Legal Advice For Scaling 6 & 7 Figure Businesses! Feat. Jay Razzouk

Authentic Leadership Podcast, a podcast we're seeking to lead change. We're also seeking to understand we're all set as a platform for leaders to come together, to unite, to develop and empower other leaders in the areas of business, family and community. I am La'Fayette Lane joined by my other host, my co-host, John LeBrun. Today we are joined by our returning guests. Anybody that returns to the platform is not a guest of returning family. Jay Razzouk who has joined us to have a conversation about legal advice for scaling six and seven figure businesses. Jay, after a decade of driving corporate reform at Fortune 100 companies and addressing matters in more than 20 states, he founded Pro Scale Legal with his premium legal templates and secure scaled a method Jay equips online business owners with little known legal strategies and paperwork that most coaches, consultants and mastermind leaders don't know they need. Jay's approach goes beyond just keeping businesses legally protected. He helps online entrepreneurs develop trusting relationships with their ideal clients. Contractors and collaborators. Jay Strategies to increase R0. I enable high ticket business owners to protect their legacy and scale their empire with peace of mind. And joy. And again today, Jay has joined us right here on the On Script Authentic Leadership podcast. Jay, thanks for coming back for a for so Thanks so much for having me back. It's great to be with you both. Yeah, absolutely. Last time we we talked about how to help businesses get their business formed on the right foundation and towards the middle towards the end of the conversation, can we start getting into some things? We had to have you back so that's exactly what we're going to tap into tonight. About legal advice for scaling six and seven figure businesses. And I feel like the last since the last time that we've talked there's been so many changes in the financial arena would be I don't know the word evolution is the proper term for with enough TS and cryptocurrencies that have infiltrated the marketplace and businesses, that's a whole nother thing. They have to worry and concern themselves about. So what would you what have you seen lately that has kind of shifted the trajectory for those six and seven figure businesses that would help them? And what advice would you really give them with the things that we've been through since the pandemic and everything going forward, how have things really changed I think right now the biggest factor that is just price on everybody is just the global feeling of fear. And like even for coaches, the coaches are seeing they're they're encountering issues where the contractors they're dealing with are acting strangely because they're afraid their clients are backing out, asking for refund refunds because they're afraid. I mean, it just is becoming this real pressure point for a lot of people. How do you deal with this fear now that's in the marketplace and, you know, this uncertainty, you know, we shift from you know, from dealing with one crisis to now we have this war going on and another crisis. And and then there's the talk of what will happen next with the economy. So there's just we're not given a break to catch our breath, it feels like. Right. And now inflation is coming. But there is hope. There really is hope. And in fact, this morning I was working on a post talking about the abundance mindset and people in the coaches space. You hear that a lot. Those who are you know, wealthy speak of it a lot. It's sort of the secret to success, the abundance mindset. But normally, right. Guys, normally it's used in the context where someone is trying to sell you something really expensive. Right. Have you encountered that? Sure, sure. Yeah. Oh, yes, bruv. You really have them. But it's mindset by buying my, you know, multi thousand dollar course. But I'm trying to challenge the leaders, the coach, the big leader, the, you know, of large institutions, the big coaches to lead by example and now treat your clients with an with an abundance mindset. Treat your employees with an abundance mindset because this is really we're going to prove what you're worth. I mean, I like what James talks about, right? You know well, if you have faith prove it by your works and abundance mindset really does come down to faith so if you really do believe there's enough amount of resources you believe in what you have you believe that you've got a God there to back you up. Do what is right. There's never been a time where it's more important than now to do what is right. And what is right really is to love. And it goes back to you. Everybody's in fear. What is the solution to that fear? And and we're told perfect love casts out fear. We got to use that love show that love. And that really is going to cause so many of the problems that go away. I was just last night on a call with a friend who, you know, was dealing with an issue where a client is, you know, struggling and wants like a refund. It seems like they have money issues. And I told him show her love. That's what she really needs to calm her down. And that might be worth more than the refund. Mhm. Relationships are invaluable. You can never put a price tag on that. And and if you really show that person true genuine love, suddenly now that. 300 bucks, 500 bucks they're asking for back or seems so petty John, go have Brian. Thank you. I think I see questions. Really. Actually, I was thinking you said something and I thought this is the perfect time to run So last time this happened, I was coming out of college. Well, nothing's