Biz Dev - the intricate art of growing a company, understanding markets, pursuing customers and building relationships. Listen here for the latest advice, success stories, tips, tricks and long-term strategies, aired on leading talk radio shows and premium podcasts.
My PPC/Google Ads Stopped Working. Now What?
"I. I thought it'd be interesting to look through the kind of three possibilities that could be causing the scenario so the first one is. You just didn't know what you were doing. You turn on a campaign you got lucky in your luck's over and you're kind of getting your long-term real results you're going to get That's one scenario but also similar. That i kind of put in this category is. Have you ever had a situation where you start running ads for client and you get them that google ads bump at high that that little. Let's take off and touch the moon and they're so excited because for the first time their business like they got just boom phone calls coming in lead forums coming in because they're advertising for real maybe for the first time a first time in longtime so feels like something really awesome is going on and then time goes on you. Get the same results but they kind of asked you like. Hey why you're my results aren't as good as the first month and to me. That's a false memory. That's that's a fake memory Have you ever run into that. Where people are convinced that the first month or first few months or better than they are now when you don't think they are. Have you ever felt heard that from client. One of the most difficult disconnects is to hear a client. Say hey. The phones stopped ringing. And either my my metric show that they have more clicks and more conversions than they did the previous week or two weeks or month or it's at least the same. Nothing's gone down but it's the same and that's one of the most ambiguous to solve google. Ads is lead. Quality or lead qualification versus. What's on the screen and It it's usually impossible to make a decision about what to do you know. Did i break something. Did the market change a competitor. Come in or maybe as you know. They're just not answering the phones the same way. They're they're not. They changed something about their intake process and has nothing to do with me but yet google. Ads gets blamed
How Marketing SMBs Is Different Than Enterprise With Palmer Houchins
"You've had a long experience working with small to medium size businesses. You previously worked at another sponsor of the marta. Podcast you were at male. Champion came over to call rail. Talk to me a little bit about how you think about helping. Small to medium sized businesses and their challenges different than some larger companies some enterprise companies for a long time. I don't think that marketers did a great job of recognizing how the smb market was different from the enterprise market so especially in technology side. You saw folks who are trying to sell in markets small businesses in the same way that they would from an enterprise perspective. I think over the past five ten years. We've really seen that approach. Change change for the better but from a customer perspective as well from his perspective. I have first hand viewing of that. And they'll jump in. I think we were really successful. Bear and trying to help book see that talking to small businesses. Maybe can look a little bit more like b. two c. marketing versus b. Two b. marketing. What i've seen be really effective in that space is folks who really key in on simplicity. It doesn't mean you have to make it on statistics but really really keying in on simplicity. And how the software can affect innocent be sort of day to day. Because i think to get back to your original point. Smb's i think i've found over my time experience there. Maybe not going to have the bandwidth time to really engage with some of the typical enterprise marketing techniques that we've seen over the years in the software space it's interesting. I think of small and medium-sized businesses. First and foremost being a different target. Not only from a utility and all standpoint but from a personality standpoint. Generally the desires needs and wanted outcomes for people that are running small to medium. Sized businesses are different than people that are working for enterprises.
When You Should Hire A Tax Professional as a Business Owner
"First up we have been who asked what three questions someone should ask themselves if they think they're ready to fire themselves as an accountant bookkeeper. So ben i'm going to make this very simple for you. There's really only one question you need to ask and that is do you own a business because of the answer is yes and you do own a business. It's already time to find yourself in higher tax professional right. This taxes are too tricky. Once you own a business to be trying to do them yourselves if you just have a w. to fine get on turbo tax crank that thing out nice and simple but once you have a business there is too much you can mess up whether that's missing deductions. You're entitled to or trying to take things that you're not entitled to the then gonna cost you significant penalties and interest right so once you're a business. Owner is time to hire a tax professional. The bookkeeping end of. That is a little more tricky. Especially because that can get expensive so the sooner that you can move those tasks with professional the better. You certainly want to make sure you can fit your budget. You don't want to do it before you can actually afford it right. But the thing to think about is that not only. Does this take time away from doing things that actually make you money. Meaning if you're spending time bookkeeping you're not sent spending time making sales and doing all these things that actually make you money but you are also very likely doing things wrong. Okay even a moderately experienced person. That's had some experience with numbers is going to mess up their own bookkeeping. If this isn't what they do is a profession. Okay so by the time you hire somebody you're gonna spend way more time and money to get it cleaned up so the quick answer on went to hire a professional when the fire yourself from these tasks is a s. Ap if you wanna business
Why I Don't Believe in Coincidence
"So i guess we have to start with the fact that i wasn't supposed to be in town yesterday that that's a piece. That's really important in. This actually meant to go to new york for work and then at the last minute had to cancel my trip because had things here in austin that i couldn't shift around and so i found myself a sunday and my trip had gotten cancelled in the morning and i was like you know what i'm i'm up because i had to cancel the stuff and so i'm gonna go do my run. And yesterday i decided i was going to do the whole Circle which is about ten miles and ahead out there super early. So i go out at sunrise because it's so it's already like getting so hot here in austin for the summertime and i decide. Hey i'm going to start really early. So that i can get as much of the cooler and i'm using air quotes the cooler temperature as it possibly can and mama iran and i'm feeling good and happy to be outside and it's one of my favorite places and so i'm just like super blessed to be out there if you're a runner like me maybe we'll understand this but for me that's a sacred time. It feels a lot like church or therapy or something. It's just it's it's an incredible time to think or pray or meditate or manifest or whatever. It's really special. So i'm running and i get a bow. I don't know maybe four or five miles in. And the reason i told you about the time is because it's so early there aren't a lot of people out.
