Dr. Robert Solano

An Open Letter to a Former Associate

Dear Former Associate,

A few weeks ago, you gave us notice that you were leaving our law firm. You agreed to stay on a few weeks to close out some of your open cases. We are very grateful that you provided notice and that you were willing to continue to work for a few weeks. Your actions were very professional; the same level of professionalism you brought to work every day for the past two years. Thank you.

Likewise, it was very professional to inform us that you planned to start your own law firm. Regrettably, we had a conflict of interest. We terminated your employment contract early but believe that we gave you fair pay and severance. To be clear, anyone that practices or plans to practice immigration law is a business competitor. This was not personal; it is the nature of business.

In lieu of using your name, I have addressed this letter towards a friend because we do still consider you our friend. We wish you success with your law firm. We hope that you learned a lot about business while working with us and that you will develop your own unique business strategy and company procedures. This is a large market, and we have no doubt that there are many potential new clients that need your services. You are a great attorney!

Since you are our friend, I want to share some of our experiences in hopes that you will avoid the pain that we lived through. My wife, Zaira Solano, started this business with a laptop, a cell phone, and two months’ rent in her bank account—with exactly $100 to spare. I met her when she was two years into her business. For the past five years, I have been privileged to watch the business grow through its phases. I frequently help with the business on the nights and weekends after I work my normal day job.

When Zaira started Solano Law Firm, she decided that she would be a business owner. Countless attorneys practice law, and many start their own company, but few make the conscious decision to be a business owner. Being an entrepreneur requires a different mindset than being a lawyer. I’m sure you already know that running a new business is extremely difficult. The first few years were challenging for us because Zaira had to do everything, from being the sales team to the marketing specialist, receptionist, accountant, bookkeeper, human resource manager, technology officer, and networking every day, on top of her duties as an attorney. When you joined the team, we had already hired specialists for each of these activities or outsourced them. Our monthly payroll expenses are now approximately $62,000, and we spend an additional $10,000-$20,000 per month outsourcing marketing, bookkeeping, information technology, accounting, and other management tasks. Even the smallest business is a machine with many moving parts.

My recommendation to you is to hire help or outsource business management tasks as soon as possible. We should have hired and outsourced more, and sooner. I can’t begin to count how many hours I spent learning web design, pay-per-click, email marketing, IRS regulations, etc. Or how many hours I spent combing over resumes and interviewing poor job applicants. There are invariably other experts that are better at these skills than we will ever be. Because of the overwhelming workload and variety of tasks, the first few years of our business crushed our souls. It strained our relationship. We had more than one nervous breakdown and a breakup. Now we find happiness when we can focus on the few passion areas that we love—helping clients and developing our team.

I’m sure you already know that running a new business is extremely difficult. The first few years were challenging for us because Zaira had to do everything, from being the sales team to the marketing specialist, receptionist, accountant, bookkeeper, human resource manager, technology officer, and networking every day, on top of her duties as an attorney. When you joined the team, we had already hired specialists for each of these activities or outsourced them. Our monthly payroll expenses are now approximately $62,000, and we spend an additional $10,000-$20,000 per month outsourcing marketing, bookkeeping, information technology, accounting, and other management tasks. Even the smallest business is a machine with many moving parts.

My recommendation to you is to hire help or outsource business management tasks as soon as possible. We should have hired and outsourced more, and sooner. I can’t begin to count how many hours I spent learning web design, pay-per-click, email marketing, IRS regulations, etc. Or how many hours I spent combing over resumes and interviewing poor job applicants. There are invariably other experts that are better at these skills than we will ever be. Because of the overwhelming workload and variety of tasks, the first few years of our business crushed our souls. It strained our relationship. We had more than one nervous breakdown and a breakup. Now we find happiness when we can focus on the few passion areas that we love—helping clients and developing our team.

Entrepreneurship also changed our relationship. Years ago, I believed in work-life balance and enjoyed the idea of being able to leave work in the office to come home and focus on the family. For an entrepreneur and small business owner, there is no such thing as work-life balance. We are always “on.” We cannot have a conversation without talking about the business in some fashion. The business is not the only focus in our lives, but it manages to weave into every aspect of our existence. Most of our vacations are business vacations, most of our friends are business colleagues, most of our books are business books, network events are date nights, and many of our friends raise their children in their businesses. Zaira regularly works 80 hours a week and spends much more time than that talking and thinking about the business. I enjoy working hard, but Zaira is beautifully relentless.

