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Radio show date 01-16-2021

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John C. Morley You Have To Be Open In Your Entrepreneurial Journey To Success


Tracy Brinkmann: Why does your success have to first start in your mind? Stay tuned and find out. Okay, here's the question. How are we dark horses? You know, the ones everyone is betting against the ones they don't expect to win a place or even show on the track. And they'll even laugh at us when we talk about trying. How do we show the world our greatness and triumph? Come on? Well, that's the question. And this podcast will give you the answers. This is the Dark Horse entrepreneur. My name is Tracy Brinkmann. What is up What is up? What the heck is up my dark horse, friends and family. Welcome back to your weekly dose of strengthening your mindset learning. I'm good Darkhorse host Tracy Brinkmann. And you will know that my friend is infinitely more important. You are a driven entrepreneur or one in the making. Either way, you're here because you're ready to start, restart kickstart, adjust, start leveling up with some great marketing business or personal tips and results in order to build that beautiful business of yours into that Empire. It absolutely deserves to be man, we're going to come at you with another big episode today, as John Morley shares so many amazing tips and thoughts about how to get your internals lined up to make getting those business ventures lined up a whole lot easier. Plus, I'm going to let you in on next week's interview episode guest who is not only an entrepreneur, but a drummer and one of my favorite bands. And Nope, it's not a kiss. But as per usual, the Dark Horse corrals are chock full of personal business and marketing old spilling from every corner of the Dark Horse entrepreneur HQ. So let's get to the starting gates and go What is up my dark horse, friends and family. Today's guest is John Morley. Now John started his first company just about 30 some odd years ago. And as a passionate serial entrepreneur, he didn't stop there. He later went on to build his own marketing and full print publication Center. Today, he gets people more quality connections on LinkedIn by telling their stories in a unique way. JOHN is also the president of the Franklin Lynx Chamber of Commerce. And he also serves as an emergency responder, John, welcome to the Dark Horse entrepreneur, man. 


John C. Morley: Thank you very much for having me, Tracy, it's a pleasure to be here.


Tracy Brinkmann: Oh, absolutely. So the first thing I like to do when I have folks on is really just kind of step back from the mic, shut up my rambling mouth and let you tell your story of entrepreneurship, you know, the good, the bad, the ugly, the the road that you kind of went through that brings you to where you are today, and why you love doing what you do so much?


John C. Morley: That's an excellent question. So I will tell you this, my road is still continuing. I mean, as long as we're alive, I think the journey of an entrepreneur person is always steering, adjusting, and wanting to become better than you are currently. So it's always a journey. And it's never about the end. It's about the process. Yeah, but one of the biggest lessons I have to share with you, Tracy, is something that I only learned to be honest with you only about a year or two ago, oh, even though I've been doing this a long time, the first few years, you're in business, you kind of understand what you're doing. But you really don't understand business. You just understand what you need to do, let's say, Take care of your clients. But you don't understand the business, the process, the connections, it's just not all there unless you're getting a degree in marketing. And I didn't have an engineering degree, and then also a Bachelor's in education. So I didn't quite understand all that. But one of the things that always seems to, I guess, catch my attention is wondering what other people thought that was a concern of mine in the very beginning. And I guess I don't know if I was looking for approval or whatever it was, but I was always trying to please people, maybe please them too much, actually. And about, like I said a few years ago, there was a gentleman who invited me to his office. And he actually asked me a question. He says, john, you know, buddy, what are you going to give up? I mean, I've been doing this so long, what are you going to give up? And this was about something I was working on a specific project. And I said to him, you know, I'm not really sure. Can you give me a minute, and I'll let you know the date and time we're going to give up. And he just kind of sat back in his chair. And I said, without saying his name. I said, Well, I know what I'm going to give up. Oh, and he gets all like, you know, just chess really happy because I'm giving up because I guess I was a threat to him. I don't know. I said, I'm going to give up sir. When a little baby boy or a little baby girl tells their parents that they don't want to walk anymore or try to walk and he puts his fingers by his mouth and kind of strokes it like he's giving it a discernment. And he looks at me and he says, When is that? And I said well, you're in it. intelligent man. When was the last time that ever happened to you? He looked at the ceiling. And he said, Never. And I said, exactly narrowed. I knew you were that intelligent man. He says, You know what, you're arrogant, and I'll get out of my office. And that's when I realized, Tracy, that when you try to please everyone in your life, I'm not saying to be nasty, when everybody is in love with everything you're doing, guess what? You're not bringing your A game. And if you're not bringing your A game, well, then you need to step it up. Because you see people get a little bit, I guess, insecure, that maybe you're getting ahead of them. And I always say to people that you know, you have the right to do whatever you want in life without harming yourself without discriminating against someone, obviously be competitive, but you have no right to put someone down or to harm anyone physically, as long as you don't do anything like that. 