How to Manage Rising Customer Acquisition Costs
"To start to these. Listen i'm going to give you a simple example of calculating your customer acquisition costs. I'm gonna use my own company our software company at within her ninja. When somebody signs up they get a free fourteen day trial so when we're trying to convert a customer. We actually have to do it twice. Not once we got to convert them to sign up for trial and then we had a have them stay pasa trial and become a paying customer. Why is this important. What all factors in in the cost per acquisition. Let's say for example. It costs me fifty dollars to get somebody to sign up for a free trial but not everybody that signs up for a free trial becomes a customer. Let's say a third of people sign up for trial become a customer so my cost prepositions not fifty dollars. That's only to get them to trial on average. I ne- three trials to get one customer. So my 'cause brock was edition in the simple example is a hundred and fifty dollars. Cost one hundred fifty dollars to get that customer now. How do i know if that's a good cost per acquisition. Or if i can get better. How much i got better. Will you always compare your cost proposition with your average time value per customer. What's average lifetime value per customer will. That's on average. How much money. Each customer will pay you in. The course of their lifetime with you so some customers will spend more than others or stay longer and spend more but on average you should know with. This is so let's say. For example average lifetime value for customer is five hundred dollars that means i spent one hundred fifty dollars acquire customer but that customer gave me five hundred dollars. So that's a prophet of three fifty. But of course it's not that simple. We also have to factor in other costs. It takes for me to serve that customer and every business has different costs whether it's the cost of the product or your servers or rent or whatever it is but at least now you know what you're playing with and this is just an example
CurlMix CEO Kim Lewis on Transitioning Between Product Lines and Creating Sustainable Business
"Tell us a little bit more about the transition from like subscription box company to signature products to dabbling in different areas again. Like tell us how you decide your product mix. We started chromos a diy curly hair so think of like blue apron but for curly hair. And we did that for like two years and that was my interview on south. I think my goal at the time. Half a million for the year. Neither we didn't think we'd have to. And i was like salty or whatever and i was like i had gotten pregnant. And how twenty seventeen and i was just like you know. My business is growing. The way i feel like you should be growing emphasis subscription. Box right And i talked to a few people. And i found out that the margins on my box way too small and what i have learned for anyone who does a subscription box if you are not getting products for free or if you are not Making it yourself. The margins aren't there for sustainable business. Usually and so we thirty percent margins for thirty dollars bucks whereas a typical hager company will have like seventy to ninety percent margins for the same price for one bottle. And i was like oh this even if i could scale this. I shouldn't because the math doesn't work. And so i was at the point where i really wasn't sure what i was going to do. With my business. I was like mcdonagh pivot. Close clothes pregnant. I started g. mat. I was figuring out of the nba. And i met my adviser I got a twenty thousand dollar arlen from backstage capital and she didn't give the money yet but she said basically said that like she wanted to invest in us in the meantime she will participate in all the backstage capital events But didn't have the money yet. So it's okay that's cool and i met my adviser who has a I always say this. He's a bald asian man but he's so nice and he is so smart. He's an engineer. Worked at as you tech companies early on and got shares and all that and he was like. What's your best selling box. It's our flexi gel manufacturers will make it for us you know they. It's it's too much like food. I got a boil real flat seeds. Extract the joe and he was like they just won't do it and he's like well. Why don't you figure it out and i'm like br been trying. It's not working. I'm seven months pregnant. What do you mean he was like figure it out. Never stopped selling your best product. And i was just like okay so i spent a monday my kitchen seven months pregnant. I may fifty different badges of lexi jail like found one that i loved it every time people will flag me down like what is in your hair l. me now. Don't go anywhere. And i'm working on it. So we've relaunched. We lost our audience with pre orders. Because he has launched a nut stuff to know that you do not just go out and buy bunch of inventory and figure out how to sell it later. You sell it. I even though the
