Upcycle Coaching and The C.A.N.D.Y. Method with Ly Smith

Entrepreneur Mindset with Bobby Baum

Another great episode with Bobby Baum! We dive into what it takes to have the mindset of an entrepreneur. The trials and errors that Bobby has endured to get where he is today. We also cover the attitude of an entrepreneur, the importance of time management, being task oriented and how little wins can roll into big wins. As always if you like our content please subscribe and follow!

Check out some of Bobby’s Businesses here:
The Mustlestache – https://themusclestache.com
Massage Baum  – https://www.massagebaum.com

View all of our podcasts here

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Ben Florsheim  00:10

Welcome to another Mind Body build podcast. Got Bobby balm with me again again today. Thank you so much for being here.

Written Transcript

Bobby Baum  00:16

Well, thanks for having me back.


Ben Florsheim  00:20

I’m super glad that I that you could fit me in your schedule because I know how busy


Bobby Baum  00:24

that always makes.


Ben Florsheim  00:26

And that’s kind of what I wanted to talk about you know you are you know you’re an entrepreneur, you are somebody that loves to start businesses loves to get involved in businesses loves to make money and, you know, wanted to get to know a little bit more about that side of things with you. And so how many companies do you have now, Bobby?


Bobby Baum  00:49

I have five right now. Okay, I had six. But I had a, I had shut down my tampon company, because it was so hard to sell in this climate. But I learned a lot from it. So I was definitely I’m super pumped that I went down that road and kind of learned, it taught me a bunch of other things about business, which I didn’t really think I had to learn. So it was it was more of a better experiment than an actual business.


Ben Florsheim  01:11

What are some of those things that


Bobby Baum  01:13

taught me how to build websites taught me how to use email marketing taught me how to kind of conversate in different environments that I’m not really that comfortable. So it taught me a lot about research taught me how to deal with procurement, it taught me how to kind of draft certain dialogues, so I can reach out and get other people involved with projects. So it was it was awesome.


Ben Florsheim  01:36

What are some of the other companies that are worth worth noting mentioning?


Bobby Baum  01:39

I have a mobility tool company called muscle stash, which is been going incredible right now, that’s kind of turned a little bit more away from what we started it out being kind of just like a instrument assisted soft tissue mobility tool into a procurement company for larger businesses. So like, we’ve been picking up projects for larger fitness companies and kind of being the middle like middleman from, you know, different manufacturers and supplying what, whatever they build into their projects. Oh, wow. That’s been awesome. Cool. Yeah. And I have a knife company, which has been a lot of fun to have that had that going for about a year and a half now. And then I have a sports massage clinic at evoke. And that’s how you and I met Dr. Love. And then I have a little little kind of business consulting thing. I’m starting up right now. It’s like for web design and helping people decide if they want to, you know, set up an S corp or like, sole proper what, what the benefits are between those things. Okay. And then I have a little, like a mineral kind of specimen business to sell gold and other little things like that guy.


Ben Florsheim  02:46

I want to get that get out there with you sometime.


Bobby Baum  02:48

Dude, I’m gonna I’m going out tonight.


Ben Florsheim  02:49

Nice. Yeah. Awesome. So how do you have time for life?


Bobby Baum  02:55

I think my partner is pretty awesome. Like my girlfriend kind of puts up with me, it makes it easy, but I just enjoy that side of things. Like all my business partners are close friends. So it’s like, I get to double dip a lot, which is awesome. And then just like, if you can dial in your calendar, I feel like you have way more time than you realize. And once you kind of can set that up appropriately, like, you have so much check your time for whatever you want.


Ben Florsheim  03:20

So how would you recommend dialing in your calendar? What does that look like?


Bobby Baum  03:25

For me, like I built my massage business around my website. So people booked their own times. So I just give myself a window to focus on that business. And I have other windows for other businesses. And then in between those spots I can reach out like right now I’m dealing with a couple middle schools, and we’re setting up like fitness kids for all of this COVID stuff. So kids have equipment to bring home and do PE nice. So it’s just giving yourself windows to be efficient. And then just keeping lists. Like I’ll start off the day with things I want to get done. And I’ll cross off as I go. And everything that I don’t finish that day rolls on to tomorrow’s lesson.


Ben Florsheim  03:59

What do you feel like helps you cute like helps keep you motivated? Or do you find that you struggle with that at all?