Zaira and I had one particular date night a few years ago. We were trying to figure out how to remotely manage an office in Atlanta while living in Florida. This was a topic that we argued about multiple times. On this date night, Zaira prepared a PowerPoint presentation for me on how we could make the new business model work. Imagine! Friday night in downtown Orlando, sitting at a beautiful cafe next to Lake Eola, most couples were out getting a nice dinner while the babysitter watched their children. Lovebirds walked by, dressed up on their way to go dancing or see a play at the theater, and here Zaira and I are having a glass of wine and reviewing our business plan on an iPad. That’s romantic!

At first, I fought against this. I tried to maintain work-life balance and separate the two worlds. This put a lot of strain on our relationship. My recommendation is that you forget the myth of work-life balance. We were a lot happier when we stopped fighting our natural entrepreneurial spirits.

For entrepreneurs, there is no such thing as work-life balance. There is only life, and life includes the business, our relationships, our family, and friends. They all support each other. Now, we schedule date nights and reading time at the beach the same way we schedule conference calls and performance reviews (quarterly calendar meetings). We regularly talk about business at home at all hours of the day, night, and weekends. The business is an extension of our relationship. We love each other. We love the world. We want to develop a deep and meaningful relationship, and we want to have a meaningful impact on the world. The business is an extension of our love.

Finally, I want to share with you a valuable lesson that we learned about growth. Last year, your salary as an associate was greater than Zaira’s, the CEO. On paper, you may have seen large revenue numbers, but as I already discussed, we have huge overhead costs. Our salary costs are high, the cost of service providers is much higher than you probably expected, rent and other facilities are expensive, and there are numerous other costs associated with operating the business. Year after year, we have grown between 33% to 125% annually. We grow because we continue to invest in the business. Last year, we hired our office administrator. This was an expensive hire. It cost us over $10,000 just to find and recruit her. It cost us almost another $10,000 to train her. These costs and her entire salary came out of Zaira’s pay. For four months, Zaira did not pay herself anything to cover the initial investment in the office administrator. For four months, the work didn’t stop, but the pay sure did.

We reinvest a lot into the firm. Hiring our office administrator is one example. Other examples include the firm retreats, family days, coaching services, and marketing campaigns, to name a few. These investments are required for growth, and growth allows us to help as many clients as possible.

This year, we are in a better position. If Zaira decided to level her growth, she could pay herself over $100,000 this year. But small changes to the business could dramatically impact her salary and benefits. For example, if she decided to hire two new paralegals or if there was a 30% dip in new clients, Zaira’s salary would reduce to near minimum wage. Imagine working 80+ hours a week as an attorney and CEO to make minimum wage!

The truth that few people talk about is that small business growth is cyclic. You will have hard times and good times. You will have some months where you will make more money than you ever dreamed possible, and other months when you will question your life choices as you cry yourself to sleep.

My recommendation is to expect it, prepare for it, and don’t be surprised when the world appears to be crashing down on you. We fall so that we can learn to pick ourselves back up. This is a hard lesson, but one of the most important. It is why most solo-practitioners give up after six months and either apply to work for a larger law firm or try to teach at a university instead.

In conclusion, we really do wish you the best of luck as you start your own business. We have no ill-will towards you as long as you have no ill-will towards us. We have an abundance mindset and welcome anyone that is compassionate, professional, and eager to serve the immigrant community. They are severely underserviced and need our help.

My wife is the CEO, not me, but I am sure that she will agree that being an entrepreneur is the most difficult thing she has ever done in her life, but also the most rewarding—cliché, I know. Although Zaira and I are not parents, I believe that some mothers will even tell you that being an entrepreneur is more difficult than raising a child.

We wish you the best of luck and look forward to seeing your business grow and develop.

Saludos,

Robert Solano

Chief Advisor
Solano Immigration Law Firm

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Why Your Side Quests Matter: What 21 Years in the Army and a Video Game Taught Me About Purpose

I've done a lot of interesting things in my life, to include building a snow cone business in 30 days.

A few days ago I was coaching a group of business leaders and realized I had no idea what to say.

That’s not normally my problem. I’ve briefed generals, been on the news, and have briefed the President of the United States. I’ve flown into places where saying the wrong thing on the radio gets people hurt. I’ve stood in front of a circle of people at Heartspace Church and talked about God and consciousness and grief. Talking is not the hard part.

But this was the first time I’d spoken to a corporate group since retiring from the Army and starting a psychedelic church, which is a sentence I still find pretty funny to write. And in the weeks before the talk, I kept circling the same question:

What could I possibly say that connects all the different pieces of my life?

