Craig Heyworth // Building Your Team: Freelancer to Company

Are you at a place in your business where you are going to have to turn down work OR either you have to start hiring people or outsourcing?

I am excited to introduce my friend Craig Heyworth on the show. Are you afraid of what it means to outsource because you think you will be left in the cold and have to do all the work? So you have avoided it, right? But your business is at a place or you can see it coming and soon that you will HAVE to either turn down work or you will have to figure out how to build a team you can trust and that will stick around. Well, Craig is going to tell us exactly how he has done it. I can’t wait to see you at this LIVE Design Recharge.

To get the live link, sign up at You’ll get an email then click the link and join us live.

 Or listen here:

  1. Craig, you have an amazing path that brought you to design and running a creative business, can you give everybody a little background about your start in the industry and when you started your business?
  2. How long you’ve been in business and what you do, who is your audience?
  3. You are a serial entrepreneur? What other things have you started or are you creating? (course???)
  4. You have the ability to see the big picture but also the small details. You have big dreams but you are not just a dreamer, you are a director, a producer, you get things done. How do you know how to find people who can also create and deliver the things you need?
  5. What is your process for finding someone new or the process for a new skill or technique you are needing to find in someone else?
  6. How do you vet these people out?
  7. You have another amazing ability to get your team to feel like a team. Can you explain how you do this with a remote team?
  8. How did being resourceful become one of your biggest superpowers?
  9. How do you recharge? What inspires you?
  10. Is there a quote or something that you keep close to help you get through tough times?
  11. What is next?

Craig’s Links
Https:// @yetiinc

Episode 358

diane gibbs: [00:00:00] [00:00:00]Hey everybody. Welcome to episode 358. This is design recharge. I’m your host, diane gibbs. We got a bunch of people here live. And if you want to join us live,  just go to and there’s a link. To join the list and you can join us live every wednesday . I’m glad there was no hurricane. Although there is another one, the Gulf. If you’re praying people, please pray for it to  fizzle out in the middle of the [00:00:30] Gulf.

Today’s my mom’s birthday. Happy birthday, mom. So today is Craig Heyworth.

[00:00:38] I’m super excited because Craig and I met through Melinda’s group. And that’s how I know Jamie too. And you guys can chat  in the chat, just make sure it says to all panelists and attendees. Craig is a serial entrepreneur .

[00:00:50] Absolutely. He’s self-taught but he’s an actor. That’s what he learned. And then we have some amazingness. And I think it goes back to [00:01:00] him being able to see the full picture here, the whole story tell, and he’s very he drinks the StoryBrand Kool-Aid like I do right?

[00:01:11]Craig Heyworth: [00:01:11] Yeah, you can say that

[00:01:12] diane gibbs: [00:01:12] Oh, and big announcement. Craig is going to be one of our teachers at camp. He’s the first person I asked. And he said, yes. So I’m super excited.

[00:01:21] We’re going to be talking about scaling businesses and different ways people are scaling. And Craig is doing this in a unique way. So we’re going to get right into it.

[00:01:29] But Craig, [00:01:30] you have an amazing path. That’s brought you here to design, but also to running a creative business. Can you just give everybody a little bit of your background and tell them what you studied in, even though I just started to give it away that you studied acting.

[00:01:42]Craig Heyworth: [00:01:42] Yeah. Hi everybody.  Yeah, I’m Craig and I basically I’m self-taught so I came into the design community because I moved to Los Angeles because I trained from age 14 to 25 as an actor. And I went to Los Angeles to [00:02:00] continue my acting career, and I landed down. I had a couple of gigs and as  they concluded.

[00:02:05]I was obviously left with a three year visa and I’m in Los Angeles and I had no income and I had to try and find work and obviously work as an actor is extremely difficult. And so not being able to necessarily go get a job at Starbucks  or anything else, because obviously I’m going to stay on a one working visa.

[00:02:21] I I needed to find ways online, to look at earning money through English companies and, people who have brought in work,  across different country. So [00:02:30] I decided that I thought it’d be a great idea to build websites for actors because I thought I know a lot of actors and they all need a website.

[00:02:37]But they also don’t have any money when I assumed the fund. So I was trying to build these websites. Trying to sell them 300 bucks a piece. Nobody would buy them. Nobody had the money. I was like, what am I going to do? And then fortunately, one of the people that I asked had a roommate who was a furniture like BLTs on furniture and his garage.

[00:02:54] And he said, Oh, I’ll have a website off you. And I built it on one of these, like essentially actually the Squarespace type [00:03:00] things back in the day, I think it was called moon fruits, something crazy, essentially like the MySpace of a Squarespace. There you go. And and I built it on that and and I sold it to him and then it, my company formed and it was Yeti.

[00:03:15]And so I came, I just basically Googled everything. I just, I didn’t know how to do it. And I just. How do you build a website? And then I learned that, and then how does it, and how do I design a logo is such and such, et cetera. And I just, through referrals got more and more work. It [00:03:30] really was a case of and I’m sure some people in the group have found this and watching this is that when you really put yourself out there to say, Oh, this is what I do.

[00:03:37] And I can deliver this for set price. Is that people. Then do come to, it’s not the case of if you launch it, people will come, but ultimately through referrals, what happened is that, Oh, I know somebody else who’s looking for X, Y, and Z. And then it just grew from there. But what ended up happening is I ended up getting bigger and bigger contracts.

[00:03:56] And I, because I don’t know if this was a [00:04:00] scarcity mindset that developed this, but I was because I was in LA because I had no. Re other Avenue of work. This is, there wasn’t a plethora of jobs. I wasn’t able to just jump to, looking online and get the next job. I was I was very aware, this was my only source of revenue and I would go home.

[00:04:16]The stakes are really high. The other motivated that I had as well is that eight months before I moved to Los Angeles, I’d fallen in love with my then girlfriend now, wife. And I was and I was adamant that I would get her out there as well and get enough money that I could [00:04:30] bring her over and we could get a visa together and everything else.

[00:04:32] So I basically just, I never auditioned properly when I went to, when I got to LA and I just put my head down and I just worked and worked like 16 hour days. I remember I had a desk in the corner that I was part of the rented room that I got. And I would get up in the in the morning work.

[00:04:50] Eight go work. They go back to sleep. And I was just basically in this bedroom for eight months just working, building this company. And and then 14 months later support team as long distance with my [00:05:00] my wife now I managed to get around so managed to get enough money and bring her out and she quit a job, renting out a house and all of that and flew over.

[00:05:09] So that was a big moment. But. And what I always found is that actually is that I love acting and that side of my life, but, and I still go to acting classes and things like that, but I’ve been in Neal film recently, but I, with Yeti, there was always. Every time, a more immediate return of investment is still very creative, which obviously [00:05:30] acting in the are, but it was also, I put in one hour, two hours, 10 hours, 20 hours.

[00:05:35] And I saw a return, not necessarily monetary, but I saw Oh, there’s a website that I’ve just built. And it’s it’s an immediate return of investment. And that was really something that. Pushed me because with acting you can audition and audition and audition. And it’s just rejection after rejection, not necessarily because of skillset, you can work on your skills and your performance level, but you walk in there and you’re just too tall, too short, too ugly, too far, too thin.

[00:05:57]It could be in a month, you can just [00:06:00] be two taller than the other person that I’ve cast. And that’s going to be a problem on sat or whatever. And it’s. And it’s completely out of your control, whereas in our industry and this your, the harder you work, the better your work is your, the markets will speak and and you will float to the top as it were.

[00:06:16] And I certainly found that seemed to be the case with Yeti.

[00:06:19]diane gibbs: [00:06:19] Okay. So now I have even more questions that weren’t on the sheet,

[00:06:22] Craig Heyworth: [00:06:22] but okay.

[00:06:23]diane gibbs: [00:06:23] So Emma’s here, Rafi here. Hannah’s here a bunch of people, some people, too . So how did you get named [00:06:30] Yeti? Because doc was like, is that picture behind you?

[00:06:32]Does that say Yeti?

[00:06:33] Craig Heyworth: [00:06:33] Yeah. Does that say Yeti to you? Is it backwards?

[00:06:35] diane gibbs: [00:06:35] It’s to us, it’s just backwards for you.

[00:06:38] Craig Heyworth: [00:06:38] Okay. It’s probably just for me. Okay. That’s good. So I don’t have to look at myself in the weird way that you see me. Okay. That’s really good.  Okay. So yes, Yeti, I came up with actually believe it or not, because there was a there was a whole array of companies being set up by then.