Bobby Baum  04:05

No. I mean, I think I’m super lucky. I’m surrounded by people that are incredibly successful. I was raised just to always be working. Like my dad, I grew up on a farm. So I think that kind of was kind of an grayned in me, my brothers to just like, if you get done with something like you, you just start something else. Like you need to help out where you can. So I got really lucky with that, like my mom, every one of my family pretty much works for themselves. So like everyone’s always doing something or having little wins. So it’s like when you hear about someone else being successful, I feel like that’s really good motivation. Like that’s kind of what like keeps pushing me to not slow down or try not to slow down.


Ben Florsheim  04:42

What kind of Do you have any like routines in your life or anything that’s kind of a constant that you would say might help with that piece of it.


Bobby Baum  04:50

I think the list part I think in last couple years I’ve been doing like being really diligent with like keeping a list of things I want to accomplish. And that has probably helped me more than anything. I’ve been I’ve been trying to read more and expose like, I’m a nerd for like self help and motivational books,


Ben Florsheim  05:05

I love that stuff is the list is it goals or things that you want that you need to do


Bobby Baum  05:09

that day? No, it’s not goals as much. It’s just tasks. So short term, short term, it’s like, if I get these things done, tomorrow’s gonna be better. So if I can just chip away at things, and there’s something just super satisfying about crossing something off, and I don’t keep it on my phone, I just have a little field notebooks. And then I just scratch them off. But I feel like if you do if you keep doing what if you keep having lots of little wins, like they just roll into bigger wins. So I mean, the goals like I’ve got, the goals changed so much, because I mean, I feel like putting yourself in a place where you could pivot. And I think, like, check your ego, and just adjust how the environments kind of in front of you, like, you just you’re happier that way. I think if you set a goal, you might have a totally different mindset in six months. And it might pull you in a direction that you might not necessarily like necessarily find yourself in, if you’re just chasing something blindly.


Ben Florsheim  06:01

Like that. I’m kind of in the same way I you know, I really like lists and things like that, and smaller goals versus bigger goals to, you know, with, with other businesses that you’ve gone through how did you know what like, what was a good idea? And like, what was worth pursuing? Or was it trial and error?


Bobby Baum  06:19

I had it, I have a hard time saying no to things. So it’s like, I mean, I don’t think there is like a bad idea. I think you get to a point where I think you just do like, like a pros and cons list and be like, is this worth my time? Or am I having more kind of success in another like part of something else, and then just redirecting that time to something that seems smarter, like the tampon company was awesome. And that like progressed pretty, pretty fast, because I raised a bunch of money really quick, like, I got dialed in with Kimberly Clark and Garrett delis. And like, that was awesome. But it just there was just a bunch of pushback, just in like a social climate was like, girls did not want to buy tampons from a guy, which was super sexist. I’m still upset about that. But I think just just pivoting and adjusting and learning, like what I did wrong, and like, I think a big thing was I wanted I had a bunch of money. And I was like, I wanted to buy all this stuff right away. I should have bought things like in smaller quantities and saw how it was kind of accepted. And then if it if it was if there’s a little pushback, how could I adjust that purchase, and then push that forward and see how that you know how that response was? So that’s probably my weight. If I could go back and do that, I would just adjust the quantities. I think the first order I put in was like, it was like 10 grand and tampons, and the shipper messed it up and I sent it to my apartment at the time. That’s a lot of cotton. Dude, it was a lot of animals just on pallets to unload and take it up my stairs. It was just it took up like almost the whole living room is embarrassing. Like what are these and like, not tampons?


Ben Florsheim  07:58

So long, kind of the same lines with you know, and you know, some of the adversity and like, doubt kind of on a bigger scale. have you dealt with adversity or doubt within yourself and from like, external from people around you?


Bobby Baum  08:11

Yeah, I think I think you’re constantly dealing with external doubt, I feel, I don’t know, I’m really stubborn. And I like never have a boss. And if someone starts to try and tell me what to do, like, I’m going to do exactly, even if even if I agree with them, if they come at me like that, I’m not gonna do it. So I think I think proving people wrong with things is kind of exciting, just being patient and trying to like fly under the radar until you do have that win. And then surprise people is always a good route. I think when people are always talking about things, they kind of plant little traps for themselves to get caught in. So I feel like just, you know, do what you’re doing. push as hard as you can. And then like, when you do win, like then people are gonna see it around you and they’re surprised by it. But I think there’s a lot of wasted energy on talking. Unless you’re trying to do something with people and I feel like if you have a good project like you want you want the right people involved because you can go like really quick by yourself but it’s harder to go far.


