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Speech Transcript

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L. Scott Ferguson: [00:00:00] Time to shine today. Podcast, varsity squad at Scott Ferguson. And I have a unique. Interview with my good friend Sanjit here. He is He’s a fractional Like worker meaning like I never even knew this existed within the kind of the c suite individuals ceos coo cfos and on down the line that there’s Availability for them to work actually part time for companies and for companies that really can’t afford a Person at a full time level at a c suite.

There’s actually opportunities for people to be hired And get their feet back in the water. Maybe they’ve been off a while or had kids or something like that. It’s just, it’s amazing. I’m really just going to kind of shut up and get into this interview with signs because he’s such a motivated individual, super successful individual.

I’m so blessed to know him. And if you’re kind of a C suite person or even just working your way up the ladder and looking for options, you might want to take some notes here. I know I had three [00:01:00] pages of notes, a little bit off the cuff of, The people that I generally interviewed. So, but I definitely wanted to get them on.

Cause he says fractional. I had no idea what that meant and I’m just blown away by it. So without further ado, here’s my really good friend, Sanjit Singh. Let’s level up.

Time to shine today podcast varsity squad. This is Scott Ferguson. I have my good friend from over on the left coast up in the beautiful green rainy state of Washington. Sanj Singh is a fractional sales leader and fractional CEO, which I want to, I can’t wait to dig into this because I’m flying blind here and I didn’t even want him to explain it to me off the mic.

But I can’t wait to dig into it and how he can really help you when Like he helps other companies accelerate revenue and build a repeatable scalable sales model model. Previously signs was a serial serial founder. He has deep expertise in sales, marketing strategy, and business development. He co founded lead crunch and my favorite city on planet earth, San Diego.

Based, which [00:02:00] was a San Diego based AI marketing startup, which raised 18 million, built the company to a 24 million run rate with 60 employees before he exited the fund. At series B, he mentors at tech star, Seattle, the founder Institute, Seattle, and the founder Institute, Silicon Valley. Wow. This he’s very well established.

And when he’s not working, he enjoys spending time with his friends, playing guitar, cycling, paddleboarding, reading, and yoga. One of his passions is talking to people about the recovery from emotional challenges on his podcast. Don’t go there yet. But it’s podcast. He’ll grow thrive. So I just thank you so much for coming out.

Please introduce yourself to time to shine today. Podcast varsity squad. But first what’s your favorite color and why?

Sanjit Singh: , I’m going to say purple. I don’t know what, there’s something about it, something exotic kind of fun, creative. That’s what I like about purple.

L. Scott Ferguson: It’s a mix between, obviously it’s a mixed stream red and blue.

So you probably have the cool side, but I bet you, when you want to be, you can be fired up, right? And it’s also [00:03:00] Royal and Regal, right? Cause across all, no matter what religion, purple was the jam, man. So that, that’s awesome. So let’s get kind of the roots of stuff, man. You’re well established, you’ve helped.

A lot of people make, make lives better for themselves and in turn, monetarily richer as well. But let’s get to the, kind of the roots, man, where we started and we’ll move up from there, brother.

Sanjit Singh: Where did I start? Yeah. So I started my career in sales moved up quickly to sales leadership. So for the first 12 years of my career, I was in sales leadership for large companies working at scale.

And then, went to business school while I was working. And then after that, I launched my first business in 2007.

L. Scott Ferguson: Wow.

Sanjit Singh: And and then since then I’ve been running businesses ever since.

L. Scott Ferguson: Awesome. What was the first business? Can you share that?

Sanjit Singh: First business? Sure. I was a reseller for DHL and about 20 LTL freight companies.

And That was a lot of fun. I still, I still run, I still have ownership in that business. That’s, but I don’t That’s awesome. Don’t [00:04:00] spend a lot of time in

L. Scott Ferguson: it.

Sanjit Singh: Yeah.

L. Scott Ferguson: It’s funny, my first bus business ever, I started when I was in the Navy and I still have an ownership in that. And that was 1992, so, yeah.

That’s fantastic. So let’s dig into the fractional part of things. Yeah. ’cause when I see fractional, I go, whoa, it’s math and stuff like that. But like, can you give us kind of a rundown in synopsis on what the fractional sales leader and fractional CEO, like, kind of how that runs?

