Pass the Secret Sauce by Matt Shields

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In this episode, we delve deep into the treacherous terrain of entrepreneur burnout. Join us as we explore the subtle yet powerful warning signs that often go unnoticed, leading to the demise of even the most passionate and driven individuals. From relentless workaholism to deteriorating mental and physical health, we leave no stone unturned in uncovering the silent saboteurs that lurk beneath the surface.

But fear not! We don't stop at mere identification; we equip you with a toolbox of strategies and insights to combat and conquer burnout. James shares his personal experiences and battle-tested advice on how to regain control, rekindle your passion, and build resilience in the face of adversity.

Tune in to discover the transformative power of self-care, boundary-setting, and purpose-driven decision-making. We'll guide you through practical steps and mindset shifts to not only survive but thrive in the entrepreneurial world. Don't let burnout extinguish your dreams—ignite a new flame of balance, fulfillment, and sustainable success. Join us on this empowering journey toward reclaiming your entrepreneurial fire. #highperformance #burnout #selfcare #health

Awareness Plug / Ad:
Podcast Guest: James Williams
Company/Organization: The Growth Edge
Position / Title: Certified High-Performance Coach
Personal LinkedIn: https://www.linkedin.com/in/james-r-s-williams/
Company LinkedIn: https://www.linkedin.com/company/73776466/admin/
Instagram: https://www.instagram.com/jamesrswilliams/
Website: https://thegrowthedge.com/
Email: James @TheGrowthEdge.com

This is just a reminder. This is something that I've come across a number of times in my career as an entrepreneur, but it absolutely is true. If you know that you don't have the right people in the right seats, you should really look into changing that and getting the right people in the right seats.

We've had. A lot of turnover in some of our companies in the last six months or so, and a lot of it had to do with underperformance and me wanting to give people the opportunity to be able to quote unquote, grow into the position since we've replaced them and found other people to be able to be in those positions.

Those. Opportunities, those areas has have absolutely flourished. So don't be afraid to make that change when you see things not happening, uh, no matter how much you might want to keep kicking the can down the road. So,

On invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively into multifamily real estate. And speaking of investing passively in multifamily real estate, if you are looking to learn more about that, head over to invest in square feet and sign up for our monthly trainings where we walk.

Are potential investors through some of the knowledge that you need to have as a passive investor. In the multifamily industry today we're gonna talk about a topic that does not get covered nearly, nearly enough, and it's something that pretty well all entrepreneurs are going to face at one time or another, and they may not even realize that they're facing this.

The questions that we're going to answer today is, are you pushing yourself toward burnouts? We're gonna learn the hidden signs that high achievers normally will start portraying when they are on their path to toward burnout. And we're, we're gonna learn how to identify them and what to do when you are in those situations, or even have your loved ones listen to this episode so that they can understand whether or not.

You might be going through a burnout situation and they can help identify those particular situations. So with that, let's get onto the show. max@podcastboutique.com

Well, the interesting thing about high performers like yourself is that high performers, you know, naturally can actually. Like go through burnout whilst not knowing they're in burnout, right?

That's, yeah. They can actually, they can actually do that because, I mean, I dunno if you under, you know what human design is, but there are all sorts of different personality profile testings. And so my wife's what's called a manifesting generator, and so that archetype has the ability to generate a huge amount of energy and we're not talking about fitness.

We're talking about this natural drive that you were just born with. And so you have this ability, but then what start, multiple things start happening. So, um, intrinsically things can start happening. Like you get very used to, um, your quality, your quality of sleep. Mm-hmm. Right? You get very used to, uh, certain pains.

You get very used to, um, your mood fluctuations, and it's what I call unconscious incompetency. So, You get used to things and you think that it's normal, right? Mm-hmm. And you're so focused on your goal, you're not even paying, you're not even comparing yourself to how other people run. Cuz you're just, this is just how, how I am and I'm fine.

Mm-hmm. It's your fine though, right? Then the other things is on the outside, your relationships. Right? They're just, they just, they, they start distancing a little bit. You feel like you can't trust people 100% anymore because you haven't spent the time to cultivate that. Maybe the marriage or those relationships, they're just, they're not fluid.

And again, the high performer will be like, oh, that's just normal. It's normal to argue with my wife every day, or it's normal for this thing to happen. That's, that everyone else is saying is bad. And so what often high performers do, because they, they don't think there's a problem. They normalize problems.

So, Yeah, that

makes sense.

Right. Until then your hair starts falling out. Right. Or you get that call from the doctor. Right. Or something really, I had a, a good friend's father who, you know, was always so happy and chirpy, um, and driven and worked really hard and, and then he, he, all his hair just fell out.

Wow. Yeah. Eyebrows as well. Everyone thought he had like cancer or something and it wasn't, it was a stress-induced, it's your body saying, listen, I'm trying every way to tell you to change how you are running me. Yeah. And you are not listening, so I need to do something drastic. And that's what happens is the signs get more extreme until you listen.

Mm-hmm. And my goal is to, is to try and educate. Because I don't want you to wait that long because sometimes that sign is unrecoverable. Mm-hmm. And if you get real burnout, that can take years to, to come back from that years. Yeah. Right. And that's if you do what you need to do to recover and then you, doesn't matter how clever you are, it doesn't matter how motivated you are, you won't physically or mentally be able.

To do what you want to do. Yeah. So,

so what are some of the, the steps that we can take to, um, you know, help make sure that we're, I guess, not going down the burnout path, make sure that we are taking care of ourselves. You know, what, what are some of those, what's some of that advice that, you know, we

can, I mean, that's a big question, but I would say the most important thing, so I, I, I run a, a training called Running the Business of You.

And I developed this for this mindset because, Like, let's say we just talk about business owners, entrepreneurs, right? Mm-hmm. Entrepreneurs understand the construct of a business. They understand SOPs, they understand company culture. They understand cash flow, they understand profit and loss. They understand these concepts, so, I turn those concepts into the roles within yourself.

And so step one, if you were to go into a business and audit that business and run a diagnostic, the first thing you'd want to be is com is awareness of everything. I wanna just be aware of everything I wanna, I wanna understand, you know, though, if we talk about the person, I wanna understand my level of energy.

I wanna understand. My sleep, how much I'm sleeping, what my REM and my deep is, you know, so I want stats. I want data, right? I wanna understand, without normalizing or judging anything, I just wanna literally audit my performance. So become aware of everything and then have some data about what, say a high performer that does the same thing as me.

Who is happy, healthy, energized, great relationships? What are they doing that I'm not doing? So we ga we gain data first, right? And we compare. Um, sleep's a big thing. Stress management's a big thing. Time is a big thing. The ability to put to bed. The work and now be husband or wife or friend. Yeah. Yeah.

It's quite often these, those AA types, they actually think about everything all the time. Mm-hmm. So it's com compartmentalizing, it's the ability to be present. So before we teach what, what are, which are habitual patterns, which takes time, we, we gain awareness, um, which is kind of like sales, right? So if I wanna sell you something, you need all the information so you can understand the benefit.

Of what you're investing in, because no, a type entrepreneur is gonna invest any more time in something unless they are sold on the, on how it's gonna benefit them. Yeah. In what they find important. Exactly. So that's my first job, is to sell to them why their ti, why their time addressing this thing is gonna, is gonna make all the things they're striving for easier to get and way more successful and all of the things that people complain to them about, like, you're not around enough.

Or you don't pay attention to me. But all of those things will also be addressed because you will have time to be present. Yeah. With your kids and your loved ones, and you will have time for your focuses. So step one is awareness. So,

It's, it's so, so interesting, you know, some of these things that you're, you're talking about, like, I, I keep reflecting back on my own life and the way that, you know, I, I'm interacting with those, those different situations and I'm told, like, I don't, I, I've, so I've been an entrepreneur for a long, long time, right.

So I, I, I, you know, I, I understand the ups and downs and, and, and all of that. And I think, and I, I don't know that I've ever told anybody this, but I feel like I. Have sort of, I don't wanna say numbed myself, but, but I, I try to just keep an even keel, right? Where I never, I'm never like extremely excited about anything, but I'm never extremely depressed about anything either.

Mm-hmm. It doesn't really matter what it is. Right. So I just kind of like, I go, go this even flow. And, and the way that sort of manifests itself to other people is that I have a hard time expressing myself. I'm like, I don't think I do. I, I feel like I'm, you know, so

I mean, without more information, I, but what, what often this, what, what sometimes happens, and I'm not saying what this is or isn't for you cause I don't know enough.

Mm-hmm. But often what busy people do that experience these emotions, especially men, more so than women actually is they bypass emotion. Right. They bypass it because it's like you recognize, well, when I feel really upset, doesn't help me progress. If I, if I feel really excited, it doesn't help my progress.

And so that's, even keel. Sounds good. And it could be good. Mm-hmm. But I'd need more data. Right. Because bypassing, it's a little bit like, you know, having weeds in the garden and you're like, well, If I dig up those weeds, my garden's gonna look terrible for so long. That's gonna look terrible for the neighbors.

I don't wanna do it. So I'm just gonna put a rosebush in front of the weeds and no wanna know it's there. Yeah,

yeah, yeah, yeah. That's a great analogy. I like that.

So that's part from what happens. Yeah, but you can't, you can't avoid what will, if you are bypassing emotion, you're not gonna avoid what will happen because the full expression of human emotion from furious to to elated.

That's the human experience. And if we deny ourselves those emotions, your body's now saying, oh, I don't need to produce these chemical messages anymore, right? Mm-hmm. So you are literally shutting down essential functions in your body that help you perform. Yeah. Yeah. Yeah, that makes sense. And then when you are building up, stress doesn't, you can't bypass stress.

So if you're not feeling it, you're still getting the chemical messengers from that stress. You're still getting a buildup of cortisol. You're still getting information, and you're still getting used to those things eventually those things. That's the cornerstone of all disease, right? Information. Yeah. So eventually stuff starts happening.

Yep. And. And what is scary, and I don't wanna scare people that are listening to this, but really awesome ent, like high performing entrepreneurs that, um, are very good at bypassing. There has to be such a massive amount of information and, and, and stored stress for something to happen that when it does happen, it's big.

Yeah.

Yeah. Yeah. I imagine that's, you know, that's those situations that lead to the burnout that, you know, might not be recoverable from, right. Yeah. You're, you're internalizing so much of that and, and,

but the, but the other side of it, let's talk about the positive cause I like going there. The other side of it is, rather than talk about all the doom and gloom that could happen, like if you think about how successful and how great you are performing right now mm-hmm.

If you did. Have awareness and have a stress management strategy and a performance strategy, knew how to optimize the business of you. You are already doing well, so imagine if you were optimized, you would be doing 10 times better without any more effort. Yeah, I love it. Now that language, this is how I sold my wife on taking sleep seriously, because she wasn't, she was like doing all the things, like looking at her phone before bed, you know, getting up in the middle of the nights to write notes down, doing all this stuff and then not sleeping well and getting stressed and relying on coffee.

Mm-hmm. And the way I sold sleep strategy to her was, I said, you realize that the better you sleep, the more money you're gonna make, right? Mm-hmm. Because when you wake up the next day, having had ample REM and deep sleep and your sleep pressure fluids are, are gone, your ability to perform is 10 x and what do we know in business if you can, if you can make really good decisions fast?

Mm-hmm. If you can bounce back from failure fast, if you can have the same level of focus and energy at at 5:00 PM as that you did at 9:00 AM all of those things and more are gonna lead to a more successful business and life. Obviously, and all of those things are physiological effects of how you live.

Yeah. Couldn't agree

more. And how do you, what are some of the suggestions on, um, you know, improving your sleep, right? Like, you know, you mentioned the no. Looking at your phone and like blue light glasses. Um, uh, you know, what are some of the

other things that Yeah, yeah. So I mean, it's a big subject and sleep is, a lot of people think sleep is sleep strategies, just about what you do before, before you go to bed.

But sleep is about how you live your whole day. Okay. Consistently over time. And so, I, for a business owner, I'd view sleep, like, you know, that secret source of the business that if it's running really well, e everything's gonna be fluid. Mm-hmm. And so from the moment you get up in the morning, You've heard, I don't you have that term.

Um, um, oh, I got up on the wrong side of bed this morning. Do you have that term? Absolutely. Yeah. One day you wake up and you're in a bad mood. Yeah. So nine times outta 10, that's because of what your first thought or action, or attention was focused on when you first get up. So if anyone gets up in the morning and then reaches for the phone and turns the email on, you've just given away your agenda.

So whatever you read on your phone mm-hmm. And at that point, your mind is, it's not ready. It's like a cold engine, right? If I start the gas, if I, if I, my car was parked in the snow and I turn the engine on and I just went full force before the engine's been lubricated and warmed up, what's gonna happen?

The engine's gonna break, right? It's gonna, that engine's gonna have a stressful day. So it's like that with us. So, how we start our day, you know, we, we build in a routine, which is for at least an hour, no one. Outside of my family in the house gets my attention. Mm-hmm. And even my family for the first 10, 15 minutes, no one else gets the attention apart from me.

And what I do is I undo anything that has. Built up during the night, so let's say eight hours of sleep. I haven't drunken anything for eight hours, so I need to hydrate. Mm-hmm. I haven't been moving much, so I need to get the blood flow and get all that, all those liquids and stuff in my joints moving, right?

Mm-hmm. Get moving. So hydrate. I need to, I understand that my brain has been kind of quiet all night, so I need to now warm it up slowly with something that's positive. So whether it's, um, journaling or meditation or I, there's a great exercise where you just write down five. Once you've done the work on understanding your values and who you are at your best, you can write down five questions to ask yourself that, bring that person out, okay?

And if they're relevant to your agenda that day, even better. And then from that point on, you're, you know, you're just warming the body up because if you prime your body, your, your performance is gonna be better. Yeah. And then, then throughout the day we've gotta think, well, what are some of the things throughout the day that do have a negative effect on my physiology or my psychology?

And so one great trick for everyone, very simple, is hourly recharging. So if every hour, if you set an alarm on your phone to go off late, I. 50, you know, uh, 50 minutes past the hour, every hour. And then for five minutes or maybe 10 minutes, you undo that previous hour. So for example, if I'm sat on my computer working for an hour, I have to understand that I'm staring at a bright screen.

I'm sat down, which is not, not great. I'm probably not breathing. Deeply. Mm-hmm. Mm-hmm. I'm probably not hydrating, so all I'll is stand up, move around, change my focus, hydrate, move around a little bit, do some breath work, and you'll gain back some of the performance you've lost in that previous hour. If you do that every hour, you're not gonna get the afternoon crash.

Yeah. That alone. That makes sense. Yeah, because it's, rather than try and solve a big problem by waiting till four, if you just. Chip away a little bit every hour. Mm-hmm. You are just keeping everything functioning right? Yep. And then we have to have a solid cutoff time, like me and my wife, when we finish our days, we might discuss work a little bit and then we have an agreement we say.

Right. Is there anything else around work that you want to discuss? Okay. No. Great. So from this point on, no work talk.

I love it. I love that. Okay. That's, yeah, that's great. That's great in

itself. That's amazing, right? Even that, yeah. So then it's just evening with partner, okay? Mm-hmm. And then, you know, we have food, all this kinda stuff.

And then before bed, you know, at least an hour, but ideally two, at least an hour of nothing that's gonna stimulate. Your intellect. So be very careful with that last word. Other stimulation is fine. Exactly. Um, so no screens, no tv, no computer, no phone, right? Um, no books that are learning books like fiction's.

Okay. But nothing that's gonna get you thinking of ideas. Mm-hmm. Because that you've already, you've closed off the day. Yeah, you said I'm done. It's awesome. I'm planning for tomorrow. We're sweet. So an hour, that hour is like the opposite of the wake up. It's like I'm gonna get my brain used to the fact that at this set time, an hour or two hours from now, it's gonna get used to that.

It can start winding down so that by the time my head hits the pillow, I'm not racing. Yeah, it's ready. And after a period of time, your brain will learn that your body will learn that it'll start producing the melatonin early. It will start winding itself down. Your body will start prepping. So, And you'll go to bed right now.

There are tons of other tricks in terms of depending on your, your access to things. I mean, I have an infrared sauna, so I do that. Mm-hmm. And cold, cold plunge. Um, do you do that before bed though? The plunge, so, yeah. But not cold plunge. So there, there's a lot of science behind in infrared sauna is really great because it will, it reduces a lot of the information, relaxes your body, but your body, your core temperature must be cool to sleep well.

Mm-hmm. And so, Even if your bedroom's cool, it's important to get that temperature down. So I will jump in a cold shower or a cold bath just for a coup, not like ice, just cold, just to get my core temperature back down. Right. And that what happens then is your body will, it knows. It's like, oh man, let's start pumping the hormones that we need for this time of night.

Yeah, yeah. Now, obviously you might feel a bit stimulated after that cold bath, but it's different. You are, all you're doing is you're just tricking your nervous system. Um, so I do that, and then you bit, then you're a bit cold, and then you get wrapped up in bed and you might do a meditation practice. You know, there's all sorts of, there's lots of little tricks and tricks you can do, but you know, ultimately, Before we start talking about tech, um mm-hmm.

It's really simply your, your body is the most amazing tech in the universe. It will do what you teach it to do. It's just that most of us are teaching our bodies unconsciously to do things that aren't good. Yeah.

I, yeah, I, I love, I love the, you know, I guess the, the conscious, um, action of saying, okay, we're done with work now, you know, you and your partner, um, you know, and acknowledging that, okay, there's nothing else I want to talk about.

So it's nothing like, you know, you don't feel like I gotta

get everything right. It's, yeah. It's a respectful part of that relationship. And when you, we've lived and worked. We, we've been married for 10 years, but we've worked together under the same roof for like eight years. Mm-hmm. And for that to work, you've gotta have some very strict boundaries about when are we work, James, Emily, and when are we husband and wife?

James. Emily. Yeah. Yeah, yeah. Right. Because otherwise you start disrespecting each other's agendas and. You know, things go awry. Yeah. How,

how do you, how would you, and, and I'm not quite sure if, well, I guess some of your clients I'm sure are, are, are in these similar situations where, um, you know, you might have someone in your life, or maybe it's even you that.

Is essentially addicted to their phone. Right? Like all you know, they're sitting there on the couch or whatever, and the phone is right there in your face. Right? I think there's so many people that live that way. Mm-hmm. Um, I, I guess, you know, I. Recognizing that and accepting that is kind of the first step.

But, you know, any, any thoughts on, um, how you can do that or even do that for someone else and get them to recognize that, you know, you're spending way too much time staring at the screen? Yeah.

Yeah, it is a big conversation. I mean, I, I was having this conversation with someone the other day about the way the world's going and the lack of presence that we're getting.

I mean, tech's great. Don't get me wrong. I love tech. Yeah. But there's an element of responsibility that I think that needs to be taught, and I certainly know with my, my daughter coming in February next year. You know, teaching responsible use of technology, rather than saying it's good or bad, but just teaching your responsibility is very important for that next generation.

Mm-hmm. So, listen, I would first say the most powerful way to be influential is be, um, a role model. Mm-hmm. Because when your partner sees you benefiting from something they're not doing, they're gonna get curious. So I'd say that first because it's not your job to tell people what they can or can't do.

And the most powerful way for them to do it is, is them just seeing how, how it's benefiting you. Um, But there is also a con conversation. So most conversations of influence or persuasion fail because people don't plan for them. They go in there with all the information and the data, and then they, they regurgitate that and it doesn't work because, you know, we call it the kimono, right?

If someone, if you, you walk up to someone. And you want to convince them of something and you haven't even asked their permission, you'd not even warm them up. And you dunno what's going on in their days. You're, and they're, they're kimonos me, metaphorical, kimonos closed. You've gotta open that up first, right?

Yeah. So if you ever build a relationship, like when we first met, we didn't, you didn't pick up the phone and go, hi James, um, I want you to hire me for this thing. Um, when are you ready to pay? Yeah, yeah. Yep, yep. Right? It's a relationship we're building. And so, um, so I would say, In high performance theory, there's like an 80 20 for positive, negative, influential, right?

So if we can think of all of the ways and all of the benefits that are relevant to that person's joy and what they want and what they find important, and you can paint out a picture of all the ways it will benefit all of those things for them. Two, not look at their phone all the time, and then a little bit of information of what will happen if they do continue to look at their phone.

That's a good. That's a good kind of metric. Um, but you've gotta be very careful with a relationship that's different to like a friend. Yeah. And so I would say stick to strong boundaries. Like if me and Emily are together in the evening and she wants to stare at her phone, that's great. I'd be like, well, I'm not gonna be in this room then.

Or if it's the room that I was already in, you know, I would ask her if you could look at that in your, in another room, please. Mm-hmm. Mm-hmm. And you'd be very strict with that with love? No, no anger, no frustration. My focus is on me. Mm-hmm. So that I can be a good husband, and I think this is where a lot of people get it wrong.

If you are ever resentful or angry, another person for them making you feel a certain way about how they're behaving, what you have to understand is they're not making you feel upset. You are upset by the way you are perceiving that situation. Yeah, that's great. And if you are resenting them, it's because you're giving that way more attention than you're giving yourself.

So imagine for a moment that you said, okay, I want to pay more attention to my sleep. My partner doesn't. So I have a adult conversation with him, say, this is how I'm gonna be living my days, and I would love you to support me. I'm not asking you or telling you. I'm just, I'm, you know, I'm just saying, can you, I'd love you to support me in these routines that I'm trying and this is how you can support me.

And I'm not telling you you have to do it as well. Mm-hmm. And, and you have that solid boundary and you do it with love. And what will happen is as it's starting to benefit you, This person's gonna get curious. They, they've got more energy. They're happier. Yeah. And they, they're not missing any emails.

They're not missing anyone getting back to them. So even though they're not looking at their phone all the time, so. There's that, right? Yeah. I mean, we could talk about this all day. Like the, the reason people get addicted to their phones, they've, they've forgotten how to make themselves happy so they get a dopamine hit from their phones.

Yeah, exactly Right. There's a lot

to it. Yeah. Yeah. Com completely agree. And, and I'm glad that you brought that up because again, I think that that's, you know, something that people don't realize, you know, just how, how, how much psychological impact, you know, your phone has on. You know, your, your, your current state of mind and, and

what it's actually doing.

Oh, it's, yeah. Everything, your brain absorbs everything you say. Everything you hear and see is stored in your subconscious. Yep. So if you were to measure what you are spending your time looking at, or reading and understand, that is shaping your character and your habitual behavior, if you could really see the data on that, you would very quickly address how much you are looking at your phone and what you're looking at.

Yeah.

Yeah, yeah. No, couldn't agree more. What, um, you've mentioned, obviously sleep has been, you know, kinda one of the, the core focal points on this. Um, and you, you mentioned that you, you really love tech. Do you have any recommendations for tech that, you know, helps sleep or, you know, even like you, you, you said that you establish kinda the baseline, right?

Are you guys using like war rings or, yeah. Um, anything like that?

Yeah, I mean, I'm a da, I'm a fan of data, so I use no ring every night, um, because I want to know. And it was fascinating during Covid cuz when we didn't know what it was or isn't or whatever, it was great to study that cause it was like, you know, the impacts of stress or if I have, if I did, you know, I did catch Covid at once and you know, how does that impact my sleep?

And I love doing all that because it's helped me refine my process. Cause everyone's different, right? What works for one doesn't work for everyone. So if I can measure data that says, You know, if this happens the night before my rems impacted, if this hap, so if I, for example, if I have a heavy workout, you know, I need more deep sleep to recover.

Mm-hmm. So my deep sleep will be compromised a bit after a workout, which means I have to double down on the things to get my muscles relaxed. You know, I might do magnesium spray on my muscles, I might mm-hmm. Have a, or a salt bath or something like that. Um, so, so, I'm always very cautious about recommending tech because I, I, I want, I don't want people to get addicted to another bit of tech to replace this bit of tech.

Yeah. You, your body's capable of doing everything yourself and most of it's psychology and then it's a supplement as the same with supplements. Right. Have a healthy diet and then supplement it to. You know, fill in the gaps. Mm-hmm. Have a healthy, you know, mindset routine and physiology routine. And then have tech to support it if you wanna go another level.

So, yeah, a ring's great. Um, for meditation. If there are people that are like, I've tried to do it and it's tricky for me. Mm-hmm. I sold myself a meditation by using the Muse headset because it gives me data. Okay, so that's, uh, M u s e Muse. It's a headset that you wear, um, and then it plays track on your phone, and then it, it literally gives you biofeedback.

So when a bird chirps, um, you're in a really good state, um, when the noise that you've picked is more violent, your, your brain's more turned on. When it calms down, it's calmer. And then afterwards you get data that says how much time you were present, how much time you were, Think And so then that's great cuz you get feedback and you can play around with routines to get yourself, you know, mastered there.

Now it's like, I can just do it. In fact, I, I can give you a listeners and this the one I created, I created a very short, um, visualization for myself that works really well and I'll send you the link. Um, so I don't use the use headset anymore. For me that was like the training wheels. It was, um, it was the tech that got me started, right?

Um, I am, I'm gonna be getting involved in a big project that I can't talk too much about in, in the coming year that will involve tech, but it'll also involve practices and, and coaching and all sorts of other things. Um, and so I mentioned the infrared sauna, right? They're, they're really much more doable for homeowners now, right?

They're, you know, they're three or four grand, which I know is an investment, but, If you used an infrared sauna regularly, you know the impact on reducing inflammation and sleep and stress. I mean, it's, it's just there's so much data on, it's incredible. It's great thing to have or use if you can. Yeah. Um, I wouldn't go too heavy on the tech for sleep to honest with you.

I would, ID pay attention to your diet. I'd pay attention to the routines that we've, we've talked about. You have everything within you. To sleep really well. Yeah. And be patient. That's the other word that entrepreneurs tend to hate.

Yeah, exactly. Well, I think everybody too, right? Everybody wants, you know, I didn't now last night what, whatever I did yesterday didn't work.

Right. So then I'm gonna give up and, you know Right.

Try something else. Right. And that's the, that's the kind of the, the double-edged sword of tech is that a lot of tech is invented to cut the timeline. Yeah. You know, the best results that you've ever had in your life that have lasted, have come from, from giving things time.

And that's the same with business. Go give it time. Yeah. And see that time as is great. Cause I'm, I'm working out what's working, what's not working, measuring the metrics, improving, and if we can, if we can fall in love with any process, whether it's our personal routines or our business routines, then we can be very, very successful in optimize and healthy.

No shortcut. Last, last question here. Do you have any um, uh, I guess. You know what, what, what yesterday used to look like, you know, for one of your clients or somebody that come, comes to mind mm-hmm. What, what their life, what their days, personality, whatever it was used to look like. And then after going through, you know, the, the, the trainings and the coaching and all of that, what today looks like.

Do you have any of that sort of before and after? Yeah.

Uh, I mean, there are many, uh, I think a, uh, a lot of it is the awareness piece. A lot of people, the unconscious incompetency is so big, a lot of people don't, are just not aware. So I had a, an, an amazing guy who was a single dad, um, really dedicated. I mean, the fact that you even, you know, ring rang up a coach to inquire on coaching, shows you how dedicated you are.

Mm-hmm. But there was a lot of just unconscious incompetency. Like he was doing the same things over and over again and, and expecting a different result. And like a lot of people, Thinking that he needed to add something to be better, but what we found was it was actually more taking things away, right?

Mm-hmm. And when he took things away and spent more time just being present, it gave him the opportunity to, to see what he was and wasn't doing, and his relationship with his son. Felt better. He could be really present with his son, which again, wasn't about amount of time spent. It was about when I am with you, I'm with you.

Yeah. He ended up giving up smoking because his anxiety was reduced, so that was, he was still obviously an addict to smoking, but it was easier for him because cuz his anxiety was reduced because he'd slowed down. He gave up smoking. Mm-hmm. He, you know, he was able to then start his other business because we realized that him hanging on so tight to everything meant that he was scared of delegating.

So he was hard for him to start his new business cuz he didn't wanna delegate all the responsibilities to this new person in the role that he was gonna be letting go of. Yeah. So everything just slowed down. Right. And yes, you know, we talk about health often, we talk about diet, we talk about all these things, but ultimately it's psychology.

It's about. It's about, um, becoming aware of how you are currently running this ship and how to slow down readdress. And so, yeah, he gave up smoking. He developed better relationships. He, he actually met someone and developed that relationship. Um, he started this new business. He's happier. He's, he's more successful.

Um, and, and all from really getting to know him. Self better. Yeah. And figuring out a way of running himself that suits him so that he can just be happy and fulfilled and not be in, in the rat race that he's put himself in. Yeah.

I love it. And, and again, I think that so many people get stuck in that rat race and don't even realize they're stuck in their rat race.

Right. And that's the Right, that's the big thing, like you said, more awareness and, and you know, just, just being open to, you know, that other, that other, uh, part of life that is actually right out in front of you. And you might not even recognize it. Right.

So it's a lot of it's terminology. I think that's, that's where I like having fun is, is using terminology that that is speaking the language of an entrepreneur because you know really what an entrepreneur does, they're solving those problems every day, and the problem of themself is no different.

Yeah, yeah. It's just that we're. There's this weird assumption that it's gonna take too much time and they're gonna lose something. There's, there's actually these three main fears that people have, right? There's process pain, which is that the process is gonna be too hard or take too long. There's, um, outcome, um, there's greener pastures pain, which outcome pain, which is the, after all the effort and work, it's not gonna be any better.

Right. And then there's, um, loss pain, which is that if I do this, I might lose something. And they're the, they tend to be the three excuses that people will convince themselves of to not take the action, to work on themselves to be better. Mm-hmm.

Yeah. And, and is there a. Are there, is there a time, I guess you can say, like you said, um, you know, you're going to lose something.

I, I feel like if I take time off, you know, things are gonna fall apart, right? Mm-hmm. There's, there's, you know, not gonna be, somebody's gonna need an answer and it's not gonna get answered for a week, or, and, and, you know, then things like, you know, again, it just doesn't, doesn't go on, right. If, if you are in a position like that, Like truly in a position like that, is that a time when you should be stepping aside and, and doing these types of things?

Or is it best to, to, you know, wait and get into a position where, you know, you feel like, okay, I am in a position where I am as such an entrepreneur. It's solar. I know,

right? I'm, yeah, exactly. That's a, it's so funny. Listen, it's, I remember what someone once saying to me, uh, um, you know, I don't, I don't have time to meditate.

And I said, well, then you need to meditate more. Mm-hmm. Mm-hmm. So every single person on this planet needs to be doing this kind of work in one way or another because it, because when you become more efficient with time, you get more done in less time. So you create time. Yeah, that's true. You're never losing time ever.

Like if you, if you, if you can imagine for a moment, The last day, the last time you felt really on it, fired up, efficient, focused. You were making decisions, you were getting things done right. First time it was just like everything was just going so awesome. Can you picture mm-hmm. A time like that I can.

Absolutely. Yeah. Right. Imagine if you were like that every day. Yeah. Would you get more done in less time? Sure. Absolutely. Now, the, the other trick here for you, for, for entrepreneurs like you, is just because you have more time doesn't mean you have to fill it. Yeah. With work. That's, that's true. That's, but the point is, is you get it.

And so, so this is the thing. It's like, it's like, it's like, okay, so here great example is, is motor racing. So I'm, I'm a fan of Formula One. Mm-hmm. So you've, you're leading the race, but your tires are starting to get a bit worn out and you're like, well, I've still got 20 laps, but if I pit I'm gonna, I'm gonna lose probably five places.

Mm-hmm. So maybe I should just tr try to keep going. Right. We, we all know what happens then. Yeah. Yep. So it's, it's the same strategy. It's like you have to understand that to speed up sometimes you've gotta slow down. Yep. Yep, yep. That makes sense. Because we're, we're in life, right. If you are only gonna live for a week, I'd be like, yeah, fair enough.

You just go all out. Yeah. The tires burn those tires out, baby. Yep. Right. But this is the life and the, if you want to live a long life, and specifically if you wanna actually be working and delivering and succeeding for a long time, not just get old and not be able to, then you've gotta regularly take those pit stops and change those tires.

All right. So wasn't that interesting? How many of you were raising your hands throughout this episode and saying, yeah, that's me. I've, I've felt that before, or I feel like I've been in that situation before. I know that I personally can, but, uh, but let's go ahead and recap what we learned today. Um, obviously we learned that entrepreneurs can be in a burnout mode and not even realize it, which is incredibly, incredibly dangerous.

Uh, just like any business with SOPs and processes and procedures, you should always look at your health in the same way, step-by-step. I personally use an earl. Aura ring so that it helps me track my sleep. So I know, you know, when I should be going to sleep and when I should start winding down. So that helps me a lot.

Um, audit your life and start with your sleep. Are you getting enough sleep? Uh, how much sleep are you getting? What kind of quality of sleep? And I, I, as I just mentioned, we Ring is a great resource to be able to. Learn about all of those different facets of sleep. Uh, look around you who's happy, energized, and, uh, in great relationships.

Look at them, evaluate what it is that they're doing, and try to emulate as much of their life as possible. So again, this goes back to the same thing. Look at what is working for other people. Learn from other people. Learn from other situations, and put yourself in those same types of, of positions. Uh, separate your work from your life.

So when you go home, uh, be a father, be a husband, be a a brother, be a friend. Be a mother. Don't worry about always constantly working. You need to have that separation, that that ability to be able to leave work behind. Uh, have a stress management strategy. You know, that can be any number of different things that could be going for a walk, that could be going to the gym.

Maybe you're into some type of sports. For me, I like to play volleyball. Uh, I play volleyball a few times a week, uh, few times a week. So that's my stress management, uh, outlet, uh, decompress each hour and step away from the computer, maybe five, 10 minutes. Uh, drink of water, get a drink of water, go for a short walk, you know, just time to separate yourself from that.

Intense concentration. What I found is after I do this, I'm able to come back and I'm that much more focused. I'm able to, I might be, you know, banging my head against the wall trying to solve some type of a problem or, uh, you know, get past some type of a challenge. And after I take that walk or that short break, there's a moment of clarity and I'm able to get right back to whatever it is that I was doing.

Uh, obviously this has been said many, many times over, uh, but really limit yourself, uh, before you go to bed to any type of screen time. So that can be phone, computer, uh, tv. The blue light in the, the screens is not natural. Uh, you don't want that getting into your eyes shortly before sleep. You, you'll notice, and again, if you have the aura ring and you start doing this, your sleep scores and your sleep ability is going to go through the roof.

So again, avoid those screen times. Uh, and then take time to be present in your relationships again, with technology today. So many times we feel like we have to be connected all the time. You're scrolling through social or you're responding to someone, or you're listening to, you know, podcasts or listening to music.

You're not present in the moment with either the yourself, your own thoughts, or, uh, whoever it is that's in your life with you. So take some time to step away from the technology. Completely. If you wanna learn more from James, reach out to him at James the Growth edge.com or go and check out his website, the growth edge.com.

He loves hearing from entrepreneurs and helping people get through the challenges that they may be having. If you wanna understand what the wealthy do, head over to invest in square feet and sign up for our monthly. Powwows where we get together and we go over some of the things that you should know as a passive investor into multifamily real estate.

A lot of it has to do with techno or with terminology and learning the things that you may not necessarily understand. The steps along the way, what to look for, how to evaluate deals, uh, all of that stuff we talk about during our monthly powwows. Invest in square feet drops every Wednesday, and we are available on whatever podcast platform it is that you use.

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Are you ready to unlock the secrets of the booming short-term rental market? Look no further than this captivating podcast with, Kirby Atwell. Join Kirby as he takes you on a journey into the world of investing and running short-term rental units, providing you with invaluable insights, tips, and strategies to maximize your profits and achieve financial freedom.

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Livingoffrentals.com

Today, I'm afraid I don't have very much insightful wisdom for you. I've been covering a property management position at a large property, 275 units here in Shaker Heights during a transition period between our property managers. So essentially we have our own property management company, but the.

Person, the individual who is managing this particular property decided to move on. A few weeks ago we found a replacement and he's gonna be starting in about a week and a half, and I'm covering during that period. So it's been a little bit busy and haven't had too much time to learn that much, but I hope you enjoy today's episode nonetheless.

Invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively in multi-family real estate. Today we're gonna learn all about short-term rental units. And why? One of the biggest misconceptions about short-term rental units is that you have to be in a vacation area in order to make it work.

The fact of the matter is, is that short-term rentals can be done in every city and everywhere in the country, and we get into some of that reasoning on today's episode.

Yeah. Uh, so I think there's probably two main things that I can point to back then. Number one was I was not clear on the outcome that I was after. So I, I got out of the military and I sort of, Envision just business success is making a bunch of money. And I started self-educating, going to a lot of different conferences and stuff, and you'd see the, the gurus on stage and they'd have, you know, uh, all the flashy things that they'd, they'd point to as success.

And that was kind of like, I guess my, my. Version of success at that time. And I, I was sort of chasing this, this idealistic version of success. And then it wasn't until till years later that I got really specific on what's my version of success. And I realized none of that material stuff even matters to me.

Um, and it was really, freedom is what I was after and cre and to get there, I needed to create cash flow. And so, So what I was doing in the beginning wasn't matching with the outcome that I really wanted, and so I, I could never get there because I wasn't very specific on, on what that outcome looked like for me.

Once I got real specific, then I could backwards plan and create the steps and then just follow the steps. Mm-hmm. Um, and then the other thing was I wasn't, um, I, I don't know if it's realistic or just I, I wasn't educated enough to understand the numbers and what it would take. To create a business and where to spend the money in the right place, that's actually gonna matter in the beginning, you know, and everyone telling you you need to do all these different things.

There's a million things you can spend your money on, and 90% of it is just bs. It, it doesn't, it doesn't matter. It's you. If you didn't do any of it, you didn't set up your website if you didn't go out and get business cards and didn't do any of that stuff in the beginning, that people tell you you need to do.

I mean, that's just a few examples of a laundry list. Um, it, it doesn't, and you just focused on creating a product that people. Want and, and need, um, and then figured out how to sell that, uh, you'd be so much better off. But in the beginning it feels better to, to market yourself and spend money on all this stuff.

That's just nonsense.

So if you, if you had to look back and do things over again and, you know, not invest in the website, not do the business cards, not do you know what, whatever, like the trade shows, the, you know, the, the various different marketing, um, How would you approach, how would you approach starting the business or, or, you know, getting in and figuring that out?

What would be your approach there?

Yeah, uh, great question. I, so I, what I did in the beginning, I, I, I got out of the military and I started flipping houses. Cause I thought well make these big chunks of money. And it seemed like that's a way to start building wealth. Um, instead, what would've been much smarter is to figure out.

How can I create streams of income as quickly as possible and create the largest streams of income, the most cash flow possible. And by doing that, it, it allows you, it starts to free up capacity. You know, because I was in this constant. Um, this constant like treadmill that I was never gonna get off of with flipping where it's like you're constantly looking for that next deal.

You have no capacity in your life. You just add more and more deals, which take up more and more of your time. But by adding cash flow, That's totally different. The more cash flow you add, the more capacity it frees up, and the more ability you have to go out and add more cash flow then, um, so it's like this perpetual cycle.

And I didn't, I didn't get that in the beginning, so I would've focused purely on. What I'm doing now, if I, if I had the knowledge that I have now, um, which is high cash flowing, short-term rentals, um, and things were different back then. I mean, this was 2011 when I first started. So, uh, you know, Airbnb was different.

The, the market was different, but, um, the, the potential was still there. Maybe I would've done it slightly differently, but, um, to create these, these. Streams of income using these sort of non-traditional short-term rentals that really just cash flow phenomenally well. And it's, and that's what's gotten us to a point of financial freedom and, and not having to, um, to rely on a nine to five job.

Yeah.

So obviously focusing in on the cash flow and, and your. Your method of creating that cash flow is through short-term rentals. So I, I'm, I'm assuming you're taking the assets that you, maybe you already had. Um, and rather than renting them out on a monthly basis, you, you're doing short-term rentals instead.

Is that, is that the approach?

Um, somewhat so. So we had. Initially I flipped for five years and then realized that that was getting me nowhere. Uh, and so then I transitioned into long-term rentals and we built up a portfolio of 24 of those, which, which were good, but, um, very unreliable. You know, you'd have a tenant move out and you'd have to rere rehab the whole place and it would eat up all your cash flow.

Um, and then we transitioned into, we tested out on our basement actually. We were moving and we tried. We, we created our basement. Uh, In, in our unfinished basement, we created a one bedroom walkout apartment, you know, um, that we rented on Airbnb and it worked phenomenally well. And so we kind of took the thesis behind that and started buying in this affordable town right next door where, you know, the properties would work really well as long-term rentals, but we could convert 'em into short-term rentals.

And by these small multi-family properties and the cash flow is just off the charts compared to long-term rentals and the properties stay in tiptop shape because you're cleaning 'em constantly and repairing any little things that come up. Um, so, so we sold off all the long-term rentals cuz they were in areas that we really didn't want to be in.

I didn't, we, we had been in Illinois where, You know, I, I'm not super bullish on the future of, uh, of that state. We moved over to Indiana where the taxes are much lower. The, uh, bureaucracy is lower, the crime's lower, um, and things are heading in a positive direction, in my opinion. So, um, so now all of our properties all around northwest Indiana in these, in these utilitarian markets that are, most people would say, Nobody goes on vacation there.

How can you buy a short term rental there? But that's the perfect place to buy. There's still local draws. It's affordable enough for people to rent for all kinds of purposes, not just vacation. And people come to vacation cuz we're right near Lake Michigan as well.

So that's something that I've always wondered, you know, with short term rentals, do you need, obviously vacation?

That makes perfect sense. Um, If you, if you, uh, I feel like this goes back to location, location, location, but is location as important with the short term rental is what it is? You know, with, with other things, like if you, I don't wanna say if you, if you have a, an undesirable location, um, but. Do you find like these homes can still be leased out on a short term basis, even if there isn't like this, you know, major attraction, major draw, major reason for people to come to the area?

Is it, is it still, um, You know, feasible to be able to rent that out.

Yeah. Have you, have you ever read the book, um, thinking Fast and Slow by Daniel Kahneman? I feel like

I have, and I don't, I, it's been a long time since I have, but I, I, yeah, that sounds very familiar.

Yeah, it's a great book. Um, and it's, it's super insightful.

He basically, he's a psychologist that basically goes through all the biases that we have and how yeah. Illogical we are as human beings, uh, to assess different situations. Um, and I feel like it applies so much to short-term rentals. Some of the biases that he outlines in the book apply to short-term rentals because, uh, I think with most people that I talk to when it comes to short-term rentals, They think about the vacation, they think in terms of vacation, and they think about the main vacation rental areas, and they're like, well, that's where everyone wants to go.

And they categorize everyone into that when in reality, Airbnb has blown up. The whole short term rental space. It used to be that it was just mom and pop little, uh, rental companies that would rent out in these vacation rental areas. Now with Airbnb, that's just the way that people travel in general now.

So there's millions upon millions of people that use Airbnb, whether they're going to. These main vacation rental places or just anywhere, going to a wedding, going to a funeral, traveling for work, all the reasons. And it, they can get a house in a lot of cases just as cheap as a hotel room. So, so because of that, I think people default to these vacation rental areas thinking that's where everyone goes.

But then they, they discount the fact that there's millions upon millions of people traveling to non vacation, more people traveling to non vacation rental areas than these. Few top vacation rental areas. So what you get is you get all the competition, especially with new people coming into this market, all going to the Gatlinburg and the, you know, uh, Florida Panhandle and Phoenix and, you know, the, the markets where you think people are gonna vacation to those markets, um, particularly warm weather markets.

Um, and they leave. All the low hanging fruit on the table and, and you have tons of people who will book in these, in, in, in, and I don't wanna say it works everywhere, but my strategy is focusing on just outside of the biggest, the bigger cities. So there's still. Population concentration and lots of reasons people are traveling.

There's still local draws there, whether it's a museum or a, a beach or a casino or whatever, you know. And, um, there's draws there. Uh, but then the cost perspective is substantially lower than traditional vacation rental markets or buying in that city. So you're just outside of the city. Maybe you can get it for a fourth, but the nightly rate, Is almost just as high as being in the city.

So it's almost like you get the best of every world. You get less picky guests as well. Um, and uh, and yeah, it can so it, it absolutely works in, in areas outside of the. The traditional markets. Yeah,

yeah. Interesting. Now, does this work with, um, I'll say any type of asset as well? So, uh, you know, thinking about like typical multi-family apartments, you know, maybe there's 50 other apartments in the building.

Have you tried that on those types of, those types of structures, those types of buildings? Or does this work primarily with. Um, you know, single family, maybe duplexes where, you know, people are just in and out, you know, right next door. Right. Does that, does that make sense?

Oh, absolutely. Yeah. And it's really interesting to kind of think about scale, because if you can take a.

A single family home that as a long-term rental, makes a fourth of what it makes as a short-term rental in terms of cash flow. So you're making four times as much, and then you think about scaling that across 50 units. If that's possible, the numbers and the value of that asset, then if you could actually bring in that much more cash flow would be phenomenal.

So, I think it does, it, it does scale. We, so we buy, um, we primarily focus now on two to four unit properties, um, because there's a lot of 'em in our market. And, and, uh, it just, The cash flow is just so much better, uh mm-hmm. Several times better than it, that same property as a single family home. So, um, so it does scale to that level.

And I, I have a few friends who are buying, uh, sort of like defunct, um, Motels that they're turning into more like boutique Airbnb experiences and making 'em really nice. And those have worked really well. Also, I don't know, the scaling potential on like a, a typical apartment building. Um, you know, there's different things to think about when it comes to that.

I, I think. Potentially a hybrid mix might be the best of having some long-term, some short-term in there so that every property isn't a, isn't a short-term rental, or every unit isn't a short-term rental. But, um, I think a lot of it, it's gonna depend on the market, the demand. Um, and there, there absolutely is some scaling capability.

I just don't know when you hit that inflection point where all of a sudden, um, it drops off and you start losing the, um, The benefits, I guess. Yeah. Of, uh, with, with too much scale. Yep. No, that

makes, that makes sense. Uh, I, I'm curious, this is something that I've always, I've always wondered, and I don't know, How it, it's been a long time since I've had any property, um, you know, like single families and, and you know, duplexes, quads.

Um, I'm curious on the larger properties the bank will be involved with, essentially the, the occupancy, right? Monthly, bimonthly. They're always asking for, uh, occupancy reports. What's your occupancy? All of this, right? So I'm just curious from your. From your experience, has the bank ever looked at these, uh, these assets, these, these spaces as being, you know, unoccupied?

Or is that not something that you've had, um, you know, any, any exposure, you know, to that with, with the types of lenders that you're using? I'm just curious because Yeah. Um, you know, from, from, from a, a multi-family perspective. Um, I feel like the, even if it was bringing in cash flow, it's only, you know, occupied.

Which actually that's another question. I'm curious what the, what the average occupancy actually is. Is it 50%? Is it like, you know, occupied 15 days outta the month? Um, so from a bank's perspective, they would see that as a vacant unit, but it's producing more cash flow that than as if it was when it was, when it was occupied.

So it makes sense. But I'm just curious, you know, kind of an old school way of looking at things. How, how have you seen the banks. Um, you know, looking at that, that particular situation.

Yeah, I think you're absolutely right. Like the, the. The older school banks, especially in the commercial space, you know, they wanna monitor that really closely.

They ask for at least annual reports on operations and all of that. Um, the lenders that I work with, uh, are. Typically not as involved. You know, they're, they're doing a 30 year D S C R fixed rate loan. It's, there's no balloon payment or anything like that. Um, and it's, um, they're underwriting it up front and then it's like Gods speed, basically.

They write the loan and that's it. Um, and I think it's just cuz it's smaller loan amounts and, um, They just, a lot of 'em probably don't have the capacity to, to stay as involved and collect reports and, and monitor it that closely. But, um, but I think also a lot of lenders are coming around to the idea of short-term rentals.

I mean, it's, it's really a tough thing to ignore in today's market with how many users there are, how many operators there are, and just the numbers. I mean, it just makes sense. People who were dead set that they'd never. Dip their toe into this, or like, I just can't ignore it anymore based on the return.

So, um, so what the most of the lenders I work with, they're DS c r lenders. They're, they're, um, They're open to the fact that it's being used as a short-term rental. Now, some of 'em will underwrite it as a long-term rental, so it has to, they, they'll pull the, the rent rates, even if it's not rented out.

When they do their appraisal, they pull what the market rent is, and then it still has to meet the D S C R criteria. Basically, the income has to cover. Your, um, p i t at your principal, interest, taxes, and insurance payment. Um, and so as long as it does that, then they're comfortable with it, even though you're gonna use it as a, as a short-term rental and probably make a lot more than the long-term rental income.

Others are actually underwriting it purely as a short-term rental. Now, um, there's, there's a handful of 'em that I, I work with now that, um, They've gotten beyond the fact that it has to work as a sh as a long-term rental. Um, they have different rules sometimes. Sometimes it needs to be in a more traditional vacation rental area or be an established vacation rental for a year or two before they'll underwrite it using those numbers.

But some will just. Pull the air d n a data, which is the, you know, um, the, the big data site that, that tells you what they, you should anticipate making on properties, uh, on short-term rental properties. And they just underwrite it based on that income. And as long as the D S C R checks the box using that income, They'll do the, yeah.

Interesting. Wh what types of things do you need to have in place for, uh, you know, being able to convert a, a, a space into a short term rental? Obviously it needs to be furnished. Um, you know, and I, I don't think you need to go all out on the furnishings, but I'm, I'm curious from your perspective, does it help, uh, yield more revenue if you do invest in higher quality?

Things to fill the space with more decoration or is it, you know, best if it's more minimalistic, uh, less expensive things, uh, you know, so you don't have that initial capital outlay. I'm just, just curious on your perspective from, you know, uh, uh, you know, a, a tangible filling this space perspective. Like how, what have you found to be the best recipe there?

Yeah, I think, uh, that. Real estate investors are a little bit handicapped when it comes to this. Uh, I certainly was when I was first getting started with short-term rentals because I was so used to the fact that a two bedroom house makes what a two bedroom house makes like it, it doesn't matter if it's in the same market, you can put in the fanciest amenities and, and it's gonna rent for essentially the same.

Um, and so my wife. Who is not a real estate investor, doesn't have a real estate investor background. She hasn't really ever been really interested in real estate investing. Is now very interested in in working side by side with me in the short term rental space, which I've seen a lot with other people I've worked with.

Um, Because of the whole design aspect. Um, the, the, the, the customer facing aspect, you know, the guest, um, components, like she enjoys that stuff. I enjoy the spreadsheets and the investment and finding deals and, and that sort of thing. So we kind of compliment each other. But she had to really work over the first couple of years to get me to come around to the f you know, the fact that I need to.

Spring a little bit more for, um, the furnishings and creating the experience. So she's really good at thinking through. Who the ideal guest is going to be and what is the feeling that we want to create. And you are absolutely outsized, rewarded for doing that, as opposed to just, I'm going to put a couch, a bed, a tv, um, some pots and pans and it's a furnished space, you know, that's, um, the exact same space.

Can rent for totally different amounts there. A good example is we went to a place called the Fields of Michigan, which is in South Haven, Michigan. It's a, a blueberry field on 10 acres, and they initially built nine sites for these canvas tents. It's just a big canvas tent with a bathroom on the back, but it's like a pretty rustic bathroom.

Uh, they've expanded to 19 now, which is their capacity, uh, because they were doing so well. And they rent for three 50 a night to sleep in a tent. Um, and. I initially was like, this is insane. How is this possible? And that's why we went and stayed there because we just wanted to see how they were charging this and we would actually go back because it was just an amazing experience.

They think through every detail. It's like you're in nature, but you don't have to think about anything. Um, and then right down the street somebody tried sort of like a copycat model, but it's not marketed nearly as well. It's, it's just like a campsite basically. Exact same tents, and they, they struggle to get a hundred bucks a night.

Mm-hmm. So three 50 to a hundred, like, that's a massive, massive difference, um, in terms of, of the performance, but the exact same asset. It's just all in the marketing and the experience you create.

Yeah. Interesting. I, I remember I read a story about, uh, uh, a, a short-term rental, uh, company who would decorate their spaces.

Uh, in various different themes, and I can't remember what they all were, but I remember the one was Harry Potter and, and they might have had multiple Harry Potter themes. Have you done any like themes, you know, ho homes like that or, or situations like that? I'm curious what type of premium, uh, if you have any experience with this, what type of premium you might be able to expect, um, you know, going that route versus another route.

Yeah. Yeah. So we, we actually, interestingly, we, we just finished a triplex, um, which is right downtown Michigan City. It's a few blocks, walk to the beach, right next to outlet mall, right next to all the bars and restaurants. It's just a great, uh, perfect location. Um, and. We gutted the whole building. It was, it was nasty when we bought it, so we gutted the whole thing, painted it yellow, and my wife again stepped in and she, she was the impetus.

I, I wouldn't have painted it yellow. I would've been much more, um, neutral in terms of colors. Um, but we have it, we call it the Sunshine House, and then one of the units is a Breezy Beach unit. One is the wild woodlands and one is scenic skies. So cool. Scenic skies is like yellow. Everything's like sunshine and uh, real light, uh, wild woodlands is green and like forest theme.

Um, and then Breezy beach is blue and, and all the beach type theme. Um, so it's a way to differentiate, you know, if you have an apartment building, Everything's neutral because it's easy to maintain that way. Um, and if we did that, we'd have three of the same listings on Airbnb and it wouldn't stand out.

Um, but because they're unique and they each have sort of a different theme, it's not as extreme as Harry Potter, but, um, but they stand out and, and the bookings have been great. And so, so it's, it's tough to. Um, identify the exact premium that you get as a result of that. But I think the occupancy is the main thing that you, you really get, you know, people are drawn to it, the reviews are great.

Um, people like the experience, um, of, of having something a bit different outside the box. That's why people use Airbnb. So, um, so I think we can charge a little bit more, but then we stay pretty solidly booked up. So I think you, you asked about occupancy earlier. Um, We are at, you know, we're in northwest Indiana, so obviously in the winter it's, it's hell on earth here, um, right by the, the Great Lakes, uh, but.

It still stays at 50% occupancy because of these utilitarian purposes. So, um, we have nurses, we have workers come in, stay there for several weeks at a time. Um, and then we have people coming for the casino and coming to go shopping at the outlet mall and going to the wineries and all those things. But it's primarily weekends or long weekend bookings, and it's smaller groups.

Um, and then in the summertime we're at. Pretty much a hundred percent occupancy. We'll have a few day gap here and there, but, um, but it's almost booked up completely across all 21 listings. So it, it's just, there's nowhere near enough properties in the summertime for the amount of people that want to visit this area.

Um, and so, so we stay booked up. So, so it averages to about 70%, which works out really well in terms of, of our numbers. I initially went into it thinking if we stay vacant all winter, The numbers still work better than using the properties as long-term rentals. Um, but I was pleasantly surprised with the winter.

Yeah, that's, that's really, really interesting. Um, how do you go about identifying the, the opportunities, right? I mean, is there, is there. A certain focus on, you know, this is the number of, call it transient people or, or you know, these are the numbers of people that are coming into town for various events.

Do you look at all that, like that type of data to make sure that you've qualified, that there's going to be enough people coming in, um, prior to making any type of investment, um, decisions or, again, just curious how you go through and, and qualify. That as being a legitimate, viable option for a particular Yeah.

Opportunity.

Yeah. It's, it's a, a bit of a process and it's evolved over time. Um, but the, the. I don't like to reinvent the wheel, you know? Um, so as I'm looking at, at markets to invest in, I'm doing research. I narrow it down. First, I look at big data to see where is the potential, because you can go on air DNA and see any city what the averages are.

So if you're starting with an average occupancy of 30% and a nightly rate of $90, probably not. You know, an area you wanna explore deeper. Um, so you can just pass on that. But I start with areas in the Midwest or southeast typically, because those are areas where it's extremely affordable. And I go just outside of the larger cities in those areas.

Um, and then I look for local draws. And so, so you can really narrow down to a short list. And then you dive into the metrics and see, okay, how are properties doing? And I'll, I'll go to neighborhoods and, and look at if I'm interested in buying in a certain area. I'll look at where the properties are performing the best.

I read through every review on Airbnb, see when they were left to see are there gaps. And when people are staying, see what their calendars look like. Are they booked up? Um, what their price points are. So you can do a ton of market data to see this is working. In this area. And then on top of that, a huge thing that we've done over the years that, or that we've realized over the years and where we concentrate now, that's really helped optimize our, our properties because of what I just shared previously about, um, the differences in travel in the slow season and high season.

So, so we buy primarily two to four unit properties because of this, this. Amazing versatility that it gives us. So in the high season, typically what you find is there's nowhere near enough, uh, lodging and you have grandparents, their adult kids and their grandkids that all want to travel together for a summer trip.

And, uh, and so you see a lot of that. And so if you look at on air dna, it'll show you in a market how many. Two bedroom, three bedroom, four bedrooms. There are, you'll see, and typically there's a huge drop off after three bedroom. Um, there's just not that many of 'em. So if you buy a three unit like we just bought and we have it listed as 16, it 16 people can sleep there.

There's nowhere near enough 16 P people. 16 occupant houses in that market for the amount of large groups that want to travel. And if there are, usually it's a big mansion that you're paying a massive premium for, but we can charge a premium above all the, the price point that we charge for the three individual units, for people who wanna stay there.

Because if 16 people are traveling together, typically they're dividing it up. And a thousand dollars a night isn't insane. You know, in terms of cost, when you divide it up between that many people, but a thousand dollars a night for a. Relatively affordable three unit, um, adds up pretty quickly. Yeah. In terms of income.

Um, so that's what we get booked out most of the summer is the, the super listing we call it, which is the whole building. And then in the winter, if you had a 16 unit house, or I'm sorry, a house that slept 16 people, you would really have to drop the price way down because you just don't have large groups traveling in the, in the wintertime or in the off season.

And so you have to price it in line with smaller properties. Well, We can drop our pricing, but we have three different streams of income for these smaller units and, and they each get booked up individually. So, so you've got the best of both worlds with multiple streams of income coming in and then the premium on the large property in these relatively affordable areas.

Yeah, that's really, that's really, really interesting. I never, never thought of combining them together like that. Um, What are some of the, what are some of the drawbacks or some of the things that you have realized after being in this business? Like the learning things like, well, I didn't realize that was going to happen.

Um, you know, from, from a negative standpoint. Like, you know, you thought this was gonna be the way, but it ended up being this way, um, for a, for a negative result.

Yeah. Um, I mean, I think we have small challenges that come up all the time. I mean, you're always learning, like the, the way we do things now is so different than the way we did in the beginning in terms of just, um, uh, the, the way like we thought we'd just set up a nice property and we'll get five star reviews, and we realized, All of a sudden we're getting four star reviews from people who are raving about the property.

And we're like, what? What's going on? If you're raving about the property, why are you not giving us five stars? And we realize there's this disconnect that people are like, well, they, they think in terms of hotel ratings. And they're like, well, this isn't the Waldorf Astoria. It's just a unbelievably nice house.

So it's four stars not understanding that that's actually killing us in, in. Uh, in the search algorithms on Airbnb and V R B O. Um, so now we have this whole process of like touchpoints with the guest from the time they request a book all the way to checkout day, where we're setting the expectation that we pride ourselves on five stars, where're going above and beyond to deliver that.

We personalize the experience as much as possible and, and do all these extra things. Um, And as a result, we get almost all five star reviews on all our properties now. Um, but those are things that we just didn't know in the beginning, you know? And so it's, they're kind of painful to learn. Um, and, and that's just one example.

Pricing is another one. It's a total art and science together every single day. It changes based on the inventory levels and the distance from your high season to low season. Um, and so there's a lot to understand with pricing. So I think. I mean, overall this, this type of investing where you can make, I mean, on some of our properties we have over a hundred percent cash and cash return.

Wow. Which is pretty unheard of, you know, on relatively turnkey properties. Um, but I. The so, so overall it, it works. It's worked really well. It's worked better than we expected, but there's a lot of little things that you need to learn along the way and optimize because all of the, you can buy the best property in the world and make no money.

It's all in the operations of how, how you, you operate it going forward. Um, and now we have a great team too that helps us. Um, so it's. It's scaled with time. Um, and we, as we've learned things, we've implemented things and it's sort of organically grown, um, as we've. Figured it out. Mm-hmm.

Uh, and are you able to do this remotely as well?

Or is this something that you would say you want to be located in the same city? Obviously, you know, you're gonna need a team, you're gonna need cleaners, you're gonna need, you know, handymen fix-it, people, um, that will all need to be on site. But do you feel like this is something that you would be able to set up and manage remotely as

well?

It's actually, so it's really ironic, um, cuz uh, my wife and I run this program called the First Vacation Rental Investment Blueprint. And uh, it's where we teach people how to buy their first high cash flowing. Short-term rental using this model. And we, we specifically set it up based so that it would, the step-by-step process works whether you're down the street or across the country.

Because the whole first year that we operated, I was my own worst enemy. I mean, I would drive over there when guests couldn't figure out wifi or get into the property or, you know, issues would come up. Uh, and I realized I was just wasting so much time and opportunity. Um, so. Then we really focused on setting up systems that would work, whether we're right next door or across the country.

And, and so now there's properties I haven't visited in over a year, um, even though they're 20 minutes away because we have a really good team in place. And so of the people that we've, we've worked with 144 people now in this vacation rental investment blueprint program. And the top most successful people are the ones that are remote.

Um, and. And you, the intuitive thing is to think, well, they did it despite being remote, but it's actually, I think after thinking through this a lot, it's because they're remote, because of the compound effect of not being able to do all these little things that waste so much time. You're, you're forced to find good people to do the steps and you just don't realize.

If you're local and you insert yourself into these systems, how much time that that wastes. Mm-hmm. Um, and so, so being forced to do it remote, There's people in the program who, who went from zero to 10 in one year, um, where others right down the street, you'd think they'd have an advantage and they're, you know, they were just getting their first one after six months because they were driving out to every property and do there for every inspection.

And, you know, they're like manually hiring cleaners and all these different things that you can automate so much easier. Yeah. Yeah,

that's, that's interesting. And I, I feel like that is one of those things that you need to go through as an entrepreneur to be able to learn that. Right. And, and I remember, so I used to have an electoral contracting company, and I remember when I was making a shift into the technology side of things, being conscious.

Making a conscious decision of not wanting to learn how to code, because if I was the one who learning how to code, then I'm going to be in there figuring things out, you know, like nobody else could do it, right? So, mm-hmm. It's kind of it. It's one of those things that you almost don't want to. B, knowing every little step of the way, every little step of everything that's going on, you need, like you said, to find that team, have the right systems in place, uh, and be able to hand that off and let you know, know that somebody else is going to be able to take care of that.

Particular situation for you, you know? Absolutely. If, if someone wanted to get involved in this, you, you mentioned your, your, uh, your program, um, what type of capital do they need to start in this? What are some of the things that they should, um, you know, think about in order to be able to start doing something like this?

Yeah. Um, so the, the great thing about it is that you can al in almost any financial situation, you could make it work. You could, you could go out and buy one of these. Um, the way that we buy most of ours now is we get the D S C R loan, which covers 75% of the purchase price. And so then everyone says, well, then you gotta raise the other 25%.

Well, We're buying in relatively affordable markets, like I talked about. So the other 25% isn't a massive amount, not like we're buying a million dollar property. You have to raise 250,000. It's a couple hundred thousand dollars property. So it's a much smaller amount. And then we'll go out to private investors, you know, friends, family, anyone you know that might have a a retirement account and say, Hey, you know, we'll give you a fixed double digit return.

If you'll make up the second loan on this property and make up the equity. And so in a lot of cases, they're extremely happy with the, the income on that loan. It's still secured by. By a second, um, mortgage on the property. Um, and we don't have any money out of pocket in these deals. So, so you could replicate this over and over.

D S C R lenders will give you as many D S C R loans as you want, as long as they, they check the box of the income covering the, the monthly expenses. Um, and then, you know, I think everyone would be really surprised at how many people they know that would be willing to do a, a, uh, double digit fixed interest rate return, um, on, on a, a loan that's backed by a property that's bought really well and cash flows phenomenally well.

Mm-hmm. Um, so even with those two loans in place, we still cash flow really, really well. Yeah.

Interesting. Is there anything that I haven't asked that you feel that people should know about this industry?

Um,

I think you've covered a lot. The, the, the main, just the main thing is, is trying to wrap your head around the fact that, uh, where you think about where you want to travel personally is maybe not the best, uh, investment. From, from a, from a financial standpoint, um, you know, it, it's, it's so counterintuitive and it, it happens over and over with people I work with where they come into the, the, the, um, program and they think, well, I need to buy in the Blue Ridge Mountains because that's where I want to.

Wanna visit. And so I'm looking at $700,000 cabins in the Blue Ridge Mountains, and the numbers don't make sense. And they're like, well, this doesn't work. And I'm like, well, why don't you look in, um, You know, Ohio, uh, on Lake Erie where you can buy a a $200,000 two unit, the cash flow is several thousand dollars per month.

Um, and they're like, well, nobody's gonna travel there. And I show 'em examples and it's just like this, this mindset shift that has to take place of getting beyond your preconceived notions around what you personally, um, think of as a short-term rental. So I think that's the. It's the hardest thing for people.

Um, once you get past that, the rest of the steps kind of can fall into place, but, uh, a lot of people kind of stand in their own way, I think.

Yeah, that's interesting. And I don't know if you knew this or not, but I I live in Cleveland, Ohio too, so, uh Oh yeah, that's right. Yeah. So I'm, I'm trying to, I'm trying to think of different areas, like where, where could we maybe try this at?

I bet if you looked around you, I know there's several markets that, uh, I've got somebody who, uh, has a. A property in, in Akron that's doing really well and a couple other people, uh, in, in Ohio,

All right, so we learned a lot in this episode today. We learned how important it is to be clear about the outcome that you're specifically looking for, and what happened when Kirby was not. That clear on that outcome, we learned that we need to focus on cash flow as the priority rather than the thousand of other things that people will typically focus in on.

We learned how Kirby actually tested the short-term market simply by renting out his basement. So he went small first and tested out this idea before he committed to launching short-term rentals in some of his other assets that he owned. So that's a tip. You can start small. Use a small space, whether this be in your own home or maybe this is another property that you may be renting out.

Start small first and then see how it grows from there. We learned that with short-term, with the short-term rental market, you don't need to be located in some type of vacation area or very, very desirable area because there's always people traveling. There's always business people and people traveling to every city, every day, and those people.

Typically we'll be looking for better accommodations rather than just settling in a hotel. So this is a great opportunity to be able to serve some of those people with your spaces. So don't think that you are not in a desirable location because again, people are traveling everywhere throughout the country every single day.

One of the hacks that Kirby has mastered is applying this short-term rental opportunity to a a, a triplex unit, because what he has found is that if you have a triplex, you're able to rent that to three different parties or. There is a lot of competition or a lot less competition, I should say, for the larger accommodations, right?

So if you're a group of 16 people and you are all splitting this cost to be able to, to lodge in a a place, Typically the places, the locations that can accommodate that many people are incredibly expensive. So if you have a facility, again, say a triplex, where 16 people can fit inside of each one of those units, you are able to offer your space to that larger group of people for a better price.

Or you can also, obviously, again, rent them out for the individual. Members as well, the in individual guests as well.

We also talked about how if you create special themes, it can be a way to stand out in the competition, right? So this is a way to be able to maybe offer a, a different experience or a themed experience to your homes, making them a little bit more desirable than having just the, the normal everyday experience when someone.

Stays in a short term rental, and this also can create a premium factor as well where you're able to charge a little bit more for that space as well.

And one of the last surprising things that we talked about was how Kirby realized when he is an owner operator, he actually found that it, it is better to not be the person who's always there fixing things. And the way that he found this was he, he had homes that were available. Or that it was close to his home, so he would always feel the need to be the one to go out and fix things or try to, uh, try to repair whatever the item might be.

And the problem was, is that that was taking away from a lot of his productivity time on the business. So he actually found that when he. Started purchasing assets that were a little bit further away where he wasn't able to work on them. It actually worked out better for him in the long run. So keep that in mind.

Don't be so quick to jump in to fix or repair things, or purposely purchase assets that are a little bit too far away, or maybe even across the country. So that you need to hire a team and you need to go down that path of being able to have other people work on these projects rather than you feeling the need to jump in and solve these specific projects.

And if you're looking to learn more from Kirby, head over to living off rentals.com/start and he has a masterclass put together that you can learn some of these techniques and if you wanted to learn more from him, there is a link to his calendar where you can schedule some time to talk directly to Kirby.

And as always, if you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We are going to be releasing special excerpts from each of our guests that you can only get from that newsletter, and that is also where we. Advertise the various different opportunities that we may have to invest in various real estate opportunities.

And we also even have some software opportunities that are, are gonna be coming up very, very soon as well. We drop every Wednesday on whatever podcast platform it is that you use.

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This is the story of Roger Blankenship an experienced and highly successful house flipper turned educator, we take you on a journey through the world of real estate entrepreneurship.

Roger shares invaluable insights, proven strategies, and real-life stories of triumphs and challenges from his own remarkable career. With a passion for teaching and a knack for breaking down complex concepts into actionable steps, he empowers aspiring house flippers with the knowledge and tools they need to succeed.

Whether you're a novice investor looking to dip your toes into the world of house flipping or an experienced pro seeking fresh perspectives and advanced techniques, this episode is a go-to resource. We discover how to avoid common pitfalls and learn from Roger's own failures and triumphs, gaining a competitive edge in the dynamic world of house flipping.

Awareness Plug / Links and Resources:

Flipping America Podcast with Roger Blankenship
https://podcasts.apple.com/us/podcast/flipping-america/id1449888255
Personal LinkedIn
https://www.linkedin.com/in/rogerblankenship

I made some ribs recently and I get asked this all the time for my rib recipe, so I figured I would go ahead and share it here. Basically, all I do is smear.

Yellow mustard all over the ribs. You tried to trim up the ribs, ribs a little bit. You know, think of the ribs as needing to be aerodynamic so that the smoke flows over those ribs. So trim them up a little bit. And then yellow mustard. And then I do a mixture of, uh, two parts, pepper. Uh, it's a black crushed pepper, and I, I crush up my own, uh, fresh pepper.

Uh, and then the third part is salt. Uh, you. Push, uh, uh, sprinkle that all over the top, give it a good coating, and then go ahead and place that on the smoker. Uh, and then once an hour, I will spray it with apple cider vinegar. And then, um, about three hours. So, so every, every hour you're spraying these things.

And then in about three hours or so, go ahead and wrap them in foil. When you wrap them in foil. Um, take your favorite barbecue sauce and dilute it with. Apple cider vinegar and then spray that on top. And what ends up happening is that bubbles and creates this great, wonderful. Uh, um, you know, juice inside of the foil.

So you hook that for maybe about another two hours or so on the grill, on the smoker. Uh, and what I like to do is I like to smoke them with hickory wood, so that's pretty well about it. These ribs are gonna be fall off the bone tender. Uh, so, so good. They create a great juice, a great, uh, a great sauce right inside of there.

Uh, you don't even need barbecue sauce with them. Hope you enjoy.

On invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively into multi-family real estate. Today we're going to be talking to Roger Blankenship, who has a long history of real estate investment.

Roger also hosts a very, very popular podcast called Flipping America on Flipping Real Estate. The one thing that I learned from this episode that I think is really interesting is Rogers. Thoughts on entrepreneurial success and what it takes to be able to get there. So we are gonna get right into things and start learning from Roger.

I. Did pretty well as an investor for many years.

And, uh, then I know this, you're gonna find this hard to believe. I got cocky and I, uh, felt I was feeling bulletproof. Everything we had done had worked out well, and so I decided, uh, I either gotta decided to retire or go large and we decided to go large and I went out and got a big line of credit and I started buying properties all over the southeast.

Long story short, bad hiring decisions and uh, mainly it was just bad hiring decisions. We followed a thoughtful process that I got from my coach, but uh, that business imploded and we lost everything 2014, not in the crash, years after the crash, we made all of our money during the crash years. And then while I was trying to pick up the pieces and start all over again and rebuild confidence and so forth and try, try to figure out what went wrong and uh, and so forth.

I was on another small business talk radio show. And, um, you know, my background is I've been an educator and a public speaker and, um, I only got into real estate out of sheer desperation and a lack of communicable job skills. But, um, So I did this interview with this guy on his show and afterwards he said, you know what, man?

You ought to have your own show. I said, nah, nah, nah, I'm not understood. He kept on bugging me for three months straight and finally he convinced me and um, we decided to call it Show Flipping America. And um, the first show we did, Had 2000 listeners, and then by the end of the first month we had 20,000.

And, you know, just a few months ago, we had in, in, uh, January of 23, we had 1.2 million. Wow. And so without any intent on my part, it's sort of become the tail that wags the dog. Um, And how do, how has that affected the investing? Well, it's giving me contacts around the country that I wouldn't have had before.

And you know, the other thing too, Matt, I. I have had the opportunity to talk to so many people. We're in the 600 s now on episodes, and I've talked to so many brilliant people with great ideas. And, uh, you know, I've sat here during interviews just taking notes, writing it all down, and transferring that to my computer and putting it in my brain.

And, and I've learned so much from the people that have come into the show and I've. I've been privileged to meet some of the top players in the industry and, and watch what they have done to build businesses without that massive failure in the middle of it, you know? Mm-hmm. And, um, uh, I even got to interview Tillman for tida, the owner of the Houston Rockets, who is a, uh, billionaire casino owner and so forth.

And, uh, The, that interview didn't go the way he expected because I wanted to talk to him about business failures. I was still trying to figure out my own life. But, um, these conversations have brought a whole nother level of education to me and opportunity, um, as the word get got around, you know, people started coming to me with opportunities and some of the things I'm into with the auction houses, and now we have bought properties in 28 states.

Wow. And, um, uh, it's been, it's been a pretty wild ride. And yeah, the, the story's not over flipping America. We've got some big things on the near horizon. That's, that's

amazing. That's amazing. Um, so I, I, I wanna go back to so many different things. I, I, let's go back to the failure of, of the business in 2014, and you said that it was basically attributed to hiring mistakes.

Right. Yeah. Do you, was there, was it hiring, the hiring unscrupulous people where they were stealing from you? Or was it, you know, you didn't have the right, no. Leadership that was going in place. What, what do you

attribute that to? Uh, good people in the wrong seats. Um, mainly, and, uh, I'm not gonna say his name, but, um, the, the contractor who had worked for me almost exclusively for the previous, I guess.

Four or five years. Uh, we made the decision to expand in 20, in 2012, late 20 11, 20 12. But the guy that had worked for me, he had rehabbed, uh, something between 350 and 400 houses for me. And we had been thick as these, doing a hundred houses a year. Um, between him and uh, some of the houses I could run myself with just subs.

Um, And we had become very good friends. Uh, I, and when we, when he did his, when he completed his three on his rehab, we kind of stopped counting, but I gave him a motorcycle as a thank you. And, um, and all this to say he had become a good friend. Mm-hmm. And when I decided to expand, I made, and, and he's the same age I am.

None of us are getting younger, but, uh, we're getting up there. I said, look, man, why don't you come and be our project manager? We're gonna be hiring contractors in Metro Atlanta, in Macon, Savannah, Augusta. And as we branch out into other, uh, States, I need somebody to run point and, and hire those contractors.

And he said, man, I'd love to. I'm tired of crawling around on my knees and crawl spaces in the mud and getting up on roofs. He said, I never wanna do that again. I said, okay. Turns out he wasn't very good at it. In fact, he was not. That's, that's putting it mildly. He didn't hire good people. He didn't have a a, you know, he himself was a good person, but he, he didn't have a sense of what a crooked contractor looked like, and he hired a bunch of crooks and then he didn't run 'em well.

We had a few good people that he just drove crazy because, He had his opinion about how things ought to be done. It differed from theirs and, um, no conflict management. Um, no real sense of project management. Uh, he could manage his own, but he could not supervise 20, and it was a disaster. I waited too long.

We were bleeding cash. Uh, to the tune of about a hundred thousand a month in interest spans on this big line of credit. Mm-hmm. And when I finally set him down, are you familiar with the Peter principal? Peter Peter Drucker, business management leader. Uh, the principle is everyone rises to their own level of incompetence.

You see this in organizations. People do well, they get promoted, do well, they get promoted, they finally get to a level where they don't do so well. Well, unfortunately what companies do is they get rid of 'em. What they really should do is move 'em back down to where they were doing well. So that's what I tried to do with this guy and, uh, wanted to just put him back in charge of one or two projects like we used to do.

And he steadfastly refused. He said, I'm never doing that again. He got mad. Stormed outta my office, quit and holds a grudge. I didn't know he could hold a grudge like this, but it's been 10 years. He still won't talk to me. Wow. And uh, of course what he's doing now is exactly what he said he never wanted to do again.

But that's a different story. Um, in the meantime, we are hurting. And for the first time in my career, we're losing money on projects. Loans are expiring with no end in sight for the rehab work because it's been sitting there and this is all very difficult and it was really all due to one hiring decision.

One one really bad hiring decision in extremely critical position. Mm-hmm. What, and

what, what would be different today have, how do, have you changed how you look at people or interview people or place people today? Any, any thoughts of what you've learned since

then? Well, yeah. Um, I've taken some time to reflect on those lessons, but probably the most helpful thing that I've read on the subject is, um, in the book Traction, getting A Grip On Your Life by Gino Wickman.

He talks about getting the right people in the right places and, um, . \ , I, I sat down and made a list of questions and, you know, he talked about, uh, hiring good people who are good at what they do and who also have the capacity to do what you need. And so I developed a, a long list of questions that I've used in hiring, and it's been sort of my guide ever since.

Yeah. Yeah. It's, it's amazing when you start to put those types of repeat, um, processes, not really the right term, but you know, you, you keep doing the same thing. You putting the same people or putting people through the same process. It's amazing how you'll be able to start seeing like, what bubbles up to the top and Yeah.

That one is, that person is so much more different than anyone else. Yeah. Who we've, who've hi hired for that position or

interviewed for that position. Yeah. And, you know, I knew some of the, I I had known this gentleman long enough that I knew some of his personality shortcomings, but I, I, I willfully blinded myself to them and put 'em in a position of responsibility that I put him in a position to fail.

And so that in the final analysis of the whole thing, I developed what I now call the, we call it the Flipping America Pledge. And we say this at all of my live events. And it starts off by saying, when I look in the mirror, I see the reason, the cause of my successes and the reason for my failures. And it goes on from there.

It's a little meditation I wrote for myself. Um, you know, when things go well, it's because I chose well and led well. When things don't go well, it's because I didn't choose well and I didn't lead well. I am the reason. It's a matter of taking personal responsibility. That's a hard thing to swallow. Um,

out of curiosity, have you read, um, extreme Ownership by Jocko Willick?

No, I haven't. Oh, that's, that's a great book. It's all about, he, he tells it from the perspective of Iraq, Iran. He was, I don't remember exactly what, what he was. Sergeant, well, well up there, captain. I'm not quite sure what his rank was, but he basically came to the exact same conclusion that you just mentioned, that everything comes back to me and I need to take extreme ownership.

There was, you know, our teams had friendly fire. That was because I. You know, screwed something up. I screwed up the navigation, the comms went down. Just really, really interesting. And he applies it to business perspective, uh, to AA business perspective. And then gives, you know, CEOs that same type of mentality where I.

Something's not going right. It's because it's because of you. It's not because that person screwed up, it's because you weren't giving, you know, direction well enough for clear enough direction or, you know, yeah. All of that. So really, really, really interesting, really, really interesting book. Yeah. Um, so you, you had amazing.

Attraction with your podcast pretty well right off of the bat, and I know, I personally believe that a podcast is something that pretty well every business owner should have. I mean, I, I, I completely resonate with everything that you said that you are getting from your podcast. Um, how, how, what do you attribute the success so quickly?

Two. How, how did you generate such a following so many listeners? So quickly, was it just the, the name, do you feel that resonated with people or,

Hmm, I don't know. The, what were your thoughts there? The name was a happy accident. I had, I had, uh, kind of fallen into leading a, a meetup group here in Atlanta called Flipping Atlanta, and I didn't even really wanna do that, but the leader disappeared and I didn't wanna let the group fail.

Just fall apart. So I was leading this group and then when I got, I agreed to do the show, I had to have a name. So I thought, ah, well, it's called Flipping America. And that's all the thought they're winning in that. No market research, no testing or anything like that. Wow. Um, But, uh, it turns out it's a pretty good name.

I do have to clarify on the show we're not, you know, although, uh, we do talk about flipping houses, we talk about a lot more on the show besides flipping houses, we talk about any way that you can make money in real estate and, you know, I think that, um, you know, when we started this show, at first it was also in radio syndication.

And I think that that syn indicator did a lot to help. And I also believe there was a matter of the timing. You know, we start, we launched a show in 2017. There weren't that many real estate shows out there then. Um, it, you know, it seems like everybody I talk to now has their own real estate podcast. Well, that's great.

There's plenty of room for everybody. Um, do you know, the other thing is, and I don't want to alienate, alienate half of your audience, but I realize what I'm about to say might do that. I heard Rush Limbal say one time, and that that name right there is going to, that's alienating already. Yeah. Just one bunch of people just turned it off.

But he said one time my goal was to take something as boring and mundane as politics and make it as entertaining as possible. And I thought, oh, there we go. Okay. So, you know, I, I have engaged in a little bit of wishful comparison. Why can't I have as many listeners as you know, that sports podcast over there?

Who, who's got all these? Well, real estate doesn't have the same appeal. It's a, it, this is a niche thing, so, all right. I, it is not that I'm trapped into it, I enjoy doing it, but while I'm here, and this is kind of what's been put in front of me to do, I'm gonna take real estate and real estate investing and I'm gonna make it as entertaining as I possibly can.

And that incu includes appropriate humor and, uh, poking fun at some of the silliness. And so that's what we do.

I love it. , so on on our show, we like to say that we unlock the secrets of wealthy entrepreneurship. Any, any, anything come to mind when I say that?

I think that the secret to successful entrepreneurship is not passion. It is not creativity. You know, I've met people who are passionate about, uh, degenerate sex acts that's not gonna, you know, are passionate about, uh, shoplifting. You know, it's not passion and it's not creativity. Um, the real secret of entrepreneurial success is meeting a felt need.

And a consistent pattern of good decisions till it becomes habits. Uh, if you have good habits, and you and I I, one of the things that I say is consistent persistency, you have to be persistent and you have to be consistent in your persistency. And what you need to be consistently persistent in is good decision making.

And if you're, if you're combining that with something that is a proven money-making path, you're going to be okay. Um, this is a little bit of a surprise and Matt, it may take you by surprise. I am not particularly passionate about real estate. Mm-hmm. For me, it is a means to an end. And if I find a better, more sure means to my end, then you won't hear me talking about real estate anymore.

But I've been looking for a long time and I haven't found it. So here we are. Mm-hmm.

Mm-hmm. Yeah, so, so, so it, it's great that you have that type of perspective, you know, as well, where you recognize, cause I, I feel like that's, again, another one of those traits that a lot of people will say, you know, this is my industry and I love it, and I'm so passionate about it.

And it's, it's interesting that you have that perspective where you're willing to admit that, you know, it's not what I'm passionate about, it's not what I, you know, live for. Um, and, and you're open to those other, those other options, those other avenues. Uh, any you wanna know what I'm passionate about? We, I was just gonna ask Yeah.

What,

yes, I'm, first of all, I'm passionate about my wife and family. Um, and I know that sounds like a cliche, but, uh,

Diana is. The best thing that happened to me since Jesus and I am, I am so in awe of her and creating the life with her is why I do everything that I do. Because I want to give her the life that I think that she deserves and, and wants. And, uh, I want to be everything that she hopes that I am or believes that I am.

Um, The other, I guess the other passion, the other thing that drives me is making the world a better place. I enjoy talking to people. I enjoy helping people. Uh, I enjoy real estate. I, I like the process of it fine, but, uh, what I really like is making a positive difference in the world. And. We all spend a pretty good amount of time trying to figure out our place and that whole thing.

Um, I've been put into a position where I can train other people in this industry so I can, you know, I teach people how to flip houses and to acquire rental properties and to build a real estate fortune, but that's not an end in itself. Most of the people that I teach. Want to have disposable income because they have a foundation or a charity or a church or some pet project in mind that they think is gonna make the world a better place.

So it has become, this is something I'm passionate about. I want to help a a thousand people become real estate millionaires before I quit. The reason for that is, 990 of those people will end up giving money to a charity or a cause that they believe in. And, um, that will, you know, in, in small ways, make the world a better place.

So if I can have a part in 900 or 990 other people making the world a better place,

Yeah. Yeah, yeah, yeah. It's, it's that ripple

effect or that's what, that's what gets me up, and that's what, that's what cranks my engine every day.

Yeah. Are you familiar with, with the, uh, butterfly Effect? Have you heard of that?

Yeah. Before, yeah. Yeah. Very, very applicable there. I love that. I love that. Um, so you mentioned before too that there's some, some big things coming up, uh, on the show. Uh, anything that you can share right now of, of, you know, some of the, some of the things that you have percolating.

Uh, yeah. Yeah. There's a couple things that I can't share about what we're, what we're gonna be doing, what we're working on to expand our audience even more.

I can't talk about that one, but I can tell you this. Um, I have an interest in, in, of course in helping real estate investors. And so we have been working on a trading platform. We're calling it The Flipping America Network, or the fan for short. And um, you know, you're familiar with wholesalers, right? Sure.

All right, so wholesalers, they have two jobs. They have to find deals and they also have to build a buyer's list. And as a cash buyer, which is where I really came into it, uh, on the buying side, I would network with wholesalers as a part of my, you know, lead generation. And, um, frankly, is a lot easier deal with a wholesaler than it is to try to create your own leads direct to the seller.

That's a different story anyway. Um, When I, from the first day that I started this show, I had to dream of creating this platform, and it's about to become a reality. I mean, we're literally just less than two months away from, uh, usability testing and then, uh, a release in the south. And then, um, uh, in fact, the call I was on right before this we're staggering the release and pinpointing areas, so we make sure that we're fully operational and supporting.

But here's the idea. If you're a cash buyer and you're looking for real estate properties, you go create a free profile at the fan and uh, just tell us the zip codes where you wanna buy. Then you download the app on your phone and sign in and so forth. Now you can look on the platform for properties. You could search all the search functionality will be there, or you can just wait then if you're a wholesaler.

Or it just somebody who owns a property and you wanna sell it it. It could be an owner or wholesaler. Use the app on your phone. Take the pictures of the property, fill out the information, and click submit. As soon as you hit submit, every cash buyer that's indicated an interest in that zip code is gonna get a text message that says, look what, just hit the fan.

Mm-hmm. No, that's awesome. They can click on it. Yeah, that's my wife's favorite part. They can click on it, they can look at the property. There's a chat function built into the app, so you can talk directly with the seller or wholesaler, and if you agree on terms, you can go to contract right from your phone.

DocuSign is integrated into the whole thing, and you go to contract, and when you go to contract, then the buyer. Will pay a $250 technology fee to the platform. The seller never pays anything. Wow. Wow. And, um, we think it's going to really change the way, uh, investment property gets bought in solds definitely gonna impact it anyway.

Mm-hmm. Um, There will, in future versions, um, there will be a platform for, uh, vendors, people who sell products and services to investors, you know, home inspection, title companies. The whole range of products and so forth will be available on the platform. But, um, the buyer and seller piece is about ready for release.

We're in the final stages now and, uh, we'll, we'll have a, um, Kind of a soft rollout, probably by late summer. That's

incredible. So, yeah. And have you, have you built any software before in the past, or is this the first foray into that industry? That realm?

Um, What I've done in the past, I don't know if you quite counted, I hired a couple of guys to take, years ago I invented something that we now call the Flipping America property grade.

Um, you basically, you put in your details about a property and ranked the property with some intangible things like the difficulty of rehab and, and, uh, the quality of the neighborhood or the heat of the market and that sort of thing. Um, things that are not easily quantifiable. And then I, I wrote an algorithm that allowed that to come up with a numerical raw score.

And then I used the range function in Excel to give it a letter grade. So we took that and, and. Train turned it into an app, but that was just a very low end, cost me 800 bucks. Mm-hmm. And, uh, we gave it away the Flipping America property grade app. Um, but it cost me about a hundred dollars per platform.

Google in Apple to keep on updating the app every year with the new compliance standards for privacy and blah, blah, blah, blah, blah. And you know, I just got tired of spending that money on something I was just giving away. So. But this is a whole different animal. This, yeah, this thing is extremely detailed.

I mean, it's quarter of a million dollars in development so far. That's, that's amazing. Amazing. Um, but what I did was I partnered with a, um, a guy who, this is what he does. He has a technology company that builds these things, and now we have become close enough friends that when we get this deal done, I'm, I'm buying his company.

Oh,

interesting, interesting. Yeah. So, so you have, you have intentions of being more involved in, uh, technology and being involved in

that industry? Yeah, yeah, yeah. We've got more apps in the works. Um, one of them, uh, is, it's tentatively titled Flipping America Go. We've already kind of, uh, tried to partner with another provider on that.

Uh, it's not working out so far, but, uh, here's, here's the dream of it. You type in an address and it goes out with an API call and pulls up all the information about that address, and then uses a, an automated valuation model from one of the providers. And we're considering a few different people there.

And to give you, uh, comps and like a comparable value of the property. And for single family, it's just an arv, you know? Um, And then, but the, the, uh, the, the brilliance of this is when you register, we're going to look at several possible exit outcomes for a property, whether you want mm-hmm. Buy and hold, whether you want to buy and flip, whether you want to, uh, lease it, uh, or seller financing options, that, that sort of thing.

And in there you describe. To the platform, there's some default choices made, but you describe what you consider a good deal. Like I want a 30% gross margin on flips. Some people will operate on a 20. Okay, whatever you like, put it in there. And then you get your rate and term from your favorite lender for whether it's a buy and hold or whether it's flip, and you put the rate and turn information so it's already in there.

So all of these things can be calculated and the the loan, constant debt service coverage ratio and all these things can be automatically calculated behind the scenes. You just put in the information about the property and if you wanna hold it, what you, uh, plan to rent it for. And this thing spits out little meters, you know, red, yellow, green mm-hmm.