Ben Florsheim  09:04

So how do you know when you’re dealing with the right people? How do you know and you know, you’ve got a good


Bobby Baum  09:08

use go. Like I think all my business partners have been friends for a while before we kind of jumped into things and muscles actually been going on for like three years now. And I’ve got an incredible partner that kind of fills in parts of the business that I wouldn’t I don’t have any experience with so it’s like rigid just like a nice kind of revolving door like everyone’s kind of taking care of their part which is awesome.


Ben Florsheim  09:31

Nice. Out of the out of all the companies that you have. Which one do you feel like has like the most potential?


Bobby Baum  09:38

Oh, definitely, definitely muscle stash. Yeah, like the the purchase orders are just getting bigger and bigger and bigger guys, and like the the school district so it’s gonna be pretty awesome. Tell


Ben Florsheim  09:46

me more about the muscle stash. So are you Is it like you’re posting other other people’s equipment on your website and like, drop shipping stuff from people or just


Bobby Baum  09:56

we’ll sit down with a client and see what they need and like Our overhead is so low cuz it’s just me another guy. So like, we’ll just go out, get all this stuff taken care of, and then we warehouse it and then drop it off when they need it when they’re shipping stuff out.


Ben Florsheim  10:11

And it’s another it’s a muscle stash. No, I


Bobby Baum  10:13

mean, we could white label things we can just whatever like that specific client is looking for, like, that’s what we will kind of cater to,


Ben Florsheim  10:21

okay, cool. Man, I like, you know, I look up to and a lot of ways because I like entrepreneurship is frickin awesome, man. I mean, I’ve started, I haven’t closed any of the businesses, but some of them are a little dormant. But you know, I’m around like four or five businesses too. And it’s just, you know, having control of your schedule, and kind of doing whatever you want


Bobby Baum  10:42

to delegate to you too. I mean, like, this whole setup, like is this something that I’ve always wanted to kind of put more energy into, but being on camera and being like, artistic and like, making things look clean, I have such a hard time with, like, I have 00 skills with that part. But like, building a bigger presence, and like, having more routes for people to find what you’re sharing, I think is amazing.


Ben Florsheim  11:08

This is this, this venture, this thing that I’m doing in my life is by far, you know, the most satisfying, most fulfilling, and like, this is for fun. I’m doing this for fun,


Bobby Baum  11:20

make it easy to work, hope.


Ben Florsheim  11:21

I hope people out there see it, they love it. But you know, I’m freaking loving it. So it’s just


Bobby Baum  11:26

nice setup like that, like, the table like all the little extra things like this is the coolest table I’ve ever seen.


Ben Florsheim  11:34

I don’t think they could really see the table, but they just need to know that is a sweet table. It’s gonna be on my cover photo for the podcast. So


Bobby Baum  11:42

yeah, it’s solid, epoxy and lasering out your logo looks solid. What’s your what’s your first business?


Ben Florsheim  11:51

First business that I started in? You know, you were talking about pivoting. And in 2010. I was I guess I guess I wouldn’t even call it a business. And until you just said that I didn’t even think about this. But in 2010, bought a house put a loan on it was going to college was not working. I was telling people that I was a professional poker player, but it may have been paying one bill, that’s awesome. But I rented out three of my rooms and I paid I paid the mortgage and was able to go to college. That’s perfect. And then after that, you know pivoting into the market, graduating school, me and a partner started flipping houses. So buying houses off the courthouse steps, had some financial backing and I went in and did you know did all the work, hire all the subs put it you know, got got it back on the market between 30 and 45 days and started flipping houses


Bobby Baum  12:48

is so much more of a serious business in my first business. That’s awesome.


Ben Florsheim  12:53

I mean, my very first business was changing people’s grades in high school and getting paid for it because I was the TA but you know, I don’t know.


Bobby Baum  13:01

I think that’s where that’s where like that entrepreneurialship kind of starts. Yeah.


Ben Florsheim  13:05

It doesn’t start to say mindset, right? Yeah,


Bobby Baum  13:07

you’re it doesn’t kick in. My first business was I found like a probably like a two foot stack of Playboy’s, I was in third grade. And I chopped every naked lady out of those pages. And I put them in a Ziploc bag or brown, I don’t remember it was it was a little bag and I’d sell them on the bus. And I did that for like, three months, where we got like a quarter of


Ben Florsheim  13:27

pictures. And it was


Bobby Baum  13:28

like, it was like a quarter to look at it and 50 cents to take it home. I gotten so much trouble. My mom was mad that like the school I’d go in. And I talked to principal and one of the kids I was buying all of these ladies like his mom found all these naked chicks cut up under his mattress. And it was a it was a kid that was on the wrestling team with me. And she lit me up and I was crying in front of everybody. And I was so mad. I was so embarrassed. And then my mom was like, nope, that was funny. The principal was like, I need to tell you that that’s bad, but your kid’s gonna be okay. Like, he’s gonna he’s gonna figure it out. But that is my favorite. That’s my favorite story about like business. Yeah, it’s so funny.


