Larendee Roos on Why Bad Systems Can't Be Fixed With New Tools

0:00 · How Roos Advisors helps leaders build practical solutions

Jordan Lally:0:26
Welcome back to the High Ticket AI Systems podcast. Everyone, please welcome the one and only Mrs. Lorendi Roos. The Randy, how are you doing today? Welcome to the show.

Larendee Roos:0:36
Doing well, Jordan. Thank you for having me.

Jordan Lally:0:39
It's our pleasure. Now I'm really excited to dive into all the leadership tactics, what makes exceptional leaders, how to cultivate leadership within an organization. But before we do that, can you give the audience a high-level overview of essentially what the company does and who you guys best help?

Larendee Roos:0:57
Sure. So we are a consulting and advisory firm. And what we're passionate about is helping our clients to enhance their strengths while confronting challenges with practical, tactical leadership solutions. And we're passionate about our work and we're committed. Our mission is to ensure that we always come from a place of service, compassion, and strength.

And we team with our clients to help them discover the spark that will ignite their passion and excellence within them. And then we support our clients by helping them take solid, measurable actions so that they can realize their goals. And we team with our clients so that they can achieve scalable and measurable results. So we often say there's the spiritual aspect and there's a practical tactical, how do we get it done?

And we encapsulate both of those for all the clients and teams that we work with.

Jordan Lally:1:54
Ooh, okay, off topic. You said there's a spiritual side of it. I'm an extremely spiritual human being. I I feel like it's a calling from infinite intelligence, whoever, wherever. Question

Larendee Roos:2:05
Mm.

Jordan Lally:2:06
Say it is a spiritual I guess endeavor. Like what what do you mean?

Larendee Roos:2:12
Mm-hmm. Sure. So we believe that, and I believe there's plenty of evidence to support this by now, Jordan, that we are spiritual beings having a human experience. And there's

2:15 · Why leadership begins with personal self-mastery

Jordan Lally:2:23
Yes.

Larendee Roos:2:24
that universal divine connection and the juxtaposition against a a fail a failed human race, right? This is not a perfect vortex that we live in. And there's plenty of obstacles and challenges to overcome.

But at the end of the day, what we are doing here is an opportunity to continue the journey of our spiritual discovery and spiritual growth, connection with one another as spiritual beings. So when we start with clients, we really try to understand who they are at their core and reintroduce them to or help them continue their journey and understanding how they show up for that spiritual aspect. I'm not talking about religion.

Jordan Lally:3:09
I think

Larendee Roos:3:10
talking about, you know, my spirit one's spiritual practices. And so we've worked with a lot of different people of different religions, no religion, spirituality, no spirituality. But we really do believe that there is something, a universal connection that ties us together. So we ru the people that we do our best work with, we also help them stay in alignment with whatever that is for them.

Jordan Lally:3:39
I think that's so important in entrepreneurship in business because if you're doing tasks that are not in alignment with who you are on a very deeper

Larendee Roos:3:48
Mm-hmm.

Jordan Lally:3:49
level, you are tired easier, tired quicker, you are you lack inspiration. But if we flip that, the inverse side of that. is if we are taking actions that are in pure alignment with our our higher self, our highest being,

Larendee Roos:4:03
Mm-hmm.

Jordan Lally:4:03
it's like we have infinite energy. We we have we're motivated all the time to go out there and take action. Now, in a

Larendee Roos:4:08
Mm-hmm.

Jordan Lally:4:09
yes, in a perfect world, that is always the case, but when we are this is just what works for me. If I find myself not living in alignment, I have to take a step back and actually go back to my daily practices, go back to my daily habits that really allow me to feel inspired, create peace, calm, synergy within my home life, which eventually leads over into the business life. You know? That being said,

Larendee Roos:4:34
Mm hmm. Absolutely.

Jordan Lally:4:37
go go for it. My mistake, go for it.

Larendee Roos:4:38
No, no, I I I agree with you a hundred percent. And it's it's I really believe that we are we were created to co-create. We are created to co-create. So the more we can tap into that cr co-creation, the the easier and gentler our lives are. And so I was actually just having this discussion with one of our clients last week that we'd been talking for more than four months about okay, so what are you going to do?