Um, or some sort of indicators telling you whether it's a good deal for each of your exit strategies. Mm-hmm. And of course the tagline's gonna be, see it gonna be when you see a green light. Go.

It's a deal analyzer, but it's built into an app.

Yeah. Um, and, and, and I I love that it, it pulls in, you know, real data, real information from wherever the location is that you're, you know, that you're focused in on.

Yeah.

So that's, but before that, uh, and probably before the fan gets released, uh, I've been working on something now for, uh, the better part of a year. You know, I have the coaching program and we put people in a room for, for four days and we overwhelm them with information that they're not going to remember, and they still need guidance out there.

And after a while we realized, you know what? We're just wasting all of our time spending four days here. You're not gonna remember this. And, um, and they're even saying, I'm not gonna remember this. I tuned out yesterday. I, my brain is full. I can't take anymore. So I started years ago creating online courses and, um, We haven't tried very hard to sell the online courses separately.

They were really designed to supplement the coaching program, but when the pandemic came, we sort of stopped doing the live events and coaching and just went to online courses and, um, you know, mixed results. Okay. Best I can say. One of the consistent things you'll hear if you listen to my show is I'm pretty hard on the hotel room gurus.

Mm-hmm. Um, I don't think anybody should spend 50 or $80,000 learn how to flip houses. They're only charging you that because they can get away with it. Um, and, and I don't even care if somebody charges $50,000. What I care about is they, they show you how you can borrow from your 401k or increase your credit limits on your credit card so you can pay, and then.

Be hammered with interest rates or repayment obligations and, and you're basically stealing from your own future. They'll take people who have no business, not an entrepreneurial bone in their body, they'll borrow from their 401k to set up a really, uh, this business that they are in no way mentally and psychologically equipped to run for the long term, and they're ruining people's lives.

That bothers me. Mm-hmm. So, Of course alternative. Why spend 50 grand when you can get started for 50 bucks? Uh, we're launching, uh, scheduled launches in mid-July. I don't know when the show's gonna air, but, um, mid-July, we're launching the Flipping America Academy and you can join for 50 bucks a month. And in our inaugural launch period, which will probably take the rest of this year, um, when you join, you get all the benefits of the next level of coaching, which is 250 bucks a month, or the next level is called the coaching level.

Um, so. You get, um, Well, there's a weekly newsletter. You get a search tool that allows you to search all the archives of the Flipping America Show, 600 plus episodes. Um, you get a discount at Home Depot, but also you get access to all nine of our current online courses and the others as they come online.

Um, and we give you a roadmap to tell you which order to take the courses in and which ones you can skip depending on where you are. Some people don't need to go from A to Z, some people just need to start at E A D and go to Z. Um, And so with all of that, combined with a weekly coaching group coaching experience, um, you can learn what you need to about real estate investing for 50 bucks a month.

Yeah, that's fantastic. And again, it goes back to why you're doing all of this, to be able to create those thousand millionaires. Yeah. You in the industry to create your, create your ripple. I love it. Yeah. I love it. If people wanna learn more about you, we, we've mentioned flipping America many, many times.

Are there any other resources or any other things that you would suggest to go and check out, to be able to contact you or again, learn more?

Well, flipping america.net is the website. That's pretty easy to find. Um, You know, you, you could always go to Amazon and get my book house flipping, flipping houses in 10 days and, uh, help keep that sales going.

We, we achieved international number one bestseller status for that book, and we got a little. Badge stuck on the cover of the book because of it. That's great. I think honestly, between you and me, I think that happened for like 15 minutes on a Tuesday afternoon.

It's there though. You, you can, you can claim it.

Love it. That's right. We got the screenshots. Yeah. That's fantastic. But, uh, yeah, if, if you wanna flip houses, you, you can, you can come spend 50 bucks a month with me, but also you can get a long way to the finish line by spending 20 bucks on that book. Yeah. Yeah.

And I love that you, again, you, you are a true entrepreneur.

You have all of these different, different things going on, these different projects, ideas in the pipeline, and, and it's not just, you know, this one thing I, I do real estate. Right. But, you know, podcast, software programs, flipping all, all of that stuff. So, yeah. Um, kudos to you for. Like we mentioned early on, sticking, sticking to it and sticking through things and persevere, learn and, and keep on going.

You know, you've had your setbacks and struggles, but here you are still, still pushing along. So kudos to you. Love it.

Um, you know, the, the path to the mountaintop is not always a straight line. Uh, it could be that when you're standing here and you're seeing that mountain, you wanna climb that goal that you're trying to get to.

What you don't see are the valleys in between the, the near peak and the far one. Um, it, it's, it's not, it's not gonna go the way you want. Nobody builds massive failure into their three year life plan, um, or health issues or other things that happen. Um, so the response to that is, um, whatever is in front of you, do the right thing with that.

Over and over, whatever is in front of you. Do the right thing with that over and over, and you're gonna get there. Yeah.

All right, so let's recap what we learned today from Roger. One of the most important things that we all should take away from today's episode is that we need to pay attention to the people that we're placing into our companies. And I know that that sounds obvious, but when you're in. The moment. And when you're in those situations, you feel like it's, it's going to be so much work to try to replace them and then, and then I'm going to have to retrain people.

And there's just so much to do that to, to that entire process. Right. But if you don't do it, you can absolutely take your company down and cause a huge, huge ripple effect that. Can create a lot of problems. So many times it's best to jump onto these situations, and if it means parting ways with someone or if it means repositioning them into some other type of role, chances are they're probably also going to feel relief as well because they, they, no one wants to fail.

No one wants to be put in a position where they feel like they're failing. So being able to relieve that pressure from them where you know they are not performing up to what your standards are, they probably feel the exact same thing. So there's going to be an element of relief there. So always. Always, always take that step to replace people when necessary.

Roger also mentions that there's plenty of people out there that are talking about, you know, following your passion and passion is the reason for this success. But what Roger has found that is that if you can find some type of a problem that people express a true real need. For the solution. That's what is going to be so much more successful than following some type of passion.

So, and, and obviously it's best if you are passionate about whatever that solution is, but don't just say, this is my passion. I'm moving to go for it, look to solve some type of problem and hone in on that problem. And what I've personally found in my life is that when you can be very specific, With the type of person or the type of industry or business that you are solving that problem for, it solves so many problems, right?

If you are. Focused on everyone and trying to solve everyone's problem. You're not going to be able to speak to any one type of market. So niche it down, hone it into one specific type of thing that you are doing for one particular market or industry or vertical, and then you'll be able to start speaking their, their language.

You're going to understand so much more about their business. And then once you get that foothold established, Out, grow out from there. And this is the final tip that I really liked what Roger had to say. He said, be consistent with your persistence. Right? So a lot of people will give up before they establish something, or they'll see another shiny object and they're going to go and jump.

Into that direction. Success takes time. I mean, there's obviously a few outliers to that. There's a few stories out there where people found quote unquote, instant success. The chances of that happening are very, very slim. It takes a long time and many, many entrepreneurs have had to just. Keep grinding, keep hustling, and I know that grinding and hustling is something that everyone talks about as well, but really the persistence to be able to keep going, keep moving forward no matter what's going on, is really, really, really key in order to be able to achieve that success that you're looking for.

All right. If you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We include some outtakes from various guests there, and that's the only place you're going to get to hear that advice. We also publish the investment opportunities that we come across in our various companies, so if you wanna learn more about those different investment opportunities, go ahead and sign up for that newsletter.

We will be in touch with you about those different opportunities.

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Have you ever wondered what it takes to turn your life around completely? In this extraordinary episode, our host, Matt Shields, takes you on a riveting journey from the confines of a cargo van to the heights of a real estate empire spanning hundreds of apartments across the country.

Prepare to be inspired as Matt fearlessly shares his personal story, unraveling the transformative moments that propelled him beyond the limitations of his circumstances. Through tales of resilience, determination, and unwavering belief in the power of possibility, Matt's incredible journey will challenge you to ask yourself: What's holding you back?

Join us as we delve deep into the triumphs, setbacks, and pivotal decisions that defined Matt's path to success. Discover the secrets behind his rise from living on wheels to becoming a prominent figure in the real estate industry. This gripping episode will ignite your own dreams and leave you with a newfound belief in the infinite potential within you.

Don't miss out on this thought-provoking episode that will empower you to break free from the shackles of doubt and embrace the boundless opportunities that await. It's time to unleash your own potential and embark on the path to greatness. The power to transform your life is within your reach - tune in now and let Matt's remarkable journey be the catalyst for your own incredible story.

Today on Invest in Square Feet, we have a special episode. We've received many comments, wanting to know more about my background and how I got to where I am today. So today I have Troy, who is a recent guest on the Invest in Square Feet Podcast, interview me about some of my upbringings and the way that I look at certain situations.

We all have events that shape and mold our responses and our reactions to things, and I get pretty deep into some of the personal experiences that I've gone through, some of the hardships that I've gone through in my life. My goal with all of this is to be more open and more transparent with all of our listeners so that you guys can know me a little bit better and understand where I might be coming from, from specific events or happenings that I might have gone through in my own life.

On Invest in Square Feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners protect and grow their business so that they can invest. Passively into multi-family real estate. So today's gonna be a little bit different as the intro had described before.

I'm going to be interviewed today and tell a little bit about my story and the reason why I wanted to do this. So that everyone can understand that we all go through setbacks and struggles. I reveal some of the things that I've gone through, some of the low points in my life to where I am today, how I sprung back from those situations, and literally today I own multimillion dollars worth of real estate.

I hope this inspires you and I hope that it connects you a little bit more with my story. And what I've been able to accomplish, and I look forward to having you reach out, and I'd love to be able to help you take your business to the next level so that you can also do the same thing, and also invest in multi-million dollars worth of real estate.

I love, the mindset of referring to these ebbs and flows of life, as, seasons right? So many people get so bogged down into my life is falling apart. Things aren't going well. And, that's not the way that life is always going to be. You know, you're going through a season, maybe it lasts six months, four months, a year, you know, things will get better and you have to recognize that it's a learning opportunity and it's a learning opportunity to be able to really spring yourself forward because now you know what not to do, right?

You've already, you've already made it to that part, part where you feel like you failed or what have you. So, um, we all go through it and you just have to, to have the perseverance to keep on, keep on going.

It gives me chills because, you know, Matt, when you think about it, when people think, you know, is it, why is everything getting worse and or why is this happening to me, the good news is, is if you pay attention and get recalibrated, you can actually realize that there is a winter coming up.

There's gonna be a time where we can sit back a little bit. We don't have to get out there and cut that grass right away, if you will, and you know, we're gonna ha we're gonna have a little bit of snow and, and it's some time to recalibrate and then get ready to spring back out. Um, like what you call it, seasons.

I like that. Tell me a little bit about you today, Matt, describe yourself today. If you were to look at yourself in, in maybe three areas, if we could.

I'd like to talk about. Um, I'd like to talk about your relationships. Um, I'd like to talk about, about your wealth. I'd also like to talk about health, um, maybe mentally and physically and taking a look where we are today, but then also, you know, I'd like to then after go back and talk about was it always like that and, you know, and how did we get up to this point, kind of working in reverse

I have a, a number of different companies and a number of different focuses. I have a technology company and we build custom software, custom apps for many businesses. , one business has sold more than, uh, a hundred million dollars using, uh, our apps, uh, so that they're on the, the sales side of things.

So it. We have a great understanding of what drives people and what, where the, where the blockers are, where the issues are that. A lot of people may not necessarily see, right? So technology company, um, is doing well and a number of years, probably about five years ago or so, I started getting involved in large multi-family real estate.

We've got about 780, uh, units, uh, under management right now.

Uh, and to a company, those, those assets. We also have our own property management company and our own construction company to be able to, to feed and work off of one another. Um, and then I also have a podcast. That is in the top 3% of all podcasts, uh, out there. So that's, that's in a nutshell, that's what I'm doing today.

It's a great journey and, and I'm learning every day as well. And I think that that's, that's one of the keys, like we said before, there's always seasons, there's always things that are not going to go the way that you had planned.

But if you have this perspective where you are always open to earn, uh, to, to learning and to bettering yourself and, and approaching things from a positive perspective, no matter how bad they may seem, um, It's gonna serve you well, right? And again, we're all gonna go through things. We're all gonna lose things.

We're all going to have the days that aren't going to go the way that we planned. But at the end of the day, you know, keeping that positive perspective is really key for what, what I found. Um, and again, i, I app approach that with pretty well everything in my life. Um, relationships, I always look at the positive side of things.

Uh, I choose. Not to have assholes in my life. Like if I don't get along with you, then you know, I'm, I don't keep banging my head against the wall trying to, you know, make things work. I prefer to have positive people and people that are, um, you know, out there doing things that motivate them and drive them.

So that's the type of people that I like to surround myself with because then that, that just feeds my energy and that motivates me as well. I wanna do better. I want to be able to keep up with them or beat them or whatever it is, right? So, so that's how I approach. Pretty well ev every relationship, um, you know, that I, that I have.

Um, and then from the, the fitness side of things, again, always learning. Uh, but I've, I, I feel like I've pretty well always been in, you know, pretty good shape. Um, I, I'm, I'm pretty active ski play volleyball a lot. Um, you know, we used to run a lot more when my knees were a little bit better, but, uh, yeah, I feel like health has kind of always been one of those things that I've, I've been pretty lucky with, I guess you can say.

Uh, and, and interestingly enough, one thing on the health side of things, I don't go to the doctor at all. I, I don't take aspirin. I don't take medication. Um, I believe in healing myself naturally and. Um, you know, with the foods that I eat and, and, you know, I don't take cough medicine. I don't do any of that stuff.

So, um, that's the way that I've pretty well always been. And I, and at the same time, I don't eat any type of fast food or anything, don't drink pop. Um, it's probably been 25 years since I've had a sip of any type of pop. So, um, again, it's just, just my lifestyle. It's the way that I have chosen to live so, It did.

It's, uh, it, I I would believe that, um, having those areas balanced like that today would be a dream come true. Would I, would I say that that would be an accurate statement?

It's interesting that you say that and. I don't, I'm not one to brag at all. To me, I feel like I haven't even started yet.

I, I feel like the things I've done are normal. Um, And yet other people tell me all the time, like, oh my God, I can't believe that you did that. How did you do that? That's, that's incredible. That's amazing. But to me it's just, it's just, it's life. Right? So I, I think the goal with all of this is be is, is to bring other people into this way of thinking where.

You know, again, you're gonna have your ups and downs. Don't let it, don't let it destroy your life. And I've, I've gone through that situation as well in my own life. Everything hasn't been, you know, peaches and roses this entire time. Right. I've, I've had my share of struggles, which we can get into that in a few minutes as well.

Um, but it, it showed me when, you know, when I was at rock bottom. Yeah, it's, life isn't that bad, right? Like, this isn't anything to like, oh my God, I can't, I can never, I can never do this. I don't wanna do that again. But I've learned from it, but I lived through it and everyone is so afraid of loss and so afraid of what everyone is gonna think about me.

And I have to put on this, this persona of, you know, nothing is wrong and I'm, uh, you know, I'm an expert on, on everything. Right? Um, Once you lose all of that, you realize that it really isn't that bad, you know, to, to lose things. And it's, it's, it would be worse if you have something in your life that you want to do and you never do it.

That to me is, you know, is the true failure. That's the true loss that you never, you never had the ability or the the drive to actually accomplish it. So, you know, if you. If you go through things and you fail, at least you tried, right? And you've learned from that. And then use those learnings to be able to try something else or try it differently.

And that's what I feel like this whole thing is all about. That's what I want to be able to get, you know, through to people to help them through those issues. Help them through those blockers. Get out and do whatever the thing is that you're, you've been wanting to do. Um, don't worry about the failure.

You're going to fail. It's part of life. Expect it and learn from it and then, you know, get up and do it differently. Do it better the next time. I

love that. Thank you. Matt. If we looked back at, you know, le let's, let's go back quite a ways. Let's go back into when you were, I'm gonna call you the inspiring entrepreneur, a time when, if you could describe to us, You know, what was it like to, you know, get your first business license and, you know, what was your thoughts, what were you gonna accomplish?

Not looking at maybe so much as where we are today, but, you know, you were a young man, an electrician, I believe if, if I remember right. And, and, uh, tell us a little bit about that first business. What did it feel like to, to be a part of that, um, time of your life?

I'll even bring it back a little bit further than that.

Growing up, my, my dad was an entrepreneur, right? Uh, he had this line of country craft type decorations that he would make in our house. So he had all kinds of tools and he'd, you know, Woodworking and all of that. And they had some pretty decent accounts, like JC Penney's was one of their accounts that they had.

And as a kid, I can remember going to the local JC Penney's and, and they would set up my dad and my mom would set up the displays with all their products in JC Penney's. And that's, that's kind of what I thought life was like. Like that was not. Not a big deal to me. Now I look at, look back on and I'm like, that really was something different.

So growing up I always had this idea of, you know, doing things to make money. I remember I, I would, you know, buy antiques and, you know, kind of fix them a little bit. I remember there was a sewing machine, like one of the pedal sewing machines that. Was broken and, and I, I figured out how to fix the pedal thing and then resold it and, you know, made some money.

So I was always doing those types of things. But, uh, so out of, out of high school, I didn't go to college, but I joined an electoral contracting company. Um, I. Which interestingly enough, the reason why I joined an electrical contracting company was because I wanted to buy houses and fix them up and sell them at the time, and electrical was sort of the area that I didn't really know all that terribly much about.

So, uh, when I was out of high school, I joined the electrical contracting company, which like was about a five year program or so, and as soon as I had enough hours in the industry and I passed the electrical or the, the apprenticeship program, I took the state license and got my state certification and started my own electro contracting company.

So I was. 22, something like that, 22, 23 maybe. Um, at the time, and that was the last time that I ever had a, you know, a true W2 type position. Um, you know, I haven't worked for another boss since then. Um, and again, people look at that and they're like, what? You know, you were so old and or so young and you acted so, so old with.

You know, the decisions that you were making, right? That's the way that I always have been. I've always, I've always gone out and wanted to be able to better myself. Um, I can, I can remember as a teenager, I was reading all of the, you know, the Rich Dad, poor Dads, and, you know, all of those types of books that were exposed at the time to better yourself.

That was, that was who I was. I always wanted to, again, better myself, make, uh, Make a living doing the things that I felt that, that were worth doing.

That. I love that. And Matt, it sounds like to me that you're somebody who maybe doesn't live with inspiration, but with ownership of the type of life that you want.

You don't grow to it. You, you just simply live it.

That's something that I've always believed in. Um, I also will say that I've always had the, , the make it happen type mentality, right? I can remember being very, very young, , I started putting roofs on houses when I was 11 years old.

Uh, I, I had, uh, I guess he was an uncle who was in the building trades and. 13, 14, 15. I was the one who was hauling everything back and forth on the job sites. And they're like, you know, people don't work like this. People don't, you know, I can't even tell you the last time that I had, uh, especially a younger person, do as much work as what you do.

And that's just the way that I've always been. I, I, I get to work and I make things happen. And I feel like when you have that type of mindset to just go after it and, and get whatever it is done. You're going to be successful. And I still live my life, even on small things. Like, you know, I get up at six o'clock every morning, no alarm or anything, you know, I'm watering the plants, I'm cleaning the house.

You know, I, I don't, I don't sit around, I don't lay in bed and, you know, think about getting up or I don't grab the phone and start. Scrolling through things, you know, I get up and, you know, start, start producing, start learning, start whatever it is that I'm doing. That's, that's always been my personality.

So,

Matt, let's take a look for the, the entrepreneur whether they're in, in trades or they are in, um, you know, in medical profession, real estate. You know, what ha, what have you. There's an entrepreneur, um, everywhere that is, is listening to us and saying, um, you know, Yeah, you know, I've had a dream.

I've wanted to do things, but I'm also scared of failure and what does that really feel like and look like? And I think a lot of people are scared to talk about the failures. They, they look at it as a place of, uh, you know, either that, you know, a lot of pain, um, you know, or a place they grew from, but, When I listen to you talk, and in, in the past you've talked about, you know, having some bumps as part of the journey that was actually quite enjoyable and allowed you to go through a different season and, and shift and pivot.

And instead of allowing it to seem like, uh, the, the dissolution of, or, you know, or sort of the, I guess, the, uh, The teardown of your, your life or your business. You looked at it as a, as, as a way of just adapting and, and keep moving on cuz you had the big picture in mind. Could you tell me a little bit about, you know, what, what does failure, um, or the, what people would perceive as a failure for you?

When I was 16, my father, my father passed away. He actually drowned in Cape Hatteras.

So obviously this was a complete shock to the family. And at the time, prior to that, I was, I was very, very quiet, very shy, very reserved, always worried what people thought about me. And that really brought me out of my shell, right? I, I realized how short life was and living that way, you know, under putting so much stress on myself because of what I was perceiving everyone else to think of me.

Um, I. Was not serving me well at all. So I was, you know, 17 and realized, you know what, when I, when I express myself and when I show people my thoughts and ex tell people the what I'm thinking, everyone started to gravitate toward me and I started to really enjoy life, right? So I look back on that situation and.

I S I I, I would do anything to have my dad back, but I can absolutely say that that was one of the first dark times in my life that I realized. You know, let's look at this from the positive. And that's what I, that's what I take away from it now, that that event really brought me out of that, out of my shell, right?

So we had talked about the, you know, the next couple years I started my own electoral contracting company, and that was doing well. Um, and one of the goals that my dad and I always had was to buy houses and fix them up. Rent them out, you know, sell them, kind of getting, getting into the real estate side of things.

So when I started the electoral contracting company, I started to also buy the houses and, and work on that. And it worked really, really well because when the electoral contracting business was slow, I was able to send the, the guys, the team to the houses and, and we would work on the houses then. So as a great filler of projects, um, until 2008 happened, and this, this was in the Cleveland market and.

In 2008, obviously there was a lot of, lot of turmoil in the, in the markets. Very much like what we're going through right now. And unfortunately I had a number of companies that owed me money on the El electrical contracting side of things, who went out of business, which then I was responsible for, you know, making all of those, all of those payments, which ended up putting my contracting company out of business as well.

So at one point, You know, I had this, I had this decision of my mom lives in the area so I could go live, you know, on my mom's couch. Uh, or I could embrace this and, you know, Explore what the quote unquote rock bottom looks like. So I chose the rock bottom side of things and I had one of the, the cargo vans from the electoral contracting company that I put a cot in the back of of it and I went to Walmart or wherever and got the best sleeping bag that I could get, and I would spend the nights in hotel parking lots in the back of the van sleeping on this cot.

And, you know, the, the thought process was that, If I go to a hotel parking lot, there's always all kinds of, um, you know, cars from all over the place there. So I wouldn't be bothered all night long or get towed or whatever. And then, uh, I, I had a gym membership, so six o'clock in the morning I'd wake up and go to the gym and do my workout and, uh, take a shower and then go on about my day, right?

And throughout that entire process, I realized that I was working extremely hard. To buy things that I thought that I needed to, to have in order for other people to think that I was successful. So I, I, I, again, I learned from that. Rock bottom time that you don't need to do all of that. You don't need all of the fancy things.

Like that's, that's just driving more, more use and more stress and you know, it's just a perpetual motion. The more you get, the more you need to make, the more you need to keep up with all this stuff. And the bigger house you have, the more grass you have to cut. All of that stuff. Just starts to hinder you after a while.

So, um, so I, I, I got rid of all this stuff. I lost a lot of stuff and I was so much lighter and so much happier after that. And again, I realized that I went through this thing that everyone is afraid of going through. And I came out on the other side unscathed. Right? It's, it's not that big of a deal when you go through and you lose everything.

Um, so since then, I, I pivoted the, the electoral contracting company into the technology company, um, which sounds like a large leap, but we had started doing energy management in 2005. Uh, so we were writing software and, and controlling building systems, H V A C systems, lighting systems, you know, before anyone was really doing that.

So we had a little bit of, a little bit of background in software de development. So that's, that's where I took. Uh, the, the learnings from earlier in my life and moved forward with the technology company, which has morphed into what it is today. So what, what has been feedback from people like now today?

Um, hearing that, that story so far, like what are, what, what's an aha moment that they're like, you know what, I did that too, or Maybe that's what I need to do. Have you had any circumstances like that where someone has said, you know, Matt, I thought you were crazy. So I went and I went and found a cot. I, I've, I'll say that most people are more reserved where they don't necessarily.

Get into those types of conversations, but I do, I do tell that story with the hope that it does inspire people to go out and do things. And I, I just had a conversation a few days ago, and this, this happens a few times a week, I would say, where, you know, people say, you know, I was talking to you and I realized I was thinking too small.

So I, I, now this is what the new goal is, right? Or this is where I'm, this is where I'm going. So, M my goal again is to be able to inspire people to be able to, if take that step, whatever it is that you are afraid of. Or if you've already taken that step and you think that your goal is here, maybe your goal needs to be up here and go after that bigger goal, right?

And once you achieve that bigger goal, then there's something above that, right? So don't limit yourself to mediocre. To the normal way of life, quote unquote, normal way of life. Just because you're afraid of something or you're afraid of what people are going to perceive of you if you, if you fail.

Um, that's, that's sort of my whole message is just let's, let's get everyone inspired. Let's join together and, and. We can all learn from each other. And I'm, I'm not saying I'm the, the master expert of anything. I'm always open to new ways of doing things and new thought processes and uh, new introductions and, you know, I'm learning from people every day.

Matt. If, if we'd looked at when that time could have been low, there's gonna be people going through recession here, maybe as they're listening today or sometime in the future. And then oh eight will come back at some point for somebody. And that might not be on a global scale.

It might be just for you and your own economy or your city community. Um, maybe just in your own mindset. Would you say that the re one thing that got you through that was, were you more aware of the fact that you were at rock bottom and you sulked, or would you say you were more aware that you had a bigger goal in mind to get you up to.

You know, a thousand plus, you know, um, doors to, to own or, or, you know, technology companies. Or maybe you didn't have that exact vision yet, but could you, if you were telling somebody today that says, you know what, I, everything's terrible. I've got a mound of bills. My marriage is on the rocks. My kids aren't talking to me.

I spend less than four hours a week with anybody in my family. What was the big picture that you could say to somebody is just to stop and think about differently today?

So I can remember when I was going through that time that I, I purposely wanted to feel what that felt like.

To, you know, be at rock bottom because I feel like before that, again, I was always worried about the material things, the material possessions, and I wanted to break myself of that, of that thought process. And I felt like going through this where I didn't have anything, I knew what it was like to have all of this stuff.

I, I lived in a 5,000 square foot house by my, by myself. Um, So I, I had all of the things that people consider as being successful, but I didn't like, I didn't like the feeling of. What that was doing. I didn't like the, the feeling even of people that I was hanging out with at the time. Again, people would look at me and sort of, I don't wanna say use me for my money, but, you know, wanna hang out with me because it seemed like I had a lot.

Right. So I wanted to completely separate, separate myself, and completely break myself from that entire thought process that, that sort of internal presentation of what I felt like I had to do. And for me, going the path that I went, I felt was the best way to be able to break myself of that to, so that I didn't, I didn't portray that feeling anymore.

I didn't portray that emotion of, I've gotta worry about. You know what people are gonna think of me. And it kind of goes back even to when I was a kid, right? Like I, I said, I was always very, very self-conscious and worried about what people thought of me. You know, fast forward 10, 15 years, I still was doing that, but I was, I was doing that with stuff and presenting myself as being, you know, somebody that was not authentic.

So by, by breaking all of that and living through a completely different life, Um, I was able to separate myself from that. So I, I remember having that, that exact, that exact thought as I was living that. And I was never afraid, cuz I always knew that I had the skills or I had the ability to be able to do more.

What I'm finding interesting with, with what you also said is as I went through my different seasons of ups and downs, whether that be my mental, physical relationships, wealth, all of those things, I'm realizing that, you know, having a, a person or a mentor who can actually see through all of that, very hard to come by.

If I was to ask you, Matt, Would you be somebody who, who would, who could organize a group of people?

Like such as myself or my peers or other people at different levels, no matter what level they come at, and help them organize a way of chunking things down. A way of, you know, saying it's time for a new chapter. Right? Or it's time to get ready, you know, clean up the, the yard cuz the new season's coming and we need to, to recalibrate.

It's actually interesting that you, uh, mentioned this cuz this is exactly what we are looking to, to accomplish next, right? Um, our goal, and some people might be listening to this on the podcast or maybe you've heard of this, uh, somewhere else, but the podcast Invest in square Feet is all about.

Wealthy entrepreneurship and our goal is to be able to take business owners and grow and protect their wealth so that they can invest passively into multi-family real estate. So our goal is to be able to work with other business owners. No matter where you're at, again, I'm, I'm saying business owners, but it could be people who are thinking about, you know, creating a business.

Uh, and we'll, we'll have this group, this mastermind type, uh, facility where we'll pair you up with other people that, um, you know, are in a similar boat, but then also some people that are a little bit. Further, a little bit more advanced than what you are. So again, you're always going to, to keep growing through this, you're always going to have that, that direction, that guide to be able to, um, know what to expect at this, this certain level.

And I, I'm, I. Like I said earlier, I'm not even at my capacity. I'm not finished yet, so I'm still always looking for additional people to be able to bring into my life to help me get to the next level. So I'm even going to use this, you know, for, to better myself. Um, and that's, that's the whole reason why I even started the podcast.

Invest in square feet to bring entrepreneurs together, learn from other entrepreneurs. Uh, and now we've interviewed. Over 200, I think we're probably about 230 or so interviews at this point. So we've, we've interviewed all, all types of industries. Multimillionaires, zinc, 500 billionaires. We've, we've had everybody, uh, all walks of life and all types of.

Um, advice and input from a lot of these people, which again, has shaped and helped me with the way that I think. And I want to be able to expose this from not only my own perspective, but again, bringing together everyone who, who is going through and, and, and experiencing these, these different things all at the same time.

Um, you know, bring them together so that we can all grow together and learn from one another. And, um, Again, make, make our mark on this world, which again, ultimately is about, um, bettering, bettering the lives around us, bettering our worlds, whatever it is that we're, uh, that we're interested in

And a great way to think of all of your businesses, um, is that it's a vehicle to accomplish something else. So one of, one of the goals that I actually partnered with, uh, some other multi-family real estate investors is to eradicate dog EU in Asia, right?

So I'm a, I'm a huge dog lover, and this is very early on, but our goal is to. Understand, you know, how the dogs got where they are today, what are the complications for getting them, um, you know, getting them adopted, you know, medicine, all of that type of stuff. Um, you know, we want to play a role in that and be able to make a huge impact into eradicating, uh, the dog euthanasia.

So all of the stuff that I'm doing, all of the businesses that, that are being started and created, that's one of the end goals that I want to be able to use those vehicles to be able to, to impact. And I'm sure that the listeners have all kinds of. Um, opportunities, organizations that they're interested in as well, and using the business as a vehicle to be able to impact whatever those organizations are.

That's, that's what this is all about.

Love that, Matt. , something maybe that's repeatable by you or, or by anyone else is, uh, listening is.

To me, you get an opportunity today to decide on something. You can either take part in recession or you can decide not to take part in recession, You can look at whatever excuse you want to not growing, whether that's inflation or job loss, or you know, hard to find staff or you know, all kinds of things that are going on in the media today.

Or you can decide to go after a mission.

That's exactly what this whole thing is all about. This is my way of bringing people into my life who have, have goals and want to be able to better themselves.

Powerful things can happen when you have people. Connected who are on the same, the same e energy wavelength. It's really, inspiring being able to be around people who are, who are making things happen. So that's what this whole thing is all about, and, and trying to cultivate that, that group of people to make that impact in the world.

All right, so there you have it. You know, I find it really interesting when you open up and talk about things that you've gone through in the past, and this could be good or bad, but a lot of people seem to gloss over the bad and they don't want to talk about it. But in my experience, I felt like when I embraced that quote unquote rock bottom, and now looking back on it, I.

Talk about those types of things. I can absolutely recognize the transformations that I went through during that time period. And just like everything else in my life, I, I try to keep a positive attitude about everything. And I recognize that when I made those changes to embrace the rock bottom, it really did it more or less humbled me.

Right. I was able to get away completely from the mindset of having to keep up with everyone else and having to have the best of everything right. So, Remember to embrace your rock bottom no matter what you're going through. If you feel like you are at rock bottom or you've hit a low point, make sure to embrace it and learn from it and evaluate what you're going through and thinking at that time and what you should be doing to move forward so that you don't have that happen to you again.

That's one of the main things that I see people doing is they'll hit some type of rock bottom, they'll. Make some type of crash landing, but then they don't change anything. It's still the exact same routine. They might not be as disciplined as what they need to be, so don't do any of that. Right. One of the other main things that I've absolutely learned over the years is that you want to.

You want to find someone who has already done whatever it is that you are trying to accomplish, whether that be an individual person or if that's joining a group, your learning curve is going to be so much shorter. That's what you want to do. You want to be able to find other people who. Ideally are doing it right now.

You know it's best if you can find someone who is actively doing whatever it is that you want to do right now and then learn from them whether you have to hire them or they have some type of program or group or something like that. That's the type of situation you want, and be careful when you get into a situation where, Someone claims that they had done so many things in the past, but they're not doing that today.

They might have had success at that point whenever that was in the past. But things change. The market changes. People change. And things that might have worked 10, 15, 20 years ago might not necessarily be as effective anymore. Or other people, the market have caught up to whatever they are or whatever that they did.

Maybe the market is all doing that now and, and their unique selling proposition is no longer unique anymore today. So be very, very careful who you're taking your advice from. One of the other really powerful things that I like to do is, again, refer to these ups and downs, and everyone is going to have these ups and downs as seasons in my life, right?

None of these things last all that terribly long, but we all have this propensity to look at the worst case scenario and look at. The sky is falling, and this is horrible, right? This is a season that's not going to last very long, right? Maybe it lasts six months, two months, three months, a few weeks, but we think that our lives are over.

So don't get bogged down in that. You're going to make it through and refer to these both ups and downs as seasons in your life. And of course, as always, if you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We're going to have other tips and tricks and things that our guests reveal to us that are only.

Published on the newsletter, and we also are publishing the various different investment opportunities that we may have available as well on that newsletter we drop every Wednesday, and we are available on whatever podcast platform it is that you use.

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Join us on this captivating podcast as we embrace failure by recognizing for every level there's another level and celebrate the journey of entrepreneurship. If you've ever felt like a failure or faced the tough decision to close a business or pivot, congratulations, because you're on the right path.

In this podcast, we delve into the secrets of exceptionally wealthy individuals with net worths of $100 million or more. Surprisingly, their key to success lies in their failures. We explore how failure is an integral part of the entrepreneurial journey and how learning from mistakes is the ultimate catalyst for growth.

Discover the concept of business blockers and how they can unknowingly hinder your success. We uncover practical strategies to identify and overcome these obstacles, empowering you to unlock your full potential.

But that's not all! We also talk about an incredible strategy that promises to constantly grow your wealth. We reveal the power of whole life policies, offering insights into how they can shape your financial future and pave the way to prosperity.

Join us on The Profitability Paradigm on Invest in Sqft " as we challenge conventional notions of failure, embrace resilience, and inspire you to thrive amidst setbacks. Get ready to embark on a transformative journey of learning, growth, and ultimately, achieving your fullest potential.

Links and Resources: Personal LinkedIn: https://www.linkedin.com/in/teresakuhn Personal Website: http://teresakuhn.com Company Website: https://100yearrei.com/tag/teresa-kuhn I was talking with Amanda Holmes about a week ago or so, and if you don't know who Amanda Holmes is, she is the daughter of Chet Holmes who wrote the Ultimate Sales Machine, which is known as the Red Bible in the marketing industry. Unfortunately, Chet passed away a number of years ago, and Amanda has taken over her father's companies.

We were talking about time management, and Amanda made a statement that I feel is so simplistic, but yet we all completely screw it up, right? We make things so much more complicated than what they should be. She said the number one technique for time management, and we've been deploying this ever since.

She said This is to only touch the thing once, so don't keep kicking the can down the road. Don't let things keep coming back up again. Talking about things re re. Engaging with things, touch it once, get it done, get it off your plate, and move on to the next thing. What this does is it allows you to keep moving things forward because basically what happens is if you keep doing a little bit here, a little bit there, before you know it, your bandwidth is completely.

Taken over, right? You are completely using everything that you can concentrate on just to get all of this stuff done that you have in your life. So by getting rid of it, seeing it once, touching it once, addressing it, accomplishing it, filing it, whatever the thing is, that is the way to be able to properly manage your time

I was talking with Amanda Holmes about a week ago or so, and if you don't know who Amanda Holmes is, she is the daughter of Chet Holmes who wrote the Ultimate Sales Machine, which is known as the Red Bible in the marketing industry. Unfortunately, Chet passed away a number of years ago, and Amanda has taken over her father's companies.

She said This is to only touch the thing once, so don't keep kicking the can down the road. Don't let things keep coming back up again. Talking about things re re. Engaging with things, touch it once, get it done, get it off your plate, and move on to the next thing. What this does is it allows you to keep moving things forward because basically what happens is if you keep kicking the can down the road and keep touching things and doing a little bit here, a little bit there, before you know it, your bandwidth is completely.

On invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively into multi-family real estate. Have you ever looked at very, very wealthy individuals or maybe even banks, for instance, and wonder how they protect their wealth, protect their business?

No matter if you're looking to enhance your investments, safeguard your assets, or simply increase your net worth. This episode that we're gonna talk about today dives into the realm of achieving financial success. Today we're gonna learn how some of those wealthy individuals and incredibly large banks power themselves into wealth building machines so that we can all do the exact same thing with our businesses.

You, you know, the level of success as I worked on myself and I healed parts of myself and I understood more and more about me. Um, my success grew and that's not an accident. Um, wherever someone is in life in terms of business and relationships, et cetera, it is a direct reflection to the healing and the growth that they, uh, they have within themselves.

When somebody presents themselves with, Hey, I can only reach this level of success, or I can only do this, or I'm struggling with this, you know, it's all about my, my suggestions to them is go inside because only to the level of your healing and your self-awareness is the level of success that you're going to have in life.

And I'm not talking about just financially, but for me financially, As I heal certain parts of myself and as I figured stuff out and as I worked on myself, it's not a surprise that my revenue and my income went up right, and as I became more comfortable in my skin, the world opened up to me because I was not projecting my insecurities and my lack of feeling comfortable in my own self on other people.

As I loved myself, I could love more people. As I accepted myself deeply, I could accept more people. Well, what happens when you can expand your world and accept more people? You have more opportunities. Mm-hmm. Then the question becomes, are we aligned in terms of those opportunities, energetically, values, you know, et cetera.

So, um, yeah, entrepreneurship, you can. Dig a great hole in terms of energy and time suck and distractions. Um, and for a lot of people, I think they, I know it was me, like I worked my butt off n to distract me from whatever pain I was in. Um, but the more people go inside and heal those parts of themselves, I think the more success they have in every area of their life.

Yeah, I couldn't agree more. And just real quick, do you, you know, in your coaching or however you want to, to call it, um, are there any, I guess, steps maybe that you would suggest to be able to start to realize that maybe I have something to, to, to fix or maybe even steps to be able to start, um, you know, that self.

Uh, you know, self realization, self awakening, anything come to mind as far as, you know, steps that you can do to, to start realizing that?

Um, well, for one, typically the, the problem that people think they have is not truly the problem. It's the symptom, right? And so, uh, having some kind of exercise. Or time to reflect where somebody is able to identify, Hey, these are all the items that I think are my problems today.

And then having someone in their life, be it a coach or a therapist. You know, therapy is great looking backwards to reframe and to understand, you know, childhood stuff or experiences that may be traumatic. Coaching, I believe is more about, um, proffer coaching is about establishing objectives. And roadblocks to getting to those objectives, right?

Uh, and roadblocks typically are, Hey, these are my problems or these are my beliefs, or this is where I'm stuck. But those are typically symptoms. Those aren't the problems. So if I think my problem is I can't, um, I can't exceed a certain level of, of revenue in my business. I've hit a ceiling. That's really a symptom, right?

What is the problem that is keeping you from meeting the objective of, you know, increasing revenue? Um, I have a saying that I absolutely love, that I, that I borrowed. I, I borrowed things from everywhere, right? I don't necessarily have original thoughts. I have interpretations of different ideas that are out there, um, that I put through my own filter.

But one of them is for every level there's another double. So let's say there's an entrepreneur who's hit, you know, a, a revenue ceiling of a million dollars a year, right? Um, they picked that ceiling and they're trying to get to the next level, let's say 2 million in revenue while in order for them to get to the next level of $2 million in revenue, there are whole host of demons and devils in that.

Gap that they've gotta figure out in order for their million dollars to now be a new floor and $2 million to be their ceiling.

So for every level, there's another. Issue or things that come up that you've gotta figure out and something that you've gotta change within. Right. Maybe it's a belief, maybe it's a system, it's a process. How you live your life, whatever, in order to break through that ceiling to get to the other level.

Mm-hmm. I love it. I love it. And that's, that's a great, a great way to be able to prepare yourself, you know, another level, another devil. Again, it's kind of a fun way to be able to remember that. You know, this isn't this, you, you should be expecting those blockers and those things as you progress through, you know, your levels of entrepreneurialism.

This isn't like, you know, shit, I'm failing. It's no, I gotta figure this next step out. Right? You know, there, there's always more to figure out as you're, as you're going through. So again, it's a great way to be able to, um, you know, just kind of realize that and keep that in in mind. I love it.

Um, we fail forward, right?

Yeah. It, it, and there really is no failure. You know, these words I'm not crazy about, but they're just rhy and they, they, they're easy to remember, you know, every experience. There's so much to learn from and you just can't quit. You just can't stop, right? Mm-hmm. And so, Hey, you have a setback. Keep going, keep going, keep going, keep going, keep going.

The most successful people are the ones that I've had the most setbacks. Yeah, I work with really wealthy people. I work with, you know, business owners, entrepreneur, entrepreneurs, which sometimes business owners don't consider themselves entrepreneurs, but real estate investors, professionals, middle America people that are super wealthy, considered, you know, wealthy.

Net worth over a hundred million. I can tell you, everyone fails. Everyone has setbacks. There is nobody in the world of money that has never lost and made stupid investments and stupid decisions. Um, it's just, are you learning from it?

Mm-hmm. Yeah, I love it. And, and actually that's a perfect transition into talking about whole life policies and, and that whole thing, which, um, just being transparent.

So we, we set up, uh, policies for my, my partner and I a couple of months ago, I don't know, four or five months ago now, something like that, maybe not quite that long ago. So, um, so this is something that we absolutely see the value in. Um, And I'm, I'm curious as to your definition of what the whole life policy is and why it's different than other types of, um, I guess investments or cash placement vehicles that, that might be used, you know, you know, on the market.

Right. Does that, does that make sense? Yeah, absolutely.

So, um, I, so going back to my career real quick, um, to give some understanding there. So I worked with the real estate developer, um, then went back to working in the more traditional Wall Street type of mindset. But I was a different person. I was an attorney, um, trained to think like a lawyer, and I was looking at all the information from a Wall Street perspective saying, you know, Clients aren't experiencing what Wall Street, traditional Wall Street is offering, and are there financial strategies out there that I could offer my clients in building my business, uh, and my relationships with my clients that could bring them options that the traditional Wall Street model does not offer?

And I went looking in the marketplace of financial services. What, what are those options and alternatives that I could offer my clients? Um, I met a gentleman by the name of Nelson Nash, who is, um, the grandfather I think of, you know, this whole, whole life insurance, using it as a, as a, um, savings plan and vehicle for investing and doing all sorts of things, right?

I met him, became very dear friends. He was my mentor, um, taught me so much and started using this with, with myself first and my clients, and then from there, Um, so I've been doing this a really, really long time, right? Working with, I've had conversations with thousands of people, have worked with the best of the best in this niche in this industry.

And what I've found today is there are a lot of newcomers out there that don't have a lot of experience, so to speak. But see, there's something great here and they've totally complexified, if that's a word. Um, there's a lot of complexity around these policies. What I like to say in keeping it super simple, and I think there's elegance and simplicity, is look, does someone need to save money, have money in a savings account, have money in reserves for real estate investor, CapEx account?

Of course, we all need money that is earmarked for savings from a Wall Street perspective and an investment perspective. There is. A fallacy out there that says every dollar you have has to be working super hard for you and chasing a return. I, I say differently. I say, you need money. That's your last man standing.

You need money on the side, savings, wherever that, if everything else goes to hell in a hand basket, you know you've got that money in reserve to help you for whatever reason. So that money, if you've got it, should be in a whole life policy. And why is that? Because the whole life policy is gonna give you, Advantages, benefits, options that you will never have in a regular savings account.

So if you look at it from that perspective, keeping it super simple, that's it. That's all it is. Now, can you do all sorts of other things with it? Absolutely. But keeping it super simple, that's what it gives you an alternative to savings. That is far superior in benefits and tax advantages and options for your future that you're not gonna get anywhere else.

Mm-hmm. Yeah. And talk about some of those, some of those ways that you can use, uh, a whole life policy, right? Like there, there's, this isn't just a savings account where you pull the money out and spend it, you know, when needed, uh, to buy whatever it is, right? I mean, there's, there's. There's a whole other side to this.

Talk about some of those benefits that,

well, from one, the growth inside of the policy is income tax favored, it's tax managed. Um, we have many clients that set up these policies because they wanna grow their wealth in the strategy that they can pull money out to supplement retirement, and you're not taxed on that money.

Taxes are a big deal right now. Day one, you got life insurance, right? You die, it pays you live. Have some health issues. You can tap into that death benefit to help you with your, your health issues. Um, uninterrupted compounding. Super cool concept. Uh, real estate investors love this. You've got money in there.

You borrow it out to go invest or buy cars or equipment or whatever. That money is still working for you in your policy. Um, so keeping it super simple, those are probably the most, um, popular advantages.

With, with the whole life policy, what would, what would be some things that you wouldn't want to use it for? Right. Because again, we're all human. We have these savings account, we see this money there, and, um, we, we feel we have access to it, so we should spend it.

Right. Talk about about that, a little bit, about that mindset of, you know, I, I, I have the, these funds, I should, I should be spending it. Um, and, and how that applies to the, the whole life policy.

That's a really good question. A lot of, you know, that's, that's very, um, particular to the circumstances of the person who owns the policy.

Everybody's numbers are a little bit different, but number one, everyone should have savings, um, as the last man standing. I use the analogy of a balance sheet. Pull out your balance sheet and give every dollar a job on your balance sheet. And again, most investors think, oh, every dollar on my balance sheet has to give me an roi, right?

Has to chase the return. You are getting a return with your whole life policy, but it is a return that is, uh, very competitive compared to other safe money strategies. You can't compare this to at, you know, you getting, um, Uh, a, a return in real estate in the last 10 years, right? Or crypto if you made money in that or whatever, right?

And it is compe, I mean, it's compelling. 5% income tax free is pretty compelling without risk, right? Mm-hmm. So your safe dollars go there. Now I have clients, I've been doing this a very long time, who've accumulated hundreds of thousands of dollars in their policies and. Just because they have that money in their policies doesn't mean they need to go out and buy a super expensive car that they otherwise wouldn't, um, wouldn't buy if they didn't have the money in the policy.

So I've got a client, um, he loves fancy cars, and uh, a number of years ago he had the money in his policy. He borrowed $150,000 to go buy. A fancy car, which back then was a lot of money today. Now it, you know, a, a almost a regular car costs a hundred thousand. Right. And could he buy? Absolutely. He's got the net worth.

He's got the income, no big deal. But another client who has a lot of money in his policy probably shouldn't go out and just buy the car to buy the car. And there's a lot of conversation in the marketplace around these policies. To like run all of your expenses through your policies and the more you finance, the more money you're gonna make in your policies.

Variations of what Nelson Nash used to teach, but where I think it's a bit irresponsible, and I think this is where the experience doesn't come in. 99% of the people out there do not have the bookkeeping or the um, they don't have the attention to detail in the minutia of what it takes to run all your expenses and run a lot of stuff through your policies.

I tell my clients who bring that up, and I, and I know my clients, I get to know my clients really, really well. You know, my engineers, my CPAs that have that kind of mind, they can get away with it. An entrepreneur who's more visionary and creative, no way should they be involved with that. They're gonna create a mess unless they've got a bookkeeper who can keep up with it.

And that creates an extra expense. So I tell my clients, Hey, keep it super simple, um, and don't do anything exotic. In fact, make sure you respect the policy and the strategy. And instead of spending all that time in the minutia, go make a ton of money elsewhere and just put a, a, a percentage of it into the strategy so that it's there to serve you in the future.

There's so much conversation on the minutiae and the complexities of how these can work. Yeah, you could do that if you've got the bandwidth and, uh, the brain, right. That lights the minutiae. Most of us don't. Mm-hmm. Go chase the money with what you're good at and just build your policies. Yeah. Yeah. Love it.

Love it. Um, talk a little bit about the, like the, the good ways to be able to use the policies, right? Like, you know, we wanna be able to, to have this money grow in itself, right? You can, you can put the money in and leave it there. Um, but what are some, some ways to be able to maximize that, like, Again, we, we've talked about this before, where maybe there's real estate opportunity.

You take the money out for that. The, the money is still in the account working for you technically. Uh, you're going to be able to then make the money on the real estate and then reinvest or re re uh, deposit that back into the policy again. And there's some complexity there, uh, as well as far as, uh, you know, maximizing out your policy

you know, if, if we had a windfall from a, from a real estate investment and we had a policy set up, it might be better to create a new policy so that we don't maximize out that that other policy. Is that, does that all resonate? Like talk a little bit about that, that, that process a little bit. Yes, absolutely.

So every policy does, every policy that's set up has a maximum. I'm, I'm just gonna use some examples. Let's say it's $50,000. We set up a policy for you, $50,000. And you're, you're feeding it. You're paying into it up to that 50,000. If you've got a windfall, if you just sell real estate property, you've got an extra $200,000 that you might come to me and say, Hey, I wanna max out my policy and put that $200,000 in that policy, and I'm gonna say, you can't.

I've gotta maximum 50,000. Now if it makes sense, we can take your 200,000 and design a new policy from which you could position that 200,000. So I think that's what you're referring to there. Yeah. In terms of the great stuff that you could use these policies with. Um, and, and again, after you've got your cash and your cash preserves and you've got enough money to, to protect your business investments, your household, whatever, right?

Anything above that that you've got in the policy. Go use it and invest it. Like in real estate, you know, in the real estate world, you've got flippers, you've got buy and hold, you've got hard money lending, like a hundred different ways you can make money in real estate. And we've got probably most of our real estate investors are dabbling in all of those.

Right. Um, hard money lending's probably the easiest to explain in terms of opportunity. If you've got a hundred thousand dollars sitting in your policy and. You can go get 15% hard money lending. Take it from your policy, go lend it out, get your 15% at the same time, your money is still working for you inside of your policy at the same time.

So you're literally double dipping. Yes, the insurance company is going to charge you an interest to borrow that money out. If done right, you're gonna be earning more. Then you're paying an interest inside of your policy separate from the 15% you're earning with your hard money lending. Mm-hmm. I have clients that do this, have been doing it for a very long time, very successfully.

And talk about double dipping and talk about taking advantage of unin uninterrupted compounding and done right and set up right. You can deduct the interest that you're paying because it's a business expense. Not a cpa, but just conceptually that's possible

to do. Yeah. Yeah, that's, that's interesting. So if, if you were to withdraw the money and, uh, your earning interest over here of the 15% in this, this bank or this, the policy is charging you interest as well.

Um, And, and again, I I, I think I might've gotten this from like the whole bank on you type concept, right? Where essentially you're paying your, you should be paying yourself interest, right? So you're, you're paying interest on the money that you borrowed, but you can pay yourself back, you know, additional interest so that you are making money off of your money that way as well.

Is that, is that, you know, another way to be able to look at it as well conceptually?

Absolutely. And what you're doing is if what you're doing is paying that interest, Back to you over and above what the insurance company is charging you. Mm-hmm. Yes. Mm-hmm. And so that, that gets into some of the minutiae that people get involved with conceptually Absolutely.

All day long. Right. Practically the way you do it, that's a, a conversation. I'd rather not get into the minutia cuz it does get a little confusing. Um, but absolutely all day long you can do that. And that's a lot of what Nelson Nash taught. Uh, in terms of how you can create

additional wealth, generational wealth, legacy wealth, doing business by changing a few things. So, Real estate investors take money from their bank accounts, go invest it. Instead of it coming from your bank account. Have it come from your policy Business owners, you know, let's say dentists buying equipment for a new office, instead of it coming from your bank account, have it come from your policy, right?

You have employees. We've got strategies where you can ensure your employees, give them a benefit and employee benefit. And maximize wealth for the employer business owner. I can go on and on, but I think you get the picture. Yeah. And, and one other thing, um, just, just to talk about high level other things that people can do with these policies.

Um, you can pay for college out of the policies, a much superior plant than a 5 29. You can buy cars, you can, um, buy generators. We had, you know, like 10 years ago, a lot of our clients were buying generators, using money from their policies. Replace roofs, start businesses. Um, anything your imagination can come from if the money's gonna come from a bank account, have it come from a policy and it amplifies.

The opportunities and the options for people. I truly believe, and not because I sell this, remember, I chose going down this road very strategically and I had the critical thinking skills to look at the financial services industry and say, Hey, what opportunities, what strategies are out here that I could offer my clients to give them a better experience with their finances and, and options, right?

So, I come from a place that I chose this path. Truly believing and now knowing with experience, every family, child, business owner, investor should have one of these policies. Every single person should have one. If you think you need a savings account, this. Can act as a savings account that gives you so much more than a plain old savings account can never give you and a savings account typically you'd get from a bank.

You should look into, how much cash value life insurance your bank holds on their balance sheet.

You'd be really surprised to find out they own a ton of this. It's called Boley, bank owned Life Insurance. Yeah.

Interesting. And, and you, you touched on this a couple of times throughout, but I, I, I feel like it might not have necessarily sunk in completely. We've been talking a lot about. Um, people, and, and every person should have this, but businesses can also own this, which you kind of touched on a second ago with the bank.

So any business owner out there, your business can also own this. So, like you were saying, the dentist, you know, that dentist business can actually have this policy and that that business policy is what's buying all the equipment and all of that as well. Um, talk a little bit about Absolutely. Yeah, j just, I mean, same type of mentality or same type of concepts, um, but.

You know, having your business savings account or business holding account or whatever you want to call it, is a policy rather than, you know, having it sit in, you know, some other banking account. Yeah.

Imagine Matt, and I know we've talked about this. Imagine you having a business and as a business owner you have a lot of risk.

You put a lot of time, a lot of energy into building the business, and you go to sell the business. Yes, well imagine that day you go to sell the business. You can sell the assets of the business and walk away and get a nice check, or you can sell the business, get a nice check, and still have an insurance policy with a significant amount of cash value that you separate from the sale you get to keep.

And that policy is going to serve you for the rest of your life. Once you sell that business, you can't start that policy. It's before you sell the business that you can start that policy, build that policy, give a benefit to employees that they can have for the rest of their life. The life insurance.

Most people don't have permanent life insurance. Imagine the legacy that you could be responsible for in that employee's life and, and having a, a permanent death benefit Follow. Their family be gifted to their family. I mean, incredible amount of wealth that can be created by just doing things a little bit differently.

you know, the, the, the seeds that you're planning, um, do not just benefit you and your family, but to the, the impact you can have on an employee's family in terms of giving them. Permanent life insurance, that when they die, that legacy, that money can make such an impact on generations.

So it's such a 360 win-win, win. It's a win for you. It's a win for the employee. It's a win for your, your business overall. It elevates everybody. Yeah. Yeah.

One, one last question then we'll then we'll wrap up here. So we, we just had the. Um, the Silicon Valley Bank, you know, fiasco. Mm-hmm. Uh, you know, a while ago.

Right. And, and these, these technology companies, these companies that are able to generate a lot of cash, uh, would you suggest that a another option for them rather than keeping all of that cash? And even if th this is, you know, an operating account where they're, you know, It's ebbing and flowing in and out.

Right. Is, is a situation like that a, a good use of, you know, creating the policy? Or is this, is this money that should be, maybe not necessarily operational, but you know, again, if you have a, a holding of cash that is, uh, a little bit more static, maybe it's deployed, you know, whatever, every couple of months or whatever, you know, whenever you need it.

Is that a better use of, uh, the policy to be able to hold that? That that cash does make sense.

Absolutely. So keeping it super simple, it should be the reserve account that the business has, the operational account. Can you use it? Yes. That's going into minutia and that's going into a lot of complexity and money coming in and out on a continuous basis.

So I would say that the business should have their operating account and their reserves instead of it being with the bank. Position it over here with the insurance company. It's just moving from one pocket to the other when they need it, they can absolutely tap into it. Yep. Um, and it can give them so many options and benefits for the future.

It's phenomenal. And I know Matt, you and I have discussed it and explored it and we're actually getting ready to start it. Right. Um, and when you saw the benefits, I know you were looking at it going, oh my gosh. Yeah, you, you are carving. A business within a business, why wouldn't you want to leverage and scale your energy, right?

That you've put into building a business. And once you sell that business, you can carve that business out, keep it serving you for the rest of your life, and selling the assets off of the other business. Yeah. It's such a win-win. It's, it's tremendous. Yeah. It's,

it's one of those things that. You almost reali.

Like it's, it's one of those things like, why didn't I know about this sooner? Right? That it's kinda one of those things that are under the radar. So doing our best to be able to get the, the word out there and how valuable these, these things can be. And

it's available to everyone, right? Ev If, if you're, if you're an individual, I'm telling you, should own one, your child.

I, you know, I wrote a whole book on what we did with my son, with his policies and his education instead of college. Um, You, I, I have policies on my parents, right? I own policies on my parents, so got policies on myself, my child, my parents, right? Um, my, you know, business ventures, like everything going through these policies.

Um, so individual family, business owner, real estate investor. So many opportunities and so many strategies and so many things that we can do. And starting super simple, you're saving money. Save it in a policy. Amplify your options. Mm-hmm.

All right, so we've reached the point in the show now where we are going to recap what we learned from this episode, and this is something that I personally believe in. This is a step that we took and we actually are deploying these techniques in our businesses as well as you could hear in this episode.

Theresa told us that we needed to understand that most of the time when we think that we have the problem, that we're only looking at the symptom, we are not necessarily looking at the core of the problem. Theresa used the example of if we feel like we've hit a ceiling, that is not the problem in the business.

The problem might be your marketing, it could be your processes, so that you are running around and trying to accomplish too many things, which then is spreading your time too thin, which is not allowing you to move forward. With things, right? So what we feel is the problem may not necessarily be the problem.

It may just be the symptom, and we need to look outside of that one issue in order to be able to determine what truly is wrong. We then dove into the whole life policies and we learned what an amazing vehicle this is. For wealth building opportunities, unlike normal savings accounts where if you put the money in and maybe it sits there and you're in a little bit of interest and then you take that money back out, that money is no longer there anymore.

It's not earning interest for you anymore. Whereas in these policies, the money that you put in, Does still continue earning interest, and you want to make sure that you pay yourself in interest for borrowing that money so that you're basically making money off of the money that you have already taken out, if that makes sense.

Another amazing thing about these policies is that they all have a death benefit and everyone has a different number that they are going to. Be able to qualify for, and this is all depending on your net worth and your income and, and all of that. But that is a chunk of money that is going to be paid to your family, to your heirs, to your benefactors when you pass away.

But again, unlike other types of life insurance, if you get sick, if you have something that you need to be able to draw on that earlier before you pass away. You're able to do that, so you're able to tap into some of those proceeds that normally wouldn't be able to tap into until after you pass away prior to that again, if you need it.

Teresa's been doing this for many, many, many, many years, and I know that I've, I'm aware of these policies, so I know that I've seen these other blurbs floating around out on the internet about what you can do with these whole life policies. And some of the advice out there today is that you want to run all of your expenses through these policies.

So essentially the, all of the money that you're making is going into these policies and then all of your expenses, all of your living daily expenses, all get taken out of those policies. And Teresa, who again, has been doing this for many, many years, advises against that. Right, because it creates a lot of, a lot more paperwork and a lot more tracking that needs to be done.

So she suggests, unless you have the mind, maybe you're already a CPA or accountant or maybe some type of an engineer who enjoys doing the bookwork, or maybe you have a bookkeeper. You probably don't want to do that, right? So again, this is all about bandwidth and this is all about costs, all of that stuff.

No matter whether you're paying someone that's going to be a direct cost, or if you're doing it yourself, you're gonna be taking time away from whatever your el, whatever your money generating capability is. So in Teresa's mind, you should only be putting money into these. Policies that are essentially your reserve money.

And that goes for whether or not you're talking about a business or you're talking about your personal finances as well. Keep all of the day-to-day, you know, money that you need on a monthly basis. Keep that, keep those expenses out of these policies. And again, consider this. Your, your money that you have set aside for bigger projects or bigger goals or whatever it might be.

These are your reserves. Don't try to run everything through them. It just creates a lot more complexity or minutiae the way that Theresa was talking about it. And one of the things that I have to admit, I have to do this as well. Uh, I'm curious what my bank, how much my bank has in these policies. And as Teresa said, we can check this.

And that is called Boi, b o l i, and it's short for bank owned life insurance. So look up how much your bank actually has. In those policies, and they're doing the exact same thing with your money. So again, this is one of those secret things that the wealthy know to do with their money rather than putting it in into some type of savings account.

This is where a lot of wealth can be generated, and if you want to learn more from Teresa, She can be found at 100 year rei, and that is the number 100 year R E I, which is short for real estate investor 100year@rei.com. Or she also has her own website at Teresa Kuhn, which is T E R E S A K U H N.com.

And don't forget, if you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We reveal some, some of the outtakes from our guests on that newsletter, and that is also how you're going to find out about the real estate or investment opportunities that we may also.

Have to offer. We drop every Wednesday and we are available on whatever podcast's platform it is that you use.

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As entrepreneurs, we know that the journey can be lonely, confusing, and downright difficult at times. However, today we have a special guest who will share with us his powerful strategies to overcome obstacles and turn your life around when you get stuck.

Our guest is no stranger to adversity, having experienced his fair share of challenges in his entrepreneurial journey. But he managed to rise above the difficulties and achieve incredible success, including creating more than 5 times his company's average sales for a whopping 40 million dollars!

If you're an entrepreneur feeling stuck or frustrated, this episode is a must-listen. You'll discover practical strategies to transform your life and business, including how to develop amazing relationships, achieve breakthrough sales results, and gain the confidence to navigate the often-unpredictable terrain of entrepreneurship.

Whether you're just starting out or have been in business for years, the insights and advice you'll gain from this episode will help you take your life and business to the next level.

So grab a notebook and pen, get comfortable, and let's dive into this episode of Invest in Sqft, where we explore the fascinating world of entrepreneurship and discover the secrets to overcoming obstacles and achieving success.

Links and Resources: Troy Aberle Executive Strategy Officer Coaching and Mentorship The Ultimate Sales Machine - New Edition The Ultimate Sales Machine - Amazon

I'm curious to learn if anyone has any experiences similar to this. Have you heard of the technique called tapping? It's a way to be able to get over different issues that we may have going on in our psyche. And for me, I learned a few weeks ago that I actually have a phobia, and that phobia is basically.

Me worrying that my blood is going to get damaged. This is something that I've always struggled with my entire life, but I didn't know that it was a phobia until a few weeks ago. So this tapping technique puts us into these different positions where we think about times when we were experiencing whatever the issue is, right?

So for me it was when I was, when my, when I had cuts or when I was trying to give blood, and we quite literally would. Recognize where we were feeling stress in our body. And again, for me, it's right kind of in the middle of the chest and you actually tap on that area and then you do a clearing technique, which I have to tell you as I was doing this, I could definitely feel the tension in my chest, in my.

In right in the middle of my chest and halfway through it did start to clear and I could actually feel myself sort of open up and, and dissipate that feeling. So this is very, very new to me. I've never done anything like this before, but I'm curious if anyone else has any experiences that they were able to clear any type of ailments or blockages that they might have.

So let us know. I wanna learn more about this and dive a little bit more into this topic.

On invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you grow and protect your wealth so that you can invest passively into multi-family real estate. Today we're gonna be talking about some practical techniques that we can use to evaluate.

Our life and how our life is playing out in front of us. The goal with this is to be able to increase your personal relationships and also your business relationships to be able to increase sales. And we're gonna be talking to someone who is done exactly that. As a matter of fact, he's sold more than 40 million in a year, which was I think about five times more than anyone else in the company.

By going through and doing these exact strategies.

I woke up on December 1st and I said, you know what?

I'm gonna start a new chapter. And I wrote down a, uh, three things on my, on my board, and your audience can do this too, is I've taken a piece of paper out and at the top I wrote down a relationship goal. So I wanted to have a better relationship with my wife, um, with my, um, you know, with my children. And, and, and, but most importantly, I wanted a better relationship with myself.

Then I wrote down a health goal, and then I wrote down a financial goal. And on the left hand side of that piece of paper, I wrote down a line down the center underneath those goals. And on the left side I'd written down chapter one zero to 34 years old cause I was 34 years old. And I wrote down all the things about my life that I was, what I was doing, act either mentally or physically to prevent those goals from being achieved on the right hand side.

I'd wrote down 34 years old to 118 cuz I, I feel like I'm gonna eat a little bit better and do a few better things and raise my odds. But that was my chapter two and I wrote down all the things that I needed to do really opposite of what chapter one was cuz it was that dramatic and, and create some, um, some different strategies in a different path.

I ripped that piece of paper in half, Matt and I burnt that chapter one and decided I'm never going back to it. And I committed to that. And so I committed that out to the universe. I'd. I had had to make some big choices. I had to remove some people. I literally fired people out of my life that were negative and holding me back and allowing me to continue a conversation with myself that wasn't productive because I started to listen to what I was focused on and I, and the language internally and externally, um, and my physiology were all being affected by some of these people.

Um, that kept me kind of repetitively in there. And. And then, you know, I changed my diet. I lost I think like 43 pounds, uh, very quickly. Um, you know, like I said, it became alcohol free. Um, you know, I had better relationships that I really focused on and I needed to, to, you know, nurture some relationships that were actually sitting there right in front of me and, uh, and get a lot more gratitude.

But you know, you fast forward on, on to today and what's really happened is I'm living that chapter two and now I'm perfectly in line with those goals that I'd written out. Without those goals though, Matt, I wouldn't know where, what I've, what I needed to do to change. Mm-hmm.

Yeah, and, and that's a problem that a lot of entrepreneurs struggle with.

Right. They, they never go through that process like what you went through, where, you know, this is where I am today and, and you know, these are my goals. This is what I want to accomplish. So I love the, I love the process that you went through, um, to be able to identify that and, and thank you for describing that.

One thing that stood out to me was that when you were going through the relationships that you wanted to improve, you know, wife, family, kids, You know, friends, I, I feel like this is always an external conversation. Everyone's looking at, you know, who are the people in my life that I want to improve that relationship with?

But you pointed out, you know, I wanted to improve the relationship with me, right? Mm-hmm. And that's a piece that I think a lot of people might necessarily, they, they might not necessarily focus on that or realize that that is an incredibly. Powerful and important piece to be able to, to move forward. Do you have anything that you can identi or, or can, can suggest to give people a framework to be able to sort of self-analyze themselves with?

You know, again, I, I need to, um, you know, I wanna improve this, I wanna improve this. Is, is it simply, you know, just looking at the people that you have around you. Or, you know, are there other mindsets or other things that you can, that you can, uh, pull out from your experience of going through that self-reflection that might help other people to be able to identify, you know, yes, this is, I do need to part ways with this?

Or is it just something that you just internally knew at that time that these people, these things were not leading me to these goals? As simple as that.

I wish it was that simple, Matt. Um, the, the truth is, is most people, you know, that I get the opportunity I to, to coach at, on a personal level. Um, you know, don't understand really the science of what's happening.

And they can, they'll say, yeah, I hope I can feel better one day, but they don't really understand how. And so, you know, I, I struggled with that. I mean, Tony could only do so much for me. And what happened was is I met a, a gentleman by the name of Bob Proctor from Canada as well. And if you, Bob was, uh, you know, definitely a leader in personal development and, and also, you know, studying the way that the mind thinks.

Him and I were both. Very, uh, infatuated, um, and loyal students of Think and Grow Rich from Napoleon Hill. And what we realized is, is whatever our mind can conceive and believe we will achieve. And if you really start to understand, if you take a look at all of the results today that you have, and you worked it out backwards, your results came at is the result of a couple things.

So everything starts out with a thought or a fantasy. And when you apply the feelings to that fantasy of how amazing that would be like to, to achieve that, you will produce actions that you need to take action, and then you need to make results. Now, if you wrote out all those, those three things in a circle, you'd understand that if you don't have the results, you may have had the, the, the fantasy, but you didn't apply enough emotional and, and feeling to it, which meant you didn't.

Put, take any action and, and go for it. Thus gave you no results. Now, you might even have the feelings and say, it would be really cool to make an extra a hundred K this year, or an extra million dollars. Um, but if you don't actually apply, then the action and really be able to future paste that through, you're gonna have that problem.

Now, there's three types of fear to get through. One is the fear of failure is usually what blocks us. Which is the easy one to say to people, I'm scared to fail. The truth is, is there's another one that's the fear of success. Cuz some people actually fear success for many reasons. What? Some people, it's as simple as they don't wanna pay more income tax.

And I've had the clients like that. But it's also the fear of what happens now. I'm on a way bigger stage or or expectation because I have done something and I'm gonna leave other people around me in a less fortunate state and now they're not gonna like me as much. But number three was the big one for me as the fear of self worthiness.

And I needed to look in the mirror and realize that the most worthy person in my life is me. It's not my kids. It's not my, my, uh, wife. It's not anybody else around me. It's me. Cuz when I look in the mirror and or I see myself on your, on your screen here today, Matt, I'm looking at, this guy has a lot to offer.

He's got heart, he's got determination, passion will. Um, you know, all of those things to give to another person. And so I came up with a three word mantra, learn, execute, and inspire. And if your audience today just thought about, what can I learn today to make myself better, discover more of myself, execute those strategies, and then how can I take what I've learned, good or bad, went to a place where people need to have inspiration.

You know, and congratulated myself for going along that journey, I think that would suit you well. But the point being, you know, for me is you need to know where you're going. You need to know your, you deserve anything in the world you possibly can put your mind to. And if you listen to yourself and what you know, a piece from Tony Robbins was, this was my state.

Every day I was waking up with, man, I gotta do this, I gotta do that. I could hear my internal language saying, ah, Troy, you know, if you were only this, you know, or if you'd have grown up like this, then it turns into my external language and I started to take note of that. Well, I was telling people that, oh, must be nice, you know, this person shouldn't have that or what have you.

Right. My physiology. My breath was terrible. You know, I wasn't, I wasn't nurturing myself, uh, you know, and, and, and taking care of myself, and I really wasn't moving. But you know, when you get focused on a goal that you really want to get there, and you can make yourself a big shopping list of all the things, and just pick one.

What is one outcome for you, yourself that you want to achieve? Make it a fantasy. And when you can really focus on that, and every night when you go to bed and you say, I'm so happy and grateful that it is, you know, December 20th, 2024, and I am sitting on a park bench looking at my new vacation property in Honolulu, Hawaii.

And you get so emotionally involved with that, and you look in the mirror and you say, it feels so good to be able to high five myself and do that. You're going to inspire your wife, your husband, your children, the people around you that you have a goal you're going after that you can actually envision yourself doing that.

And when you start to proclaim that, you're gonna feel nervous. At first, you're gonna say, well, you know, who's he? You're gonna talk yourself out of every type of piece of fear you could possibly do. But what'll happen is you're actually gonna become more inspiring. And when you achieve micro steps like that, you're gonna keep setting the bar more higher and higher and higher.

Yes, I fantasize about my own private jet and helicopter and and cars, but most importantly, I fantasize about myself being able to give back to other people and help people go through creating that new chapter in their life, whether that new chapter is in their personal life. In their family life and their business because I can look back at, at the clues that were left me by either successes or failures that I created on my own.

And I know that I can either think positive and towards a goal, or I can think about having nothing and not being enough. And both of those things will get me a result that I'm very comfortable knowing what they are. But every night before you go to bed, write down the way that you, what your result was.

Take a look at your actions. Take a look at the feelings you gave it and take a look at the fantasy that you started with in the morning. Because I guarantee you, if you follow that process, you will start to understand that if you woke up, great, it'll be great. If you go to bed, great, you'll have woken up.

Great. But once you start talking yourself down and you're not focused on keeping yourself recalibrated, you're gonna have an outcome that's not happy and you're gonna start practicing it to a point where you actually get comfortable with it. You've gotta get uncomfortable with the results that you're getting if they're not aligned with your blueprint.

Mm-hmm. Yeah.

And, and how would you suggest someone who is in that mindset right now where again, the world is caving in on them? They have. You know, all kinds of issues going on in their life. Anxiety, they're not sleeping well. Um, you know, I've got, I've gotta do this job and that job, and this person is asking for this, and I got yelled at because of this.

Where do you start when you're, when you're in that type of, of position, right? Like, there, there's something to be said with like, burn the ships, but what happens if your entire life is sort of in turmoil? Like, how do you, how do you even start moving forward? Like how do you pick what is the, what is the ideal thing or what is the best thing that I can do today to be able to start making steps toward whatever the outcomes are that I want?

That's a great question, Matt, because it's so true as I'm standing here telling everybody, and if your ships are already on fire and so is the rest of the world, it, it's, it's, you can't listen to me right now. You're saying, Troy, this sounds super cool. But I got a lot of stuff on my plate, so I can answer that super easy because that's what alcohol numbed me from.

Uh, ex uh, feeling. What I realized is this, if you, you know, and, and I, you know, I, I'd love to be able to send and show your audience something really code right now, but if you started to make up a shopping list and honestly just sat down and said, you know what, what is a fantasy goal that I have always wanted when I was 15 years old?

Just tune everything out for a minute. Just, you know, work with me for a second and just tune it all out and, you know, go back to when you were 15. What was something so cool if I could have just did that? Well, how do you know? Don't worry about where you, the turns went wrong and you had an early baby or something, and all these things happen.

Focus on what it is that you would really love to do. Where is that? Park bench. And just for a moment, think of it. Lock that in your mind. Really get comfortable with the feeling of, what is it, what, what is the, you know, the water taste like as you're sitting on that bench? What is the sound? You know, what are you hearing?

What are you seeing? What are you feeling? And smelling all those things. And just fall in love with that moment for a moment. And now let's just back away a little bit and we can see there's a bunch of fires going on, a lot of problems, bills and hockey games and kids and all these things are happening.

Boss yelling at you and all that. And let's just take a look now. To get at that goal, what are the things that you're doing today that's preventing you from getting there, and what are the things you could replace that with that could get you there? Yes. You may have to fire your, your boss instead of him firing you because you're still, you know, you're under their schedule on their terms to help them with their goal.

We gotta get back to your goal. Now you may say, well, Troy, that sounds really nice. I got bills. Maybe some of those bills you don't need anymore either, because you know what's crazy right now, in 2023, as we, as we look at, at, at the the world today, you know, all the way from 2020, all the way till for next three to five years, there are so many jobs out there.

You can switch to whatever you humanly want to. You just gotta change and decide that you gotta do that. But we're gonna have to make hard choices. You either make the choice to, to. Put to to envision it and get after it, or you simply stay where you are and hope for the best. And hope is a terrible strategy that adds a lot of stress to your body and to your family.

So what you have to do is figure out, document it, write it out, what are the things that you need to cut out today? So make a to-do list. But most importantly, Matt, most people's not to-do list actually becomes bigger and they realize they're focusing on the wrong things because it's a society or or paradigms that your parents taught you or the people around you have told you you have to do.

Your kids don't need 44 sports per week to go to. They want you. They don't want entertainment. They want you. Could your B kids be a part of your business in some way? Writing out thank you cards to your customers. I mean, the list goes on. You know, could you book 20 minutes to go walking? I mean, there's enough strategies out there.

You don't even need a coach for that. You could just go into YouTube and find out. But when we work through it with our clients, what what we're doing is, is we're getting that clarity and where we're going. And then when the bumps come along the way, what do we need to cut out? And an airplane does that all the time from New York to la that rudder's moving the whole time.

But we need to make sure it's incremental changes, not massive changes, where we're doing 90 degree turns. Little bits so you don't have to change your whole life today. Cut out one thing today and add something that's for you today and get excited about where you're going. And the more passionate you get about that goal or that that outcome of that, where that park bench is, you're gonna naturally select a lot of things.

And I can tell you I've been scared to quit things. I've been horrified. Um, but I gotta tell you, there's nothing more blissful that when you get in your mind of where you need to go, your family, your friends and your employer will be even more happy when they know that you have more purpose rather than just waking up to do the same moronic thing each and every day just makes you miserable.

Mm-hmm. And I like that you, you focused on. Start with one thing, right? Because a lot of people, they'll, they jump into things. I'm going to change my life. My life is gonna be completely different a year from now. And you know, if they went through this exercise and they wrote down 50 things that need to change, and they figure, okay, I'm gonna change these 25, you know, slowly one by one, you're, you're probably not gonna have as much of an impact on it as what you originally thought you were going to have.

Right? And one by one, you're gonna have, quote unquote, failure after failure, where you're going to go back, oh this, none of this stuff works. I guess my life is just stuck this way. Right? But if you, if you pick those, those goals and pick those, you initial things and don't move on to the next one until you achieve whatever the the first one was, um, like you said, you're gonna take those incremental steps to be able to improve your life.

Uh, bit by bit. Yes. Would you agree?

A hundred percent. You, you're dead on. And why do most, uh, new Year's resolutions not work? Because what does everybody say? I'm gonna change my diet. I'm gonna exercise like crazy, and I'm gonna do all this planning. You become so overwhelmed just for today. Drink more water so your brain is more hydrated.

You know, tomorrow, throw in five jumping jacks. You know, maybe play some better music. But on the stop doing, I will tell you, turn off the news. There's never been a time where there hasn't been a world class event, whether it's war, politics, um, financial crisis, there's never been a time. So if you want to get yourself to feel good about being depressed, listen to more depression or change it to a podcast, Play some good high frequency music, you know?

Love it. Listen. Listen to your family. Talk about goals and dreams. That's a great news show. That's free. I love it.

I love it. You know, when we first met, um, we were talking about frequencies and energy and all of that, which was actually just, just last week, I think, right? Yeah. Probably about a week ago.

Yeah. Um, so. Well, you mentioned to me when you, when you looked at me, how I, I'm breathing on, you know, in my chest and I'm not necessarily taking deep breaths. Right. Talk a little bit about how you can change that and, and the importance of changing it. Like what does that mean and how can you recognize it in your self doing, doing self-diagnosis, like, I'm not breathing correctly and, and maybe that's something that can get added to the list, work on my breathing and, and how do I know if I'm doing it right.

And, and what does that lead to?

Yeah, because, you know, again, is as I, uh, study somebody is I, I'm looking at, I'm listening for what they are focused on, and I'll ask them, what are you working on? Right? And it's just a simple question, you know? And if they talk about, if they like, ah, you know, I'm just trying to figure things out.

Okay, so there's no clear focus, that's fine. Then I take a look at their, uh, or take a listen for their language. Your internal language comes out on your external language. It's just how it works. So if I know that you're not, if you, I can tell if you're stressed by using terminology that you know, that I'm, I'm scared, I'm nervous.

I don't know. Um, I wish I could, you know, there's a lot of languages there of things that are, none of them are really clearly defined and so I can hear then, okay, there's confusion there and, and a confused mind can't take action. There's just, there's just no way. So you gotta get clarity there. Confused.

Buyer won't buy, right? Um, then I take a look at the physiology because I know that I, when I'm under stress, breathe through the top. Cuz I had to learn this right and I had to execute. Sitting down every hour I take a, you know, I, I take a moment and I just literally for four minutes focus on my breathing on through my belly, not through up here cuz I, if otherwise, you're breathing like that and you can't keep up.

And it's horrible. And then your shoulders. How does your face look? All of those things, because you can really understand by studying the things that that identify are indicators, just like the gauges on your car that say whether you're in distress or not. So if you have high blood pressure, if you're breathing through the top, you have neck pain, migraines, headaches, all of those things, that's an indicator that something's not at ease.

And if your language supports that you, you don't know where ease is, that's probably because you haven't focused or fantasized on what that really, that destination is. Yeah. So you can start to see the pattern. So it's one thing, you know, doctors or gurus or, or public speakers, whatever, will tell you, you know, this is what you need to do.

That sounds cool. It's not just a quick pill, it's about just, you know, what if you put in your reminder in, in the morning at lunch and dinner and before bed, what am I focused on? What's my internal external language and what's my physiology? That could be the one magical thing. If you did that for 21 days, that would change your life.

Mm-hmm. I love it. I love it. Um, I'm curious your perspective because you've, you've gone through this before. So we've, we've now set our goals. We realize what it is that we have to change and, and again, we we're setting simple goals, achieving one thing after the other. If our life, say, say, and I'll just take myself for, for instance, right?

We're already an entrepreneur. Because that's a goal that a lot of people you'll have, they want to start their own thing. You're so, say you're already an entrepreneur, um, you want to change your life, but you keep getting sucked back into the old life because you have responsibilities. There's things that you need to do and you need to accomplish.

There's other people that are, you know, you have some type of downstream decision or thing that needs to be done, and you keep getting sucked back into that, into that world, into that life. Any thoughts on how to, I mean, obviously the, the, the goal would be to hire someone else and put someone else in that, you know, in that role.

But, um, you know, any thoughts on being able to set up that disconnection from your current life in a successful way? So that, you know, the ship doesn't, you know, burn down the, the, you know, the house doesn't collapse or the building doesn't collapse behind you. That, that you're building. Any thoughts on, on how to do that successfully to be able to start that transition?

I would say stop being an entrepreneur and, and I, and because I'm gonna tell you something, the goal is what is. What is it that you want to achieve? Entrepreneur, if you're focused on that, that usually means for most people working really hard in their business. So if you focus on the results. So if I asked you today, Matt, because of your hard work as an entrepreneur, could you tell me, when you leave the entrepreneur world, what will you have achieved?

What will I have achieved? I mean, I would, I would say, Growing a successful business that runs without me. Um, You know, left, left a a staff of people that is happy and is interested in, in bettering themselves as well. That's, that's one of our core values is being able to Yeah. You know, give back and reinvest in, in employees.

Is that where you're going with this? It is

your part way there. So here's what I would say is everybody know what that yearly income of that company now sustains. So let's just say you want to have a. A 1.5 million business that you want to sustain. Okay. For some people it might be a hundred million.

Some people it might be 150 K. It doesn't matter. It's your definition of the what that success and that outcome looks like. How many employees do you want to have in that company so that you know? You're feeding a certain amount of families from that 1.5 million business. And what is the impact that you're able to give to the community and other people to keep nurturing more and more lives outside of even that?

Right. So if you said, we have a charity for a rescue helicopter, uh, you know, in our community, reemploy 33 people and, and support their families with, with different initiatives, and our business does 1.5 million per year. Now, if you were gonna be on your, your deathbed, you can say, I achieved my goal. And someone says to you, Matt, how did you do that?

I decided to be the best entrepreneur in the world. The entrepreneur journey is only the tool that actually gets you the outcome goal. You see what happens is refocus on being hard workers, CEOs refocus on the identity that usually already we know most entrepreneurs don't have free time. Right. They have the ability to make choices, but if you look at what you'd have to tell me what your definition of an entrepreneur is, so that's why I go further out.

Tell me what the goal is, because if you've achieved that, you can now say, I'm at peace with that. I'm ready to sell my business, and there's my exit strategy. I'm ready to give it a succession to my children or my nephews, or a friend. Um, or I'm gonna, I'm gonna back away and I'm gonna just go on vacation to more and more places and create another business, or I'm going to simply keep running that 1.5 million business because that I plan on ha having that outcome when I'm 62, the year that I decide to retire.

And, and volunteer in Haiti for building homes or in, you know, in Alabama building homes or whatever that decision is for you when you're at that age, but come up with a definitive date with a definitive outcome. It's not just about helping people or having impact, it's what does that actual impact? Give it a number, a label so that I can say to you, wow, you did that, because you may be able to only say that you impacted one person.

But if you said, I want to impact 33 families as with a full-time job, and I want to be able to donate 150 K to our rescue helicopter per year indefinitely, that's a goal. That's a, that's an outcome. And you don't have to make it about a gold mat. Call it as a project. And when I learned this at change, because so many people use the word goal, I like the word result.

Because that's the program I teach, uh, in the personal development is thinking into results. But, but if you think of it as a project now, you can look at it as my, I need this business to do this so that I can do this. And as an entrepreneur, I'm gonna become a serial entrepreneur and I'm gonna build multiple businesses that do that.

And then you can have fund that, that way. I love it. I love it.

And you, you made my mind. Go to a, a point there where, And I don't remember exactly what you said, but you can, with, with your goal, I want to achieve this by this date. Right. You can very easily be able to back that out and figure out Okay. You know, by that date, I, you know, I've got this much time left to be able to do that.

And then my mind went to, so I, I married friends of mine, um, call it six months ago now or so, and the whole thing was around time, right. And, We all take time for granted. If you, if you think about what time means, right? Like, like, let's just say our parents, we might not necessarily see our parents throughout the years or throughout the year.

We'll go to our parents and we will see them once a year, twice a year, around the holidays, something like that, right? And you, you figure, well, I've got, you know, I've got 20 more years left to spend with my parents. I've got plenty of time. But when you shift that mindset, and if you only see them once a year, you only have 20 more times to be able to see that person.

Right. So shifting that mindset from, you know, I've got, again, 20 years to achieve whatever my goal is, but if, if you only are working on it, you know, throughout the day for small parts, you know, you can figure out, okay, I only have whatever it is, a hundred more times, a hundred more things to, or a hundred more days, whatever hours, to be able to work on that goal.

Um, you know, for the next 20 years. Right. Does that make sense? Does that resonate?

Yeah, totally. You're nailing it. Yeah. Love, love it. That's the thing is because so many people will say, I wish I would've done that. Mm-hmm. But that's the problem. It, it still stayed. Remember back to what our earlier spot was.

It stayed as a fantasy. You didn't give it enough emotional feelings and urgency to go for it. So rather than thinking about going on a vacation and you're healthy, now you and your children or your family, your spouse, partner, if you really want to go to Honolulu, go click onto expedia.com right now and go and book the ticket.

The same thing happens in business is you take action and if you say, I can't afford it, there isn't enough time. Figure out how to get resourceful. Because when someone tells you that you're gonna die in 30 days. It's crazy how fast you can make choices.

All right. So if you've been an listener for any time at all, you know how I love having these tips and strategies and things that we can actually implement right away. So I'm gonna go down through this list and recap everything that Troy had talked about so that you can easily digest this and easily start implementing this right away.

So Troy took a sheet of paper and wrote three goals on it. He wrote one relationship goal. He wrote one health goal. And one financial goal. After he had those goals written up top, he drew a line down through the center of the paper, and on the left side he wrote zero to 34, which is . Basically the beginning of his life, he was 34 years old, so these were the things that he had done up until that point.

Those were the types of things that he wanted to change and he wanted to impact. So by thinking about them and by identifying them and writing them down, he acknowledged them as being issues and things, and he created a plan that he wanted to be able to change these different items. Then on the right hand side, he wrote from 34 up to where he believes that he's going to live to.

I personally believe I'm going to live to 150, so I would write 45 to 150. Right. So those are the goals. Those are the. Things that we want to move toward. Those are the things that we want to start doing and integrating into our lives. Those are the types of relationships that we want to build. Those are the types of, again, goals that we want to be able to accomplish.

So again, same concept. By identifying them, you can now start working toward. Making those things happen, you're going to be able to start chunking those down and understanding what it is that you have to do in order to be able to make those changes and make those goals a reality. In Troy's particular case, he chose to rip the paper in half.

Then once he had this all planned out, he chose to rip, rip the paper in half, and he burned the left hand side. So he was physically getting rid of all of that stuff that he was doing. In his prior life and only concentrating on the things that he wanted to be able to bring into his life. What I thought was so fascinating about this was that so many people go through life without really identifying what it is that they want to do, what it is that they need to stop doing, and this technique, as simple as it may sound, helps you start identifying exactly that and making that plan for your change.

What are you gonna stop doing and what are you going to start doing? It's extremely, extremely powerful when you start thinking this way. If you wanna learn more about Troy, head over to coach troy.ca or check out the ultimate sales machine.com. Troy works very, very closely with Amanda Holmes, who was also a past guest on the podcast.

Remember, if you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We reveal some tips and tricks that you're not going to hear anywhere else, and we also will publish the opportunities that we have. For investment opportunities into multi-family, real estate and technology in that newsletter.

And don't forget to subscribe because we drop every Wednesday on whatever podcast platform it is that you use. So you want to make sure that you don't miss any advice.

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Brenden is going to take us into the art of public speaking and how it can help you achieve your desired outcomes! Do you want to create a lasting impact with your words and make a difference in people's lives? If so, then public speaking may be the answer you're looking for!

In this episode, we'll delve into the system of becoming a great speaker or presenter and show you how to unlock your potential. We'll share practical tips and techniques to help you overcome your fear of public speaking and engage your audience like never before.

From crafting persuasive messages to delivering them with confidence, we'll cover everything you need to know to become a master communicator. Our experts will guide you through the process of creating powerful presentations that resonate with your audience, leaving a lasting impression and achieving your desired outcomes.

So if you're ready to take your public speaking skills to the next level and become a true influencer, tune in to our podcast and start unlocking your potential today!

Links and Resources: Website: https://www.mastertalk.ca LinkedIn: https://www.linkedin.com/in/brendenkumarasamy Youtube Channel: https://www.youtube.com/@MasterTalks Instagram: https://www.instagram.com/masteryourtalk Twitter: https://twitter.com/masteryourtalks

Wanted to just extend a little bit of gratitude today to all of our listeners. Thank you for tuning in to Invest in Square Feet. We put in a lot of effort, a lot of work into trying to put this together and answer people's questions that they might have. I was talking to one of our guests this week and he asked a little bit of information about our listeners, and I realized that I don't necessarily know all that terribly much about who you might be.