That's the spirit of entrepreneurship. That's the spirit of being a business owner. That's not playing games. That's not playing politics. That's just business. Yeah. And when somebody comes back to me and says, Oh, well, John, you don't like me, I said, all due respect. I said, this has nothing to do about our friendship. I said, it's just business. And we're like, Wow, so that's what I learned, Tracy is that I need to always be bringing my AIG and I look for people to challenge me, because when they don't challenge me, I'm not really being as creative as I can be. Now, I don't reveal my game plan to everyone on day one. But when they find out I'm doing, I just come back and say yes. And then they're like, Well, why did you do that? And my result, the dancer says, Well, why not? It's like, they want it to think of it first. And they want it to take credit. And I always believe you have to give credit to whoever deserves the credit. You shouldn't be stealing it for yourself. And that's what I've learned that when you're in business, there's a lot of people that you can learn from Brian Tracy, Jim Rohn. And there's a host of others that I have followed and still follow today. Another one was Dr. Wayne Dyer. Yep. And you probably mean a Claude Brister Meyer Meyer, and the magic of believing. So I'm very passionate about setting my goals, Tracy. And what I also learned was that when I was in college, I used to go home every week and help my parents because they were in a business. So I kind of grew up at a very young age. In my freshman year, sophomore year, junior year, I was coming home every week to help manage and run my parents dry cleaning plant. Okay. Now that was an interesting thing. Because I didn't know anything about business. I was learning how to count the money. I was learning how to hire people. I was learning how to fire people. I was learning how to manage people at a very young age, when a lot of my friends were going out hanging out and doing stuff, not that I didn't do that. But my focus was business. I'm like, Well, I have to get the work done first, or we had a busy day, and they didn't understand responsibilities. So I learned responsibility. Tracy at a very young age, which I think is a great thing. Sure. When I did these things, and was at college, somebody said to me, john, would you stay this weekend is why you should go home. Well, we have a famous speaker, James J. Mapes. Okay, who's he? Well, he's a well known stage hypnosis person. Okay, well, we're paying him $40,000. Okay, so what do you want from me? Well, you're on Council. And we want you to make sure Hey, so we have two checks, one for 20,000, you could sign and another one for when he's finished, when he starts giving the first one. At the end, given the second one, he was only on for an hour and a half, two hours, he made a few dollars on our performance. And our auditorium only had about 500 to 600 students, and we could have held probably close to 1500. Our school was like a suitcase school. Everybody went home on the weekends. Okay. And so the gentleman comes into the auditorium, and I meet him. And I said, Look, I've done my research on and I said, No funny games, I hold not only your first check, but your last check. I said, If I get pulled up on stage, if I get made to look like an idiot, if you do anything to me, any kind of problems, this second check, you're not getting it. Here's your first check. I said, so just keep that in your mind while you're doing your performance if you want to get fully paid, because you will not get paid. And so he walked away and started to show and he was a gentleman. And then I saw how he humiliated all these other people. Because the first thing he says, anyone who is at one of my shows of the past, he took a lemon and he reached up, he squeezed it and he said you all know what you're supposed to do. When I squeezed this lemon. About 15 people ran up on stage. Now these 15 people I didn't know were from another university not too far from ours. He already had done a presentation and who knows if he brought them I don't know. But all I know is that they look like idiots on stage. And were basically doing whatever he wanted. And then I realized that after this whole thing ended, I bought his book. 


Then I took the Silva  Method and I learned there had to be more to our life in our mind to control our destiny. I Took the Silva method, I still remember to this day I had a coupon. So I saved 100 $200 and paid this fee. And the fee was good for life. So if you ever had a problem with a question, they would help you. And you can take the course as many times as you want. So that was good. And I took the course several times each time I took it, I learned a little more, I learned that the mind is very powerful. Then I also learned as you know, trying to achieve goals, being an entrepreneur, at that time, not a serial entrepreneur, more of just an entrepreneur, I would say that there was a challenge. And I didn't really know where I wanted to go. But I knew that I had to get someone that could help me get there. So I hired some people to help program my mind. But then I realized, why am I doing this? Why am I getting them to program my mind? Why don't I program my own mind? So a few years later, I decided to get certified in hypnosis, not for any other reason than to help myself achieve goals. Sure. And so then I started making my own mind programs. I remember when the very first wasn't an iPod at that time, it was a small mini device, and I think at the time it was under $100. Yeah, and it was kind of like a knockoff brand. But it was okay. And I put my stuff on there. And I was very happy with it. And I would go to sleep with it, or I would put on during the day. But you know, something, Tracy, it wasn't working. It was like, it didn't kick in. So I took a little break from it, I came back, I studied some other people who were very famous in this field. And I just tried to understand the principles because when I got certified, I was just really gung ho to become this overnight, and you can't, it has to be a part of you. So it took a few years later that I started to make my first milestone, and that was when I wanted to get my first car that was a luxury, I put the picture of the car, I still remember this on my laptop. And within four months, don't ask me how but I got that car. And so then I realized there's something more running our body than just, you know what we see every day. And that's our subconscious. So now, I am very much into that I keep learning, I'm always a student. And I follow this new rule. Now it's called the 369 rule, you might know that what they say is to take three goals that you want to achieve, focus on them six times a day for nine seconds each. Why step that up a little more. And I have seven goals. 


Every morning, I write my seven goals down, and I experience them. I feel them. Someone once told me, it's about feeling first manifesting second, and that kind of stuck with but I didn't quite understand it. You see, sometimes we want to manifest something. But we don't know how we want to get there. And you see, that's not really the problem, we shouldn't be worried about the details of how to get there, we just need to worry about what we want, and let the universe take care of the rest. And also, we need to realize and some people think I'm crazy, is that our world is all connected, everyone's brain is off. And when we can just go back to what another famous person said, This is Dr. Joe Dispenza. You might know him because he's an amazing guy. And he actually many years ago, got run over by a truck or a car and broke several ribs in his body. That's pretty serious. He healed all that himself by using his mouth now that blew me so I started following him and he says when you truly become no one no thing focus on nothing in no time is truly when you connect with the outer consciousness and that's when you truly have the ability to connect to infinite possibilities. Now this sounded like something from outer space but I've slowly integrated this into my life you probably know the the famous gentleman and trying to pronounce his name is going to be very difficult but you know the guy who talked about the three jars of rice, he took one jar of rice, Mr. Emoto Okay, yes, first name, it's very hard to say. And the first jar he put rice in and they did nothing and left it in the fridge. Second jar they put in and they talked to the rice and said I hate you The third jar put the rice in focus energy I and I love you. And so they did this every day with no attention, focusing hate and holding it and focusing love and after 30 days the rice that they did nothing too didn't look very good. The rice that said they were having thoughts of hatred really looked like it was just dead. And then the ones that showed love actually were preserved; it didn't have any damage. So I think a lot of what we do in life is our brain and how we choose to do things. 