To bring creative energy and focus into your life so that you can co-create with your highest self, with your universal connection to take the next steps forward. Because we know we've been working with this client for several years now. Every time you do that, things shift and move, and you get to the next piece of the journey. So, but like you just said, we forget, we allow other distractions to become more important and in.

And actual out in actuality, it's the most important thing that we can do is to connect and stay connected in that creative space.

Jordan Lally:5:44
In the more connected you are, it I feel like the your your the more creative your ideas become, and the better your business actually gets. You know, it's it's it's

Larendee Roos:5:52
Mm.

Jordan Lally:5:53
like a self-fulfilling prophecy when you kind of stay true to that that spirituality connection. That's so interesting to me. On the

Larendee Roos:5:59
Yeah, yeah.

Jordan Lally:6:00
On the topic of leadership, why do you feel like it's so important for leadership to start with the start from the top down, opposed to being

Larendee Roos:6:10
Yeah.

Jordan Lally:6:10
a leader that essentially just says, hey, do this, but I'm not gonna like reciprocate or follow that order of instruction. Essentially, why is leadership mastery so important to cultivate from within before we actually lead

Larendee Roos:6:23
Mm.

Jordan Lally:6:23
others?

Larendee Roos:6:25
So it goes back to what we were just talking about, Jordan, that leadership mastery really begins with self-mastery. And when I say self-mastery, I mean the highest self-mastery that informs what the ego construct actually shows up for on the daily. But usually what happens is we start with the ego construct and then expect our lives to be full and enriched in our businesses. So we believe that you start with self-mastery.

Be f and before we evaluate a team's performance, we're often called in because something is broken, right? Or it's not quite working the way we a client had intended. So before we start evaluating a team's performance, their structure, their accountability, we ask the leader to reflect and the leadership team to reflect on what are your core values and principles. What is true for you, whether you're a butcher, baker, candlestick maker?

That those principles would be be true no matter what you showed up to do in your daily life. So, Jordan, whether you're facilitating this podcast or you're going with a group of friends out for dinner, what are the core values? What do you value? What's important for you? Then we ensure that the team understands throughout the organization what those are. And when we really start to get this right.

We recruit toward these principles and we don't tell people, Jordan, I'm interviewing you today, so tell me how you built feel about these five principles as an example. No, we say tell me about a time when and I listen for those principles to show up in the interview process. So now when I get really clear and remember I'm in a creative state, then I will attract.

And or filter those whose core values are more closely aligned. So the power of that is those core values and principles will remain true despite trends, circumstances, obstacles, upsets, because then we start to model our behavior towards those core values instead of the other way around. And once we understand that, then what am I tolerating? What am I allowing?

To be difficult for me because I'm out of alignment with those. So we may be unknowingly causing problems that don't even really need to exist if everyone's aligned and on the same page. That if that's if that gives you any sense of we kind of how we come at it. So then from there, then we are aligned as a team and we go back to when we have to make big decisions, we go back to is this aligned.

With our core values. So, for example, one of Roost Advisor's core values, you know, we started this call by me sharing with you that we come from a place of compassion and strength to help our clients elevate. So if we're going to take on a client, can I come at it from a compassionate place? Is a person I'm going to be working with also coming from a similar juxtaposition? If not, it's it's going to be, it's just going to be challenging. It's going to be messy.

And we only have so many hours in the day. So leaders that understand this and are committed to this, the vision will be different, the planning will be different, it'll stay the same despite changing priorities, will be more proactive versus reactive, and the team will fall in line. And that's when we have a more cohesed work environment.

6:40 · Aligning company core values with daily business operations

Jordan Lally:10:13
Does that work at all levels in this example? Does that would that system work for a solo operator and also work for a team of 30 and beyond?

Larendee Roos:10:25
I think in many ways it's it's more important for a solopreneur. Because when you're running a desk, it's it's more easy to get pulled in several different directions. And you might also have different fractional services or vendors that are providing services for you. If you're running a solo desk or you're a solopreneur, it's as important, if not more important. And it's it's always as important, but sometimes it's a little more difficult.

Because well it's only me. So they only have to deal with me. But we also have a finite number of hours. So if we can start with this from ourselves within ourselves, it makes it easier than as our our business grows.