Ben Florsheim  14:14

I think on entrepreneurship, you know, being your own boss, all of that stuff. I mean, it’s a it’s a mindset, like you. You’re either I don’t know, if it’s something you can necessarily learn either. I feel like it’s something you kind of like, have and you can build on it. And you can get better at it. But I don’t know, I mean, maybe it it, you know, maybe you can learn it. But for sure. For me, it was a mindset and and it was funny because every job that I had, you know, up until I started kind of doing my own thing was I would I would move up in these, you know, these companies are you know, start off the bottom and move up. And I worked well with, you know, higher ups and things like that and you know, was able to progress but I always was like this company could be running so much better. And like getting frustrated, at, like, the way things were done and, and, and it got to the point where I was like, I can’t work for people, because I just like I’m getting frustrated at what I’m seeing around me.


Bobby Baum  15:12

Now, I like the wasted time of like a pretend corporate structure to me is like I had my, one of the last, like businesses I worked for, it was great, it was awesome business, but like, I shouldn’t have been at meetings, I don’t need to be at a meeting, I’m not gonna take out a two hour window of my day to go talk about something that’s not relevant to what I’m doing, or helping provide. But I was just like this. It’s such a weird, like, structure like set of rules to follow for note, I mean, if it makes sense, like, I’ll be a part of it, but just to go through the motions. I mean, those eight hours a week, or eight hours a month are just totally wasted on just hanging out listening to track like just nothing again, and like there’s so much of that there’s so much wasted time and like working for other people. And not with everyone. I mean, some people are way more efficient, I’m sure but like, I don’t know, I think getting to a position where you decide what, like how successful you want to be is like and it’s totally up to you, you’re not waiting, I’m not gonna wait for someone to give me a raise. Yeah, I’m gonna pay myself more for something like, I’m gonna budget how I need to budget, I’m gonna see where I need to spend, I’m gonna spend money where it makes me more money. Like, and I’m gonna keep trying keep failing, I think failed. Like being okay with losing is like, a huge part of trying to be an entrepreneur and like, I don’t think you can really teach yourself that unless you really want it. Because like, when you start off, it sucks. But you don’t, doesn’t feel like it’s actually you have all this freedom. But if you’re only if you think you’re gonna start going, Oh, I’m gonna start this business. And it’s gonna make a ton of money, like, like, buckle up, because it’s not gonna be like that. And you’re gonna get frustrated. I mean, I think with one of my companies, like, right now I’m in deadly, like $130,000 which is a lot of money for me. Like, that’s crazy. Like saying that out loud is stressful. But I think we’ll have that all paid off in September. And like, something else,


Ben Florsheim  17:07

that’s awesome.


Bobby Baum  17:08

But getting into a position, it’s like, you, I think you need to have some sort of a mentor, if you’re doing that stuff, you need to have someone that you can kind of like, bounce ideas off of or, like, try new things with and not be afraid to lose, because like losing is that. I mean, that’s your lessons, I think you need to lose often and not be afraid to lose because you lost last time. So you don’t need to, you know, put yourself in visionary not trying anymore because of there’s a possibility of a negative outcome. Not trying it’s way worse than failing.


Ben Florsheim  17:39

I’m, I’m, I’m not a fan of like, hard selling, right? Like I’m out there to make connections and make, you know, friends and longtime friends. And you know, if our paths crossed on a business sense in the future, that’s great. But along those same lines of failure, it’s like, you know, I remember the game, right? It was a dating book. And it was about these, you know, these, you know, these professional daters, they went out and they and they talked about how many noes it take to get a yes. And again, I’m not coming, they were coming from a heart sales point of view, like, I just got to get in there and go for it, which I agree with, but there’s no, you know, taking the hard sale out of it, how many? How many knows, or how many people don’t have to meet to, you know, get a yes. Or get, you know, some more business with and that’s part of the risk and, and part of the reward, right? Like, you have to put yourself out there, you have to put yourself in front of as many people as you possibly can to get those results. Otherwise, there’s nothing?