So I wanted to extend an invitation to feel free to email us at matt.shields@investinsqft.com, that is invest sq ft.com. So it's the short form of square feet. When you email us, just let us know a little bit about you and what types of things you're interested in learning more about.

All right, and so on. Invest in square feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my goal is to help you and your business protect your wealth so that you can invest passively into multi-family real estate. Today we are going to be learning from Brenden Kumarasamy. One of the most important things about being an entrepreneur, the ability to be able to communicate effectively.

Brenden has some amazing tips and strategies that we're going to go over here today. These are the exact same tips and strategies that high level. Entrepreneurs, CEOs and managers all use to be able to better their ability to communicate. So no matter if you're looking to be a better presenter, a better speaker, or just a better communicator to everyone in your life in general, these are going to be some tips and strategies that you're going to be able to use to easily perfect your ability to communicate.

So with that, let's get onto the tips.

For sure Matt. Excellent question. So, so for me, just to paint the picture, I'm a 22 year old kid. I'm broke, I have a phone, I have no, that's it, to record videos. I don't have no experience editing videos. I actually didn't edit any videos for the first year of, of Master Truck. It wasn't a business. I never knew you could get paid to be a coach.

And the reason is not because I'm some philanthropist. It's because IBM was paying me a lot of money to work there and I was going, oh my God, like this is my future. Well, I wasn't thinking Master Talk was going to be a business. I was thinking it was going to be a hobby because that, because at the end of the day, it's like, okay, I don't have time to coach these students anymore cuz I have to work a a 70 hour a week job and provide for my family.

It's time for me to go into the real world. So I'm not, I'm just making videos to just support the next generation of students and I got a crooked left arm and I start making videos in my mom's basement. That's basically how Master Talk started. So at the beginning there was no traction, but the reason I got to a thousand subscribers really quickly was because of Goodwill.

Since I'd coached 70 people from the ages of 19 to 20 to a business school and I was super involved in in my community in Montreal. Everyone knew about the channel, even if it was terrible because they knew about the, the coaching I had done, and they were like, oh, well if you're making free videos. So that's really the first piece of advice comes from, I made content to solve a problem.

I never created master talk to make myself famous or something I had done far from it even today. But it was more from saying, Hey, like. This small community of 70 case competition, people need this content. So if the next 10 years is another group of 70 who joined the program, there's probably 700 people who are gonna watch my stuff.

I just didn't expect it to be more. And then later in life, probably nine months into Master Talk, I got really lucky, Matt. I went to Columbus, Ohio for Summative Greatness, which is a, an event that Louis, hows a podcaster, hosts in his hometown. And I met my business partner there who's 20 years older than me, and he's the one who helped me turn this into a business.

Talk a little bit about, you know, some of your, your techniques, your strategies that you feel a lot of people may not necessarily understand when they, when they're looking to, to be able to speak or present or, or anything like that.

Like what's, what's some of your tips to be able to make better speakers?

For sure, Matt. You know, I think what was missing in the space largely falls under three categories, and then we'll get into the tips, simplicity, practicality, and generosity. When I started Master Talk, my thought at the time, obviously I don't, I didn't articulate it as well as I do now, but at the time it was okay.

The tips aren't simple enough. Because a lot of PhDs are coaching on communication and the lingo is too complicated. The second one's practicality, like how do we make communication tangible? Let's say we wanna lose weight, which isn't the case for both of us. Let's use that as an analogy. The steps are pretty simple.

Eat less food. Less junk food, less soft drinks exercise regularly. If you do that for two weeks, you'll probably lose one pound, like most likely. So when you weigh yourself on that scale and you see a one pound goes down, you, you, that creates momentum. You go, wow, this is working. And then you accelerate results.

That little win, that burst of energy does not exist in the communication field or at the time it wasn't communicated well and generosity, just sharing the tips for free just to help people who can't afford a coach. Which is the aim. So for me, what this boiled down to is communication is like juggling 18 balls at the same time.

One of those balls is body language, one of them eye context and facial expressions. So for me, the question has simply been what are the three easiest balls to juggle? So let's start with number one. Number one is the random word exercise. Pick a word like headset, like phone, like wall, like home, and create random presentations out of thin air.

And this serves two main purposes, Matt. Number one is it helps you deal with uncertainty. Life is filled with it when you go to a networking event, when you meet new people. So if you can't deal with uncertainty, it's hard for you to make an impact. And the second piece that people can write down if they want is if you can make sense out of nonsense.

You can make sense out of anything. So if you can take about avocados for 30 seconds, it's really easy for you to talk about your subject matter expertise when it's time. I, I, yeah. I

love that. I love that advice. And out of curiosity, have you ever taken any, um, like improv classes or anything like that?

Uh, out of curiosity,

I've done some, I'm not professionally trained or anything. Yeah. But I've probably done maybe five or six sessions, but I've definitely an amateur.

Yeah. Yeah. And the reason why I ask, ask that is because, I got probably 10 years ago now for this too, 10 maybe, maybe longer ago than that.

I, I also took an improve class for sales and very much so the same thing. And I'm curious what your perspective is on this. The, the way that the improv training works is essentially, um, We, we, as people get in our head too much, right? And we, we start trying to think through all of the sentences and everything and trying to talk about the, the next sentence that I'm, or thinking about the next sentence that I need to say, and it just slows everything down, right?

Whereas with improv, It teaches you to get rid of all of that and just sort of go with your subconscious and just, just speak, just get the, get the stuff out there. Um, and it, it was the, the results were profound. They recorded us before and we just did, I don't remember what the presentation was, but just something on, you know, some, some short presentation and then they recorded us afterwards.

And I think this was a week long presenta, or a week long seminar. Um, we, we did another recording afterwards and I mean, there were people that were bashful who, you know, weren't confident up there. Um, this completely opened them up and I'm, I'm curious from your perspective, um, you know, is that, is that, you know, part of it is, Getting out of your own mental way, if you will, right.

Where, you know, again, you're a subject matter expert. You know, stop trying to think about every little thing that you need to say and just, you know, let your subconscious take over and, and, and say it. Is that, is that kind of part of this?

Absolutely. Matt and I, and I love the story that you told and, and great to see the transformation that people are going through and those facilitators are right.

You know, at the end of the day, it's about really focusing on the system. The system of how to get better. So if I exercise every day, I'll naturally get healthier, but we just don't apply that same logic to communication. And what that one week training did is it forced people to do the reps. The only caveat I'll add to, to your share.

Is the version that I like to teach is maybe people might be afraid to go to a seven day seminar unless they're really talented executives and those, those are usually the cases where they get placed into these corporate trainings. So those people already have a strong foundation. But the argument that behind what I'm building is 90% of people won't even go to a Toastmaster's meeting.

They'll go like, oh my God, I don't want to attend the meeting, let alone speak. So for me it's about doing what you said, but the easier version first, which is the ranked and word express in my opinion. And the reason is because you don't really have to do it in front of every anybody. You could do it alone in your basement when nobody's watching.

Nobody's listening to you. And it's very easy to get the momentum started. So in the example you gave, it might take five to seven days for people to get results, but with a random word exercise, it could take as little as 60 minutes if you're really intense about it. If you do the random word exercise like 40 times in an hour, in the second hour, you'll go, wow, this is really easy.

And then you'll start to apply that logic and communication mastery in general. Yeah. Yeah.

This reminds me, your random word reminds me of. Uh, another game that we played at that seminar was called Ding. And you had, you know, one of those little countertop, you know, bells that you ding normally for service, right?

Uh, and every time you, you were basically given a, a subject and you had to start presenting on the subject, and there was someone with one of those bells and every time they had, every time they rang the bell, you had to completely change. Your story, but you wanted the story to be able to, you know, kind of flow together, right?

Where, you know, it's not like a completely different direction that doesn't make any sense, but like, you automatically make that shift and, and again, subconsciously making that shift, not thinking about where this story is going. Um, you know, you're gonna make this change into a completely different, Different realm, but that, that transition makes sense.

So again, it's like you said, you know, getting the reps in and understanding, uh, you know, what happens when you kind of just let go if you will. Right. You know, that's, uh, incredibly, incredibly powerful. Um, talk a little bit about what your students have done once they've. Understood the power of being able to, to speak publicly and, and, you know, present well.

What, what are some of those results? What have, what have you seen from, from your, uh,

customers? Yeah, for sure, man, you know, you know the way I like to see it. Is that the principles are the same, but the con, the context and how that advice is applied is different for everybody. That's why for me, the question for everyone listening is a simple one.

It's just one that we never really think about cuz no one's asked it. How would your life change if you were an exceptional communicator? But what's fascinating about that question, Matt, is the answer for all of us is very different. So if we take my three niches and the people who invest in communication who are generally high level executives, Or managers and above, they're coaches who are already doing six figures in their business, and they see it as a vehicle to close more sales present.

We better in webinar formats to, to get more business and create more impact. And the third one is the entrepreneur who's either raising capital or is, is really bad at sales presentations, but the product's excellent. He's just, he or she is just really bad at, at convincing other people that it's just as amazing as, as they've built it or, or created it to be.

So in that context, they'll all do the hunter, they'll all do the random word exercise a hundred times in two weeks. I'll force them to do it. That's the difference between, I guess, a personal trainer like me, quote unquote, and, and just listening to the information as a result is forced. So then what happens?

But the way that that result gets contextualized, that person changes. Example. For the executive, because I'm doing so many random word exercises when my boss in a corporate meeting is asking me a question, or when I'm being interviewed for another role, I'm a lot less anxious about it because I'm not being asked what my favorite color is.

I'm not being asked to talk about the color blue in a presentation. I'm just focused on what I'm doing and the role and responsibilities I'm delivering back to the company. And the second area is the entrepreneur. So if I'm doing a lot of random word exercises, if I go to a networking cocktail or I go to an event where there might be key relationships that I could build, it's going to be really easy for me to make small talk because I've talked about avocado toast, so I.

Regardless of how that conversation's going to go, I'm gonna be a lot better at thinking on my feet. Same thing with coaches, let's say on a strategy call. We've all had that weird call where they just ask you bizarre questions, have nothing to do with the service you provide, and you have to just pivot.

You know, they might ask you about your grandmother, they might ask you about your life, and your job is to build a rapport with them. So the random, the random word exercise becomes really helpful. So the answer in a short format is the same principles are taught, but the application is completely different.

That is really, really interesting. And I, I picked up on something that I wasn't necessarily thinking of. With this, you know, when we started this, the, this talk, I was expecting this to be about getting up and standing up in front of people, and obviously there's a big element of, you know, making that presentation right?

But, but you just said you know how to be a better communicator, right? So this, this is, this is sort of going through all areas of life because again, communication is everywhere, right? So,

Uh,

do you have a different approach if someone's goal is to be able to be a better presenter, um, and like, you know, tips or tricks for the person who, who's looking at presenting things, uh, versus the the person who just wants to be a better communicator to everyone in their life?

Does that make sense?

Absolutely Matt, right? Because it's nuanced, the difference between public speaking and communication. And in my view, you know, I'm sure other people who are more technical than I am at this, they'll, they'll draw differentiations between both. Honestly, I'm not one of those people. For me, it's all one and the same.

It's you learn the principles, you build up a stack of foundation, so you just get better over time, whether you're speaking on a stage or honestly, with most of my clients, they're not even speaking on a stage. They're ace in corporate boardroom meetings. That's actually the main idea. Or they're crushing sales calls.

Cuz at the end of the day, for me, and it would be great to define us, actually, for me, the definition of communication is the same as public speaking, which is, How do we convey an idea in a way that achieves a specific outcome for a specific audience? For me, communication once again is how do we convey an idea in a way that achieves a specific outcome for a specific audience?

But that could mean a plethora of things. That could mean, hey, go on a stage and sell $50,000 worth of product. But that could also mean, Hey, convince your wife or husband that, hey, Let's have Mexican food tonight and not Chinese food. That's all communication, but then the way we learn it changes. It's not going to your nuanced question.

I'll quickly cover ball two in the three, which is ball number two is the question drill. So the question drill is we get asked questions all the time in our life, man, on a podcast, at school, at work. Most of us are not ready for those questions. I'll give you an example with me. When I started guessing on podcasts, I wasn't this slick.

I was a kid, remember? And I still am one technically. And I remember some guy asked me, Hey Brendan, where does the fear of communication come from? And I looked at the guy and I was like, I don't know, man. Los Angeles, New York City. You tell me. So how did I get better? All I did, man, is every single day for five minutes, I answered one question that I thought the world would ask me about my expertise.

So day one was how do you overcome your fear of communication? Day two was what tips do you got for introverts? Day three is how do I improve my eye contact? But if you do that every day for a year, just with five minutes, man, you'll have answer 365 questions about your industry. But what's amazing about this exercise, Is it's multipurpose.

It doesn't just help you with boardroom questions that you get. It doesn't just help you with a podcast or a sales call. It also helps you prep better in a presentation. Cuz if you can guess ahead of time and just reflect what are 50 questions that my audience will ask about my topic and you re-answer them, that q and a period in your presentation will be a joke.

Mm-hmm. Interesting. Interesting. Um, you said that there is three, three balls, right? Like you're juggling the three balls. Did we do the third ball yet? I don't think we did the third ball yet, right?

Yeah. You're a great listener. You know, the reason I always stop after two is cause I don't wanna monologue for 15 minutes, but you're absolutely right Beth. No, I love it. I love it. So look, ball number three is the video message. So make a list of three people that you love the most in your life. It could be a spouse, it could be a a friend.

It could be a client. And send them a 22nd, not a 20 minute. But a 22nd video message to just show how much you appreciate having them in your life. What's great about this exercise, it has one key rule. The rule is you're not allowed to retake the video. So if you do this three times a day with a group of different people or the same people, you'll have sent a thousand video messages after a year.

And one thing I do, which is a little bit extreme but it helps me stand out, is I have a Google calendar that tells me when it's my client's birthday or a dear friend's birthday. So literally when it's their birthday, I put a stupid birthday hat on that I bought for 15 bucks on Amazon. I take up my phone and I go, guess who's birthday it is?

It's yours. I hope you have a wonderful day. And it always, it always makes people's day. Cause I'm pretty much the only dufus who's sending them a crazy birthday video message. Yeah. Out of everyone in their life. But, but it

also is, uh, endearing you to them as well, right? You're, you're helping build that relationship cuz again, that not very many people do that at all.

Um, what, so what are some of the common, um, I guess challenges that people come to you with, you know, when it comes to communication, right? Like some, some specific types of things, like what are, what are some of the, uh, you know, obviously everyone has, uh, a fear of public speaking at one point in their life or another, and, you know, some people get over it, but what are, what are some of the other challenges besides, you know, the fear side of things that you.

Help people get over, uh, to be able to become a better communicator?

Yeah, for sure, for sure. Matt. So for, for me, the perspective has always been, there's an infinite amount of challenges, but there's a finite set of solutions. So, for example, let's say somebody could say something, Hey, uh, I'm struggling with a keynote.

I've coming up. And that's their problem, but the solution is still the same. Work on the fundamentals. Do the random word exercise, and then as they get better, then the, the feedback becomes more contextual. So then it says, okay, so now we've done the random word ex. Now let me take a look at your keynote and see what we can work on better.

And then that could, that's one way. The other way, which is a lot more complex is, and I don't do a lot of this, I only do it if I really love the client, which is high stakes communication. So high stakes comms just means a publicly traded C-suite executive who, sorry, a C-suite executive works at a publicly traded company, might come in, have me sign an NDA and go, these are the 17 things that are happening right now for this earnings call I need to take, or this boardroom meeting I need to do.

So I'll listen to all of the information and then I'll go, this is how you solve the problem, based on my understanding of it. And then they'll go in with that specific solution and then, and then get the result that they're looking for, whether it's more capital, whether it's satisfying their shareholders, et cetera.

That's a lot more complicated, I guess, for today's purpose. But I think the, the idea here, the general idea is, What I've found is it doesn't really matter what the challenge is. The answer's almost the same. The real challenge that matters actually isn't the fear. I would argue. There's a, there's a, there's a challenge even greater than fear, which is motivation.

There's so many things in our life, Matt, that we've accomplished. Getting married, having children, asking somebody on a date, applying for college, starting a podcast, getting a job, making a business, starting one yet, Every single thing that we've accomplished in our life is attached to fear. So there's nothing that we're proud of that has zero fear attached to it.

Yet when it comes to communication, we go, oh, I'm scared, so I'm just going to sit here and do nothing. But we don't apply that, that logic in anything else in our life. That's why, for me, the biggest challenge that I, that I get clients to focus on, it's not the fear, but rather is your motivation great enough to even work on the, the communication skills in the first place?

Because all the tips I've taught today, especially the way I teach it, it's really simple. It's not like I went into a super complicated high stakes communication framework today. It said, do the random word exercise, send a few video messages, and just answer two or three questions, even one every day that you think somebody will ask you.

But nobody does that consistently for 30, 60, 90 days. And if you just did that, you'd be a lot better at communication. That's why the frame becomes. Take some time to reflect on how would your life change if you were an exceptional communicator, because if you do that, you'll find a reason that's greater than your fear, and you'll just do it.

Yeah. Do, do you have any tips on sort of automating that workflow into your daily routines, your, you know, routine cycles and all of that to make sure that, you know, it's always in front of your face, you don't forget to do it. You get those reps in, you know, any, any thoughts there?

For sure. So, so let me give you the easy one, which is obviously pay for the accountability.

So then you're just forced to do it. But for those of you who can't afford a coach, what I've found is that the best way to automate this is often integrating it into your family life. So let me give you an example. Let's say you're somebody listening. They might have children, uh, a significant other.

They might have a few nieces and cousins who are nephews rather, who live nearby. It's always better to practice with them. So lemme give you the, the context for somebody, let's say in their thirties, forties, fifties, they have two kids, let's say five years old. Nine years old. And here's what you do. You just go up to them and say, let's play a game called the random word exercise.

And you have them give you a word, you do the random word exercise, and then you give them a word. So then it doesn't feel like practice anymore, doesn't feel like a chore. It feels more like family bonding time. And that's a lot of the feedback I've gotten with executives, which is, you know, Brendan, when I go home, My family's just watching tv, so when I do the random word exercise, it gives me an excuse to talk to them and build a relationship with them.

That's also true when, let's say they're picking their kids to and from school. Don't put any music, just do the random word exercise five times or six times, and that's the best way to integrate it outside of hiring a coach that will get you results. One other thing that I always like to say as well is everybody showers.

Hopefully people are listening to this podcast. You got 15 minutes there in the shower, you're not doing anything, so do the random word exercise there. That's another easy way to implement it in your daily routine without it taking even a minute extra of your time.

Yeah, I, and I love that one too because, uh, you, you kind of have to get over the embarrassment of anyone else who might hear you, right?

Like, there's, there's something to be said about like, singing in the shower, talking in the shower, where, you know, you have this, this sort of pent up. Uh, you know, pent up anxiety about, you know, letting anybody hear you. But if this is something that you wanna get over, you know, that's a perfect opportunity to be able to, to, you know, get over that as well to, you know, just, just get out there and, and, uh, you know, kind of make a fool of yourself.

I mean, so simple. I would've never thought to, you know, incorporate the other people in my life into the practice of, you know, bettering my communication. So I love that. I love that. Um, is there any, are there any other tips or anything like that, that you can think of that. We, we can employ again into our daily lives or daily routines to be able to again, become a better communicator.

Absolutely Matt. So I'll give you both four and five. So Ball four is more of a PR message I always like to send, which is the best way to speak is to speak. So if you wanna get the result from this podcast than listen to, it's very simple. Here's all you have to do, and most people won't do it. Book, 15 minutes in your calendar every single day to do the random word exercise, to do the question drill, and to do the video message.

The problem, always when I'm on a show, Matt, is people listen to me and they go, wow, where'd you get this kid, Matt? He's so cool. He's like sharing all these. Really cool tips and then they don't do 'em. And that's why the Balfour is the best way to speak, is to speak. You can listen to me and you talk all day, but the reason you're such a great communicator, Matt, is not cuz you listen to me.

It's because you, you had the courage to start the podcast, whether it was a year ago, five years ago, whenever you started it. And that's why you're great at it. And I'm sure the inter you're, the way you interview people today is significantly better than episode one. Right. And that's really the key. You get, you get rewarded to take action, not just by listening to the show.

That's four. And ball number five is called the puzzle. So communication, Matt, is like a jigsaw puzzle. You know, those, uh, toys used to play as kids, got like 500 pieces, put 'em all together. So now the question becomes, when we work on a jigsaw puzzle, which pieces do we start with first and why? And the answer is, The edges because the E, the edges are easier to find in the box.

Just pull 'em out of the box, get those little edges to them. Work your way to the middle after that. Why am I bringing that up? I'm bringing that up because when we prepare for our presentation, unfortunately we do the opposite. We shove a bunch of content into our presentations. We ramble throughout the whole thing.

And then the last slide sounds something like this. Um, uh, ma'am, uh, thanks. Not the right approach. So instead, what you want to do, Is practice your presentations like a jigsaw puzzle. Start with the edges first. Do the introduction 10 times, 15 times until it's perfect. I know that sounds like a big number, but it actually isn't because your introduction's two minutes.

So this is a 30 minute exercise. Same thing with the conclusion. What's a great movie with the terrible ending ending? Last time I checked, terrible movie. Same thing for the conclusion. 15 minutes at the end, excuse me. 10, 15 times, two minutes each. 30 minutes total. After an hour, you'll feel like you have the best introduction and conclusion in your life.

Then work your way into the middle and you'll do just fine in your next presentation. Yeah, I love

it. And I'm curious, do you. Uh, do you recommend that people record themselves with this as well? And the reason why I ask that is because in your, your Ball four, um, you know, you, you mentioned how, you know, taking the podcast, for instance, the original podcasts were completely different than what, what they are right now.

And, and same thing was true with the, uh, with the, uh, the, uh, Um, improv class that I took as well. Right. Big improvement from, you know, where I started to where we ended. So everyone is so instant gratification. Everyone needs instant gratification today, right? So this is a way to be able to see your progress, measure your progress, be able to see, okay, you know, a week ago, a month ago, this is the way that I was presenting.

This is the way that I'm thinking about things. Now, today, this is the way that things are, you know, being presented. I've made such huge progress. Just in that short amount of time. And then, you know, again, you can check in on yourself every month, every six months, whatever it is. But is there, is there an element to, you know, again, getting that gratification, seeing that progress, seeing how, how much you've improved from when you started to where you are today.

Uh, you know, is there, is there something there as well to be able to kind of ingrain this in, in people as

well? For sure, Matt. Here's the nuanced answer I'll give you, cuz the answer is both. It's yes and no. So what do I mean by this? Yes, in the sense, you're right. And I get my clients to do this, right?

You record yourself. That's how you get the result. You see the progress of meaning, you get excited. But the reason I'm saying no as well is because I'm very cognizant of the audience listening. Most people are listening to this podcast. Matt don't even wanna do the random word exercise once, whether it's recorded or not, just based on the hundreds of.

Conversations I've had with my audience, maybe even thousands at this point. So here's where I'll draw the line ball. Number one, the random word exercise. That's there's a reason. That's ball number one, not ball number three. So start there, kind of like a diet plan, a fitness plan. Start there and don't even move on to ball number two, until you've done a hundred random work.

Exercise, not 10. Not a million. A hundred. A hundred sounds like a big number, but it really isn't because the random word exercise only takes a minute to do. Five minutes a day, you're done in three weeks. Or if you're intense, you do it 10, 20 times. You're done in like a few days. And the point here that I'm driving, Is we do not get points for doing the exercise well.

We get points for doing the exercise a lot, and I have never met a single human being in my life. Matt, who comes up to me and says, you know, Brendan, the first time I did the random word exercise was a lot better than my hundredth time. Could I get a refund? I. On my time that I spent. Nobody has said that to me every single time.

Matt, even if you never record yourself, you never look at yourself, you never get feedback from a coach. I can swear in blood that if you do this a hundred times guaranteed, you will see some level of improvement and the level will differ. Differ based on the person, but you'll see clear improvement.

That's the first piece. Then we go to ball number two. So ball number two is we don't move on to the video message until we've done a hundred question drills. And what's great about this exercise is you don't even need to come up with the questions. I'm practicing the question drill right now because you're asking me questions.

And I always say this to every host, like, you don't have to send me the questions. It's fine. Just send me, just throw anything my way and I'm practicing it. So it's nice is you can go back to your audience or colleagues of yours and have them supply the questions and just do one every day if you wanna get it done in three months.

But if you're crazy like me, you do 20 a day, you'll be done in five days. Then you go to the video message. So that's really what I'm pushing Matt. Is when we are doing this a lot, then we gain momentum and then your advice becomes really good at this point. Because when you get to ball number three, your mindset around communication is very different from experience.

It's like, oh, I've done the random verdicts says a hundred times question drills really easy. I'm so much more comfortable in the boardroom. Now I have the base level confidence to say I can totally record myself and do this. And then that's when your advice is really keen.

All right. My notebook is full after this episode, so we're gonna go through how we learned to be able to be a better speaker. And I'd love the analogy that Brenden used with being able to juggle these various different balls, and he gave us the top five balls that we should be focused in on. So I'm not gonna go through.

Each one of these and explain them again because we just went through all of them in the episode. So we'll just go through and name each one of them. So if you remember, ball number one was the random word exercise that can be done with friends, family, your kids. So great way to be able to involve the family into your betterment.

Next ball number two was the question game, and that was where you thought up. Of all of the possible questions that someone may ask about your business, product, or service. And what that does is it allows you to be able to think through the answers to all of those questions. So as you are presenting this, you're going to be much, much quicker with all of those.

Questions, and obviously if you do this one, one question a day for a year. By the time the year passes, you've compiled and practiced the answers to 365 possible questions that people might ask you into bald number three. That was the video that you were going to send out to friends, family, and colleagues.

And the most important part of this ball was to make sure that you understand that you can't redo the recording. It's one go and you have to use whatever it is that you come up with so that remember, this is prepping you so that when you are in front of people, And you're doing this live, you can't take that back again.

You have to go with whatever it was that came out of your mouth. So that is preparing you for that type of situation. Don't try to make it perfect. Everyone screws up a little bit when they are up there presenting and communicating with people, but the, the goal is, the tip is to be able to make sure that you don't get distracted by.

That thing that you might have not delivered exactly the way that you had thought it would be delivered. Ball four was pretty easy. We just wanna schedule time on the calendar every single day to do the random word exercise and doing the question drill and also the video that you're going to deliver to someone.

And again, I love the analogies ball number five included another one. When you're preparing a speech or a presentation, there's obviously a structure that you typically go through, just like when you're putting together a puzzle. And this was a great framework that Brenden used to be able to explain this part of the process.

He equated this to a puzzle because the way that you typically. Work on a puzzle is you find all of the edges, you find all of the straight lines, and you do that first. So just like a puzzle you're, you're putting together that outside edge. You want to put together your intro and your outro first, and that sets up the.

Tone for the rest of the presentation. What most people don't understand is they'll concentrate so much on whatever the content is, and maybe that content is great, maybe it's okay, but if you start really strong and you end really strong, those are the things that people are going to really, really remember.

And. Even if your presentation was not that terribly great in the middle, but again, you end strong, they're going to consider that being a successful presentation. So those are some tips from Brenden and I know that I'm starting to incorporate some of these into my schedule to be able to mic myself a better presenter and speaker.

If you want to learn more from Brenden, head over to YouTube and search for Master Talk. He has hundreds of videos there that can help you learn to speak and present. You can also head to rockstar communicator.com and join a live session where Brenden leads a group of people for free through some of these different training exercises.

And remember, if you want to understand what the wealthy do, head over to invest in square feet.com and sign up for our newsletter. We release some unheard of tips from our various different speakers, and we also will publish all of the investment opportunities that we may have available there to our listeners so that you can understand what type of passive investment opportunities we may have running at any one time. Invest in square feet, drops every Wednesday on whatever podcast platform it is that you use.

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In this episode, we tackle the tough questions aspiring authors face when trying to break into the competitive world of book publishing. With over 60 million books on the market, how can you ensure that your work stands out? How do you build a loyal fan base and make a profit from your writing? Our guest, a seasoned self-published bestselling author, shares his insights on what it takes to succeed in the publishing industry. From developing effective marketing strategies to creating a buzz around your work, you'll learn the key ingredients to make your book a success. So, whether you're just starting out or looking to take your writing career to the next level, tune in and discover how to become a bestselling author. Links and Resources: Buy a copy of Lars Emmerich's best selling books on Amazon: https://amzn.to/3oY5v7r

So I've really been getting into plants a lot lately. I've been searching Facebook marketplace trying to find all of these local plants, these people that are, you know, needing to sell these plants. And I know this is gonna sound obvious to a lot of people, but I keep killing these damn things. So this is my effort to help save some plants out there.

I know that, again, this is gonna sound obvious, but what I never. Took into account was actually, you know, sticking my finger into the soil and I found out, I've been doing a lot of research on, you know, how to do things. I basically have been wa overwatering plants, right? So what you want to try to do is stick your finger into the soil about an inch or so, and if it feels dry, the plant needs more water.

Most often, uh, if, if it feels wet, then don't water it anymore. So that was a huge tip that has started me being able to keep these plants alive and have them start flourishing. So hopefully that helps some other people not slaughter their plants.

On the Invest in Square Feet podcast, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help you business owners, protect and grow your wealth so that you can invest passively into multi-family real estate. If you've been an entrepreneur for any time at all, I'm sure you probably have been proposed or run across the idea of writing a book for whatever industry it is that you serve.

But the problem is, is that writing a book is extremely difficult. So today you're going to learn the best way to be able to self-publish your book, to be able to maximize your exposure and give you the best opportunity to be able to profit from your book. Today's guest is Lars Emrick, who is a thriller author, and to the best of his knowledge, he believes that he is the first author that has been able to make a career out of selling directly.

To his fans and his readers. Lars drops a few nuggets here during our interview, but he is a bestselling author for the series, the Special Agent series that revolves around Sam Jameson. You're gonna spend a lot of time writing and working on this book, so you want to give yourself the best chance for success, and Lars has figured out how to do that.

And we cover that today on Infest in square feet.

Well, at the time, it was three years after Jeff Bezos, you know, young, skinny, enthusiastic kid, uh, goes on, I think like Good Morning America or something and talks about this weird thing called the kind.

And so, uh, it was the beginning of the independent publishing revolution. And so as I was trying to figure out which direction should I go, should I go try to land an agent who will then try to land a publishing contract? I said, well, I should probably look at the publishing contract to see what that's all about.

Mm-hmm. Before I choose my life vector on the strength of one idea or another. And I read the publishing contract terms and I was like, this. Freaking stupid who signs this? The only people who sign this are probably people who don't have another option. And there was no option before. That's how the contracts got to be so terrible.

Uh, and the terms just are atrocious. And so I said, well, I, you know, it sounds strange having spent 20 years in the military, but I, I have authority issues also. So I said, ah, screw it. I'm gonna go do my own thing. And, uh, so that I never looked back. Never, never had a moment where I felt like, oh man, I really wish I had a publisher too, you know, To not do that.

Yeah. And, and did you, so I, I know that there are all kinds of, I guess, um, secrets, techniques, whatever to, you know, publishing in Amazon. Did you, did you learn all of that type of stuff right off the bat, or is this? You know, and I'm not, I'm by no means an expert in it at all. Um, but I guess I'm, I'm just curious, did you, did you know about any of that stuff when you published it, um, you know, the first time or was this just sort of a very much so trial and error, um, type situation?

It's, it's both. I did a lot of re I tend to nerd out a little bit, so I spent a lot of time, um, digging through all of that stuff. And I had, uh, I guess I had started my entrepreneurial journey officially, like in 2003, so maybe already like nine-ish years before. So I knew my way around a bit. I mean, things changed quickly, but it was, um, I wasn't starting from a dead stop, you know, I, I had, mm-hmm.

I had some momentum already and I, I had some sense for how things worked and, uh, so those pieces fit together fairly quickly for me. Um, I was able to follow some of the best practices that people had around to get a good bit of traction on, on, uh, at the time there were a number of platforms that were, that were major players, you know, uh, Apple Books.

Um, a Canadian outfit called Cobo. Obviously, Amazon and Barnes and Noble had stuff going on. They were a bunch of smaller, independent, more independent, um, privately held. Concerns were also published. And so the strategy at the time was to go wide, be every place. Um, Kendall Unlimited, I think, had kicked off or maybe was beginning, uh, was launched maybe shortly thereafter.

Um, so my strategy was to be every place books are sold, uh, to the extent possible without a distribution pipeline to be in like airports and mm-hmm. At the time there was still a bunch of bookstores. And so it's hard to get into bookstores without, um, sort of playing the old Yeah. The old school, uh, process.

Yeah. But, um, and then everything consolidated, you know, like, like frequently happens. There's only one player that really makes a difference now, and that's Amazon, of course, in the, mm-hmm. In the field. Um, but the interesting thing about that is, you know, for my fellow math nerds, that's a power law kind of game, meaning, The rewards are very, very big for a very, very, very small number of authors, and for ever, for everyone, an author who has ever in his lifetime or her lifetime, earned over a million dollars.

I'm not talking about in a year, I'm just talking about total career total. Mm-hmm. There are 1.67 million other authors who have not. Yeah. And, uh, in fact, 0.06% of authors have ever sold a thousand copies or more. Wow. Lifetime. Yeah. So it's a tall mountain and it's a very steep slope, and it's only getting taller and only getting steeper.

So it's an interesting ecosystem to dive into.

So, so if you were starting today, Um, and you, uh, you know, obviously you've, you've done this many times over, you know, becoming, uh, you know, a bestselling author. What would be some of the tips and strategies that you would use to be able to, you know, achieve that goal?

And this kind of gets into. You know, some of the things that I think the way that you know, Amazon and the other platforms work with how you, um, you know, position yourself maybe in a, an area that, uh, or a, a field or category that might not be as popular and you kind of just make your way up through the ranks that way.

Is that, is that how it works? Or, you know, just, I guess kind of go through some of your, some of your thoughts on how to achieve that?

Sure. That's cool. Um, well, I, I recently. Because as soon as I figured I had to sell directly to readers at a profit, and as soon as I made my, uh, first million dollars doing that, I was like, you know, lots of people are going to wanna know how to do this.

And so I, I, um, it's, it's involved and nerdy and there's a bunch of fussy technical things to do. So I have a consulting program that helps with that. And, um, but I've been doing it for a while and the game changes and I wanted to revisit some prior assumptions. Because when, when you serve customers directly, you do customer service.

Yeah. And that's hard often. And the nice thing about Amazon is they do that on your behalf. You have no idea, well, first of all, you have no idea who your customers are. Mm-hmm. So you have no idea how to find more customers really, because you, you can't differentiate a paying customer from a person off the street, you know, otherwise.

Yeah. But, So what I did over this year is I took my series, which, which is a successful series, and I stopped my direct sales advertising and I, I put everything I have learned over the last 19 ish years in digital marketing and I tried to make the Amazon thing work and I'm not starting from ground zero.

I'm starting from, you know, a, a, a good way, a good way up the mountain already. And, um, I, I was able to do that profitably, but you had to float your advertising costs for nine months before you broke even. Oh, wow. So that's tough for a lot of beginning authors. Yeah. And the other thing is that pretty much as soon as your advertising stops, so does your visibility.

So if you're paying out of pocket every day, And you're not getting paid for up to 90 days for any sales that are produced on that day. And it's a very, very slow, um, a very, very slow accumulation. It's a difficult way to get started. Mm-hmm. Contrast that with what it's like when you sell directly to your fans and customers.

You spend whatever dollars on your advertising budget today, um, in the best circumstance. You get that back and then some on the next bank. So within just a couple of days. Mm-hmm. Um, worst case, you get some of that back and then the email sequences that you send out to your customers make the, make the rest of the revenue up for you.

Another interesting thing happens when you advertise directly to readers, pointing them at your own store, and this is real, this took me by surprise, but, it's the most reliable way to also improve your Amazon royalties as. Because while it's called cross-channel effects, um, at least as I understand that definition, you're advertising for one thing, but folks will go to where they're already comfortable and type your name in mm-hmm.

And find you there and buy your stuff there, so mm-hmm. It isn't, while it's important not to put all your eggs in one basket, it's important to have some eggs in that basket. Yeah, yeah, yeah, yeah. Because, uh, you know, you'll, that's like. Six figures, of annual incidental income that you weren't planning on that, just is happening by virtue of this other thing that you're doing.

So, um, for my money, and I'm still a nerd, so I do a lot of testing for all my testing, that seems to be the best way to get started.

Got it. So, so you would, you would advise essentially opening up your own store and building your own list? Yep. And you know, also at the same time, um, you know, have the Amazon store.

So like you said, you know, if people are familiar, they know Amazon, they, they have all their credit card information stored in Amazon. I'm just gonna go there and buy it, you know, you know, at least you're showing up there as well. For sure. Yeah. Interesting. And, and, um, when you're, when you're defining, you know, the store.

Um, what does that look like for you? Are you using Shopify or you, you know, WordPress? What, what is, what does that kind of platform stack look

like for you? Yeah, that's a great question. So the, uh, the, the stack, most readers tend to be, um, elderly, like older. Mm-hmm. The platform most relevant to those folks for advertising remains Facebook.

So that's where the readers are. And so that's where the. The main advertising thrust comes from, for better and for worse, just like every other platform. Mm-hmm. Do you know? Mm-hmm. You love it and you hate it on about like a one-to-four ratio. Yeah. 1, 1, 1 part love, four parts hate. Yeah. Yeah. The thing for everything I've done on Google and other, and other places too.

And, um, that goes to a, um, a couple of ways you can do it, but the, the cleanest, smoothest way is just to go straight to a sales page. And for that you can, what we tend to use is a particular, um, landing page builder that's really good at helping you optimize the conversion rate on that page. Mm-hmm. Because margins are slim, as you can imagine in the book business.

It's really important that your message is dialed in. And the best way to do that is to, is to optimize it. So from that optimized landing page, uh, we go right to checkout and. Um, we've, we have, uh, several hundred thousand dollars through like three or four different providers of e-commerce stuff. And, um, the cleanest, well, there's no, there's no perfectly clean one.

Like, there's, they all are great for some stuff and they all suck for other stuff. And, uh, it's just a matter, of picking your poison. But for the combination of, uh, print audiobooks, so hardcovers, paperbacks, large print editions, audiobooks, and eBooks. Uh, the one I recommend is Shopify. Mm-hmm. Mm-hmm.

And just like anything else you have, you know, you have to figure out how to make all of that. It's one thing to set the structure up, but it's another thing entirely to get it to work, at a profit. And so that's where the bulk of, the work comes in.

Yeah. And, and talk a little bit about how you, and again, I know this has been going over many, many years, but how did you create your, you know, your, your, your reader base?

Right? I mean, is it? You know, you didn't start off with, with Facebook, you know, maybe you're getting a lot of people there now and, you know, you're, you're capturing email addresses so that you can reach out to, you know, people that have shown interest or, you know, yeah. You know, bought, um, but, but I'm just curious how you went about.

You know, starting that, that, that email capture campaign or whatever it was that you used to be able to, you know, start reaching out to those, those initial readers. It's

a great question. Back in the day, there was actually discovery on the platform, meaning just by virtue of being there, you could get some readers to find you and in the back of, in both the front matter and the back matter of those.

Um, the, all of the retailers used to just let you put links, so mm-hmm. Anything, uh, they could, you could put links to your list. You just couldn't put links to the other guy's store. That's it. So early on, it just sort of grew organically. And then the other way that you got reader eyeballs on was you would, you would give away your first book in the series.

Mm-hmm. Which is a tough move to have to make because you've, you know, years of blood, sweat, and tears in most cases to get that first one out. But it was a reality of it. So, the freebies would attract interest, you would get read through, they would purchase your subsequent novels and they would also, in many cases, sign up for yours.

Now, um, later on, that evolved to using advertising to send folks to a landing page to sign up for a free book. So you have their email before they get the free book, and then after they have signed up for the free book, the next page is you can offer them a discounted offer on say the next three or the next four.

The next five in yours. And a good portion of readers will take you up on that offer. And it was very interesting because, you know, I, I, you know, I'm a nerd and I, uh, test these things and for the first three times I tested this, uh, I found that I was 100 times more likely to sell a book to a stranger from an advertisement after first giving one away.

Hmm. Interesting. That only switched. Uh, about seven months into the covid lockdown. When I think the older audience became more comfortable with online commerce. Mm-hmm. I think that's the, I think that's the, the switch that happened.

Yeah. It was a necessity at that point. Yeah, I think so. One interesting thing that happened when you get a bunch of folks on your list who are there for a free book is that most of the people are there on your list for free books.

Mm-hmm. And very few of them are there to purchase. And of course, maintaining a list becomes quite a, quite a business expense over time. So the way I prefer to run it now, and the way that it's more profitable to run it now is just advertisement directly to the sales page. And then when somebody makes a purchase in the checkout process for every online commerce interaction, it involves contact information, including your email address.

So now every person who shows up on my email list is a paying customer. Mm-hmm. And so that's better.

Yeah. Yeah. Yeah. Absolut. Absolutely. Yeah. No, that makes sense. Um, what, what are you, what would you say is, and again, I mean, I feel like this business, there are so many, you know, big challenges and hurdles, but are there any like, Like, holy shit, this one was really, you know, this one was difficult to be able to climb or figure out.

Are there any like things that you can, can offer shortcuts or suggestions you can offer as shortcuts? Like, don't go down this path, or don't, you know, this is a, a hill, you don't, you shouldn't, you know, you shouldn't climb. There's a better way to do it. Does anything come to mind when I say those types of things?

Yeah. Um, What comes to mind is it's all hard. Yeah. It's all hard. I, I, yeah, I, I, that's what I always feel too. Right?

Yeah. I was doing some math recently and um, I think there's somewhere north of 60 million books mm-hmm. Available. So there's not much scarcity in the market, and it is very much a winner take all.

That's the power law distribution, the winner take all kind of, uh, kind of market. Mm-hmm. Um, the margins are low, and, uh, the price pressure is ever lower. Um, so what I think is the best advice here is that you should write if you can't write, And then after you've written, uh, the next thing, when you create something, the next thing that happens is you wanna share it.

Um, and if that feeling is strong that you want to share what you've written, uh, give it six months, come back to it, reread it, re-edit, you know, have it, send it back to an editor, and uh, you know, get something that. Professional grade, that's the bar. You know, the minimum, the minimum requirement is a professional grade and it's hard to write professional-grade stories with professional-grade sentences in it, right?

Yeah. Yeah. That's difficult to do, but that's the minimum bar. And then, uh, if you want to, if you want to get into selling your books, um, I'll talk in a second about my recommendation for nonfiction, but if you're a novel. If you want to get into selling your books, prepare to spend 50% of your work time, building your platform, building your brand, um, diving into online marketing, diving into in-person marketing, and you mean you, you really do have to approach it as a business owner.

There is no such thing as I mean for some, you know, for James Patterson and, and Lee Child and you know, a few folks who are in, who are. Superstar status, their main job is just writing great stuff and, and mm-hmm. And letting the momentum continue to build for everybody else. Um, I mean, you can view that like, you know, lots of people, you know somebody's gonna win the lottery, but you know, it's probably not you.

Yeah. Yeah. So you really have to approach it as a business. You have to find a process that you can execute daily, both for your writing and for your marketing. You have to feed and water them both daily, basically. Um, and then you have to be able to enjoy that process for years on end. So it's like the exact opposite of a get-rich-quick scheme, right?

Yeah.

Yeah, yeah, yeah. Absolutely. So, so you mentioned, you know, refining the book until its professional grade. If you are, if you're looking for an editor, h how do you, how do you qualify or how do you find an editor that, you know? I, I feel like there's, there's, there's. There's almost like a personal connection here too, because like, you know, you're obviously speaking in your own voice, and if you give it to an editor that has a completely different voice, then you know, that changes the story somewhat.

So how do you find an editor that speaks in your voice, but also, um, You know, provides that professional grade opinion on how you should be, you know, phrasing everything and how everything should be structured?

It's a tough question. And, um, I've, I've viewed it like therapists, right? There's a lot, there's a lot of therapists, but it's hard to find a good one.

By the way, I think every human should find a therapist if you can, uh, find a good one. Yeah. Uh, I was lucky in that my, from the jump. Um, the editor that I, uh, that I worked with really understood the difference between voice and style and the story requirements. And so she was just terrific at very gently, very gently guiding me toward the, uh, you know, toward the story elements that really were needed.

Without squashing my style. Mm-hmm. And, um, because that's what I mean, people love the atmosphere and the vibe and the feeling. I mean, they want, of course, the story is important, but the way they feel while you're communicating the story mm-hmm. That's really what they're there for. Like, they want to feel a certain set of emotions that come with diving into the kind of world that you write.

So, um, I always say like, great stories, full of great sentences. That's the that's the ticket. Mm-hmm. The ones, that just engage folks on a lot of different levels emotionally with love, with humor, with suspense, with fear, with anger. Um, it lets folks lead a vicariously richer life than maybe the one that we're in normally.

Mm-hmm. So, It's hard, you know, to this day, I, I get done with a chapter and I'm like, well, I hope that's not shit. Or, or, and when I finish a book, I'm like, well, I hope I haven't just laid an egg. Everybody who's ever liked me, you know? Yeah, yeah, yeah. Still, struggle with that.

Yeah, that's interesting. I mean, it's, it's, uh, you know, kind of a, I guess a, a very, very thankless, uh, process when you go through it and you don't, you don't have any idea how people are gonna receive it until, you know until you get it out there.

So, yeah. Interesting. Do you ever do any type of, um, like pre-launch or, or, uh, Uh, sampling, like people can, you know, preview your, your upcoming books to try to get a little bit of feedback so you can judge like, did I just write shit or was it, you know, is this gonna be something that is, uh, you know, gonna be well received?

Yeah. There's a fraction of just a very small fraction of your reading list that it's a good idea to approach and ask them to be beta readers. Mm-hmm. Because there are things that'll happen that'll slip through the editing process. And you know when you, when you write a book traditionally and your hand in the manuscript, you don't see it until you get it back for revisions and then you hand it in for that final time and they go, yep, we, we've got it from here.

You have no idea what's gonna come out on the other end. Yeah. However, those folks do put together a very clean, very clean manuscript. Although not perfect, like it's very, I, I always smile when I'm like reading Harry Potter to the kids and I'll find, a typo in the middle of the best-selling books since the Bible or whatever.

And, um, so nothing is perfect, but they produce a really high-quality manuscript. But when, when the buck stops with you, like you, you're making the final decision on every sentence, which means you can screw it up. And sometimes that happens. So it's great too. A, uh, a reader team that makes sure you didn't accidentally change somebody's name or location or, you know, there's coherence through the story and you haven't made any glaring errors.

And so, um, they've been quite useful over the years too, to help with those kinds of things. Um, the other thing that they do for authors is they'll often be the first folks to write a review. Ah, that's a whole like slightly slimy, dirty ecosystem reviews on Amazon, you know, um, there's a whole bunch of, a whole bunch of, uh, skullduggery around all of that that I'm happily not really a part of anymore since selling directly.

Yeah, because what happens, uh, for me is that people just comment on my ads. They'll say, oh, this is the greatest thing since Slice bread. I love you. You're the best. Or like, you're Satan Go to, hell go to hell die. Yeah, yeah, yeah. But, You get plenty of feedback anyway, um, but it helps not to be completely beholden to, uh, a whole gaggle, of Amazon reviews.

Otherwise, you know, nobody, nobody will buy your book.

Yeah. Yeah. No, that makes sense. That makes sense. Um, well before we, before we wrap up here, I wanted to, to shift gears a little bit too, because you have, you have some other, um, causes and organizations that you're, you're very, um, you know, connected with, um, you know, through like the, the, the P T S D and, and all of that.

Talk a little bit about those programs and, um, you know, what, what it is that you have found and are doing.

Yeah, that's, thank you. That's a great question. Um, so what happens to a human is we have fundamental questions about our worth. And, uh, am I love-lovable? Am I, am I good enough?

And I think every one of us has those questions, and we all have these events that happen in our lives that, uh, that make us believe on some fundamental level that we're lack. This is extremely common, way more common than people think. And then when you, uh, do things in the military, that's particular things in combat, um, those can stay with you and they confess you are in your mind and your psyche, they can sabotage your relationships.

Because they sabotage, your feeling of what you're able to bring to a relationship. You doubt your own you, your doubt in your own abilities and worth and value is magnified when you go through, um, intense experiences. And at the same time, there's until recently not been much cultural tolerance for getting help.

Mm-hmm. With that kind of. So you don't really realize that you have this kind of disease and, um, you also don't realize that it's treatable, um, usually until something happens in your life and it comes to a crisis point. Uh, so there's, an organization called the Headstrong Foundation, which, uh, provides mental healthcare that's stigma-free and anonymous and hassle-free.

And also cost-free, uh, care for military veterans. And I'll tell you what, the help that, uh, my family and I got from them has been absolutely life-changing. So, uh, it's one of my sort of, sort of crusades too, uh, maybe spread the word about that and help those folks do keep doing the amazing work that they're doing.

Yeah, yeah. No, I couldn't, couldn't agree more. And I, I feel like, um, you know, obviously, you know, P T S D is something that, um, You know, certainly afflicts a lot of the military personnel, but I also feel like there's, there are other, other points in life, like you kind of pointed out, you know, other, other situations in life that, you know, can grow and fester and, you know, basically put you into that same type of That's right.

You know, that same type of head space and, uh, You know, it's, it's interesting, uh, you know, I'm glad that it's getting more visibility and more, uh, acceptance to be able to, to go out and get that help. You know, when, when you did. Yeah. Right. So, well then there's an internal barrier to asking for help also, because, um, I didn't, I don't, I didn't get my leg blown off.

Mm-hmm. You know, I, I didn't, I have friends who, I've gone to a lot of funerals, uh, in the fighter business over the years, and a lot of my friends. Um, died badly, uh, but never in my arms, right? Mm-hmm. Mm-hmm. Um, I don't, they never got blood splattered all over me. And so I felt like I didn't deserve to take help that somebody else might need, you know, who's obviously been through more than I have.

And it was actually kind of an eye opener to realize that, oh, there's, there's enough help for me too. Yeah. Um, and it can really. And, uh, not just myself, but my wife and certainly my kids. The environment they grow up in, we shape as parents. So, um, it was a mindset shift for me. Arrived at that point that I would allow myself to go, you know, to go talk to somebody even though I have all my limbs.

You know what I mean? Mm-hmm. Mm-hmm. Like, that may sound silly. No. But that's sort of really how we think.

So we learned that when you publish a book, you obviously want to be found pretty well everywhere. That much is obvious, but what most people will do is they will publish their book on Amazon and they think that that is going to miraculously, Drive people to purchase their book. What Lar suggests is that you use Amazon as an avenue, but you should absolutely be selling your books from your own platform.

He suggested using Shopify as the preferred network that he has found to be able to work very, very well for this purpose. And you also want to build a list of buyers. This is really, really important because again, what a lot of people will do is they might give away a free chapter or some type of lead magnet to be able to entice someone into giving you their name or email address.

And what ends up happening is if you generate quite a bit of traffic, you have to pay. To be able to maintain that list. As that list grows, it gets to be more and more expensive for whoever is managing your list, whether it be MailChimp or you know, any of the other plat mail platforms that might be out there.

So what Lars does is he will only offer to capture people's contact information after they've gone through and, and gone through the purchasing process. So your list is a list of buyers. That is incredibly, incredibly valuable. I, I would take, you know, a list of a hundred buyers any day to a list of 10,000 people that might be interested in your services.

You always want to be able to focus on the list of buyers. Once you have the contact information of this list of buyers, you want to be able to cultivate that relationship with people so that they are getting to know your personality. So keep in front of them and keep reaching out to them and then you can, they can help you in the future when you are looking for help.

Maybe on the next book or feedback or whatever it might be. You can utilize that relationship with some of the better people to be able to. Qualify some of your questions. And remember, it's very, very key to be found everywhere. So in the example of Amazon, certain people are not going to want to purchase from your website.

It's gonna be too much work. It's going to be too much to be able to enter all the contact information. So they may rather. Go to Amazon where they have all of their stored information already. So you want to be able to have that as an option, but you don't want to rely on it and depend on it as your only option.

And if you want to learn more about Lars or anything that he might have going on right now, just head over to lars.buzz, which is l a r s dot b u z z. And if you want to understand what the wealthy do, head over to invest in square feet.com and sign up for our newsletter. That's gonna do two things for you.

We're going to publish special outtakes from episodes that you're not going to hear anywhere else, and you're also going to have access to investment opportunities that we may have in real estate and technology offerings. We drop every Wednesday and we are available on whatever podcast platform it is that you use.

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In this episode, we'll be exploring the incredible success story of one of the largest acupuncture clinics in the country, and how they've leveraged social media to achieve unprecedented growth. With thousands of new subscribers added to their list each month, this clinic has mastered the art of using social media to promote the benefits of acupuncture and connect with a vast audience.

We'll delve into the various social platforms they use to achieve their impressive reach, including Instagram, Facebook, and Twitter, and explore how they create engaging content that resonates with their followers. From educational videos to inspiring success stories, this clinic has truly mastered the art of building a loyal following online.

Join us as we speak with the clinic's founder and discover the secrets behind their remarkable success. Whether you're a business owner looking to boost your online presence or simply curious about the benefits of acupuncture, this episode is not to be missed!

Links and Resources: Website: https://achieveintegrativehealth.com

LinkedIn: https://www.linkedin.com/in/achieveintegrativehealth Facebook: https://www.facebook.com/jimmyacupuncture

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As entrepreneurs, we all dream of having a website that ranks high on search engines and attracts millions of visitors without having to pay for clicks or beg for backlinks.

In this podcast, we will explore the secrets to achieving high search results and optimizing your website to become an asset that generates revenue for your business. Our expert guests will share their insights, strategies, and techniques for growing your website organically, without relying on paid advertising or link-building schemes.

You'll learn how to identify and target the right keywords, create high-quality content that resonates with your audience, optimize your website structure and metadata, and leverage social media and other digital channels to amplify your reach.

We'll also discuss the latest trends and best practices in search engine optimization (SEO), including the impact of voice search, artificial intelligence, and machine learning on website rankings.

Join us on this exciting journey from zero to SEO hero, and discover how to unlock the full potential of your website and turn it into a powerful marketing tool that drives traffic, leads, and sales for your business. Links and Resources: LinkedIn: https://www.linkedin.com/in/seoexpert/ Website: Wiideman Consulting Group, Inc

If you've been in business for any time at all, you probably have heard of the Red Bible. The name of the book is called The Ultimate Sales Machine by Chet Holmes, and it's affectionately called the Red Bible because everyone. Who is in business cannot live without it. There's a concept in the book called the Dream 100, and essentially what it boils down to is you want to identify the top 100 people, people that you want to do business with.

So when I started looking at this, basically what I started doing, I was not looking at the people. I was looking at the company and figuring out what companies it was that I wanted to work with and then figuring out who owned those companies and that's the way that I was approaching it. And that is not the right way to do it.

You want to ultimately work with people and you want to interact. People, and obviously you wanna be able to interact with people that are on your same wavelength, interested in the same things as you are, and then you can make different connections and different, um, introductions and, uh, you know, do things for people that you know that you would like.

So it makes it much, much, much easier to be able to do that. Now, I'm not gonna go through all of these because there are quite a few of them, but I've got a spreadsheet here that have things o obviously contact information, email all of their social. Profiles. Then you also want to understand, you know, their family.

How many kids do they have? What are their kids' names? Business partners, personal partners, um, childhood influencers, their parents, their grandparents. Is the family involved in the business? If so, what? What type of business influencers that they follow, their favorite podcasts? Are they into cars? Are they into, uh, what type of real estate investment types do they like?

Other types of investments, sports, favorite sports teams, favorite celebrities? Um, who's their banker? Who's their bookkeeper per personal assistant realtor? Lawyer, favorite politician, or country club that they belong to. Favor, vacation spots, favorite bands, personal development, history, all of these types of things you want to know and understand.

And when you start creating this list, this Dream 100 list, and you know and understand your target people who you want to be able to bring into your life, this information is going to make it so, so much easier. So if you haven't read the Ultimate Sales. I urge you to go and pick up a copy of that book right now.

On the Invest in Square Feet podcast, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help you protect your wealth so that you can invest passively in multi-family real estate. Today we are going to be talking about SEO, and our guest today goes way back into the very early beginnings.

Everyone knows that SEO is sort of one of those holy grails of business. Being able to generate sales and opportunities without actually having to go out and sell to anyone or market to anyone, but takes a lot of work. Our guest today, Steve, is an expert in SEO and he's been doing this. For about 20-plus years now, so he's seen all of the changes and he understands how Google and how all of the various different algorithms work.

There's a lot packed into this episode today, but we're going to learn some effective strategies and techniques for growing a website organically without relying on paid advertising or any type of link-building schemes. With that, let's go ahead and get onto the show.

I think there's, there are three main challenges, right? And each one falls within its respective discipline of what I do. Right? It's tech content and off-page, uh, from a tech standpoint, choosing the right content management system. Mm-hmm. , you know, I find it very challenging in many cases to optimize, um, drag and drop systems like WIC and Weebly.

It's very difficult, from a technology standpoint, to have a system that offers all the features and bells and whistles that we need to satisfy Google's recommendations. Uh, great page experience. Mm-hmm. on the content side, the biggest challenge has always been. Unfortunately on the client side with getting them to contribute to content, I can't tell you how many thousands of rows in spreadsheets I've delivered to clients of pages that they need to create to appear for the keywords that their customers are searching for.

Mm-hmm. , and they just won't take the time to do it. They won't even dictate it and have you transpose it in and try to, you know, write it yourself. They, they just, they just don't have the time bandwidth, interest, or understanding. , you know, to complete the content piece. And when you outsource almost every single time, they're gonna get back this content from some vendor and they're gonna go, this isn't how we describe what we do.

This isn't how, you know, we would do it. It's like, well, that's why we asked you to write it first. So I think the content piece has always been a challenge, um, on, the off page. You know, getting other websites to link to your website. Mm-hmm. , you know, it's, it's almost like a, there's a stigma to it now.

Everyone gets an email every day saying, will you link to me? Sure. And, uh, they don't even open 'em anymore. They know, oh, this guy's trying to, you know, link bait me to, to share something or link to them. So I think, the challenging side of getting links is getting buy-in from the clients on doing so.

from a content standpoint that's completely out of the box. Mm-hmm. . Hey, client, help me create an, um, all-inclusive glossary, an ultimate definitive guide too. Um, let's take some of the data that you have that no one else has about your clients, and let's create some content that's based on a research survey and combine it with our data to have this ultimate.

Um, research pieces that we think are even our industry peers and competitors might even link to. We did that last year. We did a study of 300 location pages for Starbucks and Taco Bell and McDonald's, and we studied which attributes played a role in them, uh, ranking better than their competition. And before you know it, I've, I've got, you know, platforms like Bright Local linking to us and me.

Web Pro News and Site Pro news, and we didn't have to do any outreach to, or emails to say, Hey, were you linked to our page? They were performing their own research on something that they were creating, and they referenced ours because we had data and we had statistics and tables and charts. So it's the off-page side's definitely, the challenge.

And of course, wrapping all of that together, the tech. Content and off-page and getting buy-in from the client and from stakeholders are, mm-hmm. is often very challenging, especially with larger brands. Hey, larger brand. You realize right now you've got over 500 important URLs with other websites linking to them that are serving users and web callers of 4 0 4 air.

Yeah, we'd like to get to that, but SEO o on the MarTech side of things isn't really a priority right now. We're working on new platform things and changes and, you know, but, but we'll put it in Jira and we'll get to it in, you know, in due time. Mm-hmm. , you know, meanwhile, all those pages continue to just disappear from the search results.

That traffic disappears and goes away forever. We're dealing with, a client right now who's completely blocked the root of theirs. From being indexed by search engines, and we looked at their search console this morning, they were getting as much as 55,000 visits a day to these pages that now no longer exist in Google's results.

They're still out there. If you direct type them in, you can go to 'em, but they've blocked the search engines and nobody knows why. It turns out it's probably something having to do with this Microsoft Azure program where they said, Hey, hey clients. You know, we've got a new feature. You can. All the spam bots of the world, just click this button.

And somebody said, oh, neat. And they clicked it and not realizing they're blocking Google and being from being able to, you know, to serve their content. Mm-hmm... So, uh, so yeah, I think getting, getting buy-in from, from developers who can talk very savvy to you sometimes and argue with you very well, um, can be a huge challenge.

So having documentation. You know, the Google webmaster documentation and being webmaster documentation as an arsenal to combat those situations can help. And the other thing to do is, is to, is to reward those people through recognition when they do fix something, Hey, by the way, I dunno if you realize this, but those 55,000 visits translated into roughly $300,000 a day in revenue.

So by you fixing this, you've just saved the company x millions of dollars per year. So kudos to developer Sam, you know, who, um mm-hmm. , who basically saved the company X millions of dollars a year. Don't take credit for it, give the credit to the people who did the work so that they have buy-in and feel like, Hey, I'm, my work is, is validated and now going forward, Sam, can you fix this thing?

Yeah, I might save the money, and the company more money. Of course. I'll do it right away. Yeah,

Yeah. No, makes sense. Uh, you, you mentioned there's, you know, essentially there's the, the three different, you know, categories. You've got you, your C R m or your, you know, your platform. Uh, you've got, your content generation, and then you've got, your promotion side of things.

Talk a little bit about it. Your, um, your story of finding the best solutions, you know, for each one of those things. I mean, obviously, this has been going on for, you know, a good number of years, but 24 years. Yeah. Yeah. How, uh, how did you determine, you know, this is the best way to be able to do this, and does this change a lot too, with all the differences?

You know, the different updates and Sure. You know, obviously, everyone remembers the Panda update, you know, that was a big one. So, you know, does, does, does that kind of shift depending on what new technologies or what new updates are, are coming out?

Yeah, and I wish, I wish there was a one, one solution for all scenarios.

Even, in the early days, we would just use static H T M L and we would borrow from c s s, uh, zengar to create lightning-fast tablet designs. Um, and even that, you can't find a single page on that site. Now that. We'll pass Google's web vitals and some of the other technical criteria that we pay attention to.

So, um, the challenge is finding a platform that's, that, um, works with all of the different. Technical s e o requirements such as speed, mobile, friendliness, security, web vitals, and accessibility, that that comes fully integrated with all of those features while still being flexible enough for a marketer with no technical experience to log in, and create optimized content Today, you really, you really can't get both, right?

You, get WordPress, for example, and there are some ways that you. You can amplify speed using caching and plugins and third-party systems, some of which are getting really controversial, um, that that can make it seem to Google like we're following everything when a lot of times we're just hacking their tests.

Testing tools. Mm-hmm. , um, as opposed to actually creating a lightning-fast experience that's still, um, that still enables, the writers and the creators to go in and, and make changes. The other solution is, you know, the, the old school way, let's take. All the new frameworks and all the new technologies and headless and everything that we can do from a technology standpoint and create incredibly lightning-fast, amazing experiences for customers.

But in doing so, we've gotta get rid of C M S. And if we get rid of C M S, now the writer has to deliver their draft in a Word document or a Google document and wait for the developer to load it up and then go back to the developer after the fact and have them. more of the optimizations once the page is live.

And that's, that's a grueling process that could really delay things. And if you're trying to rank for a new keyword that people are looking for, you're gonna lose. You need to get that page up today. If you're a news website, you know the moment that news hits within the next two hours, that needs to be live.

So waiting for it to go through that dev process. to deploy content. Mm-hmm. , uh, can be really challenging. So big sites, news sites, LA Times, and, um, New York Times and so forth, all build some homegrown systems that, that work for them, uh, because they have the millions of dollars to do that with. Yeah. But, uh, but for the small, regular day-to-day businessman, um, business people, uh, I think the, uh, the best approach is, is just to let some things go.

You want to be able to have the ability to control your content and not be at. Um, you know, um, you know, having to wait for a developer to do something for you. Sure. So I would say just, just be okay with not having all these perfect technical scores. Work with WordPress. If you're on a, uh, if you're selling products and you're doing e-commerce and you have more than 20 products, Shopify or another system that we've worked with for a nearly, uh, decade and a half now, it's called Circuit Networks.

They used to be called SEO Cart. They have an incredible, and originally it was SEO Cart, literally. Mm-hmm. So it was. C m s, that that was optimized specifically for ranking and search results. Mm-hmm. , and it works great, for most businesses. Shopify, you know, does have some features like that, um, that have one, one button checkouts, you know, with the shop app.

Mm-hmm. And some other attributes that make conversion better, which can affect long-term SEO. So, so I'd, I'd say, you know, tests, those are the two that I know work really well. And every day there are new things coming out that you could test, but I don't like to reinvent the wheel and I don't like. I don't like to pay somebody to make their product better.

Mm-hmm. , I get a lot of that where I'm feeding suggestions and complaints to c m s systems and then they go and they fix those things and I'm like, wow. I just, I just literally paid them. To fix their system... Yeah. Yeah. Yeah. And so I, I'd say work with the ones that are already doing well. WordPress will do you just fine if you're a small business and you're doing lead generation and Shopify will do you just fine if you're an e-commerce, um, site.

And they're getting better every day because they're getting complaints and suggestions from other digital marketers. Mm-hmm...

Go about qualifying a developer or qualifying code to make sure that it is, you know, using two 2022 standards. And, and processes and, and whatnot. For sure.

I, I think, I think that's where you get a, a, a consultant who specializes in, in web development, you know, not, not to be the person who helps build it, but to be the second set of eyes to make sure that it's being built in a way that.

What do you feel confident about in terms of pre-qualifying them? Uh, I would, I would ask to do, or I would have that consultant do an interview with the person to have 'em show the code of how they code. What's your logic look like? Um, how do you, how do you operate? How do you, um, uh, store files? How are you doing with your styles an, your JavaScripts and, and j queries?

Um, can I, can I use Python and do some cool things and, and., um, you know, be able to have elasticity in how the site's built or is it very rigid and, um, you know, and, and if something breaks, a semicolon goes away, the whole site goes down. Right, right. So I think, I think there's gotta be that. And the one thing I would look for sure is, is a, a staging environment.

Right. I would, I would look for that first, I would say I would always have a staging environment. So before we roll out big site changes, uh, we wanna make sure that everything's on staging and even in the content process, even if we've gotta deploy something in two hours, deploy it in both places on staging and in production.

That way you can still get it live, but you don't have to worry about if you do a full site refresh, that something on production gets wiped. from some change that happened on staging. Mm-hmm. So I would say that would be the one thing I would look for is, is tell me how you operate from a change management standpoint.

Mm-hmm. , um, a redundancy standpoint, um, and sustainability. I think if you're paying attention to all those things, um, and as long as you know, you can look at the code and see that, that person's logic as well organized and clean mm-hmm. and not just a, you know, looks like a, a giant hash and you should be good.

Yeah. Yeah. You mentioned redundancy there. What, what are some good? , um, rules of thumb to be able to make sure that, you know, you have the proper backups in place or you know, that the proper, um, you know, just, just the backup to make sure that if the site does go down, you're not gonna lose all of the data that you know has been accrued over, over the years.

Yeah, and, this will depend on your CMs too. As WordPress has, has tools and plugins that you could use that will back up the entire WordPress database for you and mm-hmm. , you can run those periodically. It will bog down the storage on your server, so you gotta make sure you also have a purge policy.

Um, so you don't wanna have, you know, a year's worth of backups, and suddenly your site just goes down because you ran outta space. Yeah. So I think, I think having, and, and creating some policies to, to manage those backups will help prevent something from breaking, but it depends on how much traffic you get.

So if you get a, you know, a ton of traffic. , then you probably wanna run backups, I don't know, every hour. Mm-hmm. , if you're getting somewhere in the middle range of, maybe you're getting, I don't know, 40, 40,000 hits a day or something, um, then you wanna at least backup up once or twice a day. And then if you're, if you're kind of a smaller business and, um, don't get that much traffic, you know, probably once a week or once a month should be more than enough.

Ria, once a week probably makes people feel safe. That's Okay, great. I, I've loaded up some pages, but, uh, the whole system just crashed. Don't worry. We'll pull last week's. And we can go to archive.org to get some of that content that we just published a couple of days ago, or we can just load it up again since it's only two days or three days worth, of content that has to be, you know, republished.

You, you mentioned, you know, this is the small business, you know, level, this is kind of medium, this is large. What are the, like the, the daily hits that would, you know, sort of, you know, define each one of those, would you say? Sure.

Yeah. That's a good question. Um, Yeah, I would, I would say if, if you're receiving less than 10,000 visits a month, then you probably fit into that, that small business range... If you're getting 10,000 visits, then you know, you're, you're safe running a weekly or monthly backup and probably not having any problems.

Um, once you start getting over 10,000 to maybe, you know, 50,000 or so right around that range, then you're probably, you know, middle range, and then anything over 50, you know, it, it could be scary if the site goes down because, you know, as z as I mentioned, that's, that could be a lot of revenue if you look at each visitor, depending on, on how much your average order value is being worth.

And, you're getting 50,000 visits, that's $50,000 a day that it could be costing you. And you can see what, your average visit value is, you know, in your web analytics. And if you're doing e-comm or even if you're doing lead generation. And you can get an average of what each customer means to you and what percentage of people who come to the website become customers.

You can do that number and assign a value to every lead, every form fill, every chat, click, every phone number, click. You can assign a value to that. Um, and. Uh, it makes it really easy to forecast what new traffic could mean, and mm-hmm. , what a loss of traffic could cost. Yeah. No, makes, makes perfect sense.

And I think that that's, I think a lot of people skip over that step to actually define what, you know, what their traffic is actually worth and, you know, what they, what they're true, you know, generating every day based off of, you know, whatever, you know, whatever that number of, of clicks, is. Um, Talk a little bit.

Uh, so the second part was, the content generation, right? Yes. So, um, talk a little bit about your story of finding, you know, kind of your best solution, your best path to, uh, you know, create good content. Like you, you mentioned, you, you, you send these lists of topics or, you know, Uh, uh, sure. Um, search phrases, to your clients, but they don't know what to do with them.

What, right? Do you have any suggestions on how to, you know, some type of framework and how to be able to, you know, quickly be able to create large amounts of content like that is useful? Or is it Oh, yeah. You know, going one by one that you just have to. You know, start creating content.

You know, we've, we've definitely had to figure it out over the years.

Mm-hmm. , because of that same challenge. I'm like, Hey, I just gave you a thousand pages to create over the next, you know, couple of years. Send over the content, I'll load it up, I'll optimize it, and you'll start to appear for more keywords. Mm-hmm. , that's what we used to say. Um, and then some of 'em, plumbers and smaller businesses who come back and.

I'm a plumber, period... And you're like, all right. So let's see. Uh, the question was about, uh, you know, leaky drains and what to do. Yeah. And that was the, you know, like the question. So I think, I think content starts off, of course, I always like to have everything be data-driven. So we look at, our search term reports from our Google ads and our being ads, and we figure out what keywords are actually driving customers in sales.

Forget about volume. If there are 10,000 searches for a broad keyword like shorts, um, and you don't convert many of those, uh, but uh, a more specific keyword, I don't know, maybe, um, uh, I don't know, kids shorts. It's very specific and it attracts a specific audience of people who are looking for kids' shorts, and that keyword converts for you.

Don't optimize your page for shorts, optimize it for kids' shorts. Yeah, you'll get fewer hits, but the hits that you do get will be better qualified. The click-through rate will stay higher in the search results. And Google will really note that u r l was the most helpful to the people that you were actually trying to get to it.

Um, so I'd say start with data first, whether it's through search console, uh, Google Analytics data, your Google, uh, ads, search term history, whatever. Um, take all of that and start there. Match those search terms up to the pages you already have, and work on those pages first. Once you've fully optimized every page on yours.

And by the way, that process as you're going through it, whether it's just a Google sheet or an Excel sheet, you know, starts with the URL and then page title, focus, keyword word, um, page description, heading tags, subheading, subheading, subheading, image, name, all of the different SEO O attributes, image alt attributes.

All of those things can be tracked in one single sheet if you're bootstrapping it instead of using the software. Um, so you, as you list all of the pages that you currently have and all of the keywords you want those pages, to appear for, and then start working through each column to get it optimized and then publish it, that's kind of a.

that's kind of a phase one in any sort of SEO timeline let's, let's optimize the pages we already have first, and then let's expand. Now, let's go out to some of these keyword tools. Let's use answer the public and sem rush and mm-hmm. , HRES conductor, bright Edge, whatever you wanna use. And let's, let's pull an aggregate, all of our competing keywords, SimilarWeb, and it's a crazy tool for this now too, by the way.

So you take all of those search terms, right? You parse out all the brand names that still exist even after you run that little, you know, intersect to see, you know, the ones that are common among the competition. Uh, and then you take those, match 'em to the pages that you already have and say, okay, great.

Here are the ones that we already have and what's, what's missing from our site that our competitors are getting trafficked for that we aren't yet. Uh, maybe you're a spiral staircase company and you don't realize. , um, you know, the, the keywords that they're looking for are the use types like, um, spiral stairs for basement, for attic, for the library.

Mm-hmm. for patio. Mm-hmm... Maybe that's how they're looking for the product that you sell, the uses of how they might use it. So you'll start to create content based on those uses. But to find out, how they're, you know, finding you and how they're using it. You, you, you've gotta take a look at the, uh, the competitors reverse engineer their keywords, and then you have this universe of keywords.

And from that, you know,, you study the information, you find common themes, and then you build a new site map. Either to augment your existing or to completely flush your existing and come up with something that's even more, more structured and intuitive. If you're building your navigation and your website based on how people are searching for what you offer, then you are going to just own it in digital marketing.

But if you're building your website and launching content based on what you want to showcase, then it's a business card brochure website not meant for digital marketing, right? You should really build your navigation and your site based on how people are looking for what you are. and, and building silos of content, starting with the most important, I mentioned spiral staircases, which might be a category.

And then under that category, it's spiral staircases for the basement, library deck, whatever, right? Um, as opposed to just, Hey, let's just throw this content on a blog post, since that's easy and quick and, you know, and what happens that gets buried over time in an r s s feed. It doesn't stay in the same silo.

And eventually, somebody sees. from 10 years ago in the search results. I'm like, yeah, I don't think this is gonna be very helpful. Yeah. Yeah. So, so there's a lot of, a lot of lazy approaches in how keywords become content, that, that businesses should just take the three to six months they need to, to create.

That comprehensive roadmap so they never have to think about it again. They know exactly what pages they need to have created and nurture over time. Um, and then you just put 'em all on, on a calendar. You have somebody whose job is to go back in and, and every month make sure that those pages are performing well in terms of keyword rankings, driving leads, click-through, rates improving.

And whenever you see any of those different metrics start to. then that gets, you know, a ticket created for somebody on the writing team or tech team, depending on what the problem is. Um mm-hmm. , you know, to address. And if you're smart, you're also watching, cuz you probably got 10 to 20 really important pages on your website.

Right? You're smart. You're also watching the 10 to 20 important pages on your competitor's website using tools like Visual Ping. , P I N G, so that when they do make an update, change an H one tag, add an image, add a video, add more content, whatever they happen to do, you'll get a little notification and you can keep an eye on what they're doing and, and maybe even test some of the things that appear to be working for them, so that way you're not blindsided.

And one day wake up and find all your competitors with these beautiful product tiles under the listings. And yours just is black text and a blue link. Yeah. So, um, I, I think that's something. Businesses should really get with their digital marketing team and company and say, what is our content roadmap?

how did you, how did you put this together? Was it from our own data and from competitor insights? Um, and what's missing? What's the keyword gap? What are we missing? What are we not appearing for that competitor that we need to improve upon, and how are we going to track that? Uh, I think that's, that's a key element of content.

And, and you're right. I think, I think in a lot of cases, you know, the, the, the client just doesn't have the time or the energy or. Desire to create a really great page and they'll create these crappy pages. You mentioned the Panda update. Thin Yeah. Thin content. You know, if you throw a paragraph up and you wanna compete against the page that's got 3000 words, six subheadings, four unique images, and a video on it, good luck,

Yeah. Right. Don't waste your time creating a page if you're not going to make it better than the number one ranking result for the keyword you hope your page is gonna rank for. Yeah, no,

that makes, that makes perfect sense. W uh, uh, when you, when you go through, Uh, you have a new client, do you often run into situations where the client may not necessarily know who?

You know, there, their top competitors are, or does everyone pretty well have, and, and you know, with that, how do you identify who your top competitors are? You know, do you just do a Google search for whatever your topic is and whoever shows up at the top, maybe they're, you know, doing a sponsored ad or something like that?

Those are your competitors or is there, is there a, a deeper strategy to be able to identify, you know, who those key players are that may go after those long

tail keywords? You have 16 months of data, right, Matt? And, and search. You have 16 months, so you could, you could do a filter in the search console where you remove your brand name even, and see the non-branded searches that you're, your site's coming up for it.

You could even look at the words that they use for branded searches. How are they putting in your name and what they were searching for? You can get a lot of that, that initial data right from the search console, go out to Google, perform a search for those keywords, the non-branded ones, um, and find, the competitors that are appearing for those search terms.

Uh, and then you take those competing. If you put them into keyword tools and you might find some even bigger opportunities. Um, but you, I would start there, start with how people are already searching for what you do if you've been around for a while and then, you know, find those I competitors, the ones that appear for the keywords that you wanna appear for.

I get that a lot from some of our clients. Like, well, those aren't necessarily competitors. The, you know, the Grubhubs and the Uber Eats, you know, we actually sell through them. Uh, yeah. But they're outranking us for restaurant delivery in our area and we want that. and you're paying a premium to have them send your orders in.

Whereas if they went to your website and ordered and went through GrubHub or, or yeah, Uber Eats through your site, you pay a different fee for that. So, um, don't you wanna save some money on that? And, yeah, outrank that competitor by having a better restaurant delivery page than them. So I think, I think a lot of times there's, there's that two parts, right?

They know who their direct competitors are, but not who their eye competition is in search results. And then the second part of that is, is convincing them that even, even industry websites and, and, and retailers of their products are competitors, Amazon is every. You know, e-commerce competitor. Yeah, sure.

And they win 90% of the time. So you've gotta get really creative to make your page better and more helpful and convincing. Because unfortunately 50% of the users are gonna go, okay, this is $59. Um, doesn't seem to mean any kind of sale or offer or anything compelling to make me want to click. Let me see what they sell it for on Amazon.

Yeah, that's exactly what they do. They take that product title, they copy it, they go to Amazon, they see if they can get a better price, and now that company just lost what, 35%? Of the potential extra profit they could have had if they went directly to the website. So I think, I think it's really spending some time with the usability and conversion rate team.

Even if you're delegating it to somebody who isn't an expert at it, um, get them some training. Have them go to some conferences, and read some books. Tim Ash has a great book on landing page optimization. Throw some sales principles in there, trust, reciprocity, urgency, and scarcity. I remember, um, a watch, uh, consignment site we worked with that, um, was like, Hey, we got a problem.

We've got a ton of inventory right now, and I need to get rid of some, uh, because, you know, we have to keep this balance of what's coming in and what's going out. And we're overstocked We need to get rid of some products. So we put up, a cool little box. When you're on this page looking at a, you know, a $5,000 Rolex watch and you're, you're looking at it for four seconds.

All of a sudden this little box comes in, not a lightbox. It actually pushes the content down. And isn't an intrusive lightbox and has a little timer on it and it says, mm-hmm, buy, buy this watch within the next 20 minutes. Cuz remember it's a $5,000 watch, um, you know, and save $700 or save, you know, 800 bucks or whatever it is.

Um, so that creates a sense of urgency and there's this ticker going down that says, yeah, this is going away. Oh, and by the way, Three other people are watching this right now. Oh, right. Yeah. Yeah. So there's, there are some really creative things that you can do using sales principles to keep them from leaving and going somewhere else.

But, um, but I think that's a big part of it, of, of content. It's not so much just having the better content, but it's also about buyer psychology and making sure that you're talking to the right people with the right. You're, you're not on a b to a B2B site saying Buy now. On your b2b, you're saying learn more on your b2c.

You're crossing off your price and putting better pricing and, and, um, timelines on when it ends. And again, creating that scarcity urgency mentality. Mm-hmm... So anyway, kind of breaking away a little bit from overall content strategy, but that's something that. Uh, often gets neglected. Yeah, no,

That's so helpful. Um, then lastly, the, the tool or the, the, uh, connecting to other people that, that you mentioned kind of that third prong. What, what are some of the things that you've learned along the way, you know, for, for best practices there, you mentioned, you know, creating the content, uh, uh, that people would reach out and, you know, link to you, so you kind of take that work out of it?

Um, you know, what are some of the frameworks to, be able to put that type of content together? Um, you know, making it valuable, putting it in the right place so that people, you know, can find it, who are looking for that, you know, tho those types of things.

Yeah. And, and have it support the lower funnel. Not be in its own silo.

Um, so questions, what, when, why, where, how, um, ideas, tips, strategies, checklists, right? Guides mm-hmm. documents, um, uh, all of those types, of queries that are being made are potential traffic opportunities for you. So I would, I would definitely take some time, to look at tools like Answer the Public dot. Go into s SemRush if you use it and click on the questions tab.

Go into conductor searchlight, you know, and filter based on, um, on the upper funnel. Uh, filtering so that you're, you're looking at keywords where people are, aren't necessarily ready to buy or even considering buying, they're trying to solve problems. Those types of queries can generate a lot of traffic for you.

Even, our little page on wire Yelp reviews or how important are Yelp reviews and, um, anatomy of a local landing page, right? All of those types, of queries. Our upper funnel, they don't necessarily drive customers right away mm-hmm. , but they can play a big role in, um, helping us to attract links to our sites as well as, um, uh, triggering remarketing so that we can bring them into the lower funnel eventually.

Mm-hmm. , getting them to opt-in and seeing where they are, you know, and. In our own CRM and just continue to nurture, and nurture that lead until they actually become a lead. Um, I think that's, that's a great way. And, and so there's, there are a million different strategies and we've, what we've done, we've evolved ours over time.

We used to say, here's, here's the, you know, uh, suspicious links we should probably clean up. We put that first. Um, Google's done such a great job recently of filtering a lot of that out, that we don't pay as much attention to it. So at the end now, um, here are where. The top competitors in your industry are getting links.

So we'll take the top 20, 50, 100 competitors in your industry, uh, run them through, you know, um, a link research tool, and come up with a list of the ones that are linking to most of our competitors. Hey, you're a surgeon. Surgeon.org is linked to all of your competitors except for you, right? Mm-hmm.

Yeah. So finding, finding those, those semantic opportunities. So what we've done is we've broken it into two phases. Uh, we've broken it into quick wins. , right, which is three to four months of some quick wins. And then we, we've, um, have a phase two where we get into more of, The more challenging types of and, and more resource heavy types of link building.

Now the quick ones are easy. The first thing you do is, fix all the broken links. If there's a lot of, you know, links coming to your website and they're going to four or four pages, let's redirect them to the most, uh, to the corresponding page that you moved it to so that you can get back those links.

Uh, a major restaurant brand we work with had, what was it? 5,000 links pointing to. 15 different, four or four Veterans Day free meals pages. Wow. Wow. So we created a static, you know, URL. Mm-hmm. an evergreen page. And we redirected all 15 of those four, four pages to, the new page. And we reclaimed 5,000 links almost overnight.

You can log into your Google Analytics, go to content, um, uh, do a filter by title, and look for any title that includes not found. Take that list, put it in a spreadsheet, and then put a column next to it of where those pages should be. Set that redirect in place, and probably within a couple of days you'll reclaim a dozen, maybe a couple hundred wow links that you would've lost.

That's number one. Unlinked Mentions are another easy way. Any website that mentions your brand but doesn't link to, you can reach out and say, Hey, it might be helpful to your users if they can click on our name and visit our website. Don't ask for the link. That's, you know, again, it's, yeah, it's a stigma about it.

Right. Um, the other quick win that you could do, um, so we've got broken links, uh, we've got unlinked mentions. Uh, what's another really quick win of something that you could do that doesn't take a lot of time? You could do the same thing with the broken links. competitors. If competitors have pages that went away and you can create a better page than what they had, then you can go back out to those websites that were linking to your competitors, going to a four or four page and saying, Hey, we've realized this link is dead.

Maybe consider ours as a replacement for it. Mm-hmm. , ours is, you know, it's, it's up to date, it's 2022. It had some cool things in it. Yeah. If ever mentioned you in it. Right. And sometimes doing a little bit of that ego bake can help. Yep. Uh, then getting into the more complicated, let's get those links.

Competitors have. Let's create some really creative ideas. Let's, let's create some tools, some calculators, and some features on our website that everyone will wanna link to. Hey, we're a design site. Let's create a color palette page that's super dynamic and interactive. It's gonna cost us $15,000 to do it, but we're gonna earn 15,000 links out of it, and the whole industry will be linking to us as a resource because of all these great tools that we have on ours.

let's, let's solve the common problems that our customers have. Hey, customer service. What are the questions that you get every day? Mm-hmm. , let's create some answers on our website that could solve those things. Let's scrape Cora and answers.com for questions people have in our industry. Mm-hmm. , you know, and, and create content around those topics.

Um, Some of my favorites. Um, progressive has a dress-like flow for the Halloween campaign that I love. Okay... I love watching how many people go to Progressive cause they wanna dress like Flow for Halloween. Yeah. Um, uh, when web design goes to hell, is this article by, um, was it the oatmeal? And I remember as a web designer reading, this graphic.

And going, oh my God, that's so true. So many clients think they know so much more than we do about what we do, that we get to the point where we're just like, like, look, just do whatever you want. Yeah. But it's this funny comic that's earned thousands of links to it because of it. Resonates with, um, you know, with a, with a certain audience.

And every day more and more people are sharing this and re-sharing it and, Hey, doesn't this client remind you of this link? Right? Yeah. Yeah. So, um, yeah, there's, there's a lot of cool ideas. You could do a Google search for great link-building ideas and or link-bait ideas and, and find a huge library, uh, that exists out there, ways that you can attract visitors to your website using, you know, link bait tools, guides, glossaries.

Uh, you could do some cool things like scholarships. Community events are huge. If you can do a community event and then go to your neighboring businesses and get them to link to you, especially if you're a brick-and-mortar and you're trying to get people to your restaurant mm-hmm. , you can go out to all the other businesses in the community and, and invite them to participate.

They're not gonna have time. They're not gonna have money to donate, but they're gonna feel bad that they have neither, and they'll at least give you a link in their blog post to help you promote the. and how great would that be for Google to find hundreds of links to your site from neighboring businesses that are all linking to, with maybe even with your name, address, phone number, and a short description of what you do that might include keywords.

Right, right. So I think, I think there's, a huge, um, unlimited, infinite, um, idea library of what you could do to attract links without having. do a lot of outreach.

All right. So did you get a lot of value out of this one? I know that I did. I feel like topics like SEO are one of those things that pretty well every single business owner needs. But every single business owner struggles with it. It wasn't necessarily called out in the show, but I want to stress how important it is for people to be linking to your website.

So when you think about this, this is just like humanity, right? If you have someone who's very, very popular, who has a lot of people, Who are connected with them, and a lot of people who want to be a part of them, you should consider your website the exact same type of thing, right? If you have a lot of people who are wanting to link to your website and, and posting your link on their website.

You are a quote-unquote popular website, right? So just like if you're a popular person, you're going to have a lot of connections all over the place. The same is true with this, but typically a lot of people will approach this process in a very, very spammy type of way where they're. Essentially begging for people to post the link to their website, you know, on their website.

So not very, very effective. What Steve talked about today was creating a report and what a lot of people end up doing with this report is they will put it behind a. A wall where you have to get, give the email address in order to get, be able to get this report. What Steve is suggesting is taking that same type of report and essentially just posting it on your website and giving it away for free, so that way then other people will.

Link back to you. Other people will link to that report. They'll, they'll show that report on their website through the link, and then that's going to help your SEO as well. So different mentality, a different way of being able to use those types of assets that typically you're holding to yourself. Give it away and let people link to you to create that popularity and that way you're going to have this wave of SEO.

The link-building ability that's gonna start growing and, and driving traffic to your website organically. Steve has a great special for us here today. Normally this costs about 600 bucks, but he is giving it away to our listeners for free. So if you go to the academy of search.com and use the code s e o, Steve, you'll get the course for free.

Remember that was $600 and you're going to get that course for free by going to the academy of search.com and using the code SEOSteve. If you want to reach out to Steve directly, he can be found at SEO Steve pretty well everywhere. And Steve also said that if you ever have any questions like, why am I not ranking for this SEO term that they offer?

His team offers Free advice on his social channels, and that is just Wiideman, which is at Weedman, W I I D E M A N. And if you want to understand what the wealthy do, head over to invest in square feet and sign up for the newsletter. We include additional tips that you can only get from the newsletter and we.

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What if the qualities we look for in our salespeople - being agreeable, friendly, and eager to please - are actually hindering our sales and costing us profits? In this thought-provoking podcast, sales expert Jeremy Miner challenges the conventional wisdom that a happy and accommodating sales team is always the most effective.

With decades of experience in the sales industry, Jeremy brings a fresh perspective to the table, showing how a different approach can "pull your clients in" and avoid the common pitfalls of traditional sales techniques that often trigger resistance in potential customers.

From door-to-door sales teams to high-level boardroom negotiations, the insights shared in this podcast have the power to transform the way you think about sales and revolutionize the way you do business. So join us as we explore the fascinating world of sales psychology and discover how to unleash the full potential of your sales team. Get access to a free mini-course called the NEPQ 101 Mini-courseSign up here: www.salesrevolution.pro

I had the opportunity to spend quite a bit of time with some very, very, very successful people, and we were talking about legacy and what we want our legacy to be. What do we want to leave behind after our days are over? And a really interesting. Comment was brought up, and this is something that I think I need to share with everyone because it's something that not very many people think about.

We all think about all of the success, and we all think about what we're going to leave behind and how great it's going to be for whoever it is, whether that be an organization, our families, or whatever it might be. We're proud to leave all of them. Things are behind to the next generation. This one particular topic, though, really stood out and made me realize that, yeah, you know, I have some work to do in this area as well.

As many of you know, my father passed away when I was 16. He drowned in Cape Hatteras. And I'm not gonna get into all the details as to what happened afterward, but essentially this idea, this concept that was brought up was something that I lived through as well, and the idea is so simple. All you have to do is just put instructions in place for whoever it is that you might.