Sanjit Singh: Yeah, yeah, actually, it doesn’t have a whole lot to do with math.

Awesome. It’s, it’s a weird word that just means part time. It’s a fancy word for saying part time. And so, but it’s actually a very fast growing segment of the market, which is , part time executive or senior talent. And basically it’s a lot of people who Recently were laid off in the last couple of years and realized that this was available to them to that they could actually work part time for companies have, , several clients, not necessarily have to report into one [00:05:00] boss and have that boss determined, , determine the course of their future.

And they could be their own, , be their own boss, be, be a business for themselves. Wow. And so this is like, , part time very experienced CFOs, chief revenue officers, which is what I am, where I run sales and marketing. You have chief, , human resources officers. So I mean, just about everything you could think of at a senior level is now available in the talent pool.

So if you are a business owner, you’re thinking about starting a business and you can’t afford a full time CFO or CRO like me, , then you can hire us part time and fit into your budget.

L. Scott Ferguson: You’re also

Sanjit Singh: getting someone experienced really

L. Scott Ferguson: experienced. Yeah. So do people ever hire? Like this is awesome, dude.

I did not even know this stuff existed. This is cause I’m thinking that first when you start talking, how’s that different than a consultant? But I get what you’re saying. They actually have a job placement within the organization. Exactly. Exactly.

Sanjit Singh: Dude, this is as opposed to, as opposed to [00:06:00] a consultant.

Exactly.

L. Scott Ferguson: Did you come up with this or did you see it other places or like, Oh, I wish

Sanjit Singh: I did. I wish I did. I would have patented. Dude, this is no, no, no. I actually the, my first introduction to fractional executives was as a, as a operator, I was running that company. You mentioned earlier lead crunch and we could afford a full time CFO.

And when I came across fractional CFOs, I said, Oh my gosh, we totally need. This position, we hired him immediately. Then I hired a fractional C MO chief marketing officer, and then another CMO later fractional. And then eventually I hired a full time in all those positions. But so I, I sort of bought the idea, , as a, as a customer of the idea.

And then when I left Luke crutch, I I actually didn’t. Think right, right away to become a fractional CRO. I was actually working on another software startup that I decided eventually not to start. But at that time I started [00:07:00] getting calls from a lot of my startup friends who , were founders that were struggling with sales.

And then I just said, well I guess I’ll just be a fractional CRO. I didn’t know that people did that. And as far as I know, they didn’t.

L. Scott Ferguson: Right.

Sanjit Singh: And then I just started doing it as a, as a CRO fractional. And then. But of course now it’s, it’s just exploded in the last year or two, but I’ve been doing it for about four years, brother.

Like

L. Scott Ferguson: so much to unpack here. This is, this is because I might’ve heard of it, but I never really got it. Right. So, right. So how about the synergy? Like if you’re bringing in a fractional CEO, or is there ever a CEO? Is it usually whoever’s under this chief executive officer? Believe

Sanjit Singh: it or not. They do have fractional CEOs as well.

And fractional CEO.

L. Scott Ferguson: I do that as well. Yeah. Yeah. How about the synergy when it’s built? Are they people vetted out to make sure the synergy is right for the company? And is there a trial basis? And how about like. [00:08:00] Competition. If I was a CEO of one real estate group and then go into another real estate group at the same time to make double the pay, like how’s that thing papered up?

And I know that’s a ton of questions. Thank you. I’m just so blown away.

Sanjit Singh: Yeah, no, it’s, these are great questions. So you mentioned the competition aspect , I, I certainly don’t work for competitors at the same time. And I think that would be a breach of integrity. Although some may, but I, I don’t know, I’ve never run into anybody who does that.

Okay. And then you said, , is it, what’s the synergy like, companies ought to. , talk, have a few conversations to make sure there’s a fit, but the beauty of it is, , you, if it’s not a good fit, you, you move on to somebody else, but the nature of it is temporary. Anyway, usually you’re just stop gapping.

Like if you were a CEO, you’re stop gapping till there’s another CEO. In my case, I may not actually be stop gapping. I may be doing a project that’s got a beginning and an end or, or, I had a client, a rather large client. Cause most [00:09:00] of the time I’m my sweet spots, one to 25 million in revenue, but I had a 70 million client.

