Ep. 275 INTERVIEW – Joshua Washington

INTERVIEW with Joshua Washington, business consultant and executive coach – How to move from employee to entrepreneur – Serve Your Audience.

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Get ready for an unfair advantage over your competition. This is The Sales Edge podcast. Where globally recognized sales expert and trainer Joe Pici helps you sharpen your skills for booking more appointments and closing more deals. And now here’s your host Joe Pici.

Joe Pici (JP):

Welcome to sales edge podcast. I’m so fired up about today, you know, many people have told us that one of the special features that they’re enjoying the most is when they have someone that they could see as made that transition. Mission from employee to entrepreneur. That is today’s guest Joshua Washington. But before we bring him on, this is a sales ad podcast podcast number 275 and we thank you for that. We want to thank our sponsors Pici and Pici which is a speaking coaching training consulting company, Pici and Pici specializes in helping our clients recapture lost Revenue gained from their target market, close more business and gain an unfair advantage over the competition. And

So more virtual e.com., That is our membership platform. Every Thursday night. I’m out there doing a group coaching or training e-courses, tremendous amount of great downloads. In fact, some of these interviews will actually be on video on that very tool, but most of all we want to thank you. Our audience, our team, you’ve helped us expand the globe in over 100 countries more and more downloads. We’re becoming a very popular podcast be cause of you. But now I Want to get to our guest and welcome Joshua Washington. Well, Joshua you and I have only known each other. I know seven eight months really gotten to know each other in the last 60 to 90 days, but our audience doesn’t know you yet. Would you mind giving them your background where you’re coming from before you opened up your entrepreneurship?

Joshua Washington (JW):

Absolutely. Well, my name is Joe mention is Joshua Washington and really, for the last decade I’ve spent. I’m coaching and training and large Healthcare Enterprise. So I’ve coached some of the largest Healthcare groups within the central, Florida area, some of their executive leaders. We’re talking, you know, senior executive leaders of multi-million dollar companies and my job is really to coaching training areas of patient experience, was one of the ones I spent a lot of time doing but also in just leadership experience with communication, dealing with conflict dealing with turnover, which is a huge deal. And Healthcare as many of you probably know listening. I mean really cultivating that team environment so that everyone within the organization can succeed

(JP):

And that’s powerful. And as you know, because you were in our sales, boot camp, 35% of the people in that boot camp were selling into Healthcare, so it’s an industry that’s really growing and and because of that conflict Rises and all the things you talked about. Yeah, so Joshua, You’ve made this hyper move. Okay, fact, when I first met you, you are in the infancy stages of. Hey, I’m ready to move into my own business. So, so tell me this. Now, as you move into being an entrepreneur, what are you doing? And who are you doing it for?

(JW):

Well, that’s a great question. Joe now I use a term that is not very familiar to people so I’ll break it down right now. My firm is an organizational psychology firm, which is really a kind of a new terminal. Industry. But all this simply means is helping really leaders and helping businesses be able to reduce their turnover, especially in healthcare, be able to reduce their turnover. Be able to develop their talent and also be able to capture a higher percentage of reimbursement and direct contract dollars. And we do that through helping Healthcare organizations, lower their patient admissions. So my firm really focuses on helping the mid-sized companies. And the reason why I focus on this target areas because Realize that a lot of these midsize companies. They aren’t large enough that they can hire an entire team like where I came from. We had a whole team dedicated to this stuff and they’re not so small that they don’t need this service yet. So they’re right there in that middle, that middle area that sweet spot and it can become a very expensive Venture. And so I helped take that that cost of of the ditional support off of businesses, and I work with some of the mid-sized and anywhere is a midsize. I mean, anywhere from thank from 200, to kind of 400 employees that, that Smith size and my Line of work. And I, yeah, that’s really out there that help it helps. When I want to give a little bit more granular, because that was very good. That was very expedient, that I was big picture. Now, you’re inside coming. What are the, what are the Tactical things you do in working with these, these hospitals, and these medical facilities. That’s then. Yeah. So tactically speaking, I’ll use my client of. I’m looking into right now where we’ve launched kind of a new product called the triple aim. Audience. And so from all of my, my expertise and past experience. I found that a lot of businesses when it comes to Patient experience. Okay, patient experience is a big huge Topic in the healthcare industry. But what I found is a lot of businesses, they segment patient experience, they segment employee experience, and then they segment leadership experience. And so you think about that from a cost perspective. You’re dealing in three, separate buckets, paying, for support resources, that all Point, towards the