There was another wise person that said, you know, we change our words, we change our thoughts, we change our thoughts, we will in fact improve the quality of our life. And that is what we want and what a lot of people just don't have time to focus on. They just think that if they want something, they work about all the details, and then they get hung up on a detail and they don't feel it. And I think the magic to manifesting anything is to just believe it and also to feel it and experience it and the last little quick story about this I want to share is that I was building this print production center about a year or two ago. And every night, I knew that I wanted the center to be a certain way. So I meditated, I started thinking about how I wanted the place to look like what the doors were going to look like the fact that we were going to have access control, picturing almost everything, the way I wanted the colors where the machines were located, the layout, a year later, the place is finished. And I'm looking at it. And I'm like, you know, this is not too far off from what I've been envisioning. It's almost like, I act. Exactly. You know, in the world, we actually have a thing that most people won't agree with. But we create everything twice, once in the mind. And once you retire, I so agree, well, that's when I understood that, hey, you know, this works. It can work for healing, it can work for lots of things. But we have to really make a concerted effort and be focused on our thoughts. If you think of something negative, you're not going to suddenly get the elephant or the dinosaur in your living room, there is a huge buffer between. And so it's the fact that when you think about these thoughts, your body takes the action that you need to take what you need to do another quick example, without revealing what I was doing. But I was working on something for my program on my show that I run. And I wanted some and I had been working on it for a while, but it wasn't going anywhere. And suddenly, I got an inspiration to do something different. Just add a blue at 11 o'clock, actually, last night, and I got this inspiration to do something different that I never tried before. So that's my message, you have to be open to how something is going to come to you can't specify the time, you can't specify the manner it's going to come to you. You just have to say what you want, place your order with the universe, and just wait, because sometimes there's a line,


Tracy Brinkmann: But let me and I I'm with you on that. And I know for some folks that would listen to this. They'd be like, Wow, that's so woo woo. But I've been there and I totally get it right. I'm not Mr. woo woo. But I'm very much on board with the Alright, you gotta put it out there. I think the one place that you and I may separate a little bit is, while I'll put it out there, I still got to get out there and take some action against it. Right. And you you can't I think that was one of the gaps in the wind. What was that? The Law of Attraction when that movie came out?


John C. Morley: Yes, the law, that distraction? And also the secret. The secret?


Tracy Brinkmann: Yes, that one there the secret all about the law of attraction. I know when I watched that I was like, very excited because all the people that were in it were people I had been following and paying attention to for years at that point, but it left me kind of empty. It's like, I get what you're saying, you know, believe in it and put out the energy and everything. But if I just did that, if I just sat there and said, Okay, I walked up to the mirror and said, Alright, here's what I want. Here's where I'm going to go. Right. And here's how all this and then I just sat down on my couch. Well, then the universe is going to say, well, you're lazy but aren't getting anything. Right. You got to put it out there.


John C. Morley: Go ahead. You're right, Tracy. So whenever I said to you, and I maybe I didn't say it exactly. But I agree with you. Yesterday, I told you that I got an inspiration to do something. Yeah. So when you keep putting these thoughts out there, what maybe didn't come off clearly is that you're going to be directed to take action. Yeah. You have to take them. So um, if I misled that, I apologize. It's not that you just so your brain has a connection. Maybe you want it to bring us a relationship in your life. It's going to cause you to have these types of connections. Because let's think of this for a moment. Maybe you want to get a new car, right? What's your favorite color Tracy?


Tracy Brinkmann: Well, when it comes to cars, it's going to be black.


John C. Morley: Okay? So let's just say for example, I'm just going to switch this around here. It's probably not a lot of black cars right now. But let's just say for a moment that you're focusing on a black car. Okay, and you're going to buy a black car. Hey, all I see is black cars around here. Yeah. You see, what you focus on is what you see you didn't see the other cars. There were lots of other colors. Yeah, no, you bother to pay attention to them. Yeah, no, that's so what we put our attention on is what causes those steps to happen. So in my mind when I was doing all these things in my head, and when the plans came down, I didn't realize that I was doing what was in my mind, like I was taking the actions with the architects with how we are wiring what was being done. And I planned everything when it came time. But I didn't realize at the time I was doing it that my plan was not really then it was already planned for me in my mind. Absolutely. I just executed. So whether that's buying a house, whether that's a financial strategy Whether that is to have a goal to meet a certain person for a friendship or a relationship, or any other thing in your personal or business career, it has to start first in the mind. And when it starts in the mind when things in the world start to catch your attention, other examples, you're looking for a house. Well, now suddenly, if you were saying, I'm looking for a house, but oh, I'm never going to get a house. I'm never going to get a house, never going to get a house. Well, you're never going to see the signs across the highway. Yeah, let's say there's a house for sale, right? Because your mind's already blocking it out?


Tracy Brinkmann: Yeah, no, absolutely. I think one of the things that really resonates with me is that, if we go back to Napoleon Hill, right? He talks about the Yes, the infinite was it God, the universal consciousness, I believe we called it and how he used to put forth his thoughts and his energies out there. And things begin to manifest. I know, one of the examples he gave was him and his brother in law, we're going to have to drive into town, of course, we're talking the 50s here. And he's like, well, you're going to go at like this time, and there's not going to be a parking space in front of the bank. He says, trust me, there'll be a parking space I'm sending out Yo, I'm making sure that there's going to be a parking space. And as they pulled up, there were no parking spaces, his brother's like, like she told you no parking space. And then just as they started to pull up to where the bank was at a car pulled out right in front of the bank, and there was a parking space. And I think that kind of even leads to what you were talking about. With the creation of your plant, there's like you had this vision. And you were putting it out there even before the plans were being enacted. So when the plans were being enacted, you already had that, that, let's let's call it the vibration out there. So when whoever was working on it was helping tap into what your vision was on the blueprint. I think there's something else out there higher than that we don't even understand yet is saying, maybe it's like this, or maybe it's like that which made it may help them see your vision without you maybe audibly articulating. Does that make sense?