Bobby Baum  18:38

Well, it’s like, you just have to put yourself in a position where you’re uncomfortable. And like, eventually, you get more comfortable, some things never get more comfortable. I had to give like, I spoke at a Women’s Business thing, like couple years ago for the tampon company, the worst thing I’ve ever experienced in my entire life. It was awful. I hated it. It was it was miserable.


Ben Florsheim  18:59

You might need a woman spokesperson.


Bobby Baum  19:02

I felt like it was like there was gonna be like, a kind of, you know, social roll breaking kind of thing that was gonna be like received well, but being a white dude is like, he don’t kill out of leeway with exactly like, but I don’t know, it was it was it was a good experience just because it was an awful experience. But follow through with it didn’t go the way I wanted it to go. But just getting in front of that many people. It was just I had this these two like hippy feminist ladies that were just losing their mind there was a new trend of selling tampons. And it just like getting like your presentation together and dialing in and getting in front of a bunch of strangers. And that was like six, seven years ago. It was awful. And the person that presented before me was this incredibly well spoken. Totally put together a little Indian guy. And he did such a good job like how well he was doing was giving me the Worst anxiety, I was like, oh no. And the person that went after me it was even better. I like, oh, everyone sucks to this. Not that day. Like, everyone was so good. But it was I mean, like, and if I get the opportunity to speak, like, I’m gonna jump on it. I’m gonna hate every minute of it, but like, I need to get better in that environment. And


Ben Florsheim  20:22

were able to speak to those those ladies afterwards.


Bobby Baum  20:26

No, there was a lot of like, it was just, it was a very, I got to talk to a lot of really awesome people. And I got to talk to some investors and I got to talk to some people that were like, more into like a mentorship role. And it was, um, it was a great, it was a great experience. It was intense. But I got to meet a lot of really awesome people that were doing things and, Rena, do you


Ben Florsheim  20:44

think that you get better at speaking by doing or do you think that you need? Like, like, not necessarily you but like, in general, you need help with that kind of thing,


Bobby Baum  20:53

I think is a skill. And I think if you get help, or you have an opportunity to like, practice with someone, I think it’s like working out or eating right or anything, I don’t think I think there’s very few people that are just naturally like, have that charisma to like control a crowd. I think that’s something that you have to learn how to do or have someone like, help get you to that point. So I mean, I think, I don’t know, I’m not very good at I can like go through my bullet points and like not, you know, sweat through my clothes now. Thank God, but it’s just I think it’s, it’s like anything else. Like, you know, when you’re when you first get your driver’s license, like you’re not, you’re not ready for NASCAR. And getting in front of fun people is it’s just, it’s different. It’s a weird pressure. But I need to do more of it. Because I still don’t know. I’ll listen to some people speaking of Japan, it pisses me off. That’s not fair.


Ben Florsheim  21:50

public speaking is which is, you know, interesting, I think, because if, for me, just my experience with it, if it’s something that I’m really passionate about know a lot about, like, it seems to come easier. But if I go, you know, obviously, probably with anything, if I don’t practice and go up there, you know, with, you know, with some practice behind it, like, it just turns out terrible. And I get super nervous and start stuttering and like pull out, you know, like the 14 year old stutter that I used to have. And where did that come from?


Bobby Baum  22:16

I repressed you years ago. I read something a while ago, and I was talking about like, tell people jokes. Because you’ll be more comfortable like in spot on situations. And you can break the ice if something gets intense. Like when I have people in my massage clinic, like I just tell dumb jokes, like all because they’re beating these people pretty aggressively. And just trying to change the tone and keep them kind of laugh and get through it. Like if someone has a shoulder issue and they’ve got a lot of restriction, like some of that kind of therapy to improve that range of motion isn’t super comfortable, like restricting packs or stripping your lats like we’re scraping it is


Ben Florsheim  22:54

aggressive. So good sex. Oh, good. That’s


Bobby Baum  22:56

not the best way to spend a Thursday. Like, I think that just like dumb random icebreaker makes a big difference. And I feel like when I have had to, like, make new introductions or even even on like a small platform, I feel way more comfortable because I think I can like tie that to the jokes. Just because I mean, some some jokes. They are big bandwidths, but like, Who cares? I mean, I don’t know. Most people can’t remember jokes. I feel like they’re not gonna remember one of my bad jokes.