I’m bottom line. And so, my business since we have experience in all three of those areas. I put them together. We call them just one experience, the triple aim experience. So I’d come into your business from a tactical perspective and we first look at okay, what’s the experience like for your employees? Because their experience has the largest the greatest impact on your patients experience and their experience as the largest impact on the Loyalty of your patients. Okay, so we focus there, we either will survey. So it’s kind of four steps we go through, we look at Readiness, then we collect data as an organizational psychologist. Everything has to be data driven. You don’t come in with, we don’t come in with fuzzies and Rosie’s roses. All those things are nice. We do incorporate that in but the key driving factor for us is we got to get the data because we want to be playing towards what the real issues are in your organization. So we collect the data and then we get to strategy and then we execute. So that’s kind of the steps. Tactically that we Take for something example like your employee experience and we could go on and all we get is to the patient experience and work there. The same formula though, the same formula takes place at every level. Very interesting. I know because I do work in healthcare and that everything is about reimbursement dollars. It’s about. How does your patient or in traditional business, your customer, or your client? How do they view you? And what are they saying about you when they leave? Absolutely, absolutely. And that’s the thing. It doesn’t have to be as hard as a lot of businesses, make it, there’s a formula. Listen, there’s a formula to everything in life and there’s a formula to Patient experiences. Well, and that triple aim experience is really what it boils down to and it helps companies kind of consolidate their developmental money. Imagine if you could spend one, you know, your budget, right? Your budgeting is the end of the year, a lot of businesses are budgeting. Imagine, if you could dedicate your development budget, to all three of those areas.

Instead of segmenting that out and spending to three times the amount of money that you would to assist handle them as separate entities, within your organization.

(JP):

I can tell you this, a lot of healthcare people listening to this podcast. And so I I know they’re going to have a conversation with you, but we’ll get there later. Here’s our. The other thing. I want to talk to you about now. I know you have two verticals. Okay, and your second vertical, you have tremendous passion for. We choose share with that who that other vertical is and what you do for them.

(JW):

Yeah, that second vertically as Joe said is really a passion. Its source a young, professional the young entrepreneur because I had the privilege man the privilege of getting involved in Big Business early and I but I also had the challenges of experiencing what that’s like what that’s like to not really know which direction to go in. You know, what’s the right move? Am I getting paid?

Laughs, am I getting value in up? All those different, you know, struggles, that a young professional young entrepreneur goes through. So the way to give back to us. I feel like I’ve made through, I’ve walk that Journey the way to kind of give back and help develop the leaders of today. And tomorrow. I started something called the 110 success platform. So, Learning and Development platform. That gives me an opportunity to reach young professionals and reach them where they aren’t offered coaching and training in their career advancement. And also, more importantly. Portly than that, create Community. Imagine a community where you, as a young professional you, as a young, entrepreneur, can go directly to this space and you can invest your time into your personal and professional development. You can acquire Knowledge from people whose done it, you know, people like Joe and others who out get on there. And you can, you can also be a part of network. Those are the three very important vital assets to increasing and improving in your career Journey. So, it’s the 110, success platform. It starts in January. So, brand new thing, we’re doing, it’s very different than LinkedIn and then Facebook. It’s really geared towards a specific group and in a specific journey of their life. So, you know, look out for that good, man, you know, I’m not going to ask how old you are rude. And my wife is yell at me.

(JP):

But I know that you’re a young. Professional yourself, very successful. You’ve got actually more success than most people would have it your stage, but I will ask you this question because you do know They are most perfect perplexed with or have the biggest challenges with well, you know,

(JW):

Joe I don’t mind telling my age, man. I’m 32, and I love it. It’s been, it’s been a great 32 years. So I don’t mind sharing that but to your question, I think some of the most That I hear I want to use what I’m hearing because I like, I told you all data is very important to me and what I’m hearing from our young professionals is having a sense of direction. So Clarity is a big challenge right now because let’s face it. There are so many options there. There’s a tons of options, research shows. We have four point three million people and just in August, get up and say, you know what, there’s a better option and what I’m doing today, so there’s tons of options, but I can also be a challenge because where there’s many options, there’s

For confusion, there’s opportunity for, you know, paralysis because you have too many options in front of you. So I think one of the, three of the things, I will kind of boil this down to Young professionals, challenges are figuring out, who am I? Which means what a my strengths skills. What’s my values? What do I value? Why do I want what I want, you know, when do I wanted? Right? So, who am I? That’s probably one of the largest things I come across. Across helping professionals break down their skill sets breakdown, the priorities in their lives, and get their priorities aligned. So that they have Clarity of what matters and what to say. Yes. And what to say no to write. You talk about that all the time. Joe. And the second thing is, is, who do I best serve? Who do I best serve? That’s that’s one of the I heard a mentor once a one of the hardest things you’ll do in life is figure out how to serve your clients, how to best serve them and I see that to be true.