John C. Morley: I agree with you 100%. So I had another situation, I'm not going to reveal the parties for security anonymous reasons. But there was a situation in business where we weren't connecting, and it was somebody I needed to connect with. And I just decided to let it go. Well, a while down the road, um, you know, I kept saying to people, you know, I'm not such a bad guy, you know, I know, you've had people that have burnt you and you had problems. I'm not that guy. And you know, talk is cheap, they have to see actions. So in the beginning, everything just kept going wrong. And I said, Okay, it's going to go, right, you know, it's going to just take some time, this is just a process. And about a year or two later, there were some other mistakes that happened. But I just said, Okay, this is what's happened. I said, and I know you're going to take care of it. And you know, what's your problem? And I got a letter back saying, john, you know, this is more than what we've agreed to do. But we're going to go ahead and take care of it. So I think you have to have a good attitude. I think people have to see you as being, let's say, not just neighborly, but somebody that has a good attitude. Sure. And I think that's important. Because a lot of times, you know, you might be disgruntled by something that happens. And you send a message out there, or you tell people, oh, these people are terrible. This is terrible. And you can't do that. Because see, then that just emphasizes to the people that you really are that bad person whether or not, but it's that moment in time. But to answer your question about, is there something else out there there is the quantum, the quantum effect, the quantum world you might be familiar with a while ago when they talked about the beam, and how if you looked at it one way, it was a solid beam, if you looked at it another way, when you observed it, then it became a particle and then dispersed a different way. Now, that's just a general overview. I didn't want to get too deep with it. But my point is, is that when we observe something, it behaves differently. So in quantum everything, you and I are computer, laptop, this conversation, our homes, our businesses, books, laptops, phones, microphones, they're all just moving molecules. So when we put thought out energy into the world, I believe that over time, that thought has the ability to do the same thing that we can do to our bodies, which is heal them, those thoughts send out energy. So they had done a study about this a long time ago, where they measured people that had a great attitude and have a device that can do this. And they could tell that there's an aura that comes off your body that they prove scientifically. Well, when you're in a close range of someone, obviously, that's a lot better, but you can still send out your waves to them. You might have Heard when your mother gets a signal that her child suddenly needs help, or, you know, when you think about somebody that they suddenly call, that's not magic, I really do believe that, you know, the quantum world does exist, and that we do create our reality. But the other thing that's really important, Tracy is not just to understand it, but to be grateful for everything you have at the current moment in time, or if you're not grateful for everything you have, the universe is not going to deliver you anything more.


Tracy Brinkmann: So you don't like what you got, um, stop giving it to you. And I think I think they're at some level the universe, will I like that phrase, can even start taking it away? Well, if you don't like it here, let's get it, let's deliver it to someone that will like it, and will utilize it. I mean, you can even you can even like in that same example to the amazing things that the body can do. You know, it's like, if you're not using an organ, effectively, well, then the body starts saying, Well, I'm not you're not using it. So we're going to start deteriorating, we're going to start getting rid of it, you know, when someone you know, gets injured, somewhere in all sudden, they're not using one leg as much as they used to? Well, then it begins to atrophy, which is the body's way of saying, Okay, well, you're not using it, let's get rid of it. And let's take the resources and put it where you are using it. And so that's I think that's a more physical example of the universe doing the same thing.


John C. Morley: I agree with you 100%. And when you think of a goal, or you write down a goal, a lot of people say, I will be this or I will be wealthy, and so many days, see, that doesn't work. Now, the reason that doesn't work is us. Okay, so it's someday in the future. Yeah. You need to put your goals down, as now he can be specific. Now, sometimes I know, you may not be able to be exactly specific, but it's enough to get the thought going in the right way. So one analogy that I teach people that works really well is I am now financially abundant. So then how do you do that? If you don't believe that, okay, well, you know what a magnet is. So I attract money just as easily, as a magnet attracts metal, and you have to play with it and have fun with it. If you get too serious with this, Tracy, it doesn't work, right, you have to kind of play with it. And you're going to start to see that you're going to start believing. And so you might have heard the phrase, you know, fake to yield till you make it? Well, there's a lot of good value in that, in that when you've made it in your mind. Because what I do on all my goals, regardless what they are in the very bottom line, I put this may not have all happened in the outer world yet. And I usually say that this has happened already, in my mind, even though it may not have happened fully in the outer world yet. And I am having fun along the way.


Tracy Brinkmann: Now listen to the Dark Horse entrepreneur podcast.


John C. Morley: Because if you're so focused on the end, you got to enjoy the journey.


Tracy Brinkmann: Yeah, absolutely. Well, and I think one of the things about that, especially, I'm a big goal setting fan, just so you know. So you know, you're preaching to the choir here, amen. But I think when it comes to goal setting, you're absolutely right, there's no end, you've got to keep, I don't want to say resetting, but it's kind of like that, right? It's like if, if you're nearing the achievement of a specific goal, hey, I want to lose 10 pounds, and you're right about it, that 10 pound mark, well, then you need to reset what that goal is to replace it. If we think back to the original Apollo astronauts, they had this amazing goal that the whole country and large parts of the world were backing them about getting to the moon and you know, they did their butts off and they, you know, educated themselves and they trained themselves physically and mentally. And then they got there and got back. And you know, it was like who rah rah big ticker tape, parades, you know, and everyone's all like that. And what now, and so many of them had no next goals, you know, except for like, I think Chuck Yeager, who decided to you know, who knew his next goal was he wanted to fly the next generation of test planes, so he was less it. So for those guys that didn't have the goals, you know, they sunk into depression, they started, you know, getting affected by alcoholism and all these other things. So it's like, yeah, they had their, their brain had been so focused and driven, and now they didn't have a new target to go after. You've got to keep the journey stop for them. And they didn't know what to do next. Right. They were like, they were like last. So yeah, it's definitely all about that journey. And making sure you keep putting the end a little further out, hey, I'm about to achieve my 10 pounds. Well, good. Now what I want to do is I want six pack abs or whatever, who cares what your next goal is. It's your goal, right? It's all about you becoming the best version of you along the way.