Bring Your Application Dream Into Reality With Software Architect Calvin Brown
"So talk to me a little bit about going from concept to actual application development. I think that a on a side projects we you know. We've all sort of thought about them. And then there's also the idea of you know speaking out and figuring out what's going to be realistic for you to develop. How do you help. Companies go from. Here's this basic idea in to what's actually reality so you hit the nail on the head used the word spec. That's really important. What we do is we jot down. Your ideas. put them an essay. We really just wanted to make sure that they all fit together. We've had some of the wildest conversations about putting all the wrong things together before so this is a really important step is just having a conversation. You feeling good about do all of these pieces world together. Once we get that together we right. What's called the specification. Really short beautiful document says this is the user journey in using a product if there are any user sometimes not and once we do that that determines timeline and cost like how long it will take the do it costs than we basically place you on the calendar and say hey. This is the day this get started. If it's something like an app we have this beautiful thing that we do actually able to allow clients to see as we worked on the daily so you literally get it on your phone as we push new change able to see it so it's things like that as we walk you through. Guide you through the steps of your product. One of the interim steps before that his we visually lay it out so you can actually see feel touch it particularly if it's an app websites we don't do as many anymore but sometimes have needs but being able to see it and feel it makes it real. That's when you make your changes when it's really easy to do that. And then we go into implementation. The software part fun part the part. I don't get to spend as much time with anymore. That i'm sad about but that's apart part. We build it out just connecting all the pieces and then you haven't brought him we roll it out and you play your updates. Say hey this. Mvp is what we want our clients to use a new move from will add these additional features. At this time. We plan it out and it's a really smooth and easy process as long as a client understands what they're building beyond that we really have very few problems with it because of the way that we do it kinda slow in the beginning and then it's go time once we know what we're building
Doing the Right Things With John Di Marzio
"Trademark of a well led organization as one that is reasonably self directed self sufficient when out the need for constant bom by its leaders leaders on the right path. When a team members proactively get confidently organized tasks among themselves like minding their talents analyze issues find efficient solutions and on sales organization will only take on business project if they can expect a financial return at the yet now. This is nothing new but unless the leader recognizes their own personal value attached to the projects on our ally will take much longer to get any plan deploy even the best of leaders are also human and even if they are in charge they contend to get drawn in bogged down daily. Monday tasks leaders must recognize this as a costly use of their time and must remove themselves from these lower value activities. Ambling growth related essential activities and delegating nonessential pass to others so much. Better use of leaders time. We can calculate the importance of leaders input. Use those figures to determine what the leaders should do can't be delegated to others. What can simply be eliminated from task. List should be based on. What is a prime importance to the organization. What is urgent at the time. You need to settle in on daily weekly routines to establish discipline. Good habits otherwise. How could you expect to planted quarter the upcoming months. Where silver welcomed with emails meetings in requests for our help that we lose sight of who. We are what we were hard to do and how to achieve our goals. Time is a scarce resource in any leader who cannot control their use of it will undermine the entire team's collective efforts and disappoint them are reaching targets we give ourselves free passes in procrastinate every chance we get otherwise it wouldn't be so many books on time management.
Am I Spending Too Much on Tools and Software?
