Ten Years In The Making

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As AI dominates headlines, eCommerce brands are hard at work trying to figure out how to employ cutting-edge technology to improve their bottom line.

For Oren Harnevo’s Feel, however, human touch has been the secret to driving incremental revenue for eCommerce companies.

Feel builds 24/7 live sales teams for online businesses, allowing customers to connect with experts at all hours of the day. On average, Feel has increased AOVs by 50% and conversions by 35%, while decreasing product returns by 11x for its consumers.

Today, I’m sitting down with Oren to discuss how Feel is able to consistently build expert sales teams despite serving businesses across multiple niches. How do you find, hire and train great salespeople? And is it repeatable for other businesses?

You’ll also hear about how AI can help online eCommerce sales teams scale, how to implement video into online sales, and why brands must clearly distinguish the difference between sales messaging and support messaging.

Key Takeaways with Oren Harnevo

How does Feel help 7, 8 and 9-figure brands make more sales?
Pricing a service in a way that attracts DTC brands.
How to quickly train a sales team to be experts on a specific brand or niche.
Building a 24/7 sales team to accommodate customers in all time zones.
The effect work-from-home has had on formality in the workplace — and how it affects businesses of different sizes.
Why would a company not be a good fit to work with Feel?
Balancing the high conversion potential of video sales with customer engagement preferences.
The importance of distinguishing between sales and support messaging when interacting with customers online.
What impact with AI have on conversational eCommerce?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/31

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If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

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APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
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YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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We’re doing things a little differently in this episode as I join Drew Sanocki and Michael Epstein on the Nerd Marketing Ecommerce podcast to discuss what life will look like for DTC companies in a cookieless future.

As giants like Google and Apple relay their plans to limit the collection of third-party cookies, eCommerce companies will be forced to tap dance to come up with ways to continue personalized ad targeting. But while some people think these changes will be fatal for DTC companies, I see a few ways companies can adjust to the new normal.

As the founder and CEO of Retention.com, I’m constantly involved in the nuances of effective customer tracking. In this episode, you’ll hear Drew and Michael ask me important questions about ad targeting, customer retention and data collection.

You’ll also hear about the important differences between server-side and client-side tracking, how Retention’s technology works, and what part of marketing you should optimize to increase sales.

Key Takeaways with Drew Sanocki & Michael Epstein

How can brands prepare for the upcoming deprecation of third-party cookies?
Server-side tracking helps websites collect user data at the server level instead of on the client’s device. What are the long-term risks associated with it?
The fine line between privacy and ad targeting that companies like Retention.com navigate — and why the business model has a capped ceiling.
The differences in data collection laws between the U.S. and Europe.
A crash course in misconceptions and realities behind the legal nuances that affect email marketing.
Should Ecommerce stores be A/B testing abandoned cart flows or newsletters?
Is it possible to maintain business consistency when experiencing rapid growth?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/30

Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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For many DTC brands, cracking the big-box retailer code can be a challenge.

But for Greg LaVecchia and Bloom, placement on Target and Walmart shelves has been rocket fuel on their way to 9-figure sales in just their 4th year of business.

Greg is a member of the Forbes 30 Under 30 list and the CEO of Bloom, a DTC supplement company. Along with his wife and co-founder Mari, Greg has grown Bloom to become Target’s top-selling SKU in the wellness OTC vitamins, minerals and supplement department over the past 12 months.

Today, Greg sits down with me to share how he solved the puzzle of going from DTC darling to retail behemoth.

You’ll also hear Greg discuss Bloom’s influencer marketing program that generates more than 500K social media views per month, how he handles digital advertising when focusing on retail sales, and how to handle product innovation needs with major retailers.

Key Takeaways with Greg LaVecchia

How Bloom became the No.1-selling SKU in Target's wellness OTC vitamins, minerals and supplements department over the past 52 weeks
The backstory of Bloom’s founding and how you can build upon one simple idea.
Creating an in-house agency of TikTok and Instagram influencers to generate over 500M views per month as a top-of-funnel strategy.
When do you know it’s time to chase expansion for your brand?
Busting the myth that DTC brands don’t do well in big-box retailers like Target and Walmart.
The nuances of using digital marketing ads to send consumers into retail stores to buy your products.
The need to think further ahead with product development when selling in retail vs. selling online.
The difference between a retail broker and a distributor, and why working with distributors can hurt product control.
The importance of focusing on the day-to-day instead of dreaming over a future exit.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/29

Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Entrepreneurs often follow a simple code: zig while others zag.

So while the DTC mattress industry adopted the online “bed-in-a-box” model, Saatva co-founder Ricky Joshi took a different approach, prioritizing white glove delivery, 24/7 customer service and brick-and-mortar storefronts to build a $400M mattress giant.

In this episode, Ricky tells the story of how Saatva became the seventh-fastest-growing privately held retailer in the U.S. by branching beyond e-commerce and embracing physical retail.

In addition to the story behind Saatva’s growth, you’ll hear Ricky share insights on how he assesses which cities to open stores in, how to determine whether or not to add new product lines, and how Saatva has embraced different verticals to 2x their Average Order Value without losing the customer service touch that helped build their success.

Key Takeaways with Ricky Joshi

How Ricky uses the marketing efficiency ratio to determine where to double down in his business.
The one “super advantage” that e-commerce brands looking to go into retail can latch onto.
How using physical retail stores as a customer service hub can help companies get a leg up on their competition.
What are the factors to consider when determining which locations to open a retail store in?
How do you know when it’s time to take the leap to scaling?
Why hasn’t Saatva chosen to expand internationally despite their U.S. success?
How Saatva has doubled its Average Order Value over the course of its growth.
How can retail companies manage the simultaneous challenges of logistics and inventory while weighing the desire to increase product lines?
Why sticking to a game plan can help companies weather economic turbulence.
Has Saatva seen any revenue slowdown in the face of recent economic conditions?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/28

Rate & Review
If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson:
LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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For Mike Xhaxho, building an audience of 25,000 followers for his DTC brand WaterBoy means doing one thing: making a few videos.