John C. Morley: I love that and there's Two things. I just want to add to that. One is when you mentioned the reset, I like to think of it as priming the pump, you have to keep priming it. Or with a computer, we say keep refreshing it, but I like priming it because you have to just keep sending more water or more liquid through so the pump still keeps churning. Otherwise the promises Hey, I don't think it's the pump. Yeah, I'm just going to, I'm just going to die. I'm going to burn out.


Tracy Brinkmann: I'm done here.


John C. Morley: So yeah, you have to give it to them. But the other thing you mentioned, leads me to a story about the hidden scrolls you might have heard, there are several hidden scrolls and they have secrets in the universe. Yeah. So there are lots of secrets from our ancestors. And I think that our ancestors actually knew a lot more about the quantum universe than we do today. I don't really believe that. Yeah, I mean, from medicine to so many things. But any book you pick up, whether it's when you mentioned before, you know, Rich Dad, Poor Dad, or whether you pick up the one about the hidden scrolls in our world, or the one I like, is actually a great concept is that, you know, we're all here for one reason Tracy, and some people may not agree with me, and when something doesn't work out, because you know, we all have detours, sometimes, right? We have to take a different road. Sure. It's how we choose to respond to those challenges we have in life that not only improves our character, shapes our personality, but really drives the level of success we can have, because we're open to it. And now we can see new possibilities. But what I like to say is that when something goes a little bit awry, and that can happen. I remember, in my very first job coming out of college, when I started my company, part time, I was working for a government agency, I'm not going to mention which one and I wasn't really getting paid what I was worth at the time. But you know, I was just so happy to have a job and be part of an organization. But they didn't always treat me the best. But I just said I love what I'm doing. I love helping the people. And I just looked at all the bright side. And after a few years, I was a couple months away from being vested. And I did something most people would say is very stupid. But I believed in my principles, and I went up to the HR person, it was just before the holidays, the Christmas holidays. And I said, Thank you Please, '' to me. What do you mean, thank you, I said, I just want to say thank you to you. I've had a lot of fun here. And I said, This is my last day. And they were shocked. I said, and I said thank you to you, because you helped me do one of the most important things that I needed to do in life and keep doing. And that's to become a better version of myself, and for you guys to become better versions of yourself. So this is the time when I changed my path. And I'm so grateful that you guys helped me see that I'm not supposed to be here anymore. And they just like, okay, they know what and how to respond. Yeah. So I believe you know, it's how you choose to respond to things that sets us up for greater success. And even the people that have had challenges that might have a health issue that might go through some financial challenges. What you have today, tracing, or how your body is today is what happened because of what you did in the past or your thoughts in the past. Yes, sir. You can change that in the future by changing right now by changing right now to put your thoughts into that pump. So you can start priming to get new output, you put great gasoline in your car, you're going to get a better smooth ride, you put bad gas in your car, you're going to start getting some pings, right?


Tracy Brinkmann: Why is this thing pinging all the time?


John C. Morley: It sounds like it's going to blow up or move back and forth. I always tell the guy at the pump what kind of gas you take? I'm like, premium. He's like, I don't put the stuff in my car. I'll blow up.


Tracy Brinkmann: Oh, yeah, right.


John C. Morley: But an open mindset. Tracy, I think is so important to being an entrepreneur, knowing how to manage people. And the other thing I tell people is that if you are not disciplined enough, if you can't get passionate with your life and doing things in business, you shouldn't be an entrepreneur, let alone a serial entrepreneur. If you're somebody that has to work nine to five, okay, and you're someone that has to get a paycheck every single week and has to be consistent. Don't be an entrepreneur, 


Tracy Brinkmann: Do not be an entrepreneur.


John C. Morley: Because you know, if you're someone that wants freedom, and you're someone that wants not only financial freedom, but you want the freedom of your life to do what you want, when you want to become an entrepreneur. But it's not an easy journey as you probably can equate to, Tracy. 


Tracy Brinkmann: Oh, yeah.


John C. Morley: There are some ups. There are some downs. Yep. And sometimes you say, gee, why would I do this? You know, like, well, that's why it's like playing golf. And maybe it played some bad in the beginning. And then you hit that one great drive with that one great shows like, Oh, I can't wait to play again.


Tracy Brinkmann: I got to play it. No. And you're absolutely right, that therein lies the magic. I mean, I think that's one of the great things about being an entrepreneur is that you can pick, you know, your hours, for the most part, right. And sometimes those hours in the middle of the night, sometimes they're in the, you know, the early morning, like we are right now. And sometimes they're in the middle of the day. But when you have that one good shot, or that one great client, and it's just it, I've only played official real golf one time, it was never out. But when I did play it, there was one shot that I made. And there was something about the sound and the paying and it just vibrated through my whole body. And that was the moment I said, Okay, now I get why people play this game the whole time before that I was shaking this way. And things are going into here. And I have no idea what's going on. But that one moment, you're right, that one client can just turn you're like, Okay, this is what I live for. And then it pushes you on through the challenges into the next one.


John C. Morley: Yeah, when you can swing that driver. And there's a way that you can hit the driver and not slice. And there's a way when you swing it that it actually feels right now I know some people are like, what's he talking about?


Tracy Brinkmann: Yeah,


John C. Morley: Well, when you hold the club, whether it's a driver, or I get the greatest feeling when I'm swinging my irons, see, when you swing a driver, you can go right through and they're not wood anymore. They're titanium and other metals. But when you swing it right, it feels good to swing. But it's not the same as swinging an iron when you're in the fairway and you have that shot and you just take your iron swing, you get that whoosh feeling. But you just can feel that, that that sense, and you can hear it. And then you see the ball. I'm like, Wow, it was a great show. You feel it, you know, it's a good shot, you look up, wow, that was a great shot. And I think in business, it's the same thing. You know, when you have a hard day, you have to go back and think about your wins. I tell people, you have to have a short wind, and you have to celebrate your short wins before you can have your big, a lot of people that I talk to say they want the big wins tomorrow, but they haven't had a little win.


