for the day just get off the phone and be in the place where you don't have uh a connection and then come back after five hours and see what burns that's going to give you a real uh view of where you're too where you are too involved too much involved and number two too if you don't want to do that or you did that and B everything is okay write down just one week record what you do record what you do and what you're going to find automatically is that almost 75 to 80% of what you do is what you were able to do well because at the time you had to do it you're still still doing it 25% like I think is it's in the one of the books of Benjamin Hardy he talks about that 80% and what you do is what you could already delegate to somebody else the 20% what you have to do that nobody else could do if you focus on the 20% that only you can do automatically you're going to start growing if you want to know how well you're positioning your company check on what you do and well we're going to do the same idea but we're going to use it a little bit a little bit differently in the 80% of what you do who else is doing that and if you have too many people doing what you do together with you you're not their leader you're automatically a colleague get out of that get delegated better and start doing what nobody else could do then you see how much you are a leader versus a Craftsman and in addition to that there's uh sometimes people say you got to know who you are and then focus on who you on on who you are and then get to do what you need to do find yourself and it's common sometimes it's common to a a point of cliche but the sit down and actually ask and my clients ask me okay so where am I looking I want to find myself how how do I go about it like how am I able to actually find myself and most of the time people do what they're what they're habitually doing this is what I'm supposed to do this is what every Everybody expects of me I need to always be like the guy who brings the news to the group or whatever in in a group session or in the office I need to always bring in the laughter in the group or I need to be the stick and everybody gets tight when I come in whatever it is how much of that is actually me and how much of that just got to be me because there was nobody else to do that so the question is always how do I find myself out of who I am it's not that I start right now and I have a new resets I am a grown-up man or woman depends on on the situation but I am a grown-up human being I am already in the flow of doing things how do where do I start so in practicality it's it's a it's a it's a practice it's going to take time but in practicality understand that before we find ourselves based on who we are for ourselves we can't break out of comparing ourselves to the people around us because up until a certain time we didn't have a self as a child we actually do not have a self The Way We Grow is we mimic and we compare ourselves to the social status of around us and we then try and mimic and and come to a point where we stand out a little bit and we get our uniqueness so before we go to ourselves for ourselves we need to have a backdrop of others compared to who we are but one shift instead of asking myself who am I based on who my father thinks I am which is the regular regular way of looking at at ourselves we don't look at ourselves from our own eyes we use the eyes of the Father the partner the client and they see us as who who we are and this is what we try to portray because this is what we think we are so the first question is who am I based on my friend based on my partner based on my client but what do I think I am based on what could I do that these people can't do how am I special but I'm still using other people as a parameter but I'm using it for myself to myself and then I have five or six uniques that give me who I am based on the people around me it doesn't make me really special let's not get Hoy and it's not Gava you need to understand your your Specialties and my my analogy is if you find yourself in a place where everybody has asthma and you don't you can breathe automatically you're going to be the one hauling boxes and doing any physical extraneous work because you're the only one who doesn't have the problem everybody has you're not special you're just chosen to for certain tasks because you have something that not everybody has when you check yourself and you have certain Specialties you could sync you could draw you could whatever it is you could code it's not that you're that special you're just in a situation where everybody around you can't you can and you should use these special uniquenesses in order to excel yourself to make sure that you provide value you need to know these six things when you know it to a point where you don't have to think about it that already then after a year most probably then you could start finding yourself if as if you don't have anybody to compare yourself to based on who I am based who I know I am and I don't need anybody to confirm or recognize me and give me validation because I got that validation from myself the past year then I'm healthy enough to check myself to myself am I really that good writer do I want to do that do I get highest and life whenever I do that and then you check a week two weeks and you reflect every night you did life whatever you do check at night what did I do that after I did that I got so pumped up that I wanted to take the world on that is who you really are so it's a journey yeah so so I I always say that this line which is be yourself everybody else is taken yes people are so like are so confused finding themselves and being who they they are and who they what they really love and pleasing other people around them or pleasing trying to to be somebody else versus they have so much talent in themselves that they could just accelerate that but nobody told them exactly so um let's go back because one of the first things you mentioned about in leadership in places where a leader could really take themselves out out of the bottleneck you mentioned about being a for a day and see what what what what is burning which is obviously the power of Delegation properly delegation um why do you think so many leaders have this hard of a time to to delegate stuff that they know they're not the best at they know they are other people they could be better at I had opportunity to uh join there's a guy called Manny Huffman I don't know if you know him well but he did a leadership Circle and at that point I joined one of