Ben Florsheim  23:29

I’ve done jokes. I’ve also told relevant stories fair, like, what, what I’m going to go into. And I think that it’s interesting because sometimes those stories like it goes over somebody’s head, and I’m like, Oh, that was a bad story. Just kind of like the Joneses, or whatever. Like, I’ll like think this story out, I’ll tell myself I’m gonna say the story like four or five times and then, like crickets, and I’m like,


Bobby Baum  23:54

it’s weird when you don’t like when you don’t get that kind of response that you’re expecting from something, especially when you put a lot of work into something like I think


Ben Florsheim  24:03

we crave acceptance. I mean, I you know, monumental level. And, you know, when we don’t get what we’re expecting, you know, immediately bouncing the fear.


Bobby Baum  24:16

Trying to laugh that stuff off is so important, because you’re just like, Well,


Ben Florsheim  24:18

my dad used to pull up this yard, so they’re gonna be like, this is how long life is you’re like, right here.


Bobby Baum  24:24

It’s too short. That’s so scary. Yeah, like because it really puts like, how relevant we really are and some perspective, like I saw a graph it was like, this is how many weeks you have to live. And you start filling in how based on how old you are. Not a lot of space left. And it goes fast. And I feel like the older you get, the quicker it goes because I read this thing a while ago talked about like when you’re a little kid and you have you have no experience. And as you start to make memories and build muscle memory and tied, associate things together. Those are Big kind of event. So once you do those things, hundreds and hundreds and hundreds of times, you almost go on autopilot. Like, if you ever like, when you’re driving, sometimes you’re like, Oh my god, I’m in my driveway. Like, totally happened. So was 100% so when you’re just doing the same thing you fall in your routine your life flies by because you aren’t like making any new connections. And I feel like a smaller like a flashback memories gonna be like a fresh that if you go bungee jumping, it’s gonna slow time down for you a little bit so you can remember what you did. But if you’re just going to work and driving home, and you’re just doing an eight to five thing and not branching out or meeting new people, and it’s gonna go faster than you can control. So it’s like, you have to try new things just to slow down and enjoy your life. Kind of


Ben Florsheim  25:47

along those same lines, what what do you feel about, you know, people that almost that kind of user lose that mentality where like, people get put into a wheelchair, and then they never try and get back out of it or, you know, I mean, certain, you know, certain ailments happen to people, and then there’s no progress to, you know, get back to some sort of normalcy like it almost is their new normal, and they kind of get stuck in that.


Bobby Baum  26:08

I think getting to that point. Same with like retirement, like if you take away purpose from someone, and if someone has an injury, and they don’t want to push through and get that function back. Like they lose purpose, and you degrade. Like, I’ve spent a ton of time working in sniffs and other environments where people are at the worst point of their life. And they don’t have total function and the disintegrate. It’s really sad if people don’t have something to chase time. I mean, if you’re done, how do you


Ben Florsheim  26:39

get that back?


Bobby Baum  26:40

Right? Like he was interacting with people like find something like, you can be an 80 year old person and start a business. Like the guy that started KFC wasn’t like 66 or something when KFC got started. I don’t know the story is super, it was super old. And it was just a poor Dude, you know, some kind of other salesman when he started that, but I mean, you’re always stuck in like a timeframe where you can’t accomplish anything you just have to start doing. And I just feel stuck, right? Yeah. It’s easy to feel bad for yourself. It’s easy to give people excuses like, why you’re not doing anything, especially now like everyone has an excuse for something like something not fair, something is stacked against them or, like, I feel like you find whatever environment you want to be in. And like, match that environment. Like every single one of us is adaptable. And like if you were super ostentatious, and like you’re totally different. And you might not fall into the same group of people that like are in that realm that you want to be in, like an unconformity is not a great thing. But I feel like to a certain degree, like you control how you’re perceived. And do you do to get in the door, like, you know, to shake the right hands to meet the right people. Like, if you don’t have any money to borrow money from someone and get an investment. Like, look professional, don’t come in looking like a clown. I think cuz you’re trying to build a rapport with someone that has, you want them to have faith in you. So I think you need to emulate what their expectation of like success looks like.


Ben Florsheim  28:12

Do you have suit and tie Bobby?