With just seven TikTok videos, Mike grew WaterBoy’s following from 0 to 25,000, earning millions of views on its way to hitting $10M in sales in the brand’s first two years.

Today, Mike sits down with me to talk about WaterBoy’s TikTok-led marketing strategy, including the story behind his first brand-building videos, the factors he considers when creating content, and why trying to create viral videos might actually stop creators from going viral.

You’ll also hear about marketing tips for getting through to Gen Z, how to repurpose the same content across TikTok and Facebook, and effective ways to iterate and test content for successful ad campaigns.

Key Takeaways with Mike Xhaxho

Why did Mike launch WaterBoy to compete with companies like Liquid I.V. and Pedialyte?
How Mike grew from 0 to 7,000 followers with his first TikTok — and 7,000 to 25,000 with his seventh.
The importance of focusing on quality over virality with TikTok videos.
The difference in funnel structure when advertising on Facebook vs. TikTok.
What are the considerations that come with paying for influencer marketing content?
Should entrepreneurs design a new product or iterate on an existing product?
Why authenticity beats polished brands for Gen-Z consumers.
The element of effective ads that "will never go out of style."

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/27

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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When B2B companies find themselves trapped in a cycle of stagnation, one name stands out: Santosh Sharan.

Santosh is the president & COO of Apollo.io, the Co-CEO of ContactOut and a current consultant and advisor for me at Retention.com. He has worked with more than 15 B2B companies in major operating roles, including helping ZoomInfo grow from $8M ARR to $100M ARR and helping Apollo.io grow from $10M ARR to a $1B valuation.

Today, Santosh is here to unveil the invaluable lessons entrepreneurs can glean from his extraordinary journey, including the transformative mindsets that distinguish companies bound for mediocrity from those destined for remarkable success.

You’ll also hear Santosh discuss the dangers of success-induced confirmation bias, why entrepreneurs need to embrace S-curve growth over linear growth, and how to hack your thinking to orient away from fear and into an abundance mindset.

In this episode, you’ll learn:

✅ What entrepreneurs can learn from businesses that have gone from stagnation to explosive growth.

✅ How expectations of linear growth can create a limiting mindset.

✅ The 4 four categories winning teams must form to unlock exponential growth.

✅ The No. 1 killer of good ideas — and how to avoid it.

Key Takeaways with Santosh Sharan

What can entrepreneurs learn from businesses that have gone from stagnation to explosive growth?
The business model MailChimp used to grow from 85,000 to 450,000 users in one year.
Why "technology does not equate to success" — and what variable to focus on for scaling instead.
The catch-22 of how success can kill creativity and throttle growth potential.
How Apollo, Lusha and ZoomInfo each leverage their superpowers to create success in different ways.
How expectations of linear growth can create a limiting mindset.
The correlation between company growth and personal growth.
Understanding the universal law of the S-curve and how it applies to both success and stagnation for a business.
Why raising billions of dollars can actually reduce a company's freedom to invest.
How the "winner-take-all model" has made its way from sports, music and movies into the B2B space.
The 4 four categories winning teams must form to unlock exponential growth.
Why who you're saying "no" to matters more than who you're saying "yes" to.
The No. 1 killer of good ideas — and how to avoid it.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/26

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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For eCommerce founders, the idea of doubling conversion rates without offering a discount sounds too good to be true. But for Chris Hall, it actually happened.

Chris is the Senior Marketing Manager at BRUCE BOLT, a batting glove company that went from the brainchild of its 16-year-old founder to outfitting big names in the MLB. One of the keys to BRUCE BOLT’s success? Adding AI to its marketing stack.

Today, Chris sits down with me to share a detailed look at the benefits of implementing AI marketing into eCommerce, including how he used Maverick’s AI personalized video technology to 2x his conversion rates.

You’ll also hear Chris talk about how Maverick’s technology earns him more than 100 email responses from customers each week, where he sees AI marketing going in the future, and how eCommerce success has helped him build a more meaningful lifestyle.

Key Takeaways with Chris Hall

Chris Hall's background and the founding of BRUCE BOLT batting gloves.
One of the most effective current applications of AI for eCommerce businesses.
Using video content to cut through the noise to attract potential customers or employees.
The potential for AI to move beyond text and produce fully customized marketing videos.
How Maverick's AI videos can be implemented into eCommerce email flows.
How Chris generates 100-plus weekly replies from customers via email.
The eye-popping conversion rate numbers that Maverick's content can generate.
Offering a product with pricing that's "almost too friendly" to help generate marketing buzz from satisfied customers.
The email marketing metric Chris gets most excited about.
The lifestyle opportunities that come on the back of a successful eCommerce business.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/25

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Josh Taekman began his career co-founding Bad Boy Entertainment. He served as VP of Marketing, spearheading endorsements, cross-promotional opportunities, and partnerships with outside artists (Jay Z, Lauren Hill, Eminem, Busta Rhymes, 50 Cent, and others).

Josh also worked closely with P. Diddy and orchestrated his non-music oriented ventures, including co-creating and producing the infamous Sean John Clothing, which he helped grow into a $100M brand.

Today he focuses on EBOOST, the first-of-its-kind natural energy and recovery ready-to-drink beverage named “Best New Product” of 2019 by BevNET. EBOOST is now sold in over 4,000 locations across the U.S. with avid users including Oprah Winfrey, Hugh Jackman, Heidi Klum, Victoria Beckham, Michael Strahan, Madonna, Shakira, Diddy, Trae Young, and more.