Giving your assets to afterward. Tell them bank accounts, tell them, you know, plans who, who has what information, how, if you have a business, how does the business run? Who is responsible for what? Just planning out and giving that information to you. Heirs can be incredibly, incredibly powerful and they will thank you over and over and over and over again for having the foresight to be able to put all of that information in place and have it in one area so that people know and understand it.

On Invest in Square Feet, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively in multi-family real estate. Okay, so today we're going to have a really interesting conversation with a sales professional named Jeremy.

If you've heard of him before, you probably know that he has some, we'll call it unorthodox ways of selling, and we'll get into this, but most sales trainers, most salespeople approach sales with a very. I guess the happy type of mindset. You want to be the person that is very upbeat and positive when you approach whoever it is that you're trying to sell to.

And Jeremy teaches a completely different idea, and I can tell you from experience that this does work. This does get you more. Engaged with your sales prospect, so I'm not gonna spoil it. I'm not gonna go any deeper than that. Jeremy's gonna dive into the entire process, and how you can increase your sales, and it is completely unintuitive to what most people believe.

I remember the sales manager was like, Hey, Jeremy, just remember when they opened the door. You gotta be really excited, be really enthusiastic, and start talking to 'em about all the great things this is gonna do for them. But I noticed from the very first door, That I was getting all these objections every time I, the more excited I was, the more turned people, people were, more turned off, the more excited I was.

We can't afford it. We don't need it. We already have a company for that. Uh, we already talked to you guys last month. I need to talk to my spouse. Let me think it over. Can you call me back a week, a month, or a year later? And I remember probably about seven to eight weeks in of that if I remember. There was this one time I was, I was standing on the curb.

I was actually sitting down. I still remember cuz my legs, like when you, have you ever done door-to-door sales? Sure. Yeah. Yeah, absolutely. You know, when you go around door to door for 10 straight hours, your legs start to get pretty damn tight. Mm-hmm. , right? Like, it's, it's a, it's a workout in itself and you're talking like the middle of July, full humidity, sweat, drench down your back, you're at nine o'clock at night.

And I remember one particular, it was a Friday night. I was sitting there waiting for the sales manager to pick me up. I'd worked 12 hours that day and made zero sales. So when you make zero sales in a straight commissioned sales job, that means you make $0. You can be better off working at McDonald's. That whole week I'd made zero sales, so I'd worked 60 plus hours, made $0, and I remember setting there, just barely married.

Child on the way, how can I go home to her and say, we don't have enough money to pay our rent in a couple of weeks, we're gonna have to move in with your parents. Mm-hmm. live in the basement. It's gonna be one of those guys. Okay. Yeah. My pride, I did, I had too much pride to do that. Okay. And I remember thinking like, you know, maybe.

Maybe selling just wasn't for me. Maybe I just wasn't a salesperson. I was not born. I need to get a real job. Okay. And I remember, uh, when the sales manager picked me up that night, he popped in a Tony Robbins cd, cuz 20 plus years ago, people, believe it or not, listen to things that are called CDs. Mm-hmm, he popped in the CD and I might be butchering it, but he said, he said something to the fact that, that most people.

For the simple reason, they don't learn the right skills that are necessary to succeed. They don't learn the right skills. Now, I went on to say that everybody's taught skills, but the people who fail are the ones who were not taught the right ones. And when I heard that it was like this. It was like the kind of the.

Maybe the heavens open up to me like there's this light, light bulb moment, like, you know, like the God was speaking to me and sent down his messengers. That may be what the company was training me and what I was learning from some of the old sales gurus. Maybe they just weren't the right skills. Maybe they were outdated.

Maybe they just didn't work. Very well with today's prospects. I never thought that that could even be a possibility. I was so new in sales, I just didn't know what I didn't know. Mm-hmm... And at the same time, my degree that I was going to school for magically thought heaven's behavioral science, and I was getting a minor in human psychology.

Okay, which is kind of important to understand in sales. I don't think most salespeople understand the psychological impact, of the way the brain thinks. And so I was learning from my professors that the most persuasive way to communicate was here the theory, but from the gurus, they were teaching.

It was over here. It was like completely opposite. So I'm like, how do I take the theory of behavioral science and how the brain makes decisions to do something or not? How do I take that and put that into a sales process? Mm-hmm... So that was my whole thing at that point. How do I do that? So I started learning how to use techniques that work with humans.

So instead of pushing my prospects that trigger sales resistance that most salespeople are taught, I started learning from just the way human beings interact and the way they think. Psychology to get my prospects to pull me in where I didn't have to push when I started learning that skill. Selling became very, very easy and extremely profitable from that point.

Are you with me? Yeah. Yeah, yeah,

yeah. So, so walk through an example of that, like, right? So I would imagine that when you first started out selling whatever it was you're selling, you know, as you know, knock, knock, knock on the door. , you know, Hey, you know, ma'am, we're, we're here, we're selling, you know, this product, and it's, you know, gonna be great.

You, you're gonna get this and this and this, and Oh no, I don't want it. I don't want it. As you said, you went through all the different objections. What, what did that turn into after you started realizing this? How did that, how did that pitch change, would you say?

Yeah, and it's obviously different door-to-door than if you're selling B2B or more inbound leads.

Outbound leads, which I can give different examples for that as well. But you know, what I started noticing is that the more I looked and acted and talked like a salesperson, The more resistance I was getting from the prospect. Mm-hmm... So I started thinking, even in those days, 20, it was about 22 at that point, how do I reduce that resistance?

So I'm not competing with that in the first minute. Because if you're competing with sales resistance the very first minute, it's so hard to overcome that. You're just competing with objections the whole time. It, just makes selling so stressful when it doesn't have to be. So how do I reduce resistance?

So as a door-to-door salesperson, which is gonna be different than if. Selling to a boardroom meeting. It's a little bit different there, but what I started doing is I'm like, Instead of wearing all these nice clothes that my sales manager taught me I should wear and like nice watches and jewelry. Cuz that just smells like what, right?

Sales. Salesperson. Salesy. Yeah, exactly. Salesy. How do I, how do I get them to view me not as a salesperson, even in my wardrobe? So I'm like, okay, what I'm gonna do is I bought like a $10 Walmart watch. Cause I didn't have any money anyways. It wasn't like I was doing a fancy watch, but I bought like a $10 Walmart watch.

I remember I put a tape. On my side of my, of my, my pants, I wore just cargo khakis. I wore a white New Balance grandpa shirt. Do you know what I'm talking about? The white new balance, like when you become grandpa age, you start wearing the white new balance cuz you want the cover. I started wearing those as a 22-year-old

Okay. Just a regular polo shirt. Very basic. Had the company logo on there, and then I'm like, okay, what other things can I do? I got a metal clip. like this with like a survey thing on it, so mm-hmm. , I think I'm more like a meter reader. And then I went and got a lime green and an orange construction vest.

I'm not kidding when I say this. And just that alone, when they came to the door, lowered resistance cuz they didn't view me as a salesperson trying to sell them something. So instead of being up in their grill like I was, I was more back and I was sitting here like, Looking around the home, you know, kind of looking around like, I'm doing a survey, and they come, they're like, oh yeah, how can I help you?

And I'm like, yeah. Are you guys the, um, are you guys the, the homeowners here very like, confused, like Yeah, yeah. We're the homeowners. What's going on? Immediately? Instead of like triggering sales resistance that most salespeople do in the first 10 seconds, I'm triggering curiosity. Okay. Just that alone, man.

I could go into a lot more, but just that alone, right there almost, I call it the confused old man, because when you hear a confused old man, what do you wanna do? You wanna help you help. Exactly. Exactly. Help, right? You wanna help the confused old man? That's a great analogy. Just by that lowered sales resistance by 80, 90%.

And then if you have the right questions to ask at the right time, you trigger to be more cur. One thing we all have to understand, this is just behavioral science 1 0 1, within the first seven to 12 seconds of any sales interaction you are involved in. Mm-hmm. , whether that's. Door to door, whether that's on a cold call to a company, whether that's presenting to a board of directors, whether that's in a home selling B2C or an inbound lead.

You're setting here like we are on Zoom. Your prospects subconsciously, we cannot even help it the way our brain works. Are already picking up social cues from you. They're picking up on your verbal and nonverbal and body language cues from your tonality and what you were saying and or asking that triggers their brain to react.

This is scary. If we don't understand this, react in one of two ways. Okay? So if we come across as aggressive, overly assumptive, and needy, you know what I mean by needy, right? You can tell when the salesperson needs the deal, right? Hey, do you have two minutes of your time or I can? Nobody believes you're only gonna take two minutes of time.

You're needy and you come across attached. And you don't know the right questions to ask. It triggers the brain to go into what we call fight or flight mode. You've heard of fight or flight mode, right? Sure, absolutely. Everybody has. But does anybody know what triggers fight or flight mode? Most people don't.

And as a salesperson, you probably want to understand what triggers fight or flight mode. So you eliminate that so you don't trigger fight or flight mode cuz then you're just competing against the Great Wall of China, I call it. Mm-hmm... It's like the great wall of objections you have to then break down.

I'd rather not have a wall at... I'd rather just have complete openness so I can do that. So that's where the prospect, when you trigger fight or flight mode, as everybody knows they do what They get defensive. Mm-hmm. , that's flight mode or flight mode is they try to get rid of you and they say things like that, oh, I forgot about the appointment.

Hey, I'm too busy. Can you call me back later? Oh yeah. Call me back Saturday night at 10:00 PM Okay, I'll call you back Saturday. And then they never answer. Right? Yeah. Or, you know, after we, we just don't need it. Uh, we're good. We already used somebody for that. How much is this gonna cost me within the first 30 seconds?

You're just, you're triggering that. Okay. Now, once you learn how to work with human behavior, okay, we call that neuro-emotional persuasion question. It stands for n e p q, and you learn how to come across more. In your conversations now when I need, when I say neutral, that means you're unbiased. You're not quite sure if you can even help yet.

How? How could you even know if you could help it? Like if somebody comes to you and says, Hey Jeremy, I appreciate you. Let's say you're going in front of a boardroom meeting and they're like, Hey Jeremy, this sounds really good. Somebody you haven't even met yet. A decision maker. You've met with three or four other decision-makers.

Now you're coming in, there's eight. Four of them don't even know who you are. And they're like, Hey, we are to use a vendor for this. Why should we go with you? What would most salespeople say when they heard that? What do you think they would say? Yeah, they would, they, they start going, oh, we're the

best at this, or You should go with us because we've been ranked the number one in customer service and we've, JD Associates ranked us, and our clients are this and this and this.

That's why you should go with us and our competitors. It's in one ear out the other. Because why? Because every salesperson says that. So they just associate you with everyone else trying to stuff their solution down their throat that's ever tried to sell them something. So what I wanna do is I want to disarm that person.

I want them to let their guard down. because if I can get them to let their guard down, then they become open to what I'm offering. Mm-hmm. , if I can't, very hard to make a sale. Okay. Or it just prolongs the sales cycle by 10 times. Okay. So if they say something like that, I'm just gonna lean back and say, well, I'm not quite sure that you should yet.

Yeah. You know, we'd have to understand a little bit. About what you're using right now in X, Y, Z areas, just to see if we could even help, because there are some firms where there's just not much we can do for them, and they're sometimes better off staying with who they already have. So for example, we need to understand and then boom, I want you to watch when you do that, the body language and the demeanor of the prospect when you say, well, why should we go with you?

Well, I'm not quite sure that you should yet. , if you pause two or three seconds, they're gonna be like, mm-hmm. Yeah. You can just tell them, it's just it, you take over the status in that room. Mm-hmm. , because experts and authorities don't need the sale. They already have all these clients that are getting results.

They don't need you. In fact,, when you do that, it's almost like they view you much differently. They're like, Okay. Maybe I should listen to this person. He doesn't seem needy. Mm-hmm. , because when you feel that somebody's needy, let's say you're, you say you're single and you're chasing after somebody, you're really interested and you just keep chasing them in the beginning, what do they typically do?

Yeah. They're gonna run away. They run.

Yeah. But if you act like you don't need them, what do they typically do? Yeah. Then, then they're all over. Yet they, yeah. They want that. Pull you in more. It's the same thing in sales. I, I don't know why nobody's putting that together yet... It's just. Human Psychology 1 0 1.

That is so interesting. So, You know, obviously, again, this, this can go in all kinds of different directions depending on exactly what you're trying to sell and the, the, uh, the, the platform or the median that you're trying to use it in. But do you have, a framework or a structure that you would say, you know, works pretty well in pretty well?

You know, any situation too. Again, ki that that opening comment, that opening remark, is it, is it essentially, you know, I'm, I'm not sure you

should or, so biggest, the biggest problem with most companies and their salespeople is that their salespeople do not have a structured sales process that everyone in the company is following.

everybody's doing their own thing. They're just winging it. And then the, the owners, the, the sales management are wondering why, oh, y you know, they're losing 30% of their staff every six months having to replace 'em. They just, there's no se there's no sales structure that actually works. Mm-hmm. the reason why, our company has grown so fast, like Inc.

Uh, I mean, it doesn't really matter, but Ink Magazine ranked us the fastest, or Inc. 5,000 list, ranked as the number one fastest growing sales training company, not overall. , but number one, fastest growing sales training company in the United States last year in just our third year. The reason that is, is because our sales structure, our methodology that we train companies, n e PQ works for any industry.

Mm-hmm... When people say, well, I don't know. I know you train this company in that company, in this industry, but I don't know if it'll work for me. I sell X, Y, Z, and Z digits, and it has to be sold a certain way. I just don't know. All we simply say is, do you sell to human needs? Mm-hmm. ? Yes. Now, do the human beings you talk to, do your prospects talk to, or do they have problems?

Yes. Or do they have at least emotional needs? Yes. Does your solution solve those problems and emotional needs? Yes. Then what we train you would actually work for what you sell, okay? Mm-hmm... So we use a methodology called N E P Q which stands from neuro emotional persuasion. Persuasion questioning. So from the start of that conversation, okay?

From what we call connecting questions, which take the focus off you. Put it on them. Mm-hmm. from situation questions that help you and the prospect find out what their real situation is from problem awareness questions. This is all structured, okay? It's not out of order. It's in a structure because it persuades them the most.

It pulls them into the most problem awareness questions that help the prospect find out what their real problems are. One thing we all have to do, and we all know this, is that most of your prospects when you initially start talking to them, don't even know that they have a problem. , or maybe they know they have a problem, but they don't really know what the problem is.

They know that something's wrong, but they don't know what the real problem is, or most of them don't really understand the consequences of what happens if they don't do anything about solving the problems. So when you learn what we train you, not only are you able to help them find that one problem.

but you're also helping them to able to find two or three or maybe four other problems they didn't even realize they had. And when you're able to do that, not by telling them that you tell them what their problems are, it does what one ear out the other. You're biased, you're the salesperson. Your questioning allows 'em to see.

How bad their problems really are, and it builds a massive gap in their mind from where they are. We call that their current state or current situation compared to where they want to be. We call that their objective state. Now, what's the gap in between all of these newfound problems that your questioning skills allow them to see they have, that they didn't know they had before?

When you're able to do that, they start to view you. They don't view you like all these other salespeople trying to push something down their throat. Yeah. They view you as the expert, the trusted authority in the market that they're going to buy all of the time. So problem awareness questions help you and them find out what their real problems are, and the root cause of the problem.

See, most salespeople can help them find a problem, but they're not able to help the prospect realize what the root cause of that problem is, and then most importantly, how those problems are affecting them. , personally, I'm talking even CEOs of Fortune 500 companies, how those problems are affecting them personally, the business personally.

Okay. Then we wanna move into a stage called solution awareness questions that allow them to see what their future's gonna look like once all these newfound problems are solved. So they're like, oh my gosh, this is what my future's gonna look like for me, for my business, for themselves personally, depending on what you sell, B2C or b2b.

And then we wanna ask what's. Consequence questions that allow them to see what the consequences are, the ramifications are if they don't do anything about solving the newfound problems, okay? Mm-hmm. , then we're, if we're in B2B sales, we're then either going to transition into the next step. That could be a demo.

The next step could be a proposal. The next step could meet the board. The next step could meet the next decision-maker. Just depends on what your next step is in your sales cycle. B2b, if you're in b2c, If it's a one-call close, say you sell life insurance or something, just as an example, be the next step presentation.

Okay? Or maybe it's a two-step next-step demo. Then the close just depends on your industry, and your process. We teach all of that. And then how do you present? How do you present back where it emotionally connects the dots? So instead of boring your prospects to death with like a 50 mm-hmm. slide deck.

About, here's our corporate office. It looks so fancy. Here are our awards. Nobody cares about that. I hate to tell you this. Nobody can give an S h I T about what your corporate office looks like or how many awards you won. They can Google that themselves and look at your company website. They do not care.

You are just boring them. We wanna connect the emotional dots of their problem. , the root cause and where they want to go, and how our solution will actually solve those problems and give them where they want to go. That's what they care about. Mm-hmm... And that gets 'em to think results-based thinking.

Over price-based thinking, because if you get 'em to think price-based thinking, you're dead. They're just gonna negotiate you down. You get 'em to think results-based thinking. They will gladly pay way more to your company to solve their problems and get them what they want. If they can feel like you can get them the best result, they will gladly pay way more.

I can assure you that. Mm-hmm... Mm-hmm... And then we wanna ask what are called commitment questions that get them to commit to take the next step and purchase what you're offering to solve their problems. So that would be the sales structure. in an overview, bunch of boring nerd stuff. I know. No, no.

I, I, I love that and I, I, I'm, I'm curious.

Um, I, I think that a lot of people will go in, as you said, they've got their 50-page or 50-slide deck thing Correct? And go into this pitch and here's who we are, and we did this, and we have this and, and all of this fi Yeah. And finally, in the end, they get to whatever it is that they're, you know, they're, they're trying to sell with your approach.

Would you, would you say you're selling in a boardroom? Would you walk in and, and, you know, start going into that? We're

gonna have a presentation up on the board, but we're also gonna take him... It's not like we're just going into the boardroom and that's the first meeting we've had. Yeah, it's typically a first-call discovery.

If you're selling b2b, for most industries, the first call's gonna be a discovery call with some type of C-level executive. That might be part of the decision-making process, probably not right. And then you're navigating. You have to learn the right questions to navigate through the organization and bring in the other decision-makers.

Forbes had an article the other day, about the average company in the United States of America, we're not even talking Fortune 500 or Fortune 100, just the average size company has 6.7 decision makers and or influencers. Now, even if it's not a decision-maker, what happens if you're selling some type of software?

Let's say that you're selling cyber. And you're selling to a bank, say Wells Fargo for example. I'm just throwing out some. In some companies, not only do you want to get involved, the decision makers, let's say the CFO, F, or the CEO make the ultimate decision, I dunno, or the department, but let's say the CTO O is gonna be the one that's gonna have to train.

their staff on how this new software works. They don't make the decision, but they're the ones responsible for training the staff. Do you think you probably want to get that C T O and the department head over there involved because do you think they can influence the ultimate decision maker on what they decide to do?

Hell yeah. Because, the ultimate decision maker might not be down in the trenches and even know what their problems are. They might have zero ideas, they're over the company. They don't know what's going on in the cybersecurity part. So not only do you have to get the decision makers involved, you have to get the influencers because that c t O might feel his job is gonna be threatened by this new software.

They could feel like it's gonna take too much to install it, it's gonna take too much to operate it, and then they. Shoving it off to the decision makers and dissuading the decision maker, and then the sales loss. So you have to know how to navigate and bring those other people in. But if you're in a boardroom, typically there's gonna be even other decision makers in there who don't know anything about you.

You go in there and just go through a presentation, you're, it's like you're wing it. You're hoping and praying that something you said in the presentation is gonna stick and they're gonna magically buy. Uh, we call that. , you know, it's a drug. I love it. So many salespeople take where they hope and pray something they're gonna to say is gonna stick.

And that's a hard and unpredictable way to close sales. It just, you have no control. So we wanna go in with that sales process. It might be an abbreviated questioning process, but we're gonna start off that instead of like, Hey, going right into our pitch. We might come in and be like, now John, I know, I know we've, we've met and we've talked about X and Y and Z.

Let's, let's do this. We prepared something to go through on how we could. You know, the challenges, that Jim and Laura brought up the other day, but just so I don't go over things that they might have already discussed with you, what would everybody like to cover today? Just to see if we can actually help.

Mm-hmm... And then I want to get like, well, we wanna cover this and we wanna cover that. And I'm like, okay, now I know where to go. And then I'm gonna ask more questions about that. I might start going through the presentation, but I'm also gonna stop and ask situation and problem awareness questions while I'm going through the presentation.

So instead of a 50-slide deck, I might have that down to 10 or 12. My questioning skills are really pulling out more emotion. Cause that's where decisions are made decisions. And then I can close that. Dig you with me.

Yeah, yeah, for sure. For sure. That makes perfect sense. Um, if you, if you could draw a picture of.

Some of the results that you've gotten, right? Like what, what a salesperson's results might have looked like before they were going through your training. Look like after,

I mean, I could, we have over 7,000 testimonials, in the last 28 months. So, we train every industry. So Forbes says there are 158 industries and then subsets of those, we're in all of those at this point.

So, uh, we have, we trained over 351,000 salespeople in the county. In, the last three years, over 7,000 testimonies. The hard part about getting testimonials from salespeople is they never wanna. Yeah, how they're outselling everybody three to one. It's like pulling teeth. Like we don't, we don't even ask people anymore.

People just come into our Facebook groups or ads and they'll post like, Hey, I started going through N PQ a year ago and my income went from 5,000 a month in commissions. Now I'm making 25,000 a month in commissions. Selling the exact same thing. Or, you know what? We have this home improvement company and we were doing 5 million in sales two years ago, and last year we did 47 million in sales, like massive results.

You know, that's why we're ranked so high on, the INC 5000 list because you can't have that type of growth as a company without getting crazy results for your clients. Mm-hmm... And that's kind of why it's spread from, you know, fortune 100 companies. We even have a few of those clients now, all the way down to celebrities like Ryan Sirhans, one of our clients, the Million Dollar Listing New York guy, we train all of his salespeople that sell real estate, and lead generation coaching programs.

Man, you know, wasn't that a great conversation? I know that I learned so much, and I hope that you did as well. So in today's episode, we learned just how important it is to approach the sales process from your customer's point of view. What is it that they're concerned with? What is it that they are interested in learning and fixing on their own?

We learned how that typical, happy, upbeat characteristic that most salespeople have can actually be creating sales rejection before the conversation even starts. Success in sales is all about building relationships, and when you approach the sales call from a way where you are truly trying to understand what it is that the customer is struggling with, and what are their concerns, you're going to build a much, much deeper, more lasting relationship.

If you're interested in learning more from Jeremy, I suggest that you check out some of his Facebook groups. Jeremy gives away a tremendous, tremendous amount of value for free in those groups. But he also has a free course@salesrevolution.pro where you can sign up and again, you get a free course called N E PQ 1 0 1 mini course, and he says that there are a few questions included in that mini-course, and just including those few questions alone to your sales process is going to increase your sales.

And don't forget, if you wanna understand what the wealthy do, head over to invest in square feet and sign up for our newsletter. We include more content in that newsletter from our guests, and you can only get that from that newsletter. That is also how you learn about different investment opportunities in real estate and technology that we personally invest in.

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If you're a business owner struggling to set the right prices for your products or services, you won't want to miss this. We're going to dive deep into the world of pricing and show you exactly how to identify the key factors that determine whether your business is maximizing its value or leaving money on the table.

Are you worried that raising your prices will scare off customers? We'll tackle that head-on and give you the tools you need to confidently price your offerings at their true value. By the end of this episode, you'll know exactly what to look for and how to tell if you're undervaluing your work. But that's not all! We'll also give you practical tips and strategies for correcting any undervaluation and maximizing your profitability. You'll learn how to communicate the value of your products or services to your customers in a way that builds trust and inspires loyalty. So if you're ready to take your business to the next level, join us and learn how to set the right prices for your offerings and how often to update them. Links and Resources LinkedIn: Chad Harward Website: ppmanagement.com

I love when I come across information that just makes so much damn sense. A few days ago I was introduced to a gentleman named Jason Duncan. I'm not sure if you've heard of him or not, but he has a new book called Exit Without Exiting and one of Jason's core principles. And, and I should say that Jason is very, very successful as an entrepreneur himself.

Uh, and he attributes this one. The key concept to his success and that concept is delegation, right? This is something that we all know that we should be doing, but Jason breaks this down in a way that I've never quite heard before, and I realized that this was something that a lot of entrepreneurs struggle with.

I was actually talking to an entrepreneur a few weeks ago who was upset by the output that he received from a new. Most of us think we can tell someone to do something, and that means delegation. This is something that I don't want to do, but I'm going to have somebody else go ahead and do it, and I'm not going to tell them anything about it.

But I have this idea. I have this thought in my mind as to what the deliverable should be, and when I heard Jason's description of delegation, this exact problem. is completely eliminated, and it does go back to the entrepreneur who is asking the person to complete whatever the task may be. So the way that Jason describes delegation, actually involves three different parts.

So whenever you are asking someone to complete a task, you also. Have to tell them why it needs to be done. You need to explain how this task fits into the core mission or the objective that you're trying to accomplish. You can't just tell people to do something and expect it to come out the way that you expect it to in your head.

Along with that, you also need to tell them how to do it right? So are there tools? Are there systems? Are there other pieces of information that are in different locations that they need to pull into, whatever that end result is, right? So you need to show them how to do these things. You also need to describe when it needs to be done.

Is this a one-time task? Is this something that needs to be done by the first or the 15th every month? They need to understand what type of limitations you are expecting from them. Is this something that you need just sort of off the top of your head and you expect it within a few hours? Again, you need to describe.

What the cadence is, how often you're going to need this, and when you're expecting to have it done. So there you have it. Is that the way that you delegate projects? I bet you if you're like most entrepreneurs, it probably is not. So keep that in mind the next time that you are asking someone to do something.

And with that, let's get on to this week's episode.

On the Invest in Square Feet Podcast, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners just like you, protect your wealth so that you can invest passively into multi-family real estate opportunities. Today we're going to be talking about concepts that hit very, very core to the problems that entrepreneurs run into.

When we all start our companies and our businesses. We have these great ideas as what life is going to look like. But as we get into actually running those businesses, life doesn't look quite the same way as what we envisioned it. And this is a problem that a lot of entrepreneurs struggle. Today we're gonna be talking to Chad Harward.

We're gonna be tackling things like how to set the correct pricing for your offerings. We're going to discover some key factors that can determine whether or not you're maximizing the value of your business. This is a big one. We're going to overcome the fear of raising prices. I know that this is something that a lot of entrepreneurs struggle with every single day, and probably the most important, we're going to master the art of pricing to be able to take our business to the next level.

And then we're going to talk about what to do when you reach that next level and how to remaster your pricing to. To the next level. So you are always improving and you are always striving for that next level.

I'll give you a couple, uh, a couple stories. One of my favorites was, A remodeler I met with, and one of the questions I always, uh, ask everybody when I first meet with them because we, we treat everybody like they're our first conversation, first client. Um, and value is very individual. You know, one person's form of such version of success and, and hitting the mark is different than someone else's.

So we never tell people what that is for them, but I will ask them, what does that look like? Uh, one of these remodelers, I, I asked him, so what would be, if, if we were together, what, what would be a winning outcome for you? And he said, you're gonna think I'm crazy, but if you can help me, Six to eight hours a night.

That would be life-changing for me. He literally was doing beds after hours until, you know, 3, 3, 4 in the morning. He forced himself, to try to get some sleep because the rest of the time he was so stressed. And Anxie has anxiety of. Of, you know, how am I gonna get this all done? Am I gonna make enough money?

And so he just, literally, his business was literally killing him. He says I am just really concerned. Doctors told me I gotta figure out a way to, you know, sleep. And, uh, it was cool within 30 days. He said, I am, I'm a new man. I, I can't believe what it feels like to have six to eight hours of sleep. Um, so that was one example.

On the time side, we also look, at the money side. Um, we've got, uh, uh, one of my favorite stories there is a, uh, a custom pool contractor, swimming pool contractor. I met with him and his wife. , uh, she was, she was really stressed. She wasn't part of the business, but she was, if you're an entrepreneur, you know, your spouse is part of the business, whether they want to be or not.

And all that comes with that, cuz whatever is at work comes home. She says, Man, I, you know, I don't see him a lot. Uh, secondly, we're making money. We seem to be paying bills. I have no idea where the money's going. We don't have. , like a long-term plan. I don't, we don't really, we don't have a retirement set and I'm just nervous.

What if he stops? What if something happens? Um, we have no plan B and there just seems to be no other than him just working around the clock, there seems to be no constant to our, our plan. Um, she says since, since he's gone through working with you guys, uh, not only have we. , uh, paid off our house. We have doubled our income.

We contribute 20,000 a month to a retirement plan that we didn't have before. And more importantly, I know exactly where all our money is, where it's going, and why it's going there. And she said the peace of mind of knowing that has is, is, is priceless. Uh, just super grateful that, um, You know, I went from unknown stress, uncertain to I, I know exactly every component of our life and where we're going next and when we're gonna arrive to the next point.

And having my husband back has been worth its weight in gold cuz truly for the same reasons he can truly connect with me. And when we go on vacations, we can be on vacation and both relax and really enjoy our life together.

Yeah. No, that's, that's incredibly powerful. So what would you say is the average, um, conversion time, I guess you can call it, where you, again, someone comes in their life is a mess. The exact stories that you just said too. Um, you know, this is, maybe not, you know, at the peak of things, but like this is a dramatic shift in the right direction.

What, kind of timeline are we looking at, to be able to start achieving and feeling some of those changes?

absolutely. So it's interesting. The time comes sooner than money typically. Um, but within, like I said, this remodeler, uh, consistently within 30 days of us taking what they're normally putting into their business on a typical day and restructuring it through measurements, systems, processes. within 30 days easily, they start feeling and seeing a difference in their day-to-day operation from a time standpoint and what I call emotional overhead that they've been putting in, in the form of stress, firefighting, reacting, um, it already starts feeling lighter from that standpoint within the first month.

And then our programs are set up on a six-month increment, so within six months we can take somebody. , uh, what I, what I kind of call organized, um, disorganization and reactionary models or very little systems, processes, uh, measurements. Uh, put our tools in place, have them implemented and operate on those principles.

And within six months, the money starts to show up as well. Um, uh, I would say even in some cases, within three to six months is very real. When they start seeing more profit, they're keeping more money. Their average tickets go up. They're doing ho honestly, um, our, our, our model or our, our, uh, theory is we'd rather you doing less work for more money than maximum work for just enough to get by.

So ways that, um, you know, racing to price and watching my numbers and systemizing that, um, and, and really. Knowing and making decisions off what my numbers are telling me. Um, it's crazy how fast, um, that can make a difference. It's, you know, in business we have lots of numbers, lots of measurements we're looking at.

In fact, that's part of the problem. It's like, what of all this stuff is the most important and what order should I look at as far as. Planning and taxes and payroll and my bids and sales and ratios. Um, if you, there's really only five to seven that we call key performance indicators. If you're, if it's, if I put, uh, you know, I call it, you know, an ounce of effort and resources into that, I get 10 times the return versus me.

For example, uh, one place people like to look at is maintenance and repair. Yeah, it's an expense. It's making a difference, but it's not going to move the needle for us to fix that near to the degree of looking at something that often. Something I don't wanna look at, like most clients. Like I don't really wanna know my numbers.

It just stresses me out and I don't, I'm afraid I won't sleep at night. Well, ironically, they're not sleeping anyway because they don't know their numbers and they're hoping for the best. So yeah, I would say, um, when we have the systems and processes easily, the money side of it within three to six.

Yeah. And, and I, I'm glad like this is a perfect transition because I was, I was thinking of how to, how to kind of work this in, but you, you mentioned the pricing side of things and I feel like that's like one of the biggest challenges, one of the biggest hurdles, one of the biggest roadblocks that everybody puts in front of themselves.

You know, when, when, especially when they're first starting out, like they, you know, I'm gonna, you know, I'm gonna do this and I'll make, you know, $200 off this job. Right? And, and you know, if I can do that five times every week, you know, then I have a thousand dollars and, you know, that's no way to be able to run, you know, run your business, run your company, or anything like that.

Right. You know, you, you want to make sure that. Your, obviously your, your, your, your baseline costs are, are covered, but then you should be, you know, factoring your, your pricing, at least this is the way that I look at it. You should be factoring in your pricing to make whatever it is that you want to be making.

Right. You know, on top of whatever your expenses are. And, um, I'm just curious from your perspective, like, is this, is this one of the major challenges that a lot of people seem to have where they can't, they can't. They, they, they kind of get stuck in this loop, I guess, where you, where they feel like, uh, if I increase my prices, I'm going to lose customers, which then I'm, I'm going to be scrambling for more customers and, you know, I'm not gonna be able to do as much work.

Although the other, you know, the other side that they might not necessarily think of it, I'm, I'm, I'm going to have fewer customers, but I'm gonna be charging them more, so I have to do less, which then is going to equate to more money. But, you know, is, is not going to, uh, involve nearly as much of the, you know, being spread thin and I've gotta be over here and over here and I've gotta do this.

I've gotta do that just to please everybody to make, you know, barely make, you know, ends meet. Is that, is that kind of one of the major roadblocks that everybody, you know, kind of runs?

Yep. You nailed the head. You nailed it. Uh, nail on the head. It, um, it is always. A bigger issue and I will tell you 100%, uh, based on me testing it out myself with my clients, business owners have a way bigger issue with their price than their customers do. Uh, because they go ahead and make the decision for their customer that, oh, they're not gonna be able to afford that.

And what that really is, is me being, being okay, not pushing myself to raise my price to the value. That, that I should be at. Um, let me give you my, there are two sides going on here, Matt. One is strategic and the other is emotional. So let me talk to both. First, is the strategic, okay? And I'm gonna date myself.

If you remember back in the prices, right? One of my favorite games was the Plinko game.

Oh yeah, board, you remember that? Uh, he dropped that little puck down and it bounces around and hits those pegs, and you want it to drop in that $10,000 slot, right in the. Um, and I've realized that strategic pricing and cash flow in business is simply a lingo board.

Um, and, and good cash management works like that. The reality, what? It's the reality. Whether you wanna play it this way or not, you make a sale and that's the hockey puck at the top of the Plinko board. Uh, you drop it down and it's gonna hit some pegs. The first set of pegs is two. the first set of pegs is what we call variable costs or direct costs, which means those are all the costs that are associated with me fulfilling my product or service.

There's only gonna be a few of 'em. Uh, labor materials, uh, distribution, costs of moving the material, and possibly commissions. If I'm paying a commission to have a sale done. At that point, you, you know, it's direct cost cuz you don't have to pay those if you don't make a sale. So they're directly related.

As soon as you make a sale, you obvi, you're, you're on the hook for those costs, okay? And that's what we call direct costs. The next set of, uh, pegs down the p plana board is what we call indirect costs or overhead, um, taxes, rent, uh, loans, um, you know, salary, salary, payroll. Um, labor that's not tied to the job.

Anything that you're gonna be on the hook for, whether you make a sale or not, that's gonna show up every 30 days. That's your indirect cost. And then the, you know, and, and every time that hockey puck or your dollar sign, think of a dollar sign with the, on a, on a top of a hockey pucks bouncing around.

Every time it hits a peg, it shrinks. There's less and less of that dollar and whatever comes out the bottom, that's what you get to keep. That's what we call net profit or the bottom line. , what do I really get for doing this product or service? That's what I get to keep as the owner. Um, the problem is most business owners, small to mid-size companies, they think, okay, I wanna make 10%.

I wanna have 10% come out of the bottom and make 10% of the profit. So I got my labor and I got my material. I'm gonna mark that up as 10. And so all my costs are covered for the job and I make 10% Problem is they don't factor in all of the lower section of that Plinko board and come to find out they're 7% of uh, or 10% or 13% down below, and they make 3% or they lose money on the job.

It's like, well, I marked it up and we, you know, I cover everything came in on the job, but they didn't factor in all the rest of the cost, of running the business. So there's that element, and therefore, the only, there are only two ways to increase what I get out of the bottom is to increase the sale price. And the other way is to reduce costs.

Well, a lot of times it's a, it's a limited amount that we can do with lowering costs. At some point, you've still gotta have help. I've still gotta have a building. I gotta have equipment and vehicles. So you, we, you make way more money. Uh, there's a way bigger upside on increasing sales and increasing price.

Um, so the volume of sales is, is one way you increase the revenue and the other is increasing yours. Raise your price. 30%. It becomes a lot easier to have something left, left over. So mathematically, that's how it works. Now, when we go to do that, then the emotional part comes into play, and they, and we freak out.

Um, and I believe it's because they, the owner are not sold on their own, their value. They contribute their own experience. And what, because it comes so naturally to us. That we don't think it's really valuable out there when somebody else is like, man, your piece of knowledge that you just know, like, breathing will save my business or will give me that record year that I need.

That's what's going on on their side. And yeah, if you can show me how to make $10,000 with a hundred dollars, why wouldn't I do that? And, now, and we're charging $30 for what, you know, um, we're, we're charging a fraction of that. There was a great, uh, uh, analogy that Tony Robbins used on this, where, um, a large, uh, factory had had, um, uh, multiple, about 10, 15 different pieces of large pieces of equipment, hundreds of employees.

One day, the whole factory just goes black. Everything's shut down. Nothing was working. Employees look wandering around wondering what we're, what we're supposed to do. Gets on the phone and calls a call, and a technician says, my, my factory is down. I need you as soon as possible. You've gotta come and fix this.

And he walks in, takes a look, goes to the, goes to the control panel, and finds one screw and turns in a quarter of a turn, everything suddenly comes up and the owner of the factory's going, oh man, thank you so much. What do I owe you? and he said $10,000. He said, what? $10,000? Like you were barely here.

Like 10,000. He said, yep, 10,000. He said, well, can you like invoice me for that? Can I see what I'm getting? You know? He said, yeah, I'm happy to do that. Writes down a handwritten invoice, hands it to him and says, uh, two line items. Uh, turning the screw $1. Knowing which screw to turn, $9,999. So it's all about our value that Yep.

It might seem very obvious and easy to us, but how valuable is it to them and, and literally that's the difference of them making. And winning their, you know, winning their business and, and maintaining, you know, it, it, you can't put a price on that. And, and it's our job to, we need to ask, we're, they're not gonna say, will you charge me maximum price for the value you contribute?

They, that's on us. That's on us. Um, I'll wrap up with the story. I t I talked with a, um, a remodel, another remodeler, and he said, man, Chad, I, I am so busy. , I am, I'm burning out. And I said, man, that's a good problem to have. He said, he said, well, the problem is I'm not making any money. I said, well, that doesn't make any sense.

Um, when's the last time you raised your price? And he said, about 10 years ago. I said, well, there's no way you're gonna win in today's cost cuz everything kept going up and you've gotta raise your prices at least 20% to get any kind of profit. And he said, yeah, you're right. He said, but I can't do it. Why not?

Because if I do it, I'm gonna lose all my customers. And, um, he would rather be burnt out and continue to have people willing to pay him below what he's valued at than, uh, then, to make profit. Um, there's a, uh, I'll wrap up with one more story. Uh, the analogy with, um, this hanging onto things that don't work, and this is a big one because it's all emotion.

It's how body and are we to our value and, and how long will we hang on to what's not working? Uh, they're, they, they've studied monkeys and how they get, how they catch monkeys, if you've heard of this. Um, they'll put peanuts in a hole, uh, in a, in a log or a tree. and they can smell 'em from a long ways away.

The monkey will reach in, grab the peanuts. And uh, the crazy thing is once they have them in their hand, they will not let go. They can put food right out of arm's, reach won't let go. They, they, they can catch the monkey standing there holding onto the peanuts. They, they will, they've, they've watched them.

They'll hold onto the Venus till they go. They're they, they hold onto 'em so long. And the reason is to the monkey, the peanuts in my hand is survival. And the thought process is, the fear is if I let go of these, I might die. But the reality they're not connecting with is the longer I hold onto these, I guarantee I'm gonna die holding onto 'em.

And there's so many parallels to so many business owners that I've seen whether. Um, letting go of that person, you know, should have been let go 12 months ago. They're never gonna produce for you or that bad marketing campaign or me holding onto my pricing from 10 years ago. Cause I've got these moldy customers that I know I'm gonna lose if, if I don't, you know, raise my price and ask for, you know, what I really am valued at 10 years later with my experience.

Supply and demand and all those things, and bottom line, what I need to ultimately get out of my business. At some point, those things all have to factor in, and until I'm willing to let go what I've already got. Uh, then, uh, nothing's gonna change. And I, so I, I tell people, you gotta move from the monkey trap to the monkey bars.

If you remember those going in grade school, they're really hard to do at, at, at my age now. It's painful, but you just swing across those. , but you don't get to the other side without letting go of the bar you're on and, and you're constantly looking at the next bar. Well, in business, we need to know what, who the next person is, what you will outgrow, where we're at, and we've got to be really good at letting go, taking what's next, letting go of that, taking what's next.

It's easy to, lose things that are, you know, obviously, um, Los. what gets trickier as you, as we grow and we let go of something that's good for something's better, something better, that's best, and but the better we are at that, the more resources we get, the faster we get where we where we wanna go.

And it all has to do with price. Starts with price. and we have to be the first one to believe and be sold on our own price and value, which means we need to educate on value that we offer not, um, if, if we don't know the value and we can't communicate that in terms that matter to our client. , then we naturally do become a commodity, which is only based on price.

Then the low price is the only way that customer can differentiate and make their, make their decision. It's our job as the business owner to communicate, educate, and hold our line. It's like, yeah, um, I don't know. You know, that's where our price is. That's what we're valued at today. Um, it's their job to afford the ticket.

It's not our job to reduce our value so that they can play. As long as we're truly giving measurable value that matters, um, then you know that, then that's okay. But usually as I work with businesses, the business owner is the one in the way of that. Um, not, and, and I will push my clients to raise their prices at least once, if not twice a year.

And we look at conversion rates. It's like, I don't want you getting every bid. If you get every bid, we need to raise our price another 10. , I want you to be in that 70, 80% and be able to say no to a few people because then we know we're getting maximum value for, you know, where the market's at right now.

Um, and, and then we keep testing and, and, and adjusting up and down based on that. And the crazy thing is they go, okay, I'm gonna trust you, but I'm probably gonna lose some. Not only do they never lose clients, the clients come back and go, yeah, I kind of wondered when you were gonna raise your price, cuz everybody else is like 30% more than you.

And so anyway, that's long answer to your question. But really, if we are serious about getting where we want to go next, it has to be us getting fair market value for what we do, which means it starts with me as the owner. I gotta be the first one sold because it, and I've gotta believe. I gotta believe in my value because they'll fill it from you.

If you're wishy-washy and you're not really bought into your price, um, or you feel it's too high, you know, I'd say, you know, get a crazy number that you're terrified of and then take half of that, and it's still probably at least 50% above where you're currently pricing, but you've gotta go test it and find out, and pretty soon you'll see, oh.

people do pay this level and they do value me at that level, but you have to have evidence, and the only way to get evidence is for you to test it out and go out and ask for it, and then the ball starts rolling. But it, it's interesting, the fear never leaves. As I've raised my prices over the last 20 years, I still, it, there's still, you still have to pass that test every threshold, and so you just get used to doing that and you just do it faster.

And, and so, so that was gonna be my next question, is how do you establish that pricing? So is it really, again, just a, uh, a matter of, you know, testing things and, you know, this one I'm going to, I'm doing this project and I'm going to go up and, and I, I, I guess, I, I guess there's the element of, you know, all the variables that each one of the projects, you know, have.

So it's a matter of establishing, you know, this is, you know, this is the cost for the, the material, and these are all my fixed costs and everything, right? And then like, like you just went through, like the Plinko board, like these are, these are the fist costs, these are all of our, um, our, uh, you know, uncontrollable expenses, you know, the rent and all of that type of stuff.

And then, you know, this is one I want what I wanna make on the, on the, the bottom side of that. So I'm going to do this one at, you know, 20%. And then the next one I'm gonna try 30%. And the next one I'm gonna try 40%. And wherever you kind of start breaking wh which like you, you mentioned before. , um, you wanna be in the, you know, 70 ish percent conversion ratio.

So wherever you start dropping down into the, you know, 50% range, you know, okay, maybe you're a little bit too high, let's back that off a little bit and then, you know, get back up to around that 70% mark and, you know, kind of go there for six months and then, you know, maybe the market would've changed.

And then you, you kind of go through that exercise again and maybe you can, you know, get where you originally were, were pricing. Yourself, you know, six months from now is that, that's basically the concept, basically the idea there.

Totally. The, totally the deal. Um, I'll make, so this is a really easy way to transition because I know even once I talk, people are freaking out going, oh, I couldn't raise my price 30%. I, I, you know, it, it's just really scary if you've never been there. Um, and it's, you start gro moving into this space. Um, so let's, let's just look at what the reality is.

The reality is. At some point, I want to have choices to not have to do my business, whether I sell it, whether I transition out of the day to day and somebody else is operating it. But any path you choose there for exit is gonna require a mathematical number for me to pay off all my personal debt, pay off my business debt, and maintain my desired lifestyle that I want at point B.

So, First thing is we establish our own economy, which is, okay, that's my number, and then we've gotta timestamp it. What's the maximum amount of time I want to invest moving forward to accumulate that number? And let's say it's five years, I can go, I got five years left in me and I'm gonna do one more push.

And that's the number I need to be able to have the resources to truly walk away from. , um, then you reverse engineer that number divided by five, divided by 12. Now I've got my monthly number, which I can take weekly, and I can reverse engineer that to my baseline price per job. If I'm doing our average, uh, projects, we, we, we get, let's say 20 jobs a month in, then my average ticket needs to be no.

Then this number for the Plinko board to spit out X, you know, a plus 20% that times five years from now and 20 jobs a month will equal that destination number. Uh, that becomes the first criteria because once we look at it through those, through that, that, that criteria, it doesn't matter near as much what's going on outside my doors or what my competitors are.

that's the baseline I need just for me to get, have some choices in five years, which is, for me, the most important thing. And then I look at, okay, that means I need to convert at least 70% and first step is if I'm only converting 40% and I need 70, then instead of lowering the price, which is where most people will go to make up the other, uh, 30%.

I would say increase the. , what else can we charge for? How do we, how could we increase an uptick? What things are we naturally giving away that we're not charging for that that is different than our competition that people would have like guarantees. Uh, turnaround time, availability, locally owned and operated.

Um, reputation, things like that. The people, that's why they buy a hundred thousand dollars vehicle when there's a $10,000 vehicle that will get you the same. , it's all about dialing into what are people willing to pay for that matters to them, and then me educating and charging for that. And we just, you know, add that to my bottom line.

And that becomes, yep, that you're, you're gonna pay more, uh, for us by about 30% that the c your client will test us. They're really good at, at what they do. Um, we need to be equally good and say, yep. Um, and here's what you will get for that extra 30%, which is. You know, a hundred, you know, 10 times what I'm charging.

And you won't get that with these options. I'm not trying to talk my competition down. I'm just simply telling you that's what you'll get and this is what you'll get over here. Are these important to you? Great. Then yeah, we're good. What other questions have you got? Um, and we decompress. Um, not have the energy about, it's just simply.

Talking about the weather. Yep. It's rainy today. It's sunny today. When we can make that comfortable about talking about our money, which, and I've been there once, money starts coming in the conversation, we get all tight and anxious and kind of stammer, and they pick up on that. They know, oh, they can smell blood, blood in the water, and they will, they will go after that.

We gotta be really good at believing and being bought into what we offer, what we provide.

Yeah. The confidence is, is, is key. Absolutely. Um, and, and, and you know, one of the, the, one of the great things about this is, you know, we're arguably in a economic downturn right now. Right. You know, I, I feel like this, these, these methods, these processes, this approach, this mindset. is agnostic of, you know, what the market is doing, right?

This is, this is an approach that should be applied, you know, no matter what the, you know, what the, the stock markets are doing or what the, you know, what the economy is, is looking like, right? I mean, would you, would you agree that these are tried and true? Tested practices, you know, through all types of different cycles, up, down and upside down, doesn't matter.

Um, you know, the, this is the way that business is done and you should be able to look at your business and understand that this is the direction that we need to go or we need to do this to be able to get to wherever this, this outcome is. Right. Would you agree?

absolutely 100%. Um, this is the difference right here. This is the threshold or the pivot point of thriving businesses and surviving businesses. And it's interesting in a thriving economy, there is a vast majority of surviving businesses. And it's so funny because I've been there working with them in the thriving economy, they operate as if it's a, if it, as if it's a downturn and it's like, why are you operating?

Like you have to go beg for business when there's so much opportunity. And why is your price still the same? Uh, now's the time. You should be, you know, taking advantage of that. But the reality is it's best practice. Our price is our price. Our value is our value. Does not matter what economy we're in, that's irrelevant.

the things that I can control are my own value and my own pricing, which ultimately controls my destination. Um, you know, I tell, I tell businesses, you know, it's like we all have our own bus and you are the driver of your bus. Nobody else can drive your bus. As an entrepreneur, you get suited with your own shiny.

and you have two responsibilities as the driver of the bus. First of is to clearly identify where are we going? And I see too many business owners that have buses with nothing on the front. They're just driving around the block. They'll bring on anybody that wants a ride and then they keep driving until they finally run out of gas.

And it look and and I, they literally say in the conversation, . Um, yeah, I mean, I've been at this 5, 10, 15 years. I feel like I'm on a treadmill. We're just nowhere different than we, we were when we started. Well, the reason is I've clearly not identified where I did want to go in time and money terms like we talked about.

Um, and secondly, their job is to get the bus there, which means I gotta be, I'm in charge also of letting people on and off the. , which when we talk about letting go, it's like, yeah, I think this is your stop. This is a good spot for you to exit. And we actually need an up-level person here, and this is the next person that we're letting on off.

Um, clients. We got a limited number of seats for people, for staff, and for clients. You can only do so many jobs in a day, week, month, year. . Um, we gotta make sure the people that are on the bus and in the form of clients are our best clients, best dream jobs. And if they're not, again, um, here's your next stop.

And we need to make room for those if we don't make room, even when people wanna do business with us. And I've seen that, you know, contractor said, man, I said yes to a so-so. That just to keep my guys busy. And then the next day I had two people going, man, we've been waiting to do business with you. We're ready and you can't get to us for a month.

We we're gonna have to go with someone else. We wanted to use you. That's 100% on the driver of the bus cuz they didn't leave any seats available. And it always comes first. You know, you've gotta create the space first and you gotta trust that my value and trust the people are out. It doesn't work the other way.

Even though we would love to have 'em all lined up, it's like apartment perfect, come on in. It requires us to make the room emotionally, financially first, and then the people and resources show up. So yes, it's 100% in our control, 100% our responsibility as the business owner. If we're not getting what we want, when we want it, then we gotta look at, do I clearly know where I'm going, why I'm going there?

how much I need and are, are we using systems? Do I even know if my numbers today line up with five years from now, or am I just trying to work as hard and fast as I can? You know, one, one myth, I, I call it the, the goal, the, the great myth of business is, Uh, if I work hard enough, long enough and I'm good enough at what I do, I'll suddenly arrive at all this time and money freedom that I hoped for when I quit my job and started doing what I love, which ironically, they don't love it very long when it's like a ball and chain and they can't ever get to where they want to go.

So yes, best practice is I gotta shut down all the noise from outside and other people subscribing to those models. . Yeah. I'm just gonna wait and see what happens in the spring and we'll, we'll make some decisions then. It's like, why, why would you wait? Um, the one, the most valuable asset we've got is time.

You can't go borrow more of it, and it's all about maximizing every minute, hour, day to make sure that I'm getting the highest, that the return, the minimum return I need to end up in destination B. No longer than five years from now, one year from now, three years from now, we can chart that course just like a GPS is a great.

You know, tool, it will tell you to the minute until the 10th of a mile, when you're going to arrive at where you, where you need to go. But it does nothing for us if we don't have a destination clearly established and a specific one, not. I want to go to LA but I really need to go to 33, 33 Riverside Drive.

And too many times we throw a general idea out there. I wanna make at least this much. Uh, it's tough to, to calibrate and really run a fine tune business without those specifics. So, long answer your question. Yeah. Best practice is know where I wanna go. Control who, who's on my bus, and make sure that I'm making necessary changes.

Looking at my data, looking at my gps. Make the make, make the decisions quickly and don't become the monkey hanging onto how we. One year ago, five years ago, what got you here won't get you there. Even when we were a decent con size company and we want to be a, you know, 10 million company. I'm currently a 4 million.

The road, the road is uncharted. Um, wherever we're going, um, we're going to have to do significant differences and changes to get what we want next. Um, but we've got. Learn, make quick re reactions quick. Uh, I've got this, um, hang, got this clap right here. This is totally believe in this. Sometimes you win, sometimes you learn.

Both are good. There's no way that we can, uh, get where we wanna go without learning and. It's crazy. People just have this, you know, stigma about things not working out. I failed at it. No, you didn't fail. It didn't work out the way we wanted. So now the question is why? What did we learn that we don't wanna repeat like the moldy peanuts and what did work Cuz there's parts of it that did that we can leverage and let's try it again.

And the commitment is not winning every time and having a perfect business cuz nobody. . It's how fast can we learn and then we predict our outcome. And no matter what, all I'm focused on is my number that I need in five years. That's what matters. And I'm committed to the process. Not any single given day or single diff uh, decision.

So long answer your question, but yes, that's I believe strongly.

All right. How about that? Right. We'd learned a hell of a lot in this episode. I love the analogy that Chad used about the monkey holding the peanut, the moldy peanut in the log. That's a perfect analogy that most entrepreneurs suffer from when they get stuck in their pricing loops. You figure that this is.

I charged last time, this is what I need to charge this time, and if I don't charge that this time, I'm going to lose this customer. As we learned today, businesses evolve and just because you did a certain type of business yesterday doesn't mean that tomorrow you need to do that same type of business.

Allow yourself to evolve, allow your pricing to evolve, and you will develop a business that you are much, much happier. You can reach Chad on LinkedIn and that is just Chad Harward, which is H A R W A R D or hit him up on his website, pp management.com. and he says that one of the things that he hears constantly is that my business is unique.

My business is a unicorn. I'm so much different. My business doesn't run the way that other businesses do, and he assures me that he has never seen a unicorn business and that he has not been able. To help. And as always, if you want to learn what the wealthy do, head over to Invest in square feet and sign up for our newsletter where we send out tips that you can only get on that newsletter.

That is also the way that you're going to find out about any real estate or investment opportunities that we may have. Invest in square feet drops every Wednesday, and we are available on whatever podcast platform it is that you use.

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You'll discover the secrets behind the massive global exposure and recognition achieved by companies like Twitter and individuals like Elon Musk. Our guests are two PR experts, Bob and DeAnna. In this episode, we take a deep dive into the strategies and tactics used by these industry heavyweights to captivate the world with their brands. From understanding the importance of PR in building a strong brand image to mastering the latest techniques, you'll gain valuable insights and inspiration that you can apply to your own PR efforts. Whether you're a business owner, marketer, or just someone interested in the world of PR, you won't want to miss "The PR Power Play: How Twitter and Elon Musk Took Over the World with Free Exposure."

Links and Resources:

DeAnna's LinkedIn
Bob's LinkedIn
Bear Ice Box Website

If you are interested to read the book, Lean Customer Development: Building Products Your Customers Will Buy by Cindy Alvarez, it's available on Amazon https://amzn.to/40qfGzC

I'm reading this amazing book named Lean Customer, and one of the common problems that we see over and over and over again is that most Nors Start a business... based on their idea, and they're not necessarily solving a problem that the public actually has. There's a completely different mindset that you want to employ when you're thinking about starting a company.

There's a really valuable story in the book that I wanted to just outline for you really, really quickly, and that story is about a business that sells milkshakes. So right away when you're thinking about milkshake sales, you're probably thinking about textures and flavor. Maybe ingredients. And that's exactly what this company did.

They asked their customers to describe their ideal milkshake. Those recipes and ideas were gathered, and they started making those exact recipes that their customers said they wanted. And guess what? Sales didn't budge at all. They then discovered that 40% of their milkshake sales happen first thing in the morning.

Remember, you want to solve a problem with your business. So rather than asking customers to describe their ideal milkshake, they ask customers what job they hired the milkshake to do. That question is important because it shifts the customer's focus from the product itself to why they actually purchased the milkshake in the first.

So after reframing that perspective, the customers would tell stories about having a boring hour-long commute, how they weren't yet hungry yet to order food, but they wanted something that could hold them over until noon. Most of them were in work clothes, so they didn't want to worry about making a mess, and they only had one hand to be able to use to eat whatever it was that they wanted to.

So think about the difference between each of those goals. Originally, our goal was to sell more milkshakes, and there are only so many ways that you can do that. But when you approach the problem from a problem-solving perspective, just think of how many more opportunities you're able to reduce the pain of your customers who are hungry, bored, one-handed people.

Who doesn't want to make a mess of their clothes, you can branch out into all kinds of other opportunities like smoothies or any food that can fit in a cup holder and be eaten with one hand.

On Invest in Sqft, we help business owners invest passively in multi-family real estate. My name is Matt Shields and my mission is to help all of you entrepreneurs out there grow and protect your business the way that the wealthy do. Today we're gonna be talking about PR and the impact that it can have on your business.

Obviously, companies like Twitter and people like Elon Musk use PR to generate massive, massive global exposure and establish themselves as household names. If you're trying to build a powerful business, obviously PR plays an important role in building a strong brand image and capturing the world's a.

Today we have the founders of a trailblazing PR firm from Chicago named Bayer Icebox. Together, Bob and Deanna's clients have been featured in some of the largest publications in the world, including the New York Times, the Wall Street Journal, Forbes, Lifewire, and Crunchbase, just to name a. They've helped international brands grow and establish their US presence.

They've catapulted startups to new heights and even reinvigorated a tired old nationwide company to become a thought leader in their industry. If I asked you what you thought would be better working with a smaller PR firm or a huge PR firm, what would be your answer? You're going to learn that and so much more on today's episode of Invest in Square Feet.

I feel like a lot of people may not necessarily. Know what the difference is between a PR firm and a marketing firm. Um, can, can you elaborate on what the differences are there?

Including sometimes clients, right?? Yeah. Yeah, exactly. I'm sure they're like listening.

I don't wanna No, it, it's, it's okay. It, the way I describe it is like, marketing is sort of a broad category. Uh, PR is sort of, uh, is, uh, a function of marketing, although, I'm gonna contradict myself. PR can also sort of be the quarterback that drives everything too. So the way that I look at public relations is, and the way we look at it, is, uh, really anything that you're doing that's gonna be public-facing, whether it's the thing people think about, or news releases or articles in, in publications or video interviews.

Uh, you know, podcast appearances. That's all public relations. But also a lot of what we do for our clients is a strategy around how they're gonna message important things both internally and externally. So, uh, that, that's something that, that the bigger an organization gets, the more, you know, important it is to have that message when you've got, you know, we've gotten applied, uh, clients that have an employee base of a thousand plus or several thousand employees.

They need to do PR internally. Like they need to figure out how we're gonna communicate this change to our employees. Um, you. We're fortunate that our clients aren't doing this, but as we look ahead to 2023 of people thinking about potential hiring freezes or layoffs, how do you communicate that effectively?

Because what you're saying internally can become external very quickly. We saw with that C E o, I think it was from better, where like he had like the zoom mass firing. I can't remember if it was better or not, but that became a viral story where like, wow, he really handled that poorly.

It's interesting and I'm actually glad that you brought that up. I'm, I'm curious what your perspective is, right? So obviously Elon just took over Twitter, and when he took over the same thing. You, you saw these mass, uh, layoffs and, and you know, quite frankly, you know, kind of crass way of laying people off, like, you know, here's a picture, you know, in your email, you're fired.

Right? That's like how some people were reporting. And, um, you know, when you, when you think about it, right? You know, from a delivery stand. The wrong way to do it, right? Yeah. But from. Uh, from a pr, from a, from a, you know, making a wave and making a push out into the market, like that's the stuff that people are gonna be talking about.

And, you know, again, Elon knows that everybody has a phone or has access to social and all of that, so the more that he can get people talking Yeah. The, you know, the more he's gonna be out there. And, and I, I, I guess I'm, I'm curious what your perspective is on that and, and, You know, is, is there a, I know there's a thing, obviously, we're going through the whole FTX thing.

There's a certainly mm-hmm. a, a negative, um, you know, bit of news or, or, uh, a negative way of doing things. But at the same time, you know, is there, like, again, that that sort of, there is nothing as negative publicity or something like that, right? Does that, does that make sense? Yeah, no, I think it's spot on.

Outside looking at it, it is an interesting case study in like, you know, different types of communication.

And, and the reality is we don't know the internal numbers, but from what Elon is saying, people are using it more than ever because it's out there. Like, Hmm, i, I, you know, people wanna see what he's gonna do next. , it's obviously impacting people's lives and you know, unfortunately, people are out of jobs.

But you're right from a pr, like a, like a, a media perspective, he is getting a ton of press for Twitter way more than we, than we got, than, than they would've gotten, like, you know, over the last 12 to 18 months. So, um, as a PR pro, I err on the side of, you know, I think it, it, you know, we're representing clients, so I think.

It's almost like a lawyer where it's like, we can be really aggressive or we can sort of be really, really, um, conservative in our approach to arguing this case. We have the tools and the toolkits, like, how aggressive do you want to get, you know? Mm-hmm. , and I think that's the key is like, I'll have that conversation with clients.

If we wanna be edgier, we might get more pr. The trade-off is we might get some Article headlines that we don't love, but we're getting pr, you know? And, I think that that's a conversation, just a double edge sword. Yeah. We had that conversation earlier though, because, um, we can get aggressive.

I mean, we, you know, we're, we're following those types of stories and trends, but. Um, it's really the client's comfort level that you've gotta be okay with. And I, again, I keep going back to like a lawyer where what's your comfort level? How aggressive do you wanna get when we argue this, you know? I think the reality is like you.

There's no PR professional that knows exactly how the public is going to respond to something. Mm-hmm. and in an era of social media, everything's so heightened that you are kind of rolling the dice when you go public with the messaging. But again, the trade-off is nobody knows who you are. Right. So I always say like, either, you know, if you're not out there in the public space, then, then you're, yeah, we have, we have friends who are like, I'm not even on Twitter and me.

Reading and, and, and I'm thinking about getting an account now just to be in the note. Right.

Um, and so to, to see that there are people who, a, haven't been using it. And now this is the only reason why you're interested in it.

Gotta be some endgame in his head, you know? We don't really know it yet, but there's some sort of end

I feel like PR is a tool that has helped build amazing wealth for countless companies over the years, but at the same time, it's a tool that is relatively misunderstood, I feel, by a lot of company owners. What would you say is one of the biggest uh, I guess misconceptions? A lot of people may not necessarily understand about pr.

yeah, I think the wrong way of looking at PR is that you're gonna have a definitive.

ROI on this article or this news release, this piece, or this mention. And unfortunately, there are people out there that are looking for that and I always kind of tell them like, if it's not possible, right? Like it's, you're creating a broader awareness, broader buzz. You know, the things that you know, I think you should be looking for in an agency is like, do they have experience in your industry?

Um, do they have experience telling stories? About companies like yours. Um, even if they don't have industry experience, I think they have to have some sort of understanding of how to create a campaign for like, we do a lot of stuff in manufacturing and supply chain logistics. We've had clients in that space that helps us.

But even if we don't have a client in direct space, I think it's like, you know, we try to tell prospects, like, you know, in our experience it is something that can be recreated. So, uh, we. We find that like, um, understanding a client's voice, working with them to identify that, and then figuring out the channel.

So it might be news releases if we have something that's relevant. One thing I wouldn't say is like, uh, and I'm seeing brands do less of this, is like, don't put on a news release every month because you feel like you have to, like, if they're not news, don't, don't. Otherwise, it just feels like, you know, a boy who cried wolf and there's not really anything there.

Um, I think one of the things that. Must be doing is, especially like we, we primarily work in b2b, but like having a LinkedIn voice, not just for the corporation, but for other thought leaders in, in the, in the, uh, brand. Um, doing contributed articles in publications is super valuable. Doing podcasts like this, I think is super important.

You're creating content you can share on LinkedIn in emails that you can share in, you know, with prospects. The, the, the, what you wanna get out of an agency is the momentum to create the kind of content across different channels that you can, uh, package and, and amplify your voice. Mm-hmm. And it's the energy that agencies give.

So we don't, you know, we, we have some clients worked with for six years. We have some clients, we do a, a year-long campaign, six months. But it's that energy that you get for a third party whose sole focus is getting you awareness, whatever channels make the most sense for you. Yeah.

I, I do believe that the creative side of what a PR agency can do. Mm-hmm. for you is important too. I mean, you can hire someone to write a blog for mm-hmm. , your LinkedIn, your website, um, you know, but, but what are you really doing? With this information that can be, you know, beyond like, it, it has to be, you know, uh, what's the word I'm looking for?

Like, not e evergreen. It, it, it has to be long lasting. Yeah. E ever e evergreen content. You're right, Dee. I mean, I think the, the, it's not necessarily we do tasks for our clients, but it's really more, um, The consulting part that I think clients find the most value in mm-hmm. is like, what have we done?

What's it worked over the years? Uh, what do we have, what kind of crazy ideas do we have? Um, you know, cuz when you're, our, most of our clients are marketing directors, chief marketing officers, communications directors. They're busy day-to-day with the minutiae of being internal at a company, or if they're CEOs or founders, they're even more busy, right?

Yeah. Mm-hmm. So I think., you're not hiring somebody to take things off your plate. You're hiring an agency to, try to push you and be, be bolder and bigger. Yeah. Yeah.

What are some of the things that people, I guess, should be bringing to the table if they're, if they're looking for a PR firm?

You know, is there, are there materials or things that you know, they can bring or, or that they should have, you know, when they're looking to hire a PR firm to be able to, you know, again, communicate their voice, their message, there, you know, whatever it might be. Um, like what are some of those assets, I guess, that they can bring to the table, to help you guys do your jobs better?

Mm-hmm. , if that makes sense.

Well, we look at ps, it's a two-way street. Mm-hmm. at the end of the. Um, and what I mean by that is there has to be some back-and-forth communication. So what clients can bring to the table, whether it's, you know, the C M O or communications director, is time to actually give us the information that we need.

Mm-hmm. , we can run with it, but a lot of times reporters. They, want to hear a voice. They, they, they just, they, you know, email interviews, those are definitely happening. Um, but sometimes they, they, they want to hear it from straight, from your mouth. And so to be able to dedicate that sort of time where even if you just give us a recording where we can have your information, um, directly.

You about your brand and what your vision is and what your goals are, and what you do, who you serve. All of those kinds of questions are really important. So, I think time is probably the most important thing. If you don't have the time to actually apply yourself or engage with your agency. Um, good luck.

Yeah. Yeah. You're not gonna get that my time is important, even before that. Yeah. So making sure you've got dedicated. But then, the biggest thing is like giving us all the materials we need, which would include, like, we have a client that gave us access to their intranet right away. And so we can look through case studies and comb through sales materials and training and everything.

Are we using all that stuff? No. Like, we're not sharing that with media, but we, we, we are doing a crash course and who they are, what they do. So from there then we can have interesting ideas because we already know the foundation of who they are and what they're trying to accomplish. Um, sometimes, especially with clients who've never worked with an agency, it's like they feel like if they tell us something, we're gonna like go to a journalist right away and share all their secrets, you know?

Mm-hmm. , and I'm like, just the opposite. We wanna know all this stuff. Um, you know, we're your counsel, like tell us everything. And. We will, will use our discretion, and work with you to figure out what we wanna share. But yeah, the more we know the better. And so, that also includes time putting those things together.

Mm-hmm. and the clients that don't work out. And we've had this over the years where it's like, you know, can you guys just, um, Just draft something? Well, we can, but if we draft everything, it's gonna sound like a PR agency wrote it. You know, like we, we need to Yeah. Need to sound like a, there there's a human element, you know, the public relations part.

Yeah. Of what we do. Um, I'll also throw in there that, that sometimes going through the information and, you know, you're digging, you're researching, you're gathering it all. You might even discover pain points. Mm-hmm. that. Organizations didn't know they had mm-hmm. , you know, where your material actually isn't getting the message across because of what you're saying to me right here mm-hmm.

is different than what you're putting on LinkedIn. Yeah. Interesting. And so going through that information, and, and again, the, the, the time to talk through these things, you can, you can actually learn a lot about what clients are missing out on. And you say that one word or you know, you evoke that one emotion, and all of a sudden people.

What I found is cross departments, like bigger companies, well, we say it this way, we say it that way. There's like no synergy or, you know, um, an across messaging. And so to Deanna's point, that might not seem like a big deal, but if it's like playing a game of telephone, if it's too, you know mm-hmm.

dispersed across and, not accurate like it's, you know If you have a challenge internally, or externally, your message is probably not getting conveyed in the right way either.

Yeah. Yeah. That's really interesting. I never really even considered, you know, how, how, how powerful that can be to just get everyone, you know, sort of aligned and in that, uh, and, and all speaking, you know, that, that same direction.

So looking at some of your past clients and past relationships that you've helped grow, does anything come to mind when we talk about challenges or things that people or companies were trying to overcome, whether that might have been a miscommunication or P problems, either internally or externally? I'm trying to hone in and get people to think of it.

What types of problems have been solved using PR that maybe they might not have necessarily thought of before in the past?

I think one company comes to mind. Um, we worked with them, you know, we, we, we remained close to there, their former president, but it was a, um, it was a big franchise. There was an acquisition. They basically were bought out a year and a half ago. Um, had been a 35-year franchise business, you know, but when they came to us, uh, one of my first sort of full-time clients in 2017, and, um, really what she said is we had, we had done some pr.

Over the years, but really the last 10 years have done kind of nothing. So I thought it was an interesting challenge because there was like, everything was kind of like stale, what was out there. They needed a refresh and they chose to work with me because like, you know, she's like, we're gonna get the attention from a small firm that we wouldn't get at a bigger firm.

So we, for them, our challenge was to get, you know, immediate exposure for her as a thought. Um, and to also continue to generate buzz for these new franchises they were selling. Um, ultimately, you know, it not to say like, you know, p uh, uh, you know, this, it was because of our campaign solely, but like over a three year period, like with a lot of buzz and energy, um, you know, they got the attraction of from a, a large in investor and we're acquired, right?

And so that's the kinda example of like, you know, getting the word out. When, when you're a brand looking to be acquired, let's say, um, you know, obviously those companies are doing their due diligence, checking you, your financials, but there's also like an emotional element. Like if this brand is out there in the public sphere, I'm seeing articles about them.

I'm seeing 'em in the New York Times, the Washington Post. We're hearing those. It's like that can help when you're packaging your brand to something that really has value beyond just, the p and l sheets. Yeah. So, yeah.

I would say, you know, over the last probably year and a half, we've seen quite a few of our clients, um, go through acquisitions, which is really interesting.

Um, you know, for, for me, someone who's, and it's bittersweet cuz sometimes, well, and sometimes the, you know, it's, they get fired and they're like, oh, this out. But, you know, we, we still feel like, again, building up on these stories and. Building up, the, person. People trust people. Mm-hmm. people buy from people.

Mm-hmm... And so when, when you can be not just a thought leader, I mean, that's a lot of what we do, but it's almost like, I don't know, I, I think of like your insurance guy. Okay. We know him on a first-name basis. We, I can picture what he looks like. Um, because there's, there's a person you're not, Going with whoever is the top one.

Like you, you connect with the person. And so yeah, I think what we do a lot of, a lot of calls and a lot of conversations with our clients, um, it pays off when the person comes through. Mm-hmm. and all of this messaging mm-hmm. , um, we can, you know, Bob's a, a great writer. I sit next to him sometimes and I'm like, you just put that out in like two seconds.

Like, how did, how'd you do it? Writing is one thing, but you can't develop a whole personality. Like you, you have to build that up over time. Mm-hmm. And so I think the value of what we do and what we've seen with many of our clients is that that personality comes out and that's where people are finding the strongest connection.

Mm-hmm. and, and that as you're defining it, you know, personality. It could also be, you know, a combination of everything, you know, for a company. So that company creates, you know, is, is creating that personality, if you will, that feeling, you know, you can kind of know or expect what you're going to feel and get when you interact with that company.

Would, would you agree with that?

Yeah, I mean, the biggest compliment we get is like we've, uh, we've got a couple of clients where like our team member. They, they'll just be like, you know, they'll forward something over and like, uh, you know, our agency can write something, right? So they realize that we've understood their personality, their identity, and sometimes we have to be like, is this really in scope

You know, but, um, but yeah, I think the point is like the, the, the company has a personality and a brand. The best one that I see out there, one of the better ones is like, on Twitter, going back to Twitter is like, um, this is like an iconic example, but like Wendy's Twitter brand is just great, right? It's a, it's a personality.

It's funny, it's edgy. and I think a lot of brands are trying to try to like recreate Wendy's on Twitter. Just you can't really, you know, yeah. Can't do that. You gotta have your own personality. But I think that you're spot on. Um, you know, brands have. Identities too. And personalities, man. Yeah,

At what stage should someone start thinking about reaching out to a PR firm again, like, you know, when's too early? When, you know, when, obviously, you know, you, you said that someone hadn't really, Done any PR in the last 10 years. , but, but when is, when is the right time, I guess, to be able to reach out?

Like, and again, you even mentioned like, don't feel like you have to put out news, you know, every day. Like there any examples of like, these types of things that you should be going through that you should be experiencing or trying to communicate? Um, and, you know, those would be the right types of things to do a press release or, you know, hire a PR firm to be able to communicate those types of.

Yeah, the first thing that comes to mind is probably cuz we're working with a handful of brands in the space, but like when you've got private equity money and you're looking to grow quickly and maybe you're looking to acquire brands, it's great to have a PR agency because you're, you know, you're gonna have some news that's just like hard-hitting news that's, that's coming up.

Um, that's a great example. Mm-hmm. , I think also, you know, sort of on the flip side, if you're like a startup, Looking for more VC money, or maybe you're in sort of series B and you're looking to expand another great reason to, to get PR awareness. Um, but really I'd say in terms of the stage like you gotta have a product to market, I think.

Yeah. The times when it doesn't work is, and over the years we've taken clients like this and we kind of realized, you know, trial and error, right? It's like If you don't have a product ready for the marketplace, but there's only so much we can share with media, right? Mm-hmm. , there's like not a story there.

Mm-hmm. , you know, you can only say it's coming only so many times. Yeah. So, and I think as media wants to see what kind of customer base you have, what kind of revenue you have, what kind of, you know, how many employees do you have? So I think like, I think there's a bit of excitement with, you know, brains that are just starting mm-hmm.

and they think PR is gonna really get us there. And, you know, the, the missing link in that situation is a reporter's gonna say, Hey, can I test the product? Yeah. Mm-hmm. , can I see your website? Um, and if it's not ready, they're moving on to the next story. Yeah. Um, and then there's, or giving a bad review.

Right. Bad review.

Um, but that's probably another reason why you might want a PR agency. Um, you know, if, if there is something negative out there, um, yeah. You know, whether you made a mistake in saying something or, you know, there's the situation last year of the, the C E O who apparently made her staff work at the factory, um, during the hurricane.

Oh yeah. And you know, that was a situation. , I immediately was like, there's gotta be more to this story. You know, I don't, I can't believe, a person would say, Nope, you have to come to work during these dangerous conditions. Um, and, the more I read, I was like, oh, that facility was actually safer than some of their homes.

So there's a way where that story just got, The wrong message about that got out, I think, in my

opinion, when perhaps there wasn't a PR council kind of helping. Well, I think bridging that along. So there, there are situations where, yeah, you might want someone to come in and help actually explain what happened.

You know, tell, tell your story about a situation. I don't wanna say cleanup messes because, you know, if you made a mess, you sometimes do have to own it. Mm-hmm... Um, but yeah, startup brands, that's, that's a little bit more difficult, I would say. If you're starting a brand and you're really excited, um, there are definitely some things you need before pr.

Now, one thing I would say is if you're an established company, starting a new division, or a new product launched, then it makes sense to have somebody on, you've already got revenue. Looking to expand the industry. We also have clients bring us on if we're looking to expand in a particular vertical. So one of our clients is really making a push in warehouse automation.

Um, and, you know, we, we have experience in that field, so like, They're engaging with us to really sort of expand in 2023 beyond what they've been doing. So, yeah, I, I, I think that, hopefully, that answers your question, Matt. Yeah, no,

That makes perfect sense. Yeah. And, and, and Deanna you kind of touched on this too, I guess the, uh, the, the intended outcome of.

Of PR is to essentially get other people interested in whatever you are doing, you know, other reporters or other bloggers or what, whatever it might be, uh, so that they start, you know, reaching out and, and asking you for more, so they kind of just spiders out. Is that, is that basically correct

One, of the reasons that people would want PRS to get the exposure. and exposure in, in most cases can lead to web traffic, sales, um, you know, acquisition. Mm-hmm... Um, in, in some cases the c e O really wants to be the expert. Mm-hmm. at this thing. Mm-hmm. , um, sales and everything will, will follow, but I want to be the, the person you think of when you think of automation or, you know, whatever their industry is.

Mm-hmm. , so that's, that's also something. That folks look for. Yeah. There's a bit of a, yeah. Maybe a healthy ego sometimes PR, right? Um, yeah. But I, I think, I think you're spot on D Yeah.

All right, so we learned exactly how important it is to decide if you want to work with a small PR firm or a very large PR firm. Your experiences are going to be completely different depending on the size of the company. If you're interested in reaching out to Bob or Deanna, they can be reached@bearicebox.com.

So that's B E A R icebox.com and both of them are available on LinkedIn as well. And that's Bob or DeAnna Spoerl, S P O E R L. We also have one. Amazing piece of information from Bob and DeAnna, and you can only get that in our newsletter. So make sure to head over to Invest in SqFt (Invest in Square Feet) and subscribe to that newsletter so you don't miss a step there.

And of course, subscribe to Invest in SqFt (Invest in Square Feet) on whatever podcast platform it is that you use.

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Today is all about storytelling to build your brand. Is your goal to be wealthy? Owning a brand plays a huge role in making that happen. We will be talking today with Erika Saurit who has spent time building brands like Air BNB, Tag Hauer, and Estee Lauder. We will learn if your business is: stuck and not growing; marketing, sales, and operations are at odds with each other chances; you have a brand problem and what to do about it. Links and Resources:

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If you are interested to read the book, Psycho-Cybernetics, it's available on Amazon https://amzn.to/3yQvsrn

Square footers. Wanted to talk to you today about an older book that I just finished called Psycho-Cybernetics. I know it's a bad name. This book has been called The Godfather of Self-Help Books. It's known as really the first self-help book that was written, and it's a really fascinating story. It was written in the sixties by a plastic surgeon who realized.

There were instances where he had successful plastic surgeries and he had unsuccessful plastic surgeries. Now we're not talking about the actual surgery itself from a physical standpoint. The patient looked perfect right there. Whatever the ailment was, whatever the thing was that they were trying to fix, looked perfect.

It was a perfectly well-done job. The problem though, was that he noticed. Some people stepped into their new world, right? Where they had the confidence and whatever it was that was fixed, if it was a nose or forehead or whatever it might have been, they never, they didn't notice it anymore. It didn't bother them anymore.

It wasn't always on the back of their mind. Right? Whereas other people seemed to, Still see themselves as being quote unquote ugly or still saw themselves with the nose that they didn't like or whatever the thing that was, was fixed. They still saw that as part of their, as part of their life. So the author actually got very, very deep into psychology.

He actually, I believe had his master's. He might have even had a Ph.D. by the time it was all done in psychology. and what he found was that the people that were quote unquote successful in their surgery, again, meaning that they, didn't see the ailment anymore, had more confidence. Those people actually saw themselves prior to having the surgery with this new life.

They actually pictured what life was going to be like without the noise, nose, or whatever it is that was ailing. So psychologically these people had gone through and did the healing work that they needed mentally in order to be able to embrace and live the life that they always had wanted prior to having the surgery.

What he found was that the people that still. Had the ailment or still saw the poor nose or whatever it is. Those people had not gone through that exercise and had not actually seen themselves and what life would look like after the surgery was done. So what this tells us is that the mind has a huge part in it.

Being able to realize and live out the life that we truly want. Mindset is a huge, huge part of it. So in the book, what he, what he distilled this all down to is that you want to. In, visualize yourself living the life that you want to live. Having the, you know, if you, if your goal is to lose weight, having the body that you actually want to, to have, uh, if you want to invest in multi-family real estate, envision what your life looks like once you invest in that opportunity.

and what he found was that you want to do this for 18 days. So that starts to get your, uh, subconscious programmed so that you're constantly working on whatever this issue is and, and living out that life that you want subconsciously so that you don't technically have to, you know, truly be working on it.

Obvious. You do need to make steps forward, but your subconscious is going to have a huge impact on being able to get things done for you and take steps toward accomplishing whatever that goal might be.

On Invest in Sqft, we unlock the secrets of wealthy entrepreneurship. I'm Matt Shields and my mission is to help business owners like you protect your wealth so that you can invest passively in multi-family real estate. Today we're talking storytelling and not just any type of storytelling.

This isn't Hansel and Gretel. We're talking about storytelling. To build your brand, if your goal is. Having a brand and owning a brand is a key step in being able to accomplish this. ERICA SAURIT is a brand-building expert who has experience with Airbnb Tag Heer, I believe that's how you say, tag Heer and Estee Lauder, just to name a few.

Today we're going to learn how to overcome a stagnant business. You might be noticing in your own company that marketing and sales, and maybe even operations are all conflicting with one another, and there's a good chance that that is a big indication of a brand problem. So we are going to learn actionable strategies to build a successful brand that not only attracts customers but also more importantly retains them.

The firm that did the Holocaust Museum sort of transformed the, um, the way people experience stories in space. They, Ralph Applebaum is the designer who started that firm. He really thought like, how do I take a story that's so powerful? That's a piece of history. So important and really get people to pay attention.

And so what he did was he took interior designers, he took architects, he took product developers, he took content like historians, a whole multidisciplinary team of people and put them together and said, okay, we're gonna create a space that gives people an experience with a story. And it really changed the way museum exhibits are from science museums too, I mean, if you look now at how experiential and learn like how.

Much of your body and your mind is engaged in that kind of space. Like his firm really did that. And so I got a job working in his office when I graduated and I, after a couple of years after I graduated and I thought like, this is, this is it. I've, I've been able to put together this sort of conceptual artist side of myself with the more functional design side.

Um, and so I ended up doing, With his firm in China, in Beijing, um, I moved back to New York and did that in New York for. Another firm there, for a few years. And then I found myself back in China again in Shanghai, um, working around the year to 2010 for the Shanghai, um, multiple clients, uh, cultural clients there.

And what happened was I eventually started doing more pitching to clients. Um, I think that they realized I was really good at putting together presentations, like pitch decks really quickly and selling stories to clients, and I kind of stayed in the marketing side of things for the rest of my career, and that was.

Over 10 years ago, I went back to school and studied marketing and realized that, okay, I have a really special position. I have a really unique skillset. I have this sort of fine art-making design side where I understand kind of big stories and space, but I also have this marketing side where I understand kind of the idea of how to tell stories.

You know, do that across multiple channels. I have this like technology side, so I was able to work in a variety of industries, um, related to home furnishings. Um, I worked for manufacturers in-house doing brand marketing. Um, And then I was recruited by a tech company in San Francisco to build out, to support a team, um, to kinda sit between a marketing function and a design function to help kind of guide a pr, a new product for this.

Um, it was for Airbnb and um, Did that for a few years, and then covid changed the way obviously hospitality worked. And so I said, okay. Um, now is the time to kind of. Come back to doing what I wanna do and not be kind of, um, at the, you know, at the whim of other large companies swayed by, you know, global factors.

Um, they, my entire team, my entire, this entire product we were working on was completely deprioritized, completely out of my control, so I thought, I think it's time to work for myself. I've, it's time and that's when I started my business, uh, sorry. Creative, which is, a boutique agency focused on, like I said, um, storytelling for interior designers and um, home furnishing manufacturers, brand marketing.

love it. So, so, you know, obviously I, I, I feel like storytelling is, is an art that, you know, not very many people realize how intertwined it is. in all parts of their life. Right. Um, you know, and obviously with marketing and, and businesses, that's all that, that basically is trying to convey that story, get that emotion across, you know, or, or even add emotion to some type of physical thing.

Right. Do you know? Yeah. Yeah.

That's, sorry... How do you go about establishing, you know, this is going to be our voice? Right. You know, and again, there are all kinds of different, different ways of looking at that.

Right. You know, some people might be more ed edgy or some brands might be edgier or more technical or whatever. How do you, how do you go and say like, yes, this one. This, this is us. This establishes, you know, and captures us. Like how do you, how do you start that?

Yeah. Um, so I will say brand storytelling, you're right, it is an art. Um, if you look around at everything in your, in the room where you are, and this is for you and for everyone listening, look at what you're wearing. Look at where you're, what you're sitting in, look at. You know, the computer you're using, look at the devices you have, what are you listening from?

Um, what are you reading? Like every single thing around you was based on a purchase decision that was driven by a brand story, a story that they were telling you. Maybe multi-generational stories, things you've heard for years and years and years. If it's Apple or Microsoft, um, or stories, you know, relatively new stories, like the stories that Yeti tells.

If you have like a, a, you know, a cooler or something. Um, These. Are emotional, they have to be emotional, they have to be driven by, you know, a certain understanding of a client or a customer, um, and those core emotions or core motivations that are gonna drive them. And that's where the stories come from.

So my process for. Helping a brand def define or determine what that story looks like, I will say starts with three pieces. And they're very strategic pieces that are not just tied to the story., they come from understanding the brand itself. Um, and once you. Crack the code of what your brand is about.

Um, once you change your mindset from being a business to a brand, then this idea of storytelling and once you kind of really get, again, the strategic piece is so much easier. Is it Super easy? Um, because you'll understand not just your own motivations as a business, but what benefits you offer. Um, what your clients are really looking for and how you connect those two is like really what makes a successful brand.

So those three pieces are, um, what really defines you, uh, as an extraordinary brand. What makes you, uh, Stand above your competition, right? When that's really like your differentiator, what really makes you different? And sometimes when I talk to clients about this, we, make a list of like, what are the positive associations of your brand and what are the negative associations with your brand?

And if you know that perhaps the negative associations can be flipped into positive things, let's say you've just started out and you don't feel like you have. A large team or you don't have a lot of, um, client work or you're, you're, you know, struggling to kind of be seen in a bigger kind of industry.

Flip that and say, well, you know what, I, I'm a smaller company, or I have a smaller team, which allows us to focus more specifically. You're not gonna get lost like in a big corporation. Like that's how you take a negative and turn it into a positive aspect of your brand. That's just one way. So that differentiator or that list of competitive alternatives.

Are what makes you extraordinary. So it's a first piece and I, all these start with an e to try to get people to remember them. So extraordinary is the first one. The second one is emotional, and that's the piece where you really key into what is the core motivation behind someone's really wanting to buy what.

What you've made, what you've offered, and I, I'm speaking from like a home furnishings point of view. So what makes 'em wanna buy one sofa over, over, over another? What makes them wanna choose one interior designer over another? Um, it's not, in a sense, and I'll speak from the design side, it's not, people don't typically hire an interior designer just because they want.

Um, you know, more space in their garage, or they want to transform their garage. No, The, real core motivation is that, um, you know, maybe their kids are growing up and need a place that's more private, where they can hang out with their friends and feel more independent. Um, that's a core emotion. Or maybe, um, you know, one of the, you know, maybe the kids are, are leaving and they need to transform it into an office space, right?

There's. Core emotion behind that, where the drive is like maybe there's a new business that needs to be started. Maybe there is a man cave that needs to be started. Like there's an emotional side of what's driving them. That is more, usually more important than that functional reason. And every business has this.

Every client that comes to a service provider or buys, as I said, a product is gonna come with some kind of core emotion that you as. As a brand need to understand. Um, and that's what's gonna give you, again, that connection between what you offer and what they're really looking for. So once you figure out that emotional side, so you have what makes you extraordinary, you have the emotional part of your brand story.

The last part is the experience. And so this is something that describes how it's really more of a kind of a, like a marketing call. Like how will you build a story around each of the touchpoints where your clients will find you? And that experience can be. How you show up on social media or how you, um, design your website, right?

It has an experience to it, that needs to be emotional and, um, extraordinary. Um, or how do you, you know, welcome clients into your office if you have a physical workspace, right? What is their experience like and is it tied to your brand? Shows up in the welcome mat, and it shows up in how you offer them coffee or water.

You know, it's, it's about how your brand kind of promises and, and your emotion of your brand and your extraordinary, extraordinary. I made that up. sounds good. That, that thing that makes you different, how that shows up across each experience because that is what people are going to remember when they think about you later.

And that's what the brand is. The brand is again, that story they tell themself about you after, like, who was it? Oh my gosh, what's his name?

Anyway, he said the brand is what? brand is. What people say about you when you leave the room. Um,

I, that sounds very familiar. Was that, was that Richard Branson maybe? No.

oh my gosh, I can't believe it, I can't remember his name. Um, Amazon,

Oh. Uh, yeah. Um, Oh no, I forgot Bezos. Yeah, Jeff Bezos.

Yes. Oh my gosh. I can't believe I forgot that. Forgot. I remember what he said. That's not good for him he hasn't been in the news quite as much recently, so you know

Oh my goodness. Okay. Anyway, that, um, that's my process, and it, I, I distilled that down into something that feels. A little bit more digestible, but of course it's, it's, it's a bigger process and it takes a lot of, a lot of questions, um, that, you know, I, I, I work with brands too, to uncover it's, and it takes, it takes a while.

It takes a couple of, you know, it takes a couple of weeks minimum to get to really defining what those things are. It takes a lot of different stakeholders at the table to really help make it clear if a brand or a business has not. You know, really thought about these things before, maybe they've grown really quickly or they grew more organically.