Twenty-one years in the Army. Flying Blackhawks in combat. Leading soldiers. Managing billions of dollars in government contracts. Then retiring, growing my hair out, and starting an interfaith church centered on spirituality, community, and psychedelic medicine.

What does a psychedelic church have to do with a room full of executives trying to grow a business?

I was getting my kids ready for school that morning, thinking through my thoughts, and none of it was working.

Why am I even coaching this group, I thought. This kind of coaching isn’t my main quest, it’s a side quest. 

And then I thought about Zelda.

Stay with me.

In video games like Zelda, the best parts are always the side quests.

The main quest is never the part you remember

My favorite video game of all time is The Legend of Zelda: Breath of the Wild. I played it when the Nintendo Switch first came out. I’d waste hours playing it, which is not the kind of thing a Lieutenant Colonel usually admits in print.

If you’ve ever played a big open-world game, you know there’s always a main quest. Save the princess. Defeat the evil guy. Save the kingdom.

But here’s the strange part. That’s almost never what you remember.

You remember the side quests.

You see something weird glowing on top of a mountain and you go check it out. You help a random villager find her chickens. You spend an embarrassing amount of time trying to tame one specific horse. You crawl into a cave that has absolutely nothing to do with where you’re supposed to be going.

Sometimes you look up and realize three days have passed and the main story hasn’t moved an inch.

And yet, somehow, it has.

Because along the way you picked up better gear. You learned how the world works. You got stronger. You found a shortcut you’ll need later. You became a little more capable of handling whatever the game was going to throw at you next.

But there’s something else too, and I think it’s the more important part.

The side quests are what make the game fun.

Sitting on that Zoom call, I realized that’s a pretty accurate description of my life.

I went to combat with some of the greatest Americans I know. Most returned, some didn't.

My main quest, version one

For a long time, the Army was my main quest.

I showed up at West Point at eighteen with a buzz cut and no real idea who I was. I learned to fly helicopters. I deployed to Iraq and Afghanistan. I led hundreds of soldiers in combat, and I flew missions with some of the greatest Americans I know. Most of them came home, and I still remember the ones that didn’t.

Toward the end of my career I was responsible for a team of more than fifty engineers and experts overseeing billions of dollars in government aircraft programs. Big defense contractor. Big meetings. Big consequences.

Then that chapter ended. I defeated the final boss (the Department of Veterans Affairs, and if you know, you know) and the quest changed.

My main quest, version two

Today my main quest is my family and my ministry.

I founded Heartspace Church, an interfaith community where people come to heal, to sit in ceremony with plant medicine, and to remember who they are. I spend my days thinking about God, consciousness, community, and how we help each other find our way home.

Going from Blackhawk pilot to psychedelic chaplain is already a pretty strange character arc.

But then there are the side quests.

I helped my wife build her law firm. I became an angel investor in medical technology that saves lives. I’m helping produce a film about generational trauma (you can watch the trailer here). I work with nonprofits helping veterans heal from what war did to them. I wrote a book about marriage and published children’s books about the Taino indigenous people. I finished an Ironman. I earned a doctorate studying artificial intelligence. I was a finalist to become a NASA astronaut. I got certified as a coach. And right now I’m writing a book about Jesus that I believe might matter more than anything else I’ve made.

At one point I even started a snow cone business, which, out of everything I’ve ever done, is usually the one people remember most.

For years, a lot of these things felt disconnected. Like distractions from whatever I was “supposed” to be doing.

My wife Zaira has a look. I’ve seen it more than once. I saw it the day I came home and told her I’d bought a snow cone cart. I saw it when I told her I was writing a sensual science fiction novel. And I definitely saw it when I told her I was going to become a psychedelic facilitator. She never said a word. She just shook her head slowly, and the look said it all: Robert, what exactly are you trying to be?

I didn’t have an answer then.

I do now.

Robert Solano

My main quest will always be protecting the villagers (my children) and saving the princess (my wife).

Nothing was a distraction

Every one of those experiences gave me something.

The snow cone business taught me more about sales than any MBA class could have. The Ironman taught me how to push my body past the limiting beliefs of my mind. Coaching certification taught me to shut up and listen, which is a skill the Army does not exactly prioritize. The NASA process taught me to chase my dreams with everything I’ve got, and that sometimes, once you get close enough to touch one, you discover it was never really the dream you wanted. Investing taught me that helping a stranger reach for their dream can quietly become your dream too, especially when it has the power to change the world.

A skill. A relationship. A failure. A story. A little more courage. A different way of seeing people. A deeper understanding of myself.

They leveled me up.