In today’s episode, you’ll hear about Josh’s celebrity-filled climb up the career ladder, including how he helped build one of the fastest-growing clothing brands in the world, how he’s learned to break through mental limitations, and the most important lessons he’s discovered from disrupting the D2C supplement space.

Key Takeaways with Josh Taekman

How hip-hop shaped Josh's life and career from age 10.
Embracing financial and career uncertainty to pursue a dream.
Going from unpaid intern to throwing A-list parties for P. Diddy.
Doing away with limiting beliefs to unlock your full potential.
The creation of Sean John, which went from $0 to $100M in under two years.
Bouncing back from business failures out of your control.
The decision to disrupt the $21 billion supplement space.
Why Josh looks at starting EBOOST as a "foolish and selfish" venture.
What would Josh do differently if he could start EBOOST again?
The most important lesson entrepreneurs can learn around building a vision.
The common thread among D2C brands that leads to success.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/24

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Olivier Momma is the co-founder of Ekster, a D2C brand that makes “better gear for life on the go.” Think wallets, bags and accessories that aim to save customers time, so they can get back to living life.

They’re best known for their breakthrough trackable smart wallets and Forbes named them “The Most Successful Smart Wallet Brand in the World.”

Olivier and his partner started their first Kickstarter campaign with just an idea and a shoestring budget. They paid his sister $500 to shoot a video, which went on to raise a whopping $350,000 for the brand.

Today, Ekster is on pace to exceed $50M in annual revenue while growing from 12 to 45 employees over the past two years.

In this episode, you’ll hear Olivier discuss tips and tricks for success on Kickstarter, how quadrupling employee headcount has changed his role as a founder, and the best sales channels he’s found for D2C brands.

You’ll also learn how Olivier landed on the Forbes 30 Under 30 list, ideas for creating an effective D2C website, and how he secured a collaboration with soccer superstar Lionel Messi.

Key Takeaways with Olivier Momma

Who is Forbes 30 Under 30 member Olivier Momma?
The breakthrough product that put Ekster on pace to hit $50M in annual revenue.
The ins and outs of Kickstarter that Olivier used to sell $350,000 from a campaign with a $500 budget.
How "benchmarking brands" can lead to success for your business.
What are the components of a successful D2C website?
The reason Ekster has rejected every outside capital offer.
The new dimensions of leadership entrepreneurs have to focus on when adding headcount to their teams.
The biggest benefit of being on the Forbes 30 Under 30 list — and how Olivier got on the list.
How Olivier stumbled upon developing "the most advanced solar panel in the world." Scaling a performance marketing team to test more than 100 pieces of content a week.
Ekster's three best sales channels between $1M and $10M.
How can founders know when it's time to increase their employee headcount?
Why Ekster focuses almost exclusively on the U.S. market as a D2C brand.
The "calculated luck" that Olivier used to do a marketing collaboration with Lionel Messi.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/23

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Just over a decade ago, Curtis Matsko told his wife, “Quit your job and I will start up a company selling things on the Internet and we’ll make $100 million.”

Today, that proclamation has manifested into reality, with Curtis’s Portland Leather Goods growing from a garage operation to a $120M+ business on pace to make more than 2 million bags in 2023.

In this episode, Curtis tells the story of how he went from a lofty idea to a concrete success story in just over a decade, including tips on people, product and process.

You’ll also hear Curtis share the principles of success he believes transfer to any company, how taking a people-first approach can lead to an obsessive customer base, and the lessons from being a class clown that good marketers can learn from.

Key Takeaways with Curtis Matsko

How Curtis grew Portland Leather Goods from zero to making more than 2M bags in a year.
How to harness the importance of referrals to go viral.
Using customer stories to demonstrate the value of your product.
What does it mean to be a "marketing company?"
The emotion entrepreneurs need to avoid to hit 9 figures a year.
Attracting the right employees based on human qualities — not resumes.
Using Rick Rubin's philosophy to avoid mediocrity and create greatness.
The three people you need to make sure your business runs smoothly.
What is the value of building a founder brand in public?
Why taking formulas from an existing business doesn't work — and what to do instead.
Why founders need to have conversations with peers in different industries.
How authenticity and kindness can indirectly solve problems.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/22

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Meet Erik Huberman – serial entrepreneur, marketing whiz, and the brain behind Hawke Media—the fastest-growing marketing agency in the US, now valued at more than $150 million!

Driven to fill a much needed gap in the market, Erik’s vision was to build an agency that was both accessible and (unlike most agencies) could drive real growth and tangible results for their clients.

The company offers a customizable menu of services and flexible month-to-month billing options. This approach has enabled brands of any size to access top-quality marketing services, making Hawke Media a game-changer in the industry.

In today’s episode, you’ll hear Erik share tips and tricks for marketing growth that can apply to any business, regardless of size.

You’ll also hear him share the story of how he grew Hawke Media to more than 250 employees, which questions to ask to gauge ROI on potential marketing tools, and how he evaluates eCommerce companies to invest in for his fund, Hawke Capital.

Key Takeaways with Erik Huberman

How Erik and Hawke Media differentiate themselves in the crowded agency space.
Should agencies work with small, mid-sized or large companies?
The marketing budget companies should be at before hiring agency help.
The upsides and downsides to running an agency.
Using month-to-month pricing to improve your product offering.
Must-have tech for selling more on Shopify.
The value of SMS marketing and automated flows.
Where does Erik get his motivation from?
The simple question to ask when evaluating a new marketing tool.
Where the idea for Hawke Capital came from.
How Hawke Media originally expanded into China.
Harnessing controlled chaos to get a business from running to operating at a high level.
What makes an agency a good acquisition candidate vs. a bad one?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/21

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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In a world of social media, programmatic advertising and digital-first marketing, the direct mail market carries an old-school feel. But did you know that U.S. direct mail is a $50 billion market?