And they just, they needed it. They needed me for about a year, year and a half to help one of their divisions that was flat. And we. , now they’re growing at 24, 24, 24 to 30 percent a year over a year. So they’re just killing it. So so the nature of the engagement will be a little bit different depending on where you’re coming in.

Some, some people have fractional CFOs for a really long time. Mine’s going to be short, tends to be shorter than that. And then a fractional CEO usually is even shorter still. Okay,

L. Scott Ferguson: so you are one of these fractional COO, CFOs yourself, correct?

Sanjit Singh: I’m a fractional COO or I can be a fractional Chief Revenue Officer, CRO.

Gotcha. Yeah.

L. Scott Ferguson: Okay. So like, how do people find out about the, the, the fractional stuff? Like where do people find that? Is it on like on [00:10:00] Indeed or like, like where, where stuff like that found?

Sanjit Singh: Yeah. So I’m part of an organization called Fraction L. And so if somebody is looking for something other than CRO well, they, or even if they are looking for CRO, they can go to fraction L who is, , they have hundreds of fractional talent and they’re really, , well vetted and.

And , you can, you can hire from someone like that and that, that would be a good place to start.

L. Scott Ferguson: Okay. It’s like, it’s called fraction L it’s like an organization where you can go and start. So exactly what are you doing then right now to getting out there and doing it? Cause you’re, are you like, kind of like in the middle of one of your fractions right now?

Sanjit Singh: I have several clients now. And but of course I’m always looking, , I was looking for clients networking part of groups like fraction L where I get work. , I’m often brought in by fractional CFOs and, and chief marketing officers. Cause , they’re, they’re deeply embedded in the organization and , they’ll, they’ll realize [00:11:00] when there’s a need for someone like me.

And so then they’ll, then they’ll give me a call and say, Hey, , they’re, they’re struggling with sales and that’s all I really know. So maybe you can talk to them and, and, and I’m always happy to do that. , have a half hour conversation, dig into their business with them, help them figure stuff out.

Maybe they just need some advice and I send them on their way with some free advice. And if it makes sense for me to actually engage, then always happy to do that.

L. Scott Ferguson: Gotcha. So like with time to shine today, , we’re whatever 2009 is to now, and we actually, I’m blessed to be able to grow it through, , real estate holdings time to shine today, real estate holdings, , coaching I have my podcast, like different things.

And I actually had to bring in kind of a CEO. That’s pretty much kind of full time. He kind of runs things and I’m just kind of the operator, even though I kind of Do you run things right? But like one of the caveats that we had is if we had to get rid of George, which I never will, if you’re listening, George, you’re [00:12:00] never going anywhere.

But like, if I had like, if this is a fractional time, like, is there like kind of set contract times? If you were to take something like that, and what if you didn’t perform? Like right now, if I had to get rid of team, I would have to vote. It’s like, like how sticky can it get? I’m sorry to ask all these questions, man, because this is so, no, these are, these are

Sanjit Singh: very, very reasonable questions.

I think yeah. So I don’t know how other people structure their agreements. I go month to month. And the reason I go month to month is because. I’m my position is I want you to be getting value. And if you’re not getting value, or if you feel like you’ve gotten all the value you need, pull the plug.

It’s time for me to move on because that’s the nature of my work. So sure. I don’t want my customers to be to have that overhang , or to be worried about Oh, I think we got all the value we need, we got three months left on this and man, that’s a [00:13:00] waste of money, , no, it’s month to month, , as long as you need and then, then I go, that’s how I work the

L. Scott Ferguson: month,

Sanjit Singh: I think so.

I mean, the people I’ve run into are, but some may do contracts, but I don’t believe in that.

L. Scott Ferguson: Gotcha.

Sanjit Singh: So

L. Scott Ferguson: if I’m out kind of at a networking event and I’m crossing flash and meeting people and stuff, what kind of keywords. Might I be listening for with the people I’m networking with, it would make them a good, like fractional introduction.

Like

Sanjit Singh: fractional in general,

L. Scott Ferguson: right? Yes, sir. Yeah.

Sanjit Singh: Yeah. Yeah. I would say, , if they’re struggling with an area of their business that they’re not an expert in and. Yeah. They feel overwhelmed by it. Like for me, that’s probably finance. Like every time I’ve run a company, I’m like, , I can go only so far in finance and then I feel like I need help.