[00:06:50] So I set up Yeti in 2011 and they were all like We had animal names like MailChimp and, there was so many of those companies coming [00:07:00] into the startup world that I I was like, what crazy weird sort of animal hasn’t been used yet. And we came up with Yeti and originally it was big Yeti media.

[00:07:09]And then through a an opportunity with a domain name, I managed to get Yeti. And then that’s when I rebranded slightly and went just down to Yeti.

[00:07:16] diane gibbs: [00:07:16] Okay. It’s not because you’re cold and furry and big and extinct.

[00:07:20]Craig Heyworth: [00:07:20] No, it’s not. It’s not any of those. Yes. It’s scary and eat random, you know exactly.

[00:07:23] No.

[00:07:24]What drove you to be an actor? [00:07:24] diane gibbs: [00:07:24] Okay. So in this so the return on investment. So as being an actor, I’m just asking from an actor [00:07:30] standpoint. So what is the, what drives you to be an actor? What’s the result for you? Like why do you do it?

[00:07:36]Craig Heyworth: [00:07:36] I think if I’m being completely transparent, completely honest, I was young when I decided I wanted to be an actor.

[00:07:41] I was a sort of 14, 15, 16, and you stand up on stage and you get the applause and the,  was also. I was very, I was quite ill as a child, had a an illness called ME. It’s like a post-viral fatigue syndrome. And so I was from like 10 to 22 and I to move schools, I wasn’t in high school for very [00:08:00] long and things like this.

[00:08:01] And I so then when I discovered drama, And it was more vocational and it wasn’t, et cetera. I just really dived in. So then I went to college and studied it and I went to a, then at a couple of years in rep doing rep theater and things. And then I went to drama school.  Repertoire is  you go from one theater to the next and was doing different shows and things like this.

[00:08:23] It’s really quick, fast paced shows and did a lot of Shakespeare and stuff like that in rep. And then I went to drama [00:08:30] school and where you do like a BA on this degree, but it’s more like 12 hours a day or 10 hours a day, very little written work. It’s all,  All that in the craft.

[00:08:37] And then I came out of there it’s 24 and then worked a little bit, I would say I’ve got a few friends. Most of my peers didn’t do much. And then, but there’s a few friends. I’ve done a lot more than me, but but I worked in like TV and film and and then theater and musicals and opera and stuff like that.

[00:08:54] diane gibbs: [00:08:54] I think about when you do a movie, it’s, it is fun to do it, but there’s no [00:09:00] audience. So then it’s about how, I think what I would think as you develop, as you get older, you would hope that they would be able to put themselves in your shoes and it, you would have an emotional connection to the audience, like your character, at least that’s how movies are for me.

[00:09:15]I totally become whoever that person is like.

[00:09:18]Being Broken Down in Drama School to no ego [00:09:18]Craig Heyworth: [00:09:18] I think that’s what it ended up becoming actually, because I had to search deep for a real reason that a reason that I could, like in the  first year of drama school, they break you down as well.

[00:09:27] At least the drama school that I went to, they really [00:09:30] pull any ego away from you and they make you question everything. And I did have a, like a.  What, I could almost call like a rebirth, where I was burnt down to the just small ember, I think, as I’ve described it before, and I then had to rebuild myself up because I realized that everything I’d done up to that point, I’d done for sort of the opinions of other people.

[00:09:53] I woke up one day. And I never made a decision for myself, like everything from the television and other [00:10:00] boards to the close of the war. So the way that I walked everything was through like, how will it be perceived and how can I change to be perceived in a better light?

[00:10:08] And it was just.

[00:10:09]Why they break you down [00:10:09] Yeah, I got completely broken down through drama school because their belief obviously is that if you’re truly going to be,  portray another person, another character then you’ve gotta be, you’ve gotta be completely malleable, completely empathetic, understand other people’s points of views.

[00:10:23] And that kind of  introduced me to psychology and things like this, which I really enjoy. And so that’s where the second. [00:10:30] A motivator of continuing the acting career came from, because then it was all about delivering truth on the screen and giving words, voice, so yeah, so that’s what I enjoyed about it.

[00:10:42]Connecting Dots for Superpower as an Actor [00:10:42]diane gibbs: [00:10:42] Okay. So then this makes me even connect. You said when you described what you had to do, you had to be completely empathetic. It had to be about somebody else. It wasn’t about Craig and what he wanted. It was about the character. That’s exactly what we have to do as designers.

[00:10:58] If you’re doing a website for somebody you have [00:11:00] to get in their shoes. So again, this is another benefit of your acting, I think.

[00:11:05]Craig Heyworth: [00:11:05] It’s funny cause you’ve said this before and I it you have a way of. Of connecting dots. So they just that other people, I assume it, I certainly, I never see and it makes complete sense, but I’ve never considered it that way before, but you’ve you probably, there’s a, there’s an element here that, of these two skillsets to tie in, did the idea of me creating Yeti and growing a team and then with the skillset of an actor [00:11:30] and the empathy and. Because you’re right. As you were saying, I’m nodding, I’m thinking that’s exactly the way I am with my team. Is it? And that’s why they’ve stayed with me for years.

[00:11:37] And that’s.  Despite getting better offers elsewhere and double pay and everything else, you just need to stay with me. And that’s, and I think there’s gotta be a crossover there, which you’re connecting and maybe your listeners when you as well, 

[00:11:49]diane gibbs: [00:11:49] but it’s also, you took on challenges.

[00:11:51] Think about with acting, you might’ve had the Shakespeare stuff and then you go and you’re on a movie or you’re in a commercial or you’re doing something it’s leveled up. Same thing [00:12:00] you did with these websites, you were building for these, you got bigger opportunities. How come sometimes we get stuck.

[00:12:05] I think it’s because. We think that maybe we’ve hit our cap. And I think as an actor, you’re like, I can do more. I could get, I could do better, or you didn’t have that same to actually think that there’s something for us to learn. And maybe we all need to take acting class because we need to be some we need to get in the Amy Cuddy talks about in her Ted talk.

[00:12:26] She doesn’t say fake it till you make it. She says fake it till you become it. And I actually [00:12:30] think this is like a great thing of what I love to learn from Craig about. So you have something to teach us.

[00:12:37] Do you want to jump into your deck?

[00:12:38] I just got so excited, but I just think there’s so many connections about you being an actor in you. It’s that you’re going to figure it out instead of. I think

[00:12:48]Putting a cap on our ability or capacity [00:12:48]Craig Heyworth: [00:12:48] there’s a whole, there’s a whole array of points. You hit on that, which is one, that’s this idea that we believe we have a cap.

[00:12:54]And the funny thing is I may or may not believe I have a cap, but the irony is I’m bringing in other [00:13:00] people with that skillset, so it’s it just it’s completely beside the point of whether I or not have, or believe I have a cap of some kind, because I it’s. Essentially I’m selling  services and products to the clients, using the weld skillsets, and as long as I create an ecosystem and an infrastructure where I can facilitate drawing in great talents and keeping them and managing them and et cetera, then in theory, it doesn’t matter [00:13:30] what I what’s asked of me.

[00:13:31] I can supply it because there’s always going to be someone out there for the right price. We will do it.

[00:13:36] Craig’s ability to communicate and motivate clearly to his team [00:13:36] diane gibbs: [00:13:36] But here’s another one of Craig’s super powers that he totally overlooks is that it’s about his ability to communicate and motivate these people. He can communicate figure out enough, he can be the actor and see what he needs to do to be able to talk the lingo for an animator to get it done.

[00:13:56] And I think that’s like getting into character. We all need to be able to get into [00:14:00] character a little bit better. I think.

[00:14:01]Craig Heyworth: [00:14:01] Yeah, there’s definitely a point. In my process where I have to understand that the job that I’m asking other people to do to the 0.1, because it just protects you.

[00:14:10] It protects you against which I discussed that I’ll discuss in this deck as well, but, I’ll protect you against being taken advantage of obviously, but it also It also means that you’re able to find the people that you’re looking for because what’s required of them and et cetera.

[00:14:22] So there’s definitely, you definitely have to know enough. It doesn’t mean you have to be able to do it, but you have to know enough about what you’re [00:14:30] providing.

[00:14:30]Building a team and communication and motivation [00:14:30]diane gibbs: [00:14:30] One of the things that I think Craig can do that I can’t do that. I want to learn from Craig, how to do. One is build a team like this.

[00:14:36] I can’t wait, but we’ll talk about more at camp. Hopefully you guys will come. The other thing is that he can communicate his needs. I’ve realized this as I’m trying to do what Craig’s doing, hire contractors. I’m still in that. I know when I’ll see it. Oh my gosh. Don’t we all hate that.