To dive into this lucrative-but-overlooked market, I grabbed some time with Dave Fink, the CEO and co-founder of Postie, a data and technology platform that helps clients run smart, data-driven direct mail campaigns.

In today’s episode, you’ll hear Dave share why direct mail is still a powerful avenue in the digital age, strategies for creating a direct mail campaign, and using direct mail to build a unique name for your brand.

Dave also shares his thoughts on accelerators and venture capital firms which he gleaned from investing in 75+ startups, including his first-hand experience with Dollar Shave Club, building effective branding for D2C businesses and the traits he’s seen from the most successful companies he’s invested with.

Key Takeaways with Dave Fink

Dave's front-row seat to Dollar Shave Club's launch to 9-figure exit in 4 years.
How Dollar Shave Club distinguished itself with an authentic brand story in the right media channels.
The core differentiator between successful and unsuccessful businesses.
The self-fulfilling prophecies in the accelerator world that creates business winners and losers.
The two types of founding groups in accelerators — and which is the most successful.
The merits of building one company vs. taking on a portfolio of companies.
Strategies for convincing prospective employees to work for your company.
Navigating nuanced sales cycles depending on the needs of your prospect.
How D2C brands like Liquid Death, Dollar Shave Club and Casper made consumers want to be part of their brands.
Prioritizing a quality business model over venture capital KPIs.
Why Dave chose to get into direct mail in the digital age.
Linking data with direct mail campaigns to make your brand stand out.
Reasons for companies to consider the $50 billion direct mail space in the U.S.
Where to start a D2C marketing playbook.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/20

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Creating an eco-friendly product checks boxes for environmentally conscious consumers. But how do you do it in a way that doesn’t compromise your product?

In today’s episode, I sit down with Phoebe Yu and Kat Dey, the co-founders of Ettitude — a DTC bamboo bedding, bath and sleep essentials line that aims to become “the Tesla of bedsheets.”

Phoebe and Kat share their views on being eco-friendly while also offering a product consumers love using, why bamboo is more environmentally friendly than cotton, and how joining the Founders Pledge will continue to help the environment if they ever choose to exit Ettitude.

You’ll also hear tactics on using entrepreneurship as a creative outlet, how and when it makes sense to set up a B-corp and how Phoebe and Kat went from unique immigrant backgrounds to partnering to launch Ettitude.

Key Takeaways with Phoebe Yu & Kat Dey

How Phoebe and Kat went from immigrant backgrounds to launching Ettitude.
How entrepreneurship can serve as a creative outlet.
Why Phoebe and Kat chose to start a business focused on bedsheets.
How did Ettitude determine when it was time to expand their product line?
Using customer feedback to align business strategy as a D2C company.
The supply chain lessons that emerged from the COVID pandemic.
The concerns around fundraising in a rocky economic climate.
The eco-friendly data behind sourcing products from bamboo instead of cotton.
The social and ecological dynamics of operating a B corp.
How Ettitude envisions being the "Tesla of sheets."
The Founders Pledge that requires companies to commit a percentage of their future exit value to help the environment.

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To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/19

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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After growing up in Uzbekistan and playing Division 1 collegiate tennis, Lolita Petrossov had never worked a job.

So for her first gig, she co-founded JetSmarter, an on-demand private jet charter company valued at over $1 billion before its acquisition by Vista Global in 2018.

Now, Lolita is the founder and CEO of Evesmart, a marketing agency that has helped more than 100 eCommerce companies scale in the past three years.

In today’s episode, Lolita sits down with me to talk about her stratospheric rise to the top, along with how she and her husband used emotion and status to build JetSmarter to 10-figures.

You’ll also hear Lolita discuss her favorite type of brands to work with as an agency owner, why you need to be careful when dealing with the media, and why dreamers also have to be doers.

Key Takeaways with Lolita Petrossov

How Lolita went from growing up in Uzbekistan to founding JetSmarter as her first job.
The value of being in the right market at the right time.
The story behind how JetSmarter raised nearly $200M in funding.
The value of creating virality in an app to hook users.
What metrics indicate you might have a winning product on your hands
The mistake JetSmarter made during its hyper-growth phase that eCommerce founders also make.
Why it's crucial to pay attention to unit economics.
The good and bad sides of media coverage for founders.
How creating a product with an emotional tie to the consumer can cause founders to lose control of their company's narrative.
How Lolita transitioned from selling JetSmarter to founding Evestar.
What are the best types of brands to work with as an agency owner?
What is the one message Lolita would pass along to entrepreneurs?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/18

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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In Part two of my interview with Jonathan Cronstedt, we dive into how he built the “Kajabi Heroes” program to supercharge growth for what would eventually become a company that’s valued at $2B.

In addition to step-by-step advice for building your own community to land referrals and create loyalty, you’ll also hear about …

✔️Creating “North Star” business metrics based on your own goals and values. ✔️Strategies for getting in front of your must-have clients. ✔️How to scale beyond 8-figures by taking a customer-first approach.

Key Takeaways with Jonathan Cronstedt

How do you trust yourself to make the scaling leap when it's time to "go for it?"
The most effective sales pitch any human being can make.
The value of having a non-monetary goal to guide your company’s growth.
How brands can use authenticity as a moat against mass commoditization.
How building community around your brand can create separation from your competitors.
Where do you start with building a community?
Using Napoleon Bonaparte's logic to build customer loyalty through recognition.
Why connection is more important than community.
Taking the "buy or die" approach to getting in front of your ideal prospects.
Tailoring a community experience for your ideal audience.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/17

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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With questions around product-market fit, deciding when it’s time to scale, and keeping competitors at bay, the billion-dollar bullseye can often feel tiny to entrepreneurs.