Um, and, and that's okay. Um, they're doing the work, when they get it when they get to it, or perhaps they are, you know, wanting to rebrand and they have to rethink how to make themselves relevant to a new set of customers or a new set of clients. So, at what point? Like what, what stage would you say it would be important to? To establish your brand. And I, I mean, obviously that there are all kinds of different levels to that, right? Like you just sort of went through where, you know, maybe there's a rebranding, uh, exercise or, um, you know, again, you've, you've grown quickly.

And now you want to establish that brand. Um, you know, from your perspective, do you think that this is something that you, you should do as soon as you have the funds to do it, or, you know, maybe you've even taken in some, some VC money or something like that. You know, should establishing this brand be one of the first things that are done?

Or is, you know, is it more important to. You know, focus on the business, you know, the business side of things and, and establish, you know, how things work and all of that first, does that make

Uh, yes it does. Um, and I'll tell you, marketing always thinks that everything they do is the most important thing in any business. Um, operations, sales, that lots of people will fight back on that and say maybe it's not true. I think it has to happen as a collaborative process. It needs to start as soon as possible.

Obviously, you know, if you're setting up a business, you need to think that it's gonna. You know, well, but I will tell you that a brand can help drive business decision-making. It can help with training new employees, um, because it gives them a sort of purpose, um, and a mission to, you know, make priorities in their own, um, you know, workday around.

Um, so the brand is really critical. Um, and it is an investment. It takes time to build a brand, right to build. I mean, think about like, Disney and Apple, and I mean, these brands have been doing brand building F for a really long time. Um, but as I said, there's, there are newer, fresher brands that have invested very heavily in marketing.

I would say Yeti is really a good one. They have really, really, really put a large number of their resources toward marketing because they see it as a value. It's, it's building value, it's a sales tool. Um, so you. Again, invest as, as much as you can, um, in brand as early as possible, is my answer

Mm-hmm... And you, you made me think of, and I believe that it was Airbnb. I think, if I remember correctly, I was listening to a story, um, about them and or about the business. Like I said, I think it was, I think it was Airbnb. Um, but they. , they consider themselves a design-focused, um, company, right? Rather than, you know, maybe a, a service-focused, uh, company.

Right. And that's, that's kind of an interesting designation. Obviously, you know, it's a technology. They're providing a service, but, but taking, I guess, the user exp experience and, you know, that brand side of things.

Mm-hmm.

you know, above all of that. is, you know, again, one of those, one of those sort of foundational decisions on, you know, what is going to sort of Trump, you know, the other, the other thing in our hierarchy, um, do you have any insights into brands that might have gone down, we'll call it again, this, this, you know, more brand focused, um, path sooner rather than later, as opposed to someone who gone, you know, went out and, and obviously like taking Airbnb, right.

They were extremely successful very, very quickly. And I don't know if that was. You know, a, a, a decision to make it more of a design-focused company right from the beginning, or if this was, you know, sort of an afterthought. So I'm just, I'm curious from your perspective on, um, You know, again, what that relationship or what that, that, that, uh, what that looks like from a company that did this sooner rather than someone who waited to, to, you know, start having these types of conversations and, and, you know, establishing what that brand stood for and how it was emotionally felt, or the stories that are being told or all of that type of stuff.

Any, thoughts there?

Well, my first, my first thought is to say, you know, there's a graveyard of brands that died prematurely because they didn't, well, I would say they in, it's hard to diagnose really. They, Overinvested in perhaps scale or operations, prioritize those things over the experience of their customer.

Um, or of the kind of, um, it's not necessarily about the marketing story, but it's about how the brand really resonated, Um, I think it's easier to talk about the success stories, the brands that have really, like, like you said, Airbnb. I think what Airbnb has done is to say, okay, yes, we do provide a service, and that is not something we can continue to build and scale on, but what we can.

Make you know what our ex, what makes us extraordinary is that we have placed our brand and we've looked at that like the third piece, which is experience. We've looked at how to use design to optimize the experience across every single touchpoint of someone who comes to us and will. Differentiate ourselves, we will become like leaders in this.

I mean, there are other, you know, marketplaces that offers a very, very, ooh, similar experience. But Airbnb always stands above and beyond because there is such, a clear focus on how the product works, um, how easy it is to use. Um, and that's, that's design. So I would say you're right. That's a great example.

Um, Could we talk about others? I mean, I think Disney is one. Obviously, Apple is another. Um, and again, these are big, big, big, huge, massive global brands that have million-billion dollar budgets. Um, so it's really hard for, you know, to compare them to smaller businesses. Um, Patagonia's another

Yeah. Obviously, they've, they've or controversial one,

I feel like, and maybe this is just a personal thing, but everyone, you know, they, they, they wanna focus on whatever the thing is that they, you know, that they're, um, creating or offering or whatever it is, we're gonna, you know, focus more on the service or, you know, put more into the software or whatever the thing is, right.

You know, is there, is there maybe like some things that we can check off? Like, yeah, we, we've made it to this point. We have that, we have that now we should start doing this, or should, should start looking at this or, um, I don't know. Thoughts? Thoughts? There.

Yeah. Well, I mean a good, a good way to tell, I mean, is your product growing? Is your business growing? Are you, uh, getting sales in the way that you are building systems to bring in sales from? Right. ? Is your sales process working? And if it is, then. Something's not broken, but most of the time, you know, it, that kind of either product-market fit hasn't happened or people are, um, they're finding that.

It's all accidental. They, don't know, they can't, their sales team and their marketing team, and perhaps operations are not all aligned. They're having just some wild string, of great luck. Um, and that's difficult to scale cuz you don't really know what's working. Um, so I would say, you know, the f and one, there's no bad time to do this kind of work, to do this sort of strategy work.

It just takes. Buy-in from, you know, the people who make the decisions and, and need to be able to kind of slow down the machine enough. Because sometimes in doing strategy like this, you find that things have to change and that's also difficult, especially if you've been in business, for a while. So, um, When it comes to, so I work mostly with, as I said, interior designers who run medium or small businesses.

Um, and they are finding that they're not, and this goes for any kind of service business that the. , they're not getting the right clients. The clients that are finding them or coming to them are coming to them for maybe smaller projects than they wanna work on things that are outside of, you know, the scope.

And, that's a messaging problem. That means that they are not able to communicate clearly enough that, the benefit of their service or the scope of the services that they wanna work on are projects that they want to do isn't clear. Um, for someone who makes products or manufactures Things, um, again, that shows up in a little bit of a different way, like are how is your sales process working and, and is where can brand support and brand and marketing support an additional kind of, uh, push on your sales?

So they're two different problems there, two different, um, with two different approaches. From the brand side, from the messaging side, it always needs to come from, again, the core motive. The stories you tell need to speak to people, so they need to be about the benefits of what you offer as a service provider or the benefits of, what you're selling the product.

It's not just a sweater, it has something to do. I bought this sweater for a different, you know, for an emotional reason, um, as a product, or I bought this table or this computer. For an emotional reason. Um, and so that the brand storytelling has to speak to that. And if you don't know that, if you don't, if everyone in your company doesn't know what those things are, then you have a brand problem.

Like, yeah, it's,

Yeah. not never too soon to start.

Yeah. And, and, obviously, that can have an aligning effect. F with everyone as well, so that, you know, again, everyone, everyone sort of starts thinking the same way. You, you kind of almost establish a culture, if you will. Right. You know, you, you, you, you bring this through the, through the company and it kind of sounded like, uh, you.

Would suggest that once you had a, um, a measurable business where you knew that, you know, if, if we did this, you know, we'll get this type of result. You know, once you get to that point, that's probably about the time where you start should start thinking about, you know, a, uh, you know, bringing in more brand type speak and start marketing things that way.

Um, is that fair too?

Yes. But I think even if you're just starting a business, it's a, there are components of the brand. It's again, that you need to. understand why you do what you do and why you're offering what you're offering and who you're offering it to. I mean, those are sort of the basic tenets, of any kind of marketing is like, you really have to understand who's gonna buy from you, um, who you're trying to attract.

And is there, um, you know, collab, is there some kind of calibration between yourself and what you're doing and what other people are looking for? Um, you know, if you don't know that,

Yeah. Makes you have to step back a little bit further than just with Brown.

So, so would you say that you also, uh, provide like copywriting and, and those types of services as well? So it's kind of, again, establishing, establishing the brand. This is, you know, who we stand for. Do you, do you dive into, um, you know, creating the personas of, you know, this is our, our.

You know, ideal customer and, and all of that kind of thing too. So it's kind of, again, established this entire brand package, if you will. And, and, uh,

And more than that too. It's, um, you know, the way it's the storytelling on, on your website, the one idea I used to kind of explain this is Okay, um, obviously there are words and we, we know we can read books and we read magazines, we read blogs, we, whatever it is that you, your intake, that there's a design to how that information is, is.

Given to you. Right? And when you think about, you know, your brand message, it can be a story, it can be your about us copy. It can be your services, it can be product descriptions, it can be all of that kind of copy is part of yours, your message, and how you speak to and has to be written with the lens of understanding who your buyers or your clients are.

Um, but it also has to be designed. , like the information design has to be done properly. Because if you think about the difference between reading a novel, a page and a book and then, and a poem. You know, a poem is intentionally written such that there's a cadence and a rhythm and a way that you start to think and intake the meaning behind it.

Right? It's, it's designed, literally the words are designed in a certain way to where you are. You understand the information properly. Your copy on your website just can't be thrown there, It has to have that kind of nuanced design to it as well, because how people read it is gonna be how they perceive your brand.

So that's another, it's not just copywriting, it's visual design. It's how. Images and colors and the typography, how everything works to present your brand. Um, and that is then when design also becomes, like I said, a sales tool, um, and works as a, you know, does some heavy lifting on getting people to understand your brand.

Um, and that's an investment too. A lot of people unfortunately, don't, the power of good, you know, graphic design and information design, but it's just as important as what's being said or you know, the money you spend on photos or videos. It's important. So it's all, yeah.

and, and, and from, uh, we'll call it user experience design. Do you, do you design that entire, again, experience, like we're looking at, obviously you're focused on furniture right now like this is, this is what they see when they first, uh, you know, might open the package or, you know, open whatever the thing is.

Right. Or look at the. Look at the, uh, the piece in, uh, in man in a magazine or whatever. You, you handle all of that. Do you also do, um, like digital assets as well? Um, you know, that, that kind of thing. Wow. You

Yeah. All of it. Like, um, scripting for videos, also photoshoot layouts, photo shoot design, um, you know, how are the assets gonna be used? Are they going on, you know, social media, are they going to be in print? Um, you know, it's, there's, there's a lot of factors that go into kinda getting visual.

Getting the visual design and what it's communicating, it's the quality of light. It's the, you know, how the room is staged or propped. Um, are there people, are there not, are there kids? Are there pets? Da da. There's like many different storytelling elements that go into, um, you know, Selling, um, just a piece of furniture.

I would say think about, I guess a brand maybe everyone knows is Ikea. So you've got the experience that shows up in the catalog, you've got the experience that shows up on the website. You've got the experience that shows up when you go into an Ikea store. Um, you know, it's, everything has been super carefully calculated to present this story of, you know, accessibility.

Like a really well-designed function. Like when you take a product home, the package is well done, um, it breaks down easily. There's little waste. The instructions don't even have words. , you know, like they give you all the tools. They've thought of everything, which is great. Um, you know, that's a brand experience.

Like they've really got it figured out. So how, you know, how. How do you help other brands do that? How do I help other brands do that? It has to be, it's, it must happen across multiple channels.

Yeah. Interesting. Um, Do you feel like there's anything that I haven't asked that people, you know, should know about this? Any, any type of type I'm, I'm, I'm curious, like from your perspective that you know, that, that, uh, you know, you, you, you live this and breathe this every day. I'm curious, you know, is there, is there something that you seem, you see a lot of people struggling with, or, you know, something that comes to mind that.

Well, I just, a really great place for people to start, and this can be something that businesses of any size can do, um, is just to do a brand audit. Like go and take a look at all of the ways you are talking about your brand. So far, a new brand, this is sort of more of a checklist. Like, can I be, how do I say the same thing across my Instagram bio or my, um, Twitter handle?

Twitter bi across all of my social media bios across my, um, my website copy. Do you know what happens when someone googles me? Like, what's that SEO copy? What's that say? Um, do I introduce myself at a networking event? What's on my business card? What's on my email signature? What is on like every single piece of, you know, collateral or every channel that's part of your marketing, um, you know, part of your marketing efforts, and then how might someone else talk about you?

Right? When I give you, you know, a. This cup, right? I'm going to say, ah, I love this cup because it's what, right? Or I, Hey, I'm working with this designer. She's great, she's da, da da. What are other people saying about you? Um, and are they sharing the right message about, again, what makes you extraordinary and what, like, really Kelly like drove them to do it?

you can control all those narratives, but what I see is that companies that grow really fast and don't have a, you know, haven't kind of necessarily invested in the right marketing or the right branding, those messages are all over the place. Um, people are confused, right? The answer to the confusion is always going to be, no, someone's gonna go to a brand that's really got their shit together and sort of understand that like, The best, you know, the best thing for them, cuz it's, it's, it's more emotional or more, it's easier, it's cohesive.

Right? So do a brand audit really quickly. Um, it's, you know, I, I have a template you can use or you can just write it out, um, or take screenshots and put them all together in one place. Or give this to your, you know, marketing lead, your marketing head, um, to do and just to make sure that everything is crystal clear and that the.

you know, the clients that you wanna attract, again, based on that emotional factor, are gonna read this in all this information in different parts and pieces and really understand who you are. And you'll see quickly what's broken, and you'll see quickly what needs to be, um, prioritized, and, uh, you can go from there.

All right, so we know that all of us interact by telling stories, but what story are you telling with your business? Is it clear? Do your customers know and understand what you stand for, and what they're going to do? Experience and get when they interact with your products. And more importantly, are your own employees all moving in the right direction?

A brand, a proper brand story can bring all of this together. You can reach out to erika@sauritcreative.com, and that is S A U R I T Creative dot. She also is on Instagram again at SAURIT Creative, and you can even email her at ericasaurit@creative.com. And as always, if you want to understand what the wealthy do, head over to invest in square feet and sign up for our newsletter.

We include additional tips that you can only get in the newsletter, and we also reveal investment opportunities to everyone who has subscribed to the newsletter. We drop every Wednesday on whatever podcast platform it is that you use.

Psycho-Cybernetics: Updated and Expanded

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In this episode, we're going to talk about how Travis Steffen used smart ideas and tests to sell 8 companies, the newest one for almost $70,000,000! This same smart way can help you make more money in your own business, even though it's not what most people say to do. When he showed me how it works, I was really surprised, but it makes a lot of sense! We explore how businesses can use data-driven decision-making to identify and solve problems, optimize their processes, and ultimately increase profitability. And most importantly how you should do this from the very beginning. We'll be sharing real-world examples of companies that have successfully used hypothesis testing to gain a competitive advantage and generate wealth. We'll also be discussing how this approach can help businesses innovate and uncover new opportunities for growth. So if you're looking to take your business to the next level, join us for an insightful and practical discussion on how you can deploy hypotheses and experiments to create wealth. Let's get started!

Get Travis Steffen's Book on Amazon - Viral Hero: How To Build Viral Products, Turn Customers Into Marketers, And Achieve Superhuman Growth

Link here: https://amzn.to/3TghJTZ

Connect with Travis Steffen: InstagramTwitter LinkedIn

If you want to understand what the wealthy do, then make sure to subscribe now so you can grow and protect your business every week in about 30 minutes All you have to do is subscribe on whatever platform you listen to podcasts on so you won't miss a step! All right, so I'm gonna throw a complete boomerang at you here this morning and talk about something that's not necessarily business related, but this is something that I've been really crushing pretty hard on lately. Uh, I'm, I'm just obsessed with this technique and it's, it's really, it's a cooking technique, right?

So we're going to jump into the cooking arena here. And, uh, I'm a big cast iron guy, right? And I would imagine this technique probably wor would work. Other things as well, you might not wanna do it with, uh, you know, something that might be non-stick. I don't personally use any non-stick pans, which is a whole other conversation in itself.

But I, so again, getting back to non-stick pans, and if you've ever cooked eggs in non-stick pans, Or I'm sorry. If you've ever cooked eggs in a cast iron skillet, you know that it's probably a pain in the ass. Most of the time. You gotta sit there with them, the chain mail scrubber thing and get all the remnants of breakfast off of that, that pan, right?

So this technique basically makes it so that the pan is quite literally non-stick, obviously, without any of the non-stick stuff in there. Uh, and it's incredibly easy to do. And I obviously, I've been cooking for, I do. 25 years and never knew anything about this before. So I'm so glad that, that I came across it.

You can literally kiss the stuck-on scrambled eggs onto the cast iron pan goodbye. You can literally just take a, a, uh, a paper towel and wipe it out at the end. So really the technique, again, really, really simple. All you have to do is. You, start heating the pan. And I used, uh, I knew I use, uh, avocado oil, right?

So avocado oil has a higher, uh, heat temperature. So, um, you have to get the pan pretty, pretty warm. So the avocado oil will just start to smoke, right? , and you can test this. You can test to see if the pan is hot enough yet by, you know, just kind of dipping your hand in a, a cup of water and you kind of flick that water onto the pan if the water evaporates, you know, like immediately, like right away.

As soon as it hits the pan, it's not hot enough yet. What you want it to do is you, It kind of, the best way that I can describe it is kind of looks like Mercury, so the water is just, Hovering on the pan's surface, uh, then the pan is hot enough, you then take a little bit more, um, uh, avocado oil and, and put it in the middle and, you know, pick the pan up and kind of swirl the, the avocado oil around so that it coats the bottom of the pan.

And then just go ahead and cook whatever it is that you're cooking in there and you get completely non-stick. , I know that's gonna be helpful. You gotta. I'm amazed by it. I use it every single time I cook 📍 on the cast iron pans now. Completely amazing. Completely changed my love for the, uh, the cast iron skillets.

And with that, let's get on to the show.

We all have the same struggle where we feel like we're not making any progress... But today we're going to talk about a better way. Travis Steffen is going to introduce us to his process, his playbook that he's used now. Successfully exit eight businesses.

That means that he has sold and been successful selling those eight different businesses with the newest, most recent one being for almost 70 million. Most people are lucky enough if they sell one business or one company throughout their career, and Travis has figured out how to. Eight different times. So there is a way to avoid all the costly mistakes and banging your head against the wall and throwing spaghetti against the wall, trying to figure out what is going to stick.

Most business owners end up getting frustrated because of all of the pressure and overwhelm, but today we're gonna talk about a different, better way to be able to do that, to avoid all of those types of issues.

I love helping people avoid the super expensive. Really confusing time-suck lessons that kind of prohibited me from getting to where I wanted to be faster.

Mm-hmm... But I also know that early on in my career I kind of got, you know, I paid the tax for that because I thought that I was a lot smarter than I was. I thought I had seen a lot more and kind of got some sort of external validation from being an authority figure or a guru, so to speak. And I should not have been in that role at all.

So I kind of made a pledge to myself that I was just gonna be a student for the rest of my life. And if people really try to, to engage with me to get value, then I would engage with them. And eventually, I relaxed those standards and, and whatnot after, you know, several more wins and losses taught me a lot that I, that I thought would be beneficial for others.

It really wasn't until I started working with some of the biggest accelerator programs in the world and just seeing how quickly the founders that I spoke with were able to implement things and evolve and create a tremendous amount of value for their businesses as a result of a couple of conversations.

But I really had an appreciation for what I was holding back value, value-wise, and that's kind of what prompted me to create maybe, the asset that you saw, which. Honestly that that wasn't even really associated with a real business. It was just I was in this mini-retirement mode after my last exit and you know, had just taken on a couple of executive coaching clients because a lot of people begged me to do it, and it wasn't really something that I wanted to do or that I was passionate about.

But I realized, okay, I I don't wanna sell people on this right now cause it's not something I wanna scale. I'll, I'll do it here and there. Uh, I want to go back to building my own stuff. So that was what that particular video was that you saw.

So, so what types of companies, explain to them, the audience what types of companies you've, you've built and, and, uh, sold over the years.

Were they in any type of specific industries or kind of all over the place, or, um, explain that a little bit.

So the kinds of companies that I've built and sold over the years will sound kind of all over the place because every time I sell one, I usually get a non-compete agreement for three to five years in that sector.

So I was forced, and, and even for some of the companies that haven't exited, oftentimes I've gone to a new industry because that's, Oftentimes sometimes been one of the reasons why, why it didn't work. It was the wrong market, it was the wrong model, it was the wrong channel, it was the wrong product. You know, those types of things are all factors that need to be weighed and most people don't.

Early on, it took me many years to discover that. I was unfortunately conditioned with the same thing that business gurus condition people with today that, you know, you just need a vision and an idea and you need a passion for what you do and just keep persevering and it's just the wrong advice man.

It really is. It's, I think if someone had told me, Earlier though, what the, what I was supposed to do, I probably wouldn't have listened and um, I would've continued to satiate my own ego or satisfy this weird aspiration of being some sort of product visionary like Steve Jobs. Everyone talks about Steve Jobs in that capacity and um, I think there are some founders that fancy themselves as product visionaries and things like that, and I actually think that most of 'em have gotten lucky.

and, um, you know, they've gotten enough evidence to start to believe their own hype in that way. But, you know, from, for, for me, I think, um, what I've found is there's a playbook. That can take you from company to company. I mean, in my career I've gone from um, I've gone from like clothing in fashion to financial services to, we had like an app company with 21 apps in the app store.

Uh, we then had a staffing company that was renting out access to fractional product pods. Uh, we had a, um, viral marketing company. We had, um, a social media management company for healthcare practices and, uh, the older generation of folks running those, there was in there a, a gaming company. There was a.

Oh, gosh, what am I forgetting? Uh, compliance company. There has been a variety of these and all of them have been in different sectors serving different markets so that we're not even in the ballpark of sniffing around something that could be, uh, a risk from a non-compete perspective. What that process gave me was, A really clear understanding and there was a variety of companies in there, by the way, that I didn't mention that did not exits, that we shut down, or that I merged with another one of my companies or something along those lines.

And there were a number of companies in there that I was not the founder of that did exit that I did not include. , I was able to apply the playbook to all of those, and the playbook has evolved over time. What that's done for me is it's shown me what works across industries, what doesn't work across industries, what works in one or maybe a few industries, and what only you know, doesn't work in a handful of cases.

What I've, what I've been able to kind of discovery is almost like a master algorithm for business growth, and that's now what I'm trying to focus a lot more of my life on is being able to iterate on just this ultimate system. That looks completely different than what most people are marketing today. So many people are down the train of, they're, they're just down the rabbit hole of like funnels, right?

And paid traffic and all these things. And their tactics, decay, and, and those same tactics will not work in the same with the same economics 18 months from now, especially if they're heavily marketed and prolific. So being able to take four or five steps back and iterate on exactly the job those tactics do for you and what they need to do.

Quantitatively why things fit together qualitatively, all of those things. I'm, I'm boiling it down to a far too simplistic view, but for the sake of our time here, you know, what I'm trying to create now is just like the master perennial growth system that any business can use, provided it has some sort of recurring revenue component that just provides ultimate clarity.

On exactly what to do, in what order, to what degree, when, and why. Um, that level of clarity is something I think is absent from entrepreneurship. And so many people are just running around like crazy, panicked, guessing, trying to discover, uh, a tactic that works for them. Even when it does, they don't know why.

If it doesn't, they don't know why not, and they continue throwing spaghetti at the wall to see what sticks. Yeah. Yeah. I, I, I can't wait to get into this one. And I wanna take a, a quick step back too. Um, as you were going through all of your, your exits, and you mentioned that there were some companies that, you know, you might have, might not have been the founder in, and there were some failures in there.

Um, did, have you noticed, uh, now that you have this, this playbook that the, and, and again, the experience plays into this as well, but... Um, The propensity to fail is, is less where, um, you know, you're, you're not, like you, you mentioned the throwing spaghetti against the wall, right? Like, let's see if this sticks right.

You know, I'm considering like those things, you know, failures, maybe not the whole business doesn't fail, but, you know, we realize, okay, now this doesn't work. Let's go over there and try that thing, you know, and see if that thing works, and let's try this. Right. Are you, are you noticing like less of that throwing spade against the wall and, and, uh, you know, you.

Pretty well follow this, this playbook and, and it's much more, I guess, streamlined and, and, uh, direct to that end goal, whatever that result is that you're trying to get to.

I feel that the playbook is a lot more streamlined. Uh, I feel that failure is definitely not mitigated, uh, by executing on it, but it is.

Um, so, so from, from my perspective, just so you kind of know the object of the game, for me, it's to get to a definitive success or definitive failure as quickly as possible. Mm-hmm. , the worst thing that you can experience in this kind of little machine or, or this system that I've built is an inconclusive result.

that's when you have people that are scratching and clawing for every single dollar, not knowing when or how the next one will come in, making just enough to pay the bills and keep them at it, but not much else. That is the worst-case scenario. Um, if you're, if you're seeing very clearly that what you're after is not working like you have clear signals immediate.

But you also know why, like, that was the main unlock for me is like trying to figure out exactly what to do as a result of the failure. So being able to frame up your experiments and by and large, a new growth model or a new hypothesis for a company. Is an ever-evolving experiment. And if you treat it in that way, and you're formulating this correctly where you're starting with a problem statement and you're deriving your hypotheses from that problem statement as a way of explaining why that problem statement is occurring and, your tactics are, Birthed from that, and they're very, very pointed as a way of either validating or invalidating that hypothesis as quickly as possible and as aggressively as possible, you're gonna end up with answers that you can reuse everywhere.

Whether you, you say, okay, the model was not effective in this case, like the economics didn't work as we had mapped or the market, you know, we're getting new information that this is, while it's a large market, it's shrinking rather than static or growing. And you know, things along those lines that I think just get exposed really quickly if you're deliberate about discovering the answers.

And then what you do as a result is known, known, right? Like as soon as you get that information, you're able to kind of pivot some things in your plans. And if those things just don't fit, you know what you'll find. I mean, mathematically, there's an equation that I love. It's a caring capacity. Equation then it basically tells you how quickly you're gonna, your business is gonna top out in plateau and you can figure that out months, if not years in advance once you have certain basal data points.

Um, and if people knew that going in, it would be no surprise and they would know exactly when and where to pivot their focus, um, to kind of mitigate some of those inputs of that equation. Um, so those types of things I think, are really, really interesting. And I, I don't see them often written about because the people, I would say 95% of entrepreneurs are successful, you know, as much as they want, want to attribute it to other things.

Like 95% of them took a swing and hit one out of the park, not realizing that had they taken 10 swings, they might only hit one out of the park. Right. With their current way of doing things. And because of that, I think it gives a lot of false signals. Now, I'm not saying that I'm someone that would hit 10 swings outta the park.

I'm just the one that knows that I would only hit the one of 10. Right? Yeah. Right. So being able to see all the factors that play into that success or failure, knowing exactly why things happen, becomes a really instructive methodology. So you know exactly what to focus on, when to what degree, and why.

The biggest unlock for me as an entrepreneur without.

Uh, so a lot of, a lot of entrepreneurs, you know, they want, they, they start their company, um, to create wealth, right? And they, they, as you mentioned before, the worst thing that you can possibly do is go through this, you know, years-long process of, you know, scraping buy-in, everything.

Using your Playbook, how quickly can you, I mean, obviously. I, I feel like a lot of people just keep banging their heads against the wall, right? For, again, sometimes years, you know, how quickly can you realize, okay, this is not working. I need to, you know, I need to follow the playbook and, and make a change.

Or make a shift. Like how, how long does it take to, to. Uh, get enough information, uh, you know, underneath your belt to be able to say, okay, let's go this direction. Mm-hmm. , what, what does that look like?

Sometimes? Depends on the amount of data we have access to, but, uh, if you're just a normal entrepreneur using a normal analytics tool, usually I'm able to make that diagnosis on the first day we speak.

Um, it at the, at the latest, it may, it may take a week. And the only reason for that is just basically me juggling all the other folks that I'm working with in that regard. Mm-hmm... Um, but, you know, I think it's, it's usually very, very obvious. Like I'll be chatting with an entrepreneur on Friday. We haven't even had a single conversation on the phone yet.

but based on his initial comms, I already know exactly what's wrong. So, so like those types of things become really exciting, being able to almost like, see the matrix in a lot of ways. Mm-hmm. , um, I multitasked so much in my,, in the early days of my career, which is why there are so many exits on my resume.

Having multiple projects was really the only path to that. I don't think that's the correct path, by the way. I actually believe very deeply these days in like absurd. Blinders and, focus on being the best in the world. That one thing, it just creates much bigger outcomes and you have much, uh, much deeper depth of insight into the customers that you're serving.

But those reps gave me a lot of. Uh, just a, a lot of ability to see and to analyze a, a wide variety of problems. And having experienced them, I'm able to recognize them a lot faster. Um, so usually it's very, very quickly you can determine the problem. It's very difficult to diagnose the proper, accurate solution without another couple of weeks of analysis and conversations.

Uh, but usually within the first. You know, I'll be able to take a, an entrepreneur who, you know, has an existing business. Maybe they're making a couple of million dollars a year, but they're flat. Or maybe they're, they're just, you know, just south of a million or something like that and just can't crack the code and usually turn them around and give them an exact path forward and, and why to kind of create the operational brain for their business, you know, within the first month.

Wow. Wow. That's cool. That's very cool. And you mentioned some of those, uh, I guess benchmarks where a lot of, uh, a lot of entrepreneurs, entrepreneurs might be, you know, making a million dollars. Is there any, is there any, uh, I guess. Um, you know, the threshold for a, an income level where they, they should be at before, uh, this, this, uh, playbook works and, and any ceiling to it as well.

Um, you know, so I'm just curious if this works for like a, you know, a siege seed stage type startup. You know, it's just getting started. They don't really have much data yet. It's an idea, maybe even pre. Pre-income and, you know, any, any type of advice, you know, for that type of company? Or does this really work once you start getting, you know, the data, uh, the data to be able to evaluate?

It depends a little bit on your definition of work, right? So, um, like what, what I typically will do for companies now is like, for example, I have a client that is pre-revenue. And they have just bought in so deeply to the process that they've already put a lot of it in action within the first, you know, month or two.

And it's already shown great outcomes just with their free product. And because of that, there's already a high degree of trust that this is the correct path. Right. So, um, to that, like, to that end, there's no income threshold from a business perspective, but that business does have an investor that has financed, you know, my engagement with them and the company at large.

Um, on the other hand, if you go too big, you know, some of the companies that I've spoken with about this sort of thing, They have a pretty clear understanding that the business is almost hard-coded in a lot of legacy processes. So when I'll deliver them, uh, a different growth model or you know, a different strategy that's birthed from the growth model that actually mathematically works and they can see that, they then say, oh crap.

Um, So much of our business is based on this old way where we have, you know, maybe a lot of managerial silos that would otherwise need to be one cross-functional growth team or something along those lines. and because of that, they're doubting their ability to actually execute the plan. So just because of that one factor, I've oftentimes gravitated to like, you know, companies who have seven figures of revenue but not higher.

Um, I've, I've gravitated to companies, and just because like even if you have the CEO who is gung-ho and super bought in, The culture shake-up that, you know, a pretty dramatic change to a broken system can create is a much more difficult problem than the mathematics. Uh, you know, and, and qualitative strategies involved in business growth.

Yeah, that makes, that makes a great deal of sense. Do you, I, I'm curious your answer on, on this, um, so, so if you are starting a company or if you, if you, yeah, I guess if you're starting a company and you're establishing, you know, this is the way that we do things, Are there any, uh, I guess resources or methodologies like, you know, again, scrum methodology or anything like that, uh, that you would suggest being, you know, deploying so that you don't get stuck into that, uh, you know, that out of, you know, this is the way that we do things and it, you know, needs to be this way.

Right. So, to me, I, I, I always feel like being as flexible as possible, But yet rigid enough obviously, so that you're not all over the place. Mm-hmm. is, is the best, uh, course of action. I'm just curious from your perspective, um, you know, as you're building these things, is there, you know, a, a, a solution or a, a name of this framework that you can kind of build everything around? Does that make sense?

Yes. So, so let me give you a quick caveat. So the system that I'm, that I've, I'm basically, and I will probably continue to iterate on forever, uh, is thus far a product of 14 years in entrepreneurship. Having sold eight companies and having, you know, uh, tanked several others.

Having, you know, coil, several others I wasn't a founder of et cetera. Also, a product of, uh, my M B A program. Right now, my doctoral program, uh, it's, it's a product of buying any single resource or even time with some of the top growth leads in the world that is building some of the fastest growing products out there and figuring out exactly what their secret sauce is through a series of conversations.

And everything in between, every book that I can get my hands on. But what I've found is that specific resources oftentimes are very, very pointed at solving a specific problem or creating a specific outcome. And the problem of starting there is. , you don't yet know what problem you need to solve. You don't yet know what outcome you need to create.

So like the day one thing, I mean, the first thing that I'll say if somebody asks me if I if I have a new idea, what's the first thing I do? I always say I try to forget it. Um, I always, always say that. And the reason is, It's almost always been the fastest path to failure, both from my experience and from other entrepreneurs that I've run into.

And the reason for that is we're all outliers in the grand field, of outcomes, right? We can't rely on our own. Our own ideas because oftentimes our ideas for solving problems are blended with this pie-in-the-sky financial outcome that we associate with that idea. Because of that, we oftentimes will get married to a specific vision because we think we've created this blueprint in our head that this is the way, this is the path to this life that we want, and it's not.

A really deep examination of the customer, their problems, how they verbalize those problems, why they exist, the value behind solving those problems, and where the customers would search for solutions to those problems. And if that's market, if that's, a problem set that is compounding and growing really quick year over year, or if it's something that's rapidly being chipped away at.

So through that lens, I would say the only resource I typically recommend outside of your, uh, more. Widely applicable, like leadership resources, which, you know, for me, I would say the Bible for leadership in a business, in my opinion, uh, would start and end at Extreme Ownership. Um, and, you know, through that lens, I mean, there are other ones that I love, but they're all very, very specific to a specific type of company.

Um, the other one that I would almost always recommend is Lean Customer Development by Cindy Alva. A very short read, but it's really, really geared towards one thing and it's having a specific structured set of customer conversations that are designed to not create biased outcomes. Meaning forget your idea, forget trying to steer the customer in one direction or another in terms of their ability to answer, and give yourself a clean data set.

Do 20 or 30 of these conversations. Um, record them and then spend a tremendous amount of time combing through them trying to find patterns, and using those interviews as your first source of information that then you're deriving potential hypotheses around. And that's your first experiment set. So if you start the journey, Through the lens of the scientific method in a very specific way.

Forget any preconceived notions of what you think is gonna happen or what you think you'll find, and let the data speak to you. And then just be really passionate about getting curious around this specific customer type, um, without, you know, marrying any idea in your mind that this is gonna be the customer subset that you focus on forever.

It absolutely could be, but it absolutely should be something that you look at in and of itself and say, I am willing to waste 30 hours of my life in these conversations and a hundred other hours of my life setting these conversations up and combing through the data. Just to find that this is not the right customer for me to serve.

Like if you're comfortable with that situation, I think it's the ultimate hack for getting started.

Yeah, that's, that's, I, I, I love that, that outlook and as you were, as you were, um, you were talking, I, I kind of, so, so for me, I'm a very impulsive person, right. I, I, I realize. A long time ago, um, I, I, you know, would buy things.

I bought a 5,000-square-foot house and lived in it by myself, right? So, uh, I realized like, I have to really think through these things. Uh, and I don't remember where this came from, but, but. Someone told me, or, or I learned this somewhere where if you, if you want something, you know, give it, you know, 3, 4, 5 days and if you still want it afterward, then maybe, maybe you should go and get it right.

But it's a way to kind of, um, You know, talk yourself out of making those impulse type mm-hmm. decisions. Mm-hmm. and, and, and entrepreneurialism can be very, very impulsive as well. Where, you know, you say, oh, I've, I've got an idea. I'm going to go forward with that. And then you try to, You try to make the market fit your idea rather than mm-hmm.

you know, approach it from a, a perspective of, I'm going to, you know, I, I think there's something with this market that I might be interested in, and I'm going to evaluate that and then, you know, find the problem statements and solve that problem first. Is that, is that basically what you're getting at, with, you know, kind of that?

I would say so, and I think one addition to that is, let's say, let's take, your hypothetical example there and, um, let's drill into a little bit. Let's say, for example, I wanna buy, um, a, like a, a cold plunge. On Amazon, because that's on, it's on my list too, by the way. Six days, right? Yeah, it's on my list.

Perfect. Let's assume that that's, that's something that is on your list. Um, what I would say instead is, rather than cuz like, that's kind of a, a really cool way to almost mimic entrepreneurs skipping straight to tactics. I want this thing because this thing is popular and this thing is et cetera, et cetera.

Instead, if you're able to say, what is the problem, I'm expired. That I want to solve. Right? And if you start there and get curious about the problem you're experiencing, then if,, your next step is to try to explain why that problem is occurring, but you're able to put that cold plunge completely out your brain and say that that's, that has its job was done in that, it brought me to the table of curiosity.

And if your hypothesis or your hypotheses are around why or what are a couple of reasons why this problem is occurring for me, And based on my understanding of why it's occurring now, let's try a couple of experiments to figure out. If that hypothesis was true, one of your experiments could be, you know, maybe your problem is, I just feel really bad every day and I feel like brittle and, and inflamed and I'm, I'm now gonna get super curious and start to set some hypotheses around exactly why that's the case.

Um, this specific problem is near and dear to my heart cuz one of my graduate degrees is in exercise physiology and biomechanics. for a little while there, I was a professional strength coach for, you know champion for some guys entering the N F L Draft way pre-entrepreneurship many years ago.

Mm-hmm. . , I remember that this was a really important problem for us to drill into. And what we actually found in some cases is certain bioavailable or kirkman supplements were able to reduce inflammation to the same degree that ice baths were. And then we basically said, all right, I wonder if we stacked these, like what could, like what outcomes would could we derive?

And you know, what we found was like, You could get more, but there is a point of diminished return pretty quickly. And also the vast majority of that inflammation was coming from, you know, dietary sources anyway. So you can either continue to slap band-aids on the cut that you're inflicting upon yourself, or you can start to solve that problem at the source.

Um, so like all those hypotheses, right, are testable. And then if you go into some of the things like, okay, before I buy this cold plunge, Can I prove to myself that I can set up a habit to actually go to someone's cold plunge that's near me, or like another company like that. And does that solve the problem?

Right? So all those things in advance of actually implementing an expensive solution, I think is, should be part of the decision-making framework of an entrepreneur.

This framework or this, this playbook, um, I can, I can see the value in, you know, saving so much time and so much frustration and uh, you know, just, just getting to the point and getting, you know, maybe not even walking down the path of, of developing things that, you know, don't need to be developed.

Right. That's, and, and I'm part of, uh, another startup right now as well, and, and, uh, you know, we had this idea. The four of us decided like, yeah, this is, this is something that we're struggling with, but we never really went out and, and, you know, talked to any other entrepreneurs to see if they're struggling with the same thing again.

So, uh, you know, again, that impulsive thing, I'm going to go and do this and I'm going to build it and I have the resource is the ability to be able to do it. But, you know, taking a step back and, and, uh, You know, making sure that that market is there first before you go and do that. I mean, makes, makes perfect sense.

If, if, um, if people are walking down a path, uh, even just take me for instance, you know, we're walking down this path of, of, you know, creating the frameworks, creating the wireframes. Uh, you know, to be able to hand over to a developer and, and, uh, you know, then we're going to, you know, go to market with, with this initial idea and this, this has, you know, great implications.

I mean, it can, it could be a huge, huge platform in our opinion. Uh, so, you know, there, there's plenty of entrepreneurs in that exact same type of boat. Uh, Any, any, um, I guess advice with, you know, maybe taking a step back and maybe it's even the advice to go back and, and interview entrepreneurs to make sure to validate that idea, but I'm, I'm just curious if there's anything else that you can think of, you know, in that.

In that realm where again, the goal is to create wealth and, uh, you know, be able to then take that wealth and, you know, help other people. You know, with that wealth you have the resources to be able to do it. Um, so whatever vehicle it is that you are choosing to, to go down the road to create this wealth with, you know, just thoughts on, on being able to get that, get that ball rolling and, and, uh, Uh, you know, get it, get it moving.

Any, anything come to mind there? Yeah. So, um, and I think a couple of the things that, that you said were, were super interesting. Like, for example, going back and interviewing customers to validate the idea, I think is probably the incorrect approach because you're now starting. , like almost with, an inherent bias where you want to validate the idea that you already have.

And as a smart person like you are, right, you're gonna find a way. In the same way that any like doctoral candidate will be able to comb through the millions of scholarly resources to pretty much form any argument and have it pass the, like, cut the mustard from a scientific perspective happens all the time.

The best outcomes though, like if you were able. Logically to get okay with your sun, the sunk cost fallacy in your own mind, that is also present and say, I'm gonna be okay with the fact like that, with the possibility of having wasted a whole bunch of time on this idea in advance, and instead go talk to a lot of these customers.

And have unbiased conversations and just get super curious around, you know, not just what they say, but also how, like the verbiage, they're using to describe those, which inevitably could be your sales copy where they say they're looking for solutions, which inevitably can become your initial channel hypotheses.

Uh, how much value they believe it will create for them monetarily, whether it's directly or indirectly, which inevitably can be informing your pricing strategy, uh, to come in, in some way. A lot of these interviews can kind of birth a lot of your early, you know, tactics that you implement. But the problem itself I think is critical because you get to have a good indication of like, Okay, maybe this problem exists, but maybe it's not the most pressing thing on their mind.

Maybe it's not the most expensive problem that we could solve. And if, for example, you're saying, Hey, a constraint that we wanna ensure are included in our early days model here is it needs to, within year one, give us, as the founders 30 grand a month in, you know, a ni, a nice, stable salary. Mm-hmm. , your path to that is gonna be very, very specific because not every business is gonna have that sort of margin profile.

And if it's a lower ticket offer, you may, you may find that, um, uh, you have to just do a lot more volume than you should do early because you, you don't have enough time with customers. And you might be the subject of like premature scaling, you know, which oftentimes leads to like really, really rapid rise if you're good at that acquisition piece.

But if you haven't nailed the engagement, Your attention is gonna drop you off a cliff. Um, so like that sort of thing I think, is critical, pretty critical to examine early on. Um, what I would also say is the reasoning behind solving a specific problem. Like you, you can very well. Uh, come up with a series of constraints that say, you know what, I want to bank 50 grand a month in cash just for me personally within a year, and also ensure that I have, I have enough money after the facts to pay.

Two people on my team like X amount. Identifying those constraints early really will limit the models you can use, the market you can serve, the channels you can utilize, and the products you can create that fit all of those factors. So being able to come up with those constraints early before you even think about a specific problem can actually really steer you in specific directions to make it easier to come up with those.

those answers are what they inevitably are because you're just gonna very clearly have a, does this fit or not, right? Mm-hmm. , you know, so that, that almost cut kind of goes into a feasibility analysis, um, early, early on in the process. I'm sure there was another question in there that I'm now forgetting cause I kind of rabbit hole on that one.

No, I, I, and I love that too because I, I feel like there's so many, there are so many different avenues we can go down, but, um, you know, so, so if you have a specific target, so I'm part of another, another group, and they call this dimes and dollars, right? So your dimes are, you know, kind of your living expenses and what you need to, to survive in your dollars are, you know, your legacy building things, the things that you're really trying to do so, to build wealth and all of that.

So if your, if your dimes. You know, if you need a certain amount to get to your dimes, and that's kind of, your restraint. And if there's, you know, again, four or five people mm-hmm. and everybody's, you know, total that totaling that in like, this is my, these are my dimes that I need to make up for this.

Then we have this, this amount that we need to make, you know, as quickly as possible. Right. You're saying that essentially by having those, those limitations, by having those numbers figured out and put together, um, you know, it's, it's going to allow you to, you understand quicker whether or not this, this is the right vehicle, this is the right path to be able to go down, um, to get this.

And, and if it's not, then you know, let's scrap that and again, take a different path and figure out a different business model or a different, a different, uh, Uh, deliverable that can get us to wherever those, wherever those goals are, because then again, once you achieve your do or your dimes, you know, then the next step would be to obviously, you know, catapult that and, and work on something that can get to your dollars and, and create that, that wealth that you're looking for.

Yeah. Accurate.

Accurate, yes. And I would also say beyond that, if the goal is individual wealth creation, your business is just one piece of a larger. In that regard, I think if you're, for example, saying, Hey, I want, I want a passive income of, you know, 500 grand a year or something like that, where I basically have, and, and by passive right, it's just very mildly active.

Let's just assume there's like maybe a little bit of something that you have to do. Let's say it's real estate, for example. Cause that's one near and dear to my heart. Um, if I know for a fact that the job that my business is doing for me, if the job that I'm hiring my business, uh, as the founder to do, for me personally as an individual.

Is to feed my passive income machine in my real estate machine and pay my bills. I can get really specific on the set of constraints that I wanna create for that business early on, because the, the goal of that very first wave of analysis is like, you know, product, market, model, channel, making sure all those factors fit together.

But then within that, if I identify constraints, you know, if I go through a specific market or I go through a specific model, I can eliminate channels, I can eliminate products, I can eliminate, you know, different other factors, which is great for me because I want clarity. In that next step, if the constraints are known upfront, the constraints can serve to eliminate other potential paths along the way.

And if I only have one that's very clear, and I know exactly to what degree I need to, you know, crank up the juice on one side of the, uh, equation or the other, you know, a lot of people go straight to optimization, but optimization is just one tactic. Or one, one, you know, tool in my tool belt out of, you know, dozens of them as someone who's focused on growing a business.

Like, I might not focus on that area because I know that mathematically speaking, it's gonna actually do a lot more for me to crank up average revenue per paying user per year, or, and that's kind of the those are the types of things that your growth model is able to do as it becomes like a really instructive, um, almost tool for you to say.

Where should I focus? Like how is this going to help achieve my goal of allowing me to buy three new properties this year in my portfolio, maybe the constraint that I've identified as well, is I only have the bandwidth to buy three properties a year, even if I have more income. Like I don't want to go through that process more than three times.

So the extra income that I drive, I'm either gonna park in this specific vehicle, or I'm gonna pay down certain mortgages, or I'm gonna do X or Y or z. Um, and if I have that clarity in that plan in advance, as I go through and execute it and I find flaws and ways that I need to instrument that machine and go be a mechanic, that then becomes a much smaller, much more narrow problem that almost anyone, once it's identified can say, I know exactly what to Google here.

Mm-hmm. , I know exactly what vendor to go find here. And when I do, I know exactly, what metric to say to deliver to them and say, Based on what you see in your average client outcome, can you get me this specific number? Because it's what I need in my growth model to hit. And you know, maybe they say yes, maybe they say no.

But you have very clear targets that you need to hit there, and you won't stop until you get them. So once you hit that though, you know, the math is gonna work. So all those things when combined, I think become just superpowers, for any entrepreneur.

All right, so there you have it. I know that when Travis was going through this,, it's just such a counterintuitive way of looking at all of this. It's unlike any other guru and teaches you how to approach this type of topic. So rather than focusing on whatever it is that you are trying to build and trying to create, you wanna forget your idea.

And go deep learning from the customers who actually are going to be using the product, and you want to make sure that you are not guiding them or leading them into any type of decisions at all. You want this to be completely from their way of thinking. And after this recording, I actually did quite a bit of research, and from what people are telling me when you use this type of technique, every hour spent interviewing people can save as much as 20 hours worth of development time.

And it might even be more than that if you are. Factoring in other things like project managers into that equation as well. So this is an immense time-saving opportunity, which of course time equals money. You can also reach out to Travis on Instagram, LinkedIn, and Twitter, and it's just Travis Steffen, which is S T E F F E N.

He also has a couple of books out there, but you're probably only. Be interested in one of them. And it's about building viral loops in your products and it's called Viral Hero.

All right. I know that I learned a hell of a lot from Travis in this episode, and we have one more special tip for you that a lot of companies in Silicon Valley swear by. So if you're interested in getting that head over to invest in square feet.com and sign up for our newsletter.

That's the only way you're going to get this last secret tip from Travis. And of course, don't forget that investing in square feet drops every Wednesday on whatever platform you use to listen to podcasts. So go ahead and go and subscribe to the show so you don't miss a step.

Viral Hero: How To Build Viral Products, Turn Customers Into Marketers, And Achieve Superhuman Growth

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Kelley Thornton is the CEO and co-founder of the successful skin care company, Tiege Hanley. Kelley was born and raised in Towson, MD. He started his first entrepreneurial pursuit, house painting while in high school. After college, Kelley entered the Metropolitan New York area workforce as a sales representative in the point-of-purchase display and packaging industry. industry. A few years into his career he was tasked with developing a Chicago presence for his company, Phoenix Display & Packaging, which later became part of International Paper.

After a successful 20-year career in the throes of Corporate America, he left the industry to found his second company, Purchase Point LLC. Purchase Point helped CPG companies think differently about their in-store merchandising platforms. Growing quickly with global customers such as Unilever, Mars Wrigley, Bayer, and Pfizer, Kelley brought a creative approach to captivating consumers during the last seven seconds along their Path to Purchase.

Through his experience at Purchase Point, Kelley found the rapidly growing men’s care industry inspiring. In 2016 he stepped away to found his next company, Tiege Hanley, a 6-year-old e-commerce company. The business has evolved from selling three distinct Skin Care Systems to boasting a wide variety of products. Tiege shipped its 1.5 millionth box in July 2022 and has over 350,000 customers worldwide. Kelley is focused on enriching the customer experience and guiding men to healthier lifestyles founded on self-confidence.

Episode Highlights: * While in high school, Kelley created his own painting business [3:52] * Kelley’s second company, Purchase Point focused on in-store shopping [12:30] * Developing Tiege Hanley skin care products [19:15] * How it is branded and how it is marketed to men [28:50] * What is the secret to Tiege Hanley’s success [37:07] * The results of using their skincare products [44:33] * Get in touch with Kelley Thornton [47:08]

Links, Promotions or Plugs: * Kelley Thornton’s LinkedIn * Tiege Hanley Skin Care for Men

Listen to other PTSS Episodes: * Uncovering Issues & Solutions in Hidden Job Market with Anish Majumdar * How To Keep Your Cryptos Secure with Seth Maniscalco * Founding A Successful Digital Bank After Credit Crisis with Steve Schnall

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Did you know that there are 900,000 affiliate marketers in the world? 81% of advertisers and 84% of publishers use affiliate marketing, according to a Forrester report.

Martha Krejci is a powerhouse in marketing and she will explain how affiliate marketing works.

Don’t miss out on learning from this expert and start earning income streams while at home!

Catch her trainings at her Affiliate University https://withmartha.com

For the full episode show note, click here: https://passthesecretsauce.com/2022/11/25/create-income-streams-through-affiliate-marketing-with-martha-krejci/

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As a Bucket List Life coach, Marty Elberg changes people's perceptions, wakes them up, and inspires them to live the life they dream of. His aim is to inspire participants to live a regret-free life and take action on what really matters to them. He teaches participants how to develop a work-life blend that results in greater fulfillment in their lives. The unique methods he uses for goal-setting and achieving them, lifestyle design practices, and group accountability enable audiences to experience amazing results.

Get Onboard With Bucket List Kick Start Now! https://www.bucketlistcoach.club/kick-start

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Dolores Hirschmann is an internationally recognized Strategist & Coach and has been a remote employee and virtual business owner for over 20 years. She helps clients clarify their “idea worth sharing”, design their communication strategies, and implement business growth systems.

Her clients become speakers and authors and take their message to larger audiences like TEDx and beyond. She works through group coaching, workshops, one-on-one coaching, as well as public speaking.

Get your business on stage through 10x Stage, visit the website : https://10xstageagency.com

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Jeff Arnold is the President of RIGHTSURE, which offers consumers a wide selection of affordable and reliable insurance solutions and a hassle-free purchasing process by combining a unique, client-centered strategy with cutting-edge technology. He's been an industry leader for over 30 years, even being referred to as a thought leader and global ambassador for the insurance industry.

RIGHTSURE Insurance Group has offices in Tucson and Sierra Vista, Arizona and provides insurance to customers all over the United States. https://www.rightsure.com/insurance-products

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I'm happy to welcome Tim Tortora today, an ex-movie producer and outsource CFO for Hollywood producers. During the past 30 years of his career, he has been involved with influential companies like Harpo Films, Sony Pictures, Disney, TriStar Pictures, and Columbia Pictures.

With his expertise, Tim helps writers, directors, actors, producers, and crew of film and TV learn how to network with real Hollywood producers and build their careers.

Tim helps young professionals build a strong network of executives and hiring managers within the film and television industry.

Learn more about Hollywood from the inside with Tim at https://timtortora.com

Get Tim's book, Hollywood Dream Jobs and Hollywood Accounting here https://bit.ly/3WCq3yL

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Victor Pena is the CEO of Omniprint International, a multi-million dollar printer manufacturer. A skilled leader of innovative teams, he has won Product of the Year awards for five straight years. Furthermore, he has developed products from the scratch, such as the Cheetah Industrial DTG Printer, Wurk - an online platform for workflow tracking and automation, and Gamut Plus. He is a focused digital marketer with solid fundamentals and creative strategies for lead creation, development and management.

If you want to get into DTG (Direct to Garment) Printing Business, visit their website OmniPrint https://www.omniprintonline.com/

If you are interested in booking Victor Pena, click the link below https://elitespeakersagency.com/speaker/victor-pena/

Get a copy of Dave Menz’s Case Study Learn how he grew his laundromat business and the exact breakdown steps you can implement today at no cost to you! https://99entrepreneurstrong.com

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Kyle Livingston is a Business Operations Consultant at 7 Figure Industry. Kyle was left at a yard sale as a 12-week-old baby, he then lost $160k of his own money in a failed company, so he knows what failure feels like, tastes like, and smells like. From the lessons learned, Kyle Livingston has since built three 7 figure brick and mortar companies and helped turn nine companies in the red to be wildly profitable. Now as a Business Consultant and Coach his goal is to help others turn Chaos into Profit.

Learn more about 7FIGUREVIP - SMM Campaigns, Consulting, Automation Services, Analytics https://www.7figureindustry.com/home-page

Get a copy of Dave Menz' case study -- how he grew his business, and the exact breakdown steps you can implement today at no cost to you!! 99entrepreneurstrong.com

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If I asked you, ‘what’s just one thing the wealthy do that the rest don’t do?’ what would you say? I’m talking about the top 1% of the 1%. What’s the secret?

You might be surprised, like I was, to hear the answer to that question from today’s guest. He’s a #1 best-selling author and has been named Forbes America’s Top Next-Gen Wealth Advisors three times.

You and I both have a huge opportunity to learn from one of the best wealth educators today, and we’ll cover a lot, so let’s all listen in. We’ll dive into:

• Why traditional investing can be a bad idea

• How to get top dollar for your business when you’re ready to sell it

• What is ‘investor psychology’ and why it matters

And, oh yes…

• What is that one thing the wealthy do (that we can start doing, too)?

Check the full shownotes here: ptss_wealthbuilding

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Here’s a quick question, “what’s the biggest thing holding you back from doubling your sales in the next 12 months?”

In today’s world, it can be really easy to cast our net wide and try to “do it all” in terms of projects, marketing…whatever. But it’s really possible to get double the results with less effort. Stick with me. Today’s guest is a legacy leader who’s taken this concept and given it a whole new spin. Trust me…you’ll be glad you’re here.

Get the pre-sales copy of the 2nd edition of the New York Times best-seller book, The Ultimate Sales Machine https://www.ultimatesalesmachine.com/book-1a

Want To Double Your Sales In The Next 12 Months? Learn more at https://chetholmes.com

Get the full shownotes here: ptss_ultimatesalesmachine

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If you’re a fan of the show, there are three simple things you can do to support our work:
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This podcast is hosted by ZenCast.fm

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Here’s a quick question, “what’s the biggest thing holding you back from doubling your sales in the next 12 months?”

Get the pre-sales copy of the 2nd edition of the New York Times best-seller book, The Ultimate Sales Machine https://www.ultimatesalesmachine.com/book-1a

Want To Double Your Sales In The Next 12 Months? Visit https://chetholmes.com

Get the full shownotes:

Support our podcast

If you’re a fan of the show, there are three simple things you can do to support our work:
Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast and Facebook: https://www.facebook.com/passthesecretsauce

This podcast is hosted by ZenCast.fm

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Today’s guest will teach us a lot about Human Trafficking -- what to look for, what to do, what NOT to do, how it can happen to anyone…our sister, daughter, brother. And, how we can help make a difference. Remember to call in at 404 99 SAUCE to talk to us live.

Who is Rodney Hammer?

Rodney Hammer is the founder and president of ReHope of Greater Kansas City. ReHope houses women and children who have been trafficked. The house offers a family-style environment where the people are taught faith, job skills, trauma-informed therapy, and recovery skills and have time to heal from their experiences.

Thanks for listening. Don’t forget to like us on Facebook: https://www.facebook.com/passthesecretsauce to get updates on new episodes.

Support our podcast

If you’re a fan of the show, there are three simple things you can do to support our work:
Subscribe, rate and review the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube and follow us on LinkedIn.

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
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Rylee Meek has helped entrepreneurs scale their businesses and generate transformational wealth through his company, Social Dynamic Selling. Through his proven strategies and methods for building lasting relationships and lifetime customers, Rylee has helped hundreds of entrepreneurs gain clarity and accelerate their business and brand growth.

Join the conversation as our guest shares:

Ways to triple your profits without triple the work
How, in one year, he went from 600 dollars in his bank account to 2 billion
And, finally, what 3 things you need to close high profit sales.

For the full episode show note, click here: passthesecretsaucethekingscouncil

Buy How to Use Dinner Seminar Marketing to Grow Your Business on Amazon https://www.amazon.com/Food-Thought-Marketing-Business-Possible/dp/1723873810

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Food for Thought: How to Use Dinner Seminar Marketing to Grow Your Business in Ways You Never Thought Possible

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60,742. That’s how many businesses coaches there are in the U.S. right now.

But there’s ONLY ONE like today’s guest. This is honestly one of the most interesting interviews I’ve ever done!

And it’s one you don’t want to miss. So buckle up and get enlightened on:

What most business owners already have but aren’t using,
What’s with the 3 suitcases we all carry around, and
Synchronicity - and, no, we’re not talking about the 1983 Police album

Join her webinar and learn how to find high end ticket clients http://www.soulstrategywebinar.com/webinar-registration1635486794673

For the full episode show note, click here: passthesecretsaucewitheugeniaoganova

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Today’s guest is a cryptocurrency wealth coach, Seth Maniscalco. He only works with elite high net worth investors so we’ll get some inside tips today. And, whether you’re an expert or a novice on this topic, he’s got some interesting insights you don’t want to miss. Now, stick with me to learn:

The ‘Do-s and Don’t-s’ of crypto investing
How to keep your crypto secure, and
What magic mushrooms and crypto have in common

Seth is also the author of "Prohibited Profits (Unlocking the Secrets of Wealth Hidden from the Masses). Make sure to pick up this amazing book! https://prohibitedprofits.com

For the full episode show note, click here: passthesecretsaucewithsethprohibitedprofits

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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I’ve been really excited to learn from today’s guest, Dr. Kara Larsen, on how to keep doing all the things I want and need to do…in much less time. It’s called bio-hacking, and whether or not you’re familiar with the concept, I know you’ll share my enthusiasm to hear:

● The #1 issue most of us have in common ● Her special technique for cutting stress rates in half ● Simple bio-hacks you can try yourself, anywhere, anytime Remember to Join their 7-Day Brain Break Challenge at a discounted price of $2 ONLY!!

Use coupon code: secretsauce and take advantage of this great promo just for our listeners.

For the full episode show note, click here: passthesecretsaucewithdrlarsen

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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In this episode, Satyam Kantamneni, Chief Experience Officer at UXReactor shared why every entrepreneur needs a ‘business moat’, what 1 thing makes 40% of entrepreneurial ventures fail and simplest ways to increase profit margins.

Who is Satyam Kantamneni?

Satyam Kantamneni is the Chief Experience Officer at UXReactor. In less than 7 years, UXReactor has become the fastest growing specialized experience design firm in the US, with a team of 50+ employees spread over three continents.

Click the link for the full episode’s shownotes: passthesecretsaucewithsatyamUXreactor

Head over to Episode #164 to learn more on the Customer Journey

Support our podcast

If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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This podcast is hosted by ZenCast.fm

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Who is Brent Kesler?

Brent Kesler’s primary goal in teaching The Money Multiplier Map is to help more people understand how to manage and grow their wealth. For the last 10-plus years, Brent has been lecturing thousands of people around the country on the dynamics of the TMM Method and helping individuals break the bonds of financial slavery they don’t even realize they are in. He teaches how to take back control of your financial life.

Click the link for the full episode’s shownotes: passthesecretsaucewithbrentkesler

If you want more inspirational story about building wealth, head over and listen to Episode #107 of Pass The Secret Sauce

Support Our Podcast

If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Who is Whitney Freya? Whitney Freya is an expert in Inspired Living, the author of three books on personal creativity, the most recent being 30 Days to Unstoppable. She is also an inspirational speaker and the leader of a community that circles around the fire of inspiration & personal freedom through her online programs and coaching training.

Click the link for the full episode’s shownotes: passthesecretsaucewithwhitneyfreya

Take a listen to episode 81 for more but different mindset shifts

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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In this episode, today’s guest, Avi Kumar, MBA educated engineer turned marketer and I talked about what Math and marketing have in common besides adding dollars in sense, lessons learned in the leap from corporate to startups and successes that you can steal.

Who is Avi Kumar?

Avi Kumar is the founder and CEO of KUWARE, Inc, a marketing and advertising agency based in Austin, TX. KUWARE’s primary focus is on marketing strategy delivered through a fractional CMO model and eCommerce-As-A-Service. He is also the CEO and Chief Wizard of InvisiblePPC, a white-label PPC agency that he recently required. As a behind-the-scenes white-label partner, InvisiblePPC, helps smaller agencies fulfill the marketing needs of local businesses.

Click the link for the full episode’s shownotes: passthesecretsaucewithavikumarppc

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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In this episode, Randy and I are going to dive into the who, what and where of running a “for purpose” business. Their goal of giving back to the community is not something that every entrepreneur will do! Furthermore, we talked about finding your true passion, the criticisms you can face, and how to handle them.

Who is Randy Molland?

Randy is the co-founder of a real estate investment/ educational company called The REInvestors. Randy built The REInvestors when he was 25 years old to help investors get connected to incredible investment opportunities. Although real estate is where his entrepreneurial journey started, Randy’s true passion lies in the bigger mission of wanting to inspire people with their #GoBigToGiveBig movement where they encourage others to go bigger with their dreams and goals so that you can give bigger with their profits.

Click the link for the full episode’s shownotes: passthesecretsaucewithrandymollandrealestate

If you are interested in learning more about these types of topics, check out Episode 64 of Pass The Secret Sauce

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This podcast is hosted by ZenCast.fm

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Gideon Shalwick is a serial entrepreneur, video marketer, co-founder of Veeroll, and founder of Splasheo.

Gideon is an incredible digital entrepreneur who created massive success through his digital businesses. Which include Veeroll, which is a really cool video advertising platform that served up over 18 million ads in its first year, and Splasheo which is a specialized video production service that takes away the guesswork out of creating really awesome videos for your business.

In this episode we discuss:

How the education system affected his mindset about work and business [4:22]
His journey in starting his first business, his first e-book [8:00]
Challenges before making his business profitable [11:10]
Realizations that helped him create a successful business [15:02]
Building his company – Rapid Video Blogging, starting Splasheo [17:10]
What does Splasheo do [22:53]
Video content that works really well [25:55]
Tips and tricks on how to use keywords to get more views on a YouTube video [33:54]
Best ways to get in touch with Gideon [37:20]

Links to sources and tools:

Go to www.splasheo.com to learn more about their captioning services and get more engagements for your videos.
Follow Gideon on all his social media accounts and subscribe to his YouTube channel:
- https://www.facebook.com/gideonshalwick/
- https://www.facebook.com/splasheo/
- https://www.linkedin.com/in/gideonshalwick/
- https://www.youtube.com/channel/UCOxFrKa0ap-tHPiknUkcy9g

Quotable Quotes:

When people are reading, it’s not the texts that they see, but when they read the words that create a virtual experience for them inside their heads. When you add the captions you’re actually creating a little movie inside people’s heads. Which adds more richness to the video.*

Listen to other PTSS Tech Episodes:

https://passthesecretsauce.com/category/tech/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Paul Maskill is the Founder of The Ultimate Freedom Mastermind. Paul helps other small business owners automate & scale their business so it can thrive without them… enabling them to leverage their business to build a life that they love.

In this episode we discuss:

How the recession was a blessing in disguise [5:35]
What he realized when scaling his first coaching business [7:56]
Where business owners get stuck on [10:14]
Building a business that is sellable [14:29]
The 5 systems of every business [16:33]
Biggest mistakes businesses make in creating their processes [23:40]
How systems and processes affect company culture [25:33]
Recommendations for someone starting a new business [28:22]
How to learn more from Paul [30:33]

Quotable Quotes:

Our business should be the vehicle to allow us to do whatever we want in this world.
If nobody is doing what you want to do, there’s probably a reason for that: there’s probably not a market for it.
When it stops serving your vision and your mission, it’s ok to sell it. It’s ok to let somebody else run it and turn it into a passive income stream.

Links to sources and tools:

Go to https://www.paulmaskill.com/ to listen to his podcast or join his Ultimate Freedom Mastermind.
Follow Paul Maskill on his social media accounts:
- https://www.facebook.com/businessfreedomformula
- https://www.linkedin.com/in/paulmaskill
- https://www.instagram.com/paul_maskill

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Mike Stemple is the founder/CEO and Entrepreneur in Residence of Inspirer. He is also a proud veteran of the US Army. Mike helps corporate executives to think and act more entrepreneurially. This is accomplished through client workshops and Entrepreneur in Residence (EIR) consulting. Recently, Mike embedded for 2 years with Molson Coors as their EIR where he provided the entrepreneurial mindset for global innovation teams. Mike has built 20+ startups, is an expert at ideation, innovation, startup psychology, and brand creation, and is a mentor at Techstars, a global seed accelerator.

In this episode we discuss:

Mike discusses working with his brothers on businesses [3:20]
His inspiration for SkinIt [5:32]
Mike’s SkinIt idea was rejected by a VC [9:31]
The hardest part of running SkinIt in the early days [14:51]
Being banned from all the electronic retailers in his area [17:14]
What is an Entrepreneur in Residence (EIR) [19:55]
How he started EIR’ing for a company [22:00]
How he built his brand, working with big companies [24:00]
Scaling a small company VS a large company [26:04]
Example of a company that has unnecessary processes [27:20]
The psychology of innovation in a black swan event [29:39]
Massive opportunities from the pandemic [30:43]

Quotable Quotes:

Most unicorns are created in the startup world and not the corporate world.
If the world needs my help, I’m more than happy to give it. Because that’s what you do in a black swan event.
Build for sale, not for scale. Stop building to be a global product, just focus on building a product that you can get your first sale.

Links to sources and tools:

Connect with Mike Stemple on LinkedIn
- https://www.linkedin.com/in/mikestemple
For startup psychology training and consulting, check Inspirer
- https://www.inspirer.com
Get access to Mike’s courses on Udemy
- https://www.udemy.com/user/mikestemple
Follow his social media accounts
- Facebook – https://www.facebook.com/iamainspirer
- Instagram – https://www.instagram.com/inspirermike
- Twitter – http://twitter.com/mikestemple

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Andrew McDowell is an engineer by trade and a creative by nature. He spent 22 years with the Boeing Company, where he always felt more like a life coach than a boss. In 2002, he began his journey into entrepreneurship within a Corporation when he was asked to develop an Airspace Design Consulting business from scratch that would serve the global government market. Andy has a Bachelor’s Degree from Georgia Tech in Electrical Engineering and a Master’s Degree in Computer Information Systems from Georgia State. Naturally, his aviation work took him around the world and enabled him to work on high-profile projects – such as preparing the Beijing and Sochi Airports for their respective Olympic Games.

Andy would love to have a conversation with you about how he might be able to use his strategic skills developed from his years with the Boeing Company to Generate Your Value in your personal and professional life. He has a keen sense for applying business concepts to life coaching, and life coaching concepts to business.

In this episode we discuss: Andrew’s business conversations with his dad [5:13] His dad’s advice about products and services [7:43] Andrew’s education and career background [9:25] His motivation to start his own company [12:45] The strengths he brings to other people [14:20] Types of leadership mindset [17:25] Turning threats and fears into opportunities [21:30] Blockers being in a leadership position [25:10] Results of Andrew’s coaching and training [29:20]

Learn more about Andrew and his services [31:45]

Links to sources and tools:

Connect with Andrew on LinkedIn
- https://www.linkedin.com/in/andrew-mcdowell-69231627/
Learn more about how to Generate Your Value
- https://www.generateyourvalue.com

Listen to other PTSS episodes:

Importance of Innovation in Business with Andrew McConnell
PR Strategies and Getting Publicity for Business with Mickie Kennedy
The Four Key Values To Follow in Discerning Opportunities with Phillip Berry

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Mickie Kennedy is a PR expert who founded eReleases 23+ years ago to help small businesses, authors, and startups increase their visibility and credibility through press release marketing. He started the company in 1998 after working in a PR environment that was not meeting the needs of small- and medium-sized businesses and firms. He struck out on his own to build a company that would give smaller firms access to the newswire – with a personal touch. eReleases delivers personal service and exceptional value to every customer, every time a release is submitted, at every price point.

In this episode we discuss:

Mickie’s first email newsletter business [5:50]
How did Mickie help people get promoted [9:31]
Doing press releases for businesses and their results [12:10]
Free PR strategy email series [18:05]
What are the mistakes in doing press release [21:00]
How long does a PR campaign should run [27:30]
How they made a local carpet store get publicity [29:50]
What do PR deliverables look like [35:41]
What is PR news wire [37:52]
Learn more about Mickie and eReleases [39:56]

Links to sources and tools:

Connect with Mickie Kennedy on LinkedIn
- https://www.linkedin.com/in/publicity
Get PR Strategy Email Series – ALL FREE
- https://www.ereleases.com/plan
Follow their social media accounts for updates
- Instagram https://www.instagram.com/ereleasespr/
- Twitter https://twitter.com/ereleases
- Facebook page https://www.facebook.com/ereleases.press.release.distribution

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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John Highley is the owner of the Marketing Savage. John Highley’s mission in life is to help business owners break the shackles of conformity. John has coached and consulted over 10,000 clients who have now gone on to become winners and dominate their markets. John is a full-time entrepreneur who has ownership in 6 companies. He’s also a loving husband and proud father and lives in Dallas Texas!

In this episode we discuss:

John’s entrepreneurial journey with his grandfather [5:12]
His belief in the law of increase [9:42]
Money meditation: Abundance about money [12:40]
What we lack as a human beings [16:45]
Effective ways to communicate with people [22:42]
Client avatar, Pete Vargas, lead magnet [26:50]
What are the right lead magnets [31:25]
John’s book, The Marketing Savage [35:40]
Best ways to get in touch with John [41:21]

Quotable Quotes:

As a marketer, I understand that there are only two, really two human motivations when it comes to purchasing anything at the core. And that is either they’re trying to get away from decrease, or they’re moving towards increase.
You’ve got to look at the people that are in your community, the ones that can really expand your message and follow them, comment on their stuff, talk on it, get to know them, and reach out.

Links to sources and tools:

Connect with John Highley on LinkedIn
- https://www.linkedin.com/in/johnhighley
Get John’s Highley book, Marketing Savage
- https://www.marketingsavage.com/book
Join Marketing Savage Facebook group and receive free content
- https://www.facebook.com/groups/marketingsavage

Listen to other PTSS episodes:

Coach the Brain, Break through the Habit of Thinking with Joseph O’Connor
The Benefits and Results of Core Values in a Business with Sherry Eifler
How To Protect Your Self and Business From Cyber Attacks with John Kampas

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by

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Joseph O’Connor is the co-founder of the International Coaching Community (ICC), and one of the best known and respected coaches and coach trainers in the world. Joseph was a professional musician and it is clear that success is much more than just being good at what you do. You had to give your best at the right moment. Author of nineteen books in thirty languages on coaching, training and neuroscience that have sold half a million copies worldwide. He follows his two great interests, giving coaching training and courses on creative nonfiction writing. Beyond his writing and coaching work, Joseph enjoys enlightening audiences with fascinating insights about how our brains actually work as opposed to how we hope they do.

In this episode we discuss:

What Joseph’s dinner table looked like [4:06]
His background in writing books [10:27]
How did his books help him become established [12:15]
How to be a good executive coach [15:43]
What are the responsibilities of a coach and a client [19:50]
Breaking through habits of thinking [25:27]
Joseph’s golden nuggets [32:25]
Best ways to learn more about Joseph [32:52]

Links to sources and tools:

https://www.coachingthebrain.com
https://www.facebook.com/Coachingthebrain
https://www.facebook.com/joseph.oconnor.coach

Listen to other episodes:

The Five Pillars of Life, Personal Growth and Success with Dr. Greg Pursley
Transform Your Life Through Daily Habits with Jonah Larkin
How To Be A Transformational Global Thought Leader with Marcia Bench

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Travis Chappell is a door-to-door salesman turned founder, investor, speaker, and podcaster. He is the founder and CEO of Guestio.com, the highest quality guest and show booking marketplace in the industry. He’s also the co-host of the top-ranked podcasts Build Your Network and Figuring It Out where he’s interviewed people like Shaquille O’Neal, Rob Dyrdek, Grant Cardone, Josh Peck, Molly Bloom, Jasmine Star, John Maxwell, and hundreds of others. In addition to being a guest on top podcasts like Bigger Pockets, EOFire, and Born to Impact, Travis has been featured in Forbes, Entrepreneur, TechCrunch, and dozens of other media outlets.

In this episode we discuss:

How Travis started as a child entrepreneur selling rubber insects [8:12]
The ability to handle rejection in business [12:35]
The resources he used in developing his abilities [17:35]
Starting his Build Your Network Podcast [21:17]
His compelling reason to reach out [24:34]
The most valuable asset for wealthy and successful people [27:35]
Building relationships will get you
Networking without spamming people [31:18]
What kind of pitch fest does he want to join in [35:20]
Travis’ software company, Guestio [42:20]
Make money for getting interviews [44:10]
Learn more about Travis and his services [52:30]

Quotable Quotes:

Time is our most precious resource by a mile. Money is always replenishable.
I would like to look at the leader or leaders of the group and ask myself how aligned am I with their values and their mission and purpose in life.
We can take it to a really high valuation because we’re only the only people in the space that’s focused on putting more money back into the pockets of creators in a really practical sense.

Links to Sources and Tools:

Connect with Travis Chappell on LinkedIn
- https://www.linkedin.com/in/travischappell
Tune in to Build Your Network Podcast with Travis Chappell
- https://travischappell.com/podcast
Subscribe to Travis Chappell’ s free newsletter for interview marketing tips, updates, top shows, and ideas.
- https://travischappell.com
Book guests and get paid
- https://guestio.com

Listen to other PTSS Episode:

Investing in Startups with Travis Hawkes
Pivoting Your Business in a Crisis with Thor Conklin
Getting Harvard To Boost Business Credibility with Manu Smadja

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes o...

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Manu Smadja is the founder of MPOWER Financing. Manu never intended to become an entrepreneur overseeing a global company, but his imagination got the best of him when he experienced his own personal financial hardships as a French international student juggling five jobs. At that point, he knew he wanted to make a difference by reinventing the loan industry for international students and, soon after DACA students.

In this episode we discuss:

How Manu became an accidental entrepreneur [6:34]
Goals they wanted they achieve for their business [11:10]
Getting Harvard School as their first partner [16:29]
Major hurdles they experience in the business [21:58]
International students have a lower rate of default [26:43]
How they get Harvard as their first partner [30:46]
Figuring and enforcing practices in their company [36:23]
Where to check their services [41:15]
Tips on growing and managing large people [43:43]

Links to sources and tools:

Connect with Manu on LinkedIn
https://www.linkedin.com/in/esmadja
Apply for International Student Loan or Scholarship
https://www.mpowerfinancing.com

Quotable Quotes:

I think we pride ourselves in actually being, not a break everything type of startup, but actually like to work well within the regulatory frameworks and make regulations.

Listen to other Finance PTSS episodes:

https://passthesecretsauce.com/category/financing/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Jessica Fialkovich is an exit expert, keynote speaker, small business advocate, and award‑winning business owner. The founder of Exit Factor, she is also the co-owner of Transworld Business Advisors in Colorado, Dallas-Fort Worth, and Las Vegas. Jessica is an entrepreneur at heart and successfully built and sold two startups, along with her husband and business partner, Al. Their business brokerage offices have been recognized by the premier industry associations as the team that completes the most sales of businesses annually. She holds active board positions for entrepreneurial groups including Entrepreneurs’ Organization.

Jessica Fialkovich has been teaching entrepreneurs how to prep and sell their “baby” for over a decade. Get her new book, Getting the Most for Selling Your Business and learn the practical steps to sell your small business for the best price!

In this episode we discuss:

Jessica’s new book [4:42]
Getting more clients to compete for your business [7:45]
How is the M&A market today [11:08]
Things to know when buying a business [16:25]
Things to do and not do when buying a business [20:38]
Learn more about Jessica and her new book [24.44]

Links to sources and tools:

Connect with Jessica Fialkovich on LinkedIn
- https://www.linkedin.com/in/jessicafialkovich
Need Help with Buying or Selling a Business?
- https://www.exitfactor.com

Listen to other PTSS episodes:

Learn the Ropes of Acquiring a Business with Jessica Fialkovich
What you Need to Know When Buying or Selling Your Business with Domenic Rinaldi

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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In this episode, we have Parnell Quinn and Megan Luther, founders of The Simple Life – Icon Agent with eXp Realty and DMB with EXP Commercial.

Parnell specializes in all areas of real estate: single-family residential home sales, multi-family, vacant land or commercial and he constantly strives to stay on top of education in his field. He’s earned many designations in real estate, some of which include: CRS, ABR, and CNE.

Megan graduated with a degree in Business Administration. After initially moving up to Winter Park to work as a real estate assistant to Parnell, Megan made the move to the big city of Denver and worked as a Technical Engineer for a software development company called Digitech Systems as well as working as a Personal Shopping Assistant at Best Buy. That lasted a little less than a year as Megan was destined for Winter Park. Megan enjoys all aspects of real estate and specializes in research, contracts, office administration and organization.

In this episode we discuss:

Parnell’s introduction to real estate as a child [4:46]
Losing real estate business and bankruptcy [6:10]
Lessons learned from Parnell’s hard plight [10:34]
Megan’s strong belief in Parnell [13:32]
Rebirth and building their business – The Simple Life [16:00]
Training people to be professional salespeople and agents [19:28]
Getting more staff to help with the business [21:40]
Roles and responsibilities of their staff [26:35]
Mission of The Simple Life and its core values [30:25]
Learn more about Parnell and Megan and Simple Life [36:36]

Quotable Quotes:

The biggest thing I learned is I knew how to work hard and what I needed to figure out is how to work smart, how to be better, be a better employee and be a better boss, be a better leader as an employee as well.
Align yourself with a group of people that can show you how to build a business
The Simple Life’s mission is to help you, which is anybody, it’s our clients, it’s our friends, family. It’s the agents that we partner with, it’s to help you achieve financial freedom through real estate.

Links to Sources and Tools:

Connect with them through LinkedIn
- Parnell Quinn – https://www.linkedin.com/in/parnell-quinn-8738a098
- Megan Luther – https://www.linkedin.com/in/meganluther-thesimplelife
Reach your real estate goals with The Simple Life Colorado
- https://thesimplelifecolorado.com
Follow their social media account for updates
- https://www.instagram.com/parnellquin
- https://www.instagram.com/thesimplelifecolorado

Listen to other Real Estate episodes:

https://passthesecretsauce.com/category/real-estate/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review:

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Mike Maynard is the Managing Director/CEO of the Napier Group, a $7M PR and marketing agency for B2B technology companies. Napier brings knowledge, experience, and insight to increase the speed prospects travel through their clients’ funnels, generating opportunities more quickly.

Mike is a self-confessed geek who loves talking about technology. He believes that combining the measurement, accountability, and innovation that he learned as an engineer with a passion for communicating internationally means Napier can help clients achieve their marketing goals sooner.

Mike acquired Napier in 2001 and subsequently acquired Peter Bush Communications and Armitage Communication, growing the company to about 40 people today. Since that time he has directed major PR and marketing programs for a wide range of global technology clients, reaching over 30 European countries.

In this episode we discuss:

Introduction [2:26]
Mike’s exposure to entrepreneurship [5:03]
Helping their clients to market their business [11:50]
Building and tracking their customer’s journey [15:44]
Dangers of marketing today [20:00]
Where to start marketing your business [23:30]
Tactics to reach your target audience [29:12]
Types of clients they serve [35:35]
Learn more about Mike and Napier [37:08]**

Links to sources and tools:

Connect with Mike Maynard on LinkedIn
- https://www.linkedin.com/in/mikemaynard/
For your B2B tech PR and marketing needs, visit Napier
- https://www.napierb2b.com/
Listen to Napier’s B2B podcast
- Marketing B2B Technology

Listen to other Tech episodes:

Revenue Growth Hacking Tips from an INC 500 CEO with Olin Hyde
How to Make Your Customers Connected with Jeroen Corthout
Bringing Tech Ideas To Life Through Digital Products with Mike Reynolds

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Randy Crabtree, co-founder, and partner of Tri-Merit Specialty Tax Professionals is a widely followed author, lecturer, and podcast host for the accounting profession. Randy is also President of the 501(c)(3) Stroke Survivors Empowering Each Other (SSEEO) and part owner in an award-winning craft beer and bottle shop in Chicago, Illinois.

Since 2019, he has hosted the bi-weekly “The Unique CPA,” podcast, which ranks among the world’s 10% most popular programs. You can find articles from Randy in Accounting Today’s Voices column, the AICPA Tax Adviser and he is a regular presenter at conferences and virtual training events hosted by CPA associations, state CPA societies and top 400 CPA firms across the country.

In this episode we discuss:

Introduction [2:55]
Randy’s first business at 16 [6:48]
Starting his own CPA firm [12:00]
Randy as an educator [15:40]
Doing podcast, publishing articles, speaking events [19:53]
Tax incentives, employee retention credit [21:56]
Tri Meit’s core values on how they do projects [27:08]
How Tri Merit attract and gain CPA firms as clients [29:50]
How to identify opportunities within your client base [33:20]
Learn more about Randy and Tri Merit [27:22]

Links to sources and tools:

Connect with Randy Crabtree on LinkedIn
- https://www.linkedin.com/in/randy-crabtree-1945a67
Need a Specialty Tax Specialist? Visit Tri Merit’s website
- https://tri-merit.com
Listen to The Unique CPA podcast
- https://tri-merit.com/podcasts

Listen to other PTSS Episodes:

Implementing EOS, Kolbe Assessment and More with Courtney DeRonde
How To Build Multiple Side Businesses with James Manske
The Benefits and Results of Core Values in a Business with Sherry Eifler

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Jane Wenning is an Athletic Trainer and Health Mentor who has been helping people improve their mental and physical health for over 20 years. Obtaining a degree in Clinical Laboratory Science and working with athletes, Jane merged these two worlds together to create a structured wellness plan focused on four pillars of health: Recovery, Emotional Energy, Nutrition, and Movement.

She has spent hundreds of hours learning about brain health and nutrition, longevity, functional training, epigenetics and estrogenics . She now equips people with more tools to become healthier and create lasting change in their lives.

In this episode we discuss:

Introduction [2:10]
Jane body-shamed history, helping moms on their health and fitness [7:53]
The lack of sleep causes mental dysfunction [13:50]
Balancing the body’s stresses [17:17]
Fitness workouts after pregnancy [20:45]
How resistance training beneficial [26:10]
What are hormetic stress and 4 pillars of health [34:45]
Jane’s website and health courses [41:47]
Types of people she coaches [43:33]

Links to sources and tools:

Connect with Jane Wenning on LinkedIn
- https://www.linkedin.com/in/jane-wenning-4-pillarshealth
Get 4 Easy Lifestyle Tools for Improved Health
- www.4-pillarshealth.com

Listen to other PTSS Episodes:

Fitness-Focused and Business Expertise Talks with Dr. Josh Funk
Being All-In to Everything You Want to Accomplish with Josh York

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Sherry Eifler is an Executive Director of The John Maxwell Team. Trained and mentored by John Maxwell and mentors of his world-class faculty, Sherry is certified to facilitate, speak, train and coach individuals and groups in the areas of leadership development, professional skills and personal growth.

Sherry Eifler offers interactive workshops, seminars, keynote speaking. She incorporates the practical application of John’s proven learning methods into each service delivered to move your and your team or organization in the desired direction to reach your goals.

In this episode we discuss:

Introduction [1:53]
How Sherry got exposed to entrepreneurship [5:25]
Sherry discovering her “secret sauce” [11:39]
Core process discovery and how it helps people [15:00]
The best type of money mindset to embrace [20:40]
Discovering the strengths of the people in your team [26:08]
Benefits, realizations, the outcome of core values in a business [28:02]
Type of businesses Sherry serves [32:45]
Teaching DISC and team-building principles in the army [37:35]
Working personal and organizational development with Sherry [41:32]

Sources and tools:

Get in touch with Sherry Eifler
- https://www.linkedin.com/in/sherryeifler
- https://www.johncmaxwellgroup.com/sherryeifler
- https://sherryeifler.com/
Schedule your complimentary Discovery Consultation
- https://rconnectionpoint.com

Listen to other PTSS Episodes:

Internal Culture, Core Values, Dream Teams and More with Robert Mason
Having a Customer-Centric Culture in Your Business with John Vuong
How To Be A Transformational Global Thought Leader with Marcia Bench

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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James Manske is an owner of multiple businesses, an author and also a coach. He became an entrepreneur at the age of ten. At 15, he launched a well-known lawn and landscape company, Elkhorn Lawn Care, which has seven divisions. With more than 18 years in the customer service industry, James has additionally built multiple successful businesses in the Omaha metropolitan area, including a real estate investment company and an innovative construction equipment manufacturing company. He is also a licensed commercial real estate broker. James shares his successful process of thinking horizontally to help others find multiple corollary options to expand sales, businesses, and growth as well as reduce risk while creating great success. His creative but simplified thought process and unique ability to envision industry-leading transformations make James an encyclopedia for all entrepreneurs.

In this episode we discuss:

Introduction [2:11]
James first business at 10 years old [6:18]
Growing his parents’ lawn care business [8:40]
Partnering with other companies and industries [14:50]
Manufacturing and innovating construction tools [20:48]
Helping people in green business, providing workshops [23:30]
Blockers that companies are stuck at [25:27]
Things he is most proud of in his companies [32:34]
Learn more about James and his services [36:50]

Links to sources and tools:

Connect with James Manke on LinkedIn
Check out upcoming workshops, workbooks, and more at jamesmanske.com

Latest PTSS Episodes:

Creating Revenue and Profit the Cardone’s Way with Jammie Wong
How to Spot the Warning Signs Before Franchising with Millie Medrano
Overcoming the Stumbling Blocks in Life and Career with Tonya Telesco

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Jammie Wong is a Serial Entrepreneur. With over 20 years in the HVAC industry, she has learned and taught all aspects of the sales and service side of the HVAC industry She started following Grant Cardone in 2019 to learn all his sales and marketing techniques. She became a Grant Cardone Licensee in 2020 to be able to partner with him and help small business owners increase their revenues through Grant Cardone's specialized training platform, live events, business strategy workshops and coaching.

In this episode we discuss:

Introduction [1:43]
Jammie wanted to learn about money and set goals [3:50]
Working in AC company, developing her skills in business [6:15]
Facing limitations from her boss [8:15]
Her mom inspired her to overcome the blockers in her life [10:43]
Getting trained in Cardone University [13:26]
Finding mentors with big visions [18:06]
Personal development, marketing, financial education [20:56]
Coaching small businesses and solopreneurs [23:52]
Best way to get in touch with Jammie [29:50]

Quotable Quotes:

Put your plans in the sand and your goals on concrete
The only way you can do a job is actually to see, go and do it

Links to sources and tools:

Connect with Jammie on LinkedIn: https://www.linkedin.com/in/jammie-wong-256b77191/

Listen to other PTSS Episodes:

How to Build a Thriving Company Culture with Grant Botma
What it take to be a successful entrepreneur
How to Create a Six-Seven Figure Business with Timothy Dick

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Millie Medrano, is a Franchise Business Consultant at MK Business Advisors. She left her solid corporate America job in the pharmaceutical industry to pursue business ownership with a National Brand Franchise emerging in her area. She became a successful multi-unit franchise owner and after 18+ years decided to sell her businesses and pursue her dream of helping others do the same. As a franchise owner, she continuously built strong teams that focused on delighting customers, solving problems and delivering great results. As a Franchise Broker, she uses her extensive experience to assist individuals considering business ownership to determine which opportunity best aligns with their strengths, goals and core values.

In this episode we discuss:

Introduction [1:45]
What made Millie do franchising [6:38]
What people think when they hear “franchising” [11:10]
Ways to finance your franchising [12:45]
Business assessments to her clients [16:59]
How to spot the warning signs before franchising [23:40]
Process and timeframe of your franchise [29:05]
Best ways to reach out to Millie Medrano [31:15]

Links to sources and tools:

Connect with Millie Medrano on LinkedIn
- https://www.linkedin.com/in/millie-medrano-751807101/
Own a great franchise, get a consultation from MK Business Advisors
- https://www.mkbusinessadvisors.com/

Listen to other PTSS episodes:

How to Spot the Best Franchise Locations with Brynson Smith
Franchising a Profitable Property Management with Aaron Marshall
Overcoming the Stumbling Blocks in Life and Career with Tonya Telesco

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Tonya Telesco, President and Co-founder of Telesco Leadership Group. She is an international speaker, author and human behavior expert dedicated to helping people awaken to their extraordinary value and potential. She is trusted by organizations to deliver engaging keynote presentations that challenge audiences to move beyond complacency to intentional living. With her high energy and relevancy, she leaves audiences inspired to apply her actionable strategies so they can win in life.