[00:14:51] Oh, I do not want to be that client. But you’re able to communicate what you need. Do you also believe in them and you give them creative freedom, which I know you’re going to talk about in this, because [00:15:00] we’ve talked about this.

[00:15:01]Craig Heyworth: [00:15:01] Yeah. I can touch on that, definitely. Okay. All right. Let’s do it.

[00:15:03] diane gibbs: [00:15:03] Good to see Dave and a bunch of other people have popped in. So Dave Ko from Canada and Emma’s here. And Katie is here from inner circle too.

[00:15:13] Okay. And Rafi, okay, here we go. Tell us.

[00:15:15] Craig Heyworth: [00:15:15] Okay, great.

[00:15:16]Craig’s Deck Build Your Team [00:15:16]Basically what the second is about. Now we’ve touched upon quite a lot of different points here, but this, that I’m just going to solely focus on the whys and the hows of developing and building a team to around the services that you’re providing.  What I would say [00:15:30] as well as don’t necessarily worry about taking notes or anything like that.

[00:15:34]One, I’ll say I’ve got a link there that builds your team link in the corner. You can just head there and you can download this deck.  So don’t worry about that. So yeah, you can have access to this deck, so let’s just go through it. Okay. So yeah, most freelancers have trouble growing their business beyond themselves.

[00:15:48] the typical situation [00:15:48] I certainly felt that. And I know that I hear this all the time. If you’re delivering a service, whether it be a graphic design service, whatever it is, and you get clients and then you’ve got to. Manage those clients and obviously deliver those [00:16:00] services to them. So what ends up happening is that you end up quoting for that and you end up finding yourself in a really difficult position, not being able to grow outside of yourself.

[00:16:08] So it becomes a freelancer business as opposed to a a company of people delivering the service. Yeah, because you’re managing everything from the client where, to the sales onboarding, et cetera, to marketing, SEO, SMM, et cetera, the actual service you’re delivering the operations of the company, finance invoicing, cashflow, proposals, you name [00:16:30] it, it’s there.

[00:16:30]And I’ve got a mini list of all the stuff that you essentially have to contend with. So if you’re. If you’re in that boat, then I understand it. I was definitely there. And this is one way you can get out of that boat if you’re looking to. Okay.  And the irony is not only is this problematic your work life as it were, was it all the stuff you have to contend with when you’re trying to grow your company, but then also.

[00:16:54] The actual factions of life,  the physical aspects. So in terms of your exercising, et cetera, intellectual growing intellectually, [00:17:00] emotionally, your marital, your parental obligations, social obligations with your friends and family, advocational your financial, it’s just, you’ve got your times with all those different ways.

[00:17:09]So it’s with all of this going on and all of this going on. It’s extremely it’s extremely weight loading.

[00:17:15] diane gibbs: [00:17:15] So wait. What’s the avocational?

[00:17:17]Craig Heyworth: [00:17:17] The opposite of vocational. So like your work-life balance, essentially, so yeah, so a occupancy by more than one person is dangerous and little lawful. I thought that was an interesting thing. So growing outside [00:17:30] of just one person I found extremely scary at first and the irony is it.

[00:17:35]You should be more scared of, I should have been more scared of being so low and that’s the irony behind it being scary. Takes me as much time to tell them as it does for me to do it [00:17:43] The roadblocks that I hear, I know I also told myself many times is that it takes me much. It takes me as much time to tell someone what to do as it does to actually do it. There’s an array of reasons for that, which I could do a whole deck on individually, but I won’t. But another one is doesn’t it just never as good as me.  Again, there’s a whole [00:18:00] deck at bear. It takes me as much time. It’s always time to manage them. It costs me money that I don’t have.

[00:18:04] I can’t find good talent [00:18:04] I can’t find good talent. I can’t vet good talent. I can’t keep them. I can’t train them. So there’s so many roadblocks and you probably, these are the core, I’m sure there’s a few more, this, these are the core roadblocks that you’re you’ve been presented with when you think, Oh, I might hire someone to do this, or I might just, Oh, it’d be amazing if I had another person to help me with X, Y, and Z.

[00:18:27] Avoid these roadblocks [00:18:27] And so I’m going to try and [00:18:30] create And meditation over how you can avoid these roadblocks. Okay. So that, so let’s go into the why’s. So why would you even decide when there’s all these roadblocks why even bother? Okay. And because money doesn’t cut it. Okay. So when I was originally thinking why what’s the purpose of growing, right?

[00:18:50] the Real REASON or Purpose (can’t be money) [00:18:50] What is the real purpose? You have to have a real, like a. A real purpose of motivates you to want to grow outside of just yourself because, [00:19:00] and it can’t be money because although money does come and sometimes it doesn’t, you can make your company less profitable and et cetera, by growing it with the team, et cetera.

[00:19:09] So it, it shouldn’t be about the money though. Money can come from that because obviously as you grow a team, Yeah, delivering a larger amount of work.  So obviously we all know that money doesn’t even need to be sad, but we all know that money is not a source of happiness. So you shouldn’t be chasing it.

[00:19:25]You’re all aware of that. I don’t need to talk about that. Okay. So why we don’t listen to [00:19:30] ourselves? You’re above Boston. You’re a Western employee. So I, cause I’ll often find that. And you must know this, the, if you’re a tyrancy yourself and you tell yourself to do something such as go through the obstacles and roadblocks of of growing a team you’ll you just won’t listen to yourself.

[00:19:46]This is the exercise thing all again, is that You say, Oh, tomorrow I’m going to exercise or something and you don’t listen and you never do. And it’s you’re a bad boss and you’re worst employee. So that’s what this image is about. I particularly like that part of the image that’s really, that’s the best [00:20:00] right there.

[00:20:00] That’s a really good way.

[00:20:01]diane gibbs: [00:20:01] I liked that as belt is undone, it’s forget to even get dressed.

[00:20:05] Craig Heyworth: [00:20:05] It’s just hanging in there that’s just how I get in there. And then another thing that happens is as well, when you even thinking about tackling these roadblocks, as you you can all have a why, but everything’s going swimmingly, everything’s actually okay. And you tell yourself, no, he’s fine. I’ve got, my clients are doing well. I’ve got work. I should be, I feel gratitude for that. I should be happy that this is okay.

[00:20:24] I shouldn’t be pushing the boat out, et cetera. All the, then. All the analogies.  So yeah, so let’s, you’d [00:20:30] be crazy to grow a team, all of that image, so weird. Yeah, you’d be crazy to grow a team and and you’re right. You would be crazy to grow a team, but let me have a meditation on why this mess of growing the team would be would be worthwhile.

[00:20:43] Okay. I’m going to try and present it to you so well, first of all, nearly everything you appreciated was created by more than one person. There’s very few things that you interact with in life that is created by only one person.  I’m thinking what the love of another person and a piece of artwork, maybe.

[00:20:58] I don’t know. I’m sure there’s [00:21:00] more.

[00:21:00] diane gibbs: [00:21:00] Even another person was created by two people.

[00:21:02]Craig Heyworth: [00:21:02] Yeah. Yep. You should help me with the deck. There you go. Yeah, exactly. I put the road in there because I got a funny story. I was sat right here and where I am in my home office. I am in like a Bay window upstairs here. So there’s like windows behind you.

[00:21:16] And They, the road was shoddy where I live. It was like potholes and everything else. And they were relaying it and I’m sat here working. And they came in and they told the road eventually in a day, just ripped it to shreds and where this [00:21:30] massive obviously piece of equipment and then relays like all the foundation and everything else.

[00:21:34] And then reload the road in 10 days. And he got to the end of the 10 days. Am I allowed to swear? No, I shouldn’t swear. Should know.

[00:21:40] Yeah. We keep it PG ass and bitcher okay.

[00:21:43] Okay. Okay. All right, bitches. Okay. Wow.

[00:21:45] diane gibbs: [00:21:45] Okay. That one’s okay.

[00:21:47]Craig Heyworth: [00:21:47] Okay.  Yeah, and I basically, and I watched this happen right here and I got to it in the 10 days and I was like, they just load, they just, they’ve just laid a monk road right in front of you.

[00:21:59] What have you [00:22:00] done? Bitch. Sorry, is what I thought to myself, and it’s a, it’s funny with the, it that’s like an immediate, like example with lots of people, with the same goal, with the right equipment, you can do so much in so little time. And it was just, it was a, another wake up call.

[00:22:19] diane gibbs: [00:22:19] It goes back to acting too.