And every single one has made me better at the work I do now. When I sit with a veteran in ceremony, I’m drawing on the combat pilot, the coach, the guy who sold snow cones at the little league field, the guy who ran 26 miles after swimming and biking all day, and the dad of three little ones. All of them show up.

More importantly, they made the journey a hell of a lot more interesting.

What the research says about wandering

It turns out this isn’t just a video game metaphor. There’s actual evidence that the detours matter.

In 2020, a team of researchers led by Dr. Ciara Kelly at the University of Sheffield published a study in the Journal of Vocational Behavior looking at people with serious hobbies. What they found was interesting: when your hobby is very different from your job, spending more time on it actually increased your confidence in your ability to do your job. The wandering made people better at the main quest. (The catch was that when the hobby was too similar to the work, it could have the opposite effect, so the cave you crawl into should probably be a real cave, not a work-shaped one.)

Dr. Stuart Brown, a psychiatrist who founded the National Institute for Play, spent years studying what happens to adults who stop playing. His conclusion, which I think about a lot, is that “the opposite of play is not work. It’s depression.”

And David Epstein’s book Range makes the case, with a mountain of examples, that the people who end up doing their most meaningful work are often the ones who sampled widely, took detours, and arrived late to their real thing. The generalists, not the specialists.

Steve Jobs said the same thing in a different way in his Stanford commencement speech. You can’t connect the dots looking forward. You can only connect them looking back. The calligraphy class he wandered into after dropping out of college became the reason the Mac had beautiful fonts.

Every one of these people is describing a side quest.

“Urgent and important. . . an essential read for bosses, parents, coaches, and anyone who cares about improving performance.” —Daniel H. Pink

The trap of the main quest

I think most of us are so focused on the main quest that we forget we’re allowed to wander.

The career. The kids. The mortgage. The balance of our 401(k). The next promotion.

Those things matter. I’m not telling you to quit your job and go live in a van. I am telling you that if you’re not careful, you can spend your entire life sprinting toward the Big Boss and miss half the world along the way.

And here’s the part nobody tells you: you will eventually beat the Big Boss. You’ll get your DD-214. You’ll retire, or the company will get sold, or the kids will move out, or the thing you built your identity around will just end. The ending credits will roll, and you will meet the video game creator.

When that day comes, you’ll ask the big man in the sky, “Did I beat the game?”

He will look at you and smile, then ask, “Did you enjoy the game?”

Maybe you don’t need another goal

Maybe you need a side quest.

  • Take the class that makes absolutely no sense for your career.

  • Write the book nobody asked you to write.

  • Learn to paint.

  • Start the weird little business.

  • Volunteer somewhere.

  • Take your kids camping.

  • Make the film.

  • Plant the garden.

  • Go see what’s on top of the mountain, simply because you’ve always wondered.

It may turn out to have nothing to do with your main quest.

Or twenty years from now you may look back and realize it had everything to do with it.

Either way, don’t forget to play the game.

How to find your next side quest

If something in this stirred you, don’t just close the tab and go back to the main quest. Here’s what I’d actually do this week.

1. Spend an hour unplugged.
No phone, no podcast, no screen. Go for a walk, sit on the porch, lie in the grass. Most of us have no idea what brings us energy because we’ve never been quiet long enough to notice. Pay attention to what your mind wanders toward when nobody’s asking it to be productive. That’s usually the clue.

2. Sit with these three journal prompts.

  • When was the last time I lost track of time doing something? What was it, and what did it give me?

  • What’s the “glowing thing on top of the mountain” I keep noticing and keep ignoring? What am I afraid would happen if I went to look?

  • If I stopped worrying about whether it “made sense” for my life, what would I start this month?

Don’t edit yourself. Write badly. The answers are usually already in there.

3. Pick one side quest and give it 90 days.
Not a life change. An experiment. Sign up for the class, buy the paint, book the campsite, write the first chapter. Ninety days is long enough to learn something and short enough that you can’t talk yourself out of it.

4. Talk it through with someone who’s done it.
If you’re standing at the edge of a chapter ending, or you’ve been staring at the same mountain for years, I’d be glad to help. I’m a certified coach and I’ve walked this road more times than I care to admit. Send me a message through my contact form, or if you’ve signed up for my weekly newsletter, reply to any of my emails and let’s start a conversation. One conversation can save you a year of circling.

And if this story landed for you, subscribe below. I write about faith, healing, leadership, and the strange beautiful detours that make a life. Most weeks it’s a story like this one. Some weeks it’s a snow cone recipe. You never know.

With love and gratitude,

Robert

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