As a Certified Speaker and member of the Teaching Faculty for the John Maxwell Team and DISC Certified Trainer with Personality Insights Institute, she is recognized for her expertise in communication and personal leadership development.

In this episode we discuss:

Introduction [2:28]
Tonya’s entrepreneurial influences [5:47]
How to know what is your calling in life [11:00]
Traveling with John Maxwell [14:00]
Number 1 problem in an organization [18:25]
Practicing core values, understanding traits and needs [21:27]
Training and speaking with 40,000 people internationally [29:45]
Common stumbling blocks for people [31:18]
Allow yourself to make mistakes [36:27]
Best ways to get in touch with Tonya Telesco [41:25]

Links to sources and tools:

Connect with Tonya on LinkedIn
- https://www.linkedin.com/in/tonya-spence-telesco-3488b750
Tonya Telesco’s Workshop
- https://www.tonyatelesco.com
Follow Tonya Telesco’s on social media
- Facebook
- Twitter
- Instagram

Listen to other PTSS Episodes:

The Employee Supremacy: How Do We Benefit Our Employees with Andy Alsop
Implementing EOS, Kolbe Assessment and More with Courtney DeRonde
Start-Up Entrepreneurship or Acquisition Entrepreneurship with Matt Bodnar

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Andy Alsop is the President and CEO of The Receptionist, the company behind the original iPad-based visitor management system. Andy is a 30+ year serial entrepreneur who has been part of the founding or c-level team of 6 different startups. He acquired The Receptionist in April of 2015. His passion is running the company under “employee supremacy” , a bold and completely different way of making decisions in a business.

In this episode we discuss:

Introduction [2:35]
Andy’s exposure in entrepreneurialism [7:20]
How Andy run his company, The Receptionist [13:40]
The Employee Supremacy [17:00]
The Shareholder Supremacy [25:35]
Three stages of their company [33:38]
Five parts series of The Employee Supremacy [37:28]

Quotable Quotes:

Let’s make all of our decisions towards the employees. How do we benefit the employees? How do we make sure they trust the company?
I want to raise shareholder value. And I think the best way to raise shareholder value is to treat those employees the best you can so they can feel safe. They can feel secure because, in the end, they’re going to stay with the company.

Links to sources and tools:

Connect with Andy Alsop on LinkedIn
- https://www.linkedin.com/in/andyalsop/
Listen to The Employee Supremacy series on The Fabric Podcast
- https://thereceptionist.com/podcast/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Courtney DeRonde is a CPA and Managing Partner of TDT CPAs and Advisors, a boutique advisory and accounting firm for small businesses and nonprofit organizations. They help overwhelmed, successful leaders, understand and maximize financial information so they can achieve better results and move their organization to the next level. TDT is awarded as Forbes 2021 Best Accounting Firm.

Courtney is primarily responsible for the firm’s vision and strategic direction. Her professional background includes almost two decades of serving small businesses and nonprofits. As an owner in her firm and managing partner, she also has firsthand experience running and scaling a small business.

In this episode we discuss:

Introduction [1:43]
How Courtney became a co-owner of their firm [9:05]
Courtney’s leadership style [13:25]
Hiring a professional EOS implementer [14:45]
What is missing in their organizational structure [18:05]
Structure rhythms, personal development [20:35]
Kolbe, a conative assessment of Method of Operation [25:26]
Process on taking new clients; onboarding implementation [32:25]
Niches and industries they serve [39:17]
Learn more about Courtney and TDT [41:15]

Links to sources and tools:

Connect with Courtney on LinkedIn
- https://www.linkedin.com/in/courtneyderonde
Overcome the 4 Common Roadblocks To Business Growth
- https://www.tdtpc.com/passthesecretsauce

PTSS Latest Episodes:

Start-Up Entrepreneurship or Acquisition Entrepreneurship with Matt Bodnar
How To Protect Your Self and Business From Cyber Attacks with John Kampas
Creating Real Estate Deals From Conversations with Ben Muresan

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Matt Bodnar, named to “Forbes 30 Under 30” and partner in multiple “Inc Fastest Growing Companies,” is a deal maker and strategy expert who has scaled businesses across multiple industries. Bodnar is Chairman of Fresh Technology, Co-founder & Managing Partner of Fresh Capital, and Managing Partner of Fresh Holdings. Bodnar has deep expertise in acquisitions from more than a decade of investing with his family office Bodnar Investment Group. He is also the Creator and Host of The Science of Success Podcast with more than 5mm downloads. Bodnar previously worked as a consultant in Nanjing, China and spent several years at Goldman Sachs.

In this episode we discuss:

Introduction [2:03]
Matt’s transformational view in life [6:09]
His huge belief in speech and debate [10:10]
Matt’s first acquired business: point of sale dealership [14:35]
Thought process and mental fortitude to do business [16:05]
Why it is better to buy a company than starting up a company [21:15]
Which industries are worth investing in [25:41]
Getting deal flow opportunities [29:00]
Matt’s deal flow strategies [32:00]
How to raise funds for new deals [34:50]
What podcast has done in Matt’s life and organization [40:53]
Learn more about Matt, his M&A company [44:50]

Links to sources and tools:

Connect with Matt Bodnar
- https://www.linkedin.com/in/mattbodnar
Matt's M&A partnership and consultation services
- https://mattbodnar.com

Listen to other PTSS episodes:

What you Need to Know When Buying or Selling Your Business with Domenic Rinaldi
Learn the Ropes of Acquiring a Business with Jessica Fialkovich
How To Protect Your Self and Business From Cyber Attacks with John Kampas

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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John Kampas is the Founder & CEO of EMPIST, a full-service technology firm that offers managed IT, digital marketing, website, and development services to businesses around the world. John founded EMPIST (formerly Digerati Group) in 2000 in Chicago.

EMPIST was featured for the 8th straight time as one of Channel Futures' top 501 Managed Service Providers (MSPs) in the world, coming in at #116. It was also recognized by CRN as one of the top 100 Cybersecurity firms in 2020 and a multi-year winner on the Inc. 500/5000 list as one of the fastest-growing privately-owned businesses in the US. For the first time, EMPIST was honored to receive a place on Expertise’s Top 20 Best Managed Service Providers in Chicago list. EMPIST’s industry-leading global services are delivered out of four offices across the United States and Europe.

While EMPIST was initially founded as an IT services company, John has spent the last 20+ years growing it via expansion and acquisitions into a one-stop-shop for all business technology needs.

In this episode we discuss:

Introduction [2:25]
What motivated John to become an entrepreneur [8:25]
John's first detailing business at 14 [10:00]
Vulnerabilities in public cloud platforms like Google, Microsoft, AWS [13:15]
Protecting yourself from cyberattacks [20:35]
Revoking the ex-employees access to company’s platforms [25:20]
Victims of phishing attacks [27:25]
Type of services EMPIST offers to businesses [34:00]
Learn more about John and EMPIST [34:50]
Links to sources and tools:
Connect with John Kampas on LinkedIn
- https://www.linkedin.com/in/john-kampas
For cybersecurity, IT, and marketing services, visit their website
- https://empist.com
Follow EMPIST on Facebook for updates
- https://www.facebook.com/empist
Listen to other Tech Episodes:
https://passthesecretsauce.com/category/tech

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Ben Muresan was born in 1985 in Romania, at a time when the country was under communist rule. His family escaped before the revolution and landed in an Austrian refugee camp in 1990. After immigrating to Canada and eventually reuniting with his siblings, Ben developed a passion for life and a gratitude mindset. His parents’ sacrifice for a better life developed a deep sense of responsibility within him early on in life. He dreamt of building an empire: motivating, entertaining, and investing in other people. Today Ben has developed the largest private mortgage company in southwestern Ontario, with a mission to serve young families and make homeownership possible.

Ben is the Founder of CashFlow Tribe, as well as an author, mentor, musician and motivational speaker.

In this episode we discuss:

Introduction [2:05]
Ben had a discipline problem while studying music [7:57]
Buying his first real estate property at 21 [10:50]
Creating real estate deals from conversations [15:50]
Major pain points in real estate marketplace [20:20]
What is Humble brand [23:35]
Developing scarcity, experiencing identity crisis [28:45]
Overcoming scarcity and have abundance mindset [30:40]
Cashflow Tribe, a free community of active real estate investors [37:15]
How to get in touch with Ben Muresan and Cashflow Tribe [41:08]

Links to sources and tools:

Connect with Ben Muresan on LinkedIn
- https://www.linkedin.com/in/benhumbleceo
Join the Cashflow Tribe and learn real estate investing
- https://humble.ceo/pages/cashflow-tribe

Listen to other PTSS Real Estate Episodes:

How to Make Fortune in Self Storage Real Estate with Joe Evangelisti
Grow Your Wealth in Real Estate Wholesaling Business with Zackary Boothe
Specializing Niches in Commercial Real Estate with Tanner Milne

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Marcia Bench is a transformational catalyst, spiritual business mentor, #1 best-selling author, and trainer, with more than 30 years of experience working with coaches and other entrepreneurs. She is recognized worldwide as a leading expert in scaling your services business, coaching, entrepreneurship and energy alignment.

A former attorney, Marcia has authored 27 books including Conscious Client Attraction, Career Coaching: An Insider’s Guide (now in its Third Edition), the Amazon #1 best seller Become an Inspirational Thought Leader and The Tao of Entrepreneurship.

In this episode we discuss:

Introduction [1:22]
How Marcia got into entrepreneurship [3:55]
What was it like to create an online company [10:50]
Platforms she used to promote her coaching program [17:50]
Impacts of her coaching program to people [20:50]
How to identify your potential skills and make money out of it [24:05]
Learn more about Marcia Bench [27:03]

Links to sources and tools:

Connect with Marcia Bench on LinkedIn
- https://www.linkedin.com/in/marciabench Coaching programs and services
https://transformationalthoughtleaders.com/coaching/
Follow Marcia on social media:
- Facebook
- Instagram
- Twitter

Listen to other PTSS Episodes:

The Five Pillars of Life, Personal Growth and Success with Dr. Greg Pursley
Positioning Your Inspiration in Entrepreneurship with Alon Braun
Transform Your Life Through Daily Habits with Jonah Larkin

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Joe Evangelisti serves as the CEO of three 7 and 8 figure companies, and his real estate portfolio includes single-family, multi-family, self-storage, and cold storage. Joe is also a high-performing coach with over 5,000 hours of coaching experience under his belt. His mission is to assist real estate investors, entrepreneurs, and business professionals in exercising their true power and finding their hidden potential to achieve more success, wealth, and freedom than they ever thought possible.

In this episode we discuss:

Introduction [3:10]
Joe’s dad is the first entrepreneur in their family [7:10]
How Joe became a construction builder while in the navy [9:00]
Spots to build self storage units and amenities [13:25]
How self storage industry fare during the pandemic [18:30]
How to get into self storage real estate [22:10]
Coaching from Legacy Builder; how they train people [26:30]
How they build their self storage units [32:45]
Process of getting occupancy permit [37:17]
Investing in self storage, learn self storage syndicate [42:22]

Links to sources and tools:

Connect with Joe Evangelisti on LinkedIn
- https://www.linkedin.com/in/jevangelisti/
Get mastermind classes from Joe and Legacy Builder
- https://www.legacybuilder.coach/
- https://joeevangelisti.com/
Be an investor in self storage and commercial real estate
- https://www.investwithlegacy.com/

Listen to more PTSS real estate episodes:

https://passthesecretsauce.com/category/real-estate/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Greg Pursley aka Dr. G is on a mission to help people improve their lives. As North America's best catalyst for personal growth and the creator of “The Personal Growth Program” and “Think and Lose Weight”. His goal is to help others compress time to create their success by teaching them the principles of life that he has learned through his journey.

In this episode we discuss:

Introduction [2:40]
How Dr. Greg was raised with tough love [7:02]
His practice and lessons he learned over the years [12:50]
Happiness while working towards a goal [20:00]
Dr. Greg’s five pillars in life [24:45]
How to create a goal and pursue it [31:10]
Changing who you are by changing your habits [37:50]
How did his business grow quickly [40:33]
Learn more about Dr. Greg [43:30]
Additional golden nuggets from Dr. Greg [45:00]

Quotable Quotes:

I think people set their goals too low because they're afraid that if they don't hit the goal, they're going to be upset and disappointed and that'll make them lose their drive, their thinking incorrectly.
So how did my business grow so quick? That's what people ask because I started doing these things and I started believing it was possible. And how did I believe it? Because I already had the vision in my mind. So now I know 100% I can create a business.
If you have a vision in your mind that keeps popping up, a dream that keeps popping up. It means if you take action toward it, you will eventually create that reality.

Links to sources and tools:

Check Dr. Greg’s consulting services
- Gregpursley.com
Follow his social media accounts
- Facebook
- Instagram
- Twitter
- Youtube

Listen to more latest episodes:

passthesecretsauce.com

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Jonah Larkin is an expert in the field of attaining peak performance and well-being. Using his diverse experience as a health and vitality expert, entrepreneur and team builder, he helps founders, executives and those in the helping professions create higher levels of self mastery. His coaching is a combination of an executive coach and a life coach, with expertise in mindfulness, communication, interpersonal dynamics, and entrepreneurship (while still maintaining your health and well being). In addition to 1-1 high performance coaching he runs mastermind groups for male entrepreneurs and executives and has an online class to master your habits and morning routine called the Morning Rhythm Reset.

In this episode we discuss:

Introduction [2:13]
In 4th grade, Jonah was bit by entrepreneurial bug [5:47]
How he got into coaching and consultations [9:40]
Jonah developed a framework, The Habit Quadrant [15:03]
Realizations and lessons that his client learned from him [18:22]
What habits were and how habits work [21:00]
What is the common struggle of people [24:50]
What makes people coachable and not coachable [29:23]
How to identify the directions you want to go [34:20]
Best way to reach out and learn more about Jonah Larkin [40:12]

Links to sources and tools:

Connect with Jonah Larkin on Linkedin
Join the FREE 7 Day Morning Rhythm by Jonah Larkin

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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David Emmons is the owner of Artist Marketing Formula, a company that helps artists and other small specialty business owners utilize the power of the internet and social media marketing to sell online and set up a sustainable online future. Three years ago, David made a shift and it changed his life. Up to that point, he was doing 30 shows a year. Now he only exhibits at 1 or 2 of his favorite shows. This massive shift happened simply because of how he uses his Facebook business page and the online marketing skills he has developed. His internet business increased by 1,000% and is rising monthly. His Facebook page increased from 757 fans to 96,000 fans in just three years and it is still increasing at a rapid pace. Now that he is free of the frustration of working so hard to make his business profitable, David has turned his focus towards helping others learn how to use online marketing to create this same freedom and success for themselves.

In this episode we discuss:

Introduction [1:55]
David’s Aha moments in life [7:30]
Pivoting your life’s path when low moments hits you [11:50]
How David grew his woodworking business [19:40]
His secret to success in business [23:37]
Platforms and tools to use for your marketing [27:30]
Focus your marketing on the right things [29:25]
Have an organic conversation with your prospects [33:06]
How he uses Facebook and Instagram to advertise [37:15]
Online marketing, increasing prices for your products [43:34]
How to identify your right target market [51:02]
Learn more about David’s marketing class [56:02]

Quotable Quotes:

That's what drives the sales: it's personalities, connecting people, connecting with your story. They're connecting with your creative way to make something. This human connection is really what makes the sales happen. It's also what makes the fan base grow.
Make sure you utilize video or gifts or anything that gets some motion happening on your website. Some visuals are good. Make sure you have customer testimonials on there because what other people say about your brand is way more important than what you say about your brand.

Links to sources and tools:

Learn Step-by-Step Success with Facebook Marketing
https://www.facebook.com/StepbyStepSuccessnow
Grow your online sales with Artist Marketing Formula by David Emmons
https://artistmarketingformula.com

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Alon Braun is the founder of Neurotech Analytics and Riverbank Consulting. He has a passion for scaling enterprises and scientific innovations, especially in the deep tech industry. Articles by or about Alon have been featured in Inc Magazine, Forbes, Entrepreneur Magazine, and Thrive Global. His new book, The Entrepreneur Journey: 8 Steps from Inspiration to Global Impact, was released in April 2021. Besides Alon’s work in science and technology, his areas of expertise include business growth strategies, agile methodologies development, and decision-making consultation.

Alon is a master at decision-making, especially helping people make difficult decisions. One of the ways that he helps with this is that he is an expert in understanding cognitive hacks that allow you to maximize your cognitive load capacity such that people who have to make complex long-range decisions involving factors with which are difficult to measure, those decisions can be made optimally and simply using his technologies.

In this episode we discuss:

Introduction [1:34]
Alon’s trained to be a businessman since he’s a baby [5:25]
He served the army, got in technology management [7:35]
He became a professor of Biology for 7 years [10:59]
Alon wrote a book about his business mistakes [12:10]
Internal work of confidence [16:25]
Leap of psychological jumps in the business [20:45]
How to position yourself versus your inspiration [26:10]
Learn more about Alon and his book [31:46]

Links to sources and tools:

Connect with Alon Braun on LinkedIn
Get his book, The Entrepreneur Journey on Amazon
For business consultation, visit Alonbraun.com

Listen to other PTSS episodes:

The Imposter Syndrome in the Workplace with Todd Palmer
Starting a Manufacturing Business in the US with Greg Knox
Build A Viable Business From Your Passion with Maggie Karshner

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

The Entrepreneur's Journey: 8 Steps from Inspiration to Global Impact

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Alex Melen is an Award-Winning Entrepreneur & Keynote Speaker. He is the founder of web hosting company T35 Hosting (founded 1997) and co-founder of advertising agency SmartSites (founded 2011). SmartSites now manages $100MM/year in advertising spend and has 6 offices & over 175 employees worldwide. SmartSites has been featured in the INC5000 for 4 consecutive years as one of the fastest growing digital agencies and Alex has been featured in Business Week's Top 25 Entrepreneurs, Bloomberg, Forbes, NPR & more.

In 2001, YoungBiz Magazine named Melen one of the top 100 Young Entrepreneurs in America. In 2006 Melen received the Babson College Student Business of the Year Award and was named one of BusinesssWeek’s Top 25 Entrepreneurs Under 25. In 2012, Melen was invited to the White House by President Barack Obama to meet with the administration about young entrepreneurship.

More recently, Melen has been cited as an expert on Website Development by Clutch.Co, NamesCon & DialogTech. On Cryptocurrency by Fortune Magazine, Yahoo! Finance, Bitsonline& Finance Magnates. And on Entrepreneurship by AMAFeed and Babson College.

In this episode we discuss:

Introduction [01:53]
Alex’s started a web hosting company at 13 years old [7:16]
Virtual reality and augmented reality [11:57]
He worked at digital marketing for Samsung and Walmart [16:40]
How Alex’s help the small businesses [19:36]
Mistakes that small businesses make repeatedly [23:33]
Top things that business should focus their money and efforts [27:40]
Mastering SEO, small business expo [32:25]
Be experimental with marketing [35:05]
Learn more about Alex and Smartsites [38:40]

Links to sources and tools:

Connect with Alex Melen on LinkedIn
Need effective digital advertising? Visit Smartsites

Quotable Quotes

Google actually determines when you come up in Google maps, organically based on the number of your reviews, based on the score of your reviews, content of the reviews, and they do sentiment analysis. So if all your reviews are without anything, people just say five stars, five stars. It's not going to help you much.

SEO is ultimately a long-term game. So if you spend three months paying for SEO, and you're saying in those three months, I'm not ROI positive. That's not really a true picture because the content and everything you create gives you value for, I want to say infinity, but as long as the internet exists.

Thanks for listening. Don’t forget to like us on Facebook: https://www.facebook.com/passthesecretsauce to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce.

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Bryan Clayton is CEO and co-founder of GreenPal, an online marketplace that connects homeowners with local lawn care professionals. GreenPal has been called the “Uber for lawn care” by Entrepreneur magazine and has over 200,000 active users completing thousands of transactions per day. Before starting his current company, Bryan founded Peachtree Inc., one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired by Lusa holdings in 2013.

Bryan‘s interests and expertise are related to entrepreneurialism, small business growth, marketing and bootstrapping businesses from zero revenue to profitability and exit.

In this episode we discuss:

Introduction [1:53]
Bryan was forced to do entrepreneurship [4:37]
He owned one of the biggest lawn mowing companies [5:13]
His advice about work-life balance [6:10]
How to identify things that lacking in your management [9:35]
Growing revenues of small business owners [17:17]
Transitioning from blue-collar to tech-type business [20:50]
How to market a tech start-up and get customers [27:43]
Competing in Google Organic Search [29:51]
Learn more about Bryan Clayton and Greenpal [34:15]

Links to sources and tools:

Connect with Bryan Clayton on LinkedIn
Get GreenPal’s yard maintenance services at an affordable price

Listen to other PTSS episodes:

How to Use Google My Business to Attract More Customers
Having a Customer-Centric Culture in Your Business with John Vuong
Why You Should Niche Down Your Business with Bryan Jakovcic

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Randy Dewey is a 30-year C-Suite executive that has led 10 companies in 9 different sectors, worked in 32 different countries, and flown over a million miles. He is foremost a growth strategist, but his collaborative authentic leadership style has galvanized many companies, and they have achieved amazing results. Although Randy’s writings have a real-world feel and they take very technical aspects of business and make it understandable, his personal development processes and transformation methods make his writings useful to all levels of management. He loves to Lead with passion, Inspire his people, Focus on what makes lasting change, and Transform obstacles into opportunities. Lead, Inspire, Focus, Transform...LIFT. He founded LIFT Leadership as a consulting and educational practice to assist C-Suite executives and leaders alike.

In this episode we discuss:

Introduction [1:35]
Randy’s family and academic background [3:32]
How he ended up in C-Suite in the mid-90s [9:20]
Principles of business transcend industries [13:15]
His bestselling book, “When the Unthinkable Happens” [15:13]
Transform obstacles into opportunities, LIFT methodology [17:07]
Paint the future course, identify and scale growth opportunities [22:02]
Projecting core values to other people [26:10]
His insights in action-based core values [31:10]
Rockefeller Habits by Verne Harnish [34:20]
Learn more about Randy Dewey’s books and online courses [38:35]

Links to sources and tools:

Connect with Randy Dewey on LinkedIn
Enroll in his Growth and Scale courses, see www.randydewey.com
Get his bestseller book When the Unthinkable Happens: How to Lead Your Team and Pivot Your Business for Growth and Opportunity on Amazon

Listen to other PTSS episodes:

Business Scaling for Company Executives and Entrepreneurs with Daniel Marcos
Leaders That Create Culture, Build Behavior and Produce Results with Brian Kight
Helping Entrepreneurs Develop A Culture of Leadership with Cory Lee
Scale Your Business While Having More Freedom with Emily Morgan

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube:

When the Unthinkable Happens: How to Lead Your Team and Pivot Your Business for Growth and Opportunity

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Before Zack Boothe grew his wealth in the real estate business, he was a window cleaner. You can even find his window cleaning tutorial videos on youtube with millions of views. Although he achieved success with his window cleaning business, he always dreamt of being a real estate investor. Taking a leap of faith, he walked away from window cleaning, and within a handful of years, he was making over a million dollars per year from real estate investing. Zack founded Boothe Home Buyers, and DMD Mastery. Zack is passionate about sharing how easy it is to be successful once you implement a system that consistently produces discounted properties. When he isn’t helping people make money through real estate, Zack can be found spending time with his wife and two children and hiking the mountains of the Western United States.

In this episode we discuss:

Introduction [1:48]
Zach grew up in the mountain of Utah [3:56]
At 17, he worked and started a window cleaning business [10:40]
How he got into real estate business [12:55]
Getting into real estate wholesaling [15:31]
Zach helps students to make fortune in real estate [17:05]
System to consistently find properties [20:40]
Deal Machine, real estate investing lead generation app [24:16]
Learn how to automate processes and hiring coaches [27:35]
He wants to change lives and put money into people’s pockets [35:04]
Grow wealth in real estate [40:50]
Best ways to learn more about Zack, his program [43:05]

Links to sources and tools:

Connect with Zack Boothe on LinkedIn
Watch Zack Boothe make $40k in 40 days
Learn Real Estate Wholesaling in just 90 days
Follow their updates on Facebook

Listen to other real estate PTSS episodes:

Raising Equity for Real Estate Deals with Matt Burk
Scaling Your Real Estate Investment Business with Tim Bratz
Using Owner Financing to Grow Your Real Estate Portfolio with Gabriel Hamel

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Russ Krajec is a “recovering patent attorney” who believes that IP can be used as a financial instrument. He is the author of Investing in Patents and one of IAM’s Top 300 Patent Strategists. As CEO of BlueIron, he finances the cost of patent portfolios, insures IP portfolios for enforcement and defense, and provides loans using IP as collateral. Russ has written nearly 1,000 patents for companies ranging from the Fortune 10 to startups, has been the COO and Chief IP Counsel of a venture-backed startup, and he created a business of financing the cost of patent portfolios. His company, BlueIron, adds IP insurance to the patent portfolio financing so that companies can have the tools to enforce their IP against infringers, as well as the reserves to survive IP lawsuits.

In this episode we discuss:

Introduction [1:52]
Hurdles he experienced as a patent lawyer [7:01]
Create an asset and make a patent sellable [11:24]
Application process for a patent [15:15]
Russ financing a patent, Angel-type investor [21:50]
Filing patents in different locations [27:16]
One of the biggest problems with foreign patents [33:08]
Fire sale value of a patent, patent infringement [37:03]
Best ways to learn more about Russ, his book and services [38:50]

Quotable Quotes: If I finance a patent and you are able to bring that product to market. The patent has value because you’re selling the patent to the invention.

Links to sources and tools:

Connect with Russ Krajec on LinkedIn
Learn more about IP-related services, go to Blue Iron
Get Russ Krajec’s Book "Investing in Patent"
Listen to Patent Myths Podcast by Russ Krajec

Listen to other PTSS Episodes:

Scale Your Business While Having More Freedom with Emily Morgan
How to Make Your Customers Connected with Jeroen Corthout
Build A Viable Business From Your Passion with Maggie Karshner

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.f...

Investing in Patents: What Startup Investors Need To Know About Patents

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Emily Morgan is an entrepreneur with an innate heart for supporting others. Her mission is to create freedom and energy for people to do what they love by helping them master delegation. Emily speaks nationally on the topics of delegation, automation, remote workforces, and flexwork culture, and she has been featured in Forbes as a Top 50 Remote Employer, contributed articles to the Huffington Post, and highlighted in the NY Times.

As the leader of Delegate Solutions, she and the team focus on helping entrepreneurial leaders better manage their time and priorities. Their virtual executive support program includes their proprietary delegation system as a service that provides fractional executive support coupled with proven delegation strategies to help leaders leverage themselves more effectively.

In this episode we discuss:

Introduction [1:55]
How Emily started her virtual assistance business [7:20]
Mistakes she faced as a leader [10:10]
Women running business differently than men [13:35]
Types of services they excel at [18:55]
Her book about delegation: Let It Go [22:32]
The bottleneck behaviors of entrepreneurs [26:12]
Her leaps as an entrepreneur [28:35]
Best ways to learn more about Delegate Solutions [31:48]

Links to sources and tools:

Connect with Emily Morgan on LinkedIn
Check out their new e-course The Elevation Quarter. As a special to Pass The Secret Sauce members, they are offering 10% off using code: LetsGo
FREE diagnostic and additional resources

Listen to more PTSS episodes:

Automate & Scale Your Business with Paul Maskill
Build Your Business by Winning the Hearts of the People with Evan Dash
Business Scaling for Company Executives and Entrepreneurs with Daniel Marcos

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Jeroen Corthout is co-founder and CEO of Salesflare, the intelligent CRM for small and medium-sized businesses selling B2B, used by thousands of agencies and tech companies all over the world. He loves growth, automating sales, and building beautiful products. Jeroen is also a founder of Doctura that works with tech startups and healthcare companies and fuses modern technology with new ways of doing business.

In this episode we discuss:

Introduction [2:10]
Jeroen used to buy and sell 2nd cell phones [6:20]
Important factors when launching a business [9:43]
Salesflare’s management style, system and process [12:15]
How did Salesflare get their first clients [16:43]
Type of business and clients they want to work with [20:05]
Getting immediate customer’s feedback using tools Intercom and Acute [23:15]
Learn more about Jeroen and Salesflare [28:20]
Connecting with your customers at a personal level [30:15]

Links to sources and tools:

Check Salesflare and try their simple yet powerful CRM
Connect with Jeroen on LinkedIn

Listen to other episodes:

Evolution of CRO, How to Get Convertible Leads with Brett Snyder
Providing One-to-One Customer Experiences with Andres Moran
Creating 31 Startup Companies in 31 Days with Mark Grimes
Revenue Growth Hacking Tips from an INC 500 CEO with Olin Hyde

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Maggie Karshner is a self-employment coach and other than teaching people how to overcome their mindset blocks, she is also teaching them the logistics of starting a business. Things like legal processes but also marketing and sales. She has ten years of experience encompassing managing a small business, supporting non-profits, corporate business consulting, and, of course, coaching wonderful solo-preneurs.

In this episode we discuss:

Introduction [1:47]
Maggie’s mom imparted business wisdom to her [4:55]
She worked as a management consultant in a mid-sized company [9:50]
Types of people she coach and worked with [11:32]
Her techniques and structures for her clients [16:36]
How much you should charge for your services or products [20:25]
Marking things up or charging by margin [27:00]
Marketing methods, writing websites, getting clients [28:14]
Encouraging her clients to activate their networks [34:15]
Best ways to reach and learn more about Maggie [39:04]

Links to sources and tools:

Connect with Maggie on LinkedIn
Book Maggie’s session or classes here
Follow Maggie on Facebook, Instagram, or Twitter

Listen to other PTSS Episodes:

How to Build a Thriving Company Culture with Grant Botma
Unleashing Your Inner Lion and Living Full Potential with Chris Rickstrew
Leads, Raving Fans and Systematizing It with Thomas Schwab

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Chris Rickstrew is a transformational speaker, master coach, and founder of the personal development brand 8 Billion Lions. Before 8 Billion Lions, he built two companies, raised $500,000 from investors, and had 25 people working for him. On the outside, his life and business looked great. But on the inside, he was completely unhappy and unfulfilled. So he downsized his company, gave away all of his stuff, and bought a one-way ticket to Asia.

Chris discovered his passion and purpose in life, coached 1,000s of people, and started a business that he absolutely loves. He’s on a mission to lead a revolution that changes the world by helping people unleash their inner lion so that they can start living a life that inspires them!

In this episode we discuss:

Introduction [1:50]
Chris started selling candies and Tupperware as a kid [5:36]
He dropped out of 4 colleges, became an outstanding salesperson at 18 [9:20]
Built and sold one of the very first social media marketing agencies in Denver [11:24]
Created automated posts for 10 different industries [17:00]
How Chris got into the Techstars [18:05]
Tips for creating a memorable pitch or presentation [21:12]
Chris teaches his clients the rule of the third [26:03]
Chris’ quarter-life crisis, soul-searching for 3 years [29:32]
Started his personal development brand, 8 Billion Lions [32:09]
Identify real happiness, living with an inspired life [33:30]
Who’s your lion and who’s your sheep [34:53]
Helping people to live into their potential [38:13]
Best way to learn more about Chris and his program [44:50]

Quotable Quotes:

When starting a business, you have to pivot. If something is not working, you gotta change it before you get too far in the hole.
In the business world, there’s so much inauthenticity. Everyone is trying to be perfect. So when I walked in there with an all-white suit. In front of the ten of the most badass people in Colorado, I’m just gonna be me.
I have outward success but I didn't have any inward purpose. I didn’t know why I existed. And when I found that, it transformed me as a person.

Links to sources and tools:

Chris Rickstrew's Personal Linkedin
Website: 8 Billion Lions
Chris Rickstrew's Instagram

Listen to other PTSS Episodes:

Life Coaching, Business Scaling for Executives and Entrepreneurs with Daniel Marcos
Typeset Inspiration To Impacting 1 Billion Creatives with Chris Do
Developing a Personal Brand with Erik Cabral

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://po...

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Dr. David Shirazi is the clinical director at TMJ Sleep & Therapy Centre of Conejo Valley and Los Angeles. As a TMJ and sleep expert, Dr. Shirazi speaks across the country on topics of health, TMJ and the numerous sleep and breathing issues that affect both children and adults in large numbers.

Dr. David Shirazi graduated from Howard University College of Dentistry, in Washington D.C. in 2000 and earned a Masters's degree in Oriental Medicine from SAMRA University in 2006. He is also a board-licensed Acupuncturist.

In this episode we discuss:

Introduction [2:08]
How David got into Chinese medicine [7:25]
What does Chinese medical school teach [10:45]
How does acupuncture work in medical procedures [16:25]
Chinese and Ayurvedic medicine [20:38]
Sleep apnea treatment, functional orthodontics [25:28]
Temporomandibular joint (TMJ) treatment [28:18]
Upper airway resistance syndrome [31:18]
Two stages of sleep [34:26]
David’s stance in Covid vaccine [37:15]
How to get David’s services [38:15]

Links to sources and tools:

Learn more about Dr. David Shirazi
Watch testimonials about their services
Follow updates on their Facebook
If you’re suffering from TMJ, Sleep Apnea or you need dental services
- Visit their clinics in LA and Conejo Valley

More PTSS episodes:

Why You Should Niche Down Your Business with Bryan Jakovcic
How to Think Like an Entrepreneur with David McCourt
Being All-In to Everything You Want to Accomplish with Josh York

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Brett Snyder is the Founder & CEO of Knucklepuck, a digital marketing and web development agency. Brett started Knucklepuck to deliver a work-life balance that would attract high-performing staff and engaged, committed clients. This dynamic has propelled Knucklepuck from a freelance SEO agency to a full-scale digital agency offering SEO, Paid Media, Content Marketing, and WordPress Website Development.

In this episode we discuss:

Introduction [1:52]
Brett’s company went remote [6:05]
Ways to manufacture organic conversations [9:07]
Company values: accountability, integrity, empathy [14:08]
Clients they want to work with [17:00]
Where Knucklepuck came from [20:50]
CRO, their ways to get convertible leads [23:35]
Embracing technology enablement rather than AI [28:35]
Brett’s advocacy of free will [33:22]
Common struggles and hurdles of a business [35:10]
Learn more about Brett and Knuckle [39:45]

Quotable Quote:

Leadership does not create the culture in your organization. Leadership creates the opportunity for the culture in your organization. It can impact and affect the culture in your organization. But the culture is dictated by the group, by the community, by whatever everybody else really wants and how they're gonna be successful.

Links to sources and tools:

Connect with Brett on LinkedIn
For SEO, content, website or paid media services, visit Knucklepuck

Listen to other PTSS episodes:

Importance of Price Point in Profitable Business with Aryeh Sheinbein
Useful Tips on Using Scrum for Managing Your Projects with Onega Ulanova
How to Spot the Best Franchise Locations with Brynson Smith
Applying the 80/20 Rule to Make More Money Perry Marshall

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and fo...

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Rosetta Bryson is a highly sought-after financial strategist, an inspiring speaker, a nurturing mentor, and the founder and CEO of Simple Trader Pro, the largest Black-owned financial technology company in America. She delights in decoding what is often experienced as an inaccessible system. Her simple tools show neophyte and seasoned investors alike how to navigate landmines with confidence and ease. As a Black woman standing in stark contrast to the financial landscape, Rosetta is a visionary exemplar diversifying the world of trading.

In this episode we discuss:

Introduction to episode [2:02]
Rosetta’s interesting academic background [6:50]
How Rosetta got into trading [11:40]
Rosetta started her own trading company [14:40]
She also bought an AI company [17:43]
Learn trading in 60 days and make money [19:20]
Misconceptions of how trading works [21:08]
Types of investments [22:07]
How to read Candlestick, secret sauce of trading [23:28]
How trading can change a person’s life [24:35]
Time commitment in trading [26:12]
Invest in newer crypto coins [29:00]
Rosetta’s dream is to help people raise their level of life [32:07]
Everyone is welcome to Simple Trader Pro [35:30]
Visit Simple Trader Pro and watch them how to make money [36:50]

Links to sources and tools:

Connect with Rosetta Bryson on LinkedIn
Access the Discounted Simple Trader Pro Masterclass
- Use Offer Code: BLACKFRIDAY

Listen to Other PTSS Episodes:

How to Use Google My Business with Jason Hennessey
Biblically Responsible Investing with Robert Netzly
Achieving Financial Freedom with Damion Lupo

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Brynson Smith is a sales and franchise consultant with a strong background in helping entrepreneurs break into the world of franchising, as well as helping established franchise owners diversify their portfolios. His most recent venture is working as the Director of Franchise Sales for uBreakiFix, an electronic device repair franchise.

If you have an interest in franchising, in any capacity, whether that be franchising your own business, meaning you're going to go out and start selling your own franchises, or if you're looking to buy into a franchise. This is an episode with lots of secret sauce about franchising.

In this episode we discuss:

Introduction of episode [1:40]
Brynson’s family is heavily into real estate [4:15]
His dad has worked with inspirational people like Peter Low [6:10]
Brynson has met and grew up around inspirational people [7:40]
Benefits of getting a mentor and positive people [12:25]
His wife introduced him to the CEO and founder of uBreakiFix [17:20]
How he became a sales and franchise consultant of uBreakiFix [20:45]
Retail piggybacking: how to find best franchising locations [27:00]
Franchisee and franchisor collaboration [35:00]
Starting your own franchise, learn from franchisor’s shows [37:45]
Recipe, track record, system in franchising [40:55]
Best way to learn more about franchising with Brynson [45:40]

Quotable Quotes:

Always try to surround yourself with people that are uplifting and inspiring. People who are doing better or bigger than you.
Keep in mind, just because a franchise is a franchise, doesn't mean you can't acquire an existing business that is already operating.

Links to sources and tools:

Connect with Brynson Smith on LinkedIn
Need high-standard electronics repairs? Visit uBreakiFix
For Franchising Opportunities, Click Here
Listen to Other PTSS Episodes:
Turning a Business into a Franchise with Kristen Denzer
Franchising a Profitable Property Management with Aaron Marshall
Importance of Price Point in Profitable Business with Aryeh Sheinbein

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-...

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Aryeh Sheinbein is the Founder and Principal of Results Advisory, a digital marketing agency that teach organizations modern digital marketing strategies. Aryeh’s bread and butter is helping successful business owners and entrepreneurs invest their money intelligently, allowing their wealth to accumulate so they can stay focused on what truly matters—their business and mission. He’s spent his entire career sharpening his operational experience with investments and valuing businesses, having worked with top private equity, venture capital, hedge funds, investment managers, and banks, as well as a wealth of success in the eCommerce and Amazon selling spaces. Aryeh is particularly skilled in managing large, complex projects and teams—a credit to his excellent executive leadership skills rooted in finance, business strategy, marketing, and operations.

In this episode we discuss:

Introduction of episode [2:20]
Aryeh used to arbitrage sports cards [6:15]
He got into early-stage ventures and investments [9:55]
How to identify emerging markets [14:17]
Underestimated things about physical product businesses [18:20]
Applying Parkinson’s Law in business and life [23:30]
Finding profitable products in competitive markets [27:55]
Products that make customers stay away from [30:45]
How to make your products have a premium-feel [35:00]
Common mistakes about running your product in the market [39:10]
Advice on how to attract customers for your product [42:17]
Learn more about Aryeh and his business [44:12]

Links to sources and tools:

Connect with Aryeh Sheinbein on LinkedIn
Build your Financial Wealth and Freedom with Aryeh Sheinbein
- https://futurefundme.com
Business consultation with Aryeh Sheinbein
- https://www.solutionadvisory.com
- https://resultsdrivenadvisory.com
Follow Aryeh Sheinbein ’s updates on
- Instagram
- Twitter
More e-commerce episodes:
- https://passthesecretsauce.com/category/ecommerce

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
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Up next on Pass the Secret Sauce, our guest is Tanner Milne, President and Founder of Menlo Group Commercial Real Estate. Tanner Milne, MBA, CCIM, SIOR, has been involved with commercial real estate development and brokerage since 2003. He has facilitated and negotiated projects and transactions with values in excess of $500 million, carrying projects from site acquisition to final closeout. This experience provides clients value in understanding the critical path in buying, selling and leasing commercial real estate. Tanner founded Menlo Group in 2008 with the objective of delivering unparalleled value to clients through service, innovation and solutions.

In this episode we discuss:

Introduction to episode [1:57]
How Tanner grew up fast at a young age [3:50]
What shaped him to be an entrepreneur [7:55]
Starting his own business [10:35]
Working on the things you’re not good at [15:50]
Creating the right mindset for any situation [18:37]
Keeping miracle minute journal [22:35]
Helping dentists with site selection, buy and sell practices [26:08]
Specializing niche on commercial real estate [27:35]
How to make sure you’re working with the right people [30:30]
Avoiding shiny object syndrome [34:50]
Connecting with Tanner [42:35]

Links to sources and tools:

Connect with Tanner on LinkedIn
Learn more about Menlo Group Commercial Real Estate

Listen to other PTSS episodes:

Reading Body Language in Real Estate Negotiations with Haze Hartwig
Niche Marketing: Why You Should Niche Down Your Business with Bryan Jakovcic
Mentoring Startups, Getting Into Less-Competition Niche Or Market with Jim Kalb

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Andres Moran is the GM of the digital media vertical at Wunderkind, a leading adTech and marketing agency that combines top technology and best-in-class strategy to produce consistent, directly attributable results for their clients. He leads a team that works with media brands to improve monetization, optimize audience development, and maximize consumer marketing. He also co-founded three companies before joining Wunderkind, and is a graduate of Vanderbilt University with an MBA from Columbia Business School.

In this episode we discuss:

Introduction to episode [2:24]
Andres’ influence to be an entrepreneur [6:55]
Starting a medical spa business, Sutera [12:34]
Firing his sister from managing Sutera [16:52]
Wunderkind - a marketing operating system [18:15]
Working with different types of business [22:35]
How Wunderkind found its success [23:30]
The supply and demand sides of the business [26:25]
What are the challenges and struggles they overcame [29:55]
Learn more about Andres [34:45]

Links to sources and tools

Connect with Andres on LinkedIn
Upscale your business marketing with Wunderkind
Check their latest updates on social media
- Twitter
- Instagram

Listen to other PTSS Episodes:

Leading Elite Teams for Fortune 100 Companies with Joel Neeb
Growing Online Presence to Attract Talents and Audience with Shana Cosgrove
Developing a Personal Brand with Erik Cabral

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass...

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Joel "Thor" Neeb is the CEO of Afterburner Inc, a 25-year-old consulting firm comprised solely of former fighter pilots, Navy SEALs and Army Rangers. Thor leads a team of more than 70 elite military professionals. He has helped achieve strategic objectives and foster elite teams for Fortune 100 companies within the tech industry, pharmaceuticals, finance, medical devices, retail apparel and several NFL teams.

Before he became the CEO, Joel escorted the U.S. President as an F-15 pilot, through the sky and flew missions to ensure the safety of the country after the attacks of 9/11. He was the tactical leader of 300 of the most senior combat pilots in the Air Force.

In 2010, Thor was diagnosed with Stage IV cancer and given about a 15% chance to live. Instead of giving up, he started a youth outreach program in San Antonio that has grown to help more than 15,000 at-risk kids.

He also completed the New Zealand Ironman Triathlon in March of 2015 to commemorate the five-year anniversary of his Stage IV cancer diagnosis and to raise awareness for the rare and deadly cancer that he battles.

In this episode we discuss:

Joel’s military foundation [6:25]
Conforming to a well-structured path for success [8:11]
Being an Air Force fighter, piloting an F-15 [12:55]
Stage IV cancer diagnosis, 18 months to live [14:15]
Training for IronMan Triathlon, massive surgery, chemo [16:40]
Afterburner, creating elite teams for Fortune 100 companies [20:17]
Their process to align their elite teams [24:00]
Picking the right things to pursue [26:44]
How they track and measure their process [29:20]
Missed opportunities of companies [33:20]
Afterburner’s roadmap: consulting agency, buying companies [35:10]
Learn more about Joel and Afterburner [39:07]

Links to sources and tools:

Connect with Joel on LinkedIn
Be updated on their Community
Check Afterburner’s seminar and private workshop

More Tech Episodes:

https://passthesecretsauce.com/category/tech

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Vikrant Shaurya is the C.E.O. and Founder of Bestsellingbook.com, a sought-after Book Launch Manager, and an internationally recognized Digital Publishing Expert. He’s also the author of two #1 bestsellers: P.O.W.E.R.: The Success Mantra and How to Write a Bestseller: Become a Bestselling Author, Attract High-Value Clients, and Skyrocket Your Authority. Vikrant is the most-viewed author for “eBook Publishing” on Quora and is recognized by the National Academy of Bestselling Authors.

He has helped consultants, thought leaders, and speakers actualize their dreams by writing, publishing, and marketing their books through his courses, coaching, and done-for-you services.

In this episode we discuss:

Vikrant’s background [4:55]
Borrowed money to people and establish a company, but got broke [10:05]
He started a book publishing and marketing company [11:50]
Online business is a scam [15:46]
Indian writing system, a hybrid of ghostwriting system [19:30]
Three mistakes in writing a book [22:47]
Let others do the writing for you, use tools like Rev.com [31:45]
Working with Vikrant and Bestselling.com [33:22]
Helping authors in the backend of their business [37:00]
Get a complimentary 30-minute call with an author [39:35]
How to reach Vikrant and Bestselling [42:24]

Links to sources and tools:

Connect with Vikrant on LinkedIn
If you want a professional company to publish your book, visit bestsellingbook.com
Follow their social media for more updates
Facebook
Twitter
Instagram

Listen to other PTSS Episodes:

Attract Clients and Grow Your Business using Written Words with Aurora Winter
Sell More Books on Amazon: Research, Creation and Marketing with Dave Chesson
How to Use Google My Business to Attract More Customers with Jason Hennessey

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Nathan Foy is the founder and CEO ofFortis, 9x honoree as one of America’s fastest-growing companies by INC 5000. Fortis is one of the premiere, private transportation companies in the world for high net worth individuals. They provide over 25,000 private, secure trips in 114 countries per year to clientele worth more than half a trillion dollars. These clients routinely rank Fortis on Gallup surveys as best in the industry. With offices in Greenville, South Carolina, and Hong Kong, Fortis offers ground transportation to more private jet owners than any other service in the world.

In this episode we discuss:

Young Nathan’s first business was baseball cards buy and sell [5:00]
Fear of rejection, build credentials, hard work [7:20]
What is Fortis [8:28]
Types of skills/identifiers they hire at Fortis [11:30]
What rich clients want but won’t tell you [14:40]
Skyscraper of success [17:27]
Referencing people against other people [20:48]
Framework to identifying feedbacks [24:25]
Helping people to flourish their business [24:23]
Nathan’s audiobook, Fortis’s services [28:28]

Links to sources and tools:

Connect with Nathan Foy on Linkedin
- https://www.linkedin.com/in/nathanwfoy
Consult, plan and manage your global travel needs with Fortis
- https://fortis.co
What Rich Clients Want (but won’t tell you) by Nathan Foy
- https://www.audible.com/author/Nathan-Foy
- https://www.barnesandnoble.com/w/what-rich-clients-want-nathan-foy

Listen to other PTSS Episodes:

Utilizing Automation and Build Your Business with Chad Sakonchick
Leaders That Create Culture, Build Behavior and Produce Results with Brian Kight
Establishing a Business that Interconnects with David McCann

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Chad Sakonchick is the founder and creator of BetterLegal, a company that provides a one-stop-shop for business and entity formation in all 50 states. Chad is on an automation mission, and his latest venture, BetterLegal, automates the business formation process so that what typically takes weeks to do, can be done in a few hours, maybe even less.

The ability to form a business in a day is a game-changer within the entrepreneurial space, so not only does he offer the business formation services individually, he has created a system to allow entrepreneurs to use his product to create a revenue stream for themselves.

In this episode we discuss:

Chad’s entrepreneurial family [5:10]
Being a disciple of Upwork [7:25]
Building his first website builder like Squarespace [9:20]
Providing tools to be efficient and make more profits [10:38]
Automate something simple into snack-sized chunks [12:25]
Top-down vs bottom-down processes [18:10]
Building automation to make their process more efficient [22:00]
Zapier is a great automation platform [25:15]
BetterLegal’s automated state filing [27:15]
Problems and amendments in state filing [31:10]
Professional services automation in the future [35:50]
What does BetterLegal do [37:40]
Be a referrer to BetterLegal, get a $100 cheque [45:50]

Links to sources and tools:

Connect with Chad on LinkedIn
- https://www.linkedin.com/in/chadsakonchick
Set Up Your Business in 10 Minutes with BetterLegal
- https://betterlegal.com
Start a partnership with BetterLegal
- https://partner.betterlegal.com

Listen to other PTSS episodes:

Supporting the Future with Venture Capital Investments with Carter Williams
How to Automate Your Affiliate Marketing Program with Mark Thompson
Time to Change Your Business Processes and Systems with Lisa Levy

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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David McCann is the CEO at AOP Capital. He has quite an eclectic entrepreneurial background. He’s run businesses in the US, New Zealand, Australia, and Hong Kong. We talked a lot about building culture and building collaboration between different cultures.

David has a great background in operations and building synergies between different cultures and different business units. What they are doing is building different businesses and using synergies and using assets to be able to support the other business.

If you are interested in having many different businesses that sort of all feed and interconnect with one another or if you are looking to build a multinational type company, this is an episode that you don’t want to miss.

In this episode we discuss:

David’s childhood background [2:53]
Getting involved in an IT business, buying a company in New Zealand [6:00]
Keeping track or shifting your plans and goals [8:45]
Doing acquisitions in Asia and ended up living in Hong Kong [13:00]
Started a large processing plant for pharmaceutical grade [16:35]
Finding the right people and money to start a business [21:00]
Tactical advice on identifying good fit for leadership role [22:40]
Building and managing different cultures in the company [27:50]
Antastafae’s decision hierarchy, core values and process [30:10]
Partnership structure, plans for their business [35:00]

Links to sources and tools:

Connect with David McCann on LinkedIn
Learn more about AOP Capital's Asset & Wealth Management

Listen to other PTSS Episodes:

Four Day Workweek: Enhancing Productivity and Creativity with Joe Sanok
SBA Financing For Start-Ups And Mid-Sized Business with Chris Hurn
Identifying, Coaching and Raising Better Leaders with Ryan Barton

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Joe Sanok is the author of Thursday is the New Friday: How to work fewer hours, make more money, and spend time doing what you want. It examines how the four-day workweek boosts creativity and productivity. Joe has been featured on Forbes, GOOD Magazine, and the Smart Passive Income Podcast. He is the host of the popular The Practice of the Practice Podcast, which is recognized as one of the Top 50 Podcasts worldwide with over 100,000 downloads each month. Bestselling authors, experts, scholars, and business leaders and innovators are featured and interviewed in the 550 plus podcasts he has done over the last six years.

In this episode we discuss:

Joe’s interesting dinner table [5:00]
Setting Kool Aid stand at 5 years old, vacuum-selling [6:55]
Counseling, marketing books, resources [8:40]
Thursday is the New Friday [10:50]
Curiosity, outsider’s perspective, ability to move [15:30]
Henry Ford, 40-hour workweek [19:10]
Changes that people are striving for [21:55]
Dealing with employees who have different directions [25:35]
Doing some experiments on your business [29:15]
Companies switching to 4-day work week [31:55]
Experimenting with 4-day work week [34:15]
Best ways to learn more about Joe [37:20]

Links to sources and tools:

Connect with Joe on Linkedin
Follow Joe’s social updates
- Instagram
- Twitter
- Facebook
Experience Thursday is the New Friday with Joe

Listen to other PTSS episodes:

The Four Key Values To Follow in Discerning Opportunities with Phillip Berry
Creating 31 Startup Companies in 31 Days with Mark Grimes
How to Use Google My Business to Attract More Customers with Jason Hennessey

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleag...

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Chris Hurn is the founder and CEO of Fountainhead, "The Nation’s Leading Nonbank Small Business Lender". Chris has more than 20 years of leadership experience in the commercial lending industry. Chris and his executive team have collectively closed over $24.09 billion worth of projects, making them one of the most experienced teams in commercial lending to owners of small to midsize businesses. Under Hurn’s leadership, Fountainhead was named to the Inc. 5000 list for the third time — and is the ninth fastest-growing firm in Greater Orlando.

Chris has become well-known for his advocacy on behalf of small business owners, which have included several stints delivering testimony to the U.S. Senate Committee on Small Business and Entrepreneurship as well as the U.S. House of Representatives Small Business Committee. He regularly appears in national outlets such as the American Business Journals, CNBC, CNN, Fox Business, the Wall Street Journal, the New York Times and many more.

In this episode we discuss:

Chris dinner table and his academic background [3:23]
Setting up his first franchise business: a barbershop [6:05]
How he got into the finance industry [7:40]
Financing start-up businesses [10:20]
Benchmark to get SBA loans [13:07]
Being an influencer and speaking to various media outlets [18:50]
Fountainhead’s culture, shared missions, INC 5000 [21:50]
Things that entrepreneurs should be mindful of [24:30]
The rise of businesses for sale [27:58]
What to consider in acquiring an existing business [29:50]
Best way to reach Chris Hurn [31:15]

Links to sources and tools:

Follow Chris on social media:
- Instagram
- Twitter
- LinkedIn
Learn more about SBA lending
- Fountainhead
- Company LinkedIn

Listen to other PTSS Episodes

Identifying, Coaching and Raising Better Leaders with Ryan Barton
Integrating Digital Transformation, Top Notch SAP Expertise with Warren Norris
Creating Different Streams of Revenue Amidst Pandemic with Michael Cohen

Thanks for listening. Don’t forget to like us on Facebook to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce.

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today on Pass the Secret Sauce, I have an amazing conversation with Ryan Barton, the founder and CEO of Mainstay Technologies. Mainstay serves its clients as their IT and Information Security departments, with a focus on both deep expertise and on warm personal relationships. Mainstay follows the tenets of Conscious Capitalism and measures success by the degree it furthers the flourishing of its clients, team, company, and community.

In this episode we discuss:

How Ryan learned entrepreneurship at a young age [3:20]
Started a business in the tech field and service industry [5:30]
How introversion affect entrepreneurs [10:45]
What should a leader looks like; definition of culture [15:05]
Keys to establishing and developing that culture [19:35]
How to identify if a leader is fit for the role [23:20]
Giving chance and helping people to grow [27:30]
What Mainstay Technologies does [30:55]
Clients of Mainstay Technologies and how they help them [30:40]
Tips and resources on building a great culture [35:55]
Ryan’s golden nugget [39:10]

Links to sources and tools:

Connect with Ryan Barton on LinkedIn
Interested in their services, check their website
Follow their updates on
- Facebook
- Company LinkedIn

Listen to other PTSS episodes:

Leaders That Create Culture, Build Behavior and Produce Results with Brian Kight
Giving Back To Community, Working With A Right Culture Mentality with Mike Foran
Having a Customer-Centric Culture in Your Business with John Vuong

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Warren Norris is the Managing Partner of Titan Consulting. Titan Consulting helps people that are running the SAP platform to integrate new functionality into their systems. Founded by former SAP executives, Titan is staffed and managed by a team that averages over 20 years of SAP experience.

In this episode we discuss:

How Warren got exposed to entrepreneurialism [04:55]
Warren’s career overview; company ownership, real estate [7:45]
Joining Titan, how they work with clients [11:00]
How they identify new opportunities and new clients to work with [13:20]
Impacts of covid to their company and their clients [15:25]
What projects are not compatible for SAP and Mendix [17:17]
How long is the timeline of their projects [19:25]
The future system and the legacy system [24:30]
Overcoming the roadblocks inside the company [29:55]
Productivity of consultants working remotely [34:00]

Link to sources and tools:

Connect with Warren on LinkedIn
Learn more about Titan Consulting

Listen to other Tech episodes:

https://passthesecretsauce.com/category/tech/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Michael Scott Cohen is the co-founder of Harper and Scott Inc. who specializes in designs and produces branded merchandise and promotional items. Michael with his friend, Jon Alagem founded Harper and Scott to be a more creative, flexible, and responsive player in the crowded business of merchandising. Harper and Scott oversee products from design to delivery, including having a 12-person production operation in China that assures quality and quick turnaround. Harper and Scott was listed in INC 5000 for three consecutive years.

In this episode we discuss:

His candy and snow cones selling stint when he was young [4:30]
Working as a CFO at 21; 2008’s financial crisis [7:33]
Losing money, getting into debt, and getting a loan from his grandma [9:30]
Harper and Scott’s background [14:30]
Created lipstick-shaped USB drive for Sephora; gaining more clients after [19:00]
B-Corp certification, getting recertified after 3 years [23:50]
China trips and finding factories to work with [29:20]
Challenges in their design process; time and client’s budget [34:10]
Enhancing and balancing their workers’ experience in work at home setup [35:55]
Becoming one of the largest suppliers of masks in Fortune 500 companies [38:50]
Creating their own brand, Dare To Roam [41:15]
Ideal strategy in growing their client base [43:40]
How to get in touch with Michael, Harper and Scott [44:20]

Links to sources and tools:

Connect with Michel on LinkedIn
Follow their company’s update on
- LinkedIn
- Instagram
- Facebook
Buy their merchandise at
- Dare to Roam
- Harper & Scott

Listen to other PTSS episodes

The Demand in Customized Modular Homes with Joel Comino
Revenue Growth Hacking Tips from an INC 500 CEO with Olin Hyde
AIM Framework - Useful for People and Business with Michael Roderick
Leaders That Create Culture, Build Behavior and Produce Results with Brian Kight

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Today on Pass the Secret Sauce, our guest is Joel Comino, the CEO / Founder of Next Modular. Next Modular provides an affordable, full turn-key solution for the residential customer who wants to build a new home in Northern Indiana & Southern Michigan. They provide fair, transparent pricing and responsive and available customer service, as well as a shorter build time than you will experience with a traditional stick-builder.

In this episode we discuss:

Joel’s catalyst or inspiration in entrepreneurship [5:55]
Common pitfalls in acquiring mobile home parks [8:10]
His transition into modular homes construction [10:50]
The path on building a modular construction company [13:17]
Modular homes development in the market today [18:00]
Method of constructing and developing modular homes [21:21]
Supply chain, wood pricing, issues and challenges in the business [26:50]
The demand in building customized modular homes [30:25]
Learn more about Next Modular Homes and its products [35:10]

Links to sources and tools:

Connect with Joel Cormino on LinkedIn
If you want to get a modular home, check Next Modular

Listen to other PTSS episodes:

https://passthesecretsauce.com/category/real-estate

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Brian Kight is the founder of DIGNVS, LLC and the author of DailyDiscipline.com, a daily memo on personal discipline with over 32,550 subscribers. It’s central mission is to help people build the discipline they need to accomplish what they want, as fast and reliably as possible.

Brian has spent 17 years serving clients to raise the standards of leadership, create a disciplined culture, and align behavior to produce results. His ability to help people understand and execute simple skills with elite discipline, both personally and professionally, is what makes his training systems so practical and powerful.

In this episode we discuss:

Brian’s upbringing in two different homes [4:30]
Why he got into entrepreneurialism [9:57]
Building leadership culture for coaches [13:13]
Factors for his successful speaking events [16:06]
Writing emails with different templates every year [20:40]
Philosophy, training on establishing a leadership team [24:28]
Character, culture and behavior [26:25]
Leaders that design and build culture in the business [31:05]
Culture Playbook: beliefs, behaviors, outcomes [35:00]
Challenge and cost in core values [40:40]
Best way to learn more about Brian and his programs [44:40]
Brian’s striking advice about discipline [47:37]

Links to sources and tools:

Follow Brian on
- Facebook
- Instagram
- Twitter
- LinkedIn
Subscribe and get a personal discipline memo
- http://dailydiscipline.com

Listen to other PTSS episodes:

Having Mental Toughness to Launch A Business Idea with Peter Samuelson
Giving Back To Community, Working With A Right Culture Mentality with Mike Foran
Helping Entrepreneurs Develop A Culture of Leadership

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Today on Pass the Secret Sauce we have Peter Samuelson. Peter is an entrepreneur and the founder and president of Ardeo Education Solutions, a private company that helps improve access and enrollment at colleges and universities. Peter founded the company 10 years ago because he is passionate about increasing access to the life-changing impact of higher education. He is a graduate of Yale Law School, and a former management consultant with McKinsey & Company.

In this episode we discuss:

Peter’s redbox idea, talks of business plan [7:10]
Working for non-profits, his travels overseas [9:10]
His experience in refugee’s camp in Kenya [13:15]
The boom of internet, how to write a business plan [17:40]
Most impactful skillset to act and launch a business idea [19:43]
Career options assistance in Yale [24:48]
Business idea of helping students to go into college [27:00]
The objections he met with the business idea [28:50]
Expanding their career option assistance programs in the future [32:45]
Great recession, bootstrapping, hiring strategy [35:55]
Tips on making a business grow stable [38:40]
Best ways to reach out to Peter and learn more about Ardeo [41:15]

Links to sources and tools:

Connect with Peter on LinkedIn
Check out Ardeo’s Loan Repayment Assistance Programs

Listen to other PTSS episodes:

https://passthesecretsauce.com/category/financing

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Today’s guest on Pass the Secret Sauce is Cory Lee, an entrepreneur, business builder, and leader developer. He was trained and mentored by the world-renowned leadership expert John Maxwell and is now an executive director with The John Maxwell Team.

Cory is an accomplished speaker and is often invited to speak and train employees at companies looking to develop a culture of leadership. He also provides individual leaders with opportunities to maximize their own growth through one-on-one coaching and mastermind groups. Cory is most passionate about helping entrepreneurs navigate business growth but not at the expense of their faith, family, and fitness.

In this episode we discuss:

Cory’s leap to entrepreneurialism; building clinics and gyms [6:33]
How Cory transitioned to leadership consulting and development business [8:00]
Having vision of what business do you want to build [11:45]
The 3 R’s: Required, Return, Rewarding [14:09]
What are the frameworks to evaluate a business [17:00]
How values impact a business or a person’s decision-making [18:30]
Helping people or business who wants personal and professional growth [22:15]
Results of doing the leadership training [23:40]
How Cory transform people with confidence [25:20]
Big changes of people under Cory’s mentorship [27:43]
Best way to get in touch with Cory [30:00]
Cory’s frameworks and templates [31:35]

Links to sources and tools:

Connect with Cory
- Facebook
- Instagram
- Linkedin
- Youtube
- Find out Cory’s mentorship and other services
- https://www.coryleeleadership.com/

Listen to other PTSS Episodes:

Working With A Right Culture Mentality with Mike Foran
Management Philosophy, Developing Life Wheels for Employees with Rishi Khanna
Life Coaching for Company Executives and Entrepreneurs with Daniel Marcos

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Today on Pass The Secret Sauce we have Steve Schnall, a serial entrepreneur and the founder & CEO of Quontic Bank which was recognized as "Best Online Bank 2020".

Steve had a vision of transforming traditional retail banking into customer-centric digital commerce. He transformed Quontic Bank into a profitable, well-capitalized, philanthropic, digital financial institution that does business in all 50 states. Quontic Bank has earned a Community Development Financial Institution designation by the U.S. Treasury.

Steve is also a founding director of Urban Angels, a nonprofit organization that provides 100,000 meals to the homeless every year, and serves on the board of The Arthur Project, a non-profit which is redefining youth mentoring through an unprecedented type of intervention. He is an active member of Young Presidents Organization and YPO Big Apple Gold.

In this episode we discuss:

Steve’s childhood, being self-sufficient at an early age [4:00]
His academic journey; working different jobs while studying [7:15]
His first foray into the mortgage business [10:15]
Facing bankruptcy at 23 and how he grew his business again [13:16]
Presenting his business strategy to Wall Street; raising capital for it [17:50]
The crack in the mortgage market; credit crisis; selling the company [23:50]
Building customer-centric digital banking business [27:10]
Attracting and recruiting the right talents [31:50]
Quontic’s core values and what they need to focus on [36:50]
Steve’s management takeaway for entrepreneurs [41:35]
Best ways to learn more about Steve and Quontic [46:38]

Quotable Quotes

Go into a business where you are doing the same thing as everybody else but just try to do it better or try to work a little harder. Or you can do something that no one else is doing and innovate.

Links to sources and tools Connect with Steve on LinkedIn Learn more about Quontic Bank’s services

Listen to other PTSS episodes:

Getting into the FinTech Space with Richard Steggall
Deploying A Unique Workforce and Save Millions of Dollars with Richard Sheridan
Mentoring Startups, Getting Into Less-Competition Niche Or Market with Jim Kalb

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Up next on Pass the Secret Sauce, we have Richard Sheridan ─ the CEO, co-founder and Chief Storyteller at Menlo Innovations - a custom software design and development company in Ann Arbor, Michigan. His unique approach to custom software creation is so surprisingly different, that 3,000 people a year travel from around the world just to see how they do it.

He has a passion for creating joyful work environments which led to his bestselling and widely celebrated book, Joy, Inc. - How We Built a Workplace People Love. His highly anticipated second book, Chief Joy Officer will continue to prove that a positive and engaging leadership style is actually good for business.

In this episode we discuss:

Richard’s favorite books that gave him hope in his career [4:40]
How his upbringing influences his way of communicating with people [6:20]
Writing his first two-line program that won an international programming contest [8:30]
The catalyst that made Richard leap into starting his own company [13:00]
The major problem in the software industry ─ the tower of knowledge problem [19:00]
Teaching cultural norms to their workforce; where the concept came from [21:00]
The productivity level of people working together [24:55]
How much they spent on the unique process of their workforce [28:30]
Making demonstrable software for clients every five days [30:45]
Types of clients they worked with [32:10]
Challenges they typically face in their workforce [36:30]
Books authored by Richard ─ Joy, Inc., Chief Joy Officer [38:45]
How does the remote process look like [40:20]

Quotable Quotes

A high-performing team creates lasting value on a software project.
It’s isn’t the efficiency of the programmers; it’s about the effectiveness of the results that those programmers create

Links to sources and tools

Get to know Rich: richardsheridan.com
Virtually' visit the Menlo Software Factory - we offer free virtual tours weekly
- Learn more at menloinnovations.com

Stream other PTSS episodes: TECH

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Joining us today on Pass The Secret Sauce is Jim Kalb, the president and founder at Triad Components Group - the parent company of OptiFuse, Switch Components and Vortex Technologies.

Triad Components Group (OptiFuse) has been listed on the Inc. 5000 for the last 6 years as well as being named as one of Forbes magazine's "25 Best Small Companies" in 2017. In 2019, TCG became an Employee-Owned company (ESOP).

Jim has a passion for helping others to grow themselves and their businesses through mentoring, professional development, and the never-ending curiosity to make people, products, and systems better.

In this episode we discuss:

Introduction to the episode [2:06]
Jim’s intriguing childhood background [3:10]
Going to San Diego State to study, getting away from his town and family [8:05]
Working a cool job in an international firm, traveling to different countries [9:45]
How Jim started his first company [13:45]
Getting into huge debt; $ 4M down to $ 50K worth of stuff in 2000 [15:25]
How many times he crashed and when did he solidified things [16:50]
Jim shares the three types of farming analogy and the hunting analogy [17:35]
Mentoring entrepreneurs and his advice to people wanting to get into business [20:35]
Doing custom-stuffs that other companies will never do for their customers [25:50]
Training people to look for opportunities to be authorized distributors [30:55]
Things he overcame overtime of being in the business [35:05]
Opening a program of selling his company to his employees [38:55]
What are the future endeavors of [43:15]
[Job Announcement] How to become part of the Triad Components Group [44:05]
Categories of people they want to engage with [49:10]

Links to sources and tools:

Connect with Jim Kalb on LinkedIn
If you want to become a part of the TCG or want to get mentorship, inquire at:
- jimk@triadcomponentsgroup.com
Visit the TCG website and check their services

Link to other PTSS episodes:

Recalibrating Business Transactions Using Digital Technology With Peter Lehrman
Speed Matters in Brand Development with Francisco Serrano
Internal Culture, Core Values, Dream Teams and More with Robert Mason

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today’s guest is Peter Lehrman, CEO and founder of Axial, an online platform that enables private companies and their trusted advisors to confidentially raise capital, identify and pursue acquisitions, and exit their businesses more. Prior to founding Axial, Peter worked at the investment firm SFW Capital Partners (www.sfwcap.com) and GLG (www.glg.it), where he helped build the company’s global technology platform for on-demand business expertise. He graduated from the University of Virginia and received an MBA from Stanford Business School.

Peter and his family live in New York. When he isn’t working, he’s spending time with his wife Eve and their four children.

In this episode we discuss:

Introduction to episode [2:12]
Peter and his dad talking about investing in stocks [4:35]
His interest in business early on in his life [9:15]
Peter’s first exposure to entrepreneurship [11:10]
His advice on stock and bonds investors [13:10]
Axial and its services [16:35]
Industries they are focusing to serve [22:45]
Qualifying investors in Axial’s platform [25:30]
Business lessons he learned during the pandemic [27:40]
Using technology and digital tools to recalibrate and do business deals [30:05]
Virtualizing business transactions and procedures [35:00]
How to use Axial’s platform and ways to connect with Peter [41:15]

Links to sources and tools

Connect with Peter on LinkedIn
If you need advice on Merger and Acquisitions, visit Axial

Listen to other PTSS Episodes

Global ERP Experts That Thrive For Excellency with Stephanie Picardi
Supporting the Future with Venture Capital Investments with Carter Williams
Raising Equity for Real Estate Deals with Matt Burk

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Coming up on Pass the Secret Sauce, we have Stephanie Picardi, a sought-after CEO of VFP Consulting. Stephanie has a 15-year history in management consulting working with global Fortune 500 companies. She has deep and well-recognized expertise in the quote-to-cash, professional services automation, and financials space.

Focused on partnerships and long-term line of business growth at VFP, her passion for great consulting and business processes is driving incredible growth for the company as well as success for VFP customers.

Stephanie has directly led complex consulting engagements in professional services automation around the world, in a variety of corporate environments and industries. She’s regularly engaged by both VFP consultants and customers for her sage strategic guidance around both processes and solutions.

In this episode we discuss:

Introduction to episode [2:32]
Stephanie’s family background and dinner table [4:35]
Her academic background [7:35]
How did she start her own company [9:40]
Typical problems they solved for clients [13:33]
Explaining the implementation of their process to clients [15:55]
Pitfalls of a company when doing digital transformation [18:20]
Dealing with clients that has previous processes [21:55]
Type of company they want to improve process [25:05]
Approach in building her own company and its culture [28:57]
Best ways to reach and learn more about Stephanie and her company [35:20]

Links to sources and tools:

Connect with Stephaine Picardi on Linkedin
Improve your business, book a consultation with VFP Consulting
Follow VFP updates on:
- Instagram
- LinkedIn

Listen to other PTSS Episodes:

Working With A Right Culture Mentality with Mike Foran
Is it Time to Change Your Business Processes and Systems? with Lisa Levy
Business Scaling for Company Executives and Entrepreneurs with Daniel Marcos

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-t...

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Today’s guest on Pass the Secret Sauce is Mike Foran, President and Co-founder of Energy 1. Energy 1 takes a smart, comprehensive approach to renewable energy solutions. They specialize in cost-effective turn-key, design-build services that employ the latest clean energy technologies and high-efficiency building systems. Energy 1 employs an outstanding team of experienced engineers, project managers, and specialty service providers, allowing them to ensure seamless delivery of the right clean energy system for each project, from initial concept to design and engineering to expert certified installation.

In this episode we discuss: Introduction to episode [2:25] How Mike got into entrepreneurialism [5:48] Founding the Energy 1, branching out to engineering and llc [7:05] Getting skilled individuals and training newbies [12:30] The 3-steps interview process and applying it to their company [15:40] Contributing back to the community, their company culture [17:30] The overview of their engineering team and what they do [20:40] Implementation of technology to their company [23:35] Things they did to make their company grow in success [24:28] What’s next for Mike and Energy 1 [30:05] Open book policy, selling company stocks to their employees [31:50] Ideal clients for Energy 1 [34:10] Best ways to get in touch with Mike [ 36:55]

Links to sources and tools:

Connect with Mike Foran on Linkedin
Learn more about Energy 1 and its services
Follow their updates on Instagram, Twiter

Listen to other PTSS Episodes:

Fighting Boredom Is The Start Of Success Of An Entrepreneur
Speed Matters in Brand Development with Francisco Serrano
Value-Driven Company Culture Across Remote Teams with Trent Kocurek

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Subscribe to us on YouTube: https://www.youtube.com/...

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Up next on Pass the Secret Sauce, our guest is Sebastien Breteau ━ the CEO of QIMA, a leading provider of quality control and supplier compliance solutions. Sebastien Breteau is also an active investor, who has invested in over 50 start-ups across all continents; an avocado farmer; and the founder of the Breteau Foundation, which aims to promote education in developing countries by providing digital education tools to underprivileged children worldwide.

In this episode we discuss:

Introduction to episode [1:16]
Sebastien’s first job and getting fired after four days [4:40]
Starting his own business, buying and selling of Tamaguchi [8:40]
Getting help from a guy in Hong Kong, stepping stone of Sebastien’s success [10:00]
The quality inspection process of QIMA [13:45]
Checking or measuring the quality inspection of their products [17:45]
Organic farming business, locally producing avocados in Europe [20:25]
Focus and boredom, why people need to deal with these two things [23:00]
Fighting boredom is the start of the success of an entrepreneur [26:55]
Instilling the mindset of an entrepreneur to his children [28:45]
Investing in business seeds in the US, Europe, Asia [30:20]
Focusing on Food/Food Tech, and Agri-Tech industry [32:00]
Spending time in Asia, business relationship with Asian people [33:25]
Breteau Foundation, helping children’s education [35:35]
Teaching single plastic approach to children [38:00]
Best way to get in touch with Sebastien Breteau [41:45]

Quotable Quotes:

You don’t succeed because you are smarter or you work harder. You succeed because the people want to help you.
You need to identify what you know how to do well, then do it very well and grow at that.
Don’t feel guilty when you feel bored. It’s natural and normal. You have to acknowledge and deal with it.

Links to sources and tools:

Connect with Sebastien on Linkedin
End-to-end solutions for quality improvement, visit QIMA
Get involved and join the cause of Breteau Foundation

Listen to other PTSS episodes:

Speed Matters in Brand Development with Francisco Serrano
Breaking Through Adversities with Laundromat Millionaire Dave Menz
More Episodes

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today on Pass the Secret Sauce, we invited brand development leader, Francisco Serrano, who is currently Chief Speed Officer at 121, a graphic design and content studio powerhouse with offices in USA, EU and Mexico. Under his leadership 121 has created a disruptive branding model based on SPEED becoming the go-to day-to-day branding partner for many Fortune 500 companies. As a team believer and entrepreneur Francisco has built other companies evangelizing his passion for branding through collaboration with talent all over the world.

In this episode we discuss:

Introduction to the episode [1:23]
What was Francisco’s dinner table looked like [3:01]
When did he start his own company [5:15]
Francisco’s strategies to bring customers to his company [7:05]
What is 121 and types of projects they work on [8:05]
Big companies buying a small business in the branding niche [12:55]
How long they work on their projects [15:20]
Business should be obsessed to make the customer happy [17:50]
How Francisco integrate technology with their business [18:30]
Opening their 121 EU office in Amsterdam [20:30]
The most impossible task they achieved [21:32]
What is the creative process of 121 [22:43]
Ideal companies for 121 [24:00]
Ways to connect with 121 and Francisco [25:00]

Quotable Quotes

Focused on your customer. Be obsessed with making them happy. If you’re going towards the consumer, make sure you are providing what they are looking for.

Links to sources and tools

Connect with Francisco on LinkedIn
Visit 121 to learn more of their services

Check out other PTSS episodes

Breaking Through Adversities with Laundromat Millionaire Dave Menz
Developing a Personal Brand with Erik Cabral
Increasing Brand Awareness through Strategic Marketing with Lori Sussle Bonanni

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Welcome back to Pass the Secret Sauce, today’s episode we have Dave “Laundromat Millionaire” Menz. Dave is a laundromat industry veteran and the owner of the Queen City Laundry Chain of Laundromats in Cincinnati Ohio. Dave’s inspirational journey from poverty to becoming a millionaire has inspired many entrepreneurs to try and overcome their own obstacles while building wealth. He’s here to share some of the secrets to his success. Dave is the host of The Laundromat Millionaire Business Podcast and the author of the book "Laundromat Millionaire", to be released in late 2021.

In this episode we discuss:

Introduction to episode [1:27]
Dave’s humble stereotypical childhood [2:50]
How and when did the entrepreneurial bug hit him [4:40]
Worked at Corporate America for 12-13 years, got promoted five times [9:00]
How did he get in the laundry business [10:15]
Getting mentorship through podcasts and other resources [13:55]
Learnings he had when doing business [18:10]
Have a mentor/coach that will lead you to process is essential [20:50]
Getting the ‘Shiny Object’ syndrome as an entrepreneur [23:12]
What his adversities thought him and how he breakthrough [24:28]
How did Dave handle the process of financials in the laundry business [27:58]
Determining the right location for your laundry business [31:20]
Doing a national revenue partnership with other laundromat owners [34:40]
Dave’s suggestions in buying laundromat business [36:00]
Laundromat Millionaire podcast and book [42:38]

Quotable Quote

To have a coach/mentor to lead you through the process of any business or any industry, especially before you even close on it, is an incredibly powerful thing.

Links to sources and tools

Connect with Dave Menz on LinkedIn
Get a FREE consultation of Dave about laundrymat industry

Listen to other PTSS Episodes

https://passthesecretsauce.com/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Up next on Pass the Secret Sauce, we have Daniel Marcos who is a serial entrepreneur, business coach, and passionate learner. He is the co-founder and CEO of Growth Institute, the leading online executive education company for C-level executives at fast-growing firms, with a mission to help 1 million entrepreneurs scale their impact and reduce drama in their operations.

Daniel is on a mission to give executives the support and methodologies that he wishes he had in his entrepreneurial journey: being a good leader, successfully scaling companies, and maintaining a high quality of life. In 2012, Daniel and Verne Harnish partnered on this mission and co-founded Growth Institute, a leading online executive education company for C-level executives at fast growing firms.

What was once reserved for a small niche of wealthy companies is now available to all CEOs and their executive teams, effectively democratizing business education and shortening the gaps in professional development.

In this episode we discuss:

Introduction to episode [2:30]
Daniel’s childhood overview [4:10]
Where he got his entrepreneurial inspiration [5:15]
At age 12, Daniel built his first aquarium business with his cousins [7:30]
His four other business when he was in college [8:40]
Working for the Mexican embassy in Hong Kong [11:20]
How Daniel built the first FinTech in Latin America [14:37]
Closing a deal with Infosel and started a company [18:20]
Working with JP Morgan in Latin America [20:00]
Getting his MBA; opening a mortgage bank in Austin Texas [24:00]
How he lost everything and down with huge debt [25:45]
His deep conversations with his parents and wife [27:55]
Getting and rejecting an offer to be a Head of Google Mexico [28:35]
Paying his debt through coaching in four years [32:45]
Daniel getting many clients and started having success again [33:50]
Venturing to online coaching, building a new company [35:40]
Top things an entrepreneur miss or fail consistently at [37:50]
Coaching and helping a ‘mess up’ guy until he changed [41:15]
Their lifelong dream of helping company leaders [43:15]
Descriptions of what types of leaders he wants to help [44:45]

Links to sources and tools:

Connect with Daniel on LinkedIn
Visit Growth Institute if you want to get a mentorship
Free Download of The Impact X CEO Booklet and unlock the potential of your leadership

Listen to other PTSS Episodes:

https://passthesecretsauce.com/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today’s guest is Aurora Winter, MBA. She is a bestselling author, TV-producer, media coach, ghostwriter, and successful serial entrepreneur. Aurora uses her film-making expertise and neuroscience to help people communicate and get results, whether it’s raising 7 figures for a startup, negotiating for a raise, or enrolling a new client.

If you have ever wanted to write a book, become an in-demand speaker, or communicate more effectively, you will definitely want to stay tuned.

In this episode we discuss:

Introduction to the episode [2:29]
Aurora’s interesting facts when she was a child [4:03]
Her first exposure in entrepreneurship [6:30]
Working in the film business, her own film and TV production company [7:52]
Starting writing books, screenplays [9:45]
Useful tips on how to write a book [10:50]
Identifying if the screenplay is written well or not [14:45]
Recommended resources to start your writing journey [16:40]
Attracting ideal clients for your business using books [18:45]
Techniques on how to monetize your books [21:10]
Books are legacy assets and life assets [23:50]
Ways on how to market your book [24:30]
Importance of books in our life [28:05]
Best way to get in touch with Aurora [31:30]

Quotable Quotes

Before you face that empty blank intimidating page, consider well 'what am I doing here, and why am I doing it and what really matters.'
Any kind of framework that is proven to work, is not constricting you. It is liberating you.
Your story matters, your life experiences matter, your business expertise matters and you may be the answer to somebody’s prayers.

Listen to other PTSS Episodes

How AIM Framework is Useful for People and Business with Michael Roderick
Growing Online Presence to Attract Talents and Audience with Shana Cosgrove
Sell More Books on Amazon: Research, Creation and Marketing with Dave Chesson

Links to sources and tools

Connect with Aurora on LinkedIn
Read her books Turn Words into Wealth for Free
Learn more about her book coaching and other services

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

Turn Words Into Wealth: Blueprint for Your Business, Brand, and Book to Create Multiple Streams of Income & Impact (Turn Your Words Into Wealth)

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Up next on Pass The Secret Sauce, we have Michael Roderick, CEO of Small Ponds Enterprises. He is a social catalyst who believes in the power of making meaningful connections for others. Michael has been a high school English Teacher, a Broadway Producer, and a Director of Business Development.

Small Pond Enterprises seeks to support connectors, innovators, and entrepreneurs with a range of personalized educational services provided by expert consultants who develop an individualized process for creating quality work that is supported by a customized, viable business model.

Additionally, by connecting entrepreneurs with resources, people, and advisers, we bring disparate communities together and help them to establish mutually beneficial relationships.

In this episode we discuss:

Introduction to the episode [2:14]
How did Michael get his entrepreneurial tendency [4:35]
Michael’s academic overview and his teaching job [5:50]
When did he start his first business [9:00]
What prompted him to start Smart Pond [11:05]
The AIM (Accessibility, Influence, Memory) framework [15:40]
Results people get from Michael’s framework [20:25]
Pass the Secret Sauce podcast and Michael’s framework [22:30]
Patterns are the precursor to framework [29:07]
Industries that suited Michael’s framework [30:55]
Best ways to connect with Michael and learn more about his projects [31:55]
The setting of Michael’s workshops [34:30]

Links to sources and tools

Connect with Michael's LinkedIn and follow updates on his Twitter
If you want to get consultation or coaching, visit Small Pond Enterprise
Access to anyone in life and business podcast Michael Roderick

Listen to other PTSS episodes:

Extracting Your Ego and Awaken Your Full Potential with Mia Hewett
Franchising a Profitable Property Management with Aaron Marshall
Internal Culture, Core Values, Dream Teams and More with Robert Mason

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483<...

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Joining us today is Bobby Mason, the CEO and President of SPOC Automation, an innovation company making automation technology for the upstream and midstream markets of the oil and gas industry. While Bobby’s expertise on the technical side can’t be matched; his true passion is team building and educating others on the importance of a winning culture and how it contributes to the success of any business regardless of current market conditions

In this episode we discuss:

Bobby’s remarkable dinner time when he was a kid [3:15]
Being raised to work, growing in an entrepreneurial family [4:34]
Why he was not a good student and didn’t enjoy his education [7:05]
Bobby’s initial challenges he ran into with his business [8:18]
What are the types of problems he usually solved [10:40]
Launching another company, the Spark Grid Inverter Technology [12:35]
How did Bobby manage the digital aspects of their company [15:15]
Bobby's learnings being in the business [17:50]
Pushing the culture and process into your employees [19:55]
One of the biggest struggles they ever had in their company [21:00]
Identifying the core values of Bobby’s company [24:05]
Finding out in their employees who is living their core values and innovating it [27:40]
What is the mission of Bobby’s company [30:32]
Technology that holds their employees and company to work efficiently [32:05]
Spark dream teams, involving everyone in their company [33:30]
Using Vidyard, creating a program called 2-minutes drive [35:20]
How did the core values improve him personally and his company [38:00]
Ways to learn more about Bobby and his company [41:05]

Links to sources and tools

Connect with Bobby on LinkedIn
If you're in the oil and gas industry, get covered with SPOC drive solutions

More of PTSS episodes here:

Building an Engaging and Value-Driven Company Culture with Trent Kocurek
The Four Key Values To Follow in Discerning Opportunities with Phillip Berry

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

This podcast is hosted by ZenCast.fm

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Coming up on Pass the Secret Sauce, we have Aaron Marshall, CEO and co-founder of Keyrenter - a property management with a business model that is engineered to save work time, effort and money, allowing people more time for the things they enjoy.

Through automation and technology, KeyRenter has developed KeySystems that allow the Keyrenter owner to manage more properties, increase profitability and decrease risk. A Keyrenter franchise can be started for as little as $35,000 from a home office with no startup staffing. They even finance up to 75% of the franchise fee for qualified applicants.

Aaron wrote the book Cash Flow is King: Creating Wealth Through Real Estate. He was diagnosed with cancer, fighting this tough battle can be read on various websites.

In this episode we discuss:

How Aaron’s had earned money growing up [4:18]
His academic and working overview [7:00]
Being rejected of a job but was encouraged to be an entrepreneur [9:00]
Aaron’s starting his first own brokerage [12:50]
Ways to generate the traffic of his real estate deals [14:23]
Taking care of your wellbeing matters [17:50]
The stressful situations he was in and how he deals with them [20:40]
The background of Keyrenter [23:35]
Hiring internal accountants to handle and help with their accounts [25:40]
What are the marketing campaigns they are using to attract franchisees [27:00]
How to become a franchisee of Keyrenter [28:00]
Handling the digital space of their property management [30:00]
Best way to connect with Aaron Marshall [32:00]

Links to sources and tools

Connect with Aaron on LinkedIn
Start a low capital investment with Keyrenter
Inspiring story about Aaron Marshall: I’m a CEO with stage 4 cancer
Cash Flow is King: Creating Wealth Through Real Estate by Aaron Marshall

Listen to more PTSS episodes:

Taking Digital Transformation into the Next Level with Tushar Garg
How to Build a Thriving Company Culture with Grant Botma
How To Start In Real Estate Investing – Mark Anderson

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Cash Flow is King: Creating Wealth Through Real Estate

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Today on Pass the Secret Sauce we have Tushar Garg, who is the CEO of Excelicon ━ an outstanding provider of Agile, Cybersecurity, and Advisory services. Excelicon provides the trusted advice that the government depends on to perform its mission in support of their customers, the American people.

In addition to what Exelicon provides to the government, the company provides a nurturing and challenging environment for its workforce where they can learn, grow, be professionally fulfilled, and be proud of what they do and the services that they provide to our nation. The business is also socially conscious and gives back to the community where they live and work.

Excelicon is in business to provide the critical path to life, liberty and happiness to those they served. They provide equal opportunity to all those who strive to do the right thing and are working hard for the chance to prove themselves while also allowing imaginative solutioning resulting in personal and professional enrichment.

In this episode we discuss:

What Tushar’s dinner table looked like [3:00]
Lessons he learned early on from his parent’s experiences [5:48]
Being told to become a CEO and how he pivoted as an entrepreneur innovator [8:40]
How many different KPI’s in Tushar’s company [11:48]
Allowing their employees to be enriched through 40,000 short courses [12:25]
Academic and career overview; how he got into the business [14:58]
Working on government’s security and other high profile contracts [16:20]
Processing healthcare applications so people can get immediate healthcare help [19:00]
How they customize the approach for businesses or clients [20:27]
Helping clients in technological aspects of their business [23:15]
Most useful technology in Tushar’s opinion [28:15]
Best way to reach out to Tushar and learn more about their business [29:50]

Links to sources and tools

Connect with Tushar Garg on LinkedIn
Reach out instantly and get updates through their Facebook page
Listen to other Tech episodes

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Up next on Pass the Secret Sauce we have Grant Botma. Grant is the founder of Stewardship in Gilbert, Arizona. Stewardship is a mortgage brokerage, insurance agency, and investment management firm that was named an Inc 5000 Fastest Growing Company in America two years in a row. Grant has one of the top 105 fastest growing finance companies in the Country because of his Nationally ranked high producing team. They consistently win awards like "Top 1%, "Top 20", and many of them are listed in the Scotsman Guide as top originators. Grant is also a best-selling author of the book, "The Problem Isn't Their Paycheck". In this book, Grant teaches business owners, leaders, and managers how to attract top talent and build a thriving company culture.

In this episode we discuss:

Having a traditional Sunday lunch and movie night with Grant’s big family [4:05]
His family owned a mortuary business and dairy farm [6:40]
How making a business plan awaken his desire to put up up his own business [7:50]
Seeing people were facing financial, insurance issues and more [8:50]
What is Stewardship about; mortgage, insurance, planning and financial [10:33]
Making online courses on how to create a company culture [12:40]
How to uncover the right people for your team [14:50]
What it feels like to work with Grant and his company [17:40]
How he observe potential team members through their social media [18:37]
Doing an emotional intelligence test, book recommendation for business owners [21:45]
Mission statement of Grant in life and business [23:45]
How to love and serve customer / people well [25:00]
What types of technology he used to run his company [27:40]
Ideal customers he wants to serve [29:25]
Best ways to connect with Grant Botma [32:30]

Links to sources and tools

Check’s Grant’s professional and his company background:
- https://www.linkedin.com/in/grantbotma
- https://www.linkedin.com/company/stewardshippro
Follow Grant’s activities on social media
- Instagram
- Facebook
- Twitter
Book recommendations for entrepreneurs:
- The Problem Isn't Their Paycheck by Grant Botma
- Emotional Intelligence 2.0

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review:

The Problem Isn’t Their Paycheck: How to Attract Top Talent and Build a Thriving Company Culture

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Today on Pass the Secret Sauce, I had an amazing conversation with Mia Hewett, Founder/CEO of Aligned Intelligence. Mia helps purpose-driven entrepreneurs stop secretly struggling, live in alignment with their dreams so that they can scale to 6 and 7-figures the faster, easier way.