A lot of young professionals who are all so talented because we have so much information and resources, people’s Talent levels are rising at an all-time level, but the challenge is figuring out who you’re going to serve with that talent. Because here’s the key, whoever you decide you’re going to serve, you’re gonna have to stick with it. You’re gonna have to be consistent, which means there’s going to be some days, some nights where it’s going to get tough. And, you know, there’s drugs, you’ve been doing this thing for a long time. Your and oh, gee, I’d like to tell you Yeah, you’re an OG as we call it, but you, you. So, you know, there’s some nights where you made second. Guess what you’re doing. Well, how do you how do you get that true north? Well, you commit to it because, you know, you’re serving the audience that you were called to serve that you are equipped to serve. And I, as you can see, my passions already running over each other that. I love this stuff. Well, that’s good. Because you’re this, we’re not done. But okay, so just to segment this because we’ve got people out there now and they’re going, this guy is sharp, and this guy does a lot of things.

Yet you really have two verticals, vertical number one. Okay, the healthcare that who is your target market there? Yes, my target market is midsize. Usually midsize. Medical groups are what makes my phone ring right now. I’m Fielding an 80 Physician Medical Group. And so you think about in that kind of tear or Spectrum. So anywhere from two to four hundred employees, but here’s something cool, this happening. I’m seeing other businesses outside of healthcare Healthcare. Care start to see some of these things are valuable as well. So even if you’re a midsize business, that’s not necessarily in healthcare. If you have people strategy challenges, which that’s what’s really taken the market by storm right now. With this quote unquote, great resignation. And so that market is really geared towards people strategy in your business.

Okay, and now we move into vertical number two, who’s ideal client, that type of young professionals to speak. That would most benefit from what you do? Yeah, the young professional, that feels stuck, feels nostalgic, but feel stuck, has a lot of value to give, but there’s not quite sure on how to get a return on that value. And I think that’s the best way to put it for that vertical because there’s a lot of value for a lot of young professionals, but the road

App to gain in a return on that value is where I think I could be of service.

(JP):

And so, yeah, that’s that vertical. So when did you drive your stake in the ground and make that decision that I don’t want to be an employee anymore. I want to be an entrepreneur. When was that time? And why did you do it? And you don’t have to go into the depth of it, but I want you to tell these these employees that are saying, you know what, I’ve always wanted to own my own business. What is the single most important? Important thing that in your transition. Now that you feel You have to master and then we’ll go into a little bit deeper in our next interview.

(JW):

Well, I said this way, the best thing that I realize is to not Don’t minimize where you are now, don’t forsake, your current state because there’s a lot of people and I was one of them who are eager to get out on your own and I was eager to get out of my own because I knew the value of the work. I was producing. Had a high, you know, monetary value to it if I could get it out into the marketplace. But what I realize is when you, when you understand where you are, now, you can plan better for the future. And so the stake in the ground for me, really, was about few years before I even got out on me.

The stake in the ground for me was when I realized okay, how can I maximize the time I’m using right now working for someone else to develop myself into a business leader that can one day lead my own business catch.

(JP):

Great. That is awesome. Well, we’re getting ready to wrap this up and move you over to sell more virtually before we do. I’d like you to speak to our audience regarding how they And you how to get in touch with you?

(JW):

Yeah, it’s very easy. If you want to get in touch with me call me. That’s the one of the best ways to do it or if you’re a little bit uncomfortable, that shoot me a text and then I’ll call you sir. Either way. We’ll talk. It’s 2398, 3438 75. That’s my personal cell. So I give that only to this audience and then Joshua@LeeMalvo.com. Yes. I’m also on LinkedIn. You can find me there, but in any one of those three ways, I would get back to you and we can connect.

(JP):

Fantastic and folks. I recommend strongly. You go over to sell more virtually but consider being a member because you’re going to get the rest of his interviews where we’re going to take a deep deep, dive on him, coaching entrepreneurs. But before we do, that couple things, we are within a couple weeks of global gurus closing down the voting. So as a favor to me, would you go on global gurus dot-org? Go to the sales Division and vote for Joe Pici number two.

Michelle Moore virtually.com. There’s going to be a pop-up. The nine Essentials of sales. Success is a free webinar. I recommend strongly you watch that. It’s got tremendous content. Its content rich on its own. But thank you so much Joshua. Thank you, and let’s move you over to sell more virtually. My pleasure. Thank you Joe.

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