[00:22:20] Who wants to watch somebody? Just one person forever for two hours. Nobody.

[00:22:25] Craig Heyworth: [00:22:25] The Axiom thing. Yeah. This is you. You seen the list of people at the end of a [00:22:30] movie. It’s just, Pat’s not the best person. It’s just, there’s so many people involved. And yeah th this goes into this actually, because.

[00:22:36]I also another side of this is I’m gonna present to you that it’s a moral responsibility for you to be all that you can be okay. Now, not to get too deep here, but I believe in fighting being comfortable. And then it’s your duty for being human. And and I’ll delve into that a little bit more with what are they going to appreciate?

[00:22:54]So the idea of being all you can be and how that ties into growing a team is because I’ve always found that whenever I’ve [00:23:00] chased. Happiness. It’s always alluded me because and whenever I’ve prioritized happiness, almost it’s always alerted me because I never really know at any point when he’s going to make me truly happy and something that made me happy previously, it doesn’t necessarily make me happy again.

[00:23:16] Or, and so it’s, as we can often be. Elusive and fleeting almost. And so what I found that gives me a stronger sense of like stability and feels like more solid ground [00:23:30] as if I is a volume for meaning. And whenever I aim for meaning, it stays where it, where I think it should stay. And then I stand on it with it and it gives me happiness and it can even be through unhappy, happy times, when something bad happens, as long as you can find meaning through it, it becomes less of a tragedy. And so I’ve and so tying in meaning as opposed to happiness to a team is about that. If you build your team, you can. You can deliver [00:24:00] more to more clients. And what ends up happening is that your work becomes more meaningful because of the amount that you’re delivering.

[00:24:06]So I say strive for meaning not happiness and take on as much as responsibility as you can. I think because responsibility is the way into meaning we I’ve found through my life that I cannot. I’ve never found anything really, truly meaningful, unless it’s a massive responsibility and where anybody in anybody knows that when you, if the kids, or if they’ve truly committed to a loved one or [00:24:30] looked after a an El parents, whatever it is that, they, that is the amount of responsibility almost.

[00:24:36] Directly for me is correlated to meaning. So take on as much as much responsibility as you can, and it’s not burdensome. It’s not something to be avoided. And I’ve found that the more responsibility I’ve taken on in personal life and also work life the more meaning I’ve found in it.

[00:24:50] So I’d encourage it. And that’s how it, that’s how it ties into growing a team, because you’re able to take on much more responsibility. And and another reason for that as well as it’s, cause it’s [00:25:00] not just you’re affecting because you’re affecting all of your team, but also your family and everything.

[00:25:05] And it’s even more prevalent nowadays when you, cause you’re in the middle of a network, you’re in the middle of a literally a social network. So everything you do and say matters and and it’s, and it spreads and it can we all know, all we need to do is hear about somebody’s story and.

[00:25:21]And it lights a fire under you, or it just shows you something can be done or, and this so yeah, so it’s not just you’re affecting, if you don’t really, [00:25:30] truly push yourself. So I would encourage that. And then the final thought as well. What better thing do you have to do? That’s the question, isn’t it?

[00:25:37] What else? What else could you focus on? That is better than that. Please email me if you find something because I would love to know. Okay so say you were even contemplating the idea of taking the leap?

[00:25:47]diane gibbs: [00:25:47] No, I thought that stuff was amazing. The responsibility is the road to meaning that’s powerful.

[00:25:54]Craig Heyworth: [00:25:54] Oh, good. Great. Thank

[00:25:55] diane gibbs: [00:25:55] you.

[00:25:55]Craig Heyworth: [00:25:55] Okay, great.  Okay. Yeah. So some of the benefits that you could possibly express, [00:26:00] certainly some of the benefits that I have found is that yeah. And I’ve touched on this slightly, is that you can have a larger impact with your client’s businesses. I I was like grown Yesi.

[00:26:08] And yet he’s like a six figure agency and we we work with web applications now and that’s kinda how I started in as, just developing websites to like build is and click and drag type things. And then as it grew, and obviously the clients requires. More and more complex applications.

[00:26:27] I then brought more and more people in to be able to deliver those. [00:26:30] And and what happens is then. The amount of impact that I was having on the business was massive to them. And then they started writing me into that business. So I now own like I own, and I’m part owner of several businesses and some of which are client businesses.

[00:26:47] And  so you end up having a massive impact because what. And this isn’t in the deck. I’m just going to side note here. This what I, people, there’s a lot of talk about niching and generalizing and stuff like [00:27:00] this. And I’m a big fan of niching down for lead generation. But I’m a bigger fan of a nice niching publicly and generalizing privately, and I’m stealing that for somebody else.

[00:27:11] But because. When a client has come to me and I’ve developed that website, for example, and they go, Oh, it’d be amazing if we had like an animated video, especially five years ago when they were all the rage and and they go to, you did them. And I go yeah, we did them and they go, Oh, amazing.

[00:27:25] Let me just send you a script and then we can talk. And I was like, yep. Great. And then I [00:27:30] go off the phone, I Google how to do an automated video. And it was literally that’s  like I knew nothing about making automatic video and videos and then I’m with Google. And then, cause I knew that I’d be able to hire somebody who was an expert in that field who would be able to deliver great animated videos.

[00:27:46] And all I needed to do is connect that and bring them in. So I could deliver the project as a PR through my also. View of what the client needed, et cetera. So it wasn’t me necessarily pulling the wool over the client’s eyes and saying, Oh I, me personally can [00:28:00] do it and it’s no, we can do it, but me personally, I can definitely do it.

[00:28:03] And then just, failing miserably. It was me saying we can do it as yet. We can do it. And I would bring somebody in to be able to do it. And then through my lens and my understanding of the client’s needs and requirements, I was able to then put my what would you call it? Like quality filter on top of it.

[00:28:18] And then that was presented. And so the clients then was always happy.  Okay. So that’s your larger impacts in any client’s businesses? Another benefit is that you can be able to run several tasks, projects, businesses, all at the same time. Now [00:28:30] I do that, so I run. Yeah, T it’s like Brian strategy and experience design.

[00:28:35] And then I also run films, which is a startup for the film industry, ironically, and we’re building web application at the moment and it’s gonna be launched in January next year. So that’s the startup from running there. I’m also CTO of one of my client’s businesses, patting sharer, where they assist a company patties and that’s like price comparison website for pet insurance.

[00:28:53]We have monthly retainers with PGA. So I’m. Lots of different businesses and helping [00:29:00] lots of different ways. And I’m able, I’m only able to do that because I’ve got people who are a part of Yeti and we all work together. The other thing as well, it’s like sense of community. Are you building something of value together?

[00:29:11]This is a massive, especially right now with coronavirus and everything. It’s so lonely. You must feel that you sat there on your own building your own thing. And you only where you’re really communicating with people is online and it’s tough. It’s really tough. Whereas if you’re by building a community by building a.

[00:29:27]A company of people that are all working together, you can, [00:29:30] you have that camaraderie, you have that sort of, you show it to work each day with the same people. And it’s just it’s worth its weight in gold. That alone is worth it. Pressure is off, right? So you must feel this, like the pressure.  The pressure of doing all of the things that a business requires of you let alone the deliverables for the actual client is just massive and it’s immediately removed when you spread out and you bring more and more people and because, and everybody else, their own Avenue and your own skillset.

[00:29:56]So you have more time, more money. Ideally, if you frame [00:30:00] it right, because obviously each person’s work, you’re getting a profit from which, ultimately ends up being more freedom for you and your family. Stability in your business because you’re spreading your your chips, as you were you’re you’re not got all your eggs in one basket and let’s check an old analogy.

[00:30:13] So that’s good. Yeah, your stability of your business, if one if that animated video fast through it’s not a crumble my business. Cause it’s the only the only contracts that I’ve got and yeah, so then just responsibility, meaning.  As which we talked about, Okay, so I’m going to give you like a, I think there’s five or six points I’ve got here that kind of [00:30:30] run through how you might even begin to like, go ahead and do this gather work, right?

[00:30:34] Okay. Yeah. Just go get it. Now what I mean by that is because it is different. It’s different to the work you’re getting now. And. Because what this is how we’re going to tackle the idea that the roadblocks that people bring up of. Oh. But I ended up it takes me just as long to tell somebody how to do it as it does for me doing it, or they’re never as good as me.

[00:30:53] All of those sort of roadblocks Is how we’re going to tackle this here, because what people will do generally [00:31:00] speaking is there’ll be say they’re a logo designer then niching down and then delivering logo designs. And and they’ve got another client in and they always charge X amount for their logos or a minimum of X amount.