Jordan Lally:11:10
Kind of getting back to what you said earlier, if we don't have these foundational principles, excuse me, these foundational principles in place to become our best self, to actually step into self mastery, how in the world are we just gonna turn it on like a like a light switch whenever we do start hiring a players or just have some staff on hand? If anything, I'm sure you know the same more than me, but we fall to our to our standards, we never rise to the occasion or we we fall to our habits, we never set new standards or however that

Larendee Roos:11:43
Mm-hmm.

Jordan Lally:11:44
saying goes. And I feel that that I feel like that's very, very, very true in this in this situation.

Larendee Roos:11:49
Mm-hmm. Absolutely. I agree.

Jordan Lally:11:52
With you and I talked about systems off camera and actually leading a life of leadership or stepping into self mastery. Why is it so important to actually develop a system that we can use and not just use any system that some online guru kind of teaches us?

12:10 · Why tools and software cannot fix broken processes

Larendee Roos:12:11
Right, right. Well, and that's the thing, isn't it? Because we're all in the sales business on some level. People who say, I'm not

Jordan Lally:12:19
Absolutely, yes.

Larendee Roos:12:20
a salesman, I say, Are you in relationship with, you know, a baker, a vet, a hairdresser, you know, a partner, we're selling all the time. Meaning where what I what we like to say is instead of always be selling, always be connecting. So You and I talked about that the best system is the one you'll actually use. It's not necessarily the one that has all the best bells and whistles or levers that Jordan created because that worked for him and now he's trying to sell it to me. So we often encourage before organizations decide that they need a new software to adopt, that the first thing we need to look at is, well, what's the goal? What's the goal we're trying to seek? And when we When and what will success look like when we're when we've fully adopted the process. Then we look at the workflows, then we look at what information's needed, then we look at what who needs to be the decision makers in that, what's being duplicated. So it's kind of what we call reverse engineering. What am I trying

Jordan Lally:13:24
Yeah.

Larendee Roos:13:25
to accomplish? What's broken about my current system? Figure that out. We might even write an internal request for proposal, even if we don't send it out to the world.

So that we with the help that we have today with all of the AI tools, certainly with Google, with these different tools, we can say, here's the problem I'm trying to solve. Point me towards the top five solutions that will help me with solve for this issue. Then we can go into the interviewing process, allow people to show us all the bells and whistles and so forth. Because honestly, the simplest system will be the one that's one that's for us, meaning what can't be resolved is bad systems and processes will never be resolved by a different tool. We have to we have to know what we need first and then apply the tool.

Jordan Lally:14:23
Absolutely. And you see so many comp companies adopting AI. Well, let me let revert that. I would say newer companies or startup companies that don't actually have dialed in system processes are trying to adopt AI. But all all

Larendee Roos:14:37
Mm-hmm.

Jordan Lally:14:38
you're really doing there is like trying to fix a broken ship with like band-aids, so to say, right?

Larendee Roos:14:42
Yeah. Mm-hmm.

Jordan Lally:14:44
If we first have a nice, awesome, you know, pirates of the Caribbean ship in this example, and then we want to use AI, which is like jet. you know, jet engines for it, then

Larendee Roos:14:54
Mm-hmm.

Jordan Lally:14:54
yes, we can absolutely go faster. But first we actually need, like you said, dialed in systems and processes so we can pour gasoline on the fire, if that kind of makes sense.

Larendee Roos:15:03
Mm.

Jordan Lally:15:05
I want to take a step back because the the I love how I guess dialed in you are specifically with becoming your best self, leveling up fr from a leadership standpoint, unlocking self mastery.

When did this journey start for you specifically? And like what were some books you read? What were like the gurus that you listened to? Cause I feel like there's a lot of synergies here that I was actually un unaware of beforehand.

Larendee Roos:15:30
Hmm.

So maybe hard to believe, but I started my spiritual journey when I was about five or six years old. And I had a couple of experiences that were not explained on with pen and paper. But I was fortunate that I had a mother who was kind of in tune and who let me know that we came from a long line of women in who were in tune. So in a way it was in my not only my spiritual DNA, but my physical in this vortex DNA. A quick story. Mrs. Carey was my very first mentor. And at nine years old, I grew up in Wyoming in a very small town population 3,000 people. And

Jordan Lally:16:22
Yes.