happened yet, but I think when you speak of global fear, they're not just thinking of post-pandemic, which is part of it. I think people businesses are afraid of what's about to happen in the economy and so forth with wars and all the different impacts Well, if people remember back in 2008 when this happened, I had just come out of college. It's a little hard to find the job I wanted, but whatever, I still found stuff. But companies who didn't just start hoarding and not growing started actually running now are light years ahead of all the other companies that waited to 2013 or wherever they were the to to start running because in 2012 2013 when companies finally said okay I think it's safe to come out and they poked their head out and say let's go I think let's start jogging the other companies are already sprinting and they'd already built up that momentum. And so now we look at like wow they've become these multimillion dollar, tens of millions, hundreds of millions of dollars companies and they didn't start. And you look at their start time when was it 27 2009 2011 when everybody else was scared they were out there posting, putting things out there, talking to clients, getting just getting business going because they were like, what? What do you have to lose? Look. Yeah, people are so scared of I'm so tired of hearing people say that milk's going to be $5. I'm empathetic. The fact that it puts a burden on some people's pocketbook, I get it, you know, but you can't save your way through this. You got to earn the problem. So I know we're kind of talking about like how well businesses can do this scale up, which I think is perfect because right now they've got to start going in the offense going in attack mode. There are some things they can do right now. You say their fear, they're afraid, but is there is there something they can do to maybe add reassurance to their clients or something to help help their clients feel more secure so they can keep those contracts out of those contracts, things like that? I mean I mean, that is exactly is it goes back to you. I think that love creates a same safe place that will help someone calm down and not be in a state of fear. I mean, just think about it. Like our natural reaction is we just want to be like back in our mother's arms and have them wrap around us. Right. And that's like the safest place we could think of. And if we can sort of create an environment for the people around us that, hey, I really do care for you and don't worry, you know what? It will be okay to hear someone else actually say it is going to be okay and I'm here with you through it, I think can make all the difference in the world for someone, you know, for that client, for for that employee. But when it comes to the clients, especially in like the coaching industry, or in so many services industries like you are being paid for, I would say first of foremost, your relationship and I try to help coaches understand and it is your relationship that really is the most important thing. If you have that good relationship with your client, you are going to be able to motivate them better inspire them to be able to get better outcomes without it. I mean, you can give them all the best information in the world, but then you're just a teacher, you're just a source of content. That's it. The coaches, the relationship. Has there been? Is there anything else? Let me rewind that I had heard from somebody recently. He was talking about how he uses guarantees to help ease clients, saying, I guarantee certain things and people. He said so many people are afraid to put guarantees out there to reassure their product. Or service. Not saying that it would. Yeah, his service good will always 100% work necessarily. But it's saying I guarantee my work otherwise you know probably refunds or something along those lines. Is that something that's possible? Is there any legal ramifications to doing something along those lines like hey I guarantee my coaching will help you get to this level as long as you follow these steps. If it doesn't, if it doesn't, hey, don't worry about it. It's on me. There could be the right time for that. And maybe when you're just starting off and you know it's a big risk for somebody to work with you, it might work for you first few clients to have that sort of guarantee clause in there to make someone feel like the risk is much lower. But for the most part, I generally do not recommend that. The reason is, and this is what I help everybody understand is what is a contract? When you step back and look at it, it is a set of enforceable expectations and it's all about the expectations now. So what expectations are you setting? And then you know, what is going to happen then when you don't deliver on those? And the guarantee is one of the purest forms of setting an expectation. A thing could set you up for problems down the road. So it's better to go in. I think, you know, your communication your advertising should be setting the right expectations. Your contract. Yes. Should be reinforcing and backing up those expectations. And then what you actually deliver hopefully should be exceeding those. And when it comes to promising outcomes, though, that is really tricky, right? Because especially for me, I work in the coaching space. You can do everything in the world as the coach. You could give them the best advice, you could give them the best content. You can go overboard. But if that person just doesn't embrace the right mindset and doesn't put in the effort, they're not going to get that outcome. So, so that's where you have to be hesitant with the guarantees. That's