She is the best-selling author of "Meant For More: Stop Secretly Struggling and Be A Force To Be Reckoned With."

If you want to be free of self-sabotage, self-doubt, and want to live the life you are meant for… this episode is something you don't want to miss.

In this episode we discuss: * How Mia grew up in a very poor condition, having no enough food for dinner [3:52] * What’re the two important decisions she made that shaped her life [6:18] * Being a wealthy person trying to survive; anxieties and burnouts she felt being a boss [9:06] * Things she did to get out of her work habits [12:00] * Being obsessed with finding out why people struggles [13:55] * The Universal Law of Polarity [17:35] * Getting out of framing statements as like their facts [20:22] * Being wealthy but not having attachment to money [24:05] * What is the deadliest thing to man [25:57] * The birth of the Ego -- The Fall Self [28:30] * Why people haven't figure out the way out of their struggles or traumas [31:40] * Healing the emotional traumas, changing the entire trajectory of one’s life [34:20] * Asking the right questions to bring out the emotional traumas [39:40] * Mia’s book -- Meant for More [43:45] * Best ways to get in touch with Mia Hewett [48:15]

Links to sources and tools: * Connect with Mia Hewett: https://www.linkedin.com/in/miahewett/ * Talk with Mia Hewett: https://www.miahewett.com/ * Read her book for free: http://miameantformorebook.com/ (pw: Freebook)

Listen to other PTSS episodes: * The Four Key Values To Follow in Discerning Opportunities with Phillip Berry * Build Your Business by Winning the Hearts of the People with Evan Dash * Management Philosophy, Developing Life Wheels for Employees with Rishi Khanna

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or whe...

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Up next on Pass the Secret Sauce, we have the CEO of Northwind Pharmaceuticals, Phillip Berry. Phil is an accomplished business builder, who has built branch offices for national IT consulting firms, acquired, renovated, and sold a 170,000 sq ft GM factory, built his own sales consulting practice, led business development for three startups, and facilitated more than a dozen acquisitions — including operations rolled into Northwind Pharmaceuticals – the only pharmacy solution in the country that blends worksite clinic dispensing, home delivery pharmacy, and pharmacy benefits management.

Phil is also an author who has written hundreds of posts on leadership, healthcare, sales/business development, problem-solving, career development, communication, and self-improvement topics. His first book, Stones Across the River, is a collection of essays on personal growth, problem-solving and leadership, was published in 2016. His second book, Every Day is Game Day, was published in November of 2018.

In this episode we discuss: * Philip’s dinner’s table when he was a child [3:12] * Going into business school, landing in sales and marketing jobs [8:35] * His feeling of being not the right fit and finding a pathway to start on his own [10:30] * His notion as an entrepreneur, inventing something [11:57] * Learning about leverage, first business venture [13:55] * The dramatic change of his first business [15:50] * Massive hurdles he had to overcome [17:38] * People who helped him during his challenging times [21:23] * Types of client he wants to work with [24:35] * What is the customer experience their system looks like [26:26] * The four key value sets to follow through in discerning opportunities [28:30] * How he fosters and put his team to support him in missions [31:55] * Best ways to get in touch with Philip, learn more about Northwind Pharmaceuticals [34:30] * His books: Stones across the River, Every Day is Game Day [35:30]

Links to sources and tools: * Get connected with Phillip on LinkedIn * Read and get inspiration in his weekly blog * Read his amazing books: Stones Across the River, Every Day is Game Day

Listen to other PTSS episodes: * How to Invest in Relationships & Create Value as a Marketer with Josh Elledge * Building an Engaging and Value-Driven Company Culture Across Remote Teams with Trent Kocurek * Luck and Hardwork: Creating a Successful Shoe Company with Steven Sashen

Thanks for listening. Don’t forget to like us on Facebook: https://www.facebook.com/passthesecretsauce to get updates on new episodes. If you haven’t already, please follow...

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Welcome back on Pass the Secret Sauce. Today I got to interview the very first man, who never had a job interview and never had a real job in his life. Steven Sashen is the CEO and co-founder of Xero Shoes. He is a born entrepreneur, who was inspired by Born To Run and decided to make his own footwear. Together with his wife Lena Phoenix, they built an amazing shoe company, who makes versatile, comfortable, and fun to wear footwear.

Xero Shoes include a complete line of shoes, sandals, and boots that let feet function naturally -- bending, flexing, and safely FEELING the world. People in 97 countries wear Xero Shoes for everything from a stroll on the beach to running a 256k 7-day race across Madagascar.

Prior to jumping into the footwear business, Steven is a former professional stand-up comic and award-winning screenwriter, and a competitive sprinter -- one of the fastest men over 55 in the country.

In this episode we discuss:

A bit of Steven’s interesting childhood memory [3:00]
What kind of businesses he’s done growing up [4:00]
The backstory why he never had a real job [6:00]
His experience as a comedian and getting into real estate investing [8:20]
How Xero Shoes was born, inspired by Born To Run [10:30]
The unimaginable luck of meeting the chief products designer of Crocs [14:15]
Why Xero Shoes is better for your feet [16:10]
Feet injuries that people are suffering, how Xero shoe help alleviates it [18:22]
Challenges he faced in manufacturing footwears [21:50]
Making footwears overseas instead of domestically manufacturing it [23:50]
Difficult parts of modifying products [26:50]
More lined up products of Xero Shoes [29:50]
How to connect with Steven Sachen and learn more about Xero Shoes [32:05]

Links to sources and tools

Connect with Steven Sashen
- https://www.linkedin.com/in/sashen/
Where to purchase Xero Shoes:
- https://xeroshoes.com/
Follow them on their social media:
- Facebook
- Pinterest
- Instagram
- Twitter

Listen to other PTSS episodes:

Fitness-Focused and Business Expertise Talks with Dr. Josh Funk
Build Your Business by Winning the Hearts of the People ━ with Evan Dash
Business Success: Identify, Get & Utilize Leads that Converts with Ron Browning

Thanks for listening. Don’t forget to like us on Facebook: https://www.facebook.com/passthesecretsauce to get updates on new e...

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Today on Pass the Secret Sauce, I got to interview Dr. Josh Funk, the CEO and founder of Rehab2Perform, a fitness-focused physical therapy company that was named back to back in the Inc 5000 as one of the fastest-growing private companies in the US.

Dr. Funk is a lifelong athlete, and after avoiding shoulder surgery for a torn labrum and rotator cuff, he has been entrenched in the world of physical therapy and sports performance. Over the years, he has continually developed his knowledge base and expertise as a physical therapist through continuing education courses and working with athletes of all ages.

In addition to his physical therapy expertise, Dr. Funk has been equally, if not more committed to the growth of his role as CEO of Rehab2Perform. He has made sure that his personal development is not just reserved for the clinical side of things, but also to ensure that Rehab 2 Perform is one of the most well-run and well-known health care companies in the area.

Dr. Funk has immersed himself in business programs and community initiatives over the past few years in his efforts to ensure that the team and clients of Rehab2Perform are receiving everything they need to be at their best. It is his goal to push Rehab2Perform to the forefront of the community through innovation, progressive business operations, strategic growth, and clinical excellence.

In this episode we discuss:

Getting traits from his athletic grandparents [3:51]
Dr. Funk’s athletic career in school and his major setback [5:06]
What are the first steps on starting a company [7:40]
How he set himself up in a good financial position while in graduate school [9:57]
Working a day job, doing side-hustles, starting his first business [12:53]
The missing element he provided in the market [13:45]
Getting into INC 5000 for back to back years [17:45]
How did Josh found the right help and people when he started Rehab2Perform [19:43]
Internship programs in their company for high school and college students [22:30]
What does Rehab2Perform do [24:40]
How did they reach out to the community [29:30]
Best way to connect with Dr. Funk and learn more about Rehab2Perform [30:55]

Links to sources and tools:

Connect with Dr. Funk on LinkedIn
Check Rehab2Perform for wellness services
Follow their social media accounts to get updated
- Facebook Page
- Youtube
- Instagram
- LinkedIn*
- Twitter

Listen to other Pass the Secret Sauce Episodes:

Management Philosophy, Developing Life Wheels for Employees with Rishi Khanna

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Today on Pass the Secret Sauce we have Evan Dash, a long-time retail executive in Department Store & Big Box retailing. He has developed a number of very successful products in the retail industry.

Evan and his wife, Rachel founded StoreBound, which develops housewares focused on better living under brands including Dash, Sobro, Chef Geoffrey Zakarian and others, and distributes its products through top-tier US retailers. The company has launched over 200 products through a strong omnichannel distribution model, combining offline retail, e-commerce and social media.

StoreBound was recognized on the INC List of Fastest-Growing Businesses for 4 consecutive years and in the Top 100 of the Entrepreneur 360 List in 2019. We also touched on stories that he has realized how people try to get into retail, make mistakes and lose a lot of money. Evan has navigated these big problems successfully.

If you want to get into the retail business, learn the tips and tricks of this industry, putting up successful marketing campaigns… This episode is for you.

In this episode we discuss:

How he made extra little cash doing gardening, lemonade stand, shovel snow [5:10]
His rough academic journey, and his fascination with business [5:40]
Getting his retail experience from working for big retail companies [7:15]
Moving out of the corporate world and go into entrepreneurship [8:40]
Their desire to do consumer-friendly and retailer-friendly business [9:25]
What set apart Storebound from other companies [10:00]
Inspirations he learned during his corporate and business journey [13:51]
Biggest headaches when bringing new products in the market [16:30]
Wacky ideas for products; doing crowdfunding campaigns [18:45]
Getting lots of credits for multi-million dollars campaigns they’ve run [20:40]
Not launching a campaign without a minimal viable product [23:10]
How to run successful marketing campaigns [25:25]
Suggestions in taking initial steps into retail business [27:40]
Utilizing technology in a big company like Storebound [31:40]
Where is the retail industry headed to [34:30]
Book he’s writing for aspiring entrepreneurs [36:00]
Get connected with Evan Dash [37:50]

Links to sources and tools:

Connect with Evan Dash on LinkedIn:
- https://www.linkedin.com/in/evandash/
Visit Storebound’s website:
- https://bydash.com/
Get updated on their products:
- https://www.facebook.com/unprocessyourfood
http://www.instagram.com/videomeals

Listen to other entrepreneurship episodes:

https://passthesecretsauce.com/category/entrepreneurship/

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Today on Pass the Secret Sauce, we have Rishi Khanna who is a serial entrepreneur, stoic leader and a high growth CEO (4X Inc 5000, 1X Inc 100 in TX #45, 2X Dallas 100 Fastest-Growing Private Co. #49, 2X FW Fastest Growing Co., 2X Best Place to Work, 2X Entrepreneur of Excellence (EoE) Finalist Honoree, Fast 100 Asian American Business Awards 2020).

Rishi is a life coach and he loves helping people find their unique abilities and helping them reach their growth potential. He enjoys building high-performance teams and guiding leaders in organizations to follow their unique abilities, become better decision-makers, stays strategically aligned and operationally agile.

Rishi has assisted clients to achieve their business objectives by successfully outsourcing their non-core business processes and functions in the areas of technology and digital marketing. Having been part of the outsourcing industry since 1999 he has successfully implemented strategic outsourcing and offshore/nearshore/rural shore programs in IT, Software Development, QA, Cloud, Mobile/IoT, AI, AI Annotations, DevOps, BPO/KPO and Digital Marketing functions.

In this episode we discuss:

Growing up with entrepreneur parents [3:40]
Living a well-off lifestyle, having everything comfortably [4:50]
His parents’ planning his future for him; his desire to be independent [7:18]
Working in consultation job in Deloitte; being advised to be an entrepreneur [9:34]
His parents’ encountering major business problems, and how he helped them [14:00]
Being one of the firsts in setting up an e-commerce website in 1995 [16:15]
Tips and techniques in finding reliable outsource workers [17:30]
Helping workers develop their life plans, discover their life wheels, building culture by default [20:14]
Vision boards, celebrating success/failures, supporting workers who transition on their own path [26:30]
Best ways to get in touch with Rishi [30:30]

Links to sources and tools

Connect with Rishi on LinkedIn:
- https://www.linkedin.com/in/ishir/
Check more of Rishi’s success and services on:
- ISHIR.com
- rishikhanna.net
- borderlessmind.com
- digitalsuccess.us

Listen to other PTSS episodes:

Portal to Portal Interaction through HoloPortation – with David Nussbaum
Importance of Innovation in Business with Andrew McConnell
Useful Tips on Using Scrum for Managing Your Projects with Onega Olenova

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our...

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Today on Pass the Secret Sauce, I get to interview David Nussbaum, who is an award-winning writer and producer who founded PORTL, the first device that lets people beam themselves to a location thousands of miles away and interact with people there.

His work was crucial in advancing hologram technology including benchmark moments that advanced the industry such as Jimmy Kimmel’s live appearances via hologram at the CMA Awards, the first hologram fashion show with Christian Dior, and the Ronald Reagan hologram at his Presidential Library.

A natural spokesman and performer, David has appeared representing his hologram projects on Good Morning America, BBC World News, CNN, ABC, CBS, FOX, Univision, Telemundo, the Discovery Channel, USA Today, the Daily Mail TV, Cheddar, Page Six TV and in a Netflix documentary.

David’s vision for PORTL is to facilitate communication of all kinds that adds the emotional element that previous virtual methods lack. He wants to see a PORTL in every home streaming world-class interactive hologram content and connecting people across every kind of divide.

In this episode we discuss:

Where he started his entrepreneurial path [4:31]
Having his podcast network and first all-advertising podcast agency [5:43]
Challenges in the hologram technology [7:03]
The impressive anatomy of PORTL [10:45]
Bootstrapping, raising money, approaching investors [15:56]
Things he worked on the PORTL hologram software [19:34]
Working on PORTL mini that everybody can afford [22:55]
Setting-up of PORTL in your own space [23:40]
Challenges they are trying to solve amidst pandemic [28:00]
How to find David and PORTL [30:10]

Links to sources and tools:

Connect with David on LinkedIn:
- https://www.linkedin.com/in/dnussbaum/
Check PORTL for more information about its services:
- https://www.portlhologram.com/

Listen to other PTSS episodes:

What’s Up and Coming in the Fashion Industry with Katie Irving
Increasing Brand Awareness through Strategic Marketing Communications with Lori Sussle Bonanni
Taking Control of Your Time As a Business Owner with Jeffrey Venn

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Up next on Pass the Secret Sauce, we have Katie Irving who is the founder of Moonshot, an agency that drives growth for the world’s leading brands by uncovering opportunities at the center of youth culture and fashion.

Katie has 15+ years of experience in the fashion industry, she has worked with the largest brands including Abercrombie & Fitch, Hollister, Chloé and Gilly Hicks, and she has worked with the largest fashion shows in the world. Now, she's focusing on bringing all the knowledge and becoming the resource for other brands to help position them for success in the future. Katie cuts through the noise of the elusive youth market to deliver white space opportunities and 8-figure growth strategies.

If you’re a clothing brand or you have a boutique, being able to position yourself today for tomorrow’s shoppers and what things people are interested in, what they are looking for in the coming years, this episode is very valuable.

In this episode we discuss:

Selling bookmarks when she was in 3rd grade, keeping side-hustles [4:56]
Her career background, focusing on the fashion industry [6:40]
Changes in the fashion industry [6:40]
Moonshot; expertise in the youth markets [10:03]
People and brands she worked with [11:08]
Fitting into different kind of markets [12:40]
Tips on waste management, the Fashion Revolution [16:30]
Circular economy, the idea of designing for zero-waste [17:35]
The gaps and holes in the fashion industry that needs to be addressed [18:00]
EON, a group that created the digital identity of products [20:20]
Her advice on the fashion industry today [21:55]
The end of a trend, what it looks like for future consumers [26:25]
Endeavors and projects of Moonshot [32:45]
Get to know more about Katie and Moonshot [34:05]

Links to sources and tools

Connect with Katie on LinkedIn:
- https://www.linkedin.com/in/katieirvingcreative
If you want to learn more about Moonshot and Katie Irving, visit:
- https://www.themoonshotagency.co
- https://www.instagram.com/katieirvingcreative
- https://msha.ke/katieirvingcreative/

Listen to other PTSS episodes:

Building an Engaging and Value-Driven Company Culture Across Remote Teams with Trent Kocurek
Developing a Personal Brand with Erik Cabral
Everything You Need to Know About the CBD Industry with Jon Thompson

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Today on Pass the Secret Sauce we have Lori Sussle Bonanni who is the founder of elssus, LLC, a multi-disciplined communication consulting firm. Lori builds and grows companies’ reputations thereby increasing awareness, business results and credibility. Think of her as a nontraditional publicist for companies as early as startups and as established as Global 500s.

Lori earned a Bachelor of Arts in Communications with a Specialization in Advertising and Public Relations from Rowan University. She also earned several continuing education certificates for Advertising Copywriting from the School of Visual Arts. Lori is currently pursuing a Certificate in Women’s Entrepreneurship from Cornell University.

If you’re struggling with your branding, if you’re struggling with trying to position your company a certain way, this is an episode that you certainly don’t want to miss.

In this episode we discuss:

Fun facts about Lorie’s dinner table [3:25]
Being an avid traveler and how it guides her entrepreneurial ways [7:22]
Her pitch of building and growing companies reputation in a non-traditional publicist way [8:10]
Types of advisory services she offers with her clients [10:21]
Reasons she started ELSSUS [12:38]
Tell-tale signs you need help with your business or company [17:38]
Mistakes people make when they want to brand or advertise their business [20:05]
Press releases, other strategies she uses to brand a company or business [24:05]
How to reach out to Lori and know more of her services [27:50]

Links to sources and tools

If you want to connect with Lori on LinkedIn:
- https://www.linkedin.com/in/lorisusslebonanni
Check her services, visit her website:
- https://www.lorisusslebonanni.com/
More PTSS episodes:
- Learn the Ropes of Acquiring a Business with Jessica Fialkovich
- ForwardFast Branding, Customer CHEMistry
- Growing Your Business By Networking with Terence McCarron

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Today on Pass the Secret Sauce, we have Trent Kocurek who is the Co-founder and CEO of Airship, a software design and development agency in the great city of Birmingham, AL. Trent is a product guy, a big dot connector with a people-first approach who is driven toward business success and people success.

As CEO and co-founder of Airship, he is able to help companies large and small, see software projects transform from concept to reality. His focus is on building a team of passionate, well-rounded engineers and business people to help Airship expand into new markets in need of quality custom software applications, qualify opportunities for a potential SaaS product, and help their team grow personally and professionally.

Airship’s experience in planning, building, managing, launching, and supporting enterprise software applications over the decades has allowed us to do what we love and give these companies products they can depend on for years to come.

We cover a lot of different topics, such as the types of companies he worked with, types of problems he solved through software and through tech. We get into some of the business building aspects as well and how they ensure their culture is strong.

In this episode we discuss:

His fascinating childhood life [3:45]
Getting entrepreneurial drive from his father [5:17]
His first business of fixing computers when he was in high school [7:30]
How Airship started, their passion for solving big problems with technology [8:25]
Their different approaches for their client’s needs [11:50]
Types of industries they worked with [13:26]
Problems they solved with technology [14:31]
Tips on building value-driven culture across a remote working environment [16:40]
How to establish transparency in their remote teams [18:55]
A software he created that runs their company culture [20:35]
Who are Techy Tom and Dizzy Ben in the technology business [24:52]
Core values he established and used in their company [26:55]
Projects they will implement [30:10]
Processes they do in their projects [32:40]
Where to find Trent and Airship [34:35]

Links to sources and tools

Connect with Trent on LinkedIn:
- https://www.linkedin.com/in/trentkocurek
Check Airship on Facebook:
- https://www.facebook.com/teamairship
For more information on their services, visit:
- https://teamairship.com

Listen to more tech episodes: https://passthesecretsauce.com/category/tech

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id15...

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Up next on Pass the Secret Sauce, we have Josh York who is the founder & CEO of GYMGUYZ, a fast-growing, fitness franchise. GYMGUYZ is #1 in Home PersonBody by Scienceal Training, providing convenient, customized and creative workouts in a setting that works best for each client. Headquartered in Plainview, New York, GYMGUYZ operates over 250 franchised locations in 30 states and 3 countries.

Also, he is the author of the bestselling book, FUEL - WHAT IT TAKES TO SURVIVE AS AN ENTREPRENEUR, selling 8000 copies in 2 months.

Josh is a very intense person with a very incredible work ethic. His drive and his dedication are certainly something you want to emulate if you’re interested in taking your life to the next level.

In this episode we discuss: * Working in his grandfather’s hardware [3:12] * How GymGuyz was created [7:47] * What his typical day look like [12:31] * GymGuyz and its services [16:40] * The strategies of expanding GymGuyz internationally [18:30] * Techniques of networking, building a relationship [20:30] * Making pandemic times to build tough mindset [22:59] * His thoughts on Body by Science [26:05] * Future endeavors of GymGuyz [27:40] * Best ways to find about GymGuyz [28:50]

Quotes * Being an entrepreneur or just being successful in life, if you don’t have the right mindset, you're gonna fail because you're gonna deal with so much rejection and so many problems. And just issue after issue after issue. If you think it’s an amazing journey, it's not. Should you become a champion, you have to go through it all. * Being in business is a game. I look at it as a game. And I have the ability to play tricks with my mind. And I know how to control my mind. And I was the real key to success.

Links to sources and tools * Connect on LinkedIn with Josh: + https://www.linkedin.com/in/josh-york-554a3120/ * If you’re interested in setting up your home workout, check GymGuyz: + https://www.gymguyz.com/franchise-opportunities/about-us/ * More business PTSS episodes: + How to Invest in relationships & create value as a marketer with Josh Elledge + Turning a Business into a Franchise with Kristen Denzer + Taking Control of Your Time As a Business Owner with Jeffrey Venn

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.app...

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Let’s welcome on Pass the Secret Sauce the Founder/CEO of Intellibright, Ron Browning. Ron brings more than 2 decades of Internet Marketing Experience to Intellibright - a Google Premier Agency (top 3% of all Google Agencies) and a 2020 Inc. 5000 Fastest Growing Company (#1189). Through a strong emphasis on website conversions utilizing the most advanced technologies in search engine marketing and search engine optimization and a superior understanding of web analytics, Ron has successfully leveraged his talents in internet marketing and website development to create and lead businesses into successful 21st Century marketing ventures.

Confident in his ability to deliver results, Ron developed performance-based, risk-free products that delivered one client an increase in Annual Revenue of $97M without any risk or additional staff.

SEO clients show increases in website visitors up to 1017% comparing month to month.

In this episode we discuss: * Ron’s first job in used car dealership [4:15] * Academic background and starting his first mortgage company [5:45] * Growing his mortgage business by word of mouth [8:00] * His true passion was to become the Internet [10:50] * Working in E-loan, Subprime Mortgage Lender, doing consultations [12:58] * Starting Intellibright, being paid on sales [14:40] * Guidelines of their business process [18:25] * Qualification process of leads, their system’s set-up, pay per sale [20:28] * Strategy they used in getting qualified leads [25:43] * Identifying good leads and bad leads [28:10] * Goal of getting better data for their clients [30:45] * Types of industries they worked in [33:20] * Scopes of their services [36:20] * Best way to reach out to Ron [39:00]

Links to sources and tools * Connect with Ron Brown on LinkedIn: + https://www.linkedin.com/in/ronrbrowning/ * Follow updates on their Facebook: + https://www.facebook.com/Intellibright * Check their services on their website: + https://www.intellibright.com/

More PTSS episodes Applying the 80/20 Rule to Make More Money Sell More Books on Amazon: Research, Creation and Marketing Getting into the FinTech Space

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Today on Pass The Secret Sauce, we have Jessica Fialkovich, whose mission is to help small business owners leave their legacy and sell their businesses successfully, no matter the size. She is a business exit expert, keynote speaker, small business advocate and award-winning business owner.

Over the past 7 years, Jessica oversaw $250+ million in transactions, worked directly with over 700 business owners, was involved with 300+ deals, and mentored her team to help over 3,000 business owners with guidance about buying and selling businesses.

Jessica is currently the President and Co-Owner of Transworld Business Advisors—Rocky Mountain, a business brokerage firm, which achieved #1 status out of 200 global franchises for the last three years. Transworld Rocky Mountain expanded to 5 markets in 2018 with offices throughout Colorado.

You will learn the ins and outs of acquiring a business, how to sell your business or company, things to consider when purchasing a business, how to increase the value of your business or company and other valuable information about this business niche.

In this episode we discuss:

What her dinner table with her family looked like [3:20]
Her corporate life; idea of setting up own business with her husband [5:35]
Selling their wine retailing business after 3 years [8:16]
Joining business groups, building network in Denver [9:07]
Their strategy of acquiring business [10:05]
Type of help she gives to their clients [12:15]
Guidelines of business acquisition, when to get ROI [15:40]
Challenges in selling a business [16:30]
Financing deals when acquiring a business [18:10]
Range of markets they represent [20:55]
Things to do if you want to sell your business [23:28]
Resources to check when purchasing a business [25:26]
How to connect with Jessica; The Deal Board Podcast [27:31]
Different stories of buying and selling a business [28:50]
Average age of a business before selling [31:18]

Links to sources and tools:

Follow Jessica Fialkovich on her social media:
- Instagram / Facebook @jessicafialkovich
Connect with her on LinkedIn
- https://www.linkedin.com/in/jessicafialkovich/
Check their Business Brokerage Firm
- www.tworlddenver.com (Denver)
- www.tworlddallasdowntown.com (Dallas)
Listen to their The Deal Board Podcast

Other Business Episodes:

Mergers and Acquisitions – What you Need to Know When Buying or Selling Your Business with Domenic Rinaldi
Growing Online Presence to Attract Talents and Audience with Shana Cosgrove

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In this episode of Pass the Secret Sauce, I had a great conversation with Shana Cosgrove, a very impressive woman and entrepreneur. She is a 2-time Tech CEO, founder/owner of Nyla Technology Solutions and managing partner of digital marketing firm, VitalUp Marketing.

Shana has a strong understanding of a broad range of techniques and technologies to develop software-intensive systems, particularly in a big data, cloud-based architecture.

She is also a Podcast Host of The Outspoken Podcast -- a show that talks about the intersection of technology, money, business, passion and more.

In this episode we discuss: * Her innate skill of leading people at an early age [3:45] * Academic overview and working as a software engineer in Northern Virginia [5:40] * The story behind the “dumb luck” she had when she got into her initial company [8:15] * Hurdles she met when she started her own company [10:28] * Identifying, attracting, retaining extremely qualified talents for her company [12:50] * Growing her online presence on LinkedIn to attract talents and audience [13:55] * Setting up here 2nd business doing digital marketing [14:45] * Tips on how to improve online presence to grow audience [16:35] * How long it took her to transition into her own business [18:00] * Learning curves and her stumbling blocks as an entrepreneur [19:35] * Working for government contracts and other big clients [23:47] * Interesting projects they’ve worked on [26:25] * Her insights of where AI may take people in the future [27:20] * Why people are staying away from the skynet level of tech and AI [30:25] * Negative impacts of using digital stuff and services [34:13] * Industries she wants to provide their services, ways to connect with them [35:30]

Links to sources and tools: * Listen to Shana’s The Outspoken Podcast * Connect with her on LinkedIn * Visit their website

Other Pass the Secret Sauce episodes: * How to Automate Your Affiliate Marketing Program and Online Business with Mark Thompson * Bringing Tech Ideas To Life Through Digital Products with Mike Reynolds * How to Invest in relationships & create value as a marketer with Josh Elledge

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Welcome back to the Pass the Secret Sauce podcast. In this episode, let’s uncover how Robert Netzly and his company made impressive records of financial investments. Robert Netzly is the Founder and CEO of Inspire Investing, the world's largest provider of faith-based ETFs. He is also the best-selling author of his book "Biblically Responsible Investing: For God's Glory and Your Joy". Robert lives in Boise, Idaho with his wife and five children where they enjoy being in the great outdoors as often as possible.

In this episode we discuss: * Robert’s dinner table with family [3:48] * His academic background, first job as a martial arts teacher [5:56] * Career path, being into car dealership and doing sales [8:20] * What led him to founding the Inspire Investing [10:50] * Biblical-type of investing [12:42] * Finding the right tools and people to make his business venture going [14:55] * Mentoring hundreds of Christian financial advisors [16:05] * Approach to identifying investment opportunities [17:04] * Getting known -- appearing to NY Times, Fox News and media outlets [19:10] * Specific industries they put their investment into [20:33] * How to manage and be good steward of your talents, skills and money [23:00] * Checking out Inspire Insights and its products [24:45]

Links to sources and tools: * Best ways to reach Robert Netzly: + Personal LinkedIn + Company LinkedIn + Inspireinsight.com * Listen to other investing episodes: + Creating Your Digital Advertising Strategy + EMDR Therapy: What is it and How Does it Work + Getting into the FinTech Space

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Let’s welcome today’s guest episode, Ken Gee, the Founder and President of the KRI Group of Companies. He has 23 years of significant real estate, banking, private equity transaction and multifamily investing experience. Ken Gee founded The KRI Group of companies in 1997 with the acquisition of a small, twenty-eight unit apartment building in Cleveland, Ohio. Since that time, KRI has evolved into a full-service real estate company that specializes in multifamily apartment investment, multifamily apartment syndication and multifamily apartment property management services. As a company, they have owned more than $55 million worth of multifamily properties and their senior management team has managed more than 15,000 apartment units, collectively worth more than $1 billion.

In this episode we discuss: * Ken’s early exposure to real estate at age 14 [4:40] * His first real estate business in Cleveland [5:55] * Leaping down to Florida’s market [7:37] * Growing his network of connections [10:40] * Comparison between Cleveland’s and Florida’s properties [11:41] * His most outstanding renovations [13:05] * Challenges he faced on Florida’s market [15:08] * Setting up syndication-level funds and its benefits [18:05] * Cost and time process in setting up funds [23:57] * How the funds work with investors [26:56] * The future of multifamily market [29:06] * KRI’s gigantic real estate records [33:35] * Best ways to connect with Ken Gee [34:25]

Links to sources and tools: * Connect with Ken Gee’s on LinkedIn: www.linkedin.com/in/geekennetha * Check their website: https://www.kripartners.com/ * Check out these episodes: + https://passthesecretsauce.com/2020/09/18/multifamily-real-estate-investing-in-cincinnati-with-jj-harrison + https://passthesecretsauce.com/2020/08/21/how-to-start-in-real-estate-investing-mark-anderson-answers/ + https://passthesecretsauce.com/2020/08/28/building-a-real-estate-team/

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Introducing Richard Stegall in today’s episode, the CEO of Urban FT, which is recognized as one of the most progressive and successful FinTech companies in the Financial Services industry today. Richard is a results-driven entrepreneur with a record of success and a passion for accelerating and capitalizing on emerging opportunities.

At Urban FT, Richard and team are enabling financial institutions to deliver an exceptional customer experience through the world’s first, and most capable, FinTech Core. Urban FT’s X-35 FinTech Core™ is positioned to clean up this challenging ecosystem and help financial institutions stay on the bleeding-edge of innovations when it comes to providing their end-users with superior Digital Banking Experiences, Money Movement capabilities, Identity Verification and Account Opening options, and Behavioral Insights, all of which enhance overall user engagement.

Before entering the FinTech space he spent 17 years in IT&T, serving as COO of UK-based Burlington Rye Plc and head of corporate strategy for NASDAQ-listed and U.S.-based Kit Digital Inc. (formerly Roo Media Inc.). In these roles, he was responsible for the growth strategies of private and public companies in North America, the U.K. and Asia. Throughout his experience, Richard has focused on acquisitive and capital growth, and led IPOs (including via reverse mergers) across the globe.

In this episode, we discuss: * Discovering his passion for entrepreneurship at an early age [3:28] * Being in his first business accidentally [5:40] * His academic journey [7:10] * Realizations he learned from his failures [8:45] * What is fintech industry [12:50] * How he got into the fintech industry [16:03] * Marketing a fintech business in New York [17:50] * Moving into a white label digital banking platform -- the Urban FT [19:00] * The impact of digital currencies in the fintech industry [20:00] * Urban FT’s specializations [22:01] * Approach to building a team [23:51] * Process of hiring people [25:17] * How to identify if the person is fit for a specific role [27:20] * Best ways to get in touch with Richard’s company [30:55]

Quotable Quotes * Life is full of bad news, you just have to get more good news on balance -- then you can actually persevere. And then you can actually pull in and move forward. * As long as it's following some sort of sets -- of two or three steps forward, one step forward. You just got to maintain a forward momentum.

Links to sources and tools Get connected with Richard Stegall on LinkedIn: https://www.linkedin.com/in/steggallrichard/ Learn about Urban FT’s products: https://www.urbanft.com/

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Today on Pass the Secret Sauce, we have Onega Ulanova. Born in Kazakhstan, Onega graduated with her Bachelor’s in Standardization, Metrology, and Certification and began her professional career as a Quality Manager for a major IT company. When she moved to the U.S., Onega found herself having to build anew as she spent this time learning English and advancing her business knowledge. She soon graduated with her Master in Engineering and Technology Management on an accelerated basis.

After graduation, Onega joined the American Petroleum Institute as a Lead Auditor.

She was the youngest female International Lead Auditor. In search of an entrepreneurial environment, she co-founded the LA New Product Development Team to combine her love for innovation, brand development, and people.

In this episode we discuss:

How Onega started her business [7:24]
Growing their side hustle into a full-time business [11:25]
Their company’s specialties [14:46]
What to expect when starting to work with Onega’s company in developing a product [17:35]
The craziest products they had to design [21:52]
Timeline for designing and manufacturing products [23:26]
How they created the systems and processes in the company, tips on using Scrum for project management [26:23]
Best ways to contact Onega [34:26]

Links to sources and tools:

Connect with Onega on her social media accounts
- Personal LinkedIn: https://www.linkedin.com/in/okglobal
- Twitter: https://twitter.com/okglobal
For more updates about their services, visit their
- Website: https://lanpdt.com/rapid-prototyping-company/
- Company LinkedIn: https://www.linkedin.com/company/3661069
- Company's Facebook Page: https://www.facebook.com/lanpdt

Listen to other episodes:

How to Change your Business and Your Life
ForwardFast Branding, Customer CHEMistry
Mergers and Acquisitions – What you Need to Know When Buying or Selling Your Business

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In this episode of Pass the Secret sauce we have Pratiti Pathak. Pratiti is a Real Estate Professional with Keller Williams, Business Coach and Founder/ Owner of “Results by Design”, a 5 Step coaching program that could Change Your Business and Your Life!

Pratiti’s mission is to share *"It’s not about the negative experiences that we go through in our lives - It’s what we learn, how we grow and evolve into the best versions of ourselves through those experiences. How learning and growing from our experiences only come from consciously choosing our thoughts to create our emotions from which we take action to create the results we want in our lives.

We all have a story about our lives that cover all positive and negative experiences that we’ve gone through in our personal life, in our business and through our relationships. Every action, inaction or re-action we take is to either experience a good feeling or avoid a bad feeling."**

In this episode we discuss: * Stepping out of her box and being an entrepreneur despite her traditional upbringing [4:49] * Clearing emotional block from childhood traumas [11:02] * Going against the advice of parents and loved ones regarding starting a career and not starting a business [19:50] * Businesses Pratiti started [23:51] * Getting a real estate license and starting in the real estate business [27:27] * Advice for networking if you are an introvert [29:28] * Why you should be mindful of who you spend your time with [32:16] * 5 Step coaching program that could change your business and your life [33:04] * Best ways to learn more about Pratiti [38:17]

Links to sources and tools * Visit Pratiti's website: https://pratiti.kwrealty.com and learn more about her 5-step coaching program. * Connect with Pratiti on LinkedIn: https://www.linkedin.com/in/pratitipathak * Connect with Pratiti on Facebook: https://www.facebook.com/PratitiPathakRealtor * Listen to other entrepreneurship episodes: https://passthesecretsauce.com/category/entrepreneurship/

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Welcome back to the show. This episode’s guest is Perry Marshall. Perry is one of the most expensive business strategists in the world. He is endorsed in FORBES and INC Magazine. He’s guided clients like FanDuel and InfusionSoft from startup to hundreds of millions of dollars.

He founded the $10 million Evolution 2.0 Prize, with judges from Harvard, Oxford and MIT. Launched at the Royal Society in London, it’s the world’s largest science research award. NASA’s Jet Propulsion Labs uses his 80/20 Curve as a productivity tool.

His reinvention of the Pareto Principle is published in Harvard Business Review.

His Google book laid the foundations for the $100 billion Pay Per Click industry, and Ultimate Guide to Google Ads is the world’s best selling book on internet advertising. Marketing maverick Dan Kennedy says, “If you don’t know who Perry Marshall is — unforgivable. Perry’s an honest man in a field rife with charlatans.”

He’s consulted in over 300 industries. He has a degree in Electrical Engineering and lives in Chicago.

In this episode we discuss: * Earning money from building things and selling them in high school [4:15] * Getting fired from 3 jobs in a row and being in an MLM (Multi Level Marketing) [5:30] * His leap to being an entrepreneur [7:30] * How he became a successful marketing consultant [10:23] * The five things that are always true any time anybody buys anything from anybody [13:51] * The best media to use to market your business and tactic for marketing [19:26] * Why you do not want to be number 2 [23:55] * How to make your business stand out from others in the same niche [27:39] * Why you should read the book 80/20 Sales and Marketing five times [29:41] * How he came up with the concepts in his book [37:03] * Mistakes people make when starting a business [42:11]

Links to sources and tools Stop “Just getting by”…Master 80/20 and make more money without more work https://www.perrymarshall.com/8020-book/

Follow Perry Marshall on social media:
- LinKedIn: https://www.linkedin.com/company/perry-s-marshall-and-associates/
- Facebook page: https://www.facebook.com/perrymarshallcom
Want to get more marketing tips? Listen to these episodes:
- How to Make a Living from Your Creative Ideas with Jeffrey Madoff - https://bit.ly/37xTWsm
- How to Use Google My Business to Attract More Customers for Your Business with Jason Hennessey - https://bit.ly/3dwX5w1
- Defining Your Company’s Digital Marketing Strategy with Charles Anderson - https://bit.ly/3pxQRyw

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Welcome to Pass the Secret Sauce. Today's guest is Mark Stinson who has earned the reputation of a brand innovator – a strategist, creative facilitator, and venture catalyst.

Mark is the founder and principal of Bioscience Bridge, LLC, a conscious brand consultancy. His work has included market research, customer journeys, product branding, and marketing strategy for health, science, and technology products. He is the author of many business books, including Patient Activation, ForwardFast Branding, Customer CHEMistry, N-of-8 Creative Groups, and A World of Creativity.

Mark hosts two weekly podcasts: Entelechy Leadership Stories and Unlocking Your World of Creativity. Mark has been included in the PharmaVoice 100 Most Inspiring People in the Life-Sciences Industry.

In this episode we discuss: * His first introduction to business ━ selling magazine subscriptions [5:33] * The image of being the paperboy, marketing their family business [6:55] * What he learned in their business [8:30] * His career overview [9:43] * Getting the brand mindset and helping clients [10:47] * The importance of a brand, elevating their brand’s messaging [13:30] * Explaining the ForwardFast Branding [16:05] * What are the 6 attributes of a brand, Customer CHEMistry [19:30] * How to map out things in different scenarios with a script [22:46] * Keeping a contingency mindset [26:10] * Best way to connect with Mark Stinson [30:33]

Quotable Quotes The great brands had a quality about them. That if you document why your product is different, why that difference is meaningful to the customers and why is that relevant to their daily life or their business, then you’re a long way away.

Links to sources and tools * Connect with Mark in LinkedIn: + Personal Linkedin: https://www.linkedin.com/in/stinsonmark/ + Company: https://www.linkedin.com/company/bioscience-bridge-llc/ * Check's Mark's services: http://mark-stinson.com

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today on Pass The Secret Sauce, we have Todd Palmer who specializes in helping leaders join the mission statement of the organization with their personal core values, while addressing fears, self-doubts and imposter syndrome. He brings a unique blend of authenticity, transparency and vulnerability to help leaders & organizations achieve their highest goals, and he’s here today to share his story, what he’s learned along the way, and his proven framework for helping business owners achieve success.

Todd is an executive coach, keynote speaker, renowned thought leader, author, and CEO who is committed to helping business owners tackle their obstacles and clear their path to success. As an entrepreneur and active CEO, Todd knows the struggles business owners face regarding people, cash, strategy & execution. He took his company from being $600,000 in debt, to making the INC 5,000 as one of America’s fastest-growing companies (an astounding 6 times!).

In this episode we discuss: * The impact of their dinner table in his life [4:10] * Todd’s first exposure in entrepreneurialism and the interesting lesson he learned from it [5:47] * His entrepreneurship journey [9:05] * Making the INC 5,000 fastest-growing company, his $600,000 debt [10:50] * The Imposter Syndrome and the mistakes people do in entrepreneurship [13:04] * Key to being a good leader - the vulnerability of a leader [15:11] * Empathetic listening skill in the workplace [20:00] * The workplace approaches of a leader; the effect of dictatorial approach [21:12] * How he pivoted from his life of debt and his coaching arc [25:36] * Types of people he coaches [29:03] * Best ways to learn more about Todd and his services [32:56]

Links to sources and tools * Personal LinkedIn: in/toddpalmer1 * Twitter: https://twitter.com/toddpalmer * Facebook Page: /ToddPalmer13

Check out these episodes: * How Overcoming Obstacles in Life and in Business Can Make You Stronger with Jeremy Parker * How to Make a Living from Your Creative Ideas with Jeffrey Madoff * Bringing Tech Ideas To Life Through Digital Products with Mike Reynolds * How to Think Like an Entrepreneur with David McCourt

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Today's guest of Pass the Secret Sauce is Mike Reynolds. He is the CEO and founder of Innovatemap, a digital product agency in Indianapolis. The team helps founders and innovators build the product vision they believe in. In addition to building award-winning digital products, Innovatemap launched the Better Product Community and the Better Product Podcast to create a space for product leaders to connect.

In this episode we discuss: * His first exposure in entrepreneurship [5:10] * The turnaround in his professional career [6:35] * Twelve things you need to do to run your own company [8:12] * What is Innovetemap and what types of client they served [10:33] * The process of Innovatemap bringing tech ideas into life through digital products [12:46] * How do they go about pulling people to potentially use their products [18:00] * The common mistakes non-tech people make in launching in digital space [19:36] * Innovatemap’s niche industries they help [25:43] * Best ways to learn more about Innovatemap [30:30]

Quotable Quotes * I find a lot of people want to scratch each of the entrepreneurial spirit, wanna run something, very ill-defined, they wanna own it. But maybe the risk of jumping with no net is not for them. * You might be romanced by the idea of having your own company someday, but to do so is not just taking the risk but the grit in resiliency to get your rear end kicked.

Links to sources and tools * Need help for your business? Visit https://innovatemap.com/ * Check their podcast: https://betterproduct.community/podcasts/ * Like and follow Mike on his social media accounts: + Personal LinkedIn https://www.linkedin.com/in/mike-reynolds-8594932/ + Company LinkedIn: https://www.linkedin.com/company/innovatemap-llc/ + Company Facebook Page: https://www.facebook.com/Innovatemap

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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This episode’s guest is Jeffrey Madoff, founder of Madoff Productions, based in New York City. His company collaborates with ad agencies, public relations firms and directly with clients to produce commercials, branded content and live streaming events.

Madoff began his career as a fashion designer. He was chosen one of the top 10 designers in the U.S. then switched careers to film and video production. Madoff edited and directed award winning commercials, documentaries and web content around the world for clients such as Ralph Lauren, Victoria’s Secret, Tiffany, Radio City, The American Academy of Dramatic Arts, and Harvard University.

Madoff also works with private equity firms and investment banks such as Lazard, Financo, MidOcean Partners and Lincolnshire to produce videos to position and tell the brand story for companies that are being sold. He authored “Creative Careers: Making a Living With Your Ideas” an Amazon Bestseller based on the class he developed and teaches at Parsons School of Design, in NYC.

In this episode we discuss: * Being an entrepreneur because he is unemployable [5:23] * Starting and designing for his clothing company and lessons in the business [8:37] * Growing sales and tips in getting clients for your business [13:04] * Beginning his film career and meeting Dennis Hopper [17:31] * Experience with working with Dennis hopper [24:40] * Jeff’s first big break in the film industry. Working with Halston, Ralph Lauren, Victoria’s Secret [27:52] * Where he gets his fulfillment and what helps him persevere [32:20] * Jeff talking about he gets stories for his films [36:48] * How to learn more about doing what Jeffrey does [41:06] Quotable Quotes * You can’t be the only one in love with your idea and expect a business out of it. * The sure way for nothing to happen is to do nothing. Links to sources and tools * Follow Jeffrey Madoff on social media: + Personal LinkedIn: https://www.linkedin.com/in/b-jeffrey-madoff-5baa8074/ + Company LinkedIn: https://www.linkedin.com/company/madoff-productions/ + Instagram: https://www.instagram.com/creativecareers + Facebook Page: https://www.facebook.com/madoffproductions/ * Grab a copy of Jeff’s book: Creative Careers Making a Living With Your Ideas at Amazon and all booksellers- www.acreativecareer.com * Need more inspiration to get you started on your entrepreneurial journey? Listen to these episodes: + Game Changing Technology for Business with Tom Coffing - https://bit.ly/3cy3k28 + Telehealth Services: Bridging Gaps in Healthcare Services with Technology with Manoj Jhaveri - https://bit.ly/3rbOO4n + Starting a Manufacturing Business in the US with Greg Knox - https://bit.ly/2MIGGcO + Importance of Innovation in Business with Andrew McConnell - https://bit.ly/2YBWgcQ

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This episode’s guest is Jason Hennessey, an internationally-recognized SEO expert, author, speaker, entrepreneur, and business executive. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.

His expertise led him to grow and sell multiple businesses, starting with a dot-com in the wedding industry. After presenting his SEO knowledge and success to a group of lawyers in 2009, Jason founded and later sold Everspark Interactive, cementing his reputation as one of the foremost authorities in SEO for the legal industry.

As CEO of Hennessey Digital since 2015, Jason leads a team of 100+ digital marketing experts, growing a small consultancy to a $10MM+ business that made the Inc. 5000 list for the second year in a row in 2020. A keynote speaker, author, and frequent podcast guest, Jason loves teaching what he knows and recently launched iloveseo.com to help people DIY their SEO strategy.

In this episode we discuss: * Going to college and being in the Airforce [5:33] * Creating his first business and launching other businesses, getting into SEO [7:31] * How Jason got into SEO consulting for lawyers [10:03] * Getting clients from referrals and verticals they have their eyes on at the moment [11:43] * Mistakes people make in their SEO strategy and how they decide what clients need [13:21] * Staying true to who they are and only offering services they are good at [18:33] * Running Google local ads for clients in the legal space [20:40] * How does rebranding your Google My Business listing affect your search results and tips for getting more traffic [22:17] * Dealing with good and bad reviews on Google My Business and how Google uses these reviews [25:45] * Importance of images to be recognized by Google’s Cloud Vision [27:21] * Best ways to contact Jason Hennessey [28:51]

Links to sources and tools: * Like and follow Jason on his social media accounts: + Personal LinkedIn: https://www.linkedin.com/in/jhennessey/ + Company LinkedIn: https://www.linkedin.com/company/hennesseydigital/ + Facebook Page: https://www.facebook.com/search/top?q=hennessey%20digital * Want to get more traffic for your law firm’s website? Visit https://www.jasonhennessey.com/ to learn how they can help * Interested in learning more things about entrepreneurship? Check out these episodes: + Common mistakes entrepreneurs make when approaching investors for their business and how to fix them with Richard Wilson - https://bit.ly/3tbC67s + Automate & Scale Your Business: Discover How To Remove Yourself From Your Business with Paul Maskill - https://bit.ly/3artxge + Why You Should Use Direct Mail To Advertise Your Business with Craig Simpson - https://bit.ly/3atslZI + How to Find the Best Cities to Invest in Real Estate with Neal Bawa - https://bit.ly/36uybZK

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Welcome back to the Pass the Secret Sauce podcast. In this episode we have Kristen Denzer, CEO and Founder of Tierra Encantada. Tierra Encantada is the leader in Spanish immersion early education. Providing care for children ages 6 weeks to 6 years of age, Tierra Encantada's high-quality program has received the highest possible rating (4 stars) in its home state of Minnesota. Centers feature on-site commercial kitchens to provide fresh-cooked organic meals designed to expand young palates. Tierra's commitment to being environmentally friendly can be seen throughout operations, from the solar panels at their Bryant location to the cloth diapers provided and used for children at all locations. Tierra Encantada has multiple corporate locations in Minnesota, and is offering franchises in most markets throughout the United States.

In this episode we discuss: * Kristen’s educational background and how she started her multiple businesses while having a job and studying [5:18] * How Kristen set up her events business and how she grew the business to doing 500 events a year [8:36] * Starting a dog daycare business and selling the business [12:06] * StartingTierra Encantada: deciding on the name and how they are different from other daycares/pre-schools [16:37] * What are the programs they teach and challenges in the business [19:42] * What she’s learned when hiring employees [23:10] * How Kristen setup and launched a franchising program for Tierra Encantada and how she overcame her apprehension about starting the program [24:46]

Links to sources and tools * Follow Kristen Denzer and Tierra Encantada on social media:

+ Personal LinkedIn: https://www.linkedin.com/in/kristendenzer
+ Company LinkedIn: https://www.linkedin.com/company/tierraencantada
+ Instagram: https://www.instagram.com/tierraencantada/?hl=en
+ Facebook Page: https://www.facebook.com/tierraencantada/

Visit https://www.tierraencantada.com/ to learn more about their services
Listen to more episodes here:
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In this episode I interview Haze Hartwig. Haze is a dual licensed (sales and property management), 3rd generation real estate advisor/property manager. Helping in all facets of real estate and working with a lot of first-time buyers and investors. H holds MCNE designation (Master Certified Negotiations Expert) from Real Estate Negotiation Institute.

In this episode we discuss: * Career overview [4:28] * Working in a casino and lessons from the book Read ‘Em and Reap [6:10] * How he got started in real estate [9:12] * Advantages of being dual licensed (sales and property management) [10:33] * Types of properties Haze invests in [12:35] * Why real estate investors should have a property manager [13:32] * How he uses his body language reading skills in negotiating in real estate [15:16] * How to handle an emotional block from someone your negotiating with [18:02] * His goals for the business and handling additional workload [19:13] * Tips for screening tenants [21:47] * Best ways to contact Haze Hartwig [23:46]

Links to sources and tools * Like Haze Hartwig’s page on Facebook to stay updated: www.facebook.com/hazerealty * Visit https://www.hazerealty.com/ to learn more about his services * Interested in learning more about investing in real estate? Listen to these episodes: https://passthesecretsauce.com/category/real-estate/

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In this episode we have Charles Anderson. Charles was introduced to firearms when he lost a bet. True story. Then, in 2012, he started a personal blog to document his growing interest in firearms, which became the catalyst for the creation of GAT. Blending his love of firearms with his 20 years of experience in business development and venture capital experience, Charles officially founded GAT Marketing in 2014.

Leveraging his specialties in rebranding and evolving technologies, Charles grew GAT Marketing into the industry-embedded, full-service marketing agency it is today. Along the way, he took care to expand and balance his team to include professionals with differing viewpoints and levels of experience.

Charles, originally from New York, moved to Detroit in 2001, where he now lives with his sons Parker and Logan. As a member of the competitive shooting team “Team Tuff” and avid student, he attends and sponsors matches and courses regularly. He is involved in national and local trade events, at writers’ summits, and as a panel speaker for digital advertising events.

In this episode we discuss: * Learning from his father’s business failure and having fear in starting a business because of it [5:13] * What made him keep going in spite of failing in business multiple times [7:21] * His journey to starting GAT Marketing and how he grew a following by blogging his interest in firearms [9:15] * Why they help companies sell their products/services and not create/sell a product themselves [16:04] * Assessing a company’s website and marketing strategy [17:25] * Type of companies they work with [20:11] * Advice for people trying to do their own digital marketing [23:00] * Collecting customer leads when you have a physical store and how to convince people to give you their contact info [26:23] * Best ways to get in touch [32:10]

Links to sources and tools * Connect with GAT Marketing and Charles Anderson on LinkedIn: * Personal LinkedIn: Http://www.linkedin.com/in/gatmarketing/ * Company LinkedIn: http://www.linkedin.com/company/gat-marketing/ * Visit https://gatmarketing.com/ to learn more about their services

Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

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In this episode I interview Scott Lewis. Scott is the co-founder and Chief Executive Officer of Spartan Investment Group, LLC (SIG) and has led several successful real estate projects ranging from single family flips to ground up development of self-storage. To date SIG has operates over 4000 storage units, 200 RV pads, has completed $11M in development projects, has $97M more underway, and raised over $25M in private equity.

As the Chief Executive Officer, Scott is responsible for developing business strategies and plans ensuring their alignment with short-term and long-term objectives. In addition to Spartan, Scott is also in the US Army Reserves and is an Operation Iraqi Freedom Veteran. Scott graduated from Michigan State University with degrees in Chemistry and Marketing, from Catholic University with a MS in Management, and from Georgetown University with a Certificate in Project Management.

In his free time, Scott enjoys spending time with his wife, Lindsay, mountain biking, skiing, and chasing their Jack Russell Terriers around the yard.

In this episode we discuss: * Starting a company so that he has an awesome place to work at [4:05] * Serving in the army [5:42] * How flipping houses help start Spartan [7:22] * Decision making concept from the army that can be applied in business [9:00] * How he got the funds for starting Spartan Investmentment Group and syndication [12:32] * How they approached looking for deals to invest in and what is their criteria for the deals [14:46] * How they decide how many storage units they build in an area [19:11] * Process and systems for managing their construction projects [20:57] * Challenges in building storage units in different areas and advice for people investing outside their areas [21:50] * Effects of COVID-19 on their business [23:21] * How long does it take to lease units from construction and jurisdiction restrictions [25:14] * Getting investors for deals and how to treat your investors [28:29] * Importance of having someone handle communications to investors [32:47] * Best ways to contact them if you’re interested in investing [34:59]

Links to sources and tools * Follow Scott Lewis and Spartan on social media: * Personal LinkedIn: https://www.linkedin.com/in/scott-j-lewis-aa616027/ * Company LinkedIn: https://www.linkedin.com/company/17927834/admin/ * Facebook Page: https://www.facebook.com/spartaninvestmentgroup * Visit https://spartan-investors.com/ to learn more about hope you can invest with them

Listen to more episodes here: https://passthesecretsauce.com/category/real-estate/

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Today on the Pass the Secret Sauce podcast, we have Jeremy Parker. Jeremy is an award winning documentary filmmaker and serial entrepreneur. He is the Co-founder and CEO of Swag.com, the best place for companies to buy quality promotional products that you'll actually want to keep. They work with 5,000+ companies including Facebook, Google, Amazon, Netflix, Spotify and Tik Tok. They are #218 on the 2020 Inc 500 (fastest growing companies in the US). Jeremy was also named by CrainsNY as one of the 40Under40

In this episode we discuss: * How overcoming obstacles make someone stronger [2:52] * Learning entrepreneurial skills from working at his father’s company [4:28] * Becoming an award winning filmmaker [6:01] * Advice for planning out telling a story telling of your product or company [7:56] * Businesses he started and what he learned from them [10:13] * How they got in touch with celebrities and pitch their business and why universities are harder to get in touch with than celebrities [16:14] * Starting swag.com and the obstacles they had to overcome to start it [19:59] * How he comes up with and visualize his design ideas [22:38] * How swag.com helps companies buy and distribute products [23:31] * Incredible company growth in a pandemic and how they got to work with companies like Netflix, * Amazon, Google, TikTok etc [25:01] * How they source and supply products - their process and systems [29:57] * Their next project [33:28]

Links to sources and tools * Follow Jeremy on LinkedIn: https://www.linkedin.com/in/jeremyianparker/ * Visit https://swag.com/ to learn more about their products and services You can also use affiliate links when it’s relevant. * Listen to more episodes: Growing a Purpose Driven Company with Eco-friendly Products with Farzan Dehmoubed - https://bit.ly/3buTYnnBeyond Profit: Making a Difference with Your Business with Erik Bergman - https://bit.ly/38C2rmW *How to Automate Your Affiliate Marketing Program and Online Business with Mark Thompson - https://bit.ly/3nzzcp5

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In this episode we have J Scott and Carol Scott. A husband and wife team that invests in real estate across the country. J Scott (he goes by "J") is an entrepreneur, investor, advisor and the co-host of The BiggerPockets Business Podcast. He has bought, built, rehabbed, sold, lent-on and held over $70M in property all around the country. J is the author of four books on real estate investing, with sales of over 250,000 copies.

In this episode we discuss: * Carol recounts her experience of growing up with nothing and trying to make money at a young age [4:05] * Carol talking about calligraphy [5:15] * How Carol and J started in real estate and how they got their first property [8:08] * Their process when renovating a property [12:08] * Why they hired out the renovation work instead of doing it themselves [13:48] * How they manage their real estate projects and the systems and tools they used [15:45] * How they market and sell their properties [21:50] * Advice for people wanting to start in the real estate flipping business [29:40] * How they select new areas to invest in and what they do to before investing in the new are [32:44] * Their future plans for their business [40:43] * How to learn more about J and Carol Scott [42:13] * Links to sources and tools

Follow Carol and J Scott on LinkediN * J Scott - https://www.linkedin.com/in/jscottinvestor/ * Carol Scott - https://www.linkedin.com/in/carol-j-scott-21641a38/ * Learn more About J by visiting his website: http://www.jscott.com/

Interested in learning more about investing in real estate? Listen to these episodes: Scaling Your Real Estate Investment Business with Tim Bratz - https://bit.ly/38BLPM9 How to Find the Best Cities to Invest in Real Estate with Neal Bawa - https://bit.ly/2Xyg6oQ Using Owner Financing to Grow Your Real Estate Portfolio with Gabriel Hamel - https://bit.ly/38AIqgF

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In this episode of Pass the Secret Sauce we have Dean Brauer. Co-founder and President of gohenry. gohenry has a mission to make the next generation of young people better at managing their money than the last. As the first digital family banking solution, they offer young people aged 6-18 a Mastercard Debit Card and app with unique parental controls. These tools are designed to empower children to develop good money habits while giving parents peace of mind and an easy way to manage pocket money & allowance.

Dean has more than 10 years of consumer marketing experience spanning brand and communications, acquisition & retention, and digital product & service development. He enjoys creating digital solutions that make people's lives easier and delight them along the way. He loves to help grow businesses and is passionate about the consumer internet space.

In this episode we discuss: * Getting confidence to build a business from his network [5:10] * His introduction to work and first forays into entrepreneurship [8:13] * How gohenry came about [14:31] * Marketing gohenry, targeting the right audience and creating a demand for the service [20:13] * Their processes for scaling the business [26:29] * Maturing as an entrepreneur [30:17] * Getting business coaching and mentoring [32:48] * How gohenry works and how it helps kids learn how to manage their money better [36:49]

Links to sources and tools * Connect with Dean Brauer on Linkedin: https://www.linkedin.com/in/dean-brauer-a3a2126/ * Signup for a free trial of gohenry at https://www.gohenry.com * Listen to more episodes here: https://passthesecretsauce.com/category/ecommerce/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Up next on Pass the Secret Sauce, we have Jeffrey Venn. Jeffrey is the founder and CEO of Create Studios. At Create Studios, they have carved out their own unique culture and approach to work that isn’t some meaningless, stifling grind. They love each other, have fun together, and do great work. They’re always improving, always learning, and will never stop growing.

Jeff has achieved a great deal of success with his company and we get into some of the reasons why he succeeded and how he has grown a company that pretty much runs by itself. We get into building culture and building systems and getting a process in place so that you can have the freedom from your business that people think that they should have but very few actually do.

In this episode we discuss: * How he got interested in starting his own business [3:27] * Designing his company so he will be able to have more control of his time [5:23] * How he fired himself from his business and creating processes for his team to run effectively and efficiently [10:40] * Working smart vs working hard, advice for workaholics [13:10] * Starting a coworking space [17:21] * How he selects people to join his team and the importance of building a great company culture [18:47] * Selecting the management team [20:45] * Importance of business coaching and challenges in his business today [22:38] * His future plans and helping out millennial entrepreneurs [25:27] * Getting past the fear of starting a business [27:30]

Links to sources and tools * Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffvenn/ and visit Jeffvenn.com to learn more about his projects. * Visit www.createwebstudios.com/team/jeff-venn/ if you’re interested to learn how to grow your business with beautiful design and measurable results. * Listen to more episodes here: * Why You Should Send Handwritten Notes with David Wachs: https://passthesecretsauce.com/2020/12/01/why-you-should-send-handwritten-notes-with-david-wachs/ * How to Think Like an Entrepreneur with David McCourt: https://passthesecretsauce.com/2020/11/24/how-to-think-like-an-entrepreneur-with-david-mccourt/ * How SaaS Based Apps Impact Businesses with Jacob Glenn: https://passthesecretsauce.com/2020/11/22/how-saas-based-apps-impact-businesses-with-jacob-glenn/

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Today on Pass the Secret Sauce, we have Maricela Soberanes. Maricela is a real estate investor. She tells us how she grew her portfolio and how she became financially independent by investing in real estate. We also get into the hurdles she had to overcome when she first started out investing in real estate.

In this episode we discuss: * Her experience in immigrating to the US [3:34] * Career history before investing in real estate [6:54] * Learning more about real estate and deciding to invest in real estate [8:38] * AirBnB vs typical rentals [12:35] * Renting out commercial spaces [13:55] * Goals for their business in the future and giving back [19:44] * Best ways to learn more about Maricela [24:00]

Links to sources and tools * Connect with Maricela on LinkedIn: https://www.linkedin.com/in/maricela-s-11942498/ * Visit https://www.fromfinancialsurvivaltofinancialindependence.com/ * Listen to more episodes here: https://passthesecretsauce.com/category/real-estate/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Welcome back to the show. In this episode I interview Dr. Jon Thompson. Dr. Thompson is a separations scientist, entrepreneur, and inventor. As a scientist, he has a strong technical background and industry experience in analytical instrumentation, in-vitro diagnostics, biotech, mining, and homeland security markets. During his cannabis industry career, Dr. Thompson has earned a strong track record of winning and implementing medical cannabis licenses in well-regulated, medically-modeled states. Dr. Thompson has assisted numerous companies to attain their goals in cannabis and hemp manufacturing, as well as market development, strategic marketing, and worldwide business-to-business alliance formation (including international markets).

In this episode we discuss: * How he got into the CBD industry[5:37] * Licenses required for having a CBD business [7:33] * Two distinct industries in the cannabis business and how Jon’s company help them [10:08] * Products that are created out of hemp and how they extract these [13:43] * Growing and importing cannabis [18:24] * Hurdles in starting a business in the CBD industry and how to start a CBD business - Loans, grants etc [20:47] * What you need to start a CBD manufacturing business [27:55] * Investing in a CBD business [32:06] * Where the CBD industry is heading [34:08] * Best ways to contact Jon and get more information [35:00]

Links to sources and tools * Go to https://extraktlab.com/ to learn more about the CBD industry * You can find Jon Thompson and Extraktlab on these social media channels: + Personal LinkedIn: https://www.linkedin.com/in/jthomps1/ + Company LinkedIn: https://www.linkedin.com/company/extraktlab/ + Instagram: https://www.instagram.com/extrakt_lab/ + Twitter: https://twitter.com/extraktLAB + Facebook Page: https://www.facebook.com/extraktlab/ * Listen to more episodes here: https://passthesecretsauce.com/category/financing/

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Welcome back to Pass the Secret Sauce. This episode’s guest is Farzan Dehmoubed. Farzan is Founder and CEO of Lotus Sustainables, an eco-friendly company on a mission to eliminate plastic from shopping. In the last 3 quarters, farzan has expanded from 500 retailers to over 13,000 retailers. As the leading manufacturer of reusable bags, Lotus Sustainables has eliminated the need for over 400 million single-use plastic bags. In 2020 the company ranked 144 on the INC 5000 fastest growing companies in America.

Before inventing the Lotus Trolley Bag with his wife, Farzan was an enthusiastic entrepreneur with a history of starting and operating advertising and real estate companies.

Farzan is currently based in sunny Carlsbad California and has been featured in the LA Times, Entrepreneur Magazine, San Diego Union Tribune, CBS News, Good Morning America and more.

In this episode we discuss: * Where he got his drive to become an entrepreneur [4:17] * Companies he has started [5:12] * Designing and creating eco-friendly products with Lotus Sustainables [6:37] * Challenges in the business [10:31] * Common mistakes people make when selling on Amazon [12:43] * Importance of using eco-friendly products in lieu of plastics [16:07] * What their products are made out of [18:26] * Story behind their company name- Lotus- and what’s next for them [20:13] * How to order your own Lotus trolley bag [21:40]

Links to sources and tools * Go to https://lotus-sustainables.com/ ang go plastic-free! * Follow Farzan and Lotus Sustainables on social media: + Personal LinkedIn: https://www.linkedin.com/in/farzan-dehmoubed-mfin-81230310/ + Company LinkedIn: https://www.linkedin.com/company/lotus-trolley-bag/ + Instagram: @lotustrolleybag + Twitter: @lotustrolleybag + Facebook Page: https://www.facebook.com/lotustrolleybag/ * Listen to more episodes here: https://passthesecretsauce.com/category/ecommerce/

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Up next on Pass the Secret Sauce, we have Mark Roman. Mark is a serial entrepreneur and Fortune 50 executive. Holding Senior Executive leadership positions with Accenture, IBM, Hewlett-Packard and he has started several companies including Health Connections, Health Network Venturers, Creative Evolution, Lumeris and most recently DeNovo Advisors. Denovo specializes in operational diligence on investment target companies for Venture Capital, Private Equity and Family Offices of the ultrawealthy.

Besides providing operational diligence services to Financial Investors, Mark and his business partner coach entrepreneurs on how best to secure capital infusion to take their company to the "next level" . Mark's clients currently have over $30Billion invested.

Prior to DeNovo, Mark was the founder of Creative Evolution a boutique consulting firm which specialized in the commercialization of intellectual property for Colleges and Universities globally.

In this episode we discuss: * Putting himself through college by being a photographer [7:05] * Starting his first company: Health Connections [14:01] * Creating the software for a business idea and selling it for $750 million [24:26] * Importance of company culture [32:24] * His emergency brain surgery and writing a book [34:57] * Denovo Advisors [45:19] * Best ways to contact Mark [48:37]

Quotable Quotes Don’t let someone who has given up on their dreams talk you out of yours.

Links to sources and tools * DeNovo offers a broad set of advisory products and services across various industries in the MENA region. Click here to find out more about their services https://www.denovoca.com/ * Connect with Mark Roman on LinkedIn: https://www.linkedin.com/in/markroman * Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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In this episode we have David Wachs. David is the CEO of Handwrytten, a company that uses robots to write out handwritten notes for brands. A serial entrepreneur, David's latest venture, Handwrytten, is bringing back the lost art of letter writing through scalable, robot-based solutions that write your notes in pen. Developed as a platform, Handwrytten lets you send notes from your CRM system, such as Salesforce, the web site, apps, or through custom integration. Used by major meal boxes, eCommerce giants, nonprofits and professionals, Handwrytten is changing the way brands and people connect.

David is also a frequent speaker on messaging technology and has presented for the Direct Marketing Association, South By Southwest, Advertising Research Foundation, and the National Restaurant Association. David has been featured on the front page of the Washington Post, and has been interviewed by Direct Marketing News, Crain’s Chicago Business, the American Express OPEN network, AMA's Marketing News, Bloomberg Radio, and others. He has been quoted in numerous articles, including The Wall Street Journal, USA TODAY, Variety, Startup Nation and US Banker Magazine.

In this episode we discuss: * First forays into entrepreneurship as kid [4:12] * How he started his first business [8:08] * Getting clients using Google ads [14:36] * Distress from selling his first company and why he started Handwrytten [17:04] * How they automated handwritten notes and designing robots to do the task [20:35] * How they integrate their services with apps [26:15] * Industries they focus on [28:29] * Minimum orders for handwritten notes and discounts for bulk orders [29:41] * Response to handwritten notes vs online messages [30:53] * New features they are working on [36:23]

Links to sources and tools * Create positive impressions and long lasting bonds by sending handwritten notes. Go to https://www.handwrytten.com/ to scale your handwritten outreach. * Follow David Wachs and Handwrytten on social media:

+ Personal LinkedIn: LinkedIn.com/in/davidwachs
+ Company LinkedIn: https://www.linkedin.com/company/handwrytten/
+ Instagram: https://www.instagram.com/handwryttennotes/
+ Twitter: https://twitter.com/handwrytten
+ Facebook Page: https://www.facebook.com/handwrytten

Listen to more episodes here: https://passthesecretsauce.com/category/tech/

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Welcome back to the show! In this episode I interview Robert Brill. Robert is the CEO of BrillMedia.co, a digital advertising firm built with work from home employees. In 2020 the company is ranked California’s 7th fastest growing private company by Inc. Magazine, and in 2019 was listed on the Inc. 500. Robert hosts the LA Business Podcast, writes in Inc. and Forbes, and has spent 17 years in advertising.

In this episode we discuss: * What was the catalyst that made him start his own business [4:51] * Clients they work with and why [8:44] * What Brill Media does for their clients and the results they achieve [14:34] * Getting more clients even in the time of a pandemic [19:13] * Their guide to getting leads [21:12] * How they track advertising results [25:31] * Best ways to contact Brill Media [27:34]

Links to sources and tools * Grab these offers from Brill Media:

+ Spot On Marketing is a turnkey marketing service for independent companies for $1,500 per month. Your Lead Generation Guide is a step by step guide on how to create a lead magnet, market it, and take action to have leads piped in daily - https://brillmedia.co/spot-on-leads/ and https://brillmedia.co/your-lead-generation-guide/

Follow Robert Brill on social media:
- Personal LinkedIn: https://www.linkedin.com/in/robertbrill/
- Company LinkedIn: https://www.linkedin.com/company/brillmediaco
- Instagram: https://www.instagram.com/brillmedia.co
- Twitter: https://www.twitter.com/brill_media
- Facebook Page: https://www.facebook.com/BrillMediaCompany
- Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

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This episode’s guest is David McCourt. David has been a force of nature in business for over 30 years. Described by the Economist as possessing ‘impeccable credentials as a telecom revolutionary’ he created the first competitive phone company in the US, inventing the triple play that is voice, video and data - today considered the norm.

As the Chairman and CEO of the worldwide investment company Granahan McCourt Capital, McCourt specializes in technology, media and telecommunication. He is also the Chairman of National Broadband Ireland, which in 2019 won the Irish Government’s $5 billion project to deliver high-speed broadband to every man, woman, and child without access. This project is the biggest of its kind globally.

An award-winning TV executive, he won an Emmy for his role producing the PBS Kids series ‘Reading Rainbow’, America's longest running children's reading show. He's produced prime time series and collaborated with stars including Angelina Jolie, Michael Douglas, Meg Ryan and Sônia Braga, as well as worked alongside the likes of Spike Lee, LeVar Burton and Bill Duke.

His book ‘Total Rethink: Why Entrepreneurs Should Act Like Revolutionaries’, released by Wiley in 2019 became a global bestseller.

In this episode we discuss: * Qualities David believes that people should have in order to be an entrepreneur [3:33] * First company he started and why he started it [4:59] * How he went from having a failing business to achieving success in another [7:52] * How he scored a contract with the Irish government and other things David is working on right now [9:14] * How the global pandemic has accelerated areas in our daily life by a full generation [16:31] * Advice for people who want to be an entrepreneur [19:44] * Criteria for judging a business idea to focus on [22:23] * David’s mentors [25:03] * Best ways to get in touch with David [26:40]

Links to sources and tools * Visit davidmccourt.com and see Total Rethink on Amazon.

+ Follow David McCourt on Social Media:
+ LinkedIn: https://www.linkedin.com/in/david-mccourt-992182164/
+ Company LinkedIn: https://www.linkedin.com/company/national-broadband-ireland/
+ Twitter: https://twitter.com/DCMcCourt?s=20
+ Instagram: https://www.instagram.com/dcmccourt

Be inspired by more stories from our guests: https://passthesecretsauce.com/

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On this episode of the Pass the Secret Sauce podcast we have Tim Bratz. Tim is the CEO and founder of Legacy Wealth Holdings, a real estate investment company that acquires and transforms distressed apartment buildings into high-yield assets for their own portfolio.

Tim's current portfolio exceeds 4,000 units with a valuation of more than $350M. Working in real estate, Tim has built a passive business and created a residual income that allows him to live the lifestyle of his choice. He’s here to educate and empower others to become financially free through commercial real estate.

In this episode we discuss: * First steps in being an entrepreneur [4:12] * What attracted him into investing in real estate [6:13] * How Tim structures his syndication and his deals differently from other syndications [10:53] * His systems and processes for his real estate projects and how he built a team of A players [22:38] * How he sources and chooses multi family deals to invest in [25:06] * What they look for in areas that they invest in [29:55] * How Tim grows his network [31:27] * Setting time for family [37:06] * Best ways to contact Tim [38:29]

Links to sources and tools * Learn more about building your wealth by investing in real estate at: https://www.legacywealthholdings.com/ * Follow Tim Bratz on Social Media: + Facebook: facebook.com/tlbratz + LinkedIn: https://www.linkedin.com/in/timbratz/ + Instagram: @timbratz * Listen to more episode here: https://passthesecretsauce.com/category/real-estate/

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Welcome to another episode of Pass the Secret Sauce. This episode’s guest is Jacob Glenn, the founder of MGenio. MGenio is a boutique consulting firm offering strategy, execution, and support for industry leading companies. Their capabilities and service offerings are focused on Mobile Solutions, Internet of Things, and Salesforce Automation.

If you have a product or idea that you are trying to connect to the internet, this is an episode you won’t want to miss.

In this episode we discuss: * Growing up with an interest in technology [3:31] * Projects they focus on at MGenio [5:49] * Creating a smart faucet [7:04] * The tech implementation process [8:34] * Calculating the costs [12:35] * Biggest challenges entrepreneurs face in working with technology [16:37] * Businesses they work with [20:17] * How and why he got into the tech business [22:04 ] * Best ways to connect with Jacob [24:35]

Links to sources and tools * Need to get your business on the cloud? Visit http://mgenio.com/ to find out how they can help * Connect with Jacob Glenn on LinkedIn: https://www.linkedin.com/in/jacobglenn * Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

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This episode’s guest is Olin Hyde. Olin is a venture-backed serial entrepreneur passionate about growing companies, building teams, and solving hard problems. He is the CEO of LeadCrunch, a global AI B2B marketing company. Their technology delivers more intelligent and accurate demand for B2B enterprises.

Their AI makes sense of the complex, incomplete, and often inaccurate data about millions of companies to enable unprecedented capabilities to target and engage the ideal audiences for B2B marketers.

LeadCrunch grew revenues by 7,248% between 2017 and 2019 and is currently listed as #35 in the INC 500.

In this episode we discuss: * His journey to starting his first business [4:03] * How he achieved a 7,248% revenue growth for Leadcrunch between 2017 and 2019 [7:35] * Buying signals businesses can tap into [12:05] * Requirements for businesses for them to benefit from using Leadcrunch [14:47] * How they price their services [18:10] * The catalyst that pushed him into the B2B marketing technology space [20:08] * Being in the INC 500 [22:05] * Olin’s approach to automating and systematizing processes in business [24:07] * Books that Olin recommends for entrepreneurs [26:48] * How to contact Olin and learn more about Leadcrunch [28:25]

Links to sources and tools * See how your business customers may be impacted by COVID and where to focus your sales and marketing activities using this free tool: https://app.leadcrunch.ai/covid * Connect with Olin Hyde on LinkedIn: https://www.linkedin.com/in/olinhyde/ * Listen to more episodes here: https://passthesecretsauce.com/category/tech/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Today’s guest is Mark Grimes, founder of 31 Startups. Mark set a goal to launch 31 businesses in 31 days. He also set the goal of being cashflow positive in as many of those businesses as possible. He accomplished both goals and he tells us how in this interview. Every company Mark has founded since 1989 has been cashflow positive in 90 days or less. Biggest one and online advertising agency with a full time staff of 40, annual revenue of 7.1 million at the high point, and offices in Portland, San Francisco, and New York

If you’re still on the fence on creating your own startup company, listen to this episode.

In this episode we discuss: * The story of the first company Mark started [5:16] * Mark’s secret sauce to having a cash flow positive business [6:58] * How he markets his products before launch and improve the product in the process [8:55] * How he started 31 startup companies in 31 days [10:33] * What motivated him to keep going to reach his goal of starting 31 businesses [14:29] * Types of businesses Mark started during the 31 day challenge [16:37] * Why do startups fail? [20:03] * How he decides which business ideas to focus on [24:52] * How much money does Mark invest per company he started [31:11]

Sources and tools * Connect with Mark Grimes on LinkedIn: https://www.linkedin.com/in/mark-grimes/ and follow him on Twitter: https://twitter.com/markgrimes * Follow Mark's journey at https://www.90daystocashflowpositive.com/ * Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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This episode’s guest is Andrew McConnell. Andrew is the Founder and CEO of Rented,Inc., the leading provider of full-service revenue management as a service (RMS) for professional vacation rental managers. With an expansive network and unparalleled industry expertise, Rented sustainably supports local communities in creating a global reach on their own terms by strengthening and supporting local rental management companies through access to world-class talent, technology, and resources.

Andrew holds degrees from Harvard College, Harvard Law School, and Cambridge University, and has worked with some of the world's largest public and private entities as a management consultant at McKinsey & Co., and as a Director, Solutions Design at Axiom Global, Inc. In addition to speaking and writing about vacation rentals and the sharing economy, Andrew also contributes more general business insights and advice to publications like Inc.com, Forbes, and Huffington Post.

In this episode we discuss: * Being business minded as a kid [3:28] * Law school [5:16] * Working for a consulting firm and how that gave him confidence to start his own business [7:04] * How he started his first business [10:08] * Transitioning to a new business [15:44] * Starting Rented [16:38] * Creating an organization that can innovate [18:53] * How does innovation help business? [20:33] * How to know when you’re going in the right direction with your business [23:40] * Books about innovation in business that Andrew recommends [26:22] * Andrew explains how to plan a new product and using Amazon memos [28:21] * Best ways to connect with Andrew and learn more about their services [31:28]

Links to sources and tools * Go to http://rented.com to learn more about their revenue management services * Connect with Andrew McConnell on LinkedIn: https://www.linkedin.com/in/mandrewmcconnell/ * Listen to more episodes here: https://passthesecretsauce.com/category/real-estate/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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On today’s episode of Pass the Secret Sauce we have Greg Knox, CEO of Knox Machinery. If you spent any time trying to manufacture something or you have your own manufacturing company, you know how complicated it can be. In traditional PTSS style, we get into Greg’s history and how got to be where he is today, and that is running a very successful manufacturing facility. Greg sits on a number of advisory boards for the manufacturing industry and is a huge proponent of manufacturing in the US.

If you’re in the manufacturing industry or interested in learning more about the business, don’t miss this episode.

In this episode we discuss: * How he got interested in entrepreneurship and how he started [3:08] * What drew Greg to the manufacturing business [8:48] * How he learned the strategy of running a successful manufacturing business and teaching others these strategies [12:31] * Advice for new entrepreneurs on how to build a book of business [19:36] * Importance of building relationships with customers and suppliers [25:27] * Best ways to get in touch with Greg and learn more about Knox Machinery [31:53] Links to sources and tools * Connect with Greg Knox on LinkedIn: https://www.linkedin.com/in/greg-knox-2018285/ * Visit http://www.knoxmachinery.com to learn more about their products. * Listen to more episodes here: https://passthesecretsauce.com/category/sales-and-marketing/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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In this episode of the Pass the Secret Sauce podcast we interview Manoj Jhaveri. Manoj is the Co-Founder and CEO of Hyr Medical, Inc. (www.hyrmed.com), a healthcare tech startup based in Cleveland, OH. Hyr Medical's mission is to fundamentally transform and modernize the $15B healthcare staffing industry and enable an elastic, on-demand workforce.

Prior to Hyr Med, Manoj was a mechanical & industrial engineer at several Fortune 500 companies. He then spent 10 years as an innovation strategy & product development focused management consultant. Manoj was also a faculty member at Case Western Reserve University where he taught innovation management and marketing strategy.

Manoj has two young kids. He loves playing, coaching and watching basketball, playing golf, listening to podcasts while driving around town, running in the rain with music blasting, volunteering his time to important causes and meeting hard-working and curious people over coffee.

In this episode we discuss: * Insecurities about becoming an entrepreneur and how he found his niche [7:30] * How they started Hyr Medical [13:27] * Connecting freelance healthcare practitioners with jobs through Hyr Medical [14:49] * What are telehealth services? [17:34] * How does telehealth services work and is it covered by medicare/medicaid? [20:01] * Locum staffing and the freelance economy in the healthcare service industry [21:04] * Specialties of doctors who are using Hyr Medical [27:44] * Integrating timesheet and schedule management into their platform [28:55] * How to learn more about Hyr Medical [30:53]

Links to sources and tools * Go to http://hyrmed.com to learn more about their services * Follow Manoj on LinkedIn: https://www.linkedin.com/in/mjhaveri/ and follow Hyr Medical on social media:

+ LinkedIn: https://www.linkedin.com/company/hyrmedical/
+ Twitter: https://twitter.com/hyrmedicalinc
+ Facebook: https://www.facebook.com/hyrmedical/

Interested in hearing from tech entrepreneurs in the healthcare industry? Listen to these episodes below:
- Revolutionizing the Operating Room Through Smart Surgical Tools with Daniel Dudley: https://bit.ly/2BRGgLw
- EMDR Therapy: What is it and How Does it Work with Robert Grigore: https://bit.ly/2GuoSPu

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Welcome back to the Pass the Secret Sauce Podcast. In this episode we have Tom Coffing. Tom Coffing, better known as Tera-Tom, is the founder of Coffing Data Warehousing where he has been CEO for the past 20 years. He has written over 50 books on all aspects of Teradata, Netezza, Kognitio, Redshift, ParAccel, Vertica, SQL Server, and Greenplum. Tom has taught over 1,000 Teradata classes in places such as India, Africa, Europe, China, Malaysia, and throughout North America.

Tom is also the owner and designer of the Nexus Query Chameleon, the most sophisticated enterprise query tool in the industry. The Nexus works on all platforms, including Hadoop, converts table structures between all systems, and allows companies to load their ERwin logical model inside Nexus. The Nexus guides users like a GPS system. Users point and click on any table or view from any system, and they are guided to what joins to what. As users choose the columns they want on their report, the SQL is built automatically.

In this episode we discuss: * The hidden blessing in being laid off [4:47] * How he started his tech consulting business [6:11] * His multiple streams of income [7:32] * How Tom juggles being in different businesses [9:18] * Programming languages that Tom is dabbling in and how he learns them at present [11:03] * Why entrepreneurs should learn and understand the technology they use in their business [14:12] * Tom’s courses that are essential to tech entrepreneurs [15:50] * Learning public speaking by listening and learning from others [17:03] * Predicting the future in business and a new software they are launching with Yellowbrick after 15 years of working on it [18:55] * Big name companies that will be using Tom’s revolutionary software and its applications [22:40] * A technology for business that you must have to move and access data [27:33] * How to learn about Tom and their company’s services [29:53]

Quotable Quotes * The key to my success has always been to seek out others and listen, listen, listen!

Links to sources and tools * Visit https://coffingdw.com/ to learn more about the Nexus Product Line and how they could benefit your business * Connect with Tom Coffing on LinkedIn to stay updated on his latest projects: https://www.linkedin.com/in/tom-coffing-112bab1/ * Interested in more tech focused episodes? Listen to more episodes here: https://passthesecretsauce.com/category/tech/

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This episode’s guest is Neal Bawa. Neal is a technologist who is universally known in the real estate circles as the Mad Scientist of Multifamily. Besides being one of the most in-demand speakers in commercial real estate, Neal is a data guru, a process freak, and an outsourcing expert. Neal treats his $265+ million-dollar multifamily portfolio as an ongoing experiment in efficiency and optimization. The Mad Scientist lives by two mantras. His first mantra is that We can only manage what we can measure. His second mantra is that Data beats gut feel by a million miles. These mantras and a dozen other disruptive beliefs drive profit for his 300+ investors.

In this episode we discuss: * Why he did not have entrepreneurial ideas when he was younger and taking a risk in creating businesses as he got older [5:15] * Catching the real estate investing bug [9:35] * How Neal uses technology and data to 10x his real estate investments [11:04] * Answering the question “What are the best cities in America to invest in and what are the best neighborhoods in those cities?” [18:20] * Factors that make a real estate market good to invest in - what makes them the best cities to invest in real estate [20:12] * Leveraging virtual assistants to 10X business [27:04] * How this black swan event (COVID19) is more transformative than world war 2 [30:45] * How Neal is investing in the time of COVID19 [34:03] * How to learn more about Neal [37:50]

Quotable Quotes * Everyone should have some phase in their life where there is financial stress. Because I think that it truly builds character. * The stress creates more opportunity than boom times.

Links to sources and tools * Are you interested in multifamily real estate investing? Go to https://multifamilyu.com/ a one-stop-shop for anything and everything multifamily where Neal Bawa and his trusted group of experts teach and share their real-life experiences as syndicators and investors. * Connect with Neal on LinkedIn:https://www.linkedin.com/in/neal-bawa + Want to listen to more episodes that discuss real estate investing? Listen to these episodes below: + Multifamily Real Estate Investing in Cincinnati with JJ Harrison: https://bit.ly/3kuwgsU + Using Owner Financing to Grow Your Real Estate Portfolio with Gabriel Hamel: https://bit.ly/2GzvUlK + Building Relationships When Investing in Real Estate with Eddie Fyall: https://bit.ly/2EDpdil

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In this episode we have Craig Simpson. Craig is the owner of Simpson Direct, Inc. based out of Bend, Oregon. Since beginning his career in direct marketing over 20 years ago, he has managed thousands of direct mail campaigns, helping to gross hundreds of millions of dollars in revenue for his clients.

His direct marketing company manages almost 300 different direct mail promotions each year. He works in practically every industry, marketing everything from auto and RV dealerships, to technical software, retail stores, real estate investment, financial services, legal professionals, diet programs, insurance, and health & beauty products.

Craig’s knowledge of direct marketing techniques has helped him become the nation's leading expert in direct mail marketing. He is regularly asked to speak at national events. He is the author of The Direct Mail Solution and The Advertising Solution published by Entrepreneur.

In this episode we discuss: * His first business he started in high school [4:55] * Direct mailing [7:53] * Three key things to direct mailing [9:56] * How to know if a mailing list is good [12:04] * What types of products would not work with direct mail marketing [13:32] * Why direct mailing is still effective during this era of emails and digital marketing [18:03] * Types of direct mail that are effective for different businesses [19:31] * What makes a campaign successful [21:18] * How much would it cost to have a direct mail campaign done and the ROI [23:48] * How to contact Craig and learn more about direct mailing [25:14]

Links to sources and tools * Connect with Craig Simpson on LinkedIn: https://www.linkedin.com/in/craig-simpson-8036084/ * Interested in running a direct mail campaign for your product/service? Visit https://www.simpson-direct.com/ to learn more * If you liked this episode, here’s a few more you may also like: + How to Create a Six-Seven Figure Business – Advice from a Serial Entrepreneur with Timothy Dick - https://bit.ly/31f7Qw9 + Developing a Personal Brand with Erik Cabral - https://bit.ly/2YqLxCM + Niche Marketing: Why You Should Niche Down Your Business with Bryan Jakovcic - https://bit.ly/3fKRrVf + Freeing Yourself from Financial Shackles and Achieving Financial Freedom with Damion Lupo - https://bit.ly/3hwkZHJ

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Timothy Dick is a serial entrepreneur that runs multiple 7 figure businesses and has been featured on the Inc 5000 list for 3 different companies. He is the founder of VOIPO which provides telephone and messaging services to consumers and businesses throughout North America and ProfitLayer which is a boutique consulting firm with a digital agency arm that is focused on managing large companies on all major ad platforms with a major focus on ROI, attribution, big data and finding the right combination of marketing channels to layer together to achieve the best results.

Tim has a vast background in SaaS and was one of the first executives at HostGator in its early days. HostGator grew to host millions of websites with hundreds of employees before Tim transitioned focus on VOIPO. He is also an active angel investor and consults for multiple investment firms on M&A, startups, and strategy. He was born and raised in rural West Virginia and the son of a coal miner and was a first generation entrepreneur. He is passionate about small business, resourcefulness, marketing, and personal development.

In this episode we discuss: * What sparked his interests in being an entrepreneur and how he made six figures in middle school [4:06] * HowTimothy started his web hosting business [9:30] * Being Senior Vice President at Hostgator [11:05] * Creating systems and processes for Hostgator as it grew [13:24] * How the rapid growth of HostGator made way for Timothy to create a new company (VOIPO) [15:51] * Lessons that helped him build six and seven figure businesses [20:31] * Being a serial entrepreneur and starting ProfitLayer - a hybrid digital marketing agency and business consulting firm [24:15] * How to build the perfect digital marketing strategy for a business [33:03] * Best ways to get in touch [27:21]

Links to sources and tools * Get in touch with Tim by sending an email to tim@profitlayer.com * Follow Timothy Dick on social media + LinkedIn: https://www.linkedin.com/in/timothydick/ + Company LinkedIn: https://www.linkedin.com/company/18659944/admin/ + Instagram: https://www.instagram.com/td0306 + Twitter: http://twitter.com/timothydick + ProfitLayer Facebook page: https://www.facebook.com/profitlayer/ + Ready to harness the power of Online Advertising for your business? Visit https://www.profitlayer.com to learn how. * Want to listen to more episodes? Here are some more that you might like: + Mergers and Acquisitions – What you Need to Know When Buying or Selling Your Business with Domenic Rinaldi: https://bit.ly/3dmNFBm + Creating a Clothing Brand For Men that Inspires with Kris Lovin: https://bit.ly/2FHZt4b + Content Strategy: How to Grow a Following and Convert Followers to Customers with Trevor Oldham: https://bit.ly/31uqCR9

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This episode’s guest is Domenic Rinaldi. Domenic is the Owner and Managing Partner of Sun Acquisitions - a Chicago based mergers and acquisitions firm, and K2 Adviser – an advisory firm that helps people better prepare for their business acquisition or exit. He is also a speaker, author and host of the M&A Unplugged Podcast.