these circles and yeah it's been a while I heard uh from Michael hayatt the five levels of Delegation and I added the sixth one uh when you uh forget about everything and you don't know what you're talking about and that's when you really know that you've delegated but given the the levels of Delegation it's a process it's always a process it doesn't happen in half St whoops you're delegated it's the reason in my words the reason why somebody is not delegating is because I'm afraid that the thing that the outcome that happens is not going to happen the way I want it so or you're not high enough that you forget about the outcome you can't worry about the outcome it's too minuscule of an outcome that you should be able to worry about or you don't trust the person that they will be you don't have the guts to let them once drop the ball and therefore the delegation process the third level of Delegation to let somebody do something and bring me the feedback on how you did it and do it again and do it again until you get better and better and better that is where people are afraid to let go it's just a fear and it's also a fear of unknown and again sometimes in my experience people are afraid that they are not going to matter I had once a guy one of my clients who kept telling me a mish torn apart everybody calls me every single day shim and this shim and that shim shim shim I just can't Brea and I asked him are you ready to actually delegate everything and and be the bo that you want to be he said well du this is what I'm paying you for okay let's do this so the next step is for you to do that and anybody calls you in tell them I'm so sorry I'm out of the office I have no clue about your particular situation call into the office call Yan he's going to know and he did that for 10 days everybody called in any situation he gave a name to call to the office that name is going to help you two weeks later 3 weeks later it was quiet in his office and he told me schulam what am I doing with my life nobody wants me so sometimes the reason why you don't want to delegate is because you want to be important coming back to leadership when you go into leadership you should know that you need to get you need much you need to want much more where you go to where you want to leave you got to go towards where you want to go and not away so this is another Point well we know that there's two ways of drivers the and the the negative and the positive most of the time most people get to where they want to go not because they didn't want to get there but the place where they are right now is so difficult they need out they want if you go away and the only push is the away the second get away of that situation and it's not as bad you stop going because it's not as bad I'm already away but if you go towards something and until you not towards to you go you're going to keep going sometimes a lot of times people go to leadership not because they want to be a leader but because the the place where they are right now is so frustrating they have to leave so they start getting better but they didn't Envision the full image of what a real leader is going to look like what are you going to actually do you're going to manage people you're going to actually own your company and with with an adult mature view on lead people when we don't have that then they will always fall back and find certain important things they will say well this is important enough I'm going to do that because they they still want to hold on to certain levels of craftsmanship I want to I want to touch another topic which is uh company culture um obviously um the last I would say 10 15 years we've seen a tremendous improvement companies focusing on company culture how important um is company culture for a vibrant growing um environment the short answer is if you have company culture you have a company if you don't you don't it's that simple but let me uh explain it a little bit better on what company culture means because it's not something that I use in my house on a regular basis the word culture and um well the only familiarity I had with the old culture was when the doctor gave me a throat culture so which is also not used nowadays I think so um I'm going to give you an example in my in my earlier days I had an idea that the reason why people will not do what you want them to do because they don't understand you which is still through it's true most of the time a leader want something they they failed to articulate enough what they really want the outcome they focused on tasks do this do that but they didn't explain why the paint me done like why do you want this why what's the outcome of that and there's a miscommunication so I focused extremely a lot with my clients to make sure that they communicate really well what they want in certain cases the communication was profound but a guy the owner tells his his top Guy and because there's a vulnerability to the client we need to make sure that the client is aware of that and to mitigate that vulnerability and the guy answers who he's vulnerable okay so let's raise the price and let's let's let real killing out of this deal that is the difference of company culture when you have a person who matches your values and understands where you want to go how you want to do business and when a problem presents itself they come up with when they do understand the real issue they come up with the same Concepts and the same ideas on how you would handle these situations if you don't have a real understanding of what needs to happen how it needs to happen and the culture in in the hearts of people is different the reason why we do business how we do it then you don't have a company you have a lot of people working but it could not happen to come to a place where there's real cohesion and in in our analogy when you are your own person your head is always in full sync with your hands always when you have a company you need to be able to have that level of think with the people because one person is the hand one person is the foot one person is the ear and one person is the eye so if you don't have 100% full and and easy Communication in sync with all the aspects of the company then the body of the company cannot work a lot of people that uh approach you to come into the company is usually they have a successful company or they have a company that has a lot of issues and they bring you in a lot of times when you come in company deserv some sort of culture like people say I don't like I don't have a culture there thing