a is a good question. Really good it because that's where I go back to what can you really promise you? You can promise to be there for them. You can promise to provide that loving, safe, supportive environment you can promise to give them information, give them access, those sorts of things that have the value. But the outcome is that's beyond your control. Is the guarantee not, hey, you're ten X over the next 12 months. The guarantee is if you use my steps, if you don't get what you're looking for, I'm going to stay stick with you and to you and help you grow at the best I can. Something along those lines I still wouldn't even necessarily do that. I just think that I am you know, I will I will be valuable this amount of time for you. I will be you know, do this. And if they're having problems, as we could go over and above, you have promised it, but you will surprise them and say, hey, I only promise you, you know, X number of hours a month, but you know what? I'm going to give you double or triple. I'm going to, you know, go to give you access to this other content. I don't give most people what you I think that's really good. That was a really good question, because John's question almost reminded me of a lot of people that come on Shark Tank with medical ideas. And the first thing they were asked them, hey, you can't really guarantee this product is going. If you take this pill, you will lose £5. And they're like, if it is FDA approved, has this been scientifically proven? So you have to be careful with the guarantee. And I think that's going to help a lot of people. That question is really good. We're talking about scaling businesses and helping entrepreneurs, but what about the entrepreneurs that have just e-commerce strictly? They're just online. 100% there has to be I'm assuming there's there's a difference of strategy that are entrepreneur that is strictly online has to have then someone has brick and mortar. Right. So how what scaling strategies can they use that, hey, I don't have a brick and mortar. I don't have a building. I'm strictly e-commerce I'm strictly online entrepreneur. What advice would you give to that individual? Because we see that as we talked about backstage, that is the trend, especially among our generation and the ones coming up is, hey, why would I get a brick and mortar? I could be more successful, just sell my product on Amazon or just have my own e-commerce e-commerce store. What advice would you give to to the online entrepreneur? So I think that's a great lead into actually a framework. I have to help understand how your business scales and and answer like how is the brick and mortar going to be different than an online? So there's sort of a I mean, a business is unique, right? Compared to us humans. We occupy three dimensions plus time, we say. But a business is kind of on paper I'm sorry, I don't want to cut you off, but I don't want to skip past that. You you said that you dropped it on us and these are in fact that like you said, we occupy three dimensions plus time. What do you mean by that? Oh, well, you know, we have height, width, depth and then time. So people say there's sort of like four dimensions which we exist in, at least we know of. So so those are the so we exist in those dimensions. And so when re-grow so you start off as a little like, you know, you got some kids right now, both of you, you know, and you see them growing. How do you see them growing? And everything and mentally. Yeah, yeah, exactly. So I see there's other dimensions there. So they're growing physically I mean, you can take the ruler can measure. Okay. The grew out this way with they're now getting taller. You take out the ruler, right? Or my mom is the mark on the wall like okay here is that this date is now that date and then mentally. Right? Yeah. We have like every year you oh you graduated you now in a new class and we have these markers supposedly for, for knowledge and achievement. So in the business it grows, it's in its own way, it's a little bit different and there's sort of four directions that the compass sort of how I see it, four directions of the compass and each one starts with a P, so you have a first one is people, a business will grow in terms of people, they'll grow in proceeds, it will grow in possessions. And then it will grow in places and potentially go so. So when it's growing in terms of people that can be the number of owners, it's has increases. If you go public, that's a huge explosion in your your owners. You grow in terms of your customers, you grow in terms of your employees and maybe even strategic partners. There's a there's lots of different elements to how people make up your business. But basically you've got a lot of relationships and interactions that will grow. And as your number of interactions grow, you now have more risk associated with it, more potential opportunities for something could go wrong. But you also have a lot more opportunities for things that go well. And now you need to start thinking in terms of, okay, let me start standardizing things. So use a standardized contract. Let's say for all your customers, make a terms of service so that you don't have to write a new contract every time. But everybody who joins your program or whatever, they have one contract that applies to all of them. And that's good because now you have consistency. The bigger you get, you now have to really start worrying about anti-discrimination laws they get for our most businesses. When you hit 15 employees, you can under some Civil Rights Act, then at 25 employees now you got to watch out for age discrimination at 50 employees. Now you