Larendee Roos:16:23
when I was nine years old, my father took us on a road trip and we went We saw the Pacific Ocean for the first time. And when I looked out over the vastness of that, I realized there was a whole lot of world I needed to understand and I wanted to see and experience. So when I arrived home after our two-week vacation in California, I went to Mrs. Carey and I told her that I needed a job because I needed to start saving money to explore the world. I was nine years old. She said, Well, You have to be 12 in order to deliver papers. So it was, I wanted a paper route. And I I begged and begged, and she said, No, you have to be 12. So I there's a gap. I have a three-year gap. What am I going to do? So then I went back to her and I said, Listen, if you ever need a substitute, maybe I could just substitute along with one of your, you know, your tenured care, you know, carriers. So about two weeks later she called me back and she said, I need a substitute.

And that was the beginning of my mentorship with Mrs. Carey. And she actually, after that substitute assignment, did assign me. So at the age of nine years old, I did have a paper route. Delivering papers at 4 a.m. and sub below zero in Wyoming. Now, Jordan, back then we had to sell the papers, prepare the papers, deliver the papers, collect and upsell. So it was a perfect setup for entrepreneurship. But I'll never forget sitting, kneeling.

By Mrs. Carey's bedside as we were counting and counting money and so forth. This is how sophisticated it was. And her teaching me life lessons. And so she was my very first mentor. And what I learned from that experience was that I needed to continue to elevate my education, not just you know, reading, writing, and arithmetic, but just about life in general. I was also a bit fortunate, Jordan, because my father. was a minister. And so I learned at his feet about this connection with God and a higher power. And this was for I was really fortunate to be born into a situation where my father really believed in a loving God, a loving energy that no matter what besets and besoughts us here on this earth and this planet, that there was someone who deeply cared for us.

Not a punishing God, but a loving God that really wanted what was in my best interest. So from that day forward, there I I couldn't even tell you the number of books that I've read over time. And that's why people often ask me if you could do anything you wanted to do, I would say if I could get paid to go to school full time, I would be in, full on in. Cause I love it so much. I love learning every aspect of it.

18:35 · Recruiting A-players using organizational principles

Jordan Lally:19:23
On that topic of there is a loving God, not to go off the deep end here, but I I like to meditate because it really just clears my mind, it helps me reset

Larendee Roos:19:30
Mm.

Jordan Lally:19:31
for the day. When I'm under like full, you know, meditation, I feel like I'm floating in the universe, as they say. Sometimes I just get overwhelmed with the emotion of like love. And sometimes in like my meditative state, I'll just out of nowhere start bowling my eyes, my eyes out because it's just like there's so much love. I feel so abundantly

Larendee Roos:19:50
Yeah.

Jordan Lally:19:51
loved, and there's so much abundance in the world.

Where it's like

Larendee Roos:19:53
Mm.

Jordan Lally:19:54
unless you kind of experience that first hand, it's like that dude's heck of weird. But if you do experience it first hand, you know exactly what I'm talking about. And I kinda think that that you do.

Have you out of curiosity heard of the book or read the book The Master Key System?

Larendee Roos:20:09
I haven't. That's what I haven't heard of.

Jordan Lally:20:13
Are d do you know Think and Go Rich by Napoleon? Right, for sure. Do you like that book? Not a fan of that book.

Larendee Roos:20:15
I of course. Yes. Yes. Yes.

No, so many so many truths and so many consultants since then have used the principles in Think and Grow Rich to help guide clients, including including us for sure.

Jordan Lally:20:33
Absolutely. Okay, so I'm not like an endorser of the book, but this book right here, The Master Key System by Charles F. Hanel, is like the godfather, in my opinion, of the space. Napoleon

Larendee Roos:20:44
Okay.

Jordan Lally:20:45
Hill. Yes, yeah. Like if you if you like Nick and Go Rich, you are gonna absolutely love the Master Key System. This book was published in 1916. It was on the shelves for about 10 or 20 years. And then in the 30s, the church said no.

Like this is against what we believe. You're not allowed to read this. Other businesses said, No, Charles, stop releasing this book. You can't do it. And then I think

Larendee Roos:21:08
Mm.

Jordan Lally:21:09
in like early two thousands, it was allowed to go back on the shelves again because some random person picked it up and said, The world needs to read this. So

Larendee Roos:21:17
Mm.