"So craig writes in and asks. Hey am i spending too much. On software and subscription tools. I spend over a grand every single year on these tools. And i wanna. I say that you know eight thousand dollars. Sounds a lot when i just say eight thousand dollars but it's all relative really. It depends on how much you're earning depends on how many customers you have been on. The you know the nature of your business and how uses these tools. You're spending a grand a year but with those tools you're earning a hundred grand then. It's not a bad thing because those are basically you're running costs to run a business. You might have cost involved but most people that spend money on online business. Spend most of their money on tools and hosting and things like that again. I want to stress the relativity of this whole you know. Eight thousand dollars does sound like a lot. But our software business between hosting and development sas products and deployment tools and email marketing. We spent well over a hundred thousand dollars a month on tools and subscription services. But again it's all of our costs because we run a software company. I i want to talk about what tools really are worth spending money on and we'll talk about how to maximize tool so before you start cutting out. Let's see some of these tools. Are things that you actually should invest in number one you of say hosting a lot of people go really cheap their website hosting whether they're on a shared server or they're on some sort of dinky hosting plan spending a bit more on your website hosting and having a dedicated server is going to speed up things. It's gonna love the Website the faster have a better experience for your customers. It's the home. It's the home of your business and you need to make sure you're spending good money on a good foundation. A of people forget this. Skip this and spend really like less than ten dollars a month. That's okay when you're just getting started to have a proof of concept once you have customers rolling through the door you need to improve and upgrade your experience so spending money on that is not so bad. Most people spend like ten dollars on their website hosting because we really value experience for customers for our websites. We spent six hundred dollars a month on website hosting a virtual private server.
Interview With Bridget Frey, CTO Redfin
"So much for joining us on the restless ones. I am very pleased to have you. Here is my guest. Thanks for having me Beer and i love to start off these conversations by learning a little bit more about the people. I'm speaking with and so i'm very curious. What was it that sparked your love of technology. Wasn't an apple computer it was you. Might you might know that story a little bit about it. So my dad isn't appliance sales repairman. And when i was five he showed up at her house with this big box and put it in. The kitchen in inside was apple. Two years early apple computer and to him. It was really just like dishwasher where you get a manual read instructions you figure out how to use it and so my earliest experiences with -nology peter was just learning to code. That's fantastic yeah. I also was t-the apple to myself. He remember the the hello world and you know ten print. I go is. It is kinda complicated since then. Once once i got beyond the basic programming language things got out of my wheelhouse pretty quickly. But from what i understand. You really went down that pathway wholeheartedly. Your love was sparked early on. But when did you decide that this is something i actually want study. By the time. I got to high school. I actually was really fortunate that we had a computer science class and a clo- that were operating in my high school now. It's meeting more comment. But i also had as email computer science teacher who was really inspirational to me and so i think that those experiences helped to make me feel. I belong to in the tech industry at these formative years. And i also i was. I loved the idea of using our loans in technology to solve problems in so those things really crystallized at a time out of school i'm already
Tips for Speaking on Stage and on TV
"Into the show steven. Thank you very much for heavy mates pleasure to be here. What was your first experience. I'm being on stage and then on tv by first experience of being on stage believe on was a childhood one a back in what we call it in the united kingdom junior school. I often put myself forward to always be in school. Plays on or close place and Was was fortunate. Enough of more than one occasion to to land a starring role So my first experience of actually being on stage and enjoying that interaction with the audience and feeling that connection with the audience was very very early. I it wasn't until my my late thirties. I actually did any television. And that was a very very different experience a because there are so many things that can go wrong with television in terms of technology and lighting. And you know that whole stress of lots of lights and looking into a camera not feeling the energy of an audience. So those what might those are. My two experiences speaking on stage professionally. I've been doing for for a long long time You know right right back in my twenties. I was on stage In some form women other weather talking to you know groups of retailers whether i talking to chambers of commerce and again for me it's that it's that connection that sucking in the energy of the people around you and interacting. That's the thing i love much.
How to Take Your Business From Unpredictable to Wildly Profitable
"It was three a m. I was laying in bed asleep and the phone rang. It woke me up. I sat up in bed. Put the phone to my ear. Inn knew it was bad. I jumped out of bed. Got dressed hopped in my car. Hit the highway going eighty miles an hour. The sun was coming up. And i made a turn on the street. Where my law firm was. I pulled into the parking lot. And i saw my beautiful law firm burning to the ground. My secretary lauri also got the call from the fire department and we sat in the parking lot hugged and cried. I immediately started thinking about the workday ahead and my clients and my staff howard. The lawyers gonna get their files. Some are going to be in court and just a few hours. And what about the new clients calling my firm. That morning will back to that in a minute. This wasn't the worst fire. I have ever experienced by the way a couple of years later. I got a call in the afternoon from the person who sent me the most business out of anybody. He sent me seventy percent of my business. He was the guerrilla. Tv lawyer my town and he had never called myself on before he said. We need to meet today. I knew immediately that another fire was brewing. He had never been to my office before we had been sending him over four million dollars a year in referral fees and i was extremely indebted to this person. He came in sat on my couch and he said we are no longer setting you business. What i began to panic he walked out. I was given no reason and one short meeting. I felt like my entire identity and livelihood was destroyed.