have to provide health insurance coverage under the Affordable Care Act. So you have all these triggers now at the no employees you have. So that's that's one element of scaling to next what is proceeds. So this is like your revenues you know, factoring into your your expenses, your profit, the big influence there, a big factor that comes into play there is taxes right? I mean, for most people you're No. One guaranteed major expense is going to be a number of taxes you probably pay unless you don't make anything but there's also you you've got to worry about sales taxes potentially. So especially this is a nightmare for those people who are like selling on Amazon or it was, I should say, because you're selling to people, New York is selling to people in New Jersey, selling to people in California. And every state might have different tax laws, different issues when it comes to how you treat the sale of goods. Even even like California services aren't taxed. But in another state, services might be. So now you have this huge nightmare when you're online and this gets into places. So as you're growing online, in fact, you're occupying a lot of spaces, theoretically, brick and mortar, you know exactly where you're located. But when you're online, you are interacting with people in multiple states. The people I work with or have independent contractors or employees located across the United States, and now you got laws of each of those potential states coming into play. If you're selling to someone in California, California will want to protect that person located in California. If you're hiring someone in New York, New York will want to protect that person hired in New York. And I think a lot of rapidly scaling business owners don't know about this. And I've talked to people who who've got into six figures, maybe seven figures really quickly and then suddenly implode because issues like this weren't weren't properly understood and dealt with soon enough when they learned about it. It almost was too late. And they talk about the proceeds. As you're growing really fast, your tax bill can grow extremely fast. And, you know, if you're shifting from being employed to now self-employed, you probably don't realize you have to figure out ahead of time how much taxes you're going to make that year and pay them ahead of time or else the government is going to come back and charge you a late penalty because you didn't prepay what you didn't know how much you were going to make, who you said paid, how much you're going to make. Yeah, exactly. Is it when or when you're when you're a W-2 income, when you're an employee, your employer is constantly chipping away from your paycheck and paying it to the government. But when you're self-employed, you should be quarterly paying that to the government. What, ahead of time what you're going to make? Well, of course. Yeah. And so the because of this factor I've talked to people who, you know, make a huge amount of money in a year for the first time maybe ever, being self-employed and then have a $20,000 tax bill come out of the blue. Yeah. And they didn't know, oh, I should have had an S-Corp. I should have been paying myself wages and taking the other income differently. Oh, I probably should have set up a trust. I should have done you know, I should have been doing this in this for deductions. So as you're scaling and growing especially really quickly, you need to immediately reach out to an accountant and start strategizing on how to keep your tax bills down. That account, it will more than well pay for themselves and then the fourth one talked about possessions, that one. I mean, as you're building a brand, I it was really nice about being online. It's really easy to to meet the requirements for having a trademark because you're engaging in interstate commerce. And but the downside of engage in interstate commerce is and a lot of requirements can kick in to the federal government has a lot more control over you. But but again go back to what we're talking about possessions you could build brands and be able to get federal protection for it easier as you're making content you're content no matter what is going to be protected you know if it's original content you created this podcast right now I mean you're going to get the copyright to it and you can register that and then be able to stop people from just taking this video and posted on YouTube and getting the ad money from it. So can I ask you a question on that content? So one question that's been up in the air and I've never got a firm answer, if you have somebody on a if there's a content creator and they have like someone like yourself, a guest or something, is there a preference on does it matter if they sign over? Do they have to sign over rights to media or anything like that, or is it ours? Good question. And a personal question, because I have seen both like, hey, you have to have something for them to sign saying they get all the rights that mean that we have rights to this media and we're not paying you for being on here in that kind of thing. I this is something I like sort of in podcast is a little bit talking about how, man, I have yet to have a podcast. They ask me to sign something. I think the bigger you get the the more important becomes, I'm sure. Joe, Joe Rogan, for example, has everybody signed something? Yeah, but I, I, the, the issue isn't necessarily who owns the copyright as the one making the recording, you could say maybe you have the, the rights to the copyright. That could be a question of whether it's a joint work. But the copyright probably isn't a bigger issue. The issue more