Domenic specializes in helping the owners of privately held companies (with enterprise values between $2 and $50 million dollars) scale, acquire and sell businesses. He has been personally involved in over 300 business transactions across a broad range of industries and is considered an expert in his field.

In this episode we discuss: * Hustling as a young boy [3:51] * What was the catalyst for him to start a business in mergers and acquisitions [4:49] * Advantages and challenges of acquiring a business rather than starting one from scratch [6:31] * Types of buyers they deal with [8:51] * How they help buyers and sellers of a business [12:30] * What are the value drivers in a business, what makes the value of a business go up [15:01] * How to prepare yourself and your business for sale[18:09] * Things entrepreneurs fail to do in their business that causes a problem with the sale of their business [22:43] * How to contact Domenic [26:56]

Links to sources and tools * Reach out to Domenic via email at domenic@k2adviser.com * Take the free assessment test on the Sun Acquisitions website to see if you are ready to buy or sell your business: https://sunacquisitions.com/ * Listen to more episodes here: + Is it Time to Change Your Business Processes and Systems? with Lisa Levy: https://bit.ly/34Hb4t5 + EMDR Therapy: What is it and How Does it Work with Robert Grigore: https://bit.ly/2GuoSPu + How to Automate Your Affiliate Marketing Program and Online Business with Mark Thompson: https://bit.ly/3kNTMku

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Today on Pass the Secret Sauce, we have Lisa Levy. Lisa is the founder of Lcubed Consulting. A company that helps entrepreneurs “future-proof” their business operations by building an adaptive culture and structure. In a single sentence, their mission is to elevate organizations to quickly adapt and transform, achieving strategic goals while maximizing progress, productivity and profitability.

Lisa does an amazing job at breaking down the techniques and strategies you can use to move your company in a new direction and overcome resistance from your employees when employing new processes. If you are in this situation, Lisa’s advice on this podcast will be valuable to you.

In this episode we discuss: * Wanting to avoid being an entrepreneur as a kid [5:45] * What changed her mind regarding entrepreneurship [6:45] * Her transition from working in the corporate world to starting her business [9:33] * Company structures that would benefit from adaptive transformation [13:22] * Facilitation, taking information, helping build processes virtually [14:29] * Signs that your business needs to change your business processes [16:14] * How Lcubed analyzes business processes and systems and define the changes that need to be done [20:01] * Importance of the active participation of employees in the success of implementing new systems and processes in a company [22:45] * How do you keep the people engaged during a system change [26:30] * Best ways to learn more about Lcubed [28:01]

Links to sources and tools * Have questions for Lisa Levy? Connect with her on LinkedIn: https://www.linkedin.com/in/lisalevy/ * Visit https://lcubedconsulting.com/ to learn more about Lcubed Consulting * Want to learn how to run your business more effectively and efficiently? Read Lisa’s book: Future Proofing Cubed https://futureproofingcubed.com/ * Want to listen to more episodes? Click below: + Beyond Profit: Making a Difference with Your Business with Erik Bergman: https://bit.ly/3lz2W53 + Using Owner Financing to Grow Your Real Estate Portfolio with Gabriel Hamel: https://bit.ly/30Nar06 + Supporting the Future with Venture Capital Investments with Carter Williams: https://bit.ly/3dbF7Ny

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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This episode’s guest is Erik Bergman, founder of Great.com. Great.com is a next generation charity. A company focused on making as much money as possible - only to give it all away. Where people can utilize their passions and greatest skills and combine that with the purpose of helping the world.

Erik has a lofty goal for his company. He wants to be able to donate a hundred percent of Great.com’s profits to climate change initiatives. The reason behind this goal is incredibly interesting. If you have a desire to make a difference, create a business that is bigger than yourself, you need to listen to Erik. Learn about the trial and tribulations that he went through to grow his first company to a $200m valuation and the challenges they have today to achieve their goal of making an impact on the environment.

In this episode we discuss: * Being entrepreneurial at a young age [5:55] * Failed businesses and his first successful business [7:36] * What made him a good poker player [10:02] * Challenges in starting and growing his online gambling marketing business and almost going bankrupt [11:19] * How investors found their business and how they inspired them to improve their company [14:51] * Selling his business and earning millions at 28 [17:18] * What prompted him to start Great.com [18:11] * His goal for Great.com and how he plans to achieve it [22:33] * Challenges he is facing right now with Great.com [26:26] * Erik’s criteria for finding charities to donate to [29:38] * How to learn more about Erik and Great.com [35:19]

Links to sources and tools * Interested in to learn more about Great.com and the literal and sometimes spiritual journey to becoming the world’s most innovative and controversial charitable organization? Listen to their podcast - Becoming Great - here: https://great.com/becoming-great/ and visit their website: https://great.com/ * Connect with Erik through these social media platforms:

+ Instagram: https://www.instagram.com/smilingerik/
+ Twitter: https://twitter.com/smilingerik
+ LinkedIn: https://www.linkedin.com/in/smilingerik/

Listen to more episodes here: https://passthesecretsauce.com/category/ecommerce/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Welcome back to the Pass the Secret Sauce podcast. This episode’s guest is Gabriel Hamel, a real estate investor who is passionate about real estate business and financial freedom. He has amassed a multi-million dollar real estate portfolio that consists of single and multi family homes, commercial real estate, and even some mobile home parks.

We get into how he started in real estate, his inspiration for starting it, using owner financing to buy real estate and how he went from not having any money to growing his real estate business.

In this episode we discuss: * What inspired him to start investing in real estate [4:51] * How he found and financed his first deal [7:35] * Using owner financing to buy real estate properties [11:21] * How he finds owner financed deals [13:31] * How to negotiate the terms for seller financing [15:33] * Mistakes people make when starting investing in real estate [18:08] * The big picture [20:53] * Finding a good property manager [22:58] * How he analyzes deals [25:01] * Areas he invests in and why [27:50]

Links to sources and tools * Connect with Gabriel Hamel on LinkedIn: https://www.linkedin.com/in/gabriel-hamel-a592a231 and follow him on Instagram: https://www.instagram.com/gabrielrhamel/?hl=en * Listen to more real estate related episodes below:

+ Multifamily Real Estate Investing in Cincinnati with JJ Harrison: https://bit.ly/3kuwgsU
+ Building Wealth with Real Estate Investing with Mark Owens: https://bit.ly/33cRWCw
+ Recession Proof Real Estate Investing with Chris Prefontaine: https://bit.ly/3h4pVlG

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe,rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show.
Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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In this episode I interview Robert Grigore. Robert is a world-class healer. In addition to his formal masters-level training in counselling psychology, Robert also is a Certified EMDR Therapist & Approved EMDR Consultant bestowed by the EMDR International Association, as well as a published author on EMDR. Despite his worldly titles, Robert considers himself an "Alchemist," where instead of transforming copper into gold, he transforms his clients' worst fears and insecurities, into their greatest strengths and wisdom--and he does all this in just a single weekend.

In this episode we discuss: * How Robert’s own personal struggles sparked his interest in psychology [5:05] * What is Eye Movement Desensitization and Reprocessing (EMDR) therapy and how is it different from traditional psychotherapy [9:55] * How EMDR therapy is done, the process [13:08] * Why people stay in abusive relationships [21:10] * Robert talks about his belief in multiple lives [24:07] * Lessons in healing [27:16] * Negative beliefs that affect your wellbeing. Read through this PDF to see examples of negative belief systems: shorturl.at/koLU3 [30:24] * Can EMDR therapy be done remotely [33:27] * How to find the right EMDR therapists for you [34:39] * Best ways to contact Robert [36:38]

Links to sources and tools * Want to learn more about Robert and EMDR therapy? Visit his website here: https://www.grigorecounselling.com/ * Click here to see Robert’s contact information and more content from him: https://www.savvycard.com/robert-grigore/robert-grigore/1915f4_scid * Listen to more episodes here:https://passthesecretsauce.com/category/tech/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show.
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Mark is the co-founder of PayKickstart, a leading billing and affiliate management platform, helping Entrepreneurs and online businesses remove the technical hurdles related to accepting payment, managing recurring revenue, affiliate partners and retaining more customers.

In this episode we discuss: * Being an entrepreneur before he knew he was and entrepreneur [4:02] * His introduction to digital marketing [5:15] * Removing technical hurdles with running a business online and automating affiliate marketing program with his company - PayKickstart [7:56] * How solving their own problems led to launching PayKickstart [9:35] * How they got their first 300 customers and leveraged their affiliates to grow their business [11:40] * Hiring virtual teams [15:32] * Mistakes they made when they were starting out [18:04] * Who would benefit from using their platform [20:05] * How PayKickstart can help with paid membership sites [21:53] * Not spreading themselves too thin [22:44] * How to learn more about their platform [23:59]

Links to sources and tools * Unlock more sales, accelerate growth, and automate your customer’s journey with Paykickstart. Sign up for a free trial of Paykickstart here: https://paykickstart.com/

+ Follow Mark and Paykickstart on these social media channels:
+ Mark Thompson’s LinkedIn: https://www.linkedin.com/in/mrthompson/
+ Paykickstart’s LinkedIn: https://www.linkedin.com/company/16186554/
+ Paykickstart's Facebook Page: https://www.facebook.com/groups/paykickstart/

Interested in learning more about building an online business? Listen to these episodes: https://passthesecretsauce.com/category/ecommerce/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast...

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Today on the Pass the Secret Sauce podcast we have Carter Williams, CEO of iSelect Fund. Carter has a unique perspective on the fundraising efforts today. According to their research there are about $60T funds that are sitting in people’s bank accounts right now that are not producing any income. Carter wants to be able to help connect the high networth individuals, in a unique way, with startups that are looking for the funding to help push humanity forward.

We have a good conversation about their efforts in connecting the high networth individuals with startups and how venture capital investments help push innovations and progress. Listen to our conversation.

In this episode we discuss: * Learning problem solving in business from his father from age 4 and how this helped him later on [2:55] * Entrepreneurial endeavors in his early years and interests in engineering and tech early on [5:30] * Career path that led him to the fundraising space [7:16] * Companies that they focus on for venture capital investment [9:38] * How venture capitalists make investment choices [11:00] * What every startup needs [14:23] * At what stage of the startup do they start to consider investing [16:11] * The gap between high networth individuals and investing in startups, and how iSelect Fund is bridging that gap [17:44] * How to invest in a venture capital fund [21:40] * How to succeed in venture capital investments [22:47] * Collaborations between investors and entrepreneurs [25:47] * Best ways to contact Carter Williams [27:02]

Quotable Quotes When you look at the analysis of who wins in the venture business there’s a lot of data that says (they are people who): do a lot of diligence,look at a lot of the deals, invest in a few and diversify, invest in 25 or more.

The people that make the economy better, are frankly, entrepreneurs and innovators who look at a problem and say “I got a better way to do it”.

Links to sources and tools Visit http://www.iselectfund.com to learn more about venture capital investments

Follow Carter on LinkedIn: https://www.linkedin.com/in/carter/

Interested to hear from other investors? Listen to these episodes:

How to Create Your Startup Pitch Deck with Cy Megnin: https://bit.ly/31Vrk9O
Investing in Startups with Travis Hawkes: https://bit.ly/2ERwhHG

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This episode’s guest is JJ Harrison. The off market apartment complex king in and around Cincinnati, OH. He has an off market newsletter that I am subscribed to. We get into how he got into multifamily real estate and how he built an extensive mailing list to offer off market multifamily apartment buildings to.

In this episode we discuss: Why he started a real estate company [3:53] Getting a brokers license [6:22] His secret sauce in growing his real estate network [8:03] His process of reaching out to multifamily real estate buyers/sellers [10:13] Email marketing and social media marketing for properties [12:53] Mistakes investors make when contacting brokers [15:15] Why you should invest in multifamily real estate in Cincinnati [18:32] Tips for growing your network [20:34] Impacts of COVID19 in real estate transactions [21:50] Best ways to contact JJ Harrison [26:11]

Links to sources and tools

Follow JJ Harrison on social media: Personal LinkedIn Company LinkedIn Facebook Page
Listen to more real estate related episodes below: Building Wealth with Real Estate Investing with Mark Owens Recession Proof Real Estate Investing with Chris Prefontaine Building a Real Estate Team with Agostino Pintus

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Rate and review the podcast on iTunes or wherever you subscribe.
Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode.
Subscribe to us on YouTube and follow us on LinkedIn

This podcast is hosted by ZenCast.fm

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This episode’s guest is Kris Lovin. Kris created a clothing brand for men called 1OH1 Exclusive, where they only manufacture 101 pieces of each clothing they design. At 1OH1 Exclusive, their mission is to create clothing that inspires men to be their best.

Kris also went through a dark time in his past, and we go into that and how he overcame this hardship.

In this episode we discuss: * Being entrepreneurial from the age of five [4:22] * Key things business owners should be doing to set their business up for success [9:12] * Kris talks about overcoming addiction and being borderline suicidal and how the hardships inspired him to start his clothing brand for men [12:38] * Having self-destructive thoughts and how this affected reaching his goals [17:12] * Things that helped him overcome his struggles [18:23] * Meaning behind the 1OH1 brand and why they only make 101 of each shirt design [20:46] * Sourcing materials and manufacturing products [24:40] * Challenges in starting a textile brand [25:45] * Creating clothing that inspire men to be a better men [29:23]

Links to sources and tools * Check out their awesome shirts and be inspired to be a better version of yourself 1oh1exclusive.com/ * Follow Kris on LinkedIn * Interested in creating a physical product and want to hear from other entrepreneurs who have been through the process? Here are more episodes for you: + Testing for product market-fit, overseas manufacturing & how to grow an audience before launching a crowdfunding campaign with Dustin Bouch: bit.ly/3bLD2Go + How America’s #1 Wine Brand was Built with Michael Houlihan and Bonnie Harvey: bit.ly/3gCMgYK *Discover what content to create for traffic and how to stand out with printed material with Vladimir Gendelman: bit.ly/2KoJZRH

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Up next on Pass the Secret Sauce: we have Mark Owens, a successful real estate entrepreneur. Mark has been involved in real estate investing for 18 years. We get into some of the techniques that he has used over the years to build his real estate portfolio.

In this episode we discuss: * The fuel that lit the fire of his entrepreneurial spirit [4:00] * The first business he started [5:18] * How Mark established his network when he started out [6:59] * Mark’s process for starting a new network [13:00] * Starting a Facebook group for real estate investors and best practices [16:08] * Biggest mistakes people make in real estate investing [21:33] * Impact of the COVID-19 pandemic to real estate [23:41] * Future plans [26:26] * Best ways to get in touch with Mark and advice for entrepreneurs [28:22]

Quotable Quotes * My advice to people (entrepreneurs) is: expect to work your ass off, think long term, ignore the naysayers. * Maintain your reputation at all costs. It can take you 50 years to build a reputation and one bad deal can ruin it. So, protect it at all costs. * Don’t live up to your income.

Links to sources and tools * Visit markowens.com/ to learn how to create passive income by investing in buy and hold rentals. * Follow Mark Owens on his social media accounts: + Instagram: www.instagram.com/markowensrei/ + Facebook: www.facebook.com/owensmark * Listen to other real estate investor guests here: passthesecretsauce.com/category/real-estate/

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Chris Prefontaine is a 3 time best-selling author of Real Estate on Your Terms,The New Rules of Real Estate Investing and Moneeka Sawyer's Real Estate Investing for Women. He is the founder and CEO of Smart Real Estate Coach and host of the Smart Real Estate Coach Podcast.

In this episode we discuss: * How he got involved in real estate [4:22] * Lessons learned while investing in real estate and methods for recession proof real estate investing [6:45] * What does burning and selling in TERMS means [8:39] * Challenges when buying in terms [11:33] * Finding the right deals [12:50] * Example of a terms deal [14:02] * Buying and selling properties virtually [15:48] * Who is responsible for making the payments to the note owners of the property? [17:10] * Common pitfalls for people when starting a deal [20:00] * Characteristics of people that succeed in using Chris’ methods [21:50] * Hedges he put in place to avoid loss in times of a crisis [23:42] * The best lessons are learned in failure [25:17] * How to learn more about Chris’ methods of investing [26:10] * Using terms to purchase your own home [27:46] * Advice for budding real estate investors [29:02]

Links to sources and tools * Learn more about recession proof real estate investing with these free resources:

+ Free webinar: www.smartrealestatecoach.com/webinar
+ Free strategy call: www.smartrealestatecoach.com/action
+ Free book: www.freesrecbook.com

Follow Chris Prefontaine on social media:
- LinkedIn: bit.ly/335yojH
- Instagram: bit.ly/3jXXlo4
- Twitter: bit.ly/3bK3wJu
- Company's Facebook Page: www.facebook.com/smartrealestatecoach/
- Listen to more real estate investing related episodes here:
- Building a Real Estate Team with Agostino Pintus: bit.ly/3inplkF
- Real Estate Investment Strategies with Daniel Bobry: bit.ly/3h9V3QP
- How To Start In Real Estate Investing – Mark Anderson: bit.ly/3hdQncC
- How to Mitigate Common Problems in a Rental Properties with Ricardo Ugas: bit.ly/2GCEyQB

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

Subscribe, rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe.
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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Up next on Pass the Secret Sauce: we have Cy Megnin, who is the Entrepreneur in Residence of Elevate Ventures. If you are a startup and you’re looking to bring in investors, one of the important things you can do to introduce your company to investors is work on your pitch deck. Cy and I dive pretty deep into the ins and outs of creating a startup pitch deck, what’s important in that pitch deck, what are the common mistakes people make when creating their pitch deck. At Elevate Ventures they also have, essentially, an angel investment fund and Cy also does angel investment himself. So, this information is coming directly from someone who not only has a business that revolves around angel investing and generating interest in companies they represent, but they also personally invest their own capital into early stage companies. If you are starting a company and you’re looking for investment, this episode is going to be one you want to listen to. In this episode we discuss: Being entrepreneurial at a young age [4:15] Creating a GPS enabled timesheet app in the era of flip phones [7:02] Helping entrepreneurs start their business [10:22] What does an Entrepreneur in Residence do for companies [11:48] Common mistakes startups make when pitching to investors [14:06] Advice for entrepreneurs looking for investments for their startup [15:19] How to create a startup pitch deck [21:01] Pitching to the right investors for your startup business [25:07] Reasons to start business in the midwest [27:30] Best ways to learn more about Elevate Ventures [29:00]

Links to sources and tools Are you an investor looking for your next investment? Or perhaps you’re an entrepreneur looking for investors for your startup. Visit https://www.elevateventures.com/ to learn more about their services. Follow Cy Megnin and Elevate Ventures on social media: Cy Megnin LinkedIn: https://bit.ly/32TAbbm Elevate Ventures: https://bit.ly/3lT0FCK Instagram: @CyMegnin Twitter: @CyMegnin Company's Facebook Page: https://bit.ly/3i30zpC Join the Indiana University Angel Network to collaborate and network with IU affiliated investors and founders. https://iuventures.com/investors/ Other episodes you might like: What it takes to be a successful entrepreneur, how to select employees and more with Nicolas Vandenberghe: https://bit.ly/32VfFal Testing for product market-fit, overseas manufacturing & how to grow an audience before launching a crowdfunding campaign with Dustin Bouch: https://bit.ly/3bpGeby Choosing The Best Name, Logo, Idea and more – With Justin Chen: https://bit.ly/3h4XnIY

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. Subscribe to us on YouTube and follow us on LinkedIn

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In this episode I interview Travis Hawkes. Travis is a successful entrepreneur, fundraiser, business strategist, and problem solver. As a “deal junkie,” he is always on the lookout to find win/win partnerships and create value and excellence for all involved. He has worked in private equity, start ups, real estate development, retail operations, and political strategy. An innovative entrepreneur, he successfully created new retail concepts that performed at the top of their peer group, leading to national awards and recognition and an expansion of locations across the country. Travis co-founded and helps lead Capital Eleven, Capital Auto Loan, and FlipRide. He previously co-founded Riverwood Strategies, a national firm providing clients a high level of public affairs, strategic communications, business development, and political strategy. Travis has worked for multiple political campaigns as a fundraiser and strategist including those running for Congress, Governor, Senate, and President of the United States. Travis earned his BBA in Business Management at the Boise State University College of Business and Economics and is a passionate Broncos fan. He also is never more than two feet from his iPhone and loves street tacos. Travis was born and raised in Idaho and lives in Meridian with his wife and three children. In this episode we discuss: Businesses he did as a kid [4:07] Working with his father on a business [6:40] Involvement in political fundraising and how this helped expand his network [10:08] What spurred him to be involved in private equity [14:51] Qualities they look for when investing in startups [17:21] Importance of accepting failure [21:40] Industries that Capital Eleven invests in [23:22] Private equity funding for real estate [26:19] Their process of getting investors [27:30] Best ways to reach out regarding investments [28:54] Quotable Quotes We invest in people. Do I believe in that person? And if I do, then that’s a big part of it even more so than the idea or the project. You can’t be afraid of failure. People want to hang on so badly to an idea or a business because they don’t want to admit, whether it’s to themselves or to other people, that it failed. Links to sources and tools Follow Travis Hawkes on social media: LinkedIn: https://www.linkedin.com/in/travis-b-hawkes-76a8a13/ Twitter: https://twitter.com/tbhawkes Visit https://capitaleleven.com/ if you're interested in investing in startups or need investors for your business Liked this episode? Here’s another one you might like: Black Swan Event Impacts on Business Financing Options & Financing Options During a Cash Crunch with Gerri Detweiler: https://bit.ly/2QJODNq Thanks for listening. Don’t forget to like us on Facebook -www.facebook.com/passthesecretsauce- to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce. Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. Subscribe to us on YouTube: www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: www.linkedin.com/company/pass-the…et-sauce-podcast

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Welcome back to the show. This episode’s guest is Agostino Pintus. Agostino is a multifamily investor, syndicator, and entrepreneur with more than 16 years of experience in real estate. He currently oversees strategic partnerships, capital development, and platform development for Realty Dynamics Equity Partners, an investment firm specializing in multifamily acquisition and asset management services. He is also the subject of The Bulletproof Multifamily Mindset Show, a series highlighting topics every multifamily investor should know to build their success, as well the host of The Bulletproof Cashflow Podcast, a show focused on interviewing the top experts in the real estate and the mindset required to build success, all of which can be found on iTunes, YouTube and Facebook. He helps people build financial freedom through multifamily real estate and leverage their unique core competencies to achieve success. Investors at the top of their game work with Agostino to maintain their position, and in moments when business gets difficult, they strategize their return to greatness. If you are feeling stuck with your real estate portfolio or unsure of how to start, Agostino will lead you to clarity, focus and action. In this episode we discuss: Having an entrepreneurial spirit growing up [5:27] Lessons from working a corporate job and importance of mentors [7:38] First thoughts when he started investing in real estate [12:20] Agostino’s journey from leaving his corporate job, investing in single family properties to investing in multi-family real estate [15:35] How Agostino learned to analyze real estate deals and closing his first deal [23:57] Advice on building a real estate team [29:00] Selecting the right property manager [32:08] Tips on raising money for a real estate deal [35:55] Impact of COVID19 in real estate transactions [39:52] Meaning of triple net lease and advantages [43:00] Agostino talks about The Bulletproof Cashflow Podcast [46:52] Best ways to get in touch with Agostino [50:54] Links to sources and tools Follow Agostino and Bullet Proof Cashflow on social media: Personal LinkedIn: https://www.linkedin.com/in/agostinopintus/ Company LinkedIn: https://www.linkedin.com/company/bulletproofcashflow/ Instagram: https://www.instagram.com/bulletproofcashflow/ Company's Facebook Page: https://www.facebook.com/groups/bulletproofcashflow/ Visit http://www.bulletproofcashflow.com/ for resources on multi-family real estate Interested in more real estate related episodes? Click here:https://passthesecretsauce.com/category/real-estate/ to listen to more. Thanks for listening. Don’t forget to like us on Facebook -www.facebook.com/passthesecretsauce- to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce. Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. Subscribe to us on YouTube: www.youtube.com/channel/...

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Our guest for this episode is Daniel Bobry. Daniel is a young professional who after purchasing his own home, fell in love with real estate and has been working since then to create and grow his real estate investment portfolio with the end goal of working with real estate full time. In this episode we discuss: Growing up in an entrepreneurial family [3:22] Career before Daniel invested in real estate and how he got into real estate investing [4:51] Type of property he first invested in [7:33] Tips for starting in investing in real estate [8:18] Lessons learned while investing in real estate: Cash isn’t always king [10:12] Alternative financing methods available to real estate investors [11:51] How he closed his first real estate deal [14:24] Importance of listening to experienced real estate investors before jumping into real estate [16:53] Real estate investment criteria and strategies [19:15] How to contact Daniel [22:02] Links to sources and tools Send an email to Daniel at bobry.18@gmail.com if you’d like to talk about real estate. Follow Daniel on LinkedIn: https://www.linkedin.com/in/daniel-bobry-641b7596/ Want to listen to more real estate related episodes? Check these episodes out: Raising Equity for Real Estate Deals with Matt Burk: bit.ly/3gV4wfC Building Relationships When Investing in Real Estate with Eddie Fyall: bit.ly/2VSiXbH Freeing Yourself from Financial Shackles with Damion Lupo: bit.ly/3hwkZHJ Understanding the Language of Real Estate Investing with Brian Hastings: bit.ly/32GsNSe How to Mitigate Common Problems in Rental Properties with Ricardo Ugas: bit.ly/3iTSx2y Thanks for listening. Don’t forget to like us on Facebook -https://www.facebook.com/passthesecretsauce- to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce. Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. Subscribe to us on YouTube: www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Mark Anderson. Mark is a pop artist that balances investing, the corporate world, entrepreneurship and the independent music industry. In this episode we discuss: His first entrepreneurial endeavors as a kid [3:27] Businesses after college and learning from starting his first business [4:44] Pursuing music [6:02] How he makes money from his music [7:13] How he got started in investing in real estate [8:53] Challenges in real estate investing [10:15] Getting a loan for real estate investments [11:25] How he found his first investment property [12:50] How Mark evaluates a property before investing [13:34] Putting together a team for property renovations/repairs [16:38] Tips for new real estate investors [17:54] How to contact Mark [18:58] Quotable Quotes Do the due diligence and not just pick the first tenant that you see. Don’t over leverage yourself. If your down payment for your property is $20,000, don’t come to the table with just $20,000. You need to have some sort of buffer to allow yourself to make mistakes. Links to sources and tools Follow Mark on all his social media LinkedIn: https://www.linkedin.com/in/mark-anderson-bb777246/ Spotify, Instagram, Twitter, Apple Music: @luvabstract Want to listen to more real estate related episodes? Check these episodes out: Raising Equity for Real Estate Deals with Matt Burk: https://bit.ly/3gV4wfC Building Relationships When Investing in Real Estate with Eddie Fyall: https://bit.ly/2VSiXbH Freeing Yourself from Financial Shackles with Damion Lupo: https://bit.ly/3hwkZHJ Understanding the Language of Real Estate Investing with Brian Hastings: https://bit.ly/32GsNSe How to Mitigate Common Problems in Rental Properties with Ricardo Ugas: https://bit.ly/3iTSx2y Thanks for listening. Don’t forget to like us on Facebook to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce. Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Ricardo Ugas. Ricardo immigrated to the US in 2009 and in the short period of time he’s been in the US he has been able to create an income for himself through rental properties. If you’re new to real estate investing, Ricardo’s story is one you’re going to want to listen to. In this episode we discuss: Financial struggles when they first immigrated to the US [3:08] Moving 7 times [4:19] How Ricardo started in investing in real estate [5:12] Mitigating problems most landlords face [7:26] Creative ways he used to market his rental properties [11:25] Ricardo describes the neighborhood they invested in for their AirBnB/short-term rentals [14:42] Future plans, plans on partnering with a refugee resettlement organization [15:54] Sharing his knowledge in real estate investing through YouTube [17:43] How to contact Ricardo [19:37] Links to sources and tools Got questions for Ricardo? Send him a message at rentalservice@1519wnorthbend.com Connect with Ricardo Ugas on LinkedIn www.linkedin.com/in/ric Want to listen to more real estate related episodes? Check these episodes out: Raising Equity for Real Estate Deals with Matt Burk: https://bit.ly/3gV4wfC Building Relationships When Investing in Real Estate with Eddie Fyall: https://bit.ly/2VSiXbH Freeing Yourself from Financial Shackles with Damion Lupo: https://bit.ly/3hwkZHJ Understanding the Language of Real Estate Investing with Brian Hastings: https://bit.ly/32GsNSe Thanks for listening. Don’t forget to like us on Facebook: https://www.facebook.com/passthesecretsauce to get updates on new episodes. If you haven’t already, please follow and leave a review for our podcast, we’ll really appreciate it. And as always, don’t forget to pass the secret sauce. Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work: Rate and review: the podcast on iTunes or wherever you subscribe. https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 Tell a family member, friend, or colleague about the show. Subscribe so you never miss an episode. https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 Subscribe to us on YouTube : https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Matt Burk, the CEO/Founder of Fairway America. He is also the author of Capital Attraction, the Small Balance Real Estate Entrepreneurs Essential Guide to Raising Capital. Fairway America is a private equity investment and fund management platform focused exclusively on real estate asset based investments in the middle market space. Through pooled investment funds, JV or co-GP arrangements, and/or individual syndications, Fairway originates and aggregates product to make middle market real estate asset based investments available to a full spectrum of investors (including domestic and foreign retail high net worth, family office, and institutional investors) who may otherwise have difficulty accessing this highly fragmented middle market space.

In this episode we discuss: * The catalyst that started Matt’s first business [5:15] * What Fairway does in the real estate space [7:18] * Who are their clients [08:37] * Types of structure Fairway America uses to put together a real estate deal [10:19] * Misconceptions about investment funds [11:29] Minimum and maximum size of deals Fairway accepts [17:26] * Matt talks about Verivest [18:38] Stage of a real estate deal when you should contact Fairway America to help with the deal [21:35] * The real estate market during a black swan event [23:25] * Opportunities that arise from COVID-19 [27:25] * Matt talks about his book Capital Attraction and who could benefit from reading it [29:11] * How to contact Matt and Fairway America [30:57]

Quotable Quotes: Real estate is not a single market. It is a collection of a great deal of micro markets. There are different geographic regions, different sizes, different categories/sub-categories of assets.

Links to sources and tools Contact Kellen Stevens at kellen.stevens@fairwayamerica.com if you have questions regarding Fairway America and their services.

Go to https://fairwayamerica.com/ to learn more about their services

Follow Matt Burk and Fairway America on social media:

Linkedin: https://www.linkedin.com/in/mwb/
Company LinkedIn: https://www.linkedin.com/company/fairway-america
Twitter: @mattwburk

Support our podcast If you’re a fan of the show, there are three simple things you can do to support our work:

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Subscribe to us on YouTube: https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret...

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Welcome back to Pass the Secret Sauce. In this episode we have Brian Hastings, founder of Capital REI, a real estate investment company located in Cincinnati Ohio. Brian is newish to real estate investing, however he skipped right past buying single family homes and has moved right into investing in multi-family homes. He has a number of properties right now that he owns and operates himself and has had a great deal of success in doing so. Brian tells the story of how and why he got started in investing in real estate. Listen to this episode for his interesting journey. In this episode we discuss: Realizations when graduating from college in the time of the 2008 financial crisis [3:51] Challenges in starting to invest in real estate and what helped him overcome them [6:42] Terms you need to understand in real estate investing [7:49] Future investment goals [10:01] Benefits from his real estate investments [11:35] Best ways to get in touch with Brian [13:12] Quotable Quotes -You want to make sure that you are building those relationships for the long term and not just having a one-sided approach. So learning the language, understanding the industry, putting yourself out there, attending REIA meetings. I think it’s all extremely helpful especially in trying to set yourself up for a position down the road. Links to sources and tools -Connect with Brian on LinkedIn or you can also send him an email at capitalrealestate111@gmail to talk about real estate deals LinkedIn: https://www.linkedin.com/in/brian-hastings1234 Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is John Vuong. John is the owner and founder of Local SEO Search. He helps small and medium-sized businesses rank on Google and dominate their local market. John puts a strong emphasis on relationships and treats his client’s like family, wanting to not only help them rank but to help their business grow and succeed. In this episode we discuss: How his family sold their business for gold to leave Vietnam during the Vietnam war [3:33] Helping out his family financially when he was young and working through college [4:29] Career after graduating college that built a foundation for the type of business he’ll be going into [7:07] Challenges in starting an SEO company without a technical background [10:25] How technology changed the way people do business and adapting to these changes [12:01] People’s misconceptions about SEO [14:38] How long does it take to see results from SEO [17:07] Digital marketing tips [18:41] The best content to market your business [20:37] How to learn more about Local SEO Search [22:45] Quotable Quotes -They think “Being on that first page is going to make a huge difference in my business”. But in reality even if you rank well and you run a really poor company, that’s not gonna help you in any way. I would say do the opposite, take care of your customers, make sure you have a really solid foundation as a business. And then when you’re ready look at SEO to compliment what you have so that you can then fill that lead funnel of your ideal customers that you’ve distinguished over the years. -With SEO, it is a long term strategy. It’s not going to be fast, easy, you do one tweak on your site and expect immense results. It’s continuously updating and positioning yourself as the expert. Links to sources and tools Listen to John’s podcast - Local SEO Today- https://podcasts.apple.com/ca/podcast/local-seo-today/id1412773157 Follow John Vuong and Local SEO Search on social media -Personal LinkedIn: https://www.linkedin.com/in/john-vuong-205b2917/ -Company LinkedIn: https://www.linkedin.com/company/local-seo-search -Twitter: https://twitter.com/LocalSEO\_Search -Company Facebook Page: https://www.facebook.com/localseosearch/ Go to https://www.localseosearch.ca/ to request A FREE SEO analysis Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linked...

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In this episode I interview Dr. Eric Cole, who is the CEO and founder of Secure Anchor Consulting. Secure Anchor Consulting is a global leader in information security services for Fortune 500 companies, financial institutions, international organizations and the federal government. Eric started with the CIA as an intern and progressed to roles as a Program Manager and Technical Director with the Internet Program Team, which specializes in rapid development and exploitation of the latest internet technologies. The team designs, develops, tests, and deploys products in three to six month intervals. This experience has solidified his desire to use technology in support of the country, and to protect both public and private resources from cyber adversaries. In this episode we discuss: Helping out his dad at the garden center [4:05] Hustling when he was younger [5:01] An opportunity that he regretted accepting [6:30] Lessons from being a professional hacker for the CIA [8:16] Making cyberspace safe with his business Secure Anchor Consulting [10:02] Tips on explaining complex topics [12:22] How he applied Blue ocean strategy to his business [15:04] Plans on growing and expanding his business [17:57] Creating metric, systems and processes [20:02] Companies that are at risk for cyber attacks [23:10] The questions you need to ask to find out if you need to secure your website [24:51] How to find out how often you’re data gets attacked [27:20] What happens when you get hacked [29:02] Mac vs Windows, which is more secure? [30:43] How to know more about cyber security [33:31] Quotable Quotes If you’re not willing to live your dreams, somebody will pay you to build theirs. You can ask the same person 3 different ways. One way they're super excited and they’re gonna do an amazing job. The second way they’ll do the job but they’re going to be angry and mad. The third way is they’ll do a crappy job. And it’s all in how you ask them. If you want to be a good teacher, know your technology really well or be entertaining. But if you want to be an amazing teacher, do both. Smart people know the right answer and brilliant people ask the right questions. So, I would say ask questions. Some of the questions you want to ask are: what is our critical data? Where is that critical data located? What would be considered a really bad day if we got hacked? How many times do we get attacked a day? Links to sources and tools Follow Dr Eric Cole on social media: LinkedIn: https://www.linkedin.com/in/ericcole1/ Facebook page: https://www.facebook.com/DrEricCole/ Twitter: https://twitter.com/drericcole Instagram: https://www.instagram.com/drericcole/ Go to https://www.secure-anchor.com/ to learn more about Secure Anchor Consulting and their services Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube

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Today’s guest is Matt Tincher. Matt is the owner of USL Cars shipping. Learn more about Matt and how he built his company in this episode. In this episode we discuss: Helping out his parents as a kid in their business and how that inspired him to be an entrepreneur [2:02] Types of businesses Matt’s parents had [3:28] Graduating from college in the middle of the 2008 financial crisis [5:44] Learning what not to do in his business from working for other companies [6:40] Why his produce transportation business failed [8:29] What made him start car shipping business [11:55] Their ideal clients [13:45] Challenges when starting USL Cars shipping [14:51] How they found contact details for prospects [16:08] Building a team and lessons learned from COVID19 [17:07] Importance of having a systems and processes in your business [18:22] How he found his business mentor [19:46] How to contact Matt and USL Cars shipping [21:44] Quotable Quotes If you don’t have the time, I highly recommend finding someone that does that you can put in your corner that can help you with it. Because the quicker you get it done, the quicker you’re going to be able to run. Keeping that ego in check has been huge. Because we don’t have all the answers. It’s OK to say “I don’t know”. Links to sources and tools Follow Matt and USL Cars on social media: Personal LinkedIn: https://www.linkedin.com/in/matt-tincher-80210761/ Company LinkedIn: https://www.linkedin.com/company/usl-cars/ Instagram: https://www.instagram.com/uslcarsshipping/ Company Facebook Page: https://www.facebook.com/uslcars/ Have questions about car shipping? Contact Matt through email: matt@uslfreight.com or go to uslfreight.com to get a quote. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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In this episode, I interview Bill Baker. Bill Baker is an Architect and Principal at MSA Design – a national architecture, interiors, and graphic design firm headquartered in Downtown Cincinnati. One of his key professional passions is MSA Sport, the athletic design practice of the firm and a “Top Twenty” Sports Architecture firm in the United States. Bill has over two decades of experience on the design of indoor and outdoor athletic venues for colleges, cities, high schools, and professional teams. Bill led the MSA Sport team on the recently completed FC Cincinnati Mercy Health Training Center - hailed as the “premier soccer training complex in North America.” Bill is currently working on sports projects at several NCAA Division 1 institutions including The Ohio State University, Miami University, and the University of Cincinnati. Bill is a proud husband, father of 3, 10-year cancer survivor, and is passionate about the ability of architects to leave a legacy on the communities they serve. In this episode we discuss: How his interest in architecture started [4:16] Problem solving in architecture [9:22] Process in providing design solutions to clients [14:55] Aligning the team to client personalities [19:46] Favorite design projects [25:32] Goals for MSA design [33:52] How to get in touch with Bill and MSA design [36:18] Links to sources and tools Follow Bill and MSA design on social media: Facebook page: https://www.facebook.com/MSADesign2019/ Personal Linkedin: https://www.linkedin.com/in/bakerbill/ Company LinkedIn: https://www.linkedin.com/company/msa-design/ Instagram: https://www.instagram.com/wswbaker/ Twitter: https://twitter.com/cincybake?lang=en Go to https://www.msaarch.com/ to learn more about MSA design Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Eddie Fyall. Eddie has been a real estate investor since July 1982 where he used the BRRRR strategy (back in the day, he called it "the cookie cutter method"). He has owned 48 properties (worth in excess of $3 million dollars) including four 4-family buildings. A native of Charleston, SC. Eddie has a Bachelor of Science in Mechanical Engineering from Tuskegee University (May 1977). He is a retired Major in the U.S. Air Force Reserves. He flew jets while on active duty for a year and has worked in Corporate America, as an engineer, for companies such as Procter & Gamble and Johnson & Johnson. In this episode we discuss: Being entrepreneurial when he was young [4:12] Eddie’s experience in working as a process engineer at Procter & Gamble [5:00] How he got started in real estate investing [8:09] How being a veteran helped him get started in real estate investing [12:55] Getting into the 0% tax bracket in 6 months [14:37] Single and multi-family investing [17:25] Learnings from investing in real estate [18:18] How to get in contact with Eddie [20:19] Eddie’s book [20:57] Links to sources and tools Want to talk about real estate investing? Contact Eddie Fyall through the following: Phone: (513) 295-9002 Email: edfyall@gmail.com LinkedIn: https://www.linkedin.com/in/eddie-fyall-2b406991 Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Trevor Oldham. Trevor is a serial entrepreneur whose latest company Podcasting You works with successful individuals to get them booked on podcasts. In this episode we discuss: His parents influence on him as an entrepreneur [2:05] Entrepreneurial endeavors when he was young [3:34] Creating a business in college [5:06] How he grew his business’ instagram following to 600k in a year [6:40] Benefits of putting out informative content instead of shareable content [8:14] How he started Podcasting You [9:18] Delegating tasks to free up more time to grow his business [10:26] Using UpWork to look for remote workers [12:03] Project management tools [14:08] Benefits of podcasts [15:39] Future goals for his business [16:43] Clients they serve [18:04] How to learn more about Podcasting You [18:53] Quotable Quotes You can have 500k,600k even a million followers but at the end of the day it doesn’t really matter if no one’s going to purchase your product or service. The biggest benefits of being a guest or having your own podcast is being able to network with the guests on your show or being able to network with hosts if you’re a guest. Links to sources and tools Contact Trevor at trevor@podcastingyou.com if you have any questions regarding entrepreneurship or podcasting Follow Trevor on social media: LinkedIn: https://www.linkedin.com/in/trevorjoldham/ Instagram: https://www.instagram.com/trevoroldham/ Facebook Page: https://www.facebook.com/PodcastingYou Go to podcastingyou.com to learn more about how they can help you get booked on top rated podcasts. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Terence McCarron is the CEO & Founder of OpinionRoute LLC, a technology and services company that provides accurate data from real people to inform marketing decisions. Originally from the East Coast, Terence relocated his family of 6 to Cleveland in order to start OpinionRoute in 2013. In this episode we discuss: How his family influenced his interest in business [3:03] Roots in entrepreneurship as a child [5:12] What pushed him to start OpinionRoute [6:37] Businesses that would benefit from using OpinionRoute [8:28] Technology used in running their business [9:22] What made him move to Cleveland [11:46] Terence’s experience in building a business in Cleveland [13:45] Major initiatives for the future [16:19] How networking helped him in his business especially in a black swan event [18:11] Reach out to Terence and OpinionRoute [20:24] Links to sources and tools Go to https://www.opinionroute.com/ to learn more about their services. Any books, movies, music, TV shows, websites, and beyond will be listed here. Follow Terence on social media: LinkedIn: www.linkedin.com/in/terence-mccarron-mr Company LinkedIn: https://www.linkedin.com/company/opinionroute-llc Twitter: https://twitter.com/OpinionRoute You can also use affiliate links when it’s relevant. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Erik Cabral is the founder of the creative agency On Air Brands; the innovative event PodMAX; the real estate investment company Mindado Investment Group; host, co-host, and producer on several shows: Entrepreneur’s Circle, Capital Hacking, OnAirBrandsLIVE, Real Estate Hackers, and True MultiFamily. With multiple businesses and partnerships, Erik is the quintessential “serial entrepreneur” who spends much of his time helping others grow their businesses, brands, and reputation. After leaving corporate America after 20+ years, Erik jumped head first into real estate investing in order to achieve financial freedom. He spent roughly a year educating himself, forming relationships, and analyzing hundreds of deals before he purchased his first multi-family apartment building, which he now manages. He is also a general partner in Renault Winery & Resort, which is the 3rd oldest winery in the US, offers private capital to his network of investors for fix and flips, wholesale deals, and various other investment strategies. Erik sits on the board for the South Jersey Real Estate Investment Association (SJREIA) headquartered in Cherry Hill, NJ, and has made a major impact on this non-profit organization by volunteering in various areas such as: marketing strategies, social media integration, business development, and growth strategies. He is the co-lead for their main meeting in Princeton, NJ. Erik loves to share his decades of experience in creative, branding, and marketing strategies and how it can apply to the creative and real estate investment industries. In this episode we discuss: Entrepreneurial ventures when young [4:18] His first business: a video game tournament company [7:38] His superpower and how he used it to help real estate investors [9:25] Developing a personal brand for businesses [11:15] Tips on being self aware and how that can help you in your business [13:53] Start, stop, continue exercise [17:30] How the PodMax virtual event gives the chance to record and be interviewed as a guest on 3 top podcasts in your industry [18:26] Schedules of PodMax events [22:53] Learn more about PodMax [24:22] Links to sources and tools Visit Podmax.co to join their one-day virtual event where they give entrepreneurs (you!) the chance to record and be interviewed as a guest on 3 top podcasts in your industry Go to onairbrands.com if you are interested in finding your brand voice and make lasting connections through their exclusive ecosystem called “On Air Stream™”. Follow Erik on social media: LinkedIn: https://www.linkedin.com/in/erikcabral/ Company LinkedIn: https://www.linkedin.com/company/onairbrands/ Instagram: https://www.instagram.com/erikecabral Facebook page: https://www.facebook.com/onairbrandslive Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube

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In this episode I talk to Bryan Jacovcic. Bryan Jakovcic is the president of Fusion Health which is a three time INC 500/5000 company. His company is in the correctional institution space, creating software for correctional institutions. And now he’s starting to grow into other areas of focus. In this podcast we talk about niching, growing your business and how to treat people in your company. Have a listen. In this episode we discuss: Influences from his early life that lead him to entrepreneurship [3:15] His first business and first failure [6:06] How he got into working with computers [10:33] Benefits of niching down your business [15:54] Building a business where people love to work at [22:33] What’s next for Fusion Health [27:20] How to get in touch with Bryan [21:41] Quotable Quotes One question I was asked once was “Who’s more important, the customer or the employee?” and I said the employee, because without great employees you wouldn’t have customers. Links to sources and tools Contact Bryan Jacovcic through his email: bryan.jakovcic@fusionmgt.com Follow Bryan and Fusion Health on LinkedIn: Bryan’s LinkedIn: https://www.linkedin.com/in/bryanjakovcic/ Company Linkedin: https://www.linkedin.com/company/fusion-health-us/ Learn more about Fusion Health here: https://fusionehr.com/ Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Today’s guest is Damion Lupo. If you follow investing content, you’ve probably heard of Damion. He’s the author of more than 12 best selling books on personal finance, investment and retirement strategies. His mission is to free a million people from financial bondage. He hosts the Financial Underdogs podcast, ripping conventional wisdom apart for the Main Street investor looking for truth about money and investing. Not only has he started 50+ companies, he even founded his own martial art, Yokido®. Damion developed the ultimate investor retirement tool called the eQRP®. His strategy gives individuals total control of their retirement money to invest in real assets like real estate, gold, and crypto. Please join us on this episode where Damion deploys his knowledge and learned skills to help you tap into as much money as possible, right now! In this episode we discuss: Starting a business when he was 11 [3:11] Putting the university bookstore out of business [4:50] Why he started his first business [6:18] Working on his first job [7:41] Starting a book writing about his mistakes in doing business [9:30] Losing millions in real estate investing [11:29] Living for the balance sheet, trying to find fulfillment beyond earning more money [12:44] His focus in freeing people from their financial shackles [14:40] What is QRP (Qualified Retirement Plan) and how is it helping people take control of their finances [16:20] Having a life by design and not by default [19:06] How to contact Damion [20:41] Quotable Quotes Life is too short to make all the mistakes yourself. It’s always a good idea to find people who have been through it. The interesting thing about doing business and investing in real estate is that if you’re doing it, you’re gonna lose money. And if somebody says “I’ve been doing this for 5-10 years” and they say they’ve never lost a dime, either they didn't do much or they’re lying. Having more money is just more, it’s not better, it’s just more. There’s more to life than just a bigger balance sheet. The focus that I have now is not having more money. Becoming a billionaire for me is a billion lives that I’ve served. Most people's wealth is in their retirement accounts and their house. You can’t eat the equity in your house. Links to sources and tools Text EQRP to 72000 to learn more about Enhanced Qualified Retirement Plan. Follow Damion on social media: LinkedIn: https://www.linkedin.com/in/damionlupo/ Company LinkedIn: https://www.linkedin.com/company/eqrp/ Visit http://www.totalcontrolfinancial.com for valuable information on how you can take control of your finances. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Our guest for this episode is Daniel Dudley. Daniel is the founder of Indago, a next generation medical device company on a mission to revolutionize the operating room through smart surgical tools. Daniel is a strategist and entrepreneur focused on medical devices. Passionate about ideation and challenging the underlying assumptions for why (strategic) decisions get made. In this episode we discuss: Influence of his family in his entrepreneurship [6:48] Volunteer work in his early years [10:43] Where the idea for Indago came from [12:51] Marketing and getting funding for medical services/devices [18:17] What’s next for Indago [21:00] ArthroFree: the world’s first fully wireless minimally invasive camera designed for use in endoscopic surgeries [23:00] Sourcing components for medical devices [28:12] How to contact Daniel [32:27] Links to sources and tools Visit https://indago.io/ to learn more about Indago If you have any questions for Daniel, you may contact him through his email: daniel@indago.io Connect with him on LinkedIn: https://www.linkedin.com/in/thedanieldudley/ Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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This episode’s guest is Dave Chesson. Dave Chesson is the creator of Kindlepreneur.com, a website devoted to teaching advanced book Marketing which even Amazon KDP acknowledges as one of the best by telling users to “Gain insight from Kindlepreneur on how you can optimize marketing for your books.” Having worked with such authors as Orson Scott Card, Ted Dekker and more, his tactics help both Fiction and Nonfiction authors of all levels get their books discovered by the right readers. In this episode we discuss: Business lessons learned from being in a fraternity in college [4:25] Overcoming challenges in writing with dyslexia [6:11] Why he started Kindlepreneur [8:51] Using Kindlepreneur to start publishing your own book [11:58] How Rocket came about and how it helps authors make better decisions for their books [14:51] Selecting a category for your book in Amazon [19:30] Tips in mastering selling your book in Amazon [22:07] Creating an effective Amazon ad [23:58] How to get in touch with Dave [24:14] Links to sources and tools Visit https://kindlepreneur.com/book-marketing-101/ and https://publisherrocket.com/ to find out how you can sell more of your books on Amazon. Connect with Dave Chesson on LinkedIn: https://www.linkedin.com/in/davechesson/ Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Hey, everyone! Today's guest is Thor Conklin and I have to say I had a great time talking with him. It's always refreshing talking to entrepreneurs that have been around for quite a while, and Thor has been in business for almost 20 years now. So it's interesting talking to people that have owned their own companies for that long. He had companies that had a combined revenue of $12.7 billion, and they operate in over 100 countries all over the world. His background in risk management actually came in pretty handy when he lost a third of his team in the World Trade Center attacks in 9/11. If you've been in business long enough, you're going to live through events that no one can see coming. Thor obviously made his way through some pretty difficult times there. Since that time, he started and bought and sold several multi million dollar businesses, making him a sought after cross industrial resource for entrepreneurs and executives in all stages of business. Thor has a talent, and we'll get into some of this in our interview, for cutting through the noise and distractions that most people get distracted by and keeping people focused and making sure that they achieve the goals that they're that they've set out for themselves. Through his consulting firm- Peak Performance Group- he teaches the tools tips, tricks, psychology and strategies necessary to be a peak performer. He qualifies the psychology of success in one word, and that's: execution. Nothing you've ever learned matters unless you can execute. So with that, we'll get on with the show, enjoy! In this episode we discuss: What he did in his 20s that made him earn more than his dad when he was young [4:20] Hustling at an early age [5:03] Getting a once in a lifetime phone call and starting his first company [5:54] How to find the best employees [8:07] The story of his failed business and lessons learned from that [10:51] Being a senior leader for Anthony Robbins [14:25] Being a part of Entrepreneurs' Organization [16:01] Starting Peak Performance after failing in his salon business [17:58] Helping entrepreneurs that are close to bankruptcy and crawling out of the depths of despair [19:58] The Peak Performance Pyramid: a guide to achieving your vision for yourself and your business [22:10] Having somebody else to tell you the hard truths about pivoting your business, especially in a crisis [26:52] Types of businesses they work with [28:43] Uncommon problems that affect a business [29:12] Story of a client who lost money [31:55] Where to find Thor [32:54] How he got the name Thor [33:55] Quotable Quotes A small business with financial issues is easy to deal with. And as that business gets bigger and bigger, and there's more zeros thrown on top of it, you're looking at not a $10,000 issue, you're looking at a half a million dollar issue every week. So I learned my lesson there. Links to sources and tools If you’re a small entrepreneur who’s just starting out and need advice, send Thor an email at Thor@thorconklin.com to receive a personalized email with a 4 step system to annihilate the problem or at the very least greatly reduce it. Find Thor Conklin through these channels: https://thorconklin.com/ https://www.facebook.com/Thor.Conklin1 https://www.linkedin.com/in/thor-conklin-9b2b087?trk=hp-identity-name https://www.instagram.com/thor.conklin/ https://twitter.com/thorconklin Support our podcast Rate and review:

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Hey, everyone! Today's guest is Ash Maurya, who has a long history in the startup world, he's actually created a product called Leanstack, which helps people who are interested in building products, build them more successfully. And allows them to gain traction much, much more quickly than you would normally be able to accomplish for those types of things. Normally when most people launch a product, they sort of go out and test this and test that and try that. You're going to run into stumbling blocks and roadblocks all along the way. What Ash has basically done is compiled the learnings that he's had in more than a decade of launching different products into a process that allows people to tenX their traction in 12 months, and validate and scale their ideas very quickly. So, if you're someone who's looking for a process, a step by step system, that takes your idea and validates it and then allows you to shortcut a lot of the shortcomings and the roadblocks that you normally have, you may want to check out his products and listen to this podcast episode to be able to learn a little bit more from Ash’s experience. And with that we will get on with the show. In this episode we discuss: Entrepreneurial interests as a kid [3:00] Entrepreneurs that inspired him [4:16] How he learned programming [5:04] Joining a startup vs creating a startup [6:17] Failure of a startup due to not getting product-market fit [8:03] Starting a company after 9/11 [9:18] Mistake entrepreneurs/innovators make regarding sharing of ideas [11:27] Cracking the process of launching a product: what makes an idea amazing and creating a product from that [13:05] How a side project lead to the creation of Leanstack [15:30] Building a product that people don’t want and why this happens [17:38] Triggering events for entrepreneurship [19:49] Businesses that will benefit from Leanstack [21:50] Stages of establishing a startup [23:41] What does success look like [25:39] What’s next for Leanstack? [28:47] How to learn more about Ash and Leanstack [30:01] Quotable Quotes Love the problem, not the solution. When you try to market to everyone, you sell to no one. Links to sources and tools Sign up for free playbooks at https://leanstack.com/ Follow Ash and Leanstack on social media: Facebook page: https://www.facebook.com/leanstack Personal Linkedin: https://www.linkedin.com/in/ashmaurya/ Company LinkedIn: https://www.linkedin.com/company/leanstack Twitter: https://twitter.com/ashmaurya Medium: https://blog.leanstack.com/@ashmaurya Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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I can't tell you how excited I was when Michael Houlihan and Bonnie Harvey said yes to the Pass the Secret Sauce podcast. If you don't recognize their names, you probably recognize what they founded, what they created. And we're going to get into some of how they created this in this episode.

Bonnie and Michael are the founders of Barefoot wines, which today is one of the, if not THE most recognized, and most popular bottles of wine in the US. The incredible story about how they started this basically from nothing. I can't even tell you how much fun I had talking to both of them.

In addition to that, Bonnie and Michael are New York Times bestselling authors. The newest projects that they have right now is that they're founders of Business Audio Theatre. They call it BAT. And again, we get into a little bit about what that actually is in this episode. And they've actually given us access to some of the footage from their own productions. If you have any interest in building huge mega brands, there are learnings from this episode that you can take away with that.

In this episode we discuss:

They discuss their first jobs when they were younger [5:38]
Inspiration for creating Barefoot Wines [8:11]
Getting ideas for their brand from blue collar workers [10:01]
How Bonnie’s body part ended up on the largest wine brand in the world [11:22]
Bringing Barefoot wine to market [14:06]
Excerpt from their book: The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand [14:25]
Being rejected by a distributor [16:27]
How donating their wines in the early stages increased their sales [18:58]
Spreading themselves too thin when scaling their business [21:03]
Selling the business and advice for others wanting to sell their business [24:42]
Types of clients that would benefit from their consulting firm [32:46]
What they look for in a client [34:07]
Why they started Business Audio Theater [36:52]
Get a free chapter from their audiobook [41:27]

Quotable Quotes:

It was not following a passion, it was following an opportunity passionately.
When you don't know what you're doing and you're broke, you're very humble and you tend to ask a lot of questions.
And because you're not from the industry, you don't ask industry people that turned out to be a big strength of ours.

Links to sources and tools:

Listen to the first chapter of their book -The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand
- Here: https://bit.ly/2Ai54LS Get the book on Amazon: https://www.amazon.com/Barefoot-Spirit-Hardship-Hustle-Americas/

Follow them on these social media channels:

Website: http://barefootwinefounders.com
Facebook page: The Barefoot Spirit: http://www.facebook.com/thebarefootspirit
Facebook page: Barefoot Wine Founders http://www.facebook.com/barefootwinefounders
Personal Linkedin Michael: https://www.linkedin.com/in/mhoulihan
Personal Linkedin Bonnie: https://www.linkedin.com/in/bonnieharvey/
Company LinkedIn: https://www.linkedin.com/company/e-&-j-gallo-winery/
Instagram: ...

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Justin Chen is a co-founder of PickFu and a serial entrepreneur of 14 years. He has a passion for creating automated technology solutions that solve problems people didn't even know existed. Justin holds a BS in Electrical Engineering and Computer Science from UC Berkeley and a MS in Engineering Management from Santa Clara University. A firm believer in remote work and work/life balance, he breaks up his work day by shuttling his two kids between school and all their various activities through Los Angeles traffic. In this episode we discuss: Careers he considered when he was young [2:49] Coming up with a business idea with a programming background (Menuism) [3:59] Challenges in creating a software business [5:55] Creating systems and processes for Menuism [7:21] How Menuism makes money [08:37] How PickFu started [10:15] Who could benefit the most from using Pickfu [12:40] Adding polls to PickFu [15:15] Audience targeting [16:36] Recommendations for poll questions for customers [17:40] Expansion plans [20:35] Where they get survey/poll respondents [21:38] Best way to get in touch with Justin [22:50] Links to sources and tools Visit https://www.pickfu.com/ to learn more about PickFu and unleash the power of instant market feedback on your business decisions Follow PickFu on these social media channels: Facebook page: https://facebook.com/pickfu Twitter: https://twitter.com/twobitjustin Personal Linkedin: https://www.linkedin.com/in/justinchen/ Company LinkedIn: https://www.linkedin.com/company/pickfu/ Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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In this noisy digital world, you can’t break through the noise, you just add to it. Instead, you need to get in on the conversation where your ideal customers are already listening. As a Navy veteran who ran nuclear power plants, and an inbound marketing engineer, Tom Schwab has a refreshingly unique approach. He focuses on time-proven strategy, then supercharges it with today’s technology and podcast interview marketing. An author, speaker, and teacher, Tom helps you get more traffic, leads, and raving customer fans by being interviewed on targeted podcasts. In this episode we discuss: Being entrepreneurial at a young age and being called a fool by his father [1:50] Where he got his entrepreneurial spirit [4:09] What working in the Navy has taught him [6:01] Creating reproducible systems and processes [8:43] Systems to use to store company processes [10:41] How podcast interviews help you grow your brand [12:08] Advantages of having a remote team [14:10] Qualifications to talk/be a guest at a podcast [16:37] Benefits of hosting a podcast vs being a podcast guest [19:36] How podcasts built trust with your audience and converts better than a blog [21:52] The kinds of reactions podcast listeners have [24:31] Types of people that could benefit from InterviewValet’s services [25:19] Repurposing podcasts [26:51] How to get in touch with Tom [29:07] Quotable Quotes Podcasts are great at building relationships, not just doing transactions. I was made as an entrepreneur, but I didn’t grow up in an entrepreneurial household. If I wanted something, I had to get it for myself. Because if the system could only be done by PHds there’s not enough PHds to run all the navy ships out there. It really taught me that anything can be taught, it can be systematized, it can be done reproducibly and safely. When companies say it’s complicated, chances are they don’t understand it well enough or they haven’t thought about it well enough. With your current product or service, there are thousands or millions of people that you could serve that would be thrilled to give you money for it. The only problem is they don’t know you exist. To be a host is a great way to nurture your current audience, to nurture your current leads. To be a guest is a great way to get out there and get new exposure, to get new followers, to get new leads. Exposure brings opportunity. Links to sources and tools Go to https://interviewvalet.com/ to schedule an assessment to find out if you could grow your brand & your business with targeted podcast interviews. You can also get links to Tom’s social media accounts to follow. Call to action: Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

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Gideon Shalwick loves helping entrepreneurs get their message out to large global audiences using the power of video. His company, Splasheo, makes it easy to create super engaging videos ready for social media domination. In this episode we discuss: Why he thought his brother would become the entrepreneur in the family [3:01] How the education system affected his mindset about work and business [4:22] His journey in starting his first business [8:00] Writing his first e-book [9:45] Challenges before making his business profitable [11:10] Going from business with $0 profit to $20,000 a month with his company Become A blogger [13:19] Realizations that helped him create a successful business [15:02] Building his company - Rapid Video Blogging - and how the birth of his first child gave him an idea to start Splasheo [17:10] How creating Splasheo gave him the idea to create another business [19:34] Coming back to Splasheo after focusing on a different business [21:20] What does Splasheo do [22:53] Video content that work really well [25:55] How captions makes a big difference in video content [27:57] Tips and tricks on how to use keywords to get more views on a YouTube video [33:54] Best ways to get in touch with Gideon [37:20] Quotable Quotes I brought the value and he (business partner) leveraged the value. Those two things worked together really, really well. Once you know what those things are that they’re (audience) really interested in watching, you can create content that responds to that. When people read the words on the screen, it engages them, it pulls them in. When people are reading, it’s not the texts that they see, but when they read the words that creates a virtual experience for them inside their heads. When you add the captions you’re actually creating a little movie inside people’s heads. Which adds more richness to the video. Links to sources and tools Go to https://www.splasheo.com/ to learn more about their captioning services and get more engagements for your videos. They are running a promotion where you get your first four videos done for free, grab it while you still can! Follow Gideon on all his social media accounts and subscribe to his YouTube channel: Facebook page: https://www.facebook.com/gideonshalwick/ Splasheo FB page: https://www.facebook.com/splasheo/ Personal Linkedin: https://www.linkedin.com/in/gideonshalwick/ Youtube:https://www.youtube.com/channel/UCOxFrKa0ap-tHPiknUkcy9g Check out Justin Brown's Youtube channel - Primal Video - (https://www.youtube.com/user/EditMyClips0) to get tips on growing your YouTube channel. Call to action: Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube

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Chris Do is the founder and CEO of the Futur, a content and education platform whose mission is to teach 1 billion people to make money doing what they love. In this episode we discuss: Why he was entrepreneurial at an early age [1:40] How Chris got into his first business [2:56] How his family encouraged his creativity [4:04] How a visit to a practising typeset designer made Chris realize what he wanted to do with his life [5:45] Preparing to get into a private art school -Art Center [8:00] How his asian parents felt about him going to community college before art school [9:36] Starting his company - Blind - without any business knowledge [11:23] Competing with large design companies, working with large companies and receiving his first check of $48,000 for a project [12:48] Starting the Futur and building a company around digital education for designers [17:04] Journey of the Futur from idea to earning $3m per year [19:35] How Chris grew his Instagram following [22:10] Formula for graphic content that help grow your following [25:31] What platform benefits the Futur [27:32] Being touched by a client’s gesture [28:28] Teaching the business of design to creatives [30:18] Best ways to get in touch [31:35] Quotable Quotes If I wanted stuff, then I had to go out and earn it. I did want to become something creative, but I was telling myself ”This isn’t practical. Find something else.” For Asian parents community college is purgatory. It’s where kids go to vocational school. We help creative people from all stripes, people in UX, graphics design, even in photography and illustration. They buy our courses and our e-books because it solves a very specific problem for them. Start with something attention getting, usually with a benefit to the user. I have to date resisted/refrained from using my Instagram channel to promote things.I always feel a little scummy when I read things where it’s like an obvious play to sell me something. I might like it but I start to distrust the person. So I’m using that same lens (when marketing). I just want to give you a ton of value and if you’re really curious and if you feel really grateful, you’ll find a way back to me. The Futur: it’s like the future but we dropped the e. There’s no “e” because we dropped the ego. Links to sources and tools Subscribe to The Futur’s Youtube channel (https://www.youtube.com/channel/UC-b3c7kxa5vU-bnmaROgvog) where they have awesome resources for creative entrepreneurs. Follow Chris Do on all his social media channels: Facebook page: https://www.facebook.com/theFuturisHere/ Personal Linkedin: https://www.linkedin.com/in/thechrisdo/ Company LinkedIn: https://www.linkedin.com/company/the-futur/ Instagram: https://www.instagram.com/thechrisdo Twitter: https://twitter.com/theChrisDo Check out the Futur here: https://thefutur.com/ Call to action: Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Hey! Welcome back to the podcast. This episode’s guest is Dustin Bouch. Dustin Bouch has designed,developed and manufactured many different physical product lines in his career. Dustin’s newest project has him co-founding Backmate, a revolutionary doorway massage system designed to relieve back pain, neck pain, headaches and more. In this episode we discuss: Loving to fix things when he was a kid [2:32] Dustin tinkering with stuff around their home [3:22] Why he took a job with a significantly lower pay [4:05] How he became an entrepreneur by accident [5:51] Letting go of his first business [7:46] Working on his first product [10:58] Developing a combination outdoor survival device (FOGO) [12:51] Lessons from FOGO that he applied to Backmate [15:00] How to test for product-market fit without a finished product [18:19] Challenges in manufacturing a product overseas [22:40] Importance of growing an audience before launching a crowdfunding campaign [26:30] Marketing Backmate [31:34] Best way to learn more about Dustin and Backmate [33:07] Quotable Quotes If you don’t have a good product-market fit there’s nothing much you can do. Scientists really fight tooth and nail to get a little bit of budget to work on their pet projects. It’s really important to be able to have that margin so that you can sell it to distributors, so they can sell it at retail. But also when you sell it online that you have enough margin to cover your customer acquisition. Develop a community first around a product and using that to leverage your crowdfunding and then your first product pushout. It’s really important to not get married to your ideas. Have 2 or 3 products that you’re going to be testing through that process at the same time and know that you’re only picking the best one. It’s so important to get really large backing on Kickstarter within the first 24 hours. It’s a huge indicator of success. Links to sources and tools Learn more about Dustin his co-founder and their product - Backmate - at https://mybackmate.com/ and find out how it can help relieve back pain Connect with Dustin on his social media accounts where you can ask him questions, recommendations or referrals. Facebook page: https://www.facebook.com/mybackmate/ Personal Linkedin: https://www.linkedin.com/in/dustinbouch/ Company LinkedIn: https://www.linkedin.com/company/18223194 Instagram: https://www.instagram.com/mybackmate/ Subscribe to their Youtube channel (https://www.youtube.com/c/mybackmate) to see Backmate in action. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5e...

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Josh Elledge is U.S. Navy veteran and launched UpMyInfluence.com to help entrepreneurs attract the perfect audiences and grow their brands without the crazy costs associated with traditional PR companies. UpMyInfluence’s purpose is to DEMOCRATIZE access to influence. Josh believes he has a moral imperative to help entrepreneurs serve the world with their collective messages while growing their revenue! UpMyInfluence was the natural outgrowth of his first startup, SavingsAngel.com which has grossed more than $6 million in sales with less than $500 in advertising. He did it all through building authority and serving audiences in the media. Josh is a weekly TV consumer expert in Orlando, writes a syndicated newspaper column to 1.1 million readers, and regularly appears on more than 75 TV stations across the country. All told, Josh has appeared in the media more than 2000 times. In this episode we discuss: Josh talks about his dad being in a rock band and how that led to his dad’s business [2:35] His family’s influence on his entrepreneurship [3:49] Getting in trouble in middle school for being business minded [5:52] How Josh saved up $5500 as a high schooler [7:15] What is it that evokes great students who love to read [9:30] How his monthly grocery bill gave him the idea to start SavingsAngel [13:30] How to cut an $800 grocery bill to $300 a month with SavingsAngel [15:49] Adapting to the market in a black swan event [18:20] Investing in relationships and creating value as a marketer [20:48] How UpMyInfluence helps businesses build relationships with customers to increase revenue [22:06] Systematizing creating relationships [24:12] Why he hired a $500/hr guy that he watched on YouTube [25:00] Marketing philosophy that consumers hate Why Josh gives away $8000 worth of services [28:00] How he went from 2-3 sales calls a week to 15-20 consistently [30:48] How to get in touch with Josh [32:52] Quotable Quotes The market is always going to be your boss. You can’t do anything to change the market. But you can introduce new products and services that can improve the lives of other people. Model the thing that you want your kids to do. It’s tough when you live at the office and can’t leave the office. I have to schedule stuff. If it’s not scheduled I don’t do it. If you’re not developing products and services for what consumers are going to be demanding six months from now, you’re really asleep at the wheel. This is a major disruptive moment right now consumer behavior is adjusting in a really big way. Everyone is a consumer we’re all changing things right now. The world, because of covid19, has fast-forwarded a few years. Stop selling. You need to give as much value as you possibly can. Consistently show that you solve problems. People don’t do business with businesses. They don’t do business with services, products. People do business with people. Links to sources and tools Go to UpMyInfluence.com to watch the 8 minute video where Josh talks about B2B sales Go to https://upmyinfluence.com/register/ to grab Josh’s 20+ favorite resources for growing your influence, authority, sales & opportunities Follow Josh on his social media accounts: Facebook page: https://www.facebook.com/upmyinfluence Personal Linkedin: https://www.linkedin.com/in/joshelledge Instagram: https://www.instagram.com/upmyinfluence/ Twitter: http://twitter.com/joshelledge Support our podcast Rate and review:

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Nicolas Vandenberghe is the Co-Founder and CEO of Chili Piper and Gipsy Time. Nicolas began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of Chili Piper – a pioneer in Buyer Enablement. In this episode we discuss: Growing up with a sense of adventure [3:01] Meeting Steve Jobs [5:17] Taking inspiration from Steve Jobs [8:04] Struggles from building businesses [9:04] Starting and growing his internet company that attracted the attention of Amazon [11:32] His biometric company that went from incorporation to exit in just 13 months [14:25] Talking about a CRM company he started to go against Salesforce [16:16] The birth of Chili Piper [18:31] Frustrations in the middle of growth and creating a solution via GipsyTime [21:21] How GipsyTime helps you be more focused [22:40] What it takes to be a successful entrepreneur [25:43] Why Jeff Bezos is the richest man in the world [28:03] How he selects who is going to work on his projects [29:20] Believing in talent and help them people grow professionally [31:04] How to get in touch with Nicolas [34:37] Quotable Quotes I wanted to try things people haven’t tried. I wanted to explore The nature of entrepreneurs is whenever they see a problem they think they should solve it. They don’t wish someone would solve the problem, they solve it. The key is to be able to do product-market fit. How to know if you have a product-market fit? You won’t know if you have it until you try. Some people are better than others at assessing people. Links to sources and tools Try GipsyTime-https://gipsytime.com/-to help you get things done and give your feedback to Nicolas and the team Follow Nicolas on his social media accounts: Facebook page https://www.facebook.com/TeamChiliPiper/ Personal Linkedin https://www.linkedin.com/in/nvandenberghe/ Company LinkedIn https://www.linkedin.com/company/chilipiper Twitter https://twitter.com/NicolasVDB Go to https://www.chilipiper.com/ to learn more about Chili Piper and how it can help turn inbound leads into qualified meetings, instantly. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Today’s guest is Vladimir Gendelman, Founder and CEO of Company Folders, an online printing company specializing in presentation folders, binders, and envelopes. Company Folders has been listed on the Inc 5000 list of fastest-growing companies in America for 3 consecutive years. In this episode we discuss: Conversations about entrepreneurship in the family [2:44] Coming to America as a Jewish refugee [3:23] Story of their first hours in the US [4:36] His first foray into entrepreneurship in Austria and Italy [5:43] Doing something that is viewed as an embarrassment by Russians [7:30] His first entrepreneurial experience in the US [9:32] How he started making customized company folders [11:31] Regrets in naming his company Company Folders [13:41] Running around with a chicken with his head cut off as a solo entrepreneur [14:21] How large companies found him through SEO and getting banned from Google [15:27] Deciding what content to create to get traffic and give information to clients [17:18] Their design process and communicating with clients regarding their brand requirements [19:39] The power of printed materials to entrepreneurs starting a business right now [22:02] Types of designs they do [23:56] Get a free design consultation from Vladimir [24:33] Quotable Quotes In certain applications social media is huge you can very quickly establish yourself as a subject matter expert. We have no entrepreneurs in our family, our family is not meant to be entrepreneurs. Everything they have ever tried always failed and they lost money. So that’s not encouraged.So I have to become a doctor or a lawyer. Those were the choices. In Russia, the whole entrepreneurship (idea) didn’t exist. So the whole concept, me going out there to sell something, to offer something was an embarrassment to other people. Not to me though. Links to sources and tools Contact Vladimir at Vladimir@companyfolders.com for your design and printing needs. He is also offering a free 15 minute design consultation. Follow Vladimir and Company Folders on social media: Facebook page: https://www.facebook.com/CompanyFolders Personal Linkedin: https://www.linkedin.com/in/vladimirgendelman/ Company LinkedIn: https://www.linkedin.com/company/2584458 Visit http://companyfolders.com to see sample designs from Company Folders. Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast Did you enjoy listening to today’s guest? Show your appreciation for Vladimir by leaving a positive review on this episode. Who do you want to hear f...

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Today's guest is Paul Maskill, the Founder of The Ultimate Freedom Mastermind. After building his own business from $0 to $500k in 4 years and selling it for a lucrative return, Paul set out on a new mission. He watched his father pour everything he had into his own service-based business for 40+ years until he could physically no longer do the work. With no employees and no systems, Paul's father was not able to capitalize on all of the work and risk he put in for 4 decades. The "sale" of the company was simply selling of the truck and equipment. Today, Paul helps other small business owners automate & scale their business so it can thrive without them...enabling them to leverage their business to build a life that they love. In this episode we discuss: Paul talks about growing up in Michigan [2:50] How the recession was a blessing in disguise [5:35] His first business doing what he loved [6:35] What he realized when scaling his first coaching business [7:56] The process of taking yourself out of your business [9:26] Where business owners get stuck on [10:14] The ultimate filter when deciding when to let go of a business venture [12:07] Building a business that is sellable [14:29] The 5 systems of every business [16:33] The ideal organization [17:59] Processes in an organization [20:45] Biggest mistakes businesses make in creating their processes [23:40] How systems and processes affects company culture [25:33] Recommendations for someone starting a new business [28:22] How to learn more from Paul [30:33] Quotable Quotes I just liked work and I like being rewarded for doing something. I didn’t have to make a lot of money; I just wanted to enjoy what I do everyday. Make a difference. Make an impact. I’m not really in any control because if something happens to me this business gets wiped out. What’s the worst case scenario if I delegate everything and it doesn’t work? And the worst case scenario was it's just going to get back to me anyway. And it’s already with me so I might as well give it a go. We just don’t go in our car and start driving and hope you get in a place you need to go to. When it stops serving your vision and your mission, it’s ok to sell it. It’s ok to let somebody else run it and turn it into a passive income stream. We as business owners get really stuck in the weeds and we can’t see anything else. If you’re not clear with finding how much you want to make and how big of an impact you want to get to, you’re never going to get to where you want to go. Because you don't have a defined destination, you don’t have a defined plan. PDAD: Perfecting, Documenting, Automating, Delegating Our business should be the vehicle to allow us to do whatever we want in this world. If nobody is doing what you want to do, there’s probably a reason for that: there’s probably not a market for it. Links to sources and tools Go to https://www.paulmaskill.com/ to listen to his podcast or join his Ultimate Freedom Mastermind. Follow Paul Maskill on his social media accounts: Facebook page: https://www.facebook.com/businessfreedomformula Personal Linkedin: https://www.linkedin.com/in/paulmaskill/ Instagram: https://www.instagram.com/paul\_maskill/ Twitter: https://twitter.com/PaulMaskill What advice did you most relate to from our guest in this episode? Any favorite quote from Paul? Support our podcast Rate and review:

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Jeff Coyle is a data-driven search engine marketing executive with more than 20 years of experience in the search industry managing products and website networks. Jeff is the Co-founder and Chief Product Officer for MarketMuse, where he is focused on helping content marketers, search engine marketers, agencies and e-commerce managers build topical authority, improve content quality and turn semantic research into actionable insights. In this episode we discuss: Businesses Jeff started when he was younger [3:02] Aspects of businesses he enjoyed the most in his early years [3:56] Jeff’s experience in working at an early stage startup [4:59] How he saw the opportunity in the market for search engine optimization [6:12] When Jeff started his first company [8:59] Jeff’s work at TechTarget and how the spirit of MarketMuse came into existence [9:58] What is Marketmuse, how it helps you build and improve your content [12:34] What does the framework for content from MarketMuse include [13:33] Who can benefit from using MarketMuse [16:01] MarketMuse Pro as an entree to self-service [16:44] How MarketMuse helps to get your content to rank higher [18:59] How MarketMuse can help you gauge the success of your content for competitive keywords [20:25] Case study of a client who changed their entire business direction because of MarketMuse [21:59] Crafting a plan into creating a website using MarketMuse during a black swan event [23:27] Natural language generation technology [28:12] What tech to watch out for in content marketing in the future [32:45] How to contact Jeff and learn more about MarketMuse [34:33] Quotable Quotes We were selling leads way before selling leads was remotely cool. We can tell them exactly the content items they need to create, how many content items ,on what topics would allow them to own that topic. We're the only platform that provides personalized metrics per difficulties. Natural language generation is probably the hottest field in Artificial Intelligence this year, probably til next year. Links to sources and tools Follow Jeff and MarketMuse on social media to learn more about him and his company. Facebook page: https://www.facebook.com/marketmuseco/ Personal Linkedin: https://www.linkedin.com/in/jeffcoyle/ Company LinkedIn: https://www.linkedin.com/company/marketmuse Twitter: https://twitter.com/jeffrey\_coyle Head on over to marketmuse.com to learn more about content strategy and start a free trial of MarketMuse Email Jeff at: jeff@marketmuse.com if you have any questions Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn:

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Hey, it’s Matt! Welcome back to our podcast. In this episode we have Steven Benson as our guest. Steve and I discuss how you can hedge and protect your business during a black swan event. Steve is the founder and CEO of Badger Maps. After receiving his MBA from Stanford, Steve was Google Enterprise's Top Sales Executive in 2009. In 2012, Steve founded Badger Maps, a software company that helps Field Sales People optimize their routes and schedules to save time and be on time so they can sell more. Steve is also the host of the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. In this episode we discuss: Where he got his taste for entrepreneurship [2:18] Steve tells the story of his first business ventures as a young kid [3:30] How he got suspended in high school because of his business idea [4:38] Steve’s career path after studying in Stanford [5:30] What he learned from other companies he worked at and how he applied them at Google [6:06] The types of customers he was in charge of at Google [7:55] How Badger maps was born [8:37] Companies that benefit from using Badger maps [10:35] How Steve started Badger maps despite not having a coding ability and being bootstrapped [11:23] How he found the programmer for Badger maps [12:05] The next steps after creating a product [12:40] How to ensure your first sale before launch [13:08] Approaching customers about the product and how Steve communicated pricing [14:23] Issues he encountered when they launched and how they overcame them [16:01] The point in the business when he found out that Badger maps could be profitable [17:26] What Steve is doing to hedge his business against the unknowns during turbulent times [18:58] Handling debt and getting investments in a black swan event [23:40] Finding lenders/investors that are best for your business [26:27] Negotiating loan terms [29:35] Amount of returns lenders are looking for [34:21] Where to learn more about Steve and his product [35:34] Quotable Quotes If you’ve got that demand already, you’re going to sell it (product) a lot quicker. Building software is messy and the stuff crashes all the time and goes down all the time early on, and that’s why people pay us. A lot of things that would have made sense in good times, that don’t make sense now, you need to cut those. Any type of loan is negotiable. Links to sources and tools Follow Steve and Badger maps on social media to learn more about him and his business: Facebook page: https://www.facebook.com/BadgerMaps/ Personal Linkedin: https://www.linkedin.com/in/stevenbenson Company LinkedIn: https://www.linkedin.com/company/badger-mapping-solutions/ Instagram - @stevebensonsf Twitter: @SteveBenson @BadgerMaps . Go to https://www.badgermapping.com/ to start your free trial of Badger maps and watch your sales team sell 20-25% more Subscribe and listen to Steve’s podcast- Outside Sales Talk - where he talks to industry leaders and experts to learn the strategies and tactics that make them successful in Outside Sales: https://www.badgermapping.com/podcast/ Did you enjoy listening to our guest in this episode? If you did, please leave this episode a review. Who should we have on next? Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-t...

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Approaching investors for your business idea is fraught with perils and uncertainties, there's always a possibility that you could say or do the wrong thing. Our guest in this episode will teach us how to navigate this path. Richard C. Wilson is a 3rd generation Eagle Scout and founder of the Family Office Club the largest community of ultra-wealthy families globally with over 2,000 registered investors. The Family Office Club is an investor platform that, in combination with their investor advisory division Centimillionaire Advisors, LLC & PrivateEquity.com, provides investors with access to direct investments and virtual family office solutions. In this episode we discuss: Richard’s first business venture [2:47] The value of establishing core values and strengths in starting a company [4:08] How companies are handling this black swan event [7:01] Types of investments that are viable during a crisis [9:12] What is a family office and what do they do [10:15] What investments are their clients [12:50] Qualifications of investments for Richard's clients [12:50] What investors look for before making an investment [15:00] Things not to do when approaching investors [16:12] Investment predictions for the next 6 months [18:46] Importance of having a mentor [20:56] First steps in investing in a family office [25:21] Advice for startups [27:02] How to identify what investors are looking for and how to attract those investors [29:41] How to get in touch with Richard and the Family Office Club [33:20] Quotable Quotes When you become more wealthy the mistakes you make are much more costly and you're much more likely to make mistakes. Clients won't think you are a professional if you're promising too much. Your values are the most important thing. Before you spend money on anything, before you work with anybody, know what your company values are. If you figure out the desire that the investors have that's not being met by other people or the structure they would prefer as well as the gap and you only focus on your strengths, that trifecta allows you to cut through a lot. It's about focusing, listening, and then prescribing things vs just pitching people before you get to know them. Links to sources and tools Follow Richard, Centimillionaires and Family Office Club on social media for more great nuggets of information regarding investing and wealth management: Facebook page: https://bit.ly/2xqUXn3 Richard’s Linkedin: https://bit.ly/2RCxXZf Company LinkedIn: https://bit.ly/2Xubstf Twitter: https://twitter.com/richardcwilson Listen to their podcast, get access to free book and see membership options on their website familyoffices.com You can also send them an email at clients@familyoffices.com for inquiries Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91z...

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Welcome back to the Pass the Secret Sauce podcast. This week’s guest is Mike Stemple, founder of Inspirer and a proud veteran of the US Army. Mike helps corporate executives to think and act more entrepreneurially. This is accomplished through client workshops and Entrepreneur in Residence (EIR) consulting. Recently, Mike embedded for 2 years with Molson Coors as their EIR where he provided the entrepreneurial mindset for global innovation teams. Mike has built 20+ startups, is an expert at ideation, innovation, startup psychology, and brand creation, and is a mentor at Techstars, a global seed accelerator. During this episode I discuss with Mike the impact of a black swan event to opportunities within startups and corporations. We also discuss why entrepreneurs innovate faster, cheaper, and with less people than corporations In this episode we discuss: [1:15] Mike shares his family dynamic, a story of loss and how they overcame it as a family [3:20] Mike discusses working with his brothers on businesses [4:16] The time he had a business idea (SkinIt) everyone thought was stupid and was going to fail [5:32] His inspiration for SkinIt [08:10] How he created the first customized skin for his phone [9:31] Mike’s SkinIt idea being rejected by a VC [13:21] How Mike and his brothers funded, built and ran SkinIt [14:51] Hardest part of running SkinIt in the early days [17:14] Getting banned from all the electronic retailers in his area [19:55] What is an Entrepreneur in Residence (EIR) [22:00] How he started EIR’ing for a company [24:00] How he built his brand and working with big companies [26:04] Scaling a small company VS a large company [27:20] GE: an example of a company that has unnecessary processes [29:06] Building for sale, not for scale [29:39] The psychology of innovation in a black swan event [30:43] Massive opportunities from the pandemic [32:15] Why Mike is giving away his content for free [35:19] Inspiration, hope,courage and strategy [37:50] Mike’s book Quotable Quotes -Most unicorns are created in the startup world and not the corporate world. -Build for sale, not for scale. Stop building to be a global product, just focus on building a product that you can get your first sale. -I can’t think of one event in history that has created more opportunities than the black swan event we’re going through right now. -If the world needs my help, I’m more than happy to give it. Because that’s what you do in a black swan event. -Inspiration is the key. You cannot self-inspire. I cannot inspire myself. I have to seek inspiration. Inspiration gives you hope. -The minute you’re hopeless you have no courage and if you don’t have courage you don’t act in a way that the consumer needs you to act to deliver on the promise of what they want. Links to sources and tools Follow Mike on all his social media to access valuable information that he is now making available for free. Head on over to his uDemy to access his courses for free as well. Website: https://www.inspirer.com/ Facebook page: https://www.facebook.com/iamainspirer/ Personal Linkedin: https://www.linkedin.com/in/mikestemple Company LinkedIn: https://www.linkedin.com/company/inspirer Instagram: https://www.instagram.com/inspirermike/ Twitter: http://twitter.com/mikestemple Medium:

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Hey! It’s Matt and this is Pass the Secret Sauce. In this week’s episode, we share the mic with Gerri Detweiler, a business credit and financing expert with more than 20 years of experience guiding individuals through the confusing world of credit. During the 2008/2009 financial crisis, Gerri was the go-to expert on financing and credit, answering hundreds of questions from both media and individuals. With the recent coronavirus pandemic, we discuss the impact of this black swan event on businesses and the financing options available during this crisis. In this episode we discuss: How she got started working in credit [2:33] Biggest mistakes business owners make with their credit [4:01] Gerri gives a history of Dun & Bradstreet and how credit worked back then [4:22] Gerri talks about how their founder, Levi King, lost a big job due to a business credit report [4:49] The difference of business credit from personal credit [6:00] Different business credit reporting agencies that Nav gives to customers for free [7:00] How different agencies calculate credit scores (FICO scores and business credit scores) [7:31] How to make the jump from having personal credit to business credit [9:09] Two things Gerri recommends to start up your business credit [9:44] How your personal credit affects your business credit and vise versa [11:35] Example of business credit affecting a personal credit score [12:32] How credit cards offer flexibility in these times [13:15] Credit limits you would want to stay below to prevent your credit score going down [13:55] What’s your real credit score, how scores vary [16:23] Advice for people with poor credit especially in the time of a pandemic or a crisis [19:41] Programs lenders are doing to help out businesses affected during this black swan event [22:13] Best financing for your business right now [26:03] Gerri discusses what they do at Nav and how they can help you get a free business and personal credit report and help match you with financing [27:49] Information Nav needs to pull your business credit from [29:58] Quotable Quotes -The process starts out like you’re on parallel tracks. You’re working on your business and personal credit and eventually that business credit becomes strong enough where you can move off on to that track and have less impact on personal credit. -There’s always something you can do with your credit, even if you have negative information and you filed for bankruptcy last week, there’s things you can do to build credit. Links to sources and tools Nav.com/podcast to download their Build Business Credit Checklist as well as to sign up for a free Nav account. You can also use the promo code “podcast” to get a free month of an upgraded Nav account. Nav.com/business-reports Business credit cards that help build business credit Nav.com/blog Access to informative articles about business financing and credit, as well as important details related to COVID-19 financing and resources for business owners. Do you qualify for the $367 Billion in SBA Loans for COVID-19? https://bit.ly/2JLAHPu Follow Gerri Detweiler on her social media accounts for valuable tips and info on credit Facebook page: https://bit.ly/2JIMbTM Personal Linkedin: https://bit.ly/2Vb2pdV Company LinkedIn: https://bit.ly/39PXbtp Instagram: https://bit.ly/2XbjxCZ Twitter: https://bit.ly/2V8W6Yk Support our podcast Rate and review:

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Hey everyone! I'm Matt Shields, a lifelong entrepreneur currently involved in the tech and multifamily apartment investing niches. I'm here to tell you about a brand new project called: Pass the Secret Sauce. Pass The Secret Sauce is a podcast about the chaos of being entrepreneurial. I'm going to be talking with a bunch of people who I've worked with, some that I haven't, and plenty who I admire the courage to make it on their own. We'll delve on what made them who they are today, and of course, what's on everyone's mind: what was their secret sauce for success? Look for special episodes where an anonymous guest will reveal their secret sauce and we ask you, our audience, to tell us who we had on our episode. You can subscribe to Pass the Secret Sauce on Apple podcasts, Spotify, Stitcher or wherever you get your podcast from. Will you pass the secret sauce? Support our podcast Rate and review: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 the podcast on iTunes or wherever you subscribe. Tell a family member, friend, or colleague about the show. Subscribe: https://podcasts.apple.com/us/podcast/pass-the-secret-sauce-by-matt-shields/id1506940483 so you never miss an episode. Subscribe to us on YouTube https://www.youtube.com/channel/UCJ5eItxsGWyGKC91zd1pzbA and follow us on LinkedIn: https://www.linkedin.com/company/pass-the-secret-sauce-podcast

Pass the Secret Sauce by Matt Shields: Recent Episodes

Matt Shields