The Role of Brand Marketing in Women's Sports with Jennifer McClearen
"One of the things that self talk about on this podcast quiet bays that gap between the marketing noise and the reality of the value in terms of the women's side. What do you think about that. Because if i'm in charge of a big marketing budget. I can see actually women fighter who has attained a certain level of fame that becomes much more in some ways. There's more to that story than there is pabst to a male counterpart one of the things that i noticed about your book was the what you're saying is essentially. The women are carrying more of the marketing load. They are doing more of that work. Because you're broadening the brand of the rights holder and then associated with the sponsors. Well do you think there's something in that in terms of just the way in which that the brand purpose movement is playing into this. Oh absolutely i think. Laura looted this in the beginning when we first started talking about. How female athletes often see. They see their participation in the sport s beyond themselves. Because it's more of a cause so there is this growing movement within minutes women's sports that really views women's sports as a cause that brands can then conduct themselves to that costs. Because there is this dr on social media for example fans are often encouraging other fans to watch women's sports. Because is how change happens. This is how you show sponsors that the sports matter to you that you want to watch and i think brands are also picking up on the ways that can motivate particularly the audience spaces that tend to watch women's force because at least in the us the audiences that tend to watch on sports or more progressive in war in lend themselves more to supporting issues like women's rights or lgbtq rights and what brands are picking up on. Is that in order to reach that particular. That particular audience demographic is that you need to attach yourself to to sports to women's sports in a way that is furthering. The
Bootstrap Your Dream With Mukesh Alex Vaidya
"Mckay. Sh- alex say what's up to fire nation and share something that you believe about becoming successful that most people disagree with thank you so much jerry. Having mean this amazing podcast furnish s agus emigrate. This podcast. and you're one of the true inspirational stories which i follow early. Disley hanky frankly frankly speaking. This is a chill factor moment. No coming to one thing. I believe about becoming successfully. Is that if you're good at something and if you are genuinely ready to share that knowledge with the world you will become massively successful. This era where information is at everybody's fingertips yet it is misinformation and lies which is reading fast. We need more knowledge angeles to spread through knowledge across the world. Even if you study history you can find that this is true. Ancient civilizations flourished when their knowledge evangelizing this authority like mesopotamia civilization or roman civilisational vedic india or this civilization flourished when their culture of sharing knowledge but unfortunately obstructionism started creeping into the society. All these civilizations declined so this is a fact. I think a b. Everybody agreeing with but this really makes people massively
Steps to Help You Create Your First Offer
"I wanna talk to you about your introductory offer now. I coined the term baby offer. I dunno like maybe ten years ago. And i think a baby offer is just hopefully a a way to look at the first offer that you make that is less intimidating. Oftentimes you'll hear business mentors and advisers. Tell you like dream bigger. You gotta dream big. You gotta go big. And i think that when we do that sometimes we make mistakes and we go to big and we create something that is more advanced than our lifer is ready for or more expensive than your relationship has the merit to command if that makes sense so in other words if my lifer has just this is the very first podcast you've ever listened to and you're just getting to know me and i tell you i've got this amazing course that teaches. You need to know about business marketing. And it's twenty five hundred dollars. You're not ready for that. We don't have a relationship on that level yet. I need to prove myself to you. You need to invest a much smaller dollar amount. And see that i can deliver and then some and that it works for you and that you trust my way of teaching and that creates a level of trust then allows you to make the next greater investment now. Certainly there are always exceptions to this right. Like if i have some pretty incredible marketing in place and you stumble upon an add your cold viewer or a cold audience. You don't know who i am. You haven't spent any time on my podcast. We haven't spent any time together. And you have a need and we have done an amazing job of targeting those people who already can afford or already at a level where they understand making that type of investment and the return on investment. Yeah that could happen but more often than not businesses about relationships. It's about figuring out if we trust people and how we can work together and we build on that in the way that we build on that is by creating a customer journey.