like a company not having a culture you might have a bad culture you might have a culture of the negativity whatever it is but you do have something you know it's it's a it's it's it's a factual piece question is um what what are some steps um you know leaders could do in order to turn around a culture like when you come into a company coaching the leader to start making changes what a some practical pieces on on that front step one as you just said there's no void in culture let's identify the culture and as an example it took a while to get to understand it really but once I I got it I realized I need to look for it and there's sometimes a culture in companies that the whole company's working to satisfy the owner if he's happy everybody's happy if he's not happy that so everybody always works in order to make sure that the owners or the managers above are always happy that's a company culture and it's sometimes hidden when you find that and you realize that everybody's working only to make somebody happy and your company could go under but everybody's really happy it's like singing on the Titanic everybody's really happy but you're sinking when we we can identify the company culture you ask a few people uh or you have a friend ask a few people a few people how happy you in this company what are you doing all day why are you doing it you then get you ask a few people in the company you get a Vibe the common nominator what people answer to the same question is going to give you the company culture so sometimes people would say I need to show everybody that I'm the best and if somebody else is going to show that I'm going to be up all night to show that I'm the best then you see a certain backstabbing company culture because everybody wants to trample over the other one to be able to show how good they are that's company culture so even if you didn't instill that it's it's the company culture so step one identify the culture step two decide what you really want decide go proactively deciding this is what I want a culture of accountability a a culture of of Pride whatever the culture you want and it's there and near to your heart the says the the heart of the nation is the king and in real micro km the heart of a company is the owner and the owner is always who he is gets to be the company you can't fake it so you need to work on yourself so so I want to I wantan to I want to uh you know um you know we could go on for a very long time and we're touching a lot of very important topics I want to speak to you about obviously a coach obviously is very close to the person and the leader and ultimately is Shadows the leader and and is there to support and and hold leader accountable obviously to every business um leader they're running the business so they have a role in the business but ultimately there's a whole side to a person which is the personal development personal growth um there's a saying out there I think it's from Dave Ramsey a organization will never outgrow its leader which means is that you could be you could have a coach you could have Consultants you could have a very a thriving business but if you as a person are not in the growth mindset at one point you're going to you're going to hold a company a bottleneck even if you're going to learn a lot of the stuff we discussed today because you just don't have that mindset of of growth the people that you work with how much do you see they're working side by side on the growth of the company at the same time on their personal development people I'm working with we focus on that as much as the company and sometimes it's 80% personal development and 20% company because the and the idea the saying it's just business it's nothing personal is a joke there's no such thing as just business you are a person a business are people a business is a group of people doing stuff so it's always human and you are who you are in my understanding we are a physical body an emotional body and a and a mind body and if you want to know who you are the says you want you want to know yourself because biso is the material self beo is when your head goes haywire and baso when your emotions go astray you want to really know who you are check yourself on who you are you can't hide that you can't mimic that you are who you are and the way you respond to your partner is the way you respond to your wife and the way you respond to your employees is the way you respond to your kids and the way you respond to your lawyer or to to the higher offs is the way you respond to your father and to the it's the same life your life in Bish your life in the business and your life on the street and your life at home is exactly the same if you don't work on yourself you will never be able to be successful because a business like a human because it's based on human a human is a there's no om it so you're not staying at one level automatically a business cannot stay in one level it always goes up or down and if you can't go up the business can't grow you always need to expand so you need to work at least in the beginning sometimes people never looked at themselves it sometimes takes a few month few months to focus only on personal grow to change that mind shift to understand that you're not the smartest in the room and if you are change room as they say you got to always always have somebody wanted you to understand you can always grow and then when when that is a routine in the person's life the questions are always yesterday a client asked me and got um nuanced by one of my top guys doing something is that because I'm territorial or or because I really really want to fix my company and I I answered that I I once took a test if I'm a narcissist and the and the answer came you're not a narcissist now take the test I took the test and the answer came back we told you you're not a narcissist because a narcissist never takes the test so when you ask me if I come in and you ask me am I territorial or not then you're good if you see a problem fix a problem don't go into that DET to check if you're maybe with the awareness if you are afraid that maybe the reason why you want to say something is because you don't want to overpower somebody that enough shows you how you weigh every movie that you do that's okay got it um I want to close and I ask you a question something that's actually very dear uh to to my heart and I see this every single day um I meet with with people on a daily basis people on the show know uh while I meet with people in business I also meet a lot with people on