Then I start to get overwhelmed pretty quickly. I would say that , some people feel that way with sales. They’re like, Oh, I, [00:14:00] I, , I don’t know why we can’t sell. And, , I just. they’re spending a lot of time, but they’re not really getting anywhere. I would say those are the things to listen for.

That’s when you need a fractional executive in a particular area.

L. Scott Ferguson: Gotcha. I mean, I, I do that in a lower sense with, , all centers in a sense, like there’s certain things that I need to have done, but this is like big ticket, , people, so for yourself, let’s get the side. Yeah. So. What do you feel that your strengths

Sanjit Singh: are?

, my strengths are after doing this a long time. I’m a little bit unusual as a fractional CRO in that I’ve actually run companies and run, , tech startups. Not every fractional has necessarily done that. They certainly run their area, but they haven’t necessarily run an entire business unless they’re a, , fractional CEO or CMO.

And so my strength is I can figure out what is causing Their lack of sales or what we can do about it. And sometimes that’s not necessarily just working in the sales team.

L. Scott Ferguson: You

Sanjit Singh: know, sometimes it’s [00:15:00] working with marketing. Sometimes it’s working with product. Sometimes it’s working with the website, , and so I tend to think of things very holistically.

L. Scott Ferguson: And, ,

Sanjit Singh: I’m very methodically going through their funnel saying, where’s the bottleneck? , I think of it sort of like, like as an operations person, like, where’s the bottleneck?

L. Scott Ferguson: Yeah.

Sanjit Singh: Where, why, where are sales getting stuck? Where’s the friction that that’s kind of my superpower is finding those points and then solving them.

Yeah.

L. Scott Ferguson: What I’m hearing is like, you’re not a believer in balance. You’re more of a believer in harmony. You know what I’m saying? And again, the reason why I say that is from a coaching standpoint, when I, when I’m coaching, , blessed to coach CEOs and, , whatnot, professional athletes, it’s like, Balance is zero, but 10 pounds here.

But like, I love jazz, right? So I listened to a jazz band. Okay, great. So, , the drums might be your God or spiritual. The guitar might be your personal, the family might be the horns and on and on through community work, money and living by they’re all different instruments, right? But if one of them is out of tune, [00:16:00] it just doesn’t sound right.

So fractionally. You could grab somebody, have ’em replace that guitar player or whatnot. Mm-Hmm. in this world. Like they bring you as a CRO, right? Mm-Hmm. . And then place you in there and then you’re off playing some harmony again. Correct? Mm-Hmm. . That’s right. Love it. That, that’s so easy for me to like grasp on and stuff that you’re doing.

Yeah. Yeah. Yeah. So I’m gonna ask you then, then, what do you feel like you need to work on? What, which one, one of your lack of better term, of weakness that you’re looking to level Up com? , consistently

Sanjit Singh: I would say. Believe it or not, maybe this may sound odd, but vulnerability, vulnerability has been a challenge for me most of my life.

And I think it’s, and I think it’s really important. I think it’s important, even though it’s very important in your personal life, but I also think it’s important in business a different level of vulnerability, but vulnerability all the same. And that is something that I’ve been working on.

L. Scott Ferguson: That’s transparent, man. Thank you for sharing. You didn’t have to do that. So that means a lot that, that, that [00:17:00] you’re willing to do that in companies. If they’re hearing that and they want to bring you on as a CRO or something, they love to hear that. I know, , I like to hear it because I struggle with it too, brother, , cause we’re in bed.

Just sometimes we’re like, totally. You know what I’m saying? Yeah. Awesome. So let me ask you something, man. Like, have you seen the movie Back to the Future? Yeah. Yeah. Okay. Let’s go back in that Delore with Marty McFly. Man, let’s go back to 22, the double deuce, the 22 year olds. What kind of knowledge nuggets.

That’s what we call here, Tom. She, yeah. What kind of knowledge nuggets we might you drop on the 22-year-old son? Sure. To make him sure. Level up not change anything because your journey has been pretty awesome, right? But to maybe help them shorten a learning curve or blast through maybe just a little bit quicker through life.