Bobby Baum  28:14

I actually don’t. Like I only wear gym class. I kept because my day starts like I get up at like 430 it starts like six or seven with clients. And then on a couple days during the week, I’ve got little pockets on Mondays, I got to run to the warehouse, load up rollers and other things, get them on our truck, we go drop that off at one of our clients, fulfillment centers. run back, change clothes, shower, if I need to get back to work. Tuesdays are like 6am to 6pm Tuesdays and Thursdays are my really long days. And then everything else and I’ve got meetings with a I’ve got a couple of people are doing like wholesaling knives right now. So we will go meet with whoever wants to do that and do like a collaboration knife, and then design it, get approval, get those machines going, get that all pumped up. And then I’m back at them at my clinic. It’s like training, keep that moving. Like you don’t drive my girlfriend nuts because she’s just like, sometimes if I have meetings I don’t get I get home at nine o’clock or 10 o’clock. And it’s just like I’m doing this to benefit down the road. Like if we miss out on a dinner, let’s do one dinner, if you get something moving and it starts to snowball, like every other dinner is better. So do you


Ben Florsheim  29:31

have plans to retire and what are you know, I’ll


Bobby Baum  29:33

die when I die. Like if I wasn’t doing things like it’d be super stressed out, I don’t work less as I get older. But like that’s why I feel like like 25 to 40 I feel like you need to be going like 1000 miles an hour after for me, like after 40 is gonna look like but I don’t want to wait to put in the groundwork then. And I want to start investing and doing other things and learning about Different ways to earn that don’t take up so much my personal time. So I think that for me, like, I’ll probably start like checking out other things. And I have, like, gently gotten into some of that, but I don’t have time to really learn the way I want to learn. So probably push that off together more time.


Ben Florsheim  30:20

Yeah, it’s kind of more of a learned by doing at this point. It is because it’s not, you know,


Bobby Baum  30:25

it’s harder, just make time for a class, like, people are gonna schedule the class around your schedule, my schedules. My my schedule sucks.


Ben Florsheim  30:35

So what what do you do any recommendations for somebody who’s trying to start their own business?


Bobby Baum  30:41

Yeah, just talk to just talk to as many people as you can, like, talk to people that are doing something similar to you. Because I feel like people naturally get excited when people go out and do their own thing. And I mean, I have massage therapists come up to me and like, like, how do I get this going? How, how can I make my website, like your website, and there’s, like, there’s so many people out there, like you’re not really in competition with anyone but yourself. And like pushing other people to do better, I think is super important. And showing people the tools that are really effective is like your personal responsibility to try to make everyone around you. They want to make their life better, like you help them do that. I don’t, I mean, I want to pay as little taxes as possible. But as far as like people that want to work and make their life better, I’ll block out my day for someone if I if they if they want to learn something that I that I did, I can help show them how to accomplish.


Ben Florsheim  31:30

Yeah, I think like you said, processes are huge, and to learn about those processes from other people. And what’s worked for other people is like, you can’t buy that knowledge


Bobby Baum  31:39

now. And it’s like getting online and researching what tools are available to help promote your business. Like there’s like acuity scheduling for my website is the best thing in the world. It was like 25 bucks a month, people go, they can book on my Instagram, or they can go to my website. And it’s all done. I don’t it’s like I have like a personal AI assistant. I don’t have to add that probably took a two and a half to three hours of my day, like an hour building to see what’s available. And it’s on like their plate if they want to like schedule time. So it takes that sales part out of like my part of my business, which I don’t want to deal with anyway, I don’t want to mess with money with people I want people to be like, they come in, we talk about their problems, we go through like if they’ve had any past trauma if they’ve whatever is going on. And then we just spent all the time that they bought on their issue, and not admin, not extra stuff not reselling or rebooking I mean, so they’re probably getting like, 15 more minutes with me because we don’t have to do all the extra BS. It’s like tools like that are what I feel like really pushes businesses further.


Ben Florsheim  32:43

It’s interesting, you and I’ve had this conversation before, but you know, you you don’t sell before or after a session. And and you know, a lot, I think there’s a lot of fear on that for a lot of people that like, I have to, I have to make sure that I rebook over half to make sure this happens. And it’s like, you know, something that I work with a lot of my clients is like, Who’s your ideal client? And like, from what our conversations are, it’s like, somebody that’s gonna, that wants to come and see me. Yeah, hey, like, you’ve gotten to the point where, like, you’re so busy that it’s like, yeah, you gotta want to come and see me otherwise, it’s not gonna happen.