Tracy Brinkmann: Right, and if they have had it, they haven't taken the time to celebrate it and acknowledge it.


John C. Morley: That's that's really that's really the magic and somebody that doesn't understand that and becomes an entrepreneur, because you're really getting married as an entrepreneur to your business. And you have to like it, you have to love it. And when somebody says to me, john, you know, when do you work? And I respond to them by saying I don't ever work? Well, you're in your office all the time. I said, Well, well, I'm in my office. Yes. Well, you don't work? Well, I do things. And I guess they make money. And I help clients. But I really don't know when I will start working. Yeah, I think when I start working is when I talk with the accountant maybe a couple hours a year, but I really don't consider being in my office working. And the other thing that I was always afraid to do Tracy many, many years ago, being in business now celebrating 30 years is December, the one business in the marketing company. Now seven, I would say that we're always afraid in the beginning to not take a client. So we want to take everybody, right even if it's not the right thing for us, or for them. We just want that client because let's face it in the beginning, that's all you can always tell a beginning salesperson. But with that in mind, you have to be willing to do something else Tracy and that's fire a bad client?


Tracy Brinkmann: Yes, sir.


John C. Morley: So when somebody is not meeting your deadlines, somebody that's always paying late. Some of it just always chastising you for the price. I understand. You know, I think it might be time for you to move on. No, no, no, no, no, no, no, I can change. No, no, I don't want you to change. I just don't think we're imagining where it happens. Don't worry about it. Don't feel bad. It's just there are other people that can help you. No, no, but I want you again. But right now, we've kind of shifted.


Tracy Brinkmann: Yeah,


John C. Morley: Well, what do I need to do? I mean, I'll get back to you can't you've already switched?


Tracy Brinkmann: Yeah, no, that's I actually did a whole episode on, you know, firing clients. I mean, it's very important because there there are times when they're just not the right mix, and you're probably doing your business as well as your client a disservice to keep them on because clearly you're not serving them if they're complaining about the service they're getting. So let's get them to the right person that can serve them and if you can serve that up to them more power. If you can't, you can certainly you know, you know help them find it,


John C. Morley: And then a lot of times Tracy, those same clients Several years later, they want to come back either because they didn't get the same service. And I tell people, you know, there's only a few reasons that I would, you know, dismiss a client. But there is one thing I always expect when a new client comes in. And that's respect. They need to have respect for me for my staff, just as well as we'll have respect for them and their staff. 


Tracy Brinkmann: Absolutely, yep,


John C. Morley: So if you can't do that, if you think that your check that you're sending me gives you license to abuse us, or to be ridiculous, then I think it's time that we return your check. And we say goodbye.


Tracy Brinkmann: Yeah. Have a nice day.


John C. Morley: You know, and I think as entrepreneurs, when they start out, they feel that Oh, my gosh, I can't lose a client. Yes, you can, you're going to lose a client. And there'll be many other clients, one of my secrets that works really well, as you know, I rarely go and actually call on a client for business. clients come to me, I talk with them. And I don't even ask them for the order. I was like, Okay, so this is your problem. This is where you are. And so do you want to solve this problem? Yes. Well, how do you want to do that? Well, we could do this, we could do this. Or we could do this. Okay, we'll put you in writing? Sure. Once you choose to hire us, we'll be more than happy to put them around. Because what they want is our expertise, right. So in the marketing business, we get 15 minutes of free consultation to attend. But then what happens is, they'll come back a second time for another 15 minutes, and we'll usually honor that. But then if they're like, hey, so we need to send you a link to pay for the consultation, because you've already had 30 minutes of free consultation we normally do 15. Right. In the IT world, it's been known for years that people do free estimates. So there's a difference between a free estimate, an estimate that takes me work to actually calculate, you say to me, john, I want a system that does this, I give you a quote on it. You tell me I want a system that does this, but I have all these extra requirements. I need a quote on it. Well, we're going to have to come out and take a look at that. How far do we have to run? Oh, okay, well, here's what we'll do, we'll come out and take a look at it. We estimate it should be about this. But if you want exact price, we're going to come out this, we're going to charge you and deduct that off the cost on it, we just want to make sure you're serious about moving forward. Because, you know, we get a lot of people who used to go out to do estimates, these estimates become a free for all. And then they just try to get information out of us to pick our brain. I know you're not going to do it but we get people that have done that. And then they take our entire plan. And they bring it to another company, right? Oh, that's terrible. And then it's like, you know, they're going to do that because they go quiet. Oh, okay. Let me talk with my board. Make sense?


Tracy Brinkmann: Right on,


John C.Morley: So I think that the magic is that you have to just be open, you have to listen to your clients, you probably have to listen more than you talk. That's probably one of the biggest pieces of advice I can give. And that when the client wants to do something, you need to listen to what they want, and do what they want, not what you have. I also tell people it's not about selling a product and the IT world. It's not about getting you a product. My one company is called the JMor connection, And I tell people that when you come to us for a solution, it's a j more solution. What products do you put in, that doesn't matter? It's a j more solution will have this, they want to list all the skews, we're going to give him like Nananana we're not doing that this is not laundry shopping, or a laundry list. There might be an issue where they want to know what kind of printer or they want some specifications. But we're not going to go down and tell you what kind of parts are in a computer, we build a lot of high end PCs, and our minimum warranty is one year to three year and our servers are for many people who do not do that we build them from scratch. But when the client gets the system, well, what do I have in here, and I just kind of want to know all these details. And they want to know these details so they can circumvent you. Yeah. And I was like, well, that's kind of not the way we work. You know, we work with you. We help you with your problems. But some people, Tracy, you know, are very concerned about the dollar. And I tell them two things. There's two ways you can handle this. You can say you're really cheap, which that's not the case. Or you can come back and say Well, you know what, we're really expensive. Oh, yeah, you probably can't even afford it. So those are two ways to go. Now when they get the price. It's like, well, that's not too bad. Or, you know, you sit with them and say, Look, what are you spending now on these costs? What if we could reduce these costs within the first six months? So a lot of people it's not nice to say Tracy but it's about the black and white. It is about the numbers. It used to be more about the relationship but loyalty in business has changed. It's become a commodity in the marketing business. It's about loyalty in the IT business. It's about who can get the job done faster and better. What I like to tell people is we don't play games like the superstores do we just fix your technology problems right the first time. And I tell people to reach out today, and give us a try. When we cannot deceive someone, we don't try to sell them a million other things, we just go in there to look at what's wrong, make some recommendations. But we're not trying to sell them the most expensive product, we're trying to get them what they need for their business today and tomorrow. Because if I just sell you something for today, I'm not doing you any justice, if you have to throw it away anyway. So I always try to over scale up my estimates a little bit so that they can handle some growth and expansion to be able to perform for tomorrow, even if the client doesn't exactly know what that is?