Today, Jonathan Cronstedt sits down with me to explain how founders can throw darts that consistently hit the center of their target.

Jonathan is the former president of Kajabi, an e-learning software that he helped grow from $6M ARR to more than $100M in just five years.

In addition to a deep dive into product-market fit, you’ll hear Jonathan’s insights on accepting or rejecting outside capital, the reversal of fortunes in the tech industry, and handling existential crises as a founder.

Key Takeaways with Jonathan Cronstedt

The "core three" must-haves of any business and how they play into product-market fit.\
The perils of having great marketing but a poor product-market fit.
The only aspect of product-market fit entrepreneurs may not have control over.
Aligning your life priorities with your business priorities.
The AI effect of killing "internet junk food" and what it means for thoughtful content producers.
Questions to ask yourself when determining whether or not it's time to scale and accept outside capital.
How failing to expand at the proper time can invite copycat competitors who devalue your niche.
Building a brand presence so significant it leaves no oxygen for competitors to disrupt your growth.
Old school vs. new school mindsets in maximizing enterprise value.
How companies can take different paths to reach the same point of success.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/16

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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You’ve undoubtedly heard the term “From Rags to Riches,” but today’s guest has a story that will blow your mind. This might be one of the most insane “American Dream” success stories I’ve ever heard. Don’t say I didn’t warn you!

Moises Sanchez’s path to success certainly wasn’t easy. After leaving Mexico with a 6th-grade education, his family moved to the US (illegally) with no money and without knowing a word of English. He became a guerrilla marketing phenom in real estate by the age of 18 and eventually grinded his way to a successful multi-million dollar roofing business that brought in $50M last year.

But there’s so much more to his story than that. While in the US, enjoying tremendous success in real estate, he started going down the wrong path. With outstanding warrants in the US, his parents forced him to leave the US and move back to Mexico.

This is where it starts to get crazy. Moises moved back to Mexico with $350K, met his wife and bought a pig farm. Life was great until he eventually woke up to gunfire from Narcos in Mexico. After nearly losing his life, he left Mexico to return to the US, but was arrested by the FBI and ended up in jail. Moises did his time, got released, and started a new life with his roofing business. And the rest, as they say, is history.

Today’s episode is a powerful story of inspiration, how true success is often found with true grit and by overcoming many impossible obstacles, and how the American dream is possible if you never give up. If Moises can do it, then nobody has an excuse.

Key Takeaways with Moises Sanchez

How Moises got started in real estate at 18 years old and found success with guerrilla marketing.
Why he returned to Mexico and was able to do it with $350K in his pocket.
How Moises managed to escape from Narcos and gunfire at 9am on his pig farm.
The lessons he learned from his 8 months in jail after returning to the US.
How Moises’ roofing company was generating 8-figure annual revenue without online advertising.
The hail storm that changed everything in 2017 and how he deployed his team with Segways.
What happened when Moises went all in direct-mail marketing after discovering MAXWriter and sending 10,000 letters a year.
Tools and services that Moises uses for marketing like WooSender and GoHighLevel.
How WooSender helped to generate 165 new appointments and $2M in sales in the first week!
The value of laminating direct-mail marketing as it increases the likelihood of it being kept and not discarded.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/15

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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As the concept of personal branding continues to explode, many creators have the same question: Where do I start?

Today, I’m sitting down with Ari Murray, the VP of Growth at Sharma Brands and creator of Go-to-Millions at Workweek, a marketing and founder-focused newsletter with more than 25,000 subscribers.

Ari goes over all things content creation — from idea generation to evaluating quality to not letting perfection get in the way of creating strong content.

You’ll also hear how Ari collects emails for her newsletter, the importance of knowing your content inside and out, and how she made her way into the media industry after dropping out of law school.

Key Takeaways with Ari Murray

What content creators can learn from Mr. Beast.
Prioritizing altruism over profit as a growth strategy.
Pivoting into a new field after your initial career intentions don't align with your happiness.
How learning on the job inspired Ari to launch the Go-to-Millions newsletter.
How can you start a newsletter?
Where should you set the bar for quality on content creation?
Tips for content idea generation.
Wrestling with the constant demand of content creation.
The unexpected benefits that come from seizing opportunities that come across your radar.
The dynamics of working in the same industry as your spouse.
If you have no current personal brand, where should you start?
Dealing with elements on your content that may not be perfect — but pushing forward anyway.
How Ari collects emails for her newsletter.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/14

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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After working for a marketing agency and helping many companies scale to 7 and 8-figures, Ronak Shah realized he had the blueprint to building a successful brand. So, he decided to launch a company of his own.

That company is Obvi, a collagen-focused supplement brand that he co-founded with two of his best friends, and grew to $40M in revenue in less than 4 years.

Today, we dive into Ronak’s mindset, routine and daily scheduling advice for juggling the many demands of being an 8-figure founder.

You’ll also hear about the value of building in public, simple strategies for impactful content creation at scale, and how to grow a beneficial network by offering everything and expecting nothing.