is to what extent do you have the right to use someone's name, image, likeness and likeness? Yeah. Yeah. So we call those, like, rights of publicity. Yeah. But I mean, it's no similar than if I had somebody come into my company and just talk to my team. And I didn't agree to pay them anything. They just showed up. They, they did it. I happen to record it. And does that mean they can at any time come back like, Hey, you need to pay me for that likeness? I mean, it was like it's the same idea in my mind as anything. Like, if there was an agreement to pay, then even if, let's say we had an agreement to get you signed an agreement to come on the show and it didn't happen, obviously you're here because you're just a friend of the show. And but let's say there was and then we didn't pay it. The only I would think the only legal ramification would be you trying to do a small claims court to get payment on that on the service not so much, you know, a royalty on likeness for the next 12 years. And I think also to even go further back, you could say there might be an implied agreement. There's not all contracts have to be in writing. Oh jeez. So so yeah exactly so you don't want to be necessarily in the no written contract zone. It's always good to have it in writing because again contracts are all about expectations. And if the expectations aren't in writing now, you can easily change the story later on. But, but, you know, it seems like I really love the podcast industry, you know, if you call it an industry right where there's like this unspoken rule that when you come on to someone's podcast, you're giving them the permission to use your name, image, likeness, and it's a win win with the expectation. You get a bit more publicity you get more recognition in, everybody benefits. How would you how would you like? Because if it's not written, you talked about the implied contract how would it how would you prove because that isn't at that point is like he says she's that type of ordeal. How would that stand up? You know what I mean? How would if something was to go left with a guess? They're trying to maybe sue you or say, hey, you did this and there was not written. We just had an implied contract. How would that play out? I mean, if you actually really wanted to litigate it, you know, I would turn to like industry practices, like just say this is what everybody does. You know, or most of your most podcast is what we do. There is this unspoken rule. Everybody knows this person showed up on 100 other podcasts, never seen any document and so there's there's things you could do. But at the end of the day, though, I think here I even had to help someone who they went on someone's program live, delivered a lot of value and things went south and didn't trust that person. And I said, you know what, I think you could just revoke your permission and tell them that they can't keep using your stuff. And there was nothing really that would keep her from revoking that permission. And that is that is the downside of not having an agreement is then they might have ability to take back permission they may have given. So it is better have it in writing. But but again, like have you guys have problems? Has anybody had problems? It's usually not an issue we've had we have a form. But then again, at the same time, it's it's so hard to get signed because the bigger the guest they have now have legal teams. Then the legal team has to review it and then there's verbiage and you get things like, hey, it's a little vague or things like that, I guess. So it's either don't worry about the sign form or don't come on the show and stuff like that. So we have one. We've gone back and forth on the whole thing. Obviously we didn't send it to you, but you just, you just find your way around my legal jargon. I'm just kidding. And you would probably look at it be like, John, this is terrible. But it was just basically saying like, Hey, we're going to record this and we don't have to pay you for using the recording. But, you know, at the same time, if somebody came on the show and then a month later they didn't like us, and they're like, I don't want to be represented by unscripted, like, I don't want to be associated, we would just take the I mean, it's that way. Yeah, yeah, yeah, exactly. But I get that some people wouldn't like it's our recording using however we want. And I get that if I go on someone's show and then because they look like a good representation of me, too, as well. And then they're acting like idiots a month later and I'm like, I don't want people to think I'm associated with that. I probably would also say, Hey, guys, do not put that show on the air, because I don't want anybody know that I was even like, have friends with you today. But I'm just saying right there. Yes, there's out there, you're like, I'm not sure. And this is where I think you get back to. Okay, what's next level legal looking like? And next level legal is really relationships oriented. When you have good relationships, when you really get to know people, when you treat people right, you get to more or less a state where you're ready treating people as they expect that and you don't necessarily need to lay that out in a document. Yeah, it's still good to be backed up by the document in the document can help clarify expectations. So I'm not saying there's no role for contracts but saying first and foremost operate in a zone where you actually are understanding people's expectations, helping set the right expectations and fulfilling them. And the greatest expectation of all that I think we all have and most of us aren't aware of it, is we do