Sanjit Singh: Sure the first thing that comes to my mind when you say that is I don’t know if he could grok most of what I would tell him, I don’t know if he would totally understand but I think I would spend I probably spent half the time trying to convince him that he was smarter [00:18:00] than he thinks he is

L. Scott Ferguson: and

Sanjit Singh: that he’s more capable than he thinks he is.

And to get out, , get out of his head about that. And then, and then the other things I would tell him, or, , what I, what I just share with you, I’d probably explain what vulnerability is. Cause I, I don’t think he, he understood it, why it’s important. I think I would explain to him That it’s okay to not Always be moving at the speed of light to not always be doing something to to learn to slow down a little bit and think through things more carefully.

L. Scott Ferguson: Love that.

Sanjit Singh: I think those are the first things that come to mind. Yeah.

L. Scott Ferguson: Yeah. , I love that. It’s like the Ferris Bueller’s. I’m a big John Hughes guy, right? I’m 52 years old. So it’s like, , the, the Ferris beers, if you don’t stop and look around, life just kind of passes you by. Right. That’s awesome.

That’s totally, that’s vulnerable. Tell me that. Thank you again. So how does Sanjuan is dash remembered, , that little line in between your incarnation date and your expiration date, life date and [00:19:00] death date. Hopefully it’s way down the line, but how does Sanjuan be remembered, brother?

Sanjit Singh: As somebody who eventually learned to acknowledge his mistakes, Yeah.

Be vulnerable, help people in and out of business. Yeah. Do you have a book? Not yet.

No.

L. Scott Ferguson: Gotta write one, man. I’m telling you, like you’re perfect for that. What do you think then people might misunderstand the most about Sanj?

Sanjit Singh: Misunderstand? Gosh, it depends on where they’re sitting, but I’m seeing

L. Scott Ferguson: the best answers I’ve ever gotten from that.

That’s awesome. That’s awesome.

Sanjit Singh: Yeah. Maybe in business. , with, , I get to focus on sales and helping the company, , helping people do what they hired me to do. They may not understand how much I love people, how much I care about people. And, but I think they do start to understand that when I work with them,

L. Scott Ferguson: because

Sanjit Singh: I really do want to know about them, their background, what’s important to them, where they want to be in life.

, I want to understand [00:20:00] whatever they want to share about their personal life. I love to be able to relate to them on, on those levels, find things in common. So they may not understand that at first, but I think eventually they do.

L. Scott Ferguson: Love it. Love. What do you think then some of these business challenges that you’re seeing the most going in as a CRO?

What do you, what do you see in the most going in, like in a, as a fractional CRO, like what, what, what the biggest challenges that you’re noticing consistently or more than most? Sure.

Sanjit Singh: Well, let’s talk about, let’s talk about super early stage startups, cause I do a lot of mentoring there. Yeah.

The biggest issues they have is. Because I noticed one of the questions you like asking is about the aha moment or ideas or, , the click. I think early stage founders get really in love with their idea about what the business should be. And they don’t think enough about the customer, how the customer’s workflow is, what the customer actually needs.[00:21:00]

And not just what they need, but the way they want to consume that solution. Things like that. They just don’t give enough thought to, where’s the budget going to come from? Who’s actually going to pay for it in the company? And those are all the things that early stage startup founders That I would work with don’t give enough thought to

L. Scott Ferguson: thank you for saying that because it’s I’ve ran into that with some people even as as I coach Like I, I really love people.

I did it for this podcast. I built an avatar out who’s listening to the show. And I kind of briefly explained it to you, but it was a four page avatar, right? And I had the whole guy’s day waking up and what he’s going through and stuff like that. That’s beautiful. That’s smart. Very smart. Yeah. So then what would Sanja’s definition of a life well lived be?

Sanjit Singh: I think the life well lived. My definition of that has changed. I would say now it is how many people [00:22:00] have you helped?

L. Scott Ferguson: I love that, man. Yeah, that’s beautiful. And that’s the truth. , it’s, it’s funny. It’s like I have not funny, but like I have clients that are just rutted. They’re like, Oh my gosh.

, and some of them are, , cause we’re in kind of weird times right now, but , it’s just the first thing I say is like, they’ll provide, , how much value have you provided today? Yes. It’s like, you just said that how many people have you helped? You’d be remembered by that. Like the more you mentor, the more immortal you become, right?