[00:31:12] And this client is no different. They come in and they get their quote and it’s like X amount. And then, the business owner will say, or the freelance or say. Oh, I’m going to get somebody else to do this because I want to grow my company. And then they’ll struggle to find somebody who will do it for any amount that will really create a profit.

[00:31:28]There, then [00:31:30] they don’t understand your quality of work. This new freelancer won’t understand your quality of work. One has done the client relationship you have with them, especially if they’re an ongoing client, won’t understand your workflow and your process and how you like delivering things and et cetera.

[00:31:44]What your personal preferences are with the trends of logo design at the moment. And so they’re there. Immediately at a loss or immediately at a that they’re going to lose. You’ve sat them. You’ve almost set them up to fail. Despite how good that freelancer is. So we’re going to avoid that. So what you want to do you want a quote for something that you can’t [00:32:00] deliver?

[00:32:00] And that’s what I used to do. Like the animated video quote, for something that you personally cannot deliver, you have to find somebody else to be able to deliver it for you. That’s one way to, it’s not the only way, but it’s one way to immediately remove light. 30% of all the roadblocks, because you won’t be able to deliver it.

[00:32:17]Okay. Or come up with the connect to service. So if you are selling logo design, then work with somebody to create the collateral or something like that, just connected. If you’re doing SEO services, move into implementation of that or consulting for [00:32:30] that, et cetera.

[00:32:31]Then Google had to do it, which I’ve spoken about because but call your previous and existing clients as well, call them and just say. I’m launching a, this new service. I’m just wondering if you needed it and because I’ve worked with you before you were able to bring them in and then you’ve got this new service.

[00:32:46] So that’s what I always say is that you want to get at the type of work that is something you personally cannot deliver. That isn’t because it’s the best way, or it’s the only way, but of growing a team, but it certainly removes 30, 40% of these roadblocks where you’re going to [00:33:00] go, Oh, there’s this not as good as me or et cetera.

[00:33:03]Okay. So number two is to and then find the people that can do it. So Google, the skillset that they need. So if it isn’t like the animated video thing, I didn’t even know what type of software you would do animation. And that’s how little I knew. And so you need to know that, but so researching, there’s obviously tons of jobs.

[00:33:19] So researching as if you are an animator looking for work, and you’re looking over these job positions and you finding out. Oh, this this job he is stating it needs to be done in this software and that software and [00:33:30] or these, this coding language needs to be used, et cetera, for this type of job. So your son’s learn all the lingo is done to learn the terminology and the the skill sets required.

[00:33:38]And you want to pull these job positions together and you want to share them with you, the people that, through these types of communities, because that’s another way that you can bring people in, but I’ve always found that I’ve had the best return both monetary, but also of skill via working with people through all my platforms job platforms and there’s loads of them out there.

[00:33:58] But Upwork is the main one [00:34:00] that I use personally. And it has has a great screenshot system where you’re able to see the other person work and that gets you on a lot of troubles. Again, I could do a whole deck on just how you bring people on through, at work and the complications of that, and also how to avoid the pitfalls.

[00:34:14] But that’s where you want to head. If you are thinking about bringing on other people on through a job platform, I would say try up work posted on your website, posted job, LinkedIn, online communities Because what you, this is Ty, you will also want to do is you want, okay, we’ll go into the [00:34:30] bedroom.

[00:34:30] All right. So what about that them? So when you are vetting these people, right? This, there’s a few things that you can really do to minimize your risk. And because essentially this is risky, right? You’re quoting for a job that you don’t know how to deliver, and we’ll go into quoting in a moment because in theory, this is the type of work that you want to do prior to even quoting.

[00:34:47] Okay.  So you’re going to ask these people who apply to your job role once you created it and you put it on Upwork or wherever as you want to ask them for a cover letter. One, if you are working with people abroad, which I do predominantly [00:35:00] is that you’re just testing their English, you testing the communication skills, et cetera.

[00:35:04]You want to ask them to answer several written questions and make them about the job. So obviously things like, what software would you use to create this? And have you done another job, very similar to this? Can you link me to it, et cetera, because then it requires them to write down their answers uniquely for that job role.

[00:35:19] And again, it’s a form of betting. It’s a form of you just understand because you’ll find an array of skill when it comes down to just being able to put an application together for these jobs.

[00:35:29][00:35:30] diane gibbs: [00:35:29] This is gold.

[00:35:31]Craig Heyworth: [00:35:31] Okay. And then, and of course, ask them to record a live video. Now you’ll find it. 90% of people.

[00:35:36] Don’t and that’s another. You can still hire people who don’t recall live videos. But those that do a really firm like confident with jumping on video and jumping, and their English is obviously they’re very comfortable with their English. So this is another way to get over any complications when you’re hiring abroad, et cetera, but also loom video.

[00:35:56] If you’re not hiring abroad, if you’re in Britain, you’re hiring in [00:36:00] American or Australian or Canadian, et cetera, or vice versa, is that a. Get it, getting people to do a loom video can really show you a lot about the personality. Can also just show you where they are and what’s the equipment that they have, et cetera.

[00:36:13] So it’s it’s really important, but  always jump on a video call with them. Don’t hire, do not hire, unless you’ve jumped on a video call with them again, for all the reasons it’s about vetting them, it’s about investing them. So they’re just some of the things that again, will get you away from some of these roadblocks.

[00:36:27] This is probably one of the more [00:36:30] interesting parts of this is that. How do you create a safety net? Because I would imagine a lot of the questions that people are having right now, or things like, but what if the freelancer screws me or, what FM what if they there’s just no profit or et cetera.

[00:36:44]This is how you would, this is how I’ve found that I’ve been able to avoid those pitfalls. And and even when the, you can say crap, the crap has hit the fan, right? You still have plenty of resources to correct it, and this is how I’ve done it. So when [00:37:00] you get these people applying, right?

[00:37:03] So I’ll go from here. When you got these people at applying Set it by project, not by hour, I hire hourly now. But if you do it by project, then it immediately caps. You know that if you say, Oh, okay. The budget is 1500 bucks for X, Y, and Z to be done. Then one you’re up front with the budget. People can then apply and know the costs and and they agreed to that a month if by this point, which from from my advice, you, she [00:37:30] wouldn’t know how much to charge.

[00:37:31]Then you ask them in one of your questions, you say, how much would it cost for this? And without putting any budget, And they all come back and you can get an average figure and say, the average figure is 2000 for this animated video, that people are coming back. And then you know, that.

[00:37:46]You want to quote the client at least three times more than that cost. So if you charge, so you’ve got to charge at least six grand and that’s another great thing. It’s because people would be like three times more than it costs. Like [00:38:00] they could go and hide it freelance to themselves and do it. Yeah.

[00:38:02] That’s great. Yeah, not that they’re hiring your quality lens, they’re hiring your sort of professional infrastructure and everything else that you’re developing and yeah. They’ve got a working relationship, especially if it’s a previous client like a recommended and selling an an extended service is that they are familiar with your work and that’s worth the money.

[00:38:22]Because as even tackling this, trying to find somebody can be difficult. And I find, and I’ve even almost worked as a recruitment [00:38:30] agency for some of my clients because of I need someone who specializes in Salesforce and I’m like, that’s not something we can do. But I can, set you up with some people and then I’ve done that and for like on a commission basis.

[00:38:42]So anyway, so is that you want to yeah, definitely getting them to quote for the projects and you’ve kept 10 of at a maximum, it will cost. So if you don’t charge the client three times more, you could pay the client. You could pay the freelancer, the full two grand he could deliver, she could deliver nothing.

[00:38:57] Nothing to you. And you [00:39:00] still got this. You’ve got an opportunity to do the exact same again before you’re even into your last year. And if a profit or you, what you would pay yourself for example. And that’s another thing is you want to quote the client three times long enough to take, so you ask them how long is it gonna take the freelancer stays at two weeks?

[00:39:17] You think? That’s probably more like three weeks for them. Because they, all, everybody always thinks they can do it quicker than they actually can. So you say, you think, okay, it’s two to three weeks. I’m going to go at least six weeks to the to the clients. [00:39:30] And I’ve found that actually through my experience, a lot of clients that I’ve worked with don’t.

[00:39:36]Oh, perfectly happy, not setting a specific deadline. The only ones that really require a specific deadline are ones that have gone. Oh, we’ve got a whole marketing angle here. That’s campaign. That’s going to be launching on the first and we need that animated video for it. For example, if it’s to do with the animated video.