3 Habits That Will Change Your Business and Life
"The good thing about habits is that once you form them. They're actually hard to shake. Actually become who you are because a big part of your life and you don't let them go with other good or bad but sometimes starting a new habit is really hard to pick up so throughout today's lesson. I'm gonna give you some tips on how to pick up this habit how to make it. A part of your life had a stay consistent until it becomes one. You just can't shake a lot of research out there about habits. One of my books is charles. Do higgs book the power of habit. And there's a lot of studies about how long it takes the form a habit. You'll hear thirty days you'll hear twenty days but the study found that i really trust and what i actually found has worked for me or a has been true to me is habits. Really gift formed within forty days. Let me is a little over a month just under six weeks if you think about it. If you do something for six weeks it just becomes a part of your life. That's all pretty long time in terms of doing something consistently personally. I think that twenty days kinda short It's easy to kind of get out of habit between the twenty and thirty day mark and of course it all depends on how challenging creating or picking up. This new habit is for you personally. So i like these rule from a forty days. Do this for forty days and you will make it a part of your life do for four days straight and you will regret so this with the first habit that will change your business in life and i know when you hear some of these are going to be like really omar. Yes and i will explain so the first habit is waking up early. I know this sounds like you've heard it before. And so many people say this. And yeah omar. I read the miracle morning by hal. Our odd and i know that all the best achievers do this but this is really hard. Well there's a reason why you've heard so many times. There's a reason why you know all the cheever's jewett is because this actually works. This actually helps you in so many ways
Envisioning Better Social Media Planning Using Planable With Xenia Muntean
"What it does plannable. Do what problems does it solve. That you found that is out there. Because i mean i'm used a bunch of these other tools and it was like Really doesn't do what i wanted to but i found that plannable is much more flexible in does a lot more. I used to those tools myself swell in my agency days. We were building a lot of what's called in. The industry editorial content calendars and so we were building a lot of those calendars for clients. And we were a bunch of people in in my agency that you know. We're we're collaborating between each other. We were working exchanging feedback on the content. Iterating on it. And we were doing all of this. And this excel file and in a spreadsheet and it wasn't the best environment it wasn't visual. We can really see how power content is gonna look like in the end And there was just because of the because we were using so many tools spreadsheets and then potentially email to discuss those spreadsheets. And then something like a google drive folder to keep all the assets or videos and jefferson images So that we can link them in the spreadsheet because there are so many tools entire mishmash of tools. A lot of time was just being wasted on on this back and forth and on this inefficient process. And i felt like our time Team could have been better spent if we could have voted a lot of those tedious tasks. And i tried a bunch of tools that do social media management and help you with scheduling and all of that and i thought they were doing a great job when it comes to publishing and scheduling but the backhand everything happens behind the scenes. Before you know what you actually want to schedule the entire planning. Collaboration i felt like that was a problem. That wasn't really served in the industry Especially if there's multiple people involved in the process if you have someone else in assistant that's helping you out with the with your content or You know if you if you have a huge social media team twenty people on board. They really do need some kind of way to organize themselves. And that's exactly plannable. does it. just it unites. Social media teams brings them literally on the same page offers them away of planning content. That is in a in a in a very accurate visual way.
Impact of the Death of 3rd Party Cookies With Vlad Zhovtenko
"My big question about the death of third party. Cookies is what was wrong with third party cookies. What was wrong with the ad tracking and attribution and data collection on somebody else's sites. Why was there a need for the regulation and the departure from this tracking technology in the first place. I think the decision to remove the focus is doing by the biggest tech place. It's basically epo facebook Essence google because adults are the companies have the highest amount of i by data which would meant to say this gives them a very strong competitive edge against all the other companies clues to strive on. Stoplight tra- marketing where you don't need to have huge database. Don't anything can program medically blog into worldwide exchange of precious and hunt for where cheap efforts of specific people on some websites while those people ayatollah to audience. And you get the results. You guys are the conventions. The first result of death Those days would begun forever. Okay so the large platforms the facebooks. Google's the apple's of the world who have lots of first party data because they have access to an account for everyone. Everyone's using google facebook and apple. They don't want you to go onto tabua an out brain and the trade desk and all the other places where you're buying your programmatic dorian. Just say gimme cheap clicks for this profile and then i'll retarget them on some of the other platforms that we mentioned before basically facebook apple and google want you to come to their platform and pay a premium to get access for users where they've collected their first party. Data exempt whereby. I think it's a good move for arrows web published just because now that data is something before that pro. Everybody could This business this website. So i have his profile now to find out that somebody wasn't particular website you need to pay for the data or basically to by the ads on the particular website in advertising
What Is a Press Release and Why Is It Important?