Key Takeaways with Ronak Shah

Ronak's leap of faith from working at Deloitte to joining a start-up supplement brand.
The chance moments that can change your career trajectory.
Attracting qualified employees by building in public and being transparent with your financials.
The lessons around disruption Ronak followed to build Obvi to a $40M company.
Why Ronak believes in building in public.
How to shift away from the "salary mindset" when hiring employees to be less concerned about how much you’re paying.
How can founders create a network of influential people?
The most underrated social media KPI that most founders aren’t tracking.
The future benefit of offering no-strings-attached value to your network.
The biggest mistake Ronak sees from people using content creation to build their businesses.
A simple five-step format for creating multiple build-in-public videos in under two hours.
The single most important factor to winning on social
A powerful tactic for getting sh*t done!
How can you vet inbound leads to prioritize the ones that will benefit you the most?
What are some of the best overlooked D2C tech tools right now?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/13

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Today, I’m talking with Jonathan Cronstedt, who took the e-learning software giant, Kajabi, from a $6M revenue business to $100M+ and a $2B valuation in just 5 years.

In this episode of Ten Years In The Making, we’re talking about the realities of scaling.

When do you know it’s time to grow? What are the hidden downsides? Is it always the right choice to scale?

You’ll also learn:

✔️ Tactics and strategies for hiring amazingly talented people

✔️ Why building in public has outsized impacts for startup founders.

✔️The push/pull dynamics of a company's mission, vision and values — and how they can demotivate or empower employees.

… and a whole lot more!

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/12

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Are you an eCommerce founder dreaming of an exit?

Well, today’s guest, Los Silva, is here to tell you that it’s a great time to sell your business.

Take it from Los, a business advisor and established entrepreneur, who says he and his team are currently in the process of selling $300M worth of companies doing between $2M - $15M EBITDA.

Today, Los talks to me about the ins and outs of the buyer and seller market. How should entrepreneurs prepare for an exit? When should they prepare? How do they know the right time to sell?

You’ll also hear Los go deep on valuation metrics for eComm businesses, how much entrepreneurs can expect to sell for, and the two boxes he believes entrepreneurs can check to scale to $10M and beyond.

Key Takeaways with Los Silva

Why Los thinks it's a great time to sell your business right now.
he valuation metrics for how buyers look at an eCommerce business vs. a SaaS business
The questions Los thinks 7-figure entrepreneurs should ask themselves if they want to hit the next level.
Different EBITDA thresholds and how they translate to valuation prices when it's time to sell.
What boxes does your business have to check if you want a bigger EBITDA?
The thing "90% of people don't do" that Los believes will help entrepreneurs set themselves up for an exit.
The characteristics Los would build into his "perfect business."
The two things Los believes entrepreneurs can combine to scale to $10M.
Why Los believes entrepreneurs should focus on individual sectors as opposed to macroeconomics.
How far in advance of an exit Los thinks entrepreneurs should start preparing their businesses for sale.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/11

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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After disrupting the billion-dollar men's footwear industry with his premium, Italian-crafted sneaker brand, which was sold to Steve Madden, Ryan Babenzien set out to launch another D2C business.

But this time with unmatched thoughtfulness and intentionality.

He asked himself a simple question…

What criteria does my next product need, in order for it to become a major success?

After determining that framework, he launched Jolie Skin Co.— a beauty and wellness brand that brought in more than $4M in its first year.

In today’s episode, Ryan lets you in on the framework that disrupted an industry and revolutionized an antiquated product.

You’ll learn about the “X-factor” that every founder should pray for, the shower subscription model he used to add $2M+ ARR, and one of the biggest mistakes he sees from first-time founders.

Key Takeaways with Ryan Babenzien

The backstory on how Ryan founded Greats, which he says is the world's first digital native footwear brand.
The business framework Ryan focused on to build a business that did $4M in the first year.
The value in making a product “identifiable by its DNA” — and how Ryan used Nest as inspiration.
How Ryan hit $2M ARR in one year by implementing a SaaS model into a product business.
What Ryan believes is the most valuable voice you can tie to your brand.
Getting 12 million views from a TikTok and the “magic” of user-generated content.
The "severe" mistake Ryan made with raising capital.
The two huge lessons Ryan learned from selling his first company that he incorporated into building Jolie Skin Co.
Why Ryan believes founders have to "learn how to say no."
A blunder Ryan often sees from first-time founders.
Where Ryan thinks a lot of D2C businesses go "upside down."

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/10

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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For founders starting or growing a social media presence, making progress can often be paralysis by analysis.

Which platform should you build on? What sort of content should you post? Should you focus on a personal brand or a business brand?

In today’s episode, Triple Whale’s Head of Social, Tommy Clark, answers all these questions — and a whole lot more.

Tommy also shares his thoughts on the most important skill for social media growth, why blending in might make more sense than standing out, and how he recommends content creators change their strategy after scaling past 50k followers.

If you’re looking to get clients and build awareness from social media — whether you’re established or building from scratch — this episode is for you.

Key Takeaways with Tommy Clark

Tommy’s journey from fitness coach to full-time content creator.
The one skill Tommy believes is most applicable to growing on multiple platforms.
The main question Tommy thinks brands should ask as they try to grow on social media.
The strategy pivot Tommy recommends after hitting 50k followers.
Why creators might want to consider blending in as opposed to standing out on social media.
How (and where) Tommy recommends growing a brand social media account from scratch.
Should posts be designed for engagement or designed to drive business?
The personality traits Tommy looks for in successful social media entrepreneurs.
Where Tommy sees B2B content creators making mistakes.
The two extremes Tommy sees from social media managers — and how he thinks the best managers balance the two.
How Tommy went from putting out “content that sucked” to making social media his career.
Building a personal brand vs. building a business brand.
The advice Tommy would give to people considering a career in social media.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/9

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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As high-flying tech companies dominate the headlines, Matt Cauble’s approach to startup success took a different approach. He asked a simple question: What do people need?