[00:39:56] And so this is the old client there, but then you can always, then it [00:40:00] justifies a mock-up, it justifies everything else. So you can because they’ve got a set deadline that you have to deliver by. So when you’re working with these freelances for the first time, I would encourage you to not commit to a job that has that type of deadline.

[00:40:14] And they’re far and few between I found the final few between, so don’t commit to that. Find these types of clients that are like, Oh, it’d be great if we can get it done in this amount of time. And you’re like it’s been around six to eight weeks, but I’ll keep your data. And obviously you’ll see a version before then.

[00:40:27]I’ll let you know. Keep it really open-ended, but always [00:40:30] quotes three times longer again, just because everything can fail. You can find a new freelance to bring them in and get an another two weeks out then 50% upfront from the client, obviously. You’re probably all doing that already and then pay freelancer in escrow.

[00:40:42] So you not even paid you freelance and you would only pay 50% at most upfront to the freelancer in escrow. So they know you’re good for it. They can begin. And you can see like a first draft of their work before you’re even release it. Any money that’s protected me numerous times. Okay. So that’s your safety net?

[00:40:58]Split the work. So when it comes [00:41:00] down to the to the work that you spec for both from the client and, but also for the freelancers, you’ve got to get really crystal clear deliverables, clear expectations, clear deadlines, do your research.  Yeah. I don’t know how to expand on any of those Israeli, but they’ve just got to be really crystal clear.

[00:41:16]Especially if you’re working with people who are English as a second language, et cetera. Because the literal meaning can scare a lot of things. So be very clear on what you are looking for. And then the management of there. So this is [00:41:30] what you touched upon. And we’ll talk about this after this, because this is the last slide, basically with regards to how do you keep a team and keep them motivated and acute and working for you and not moving to other jobs, et cetera.

[00:41:42]But yeah, obviously log everything on your task manager. So you’ve got a record of everything that was done and when it was done, et cetera, communication app of choice, whether it be Slack, et cetera show up for work every day. So every morning, I’m like good morning team. How’s everyone going show up because it’s you’ll be surprised how that routine is.

[00:41:59] Is [00:42:00] worth a lot. And ask about more than just work. Like I ask about the kids and I know when their birthdays are and it’s all of that sort of stuff. That really matters because. Cause then when they, when something happens, which are like, life gets in the way, which ultimately does it always does for everybody.

[00:42:16] And they go, Oh my goodness my wife’s just been something or something’s happened to my wife. I’ve been fired from work or whatever. And can I take the day off? I’m like, of course, go while I’m, because I’ve built in enough buffer [00:42:30] and Ali angles for that to be fine. But then also. That comfortable with discussing that with me, because I know they’ve got family and everything else and then that’s an immediate it’s, it immediately shows why my real values are, it’s not about the work.

[00:42:44] It’s not about the hidden deliverables. I’ll sort out the client, I’ll let them know if something’s going to be delayed, et cetera.  The team has gotta be the focus. Like the team has gotta be the your main priority, not the client. Almost it’s gotta be that it’s gotta be down to the [00:43:00] solidarity of the team because you’ll find clients that want to work with that solid.

[00:43:04] That’s a solid team, congratulate stupid, but congratulate them on their efforts. You’ll be surprised how many people just don’t congratulate people. Don’t say thank you. Don’t you know don’t give a you must know this. When you present something to a client, it all, it tasted them to go.

[00:43:20] Oh, my God, this is amazing. And you go, huh? It’s amazing. It’s amazing. And it just lights you up and then you, can’t you dancing for the rest of the day. That’s all it [00:43:30] takes. That’s all it takes. And it’s not a case of being insincere. It’s about finding the opportunities where you can genuinely congratulate them.

[00:43:38] And I do all the time with my team. It’s even things because now, like they’ll. We’ll have a deadline and I’ll say, is there any chance you can work later? And they’re like, yeah, of course I love working late and because they so funny. And then at the end of the day, I’m like, listen, I just want to say it really appreciate you working this late, and they’re like, no, honestly, it’s no problem. I like good work today. And [00:44:00] then you just know, I just know the feeling. I know that I know what it feels like on the other end, when you have a quote unquote, a boss, somebody who’s managing you to really thank you for your efforts on a day-to-day basis.

[00:44:12] And that’s gotta be a massive reason why people are I’ve not lost a team member.  Give precise feedback and quickly never let people sit on work. Always give precise feedback, obviously sandwich, bad feedback,  with good feedback, et cetera, the, the the journey there and then give bonuses and wage increases.

[00:44:29] So that’s another, [00:44:30] like I’ve had people that worked for me for years and I always, I know that ultimately that’s That money is West less than half a year.  So ultimately they’ve gotta be paid more over year. And ultimately by doing that right by increasing my wages to my team, it only forces me to increase my prices when my clients and that only, makes me  just follow the trends of of the industry as opposed to end up stuck on the same with the same client for five years on the same way as you charged them five years ago.

[00:44:56] Yep. There you go. All right. And then there’s a nice [00:45:00] egotistical picture of me in my modeling days. Lovely. So I hope this helps keep in touch, download this deck there at your team and you can follow me and follow my company if you wish. And now that I must’ve on social at all, but yeah, feel free.

[00:45:13] And if you want to email me about anything, any questions about this at all? Just email me on this email here. Awesome. Okay.

[00:45:20]diane gibbs: [00:45:20] Okay. So that was

[00:45:22]Craig Heyworth: [00:45:22] mommy’s David Bowie. I’ve been called everybody a lot actually. I’ve had women like run across the street when I used to wear my leather jacket and they [00:45:30] grabbed me by the face and be like, Oh, Yeah.

[00:45:31]Okay. So yeah, I’ve heard that about that a lot.

[00:45:34]diane gibbs: [00:45:34] Okay. So I just want so

[00:45:36]Craig Heyworth: [00:45:36] sorry. I just chucked it all out there. Yeah. Did he did?

[00:45:39] diane gibbs: [00:45:39] It was great. And we have three minutes left.

[00:45:42]Craig Heyworth: [00:45:42] Oh no, you did

[00:45:43] diane gibbs: [00:45:43] so good. It was tough. It’s really we need a part

[00:45:47] Craig Heyworth: [00:45:47] two. For

[00:45:47] diane gibbs: [00:45:47] sure, but we’re going to have you at camp and I think we need to dig in to this, for sure.

[00:45:51] It looked docs like you crushed it. A lot of people in the chat. So thinking about, so I want to two things before I let you go, one is [00:46:00] the whole Upwork thing. Okay.  There, some people would be like, Oh, that’s you’re taking advantage of people, but it really can be advantageous for both you as the employer and for them, because.

[00:46:12] It you’re going to pay them.  Hopefully they’re charging what they think it is worth and not.

[00:46:18] Craig Heyworth: [00:46:18] Yeah if the, if there is anybody thinking, Oh, there’s I don’t know where that necessarily comes from. The idea that you could be taken advantage of somebody. I suppose the only way is if you think on a literal basis, that’s.

[00:46:30] [00:46:29] What you’re paying them. You wouldn’t pay somebody in your country or something, but it’s, it’s surprising when you Google how much the average person ends in that country. I pay great wages for, in comparison to that. And some of my folks are around $20 an hour, I could find people in the UK who would be willing to wait for that for, in the same line of work.

[00:46:48] And it doesn’t mean you want to pay them you charge your clients. Correctly. And then, it’s only a problem. If you charge your clients as if it’s just you doing the work and therefore [00:47:00] you usually underprice yourself, we all know that imposter syndrome and everything else.

[00:47:03] So you will, underprice yourself, your charge to clients, what you think you’re worth, and then try to find somebody else to do it. Won’t be able to find, not find anybody and then have to pay $4 an hour for them. And the, maybe a potential chance that you are taken advantage in that. But even then, For people for $4 now you’ll be able to find countries where that transfer rate works for them.

[00:47:25] You’re going to get a much better skill set if you have more budget, but [00:47:30] but yeah that’s on us to make sure that we charge our clients correctly. So

[00:47:33] diane gibbs: [00:47:33] the other thing is. Is that you have gotten you have created a team. So then they are, they’re willing to just like any team there.

[00:47:42] They’re very thankful because you are providing multiple opportunities for them. Not just one opportunity every six months, because again You have a neat way of doing it? I had never even thought about saying, Hey, I have this new skill set to my clients, my existing clients, and saying, would this [00:48:00] be interesting to you?