expect to be loved but I think a lot of what you're talking about, I'm in the middle of reading a book called The Speed of Trust. And I think a lot what you're talking about is trust, the trust factor because a lot of times we mitigate everything so we don't trust the individual that we're doing business with or that we're in a relationship with. And so because trust is low to make up for that lack of trust, we've got to write every single thing down, like, hey, let's come to a agreement, put this in black and white. There was a story in the book talking about Warren Buffett he made like almost $1,000,000,000 deal. And the guy that he was going to deal with just gave him his word over the phone. He's like, Okay, I'm going to take your word for it. And he did it just like that. There was nothing signed and the guy kept his word because there was that relationship equity bill, as you're talking about. So I think that's an important part in business. Business is very can be very exciting. You know, it could be very each man for themselves. You know, we're lions and tigers out here. But when you have that relationship equity, I think that's what you've been alluding to. Most of the conversation is building that if you have a relationship equity partner, then you really don't have to take those necessary measures to mitigate so much things. Right. I just saw today Mark Zuckerberg apparently was quoted as saying more or less that, you know, we do kids a disservice by teaching and to be so outcome, outcome and objective based and we need to be much more relationships oriented. And that really is a major difference. When you're dealing with people at the higher levels is they understand the importance of relationships. And the CEOs aren't necessarily the brightest, smartest people on the planet. There's, you know, some super humans like Steve Jobs and me, maybe Elon, but most of them are ordinary people, but they're really good with relationships and that's the most important thing for a long lasting relationship. And when you start burning your customers, burning your workers, you're going to put yourself in a death spiral for your business. It seems to me, since you're talking about legalities, the only somebody who did or has he passed away, but he did all his business on a handshake and he told them, hey, I do things in a handshake now. They said, I like a contract. He's like, for sure, but he did things in the handshake. You know, he may have had a couple of legalities or whatever but still but I think the goal was and I was studying what he was doing is let's be honest, you can have a million contracts in place and still go through a ridiculous lawsuit. I mean, that's just how it is now. But his focus was doing business with good trusted people. So regardless, whether he had a contract in place or not, he treated them well and they treated him well based on his expectations of, as you call it, love. And I think it just mitigated all of the issues as far as people going to court because they resolve their differences as people, as far as if they're I'm sure there was arguments and things came up, how was or not. And he had lots of properties and so forth. It had to. But he probably said, let's just talk this through and figure it out versus someone's reaction. Say I'm getting an attorney or someone trying to falsely sue him for something. And he said, I have a contract. But is the contract really even if you win the case, how many thousands and thousands of tens of thousand dollars you spend on court fees and attorney's exactly with it's usually not worth it. Yeah. I think it's why some people say, oh, look, they settled out of court. I can probably say two years of court fees, but exactly this it's a very heavy the abundance mindset and the way you approach your relationships pays off. You know, you make these short term sacrifices for much longer gains yeah. But so many people play this short game of, yeah, just burning bridges, eating, eating the smaller fish, and it'll come back and hunt it. So when you're saying the new I think you the phrase you put it was the new legal something was basically next level relationships. The next level of legal is relationships. I'm guessing what you mean by that is it's beyond contracts. It's doing good business with good people, period. And that's how you can grow your keep your business successful and out of the so many legal issues. So when you take the so to sum it up, if you take the short road to quick money, sketchy relationships, don't expect to have long term abundance in business. That sounds about right. 100%. And and I really do want to reinforce what you're saying about you know there's a component of doing your end to feed and have a good relationship. A really also involves you selecting the right relationships that is so important with the right people. And I teach this I have ever, you know a five step process I teach people to protect themselves. And the second point is build the right community with the right people because you can have the best contract in all the world. But if you sign it with the wrong person, it can be bad from the onset and that contract will be meaningless. It's still be litigated. It going to be out hundreds of thousands of dollars, legal fees anyway. So, yeah, be careful with who you contract that is also as important as how you treat people. And and it is a challenge because I see it often there's there's going to be this temptation to feed out the screen out a lot of people like with mental health issues. And I think that's going to be a major issue. We're going to have to tackle as a society because I been there