Tracy Brinkmann: Right on. Well, that's a good plan, because obviously, otherwise they're going to be coming to you. And going well, you know, what you sold me just doesn't do with what I'm doing now at this new level. And you're like, Okay,


John C. Morley: And the last thing I really want to touch on is something that's really helped us get on the map now. So JMOR has been around, as I mentioned, now, 30 years, very happy and proud about that. So we do all kinds of IT systems, cameras, access control, those types of Sure. and managing data centers, I'm very happy and proud that we actually managed international banks. Now I say that not to brag, but these two banks are the largest banks in the world. And they're the banks that every single bank that you see on the highway use as a reference to do their business. So they're not the ones that you'd go in there and have a consumer or business account with so they wouldn't be ones you would know every day. They're also the big investment banks. So that's important because a company like that trusts us. And we've gone through a level nine security clearance with I think we're pretty trustworthy in your home, in your business, and of course, we're insured. But the last one I want to talk about is something that's really helped us get on the map. And that is our marketing company with our LinkedIn banner profile.


Tracy Brinkmann: Yeah, I was actually sure to ask about that. So please share,


John C. Morley: Well, you know, in the marketing business, everyone always tries to sell a high, targeted priced item. And in the COVID time, we realized people needed a way to connect with others, and B to B's connect on LinkedIn. So I did some research. And I found out that my own profile wasn't so great. And it has a lot of great content, but it's not attractive enough to get people to really want to connect with me unless they know about me, or they've heard about me from a referral.


Tracy Brinkmann: Sure,


John C. Morley: Well, you know, in the marketing business, everyone always tries to sell a high, targeted priced item. And in the COVID time, we realized people needed a way to connect with others, and B to B's connect on LinkedIn. So I did some research. And I found out that my own profile wasn't so great. And it has a lot of great content, but it's not attractive enough to get people to really want to connect with me unless they know about me, or they've heard about me from a referral. Sure. So I said, I talked to my graphics, and I said, we need to create a banner profile. And so as we did this, we realized that it's not quite that simple. Because you don't just create a graphic, most people use the default LinkedIn banner profile, because they're sure, or they go to some stock photo site, royalty free, and they download a five to $25 image which looks sensational, but it's actually not their business, right, impressive. So what we do is we create a story, Tracy, we set up a consultation about 16 minutes. And then what we do is we have a conversation with the person to see what makes them unique, not what their company does well, but what makes them unique as a person. And then we look at target markets. And we try to figure out things that would be additional sources of income for them to make people want to connect to do business with this creative profile, this creative approach. And then the tagline we create for them that makes other people want to reach out because I tell people, it's all about getting in front of your target market. It's about getting them to engage to have discussions, which then lead to potentially more business. It all starts with a discussion. It's not a sale. It's just a discussion about maybe a problem or a challenge you're having. And then there's other things we obviously could do down the road. But I tell people this, we can't market you unless you have a story. So if you don't have a story, well, don't spend your money with us or anyone else. Because there's really nothing anybody is going to do with you because you don't know what you're doing. I talked to a very nice lady the other day, a very nice lady, and she wanted some free advice. And I said, I'll tell you what you need to do. Even if you don't hire us. I said you need to have a story. But I have one yes, it's in your head. It's not on the site, and we can help you Well, how would I do that? Well, you need to hire us. So when you have a story, and then you also get Tracy people that are a little defensive. So somebody that comes to us needs to be open about the suggestions we have and if they're totally against everything with some people Oh, I know it. I know this. I know that way. And I'll be honest, Tracy, I was like this many years ago when I started my IT company. But when I hired one of the largest advertising and marketing companies in New York, I'm not going to tell you who but I fired them after a while of them not doing their job right and me spending so much money with them that I had so much pain that I decided I got at least startup printing. And after I've got a printing us it's more than printing. It's about design. It's about concepts. It's about stories. Yeah, it's about quality. I mean, your local superstores with a capital S or capital O, and you know who I mean, or capital K, or capital F up, they they're not about stories or quality, they're about sheep, they don't have access to a million different types of paper, they can't print wedding invitations. And what makes us so unique is that once we get your story, Tracy, we can print on anything, paper, plastic, metal, glass, wood, so that means we print our mugs, we can print our clocks. Now we don't manufacture them. But because we can do that, and because we have that story idea, of course, we handle social media digital, we built a PR team, I love doing this, or people, I love to get people excited about this, because when there's a story that has value, and I'm also the author behind how to get a million eyeballs on you in 30 days. And I do that, because I spoke for Harvard and Yale with all my contacts from that I built the database and some others throughout the years. And based on these things, I put quality stories in front of these people that are human interest stories, what makes them want to connect. And that's what I like to do, Tracy, I'm all about value, whether it's in my business, whether it's on my unboxing channel, my review channel, or on my game, or Tech Talk Show. It's about providing value through myself through my co host, and through my guests. I tell people, it's not a sales presentation, it is a value proposition. And I get so many people that are ready to do that. And then they come on the air. And I'm like, Okay, this isn't working. Thank you so much for your time. We're at a time right now. But I do thank you for joining us there. Like I said, Yeah, we had a cut that short, you are getting into a sales pitch. And what did we tell you about that when we interviewed you, right. And so I think people don't understand that we need to give value. And that's the last point I want to leave you with Tracy is that when you have something you want to do, and Henry Ford said it best. If you believe you can do something in life, if you believe you can, then you're also right. So you have to decide what it is you want to do and do it. And that is the only reason that many years ago, I never started a marketing company. Because every single person around me, some of my best friends told me, john, you don't know marketing, you don't know graphics, you don't know printing, well, that's true. But I taught myself and then I hired the resources I needed. So just because you don't have everything, you need to do something, maybe you want to start a painting company, I don't. And maybe you don't know the first thing about paint selection, you can hire people that can help you with that. But you just have to have the vision. And you have to have the desire, just like I get people all the time coming to us. They don't have to write software, they come to us and we write them custom applications. We take their story, and put it into a program. And I think that's the difference between a successful entrepreneur serial entrepreneur is they're able to communicate with these different types of resources, whether it be development, whether it be marketing, and just bring in the teams that you need to help your business be successful. And work on what you need to do to make your business be successful. And the things that you don't know about Don't worry about learning all those hire people to do those. Because you're going to waste more time and effort trying to do those things. Do I do accounting? No. That's my accountants job.