[00:48:00] Because now you’re actually getting work for that person. You’re also making them understand that you value what they do. You value how you worked with them, and you’re going to try to find them more work also,

[00:48:11] Craig Heyworth: [00:48:11] right. Yeah. Yeah. It’s funny because with coronavirus, there was there was a situation where clients were paying me less because of coronavirus, et cetera.

[00:48:22] And and it could, I obviously, a protected state where in theory, I just not have my team work. Because I’ve [00:48:30] no contractual obligation from an employee standpoint, et cetera. But but of course I know that the entire infrastructure that I’ve built falls apart, unless I keep them.

[00:48:40] So I reduce my wage, I kept them use the money that was in the company and I kept them working at full capacity and And that’s what sometimes you have to do to keep that. Do you know what I mean? That team together and now what’s ended up happening is that I’ve ended up  there’s a job I’m in like 10 [00:49:00] to four at the moment, which is worth hundreds of thousands of dollars and a per annum.

[00:49:05] And I can only deliver that. Because I have the team to be able to deliver it. I’m only even do you know what I mean on the table? Because I have the team to be able to deliver that. And if I lost all my team during COVID, then I’m back to, four grand per project type gigs. And that’s the other thing is that when you just got to prioritize a team, you got to prioritize the team because  it’s, it means that you can just, you can deliver so much more value to you, to your clients. [00:49:30]


[00:49:31] diane gibbs: [00:49:31] there’s a book Simon Sinek wrote called leaders eat last. And that is the epitome. What you’re explaining is that you sacrifice to make sure that they had food on their table and that they were still getting paid. And that’s what you have to do. And it wasn’t easy. This hasn’t been easy, but.

[00:49:48]You had enough, you don’t just spend everything you make every month. You are putting things away. You’re saving, you’re being good with your money, but you’re also, I love that you are [00:50:00] celebrating just like back on stage when you were. Really 14. You liked the applause at the end, right? And now you know that if somebody else is being the actor, somebody else is doing the development or somebody else, just how much that meant to you to be appreciated.

[00:50:18] You also are giving them the applause, right? You’re saying, Oh my goodness, this was great. And I just love that you’re encouraging to them. But I also love that it’s this becomes a family. And you do [00:50:30] your friends. You’re not, they’re not just contractors. I believe if we all would just make more friends every week, then we would be better off.

[00:50:39] And it’s not about transactional. Like I give you this, you give me this. You’re giving more because you want. You want more for them and you want more for you cause you like to have extra responsibility cause you’re in it for meaning. I just love it. This was super

[00:50:55] Craig Heyworth: [00:50:55] good. Great, good. I hope it was a value and yeah, if you want to download that deck, obviously [00:51:00] you can do  feel free and yeah.

[00:51:02] And any questions like yeah, definitely a fight in my way. I’ll be.

[00:51:06]diane gibbs: [00:51:06] So Melinda said so valuable, she’s already downloaded that. Doc says it allow working, doing things, giving things, having other people on his team has allowed him to take care of them as well as and I think that is it’s really joyful to be able to know that you’re part of somebody’s success.

[00:51:25] I know that my friend, Dustin, he’ll say. When somebody comes up to him and says, Oh [00:51:30] my gosh, I bought your brushes. He like whips out his phone and he’s look, you paid for my kids.

[00:51:34]I think that’s such a, he just makes it so that it’s and I think you’re like that too. Like you’re, it’s, you’re part of their success and they’re part of your success. I just think it’s a really beautiful story and

[00:51:45]Craig Heyworth: [00:51:45] I think you’re super smart.

[00:51:47]diane gibbs: [00:51:47] All right. I want to make sure everybody knows how to get in touch with you.

[00:51:50] And.  At some point, this is a very meaty thing. We’re just touching on it. We’re going to touch on it a little bit more at camp, but is this maybe something you’re going to create a [00:52:00] course for? Or are you just trying to see if this is there’s interest in there? And if people really want to understand how to do this.

[00:52:07]Craig Heyworth: [00:52:07] Yeah I thought about the possibility of creating a group of also what I want to provide value because, if anybody asked me, this is what I came to the realization recently is if anybody asks me, Oh, how did you create a company and then  working with these type of clients, et cetera.

[00:52:21] I was going to say, Oh, I just Googled it. That was, that’s the only way to go to, I just Google it, everything zag, you just need to learn it. That’s it. Somebody else has already put in the effort and [00:52:30] explained how to do it. And then it hit me is that I’ve never. Ever pretty much given back into the ecosystem I’ve only ever taken.

[00:52:38] So I’ve only ever learnt and then I’ve never really provided any value back into it. I’ve certainly give them recommendations. I’ve obviously helped my clients, but I’ve never given back into the ecosystem. So I’ve no immediate desire to. Like an, a, an, a fast book on creating a course necessarily.

[00:52:56]I’ve got a lot of work on with the clients and and that’s where my focus is, but [00:53:00] I do want to take this as an opportunity. So you asking me to be on the podcast today. To give as much value as I can. So if there is anybody that is like, Oh, I really desperately need to grow a team.

[00:53:11] Or I do believe that’s my way to solve X, Y, and Z, then reach out to me. I’ll help in any way I can we can jump on a call as well, but also if there are enough people that I that’s. Do want me to get the whole process down and some sort of video course, then I’ll carve out time. I’ll try and work out [00:53:30] how much that ends up costing me.

[00:53:31] And then I’ll split it across how many, I think it would cost. And then just to cover my my time. But ultimately, yeah, I just want to, anywhere that I can save and sign me

[00:53:40] diane gibbs: [00:53:40] up. I’m number one.

[00:53:41]Craig Heyworth: [00:53:41] I

[00:53:41] diane gibbs: [00:53:41] really want to know how to do this because I think it’s it’s. It is those your cans?

[00:53:46] I can’t, I there’s a whole section just on communication that I’ve realized. I’m like, Oh man, I got to work on this. Like it it’s very painful to me and I think I just need to harness my inner Craig and [00:54:00] get it so that I can do this. But it. I’m really thankful that you think it’s easy. But I think there’s a lot, there’s a lot of support in that,

[00:54:09] Craig Heyworth: [00:54:09] that you,  I never really delved into the communication much on the deck and stuff.

[00:54:13] Obviously there’s only so much I can deliver, but yeah, I yeah. Reach out and yeah, definitely. I’ll I’ll anyway, I can help.

[00:54:19]diane gibbs: [00:54:19] All right. So the best way to, if they go to Yeti inc. So it’s two eyes people. If

[00:54:26] Craig Heyworth: [00:54:26] you’ve got a sneaky eye in there. So it’s Yeti [00:54:30] and then you can go for slash bell builds your team or the links to stay actually in the in the chats.

[00:54:35] So just go there, you can download it. And it’s got my on that page, actually. It’s got my when you download the guide or whatever, it’s a, it can tell, it tells you my Instagram and stuff like that, but also my email address, which is seeker, Heyworth or Creek at Yeti inc. Com. Okay.

[00:54:48] diane gibbs: [00:54:48] All right. So those things will be underneath if you guys want to get in touch with him, or if you’re listening on iTunes.

[00:54:55]Craig C R a I G at Yeti, inc.

[00:55:00] [00:55:00] Craig Heyworth: [00:55:00] Com like easy.

[00:55:01]diane gibbs: [00:55:01] Okay. I’m just excited. I’m thank you so much. Your deck was awesome by the way, just so you know, and. I just appreciate it. And I’m excited that he’ll be first at camp. Not maybe the first person, but he was the first person that said yes. So I’m very excited about that.

[00:55:16] I really didn’t get any of the questions because some of them were covered in your deck.  When’s camp, I think next year, Melinda. Thanks for asking. I think I’m going to do, I think it was a little too close to the end of It was too close to school [00:55:30] for me. The it’ll be, I think June 13th through July 17th, it’ll still be a five week period. But. Anyway, adjusting a little bit. Don’t worry. We’re going to have a little campfire chat reunion sometime

[00:55:44] so don’t worry. It’s coming. I’m just still catching up. But thanks for asking Melinda. Okay. Next week is a rapid recharge. I’m going to teach a little bit of something that I’m going to do a workshop with my friend Kostas in December, that hopefully you [00:56:00] guys are interested. It’s like a mini camp.

[00:56:02] So Craig, thank you so much for coming back and we have another hurricane, so I’m so thankful the hurricane is like coming on Friday and not today. Cause that would have been terrible. It would have been like. What’s up, right?

[00:56:13] Craig Heyworth: [00:56:13] Somebody doesn’t like me.

[00:56:14] diane gibbs: [00:56:14] I don’t  know.