Jordan Lally:21:17
if you like thinking you're rich, read that book. I call it my Bible. It's awesome. I th I think you have a fun time reading it. and then one more thing, why it's why it's important and why I'm bringing it up is because Napoleon Hill wrote in to this author Said thank you so much for all of you've done. Like my book, my my success comes from the pr from the teachings and principles inside this book. So that's

Larendee Roos:21:37
Mm.

Jordan Lally:21:38
why I call him like the father, if that makes sense.

Larendee Roos:21:40
That's amazing. Well, if we look at as I was thinking about our discussion today, and I thought about different individuals that have been more modern and you know, more present-day leaders in the space, of course, the late Stephen Covey was incredible at really understanding the principles of deep spiritual connection that helps us inform, right? He was one of the very first Published authors that really spoke about helping people return and report and giving them the privilege of accounting for their ability instead of holding people accountable. Of course, Peter Drucker, you know, helped managing by objectives and allowing people to use their highest self to control. Ken Blanchard and One Minute Manager and Situational Leadership, David Marquette. So a lot of really great more present day peers that we have that have pro that probably also studied Napoleon Hill and some of these who went before us, right? Yeah, really powerful stuff.

Jordan Lally:22:47
Absolutely. When like you said about if I can go back to school and get paid, that is like something that you would do. For me specifically, if I could get paid to teach these principles, I definitely would. You know, but I feel like that might

Larendee Roos:23:03
Yeah.

Jordan Lally:23:03
not ever happen. So I have to you know, figure out a way to do it inside into the inside of the business, inside the company. But just love that topic of life. It is one of my favorites.

Larendee Roos:23:13
Well, I can tell you it's possible because when consulting found me, I didn't wake up one day and say I want to start a consulting company.

Jordan Lally:23:22
Yeah, yeah.

Larendee Roos:23:22
but what I discovered, so I started our company, you know, 23 years ago, what I discovered was people, business leaders and their teams were as interested in the pursuit of happiness and peace as much as they were, how can I put in better systems?

And I always say that the longer road is that pursuit, the more dedicated is that pursuit of happiness and peace versus, you know, what accounting system, what marketing system. That's a pretty easy decision. But that discipline that you talked about, that consistency to that commitment to our spiritual transformation and consistency is is actually a a little bit of a longer road.

Quite frankly. But all I'm sharing with you, Jordan, is it is possible because that's actually what we do. In fact, seven years ago, we made the decision that it would be we would do our best work with individuals and company leaders who also had a similar alignment. So there's plenty of people to serve. We're not meant to serve everyone, but we'll do our best work with and we'll be most aligned with companies who also have. some similarity in that belief as well.

Jordan Lally:24:39
Absolutely. Those are my best clients. My favorite. I love all my clients, but like my favorite clients are the ones that kind of agree with the topic that we're that we're talking to or talking about on hand right here. Exactly. From alignment,

Larendee Roos:24:47
Yeah. We're aligned. Aligned with, right?

Jordan Lally:24:55
absolutely. One one million percent. When it comes to like from a tactical standpoint for the audience, really quick, you guys are like fractional executives.

With that

Larendee Roos:25:06
Yes.

Jordan Lally:25:06
being said, do you guys provide of course the consulting side of things, but do you also offer the done for you execution on behalf of the consulting strategy?

25:12 · How fractional leadership drives strategic company growth

Larendee Roos:25:18
Well, it's what we we do it's more a done with you, right? So we do fractional

Jordan Lally:25:22
I like that. Sure.

Larendee Roos:25:24
COO, CHRO, CFO, CMO, all of those fractional services. So where we are in our current iteration, having done this now for 23 years, if you have a team who just who is willing to re to return and report, but maybe doesn't have all of the tools and things that you know we've developed over twenty three years since we've owned our own company, but also twenty plus years of executive management before that, then we can work with clients to do that. So but it's not just a here's what you need to do, so go do it. It's here's what what we recommend and let us walk with you until such time as you can you can execute on your own. Ideally we eventually after five or six years work ourselves out of a job because we've helped you scale to a point where you have qualified leaders that can help you in every aspect.