Tracy Brinkmann: Right, absolutely.


John C. Morley: Do what you do best. So you can work on your business. But work more on your business, ladies and gentlemen, then in your business. Now I know it's tough, but work on your business, which are the strategies you need to do. Don't work on the screws of the bolts you may have to in the beginning, but try to at least work a little bit on your business so that you can start growing your business.


Tracy Brinkmann: Absolutely. Who you know this John is in here dropping bombs today. I know we have just been here hanging out and just I've been I've been like mesmerized by all these amazing bits of information you've been dropping here if folks want to learn more about John Morley and obviously the the companies you've got going on to it the LinkedIn where where should we send them to.


John C. Morley: So LinkedIn is really easy. You can just go to And then once you click on, you're going to go to N so the slash in that's to the right the forward slash the after the word in another slash and then john c morley so that is, slash n slash, john c morley and this slash at the end and so that's how you can connect with me. To check out the IT company you can visit I encourage you to browse under social media so you can see the game more tech talk cast. You can see my unboxing channel and you can see my reviews channel. And not only that, you can also apply to be a guest under the Reach out section. Let me know if you'd like to be a guest on the show my marketing company As our print connection comm somebody actually sold neighborhood publications. So I wasn't going to spend 40 grand on the name. So one lesson I learned is buy your domain name first before you register the name.


Tracy Brinkmann: Absolutely. All right, john, I definitely appreciate you coming on and dropping all this amazing knowledge, all the woowoo stuff, too. I really enjoyed that myself.


John C. Morley: Well, it has been a pleasure to be with another fellow entrepreneur and to share such great information that I hope that your viewers will really enjoy.


Tracy Brinkmann: I'm sure they will. Thanks so much, john. Appreciate your time.


John C. Morley: My pleasure.


Tracy Brinkmann: All right. There you have it. My Dark Horse friends and family, John Morley, dropped some knowledge bombs, mindset bombs, action bombs, and business bombs on us today. Here's some thoughts I came away with. Thought number one, stop trying to please everyone. Yeah, right. Remember, John shared his story and made an excellent point that if you're spending your time trying to please any everyone, then you're not an I repeat not bringing your A game. Look at the core. I don't think there's anything inherently wrong with wanting to be liked by people. I mean, we all like to be liked, right? It's kind of cool. It's kind of fun, right? But I mean, at some level, if you think about it, we seek a simple level of validation from those that we love those that we admire, and certainly from those that we respect, but that's not what we're talking about here is it? Now I can see you shaking your head? No, the real problem begins to rear its ugly head, when that validation becomes needed, a necessity, your ability to feel good about yourself, and the things that you're doing are predicated on this validation from others that that's not a good thing. Look, here's the thing, your path to success in life in love and spirituality or business should not I say it, again, not be dictated by the approval of others. If you're not out there hurting anybody else, or putting anyone else down? No, you shouldn't be losing sleep over the opinions of others. Okay, now, I'm going to go into this a bit more in tomorrow's episode live in the dark horse Facebook group, we're going to be chatting about this a little bit deeper. So I don't have to hog your time here. So be sure to come on over and check out Episode 173. Stop worrying whether people like you or not, right, many will, and many won't. Period, thought number two, challenge yourself and find others that will as well. John made a great point that he purposefully looks for people that will challenge him this, this helps him ensure that he will always be bringing his A game, filling a trail pattern here, right, bring your A game. See there are a lot of people out there that you can learn from. There's no doubt about that. Because I think if you're listening to podcasts like this, you already know that and it's something that you're doing. So be sure to keep doing that. But all that said, you're going to want to engage with people that will challenge you, and you want to continue to challenge yourself. Now there's easily at least four things you can do to challenge yourself. And I'm going to dedicate Episode 174 to improving your execution. by challenging your comfort zone, I will share some of the obvious and not so obvious ideas, and how you can lean out of your comfort zone, as you've heard me mentioned so many times before, then how doing that can help improve your execution on all the tasks and the goals that you're working on. In order to reach the dream that you desire and deserve thought number three, harness the power of your mind, John shared the story of learning hypnosis to gain control of the power of his mind and his own subconscious. He mentioned the rule of 369, right? Take three goals and focus on them six times a day for nine seconds each, you see is the thing here is the power of your mind and its workings still kind of a mystery to so many. And you know, to others, it's a no brainer. Now you've heard me mention a variation of the 36369 rule. I mentioned it when I discussed the daily top 10 bloopers in last week's episodes, I don't have the number off the top of my head. But every morning, right, I mentioned that you should get up and write down your top five goals, whatever you think they are at that m