[00:56:15] I hope you guys will tune in next week. And I know if you’re listening on iTunes, you probably are just getting, or wherever you get your podcast, you’re just getting inundated with all these But design recharge episodes because I’ve been overwhelmed and I haven’t gotten up. So I [00:56:30] will thank everybody who comes live.

[00:56:31] It is getting done. I am getting a new system, a system in place with other people. So I am trying to do my best to scale as well. So it’s just growing pains, right? It’s just growing pains,

[00:56:43]Craig. Thank you. Thank you so much.

13:31:29 From Maura McDonald : What city, state?
13:32:01 From Maura McDonald : Happy Birthday Mom
13:32:23 From Jamie Bridle To All Panelists : Happy Birthday to Diane’s Mom! 🙂
13:33:58 From diane gibbs : Thanks Jamie
13:34:13 From Amy Lyons : I used to live in L.A.
13:34:25 From diane gibbs : Hey Jacob!!! Also in NC
13:34:48 From Amy Lyons : NC has lots of DR fans
13:34:52 From diane gibbs : Thanks for coming Melinda
13:35:50 From Doc Reed : I love it. I was wonder if that is what the sign behind you said.
13:36:08 From diane gibbs : Yes doc it is! 🙂
13:36:55 From diane gibbs : Hey Emma!!!!!
13:37:04 From diane gibbs : Showing up from south africa
13:37:34 From emma weise To All Panelists : hey!
13:37:57 From diane gibbs : Hey Hannah coming in from Washington DC
13:38:12 From hannah.schick : Hello everyone! 🙂
13:38:17 From diane gibbs : Hey Rafi!!! Coming in from Maine
13:38:47 From Doc Reed : or just being a redhead
13:38:54 From diane gibbs : Right doc
13:39:34 From Rafi Hopkins To All Panelists : Hi Diane, Craig & Design Recharge people!
13:39:57 From diane gibbs : Hey Dylan coming in from Columbus Ohio!!!
13:40:18 From Dylan Menges To All Panelists : Hi friends!
13:41:16 From diane gibbs : Hey KADY coming in from Nevada, right?
13:41:31 From Doc Reed : I love it. We called all our kids Sasquatch, Yeti, BigFoot and Abominable when they were in utero.
13:41:41 From Kady Sandel To All Panelists : Texas 🙂 I used to be in Nevada
13:41:57 From diane gibbs : Make sure your to says: to all panelists and attendees
13:42:03 From diane gibbs : Texas!! ok
13:47:23 From diane gibbs : Hey Jen!!! Coming in from Mobile!!!
13:47:40 From Doc Reed :
13:47:45 From diane gibbs : Thank you Doc
13:47:49 From Doc Reed : Amy Cuddy’s Ted Talk
13:48:08 From Melinda Livsey To All Panelists : I love that idea: you don’t have a cap cause you’re bringing in more people
13:48:43 From Doc Reed : That’s is a really great comparison
13:49:57 From diane gibbs : Hey Dave!! Coming in from Vancouver
13:50:03 From David Ko : hey!
13:50:22 From emma weise To All Panelists : hey hey!!!
13:50:47 From diane gibbs :
13:52:45 From David Ko : avocational. Adding that to my vocab
13:52:51 From David Ko : Non- vocational
13:53:25 From fabio : avocado aficionado
13:55:25 From fabio : sorry guys I’ll be jumping in and out of here
13:55:38 From Paul Nylander : yes: revenue doesn’t equal profit anymore with employees.
13:56:15 From Jamie Bridle To All Panelists : Sheeeed!
13:56:54 From David Ko : Depending on your industry Paul N, revenue almost never directly equals profit.
13:57:18 From David Ko : And hey Paul! Long time!
13:57:38 From Doc Reed : BAZINGA
13:58:31 From Amy Lyons : lol
13:58:39 From David Ko : hahah
13:58:50 From Jacob Fremderman : I don’t think I’ve ever heard you swear Dianne
13:59:04 From David Ko : That’s the most potty mouthed I’ve heard Diane. 😂
13:59:04 From Doc Reed : Mother Father!
13:59:42 From Doc Reed : “You caught me monologue again”
13:59:49 From diane gibbs : Usually I stick to boogers snot
14:00:56 From diane gibbs : Love this! Aim to find meaning
14:01:26 From Dylan Menges : “Bazinga”… lol. Love that word, Doc
14:03:57 From David Ko : That is good. Responsbility – Meaning correlation
14:05:29 From diane gibbs : Hey Ara!!!!
14:05:38 From diane gibbs : Hey Gin!!
14:05:49 From Doc Reed : this is actually how I started employing other people to do what I couldnt
14:05:52 From Paul Nylander To All Panelists : Love to hear that!
14:05:58 From diane gibbs : I know!!!
14:11:29 From Ara Agopian To All Panelists : hi!!
14:16:26 From Doc Reed : What red flags in the vetting process have you come across?
14:16:45 From Jamie Bridle To All Panelists : Ass and Bitch… No crap please!
14:17:06 From diane gibbs : Ha ha Jamie
14:17:09 From diane gibbs : LOL
14:17:35 From Rafi Hopkins : Craig, your presentation has been super informative & helpful. Thank you! I have to jump to a meeting but I will certainly be revisiting this when the podcast episode drops. Thanks again!
14:17:46 From diane gibbs : Thank you Rafi!!!
14:18:08 From Mat : yeah that wouldn’t work in the screen print business
14:18:19 From Mat : charging three times the amount
14:19:32 From Doc Reed : Preach
14:19:40 From diane gibbs : I know!! AMEN!
14:19:43 From Paul Nylander To All Panelists : I love the idea of putting a value on my quality stamp (and project management). But I’m with @Mat, 3x seems tough for anyone shopping around.
14:20:15 From diane gibbs : Paul your to says all panelists
14:20:21 From diane gibbs : Paul wrote: I love the idea of putting a value on my quality stamp (and project management). But I’m with @Mat, 3x seems tough for anyone shopping around.
14:20:58 From Mat : some industries require tight turnaround and cheaper pricing
14:21:03 From Dylan Menges : No pants-on-fire clients. EVER.
14:21:12 From Paul Nylander To All Panelists : Oops. When I switched devices.
14:21:19 From diane gibbs : What do you mean Dylan
14:21:27 From diane gibbs : No worries paul
14:21:52 From Paul Nylander : Clear specs… *that* could be a whole training course, too!
14:22:12 From diane gibbs : YES
14:22:33 From Dylan Menges : By pants-on-fire, I mean rush jobs. They rarely, if ever, are worth the trouble. Even if the client pays for the rush.
14:22:47 From diane gibbs : Oh yes so true Dylan
14:23:18 From David Ko : This is why he taps into the service markets like upwork. You can find inexpensive artists on there.
14:24:20 From Doc Reed : Life happening is a real thing. Had to push pause with a client on a large project and pushed the delivery back almost 2 months.
14:24:43 From Paul Nylander : Upwork is a bitter pill, though—I see it as a part of the incessant drive to lower, lower prices.
14:25:15 From Paul Nylander : But flipping that to be on the other side of the table… interesting.
14:25:33 From David Ko : Not advising working for upward, but it can come in handy for some things and can be mutually beneficial as an employer.
14:25:40 From David Ko : Upwork
14:26:24 From diane gibbs : I love the idea of putting a value on my quality stamp (and project management). But I’m with @Mat, 3x seems tough for anyone shopping around.
14:26:32 From diane gibbs :
14:26:33 From Jamie Bridle To All Panelists : The next James Bond!? Just saying…
14:26:41 From Doc Reed : James Bond meets David Bowie
14:26:50 From Paul Nylander : Yes!
14:26:53 From Doc Reed : lol
14:26:57 From Jamie Bridle To All Panelists : Skills dude! Power to you!
14:26:59 From Melinda Livsey To All Panelists : AMAZING job Craig!!!
14:27:17 From Doc Reed : Crushed it
14:27:27 From Dylan Menges : Thanks, Craig and Diane. Good stuff!
14:27:42 From Melinda Livsey To All Panelists : I love the page you made to download the deck to this presentation. Well done sir!!!
14:27:46 From David Ko : 3x is reasonable.
14:28:43 From Doc Reed : It also has allowed me to take care of them as well from time to time as well.
14:33:25 From Melinda Livsey To All Panelists : So valuable! Thank you both.
14:34:57 From diane gibbs :
14:38:08 From fabio : argh – sorry I missed this today I’ll def check it out later
14:38:15 From fabio : I was looking forward to it
14:38:35 From Melinda Livsey To All Panelists : When’s camp?!

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