It’s like, people remember you the more you give. And that’s beautiful. You said, I’m not saying go mentor everybody and get paid nothing, but I just learned that when I would get in ruts, it was a real estate broker for 27 years. Even I am now here in Palm beach. , I still have a team that I run here and I just figured it’d be days like, Oh man.

, but then I’m like, all right, dude, who can I help? Can I push it? , shopping cart, , the corral, what I’m saying? It’s just stuff like that. And if they start to happen, I love that time to shine today. Pack has varsity squad. We are back in signs. [00:23:00] Like when I get out there to the, , Washington, hopefully you’ll be around, maybe we can, , break some bread and talk about some of these questions, love it, love it deeper.

But today you got five seconds with no explanations and I promise you they can all be answered that way. You’re ready to level up. I’m ready to do it. Let’s go. So what is the best leveling up advice you’ve ever received?

Sanjit Singh: To be more vulnerable. And to learn when to let go of things. Ooh, let

L. Scott Ferguson: go. That’s beautiful.

Beautiful. Share one of your personal habits that contributes to your success.

Sanjit Singh: To go into situations and not assume anything.

L. Scott Ferguson: Beautiful. These are nuggets, man. That’s awesome. So you see me coming, you’re walking down the street or you see me on networking event or somewhere. And like, man, Fergie looks like he’s in his doldrums a little bit.

What book might you hand me that’s really enlightened you?

Sanjit Singh: I would call, I would say essentialism. The Discipline Pursuit of Less by Greg McKeown. McKeown, yep.

L. Scott Ferguson: Yeah, go ahead. You said no,

Sanjit Singh: no, do you [00:24:00] you said explanation or no? You can, please, I’ll break the rule. I think it’s a seminal and beautifully crafted work that’s kind of centered around the idea of That only, only a small percentage, the, like the ideas, the offers, the people that we encounter are truly worth our time.

L. Scott Ferguson: Right. And

Sanjit Singh: he sort of tells you how to focus your time on these things and then skillfully, surgically, , cut everything else out. Beautiful.

L. Scott Ferguson: Yeah. That’s great. Love that. So your most commonly used emoji, if any, when you text. I’ll be the laughing emoji. Gotcha. Nicknames growing up. Nicknames growing up.

No, I didn’t really have any nicknames. It’s all good, man. You have a unique name anyways. , so it works any hidden talent and or superpower that you have that nobody knows about until now. Hidden

Sanjit Singh: talent. I think I’ve become a much better interviewer of people than and then I [00:25:00] thought, and that’s why I.

We came up with my own podcast.

L. Scott Ferguson: Love it. Love it. Chess checkers, a monopoly

Sanjit Singh: chess checkers, a monopoly, probably

L. Scott Ferguson: chess. Gotcha. I can see you playing shots, a headline for your life. Headline for my life.

Sanjit Singh: Some bad stuff happening. It all worked out.

L. Scott Ferguson: Beautiful. I love that. Any superstitions that you buy into at all? Superstitions?

Sanjit Singh: I don’t know if I’d call them superstitions. I, I’m one of those crazy people who believes that everything happens for a reason. There’s a, there’s a plan. If something sucks, I don’t have it. If something, yeah. If something sucks, I try to say what’s good about this thing that sucks. What can I, what How can I get better from it?

Or what,

L. Scott Ferguson: what’s,

Sanjit Singh: what’s the invitation here on that silver

L. Scott Ferguson: line? That’s another superpower you got there. But I love it. Go to ice [00:26:00] cream flavor.

Sanjit Singh: Go to ice cream flavor would

L. Scott Ferguson: be, Oh man, it’s hard to beat chocolate. Just so there’s a sandwich called the Sanj build that sandwich for me. What’s on it. The

Sanjit Singh: Sanj has

I would, I would say mustard, mayo turkey. I’m going to put Arby’s sauce on it. I’m going to put a horsey horsey. Yeah. You got to go for the horsey, bro. And ham and forget all that other garbage. Just a meat sandwich, a little man

L. Scott Ferguson: came to a little bacon.

Sanjit Singh: Yeah, yeah, yeah.