Bobby Baum  33:17

And I think people are used to being like, like, Oh, you need this many sessions, or let’s get you in whenever, like, yeah, I’m like, you know how you feel like, Yeah, and I don’t feel good about that. Like, if someone has a real big problem that we’re trying to address, like, I send them, I don’t rebook them right away. I’m like, go home, see how you feel, move around, write this stuff down. And if you feel better from that, like before you walk through my front door, get online and see what you want. And then that next session we can, once we’ve established what your goal is, I can give you a recommendation. But if I don’t, if you don’t want to be there, like I don’t want to convince you to be there, because it is a miserable way to spend 55 minutes. Same thing with coaching. 100% same thing that you can’t help people that don’t help themself. And like I think the best part of like, being like the gym, I met, and like the different relationships I’ve developed, like, you have a lot of type a people in those environments. And type a people want to get, you know, a beat as fast as possible. So it’s like, they’re, they’re happy, they’re successful. They’ve got interesting lives. So like, none of these hours that I spend during my day with clients ever feels really like work, because everyone is such a cool story. So it doesn’t feel like a chore. I’m not like, shit, I gotta go to work today. Like, who am I gonna get to talk to and smash on today?


Ben Florsheim  34:28

And I get it, man. I mean, you know, I think you’ve got you and I also talked about when you’re first starting the business, you don’t have a whole lot of control over that. You’re kind of taken like, oh, people were


Bobby Baum  34:37

weird hours. Like you’re bending over backwards and like, I’ve had people they’re like, oh, will you do house calls? I’m like, I mean, not anymore. Like I’d like to I mean, but it takes up too much time. It’s not efficient. And then 30 for


Ben Florsheim  34:51

for an hour and a half.


Bobby Baum  34:53

I wouldn’t do it for 150 for an hour anymore. Like it just it’s what I had to lose in like because it’s like you’ve got a load everything up, you’ve got to set up time, then you do the session and the breakdown, you got to take off. It’s like probably two hours, if you’re on, like a good routine to get an hour’s worth of work in. I mean, that’s just ends of the pay, like, I bought this sweet inflatable table, which I totally love and it will be great. I’ll you know, I’ll go do more events. I’m like, I don’t want to do that. It’s the table use your office stars. And that is you do box jumps on that thing. I love that table it is so it just looks cool. Like I’ve got a one of my friends has a nonprofit, CrossFit gym, and over by the airport, and they’ve got a fundraising golf tournament coming up. I think it’s August 7. But I’m gonna use it for that. And I’m just gonna it looks cool. But I don’t know. I mean, little things like that. It’s like you don’t want to waste time at this point. And going, like going to people’s homes. It’s just like, it’s awesome for them. But it’s a lot and can capitalize on a lot of the time you use like cut your day by probably. I mean 40%.


Ben Florsheim  36:04

What How do you feel? I mean, I know, I’ve been thinking about this a lot lately and Reno’s not I think we’re, I don’t even know if we’re close, but Reno’s not really structured for it. How do you feel about you know, who you know, who bring and doing those types of things to like, save on time to like, because basically that time in the car is wasted time if you’re driving?


Bobby Baum  36:26

You mean, like, if I was doing house calls? Like, no, no.


Ben Florsheim  36:29

Like, like to and from work to and from meetings, you know, almost getting rid of the car altogether? And you know, using that time to Oh, catch up on emails? Yeah.


Bobby Baum  36:38

I mean, I think that would be I think, if you had like a driver, like if you were safe, like a successful enough to have a driver, I feel like you could totally do that. But I’ve been in some Ubers that are like, I don’t think I could really work. Because I’d be distracted by someone else’s driving. Like, I think if you if you had I mean, I don’t know. I never really thought about that.


Ben Florsheim  37:01

I’ve been putting a lot of thought into it. Just because it’s, you know, like I said, I don’t know that we’re necessarily structured for yet. Now, because it’s not busy enough. We’re not as you know, condensed, you know, and condensed and large at the same time, right?


Bobby Baum  37:14

Oh, yeah. If you were sitting in traffic for long periods of time, I think that would be that would be awesome. Yeah, I would I feel like, man, sometimes you get some awesome cars, and sometimes you don’t have to be so distracted. Uber black man. I have over Uber black and it’s not the it’s not what they promise. People are sneaking in some stuff.


Ben Florsheim  37:38

Alright, man, hey, it was really great to have you on today. Dude,


Bobby Baum  37:41

thanks for having me. I was awesome. These are always so much. It’s just a different part of like, branching out that I totally enjoy and the environment that you’ve set up is awesome. Thank you.


Ben Florsheim  37:52

Awesome. Well, thanks, everybody for watching and listening out there. Stay tuned for the next one. Thanks.

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