"What exactly. Mickey is a press release. And how the heck do they even work. Press releases basically announcement to the media It's usually britain very objectively. Third person pretty boring it's Basically explains the who. What when where. How and why of what you're announcing You know we see a lot of them that are like a new hire at a company like a new vice president of hr something like that and those are the worst types of press releases. But they're also the most common type of that we see and so we want to talk about not just doing the common. We want to talk about doing the above the beyond an really writing that winning press release. Let's go to some pretty deep detail. Now give us some tips. Give some tactics. Give us some strategies for taking a winning not losing a winning press release. I think the thing that a lot of people get tripped up with press releases they spend a lot of time writing and following the format of what a a good press releases The headline is of course the most important aspect. Because you lead with that. And it's what journalists see when they are on a news wire like peer newswire looking at press releases and that determines whether they drill down so a headline is important. And you know the writing is important but it's not very important the most important part of the press releases strategy behind it. What are you announcing I would say eighty percent of the press releases that i moved e releases. Don't do anything. They get zero media pickup. And it's not surprising because a lot of the press releases that were moving aren't newsworthy. They don't move the needle there. Nobody really cares about a personnel change at your company or the fact that your website is now you know mobile responsive It you may have invested a lot in that but it's not something that a journalist as a gatekeeper is going to want to share with his audience. So you have to sort of think. What can i announce. Or what can i say From my company That journalists would want to share with his readers viewers in the case of tv or or listeners. With a
How to Wow Your Customers With Little Things
"I learn about the strategy. How to wow your customers with very little things from derek sievers. When i read his book anything you want. Derek did something that costs him absolutely nothing but made an incredible impression on his customers. And that was sending a very creative and thoughtful confirmation email to all his customers typically. When you order something online you just get a standard confirmation email. Hey this confirms her order. Here's your receipt. Thanks for shopping at this store. Derek said this is very very good opportunity for me to make a great impression. People are waiting for this confirmation email. They're checking their inbox. I have their full attention. Let me delight them now. I'm not gonna read you. Derek's actual confirmation email. You can actually google it. Just go to google and right. Derek sievers confirmation email. And i'm sure you will find it. It is worth the read but just to give you an idea. He created a great little story in painted a picture for each customer of how happy and excited the whole team is that they bought from his company. Cd baby it's funny is cheeky. It's a memorable and of course it's viral marketing because people loved it so much. They forwarded the email to their friends. They told their friends and family bussey db because of the confirmation email. It cost him nothing but a little creativity. So what else. What else can you do to while your customers with very little investment. Well let's stick to email one of the ways that you can do. This is to write delightful emails. I learned this from matthew kimberley. Who gave an amazing workshop To our weather ninja and his whole theory is hey instead of trying to send emails. Sue everybody on your email us with blog posts and infinite tactics tips. Just send emails. That are fun to read. That are interesting. You can share stories from your childhood or your plans for your next vacation and people will read them. Because they'll find you interesting
Selling Your Business Is Simpler Than You Think
"Allegedly. Welcome to the podcast. Thank you mike. I'm happy to be europe. It's great to finally get to talk to you types. You all this hype here. And he remember we've talked quite a bit through email and also in the webinars but this is the first one. I think i've heard your voice. Oh okay actually met once and dewey. Yeah where was that are we. Sarah scott volkers. He had a couple years ago. You forgot it was like brand accelerator live. That was a great event. And i apologize. I mean i end up back in the days. When we had events i would meet to three hundred people you know at one time. It's hard to keep everybody straight and so correct. But i'm glad that we got a chance to to meet then and now i've done the know your snell if we met i would really remember you. You've been an awesome addition to the community and it's cool. I think that whenever we start a business we don't think about necessarily like. I want to sell it one day but ultimately i guess that is the goal at the end the day. If you really think about it you don't start it to just eventually folded or close it or give up on any of those things. I think the ultimate goal is to sell it. And you've reached that part of the journey. So i think that it will be cold to go back and kind of chronologically talk about and talk about the shell when we get to that point so. I'm looking forward to doing that. Yeah so i always ask this. I mean like how did you get. Starting e commerce whole thing it started is a great story. I think i started when i'm sixty one years old. I just kinda looked at what we had saved. My husband. And i and i went. You know. i think we're not gonna have enough one or die starting ecommerce business and at that time the amazing selling machine was opening. Its doors and i just jumped in and went okay. I can learn anything. I'll give it a try and reinvent myself. So that's what i did. I i had no idea I was ever going to really make any major dollars. I thought what i was gonna do and hopefully was maybe three or four thousand dollars profit every month to our bottom line and that would be great. But i reached cycle and four