L. Scott Ferguson: Love it. Yeah. Favorite charity or, and or organization you like to give your time and or money to.

Sanjit Singh: Yeah, there’s an organization I got involved with recently called the Alternative to Violence Project, which helps prisoners reduce their violent and criminal impulses before they’re released.

L. Scott Ferguson: You’ll love it. Donnie, put that in the show notes, please. Thank you. Beautiful. Last question, and you can elaborate on [00:27:00] this one, but what’s the best decade of music?

60s, 70s, 80s, or 90s? The best what? Sorry? Decade of music. 60s, 70s, 80s, or 90s.

Sanjit Singh: 80s, 80s, or 90s.

L. Scott Ferguson: I would say seventies. Seventies. Awesome man. Yeah. Good. I love good stuff. I love the seventies. Good stuff.

Sanjit Singh: Yeah.

L. Scott Ferguson: Yeah. I, I, again, I, ’cause I was born in 72, I kind of grew up in the eighties. Graduated in 1990, right from high school.

Yeah. But like the seventies, whenever I’m, like, my team sends me a podcast to build show notes and stuff like that. I love to have the seventies because it’s like. Stories that are, exactly whether it’s concept albums. Yeah. Yeah. Awesome. I love it. So how Sanj?

Sanjit Singh: Bolt, B

L. Scott Ferguson: O

Sanjit Singh: L T T dot IO. Bolt. Tell us about bolt.

Bolt’s just the company I work work out of that I created for my fractional services.

L. Scott Ferguson: Love it. That’s, that’s really cool. Cause I checked it out. Again, I didn’t know anything really about fractionals and stuff like that. Now I know that it exists and this helps [00:28:00] me out with coaching clients. Thank you.

I mean, like seriously, thank you. So good. I’m glad if you don’t mind, leave us with one last knowledge nugget. We can kind of take with us internalize and take action.

Sanjit Singh: Yeah. I would say , if you’re running a business and you’re trying to grow sales look at it the way I would, which is where’s the bottleneck, ?

And. Find go through the whole sales process painstakingly slow till you find where the bottleneck is and then ask yourself, , what resources or people can I engage to solve this particular part of the bottleneck and as a CEO or someone starts a business. Do you dedicate a certain percentage of your time every single day or week to grow your, to actually grow your business?

And if not, I think you should start to do that.

L. Scott Ferguson: That’s beautiful, man. That’s beautiful. And this is such a masterclass for me squad out here with my good friend, Sanj, that, he, he reminded us that, he tells us a fractional is kind of a fancy [00:29:00] word for, for part time senior talent, , it might’ve been recently laid off or kind of let go for a company, but there’s options for you, To dip your feet back into the workforce, right?

And really get in there and embrace the company and embrace a passion. , there’s business owners out there that you might not be able to afford a full time full perks yet. , there are options out there. You might want to go to the fraction L organization and really check that out.

That’s something Sanj, , poured out to us, , and there’s a lot of value you can find it in the fractionals. That’s there. And there’s a lot of the talent pool is probably pretty big. Cause some people are coming out of burnout and they, again, they just want to kind of get back in there, , and my friend signs is so passionate about helping people.

And he really laid out to us that vulnerable vulnerability is key for him. And it’s, it’s, can be key for. Everybody out there and that when you’re in sales and whatnot, that it might be slowing down, , if you don’t bring signs in, bring somebody in or [00:30:00] yourself to really find out where that bottleneck is fine, what people is in the talent that you’re going to bring in there, and.

And really help yourself out. And if you’re younger, even if you’re older and you’re kind of stuck, it really worked to convince yourself that you’re capable, that, that you’re able, and if you are stuck, , like my good friend, Leah Woodford would say, get your asking gear asked. There’s people out there willing to answer your questions for you.

, he’s going to be remembered as somebody that has helped a lot of people. Increase their bottom line. I can see it right now that it, this size is just a legend in this field that he cares about people. And he doesn’t care just about the bottom line. He understands that both are critical to people and the bottom line and signs, thank you so much for coming on.

You’ve earned your varsity squad letter here at time to shine today. You level up your health, you level up your wealth, man. I absolutely love your guts, brother. And I can’t wait to continue, , collaboration with you somewhere down the line. Thanks, Scott. Thanks for having me. You bet, man. It’s great.

Really enjoyed it. All right. All right. Cheers. [00:31:00] Bye.

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