this and you know, it's not it's not everybody right you know people depression, anxiety. We're not talking about that but when you're dealing with people who are extreme, like bipolar disorder, emotional disregulation, we're just now really becoming aware of these issues and realizing that a major portion of the population, like 15% or more, has these problem and they can't control their emotional outbursts. They can't you know, they you know, what might make us a little bit agitated is going to be greatly amplified with them. And so we're going to have a much more conscious and aware of how we get along, everybody with that. But. 15%. Yeah, there's a lot this isn't presently the total population that's that's a lot. That's a whole I never have thought about that. But and I really wasn't even aware of that was an issue when it came to business. But that's very interesting. I most of the people who reach out to me help them with disputes. They're dealing with someone with like one of these personality disorders. What Oh yeah. And I'm so grateful that, you know, I've only got over 50 interviews for a documentary of mental health, really got aware on these issues and I realize that, okay, yeah. When you're not dealing with an ordinary human being, you can't approach it the ordinary way. And that that's, that's going to be another component the next level legal is really understanding how to really then work with these people who are not able to really control themselves. Yeah. I mean, that all has to do with that work strategy do. Yeah. Is really strategy. Well, John, did you have anything else right now is really good. I really appreciated the steps he gave and then how he got into the weeds a little bit was really I was hoping to get four people to listen to now did you did I hear you say something like you teach five steps. Is it a course you're you're giving or something like that. And I actually it's funny you ask. I actually am just about to launch. I don't want to call it a course, but it's like this whole package where I'm going to be building out legal templates that a scaling service provider would mean. I'm giving you lay up here, tell them where to find it. Okay. Go to pro scale legal dot com. I don't know yet, but by the time you see there's a probably be up there pro scale legal dot com. Yeah. And we'll have there where you can. Yeah there's huge program with the legal templates but then content advice and access to me to really pay people to the next level. Jay it's so cool to see you grow up. I mean, I know we just met like six months ago by nine months ago or whatever, but it's so cool to see your influence and your business grow. I mean, you know, just all the things you're adding and man you next level today. Thanks so much. And it was a blast. Thank you for having me back. Yeah. Before we wrap up, we've got a new segment that we always wrap up with now called The Off Script that we asked our guests now to give us their all script moment. It doesn't have to do as I have to deal with what we've been talking about. Financial. That's kind of what we call off script, just something that's on your heart that you want to leave with our listeners. Oh, boy stuff. I feel like I really did nail those key points. I just want to circle back on really the importance of, I think, living really in every aspect of your life, the abundance mindset. They don't don't fall to the trap of being in fear. They really that's what the enemy wants you to experience, but really embrace the abundance mindset. Have that faith that you will be taking care of you're going to be okay tomorrow is going to be, even if might be challenging, you will get through it. And really what matters most is be that light in the world to help others feel safe of others, to feel that love and attention and know that they too can make it. And together we can all arrive on the other end. Okay. I love it. As John mentioned, go to WW WW dot pro scale legal dot com follow Jay on his social media at Jay Rasool Jay a y are a CC old UK on social media for those that are listening that also again WW dot pro scale legal dot com. Now Jay I don't know if you had this the last time that we came on but I read in your bio this time that I think you're doing masterminds now too. Is that helping people as masterminds? Yeah. Yes. Okay. It's also about masterminds. Okay. So is that available on the website as well? They can get help with that there that feel. Yeah, I would reach out over working on tablets for all those things. Absolutely. That's incredible. Incredible. And again, as always, stay connected with the zero on script that you can join as a podcast show patron dot com best backslash and scripted leadership. Follow us on our social media platforms at Unscripted Leadership. Check out our website, Unscripted Past Leadership dot com. And of course, you can find our podcast literally any podcast platform again, we say thank you, Jane, again for coming on and sharing in this conversation about legal advice for scaling 67 figure businesses and I believe these principles apply to any wherever spectrum of business you fall on. The scale of the principles that were given in this conversation will help every leader, every entrepreneur that are aspiring to scale and do better, but definitely more reported the bigger you get. Oh, absolutely. Absolutely. Absolutely. And day we may have we we have to talk off camera so you can get us a great well, let me wrap up as always. We let you be the leader that God is called you to be. We're here to build bridges without walls, bridges connect the walls, the buffer until next time. God bless you.