Jordan Lally:26:19
I feel like it is sure a sad thing, but at the end of the day it's like college and it's like, Congratulations, you graduated

Larendee Roos:26:25
Mm.

Jordan Lally:26:25
from our institute. Well I'm excited to see what's next for you and the company. You know what I mean? For you as a student.

Larendee Roos:26:29
Yeah, absolutely. Absolutely.

Absolutely.

Jordan Lally:26:35
Qu are you guys vertical agnostic or do you like to work with professional services, et cetera, et cetera, like different services or different industries?

Larendee Roos:26:44
So so we're industry agnostic for sure. but because we spent so much time in construction, management, real estate development, and acquisitions, that's that's a good niche for us because we understand the day in the life of any senior leadership executive in that in any of those industries. However, You can imagine after help consulting with over 200 plus teams by now, we've worked in a lot of different verticals. So we also do really good work with service providers who also serve that same target market. So we'll often work with accounting firms, marketing firms, PR firms, legal firms that also work with construction, real estate acquisitions, and mergers. we do some work in nonprofit. That's kind of our give back. And then we also do work in the entertainment industry. I was a musical theater kid growing up. So minored

Jordan Lally:27:54
Ha ha nice.

Larendee Roos:27:55
minored in music when I was in college and studied musical theater all throughout my early years. So we understand that. And then we do, because my degree is in psychology and organizational development and design.

I also understand the counseling aspects that go with that. And while I'm not a licensed professional counselor, we have you have to take a lot of those classes. So we'll often work with mental health companies or recovery centers, anyone in that vertical to help them as well to put systems and processes in place.

Jordan Lally:28:34
You are so freaking interesting. I fight there's so many similarities between you and I. I also went

Larendee Roos:28:40
wow.

Jordan Lally:28:40
to s school to study psychology. Obviously I own a

Larendee Roos:28:43
Okay.

Jordan Lally:28:44
business now, but the principles I've learned from school definitely

Larendee Roos:28:48
Mm-hmm.

Jordan Lally:28:49
correlate I mean it correlates with life, but I ev I use those principles every single day in my business. And it's like,

Larendee Roos:28:56
Mm-hmm.

Jordan Lally:28:56
that's awesome. It's like go us. You know what I mean?

Larendee Roos:28:59
Very good. It helps, right? Understanding human behavior

Jordan Lally:29:02
Absolute freaking boo.

Larendee Roos:29:03
can be very helpful.

Jordan Lally:29:06
And getting back to what you said about sales, like I'm not in sales, I hate sales. It's like do you have a partner? Are you trying to convey

Larendee Roos:29:14
Mm-hmm.

Jordan Lally:29:15
an idea on where you should go to dinner for the night? You're at

Larendee Roos:29:17
Right.

Jordan Lally:29:18
you are 1000% selling to your partner right then and there in that moment.

Larendee Roos:29:22
Right.

Jordan Lally:29:23
It's just how we I guess define what selling is. Because most people

Larendee Roos:29:27
Mm-hmm. Right.

Jordan Lally:29:29
have this stigma of like, use car sales or blah blah blah, but it's like

Larendee Roos:29:32
Mm.

Jordan Lally:29:33
No, d sales is just affected communication or just communication in general, you know?

Larendee Roos:29:35
Mm-hmm. Mm-hmm.

Exactly. Yeah, it's again, we like to say always be connecting. And that that comes partly out of my work. I studied with Michael Port, who wrote Book Yourself Solid and Beyond Book Solid. And I worked with he and his partner, Matthew Kimberly, and I'm one of their elite certified coaches. And one of the things that they talk about is that there are those who are meant to serve and others not so much. And really it's this sales conversation.

The ABC always be connecting is to have conversations to determine whether we are meant to work together or not. And if we're not, that's okay. everyone deserves to be helped, but there's no way I can help everyone. So we

Jordan Lally:30:18
Mm.

Larendee Roos:30:19
just that making having that filtration process is an important factor in determining. We'll have a lot of conversations. We'll kiss a lot of frogs. And sometimes the divine appointment is just a conversation like this.

Not that we're gonna eventually send a contract together, for example.

Jordan Lally:30:37
No, absolutely. I feel like that initial connection call is vitally important because you don't wanna marry someone in this example that you know you

Larendee Roos:30:45
Mm-hmm.