Matt is the co-founder of Soylent and Kin Euphorics, food and beverage companies that solve simple problems for everyday people. Soylent offers meal replacement options, saving time for on-the-go people, while Kin Euphorics boasts feel-good non-alcoholic drinks for those who want to socialize but avoid the booze.

Today, Matt talks to me about how he uncovered the market opportunity for both companies, how he iterated the products before bringing them to market, and how he grew both Soylent and Kin Euphorics.

You’ll also hear why Matt believes “no press is bad press,” Matt’s ideas about beta testing and Matt’s thoughts on narrowing your focus to one goal at a time.

Key Takeaways with Matt Cauble

How Soylent went from a side concept to $30 million in revenue in 3-4 years.
How a negative article drove $80,000 in revenue for one of Matt’s products.
Why a Mark Cuban comment on Shark Tank caused Matt to raise capital instead of bootstrapping Kin.
How Matt identified the "huge" market opportunity for Soylent.
Matt's transition from Soylent to Kin and how both ideas are rooted in broad human needs.
The experience Matt would try to scale if he could go back.
How flying in the face of common thought can be an advantage for a startup.
The importance of product iteration before landing on a final solution.
Surrendering control and splitting up company roles based on passions.
Does it make sense to have users pay to test beta programs?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/8

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Whether it’s scaling businesses to $100+ million valuations or growing Twitter accounts to millions of followers, Dennis Hegstad has built life-changing income streams across the eCommerce ecosystem.

Dennis founded and exited both LiveRecover and OrderBump — companies focused on the Shopify merchant market. In today’s episode, Dennis shares insights from his 14-year eCommerce journey, including how he came up with the ideas for his businesses, why he decided to bootstrap growth instead of raise with VCs, and how offer positioning can affect your perceived value.

You’ll also hear about how Dennis incorporates his Twitter success into his business, including his growth to making $10,000 per day, building more than a dozen accounts to 800,000+ followers, and how he used Twitter to sell a business.

Key Takeaways with Dennis Hegstad

How Dennis looks at the value of bootstrapping vs. raising money with VCs.
Tips for positioning your commissions to potential customers.
Is growing on Twitter worth it for every founder?
Why Dennis chose not to raise at a potential valuation of $100 million.
What Dennis would do differently with his SMS marketing business if he could go back in time.
How Dennis built and monetized a network of 12.5 million followers through Twitter meme accounts.
Dennis’s eCommerce journey, moving from MySpace in 2008 to earning arbitrage ad revenue to selling two businesses in the Shopify merchant space.
How other companies in his niche helped Dennis determine his product-market fit.
The pros and cons of outsourcing work to the Philippines.
The drawbacks of using Twitter ghostwriters to promote your personal brand.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/7

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Michael Wieder disrupted a $10B industry not by solving a problem, but by solving a feeling – ”overwhelmed.”

Michael is the Co-Founder of Lalo, a thriving D2C brand that makes modern day baby and toddler products. He started the company when he noticed a disconnect between legacy brands and consumers in the baby gear industry.

By going to stores where expecting parents shopped, Michael learned his target audience’s exact feelings, allowing him to build a brand identity and product line to meet his ideal client’s desires.

In today’s episode, you’ll hear Michael share specifics on the boots-to-ground research he did to shake up a long-standing industry, how being an outsider to your market can be a benefit, and how Lalo has raised tens of millions while primarily avoiding traditional VC funding and staying under 20 full-time employees.

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/5

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
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If you’re trying to build an online audience, creating content is a must. But how do you make content that cuts through the noise and actually gets noticed?

Right now, there’s a big opportunity to leverage LinkedIn to gain attention—and those who are taking advantage of it, are winning BIG!

Daniel Murray, Founder of The Marketing Millennials, is a perfect example. He’s amassed over 500,000 LinkedIn followers and only started posting in 2019.

He’s cracked the code on how to create content that the LinkedIn algorithm loves, and today he’s going to share his secrets.

If you want your content to crush it on LinkedIn, don’t miss today’s episode of the podcast!

Key Takeaways with Daniel Murray

Hear how Daniel built a 500,000+ person following
The screenshot strategy that gets crazy engagement on LinkedIn
Understanding how the LinkedIn algorithm works
How I leverage my team to create 18 pieces of content per week
How to build trust with your followers before you start trying to convert them.
The importance of making your copy stupid simple
Why LinkedIn is the new Facebook (BIG Opportunity)
How can you determine if you’re building the right audience?
The framework for creating a winning social media post
How do social media platforms choose which content to show in your feed?

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/5

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Imagine a drink that had all the benefits of booze without the hangover. Well, it exists, and today I’m talking to the founder.

Jen Batchelor is the CEO (Chief Euphorics Officer) of Kin Euphorics, which she co-founded with American supermodel Bella Hadid.

Launched grassroots in 2017, the non-alcoholic, mood-boosting beverage is made with a combo of functional ingredients (nootropics, adaptogens, and botanicals) that enhance cognition, boost immunity, and fend off stress.

Basically, the brand offers adults a clean alternative to alcohol, and I’m a BIG fan!

In this episode, I chat with Jen about how Kin Euphorics came to life. You’ll hear how she teamed up with an a-list celebrity, raised over $15M of venture capital, and carved out a completely new market category.

Key Takeaways with Jen Batchelor

Why famous supermodel, Bella Hadid, was so eager to team up with Jen to create Kin Euphorics
How to get A-List celebrities, like Justin Bieber and Rhianna, to back your brand
The rise of the sober curious movement
How she got an agency to build her brand for zero money, resulting in $3M in the first year
The formulation process for a functional beverage brand
A rollercoaster journey to raising money
How to position your startup for private equity
Getting the right people on the bus so you can scale your business.
The importance of finding the right target audience

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/4

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Have you ever heard of a new startup idea and thought to yourself, "why didn't I think of that?"