the on the personal side and I actually have voluntary slots where I meet with people free of charge um a couple of slots a week and what I find out sometimes when I meet with people is obviously people are in pain people have challenges people have issues and they don't have who to where to turn to and my question always to those people is like like why did you wait so long why didn't you reach out seek out help why didn't you reach out people around you for help um and a lot of times if that that would happen way earlier so many more people would be able to be helped or at least not be so much in pain knowing that other people care about them the same is with the you know coaches Consultants where going into companies you sometimes you could see such a 360 uh change in in the atmosphere in the leaders in the leaders personal life based on changes why do you feel people are so hesitant reaching out and what could you share with our audience um if they are in that uh category that they should take the approach and initiative to reach out I have one or two groups on WhatsApp I'm too busy and one a professional group and I got a message a few weeks back two weeks ago the three things people have a really hard time saying I made a mistake I need help and the state of Massachusetts and then I asked back the group how many of you tried only the third one because the first two were too hard people think that if I need help I'm a NE I'm a beggar I need help the the losers need help a successful person doesn't need help the more successful you get the less help you would need this is what people who didn't ask for help or are not yet successful than in reality the more successful you get the more help you're going to need and I realized and I now I have another child married now I need even more because I need more grandchildren and next year I'm going to ask you for more because I'm going to have another child to do a and another child who's going to need to have children the needs are always going to grow and I'm going to just expand my requests to you I'm asking you and I'm telling them say thank you but I'm going to only after give me what I'm asking right now need more I'm always going to need more I'm going to ask for more the more successful you get in business the more help you're going to need but you understand that asking for help is the first step in success we all want the success we don't want to be seen as non-successful understand what you say I'm okay it means that you need a lot of help when you start saying you I don't know and okay now you're getting somewhere you have a certain business you realize you can't do it on your own so the message is and not only shouldn't it be hard understand that when you do start asking for help you actually start to be seen by the successful people as successful people who don't want to be successful are not successful they think that when you ask for help you're a loser get out of these people go away from these people you're not a loser ask for help and you're going to realize that the higher you go the more people ask for for help beautiful uh where could people find out more about you if they want to contact you or they want to hear more about your services for now it's my my cell phone uh you can go into the OR online.com there's a a main line an email but directly to me it's my cell phone 845 659 6166 I am mostly in session but if you leave a message I'll get back to you beautiful for the links resources mentioned this episode check out the show notes at www.p group.com podcast where we'll link to the Rock leadership's website so you can learn more about all the different programs that they offer and ultimately reach out to schulam Let's close with the four rapid fire questions are you ready okay I didn't know it's going to come number one a book that Change Your Life Energy leadership by Bruce Schneider yes a good book number two a piece of advice you got that you'll never forget the more humble you get the more successful you're going to be get humble humility is the key number three anything you wish you could go back and do differently understand the second thing I was too proud and and too full of myself to allow myself to grow beautiful and last and final question what's still on your bucket list to achieve um I started the book I want to be an author cool so you're going to come back we'll premere the book over here on the show shul thank you so much for joining us I know your time is valuable that is why in the name of our listeners we'll forever be grateful for sharing some of your time with us today it's been a blast thank you for the opportunity my [Music] pleasure that's my conversation with shulan burkowitz my takeaway from this one number one shulan's Journey illustrates the importance of transitioning from a Hands-On entrepreneur to an empowering leader by focusing on enabling team members and embracing leadership roles individuals can foster business growth and personal development number two recognizing the unique contributions of Consultants coaches and therapists can help individuals and organizations leverage the right expertise at the right time this understanding is critical for overcoming obstacles and achieving organizational goals number three leadership Effectiveness is closely tied to self-awareness and continuous person development schulam emphasizes the significance of understanding one's strengths and delegating task to create space for strategic leadership number four schulam highlights the necessary of aligning company culture with shared values and clear communication leaders should articulate their goals and Foster supportive culture to ensure the team members act in ways that reflect the company's ethos and number five schulam experience underscores the importance of seeking external support and being open to help understanding that asking for assistance is a strength rather than a weakness can lead to Greater success in continuous growth both personally and professionally and that's a wrap for today's episode of the let's look business podcast I hope you enjoyed the Practical non-nonsense advice that our guest shared if you found value in listening I would be so grateful if you could share the episode with your friends and if you could give the show a five-star rating on Apple podcast or wherever platform you listen subscribe to the show and get notified every time we publish a new episode The let's talk business podcast is a Pex group original production until next time make it a great day [Music]