Jordan Lally:30:46
possibly can't help them, there's no alignment in this situation. You know, like you have to go

Larendee Roos:30:50
Mm-hmm.

Jordan Lally:30:51
through that process. And I think it's a very valid

Larendee Roos:30:54
Right.

Jordan Lally:30:54
and and successful process that we utilize internally as well to go for it.

Larendee Roos:30:58
Right.

Absolutely. Salespeople are often afraid to have those filtering conversations because they're so after the sale, so after the contract. And that doesn't help operations. That doesn't help the organization at all. Because if it's just about getting the sale, then we've hurt we've hurt the that that's possibly a recipe for you know a bad relationship somewhere down the road. Right. So using those filters to determine.

Jordan Lally:31:29
Well, also the prospect, in my opinion, because I come from a very transactional sales environment from door to door sales. If you sound salesy, if you're desperate for the sale, if you're only there for the transaction, the prospect can one thousand percent sense that and good luck trying to earn their business. And in

31:40 · Walking beside clients to achieve long-term goals

Larendee Roos:31:44
Mm-hmm. Right.

Jordan Lally:31:47
in higher, more complex B2B environments, they're way more sophisticated buyers because they, you know, are

Larendee Roos:31:53
Mm.

Jordan Lally:31:53
in executive positions as a business.

Larendee Roos:31:56
Mm-hmm.

Jordan Lally:31:56
And if they get that same sense from you.

Good luck trying to build that relationship and eventually land them as a paying client, you know.

Larendee Roos:32:03
Right.

Absolutely.

Jordan Lally:32:05
Last question, I always ask this question because I never know what kind of I guess answer we're gonna get. But looking back over personal life and professional career, what has been the single best piece of advice that you've received? And it's kind of a deep question, so take your time, you can ponder.

Larendee Roos:32:23
Mm.

There's so many good ones.

I'm gonna share one that I'm not it it came from the divine because I'm not clever enough to come up with this. But after years of some personal things that I was challenged with, but also just understanding, and this is when I was still back in working extra space storage in a much more corporate environment. And by this time, I was in charge of the invest investor relations.

So I had moved out of operations, acquisitions, and development into investor relations. And after having several conversations and of course spending 18 years in operations, a truth that came to me was that you can't want more for people than they want for themselves. And you can't want more for clients than they want for themselves. Because for those of us who are visionary.

And also have this very creative sensibility about us. The universe is too small for the way that we really connect. there's infinite possibilities. So one of the challenges I had was being able to see further down the road than a prospect or a client or an employee.

So what I had to learn was to utilize my creativity in a different way to hold hope and space and vision, but not necessarily try to dump all that vision into into that vortex. Cause sometimes, and I would often have people say, you know, you really kind of frighten me. I'm not a I'm not a prophet. I'm not a seer.

As it were, but I just have had enough experience personally and professionally to see the expansiveness of possibility. And at the end of the day, we need to meet people where they are and walk with them along. And as I learned how to do that, it also opened up expansiveness for myself because I also only know what I know and often don't even know what I don't know. So being able to walk beside was really, really, truly helpful. So we can't want more for people than they want for themselves, but we are privileged and honored to walk besides people as they're, you know, learning and taking their journey.

Jordan Lally:35:09
That is very good advice and actually something that I needed to hear right now in this moment because as the visionary, being the founder of the company, I tend to have massive goals. By very, very big picture thinker. And sometimes when clients don't think as as highly of themselves or as much as I see them, or at least want the moon in back. Not that it's frustrating, but it's like why why do you want not so little, but like why do you not want more, if that makes sense. You know what I mean? So

Larendee Roos:35:35
Mm. Mm-hmm.

Jordan Lally:35:37
Very, very applicable advice for for my world and my business right now.

Larendee Roos:35:40
Mm.

Jordan Lally:35:41
Thank you so much. Where can they find you from a social media standpoint or even website standpoint?

Larendee Roos:35:47
So rusaadvisors.com is probably the easiest way. And we have our all of our social links on there. You can find me on LinkedIn, you can find our company on LinkedIn, we're on Instagram, we're on Facebook. so if you if you Google us, you'll find us for sure, RUSADvisors.

Jordan Lally:36:07
Amazing. Audience, thanks for tuning in until next time.