Most of these "simple ideas" seem obvious when you first come across them, but what you don't see are all insights that lead to uncovering the perfect positioning.

Today, I'm talking with Robbie Salter. Robbie is the Founder and Co-CEO of Jupiter—a dandruff-fighting scalp care brand that doesn't look or act like one.

As it turns out, 75% of the world gets dandruff at some point in their lives. It's more common than acne! But dandruff is a stigmatized, ugly category, and what Robbie realized was that traditional brands were only focused on selling beauty.

There really weren't any brands that focused on both beauty AND scalp care, which left a major gap in the market to create something that would appeal to women.

So, Robbie and his partner formulated a holistic scalp care brand for people who want gorgeous hair without compromise.

In today's episode, you'll hear all about how they elevated a product that hadn't been innovated in 70 years!

Key Takeaways from Robbie Salter

Building a business by solving your own problem
The key traits of a successful entrepreneur
A major benefit to selling your product on Amazon
How to prioritize work when everything is urgent
Getting people to believe in your "crazy" ideas
Robbie's approach to work-life balance
Raising money for a capital-intensive personal care business
Creating a fake brand to uncover product-market fit
How to secure the right kind of investors and strategic advisors
Building forever vs. building to sell
Why patience is so critical as an entrepreneur

Want the Full Show Notes?

To get access to the full show notes, including audio, transcripts, and links to all the resources mentioned, visit Retention.com/003

Rate & Review If you enjoyed today’s episode of Ten Years In The Making, hit the subscribe button on Apple Podcasts, Spotify, or wherever you listen, so future episodes are automatically downloaded directly to your device.

Connect with Adam Robinson: LINKEDIN: https://www.linkedin.com/in/adamtalksemail/

Get The Podcast on:

APPLE: https://podcasts.apple.com/ca/podcast/10-years-in-the-making/id1656993308
SPOTIFY: https://open.spotify.com/show/4LPWNrljdXFv0caHvfQUIv?si=qiHzoPUdR-6TSgUJOiwyrw
YOUTUBE: https://www.youtube.com/channel/UCBJe-176R0xRyfb9eBk80Yg?sub_confirmation=1

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Chase Dimond is a self-proclaimed Email Marketing Nerd and Co-Founder of Boundless Labs—an eCommerce email marketing agency.

Since launching in 2018, the company has sent over 1 billion emails for their clients, resulting in $100M+ in revenue.

His email marketing course has been purchased by over 3,000 people and has made him $2M+ in passive income since building it 2 years ago.

In addition to consulting for major brands, Chase is an advisor to my company, and it's had a massive impact on the growth of my online community.

In today's chat, you'll learn the power of building your own audience and how to leverage it to increase revenue and scale your business.

Key Takeaways from Chase Dimond

How to grow your following without having to do the work yourself.
Creating content and consistently doing the reps to see what sticks.
There's no such thing as an overnight success. Don't give up too quickly!
How to measure the ROI of an online audience.
The email marketing course that's been purchased by over 3,000 people and made Chase $2M+ in revenue in only 2 years.
Chase shares his daily content marketing routine.
Why building an audience gives you leverage.
How to create content for an entire week in only 3 hours.
Sell something magical, and watch your business skyrocket.
Chase shares his secrets to becoming a highly sought-after advisor to major brands.
Leveraging other people's audiences vs. tapping into your own.
Different types of content formats for different kinds of people.

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Today, I’m talking with Ryan Pamplin, Co-Founder and CEO of BlendJet® — the fastest-growing blender brand in the world.

While Ryan has a long track record of success building startups, this one is completely knocking it out of the park. The fully bootstrapped company was launched in 2018 and, within 4 years, became a 9-figure business serving more than 5 million customers.

In today’s episode, Ryan shares the company’s origin story and how a freak accident shifted his priorities and motivated him to create something that would inspire people to live longer and healthier lives. The BlendJet® was born, turning a household appliance into a category king and giving the fast-food industry a run for its money.

You’ll hear us talk about finding product-market fit, bootstrapping vs. raising money, valuations, preparing for acquisition deals, and more.

Key Takeaways from Ryan Pamplin

What is BlendJet®, and what problem is it uniquely solving?
How Ryan eliminated the competition by turning a household appliance into a category king that now serves 5M+ people.
Why Ryan declined 7-figures of VC money to stay entirely bootstrapped.
How to think differently about finding a product-market fit in your industry.
The value of post-purchase surveys and how to use them to uncover exactly why your customers buy from you.
Taking less profit in return for making a more significant impact in the world.
Buying ad inventory at a major discount as the economy takes a turn.
What’s your startup worth? Learn how investors think about valuations.
Tips to prepare for a future acquisition deal.

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“An overnight success is ten years in the making.” – Tom Clancy

That quote completely sums up my journey as an entrepreneur. So much so that it’s inspired the title for my new podcast, Ten Years In The Making.

My goal for the pod is to give entrepreneurs a blueprint on how to successfully build and scale a direct-to-consumer e-commerce business.

The plan is to interview operating Founders of high-growth eCommerce companies, mainly in the Shopify Plus ecosystem, about how they got to where they are today, what their endgame is, and how YOU can model their success.

In each interview, we’ll discuss origin stories, bootstrapping vs. VC funding, acquisition strategy, deal structure, and how to successfully lead an eCommerce business to a future exit.

Take a few minutes to listen to this short introductory episode, where I explain why I’m starting this thing, what to expect, the format for the podcast, upcoming guests, and more. Don’t forget to hit subscribe!

Ten Years In The Making: Recent Episodes

Adam Robinson