How to Optimize an Underperforming Sales Team With Ali Mirza
"Pull us apart. How to optimize an underperforming sales team. I think there's a there's a little bit of a framework you had. Let's let's see what we can do. Absolutely so i had kicking off so effectively soviet. Ceo and you'll look at beulah. Guide your sales team. And they're missing numbers right partial And talk to them. But let's say you don't have a sales and you gotta figure out okay. What do i do now. Unfortunately at this point just telling them to work harder. He's not going to solve the problem now in may but i i will tell you this moselle teams. Don't work hard enough however that you have to ask. A wire are right because in theory. If they knew that their efforts would result in results they probably would do it. It's that the fact that they don't believe that the harder they work the more money they will make or the more sales than women. Do you have to really take a step back and allies okay. What is going on the bigger out. What the challenges. Nine times out of ten challenge is the conference of the sales team in what it is doing. Hardback can be solved with training. But most of that has to be solved with in my opinion with strategy. So if you explain to a sales person hey this is. Why is profitable by jewett in this particular manner. Say this in this way. This is your position. this is your angle. This is your pitch if you explain that in a in a compelling way they believe that they buy it they stand the internalize it. They will actually do it now from there once. You've saw that from there then. It's about setting those clear expectations right too. Many with be sales leader. Ceo's whoever had these conversations and nothing changes after the fact and that that's the problem with the execution because expectations weren't set clearly inside those meetings. The crucial conversation was never had which was okay. Now that you were wealthy provision now that you are well armed what are you going to do about it and you cannot let them get away. Get out of your room your office and let them just basically just have to work Try weaves a clear expectations. What does that look like by too much. Bdr's okay how many more calls. What is the result of these calls. You're talking to your eight year. you're closer okay. i'm anymore discovery calls. How many more you know proposal send out what is going to be hit rate of proposals out only myself to descend proposed the safest and not proposal Numbers and magic. Something will turn up not up so we need to have those clarifications on that accountability set.
Partnering to Reduce Risk & Do More Exciting Work with Frank Hannigan
"Let me ask you a little bit by strategy cried. So are you an employee strategy Are you a founder and owner. Yes the way we have. We have four partners at the moment. They run the company and we work together. We work separately. And that's the way it's almost like is not dissimilar to the way legal practices were so we have four partner shack. Roddy margaret's myself. Our hoping to more each of them have domain expertise and also vertical experience and so they will have sense. We would prefer to all his work in paris. So i would have worked in paris number of our people both partners in the socio. That's how that's much more effective because it the risks from the client's perspective but also you tend to have applied effect if you have two guys coming in to the same problem with a different lens. But sometimes we we all work on the same problem so we all work on projects. French fries added together. Which is grateful and again you got network effects. Were having a smart people. Beat each other up beating each other up our ideas up together and that's good because we trust each other but we have different starting points right. Different perspectives on the same problem. Okay so one question. I think the people struggle with is is what actually is strategy. And you've got right there in the name and you are an expert in strategy strategy consultant. So can we talk about strategy for me. Because i think people struggle with trying to pin it down define what it is. I think if you can't explain what it is. Whatever your domain then you don't know enough about it so a strategy for me is desperately simple. It's from a latin. Were from a greek word which means generalship. So it's the organization of people resources over time to achieve and calm and we work with the way we work with companies is to try and make that a simple in as practical as operational as we can so typically we will start off not what the mission vision objective statements. We'll start off. We have a mapping process which we've developed over the last five years we help them to talk about the roots of their complete who they are where they came from a wide. They set up their company than we try and get them to inc where they are right now at their value proposition is ripe. Know what their client base is right. Now what their sweet spot customers right now. Are we build a whole range of if you like information that allows them to sit back and go. Well actually yeah. I kind of knew all this. But i never saw renton data maps
Must Read: Blue Ocean Strategy
"Blue ocean strategy. Why is this such a must read book. This is great. Even if you're just getting started in fact it probably be even more important if you're just getting started if you're an established business is just as powerful and helpful. Most companies operate in a red ocean red ocean markets. It's called rid ocean because it's marked by its intense bloody competition but it doesn't have to be this way by following the systematic process that they share in the book. You can make what's called a blue ocean shift that moves you beyond competition and opens up brand new untapped market opportunities a good portion of i would say the first fifteen to twenty percent of this book is drilling home. What a blue ocean is and why it's so important to have or create for your business. Most of us will go into a market that has competition that has other players offering the same thing we we think we can do better but essentially we are in a red ocean. It's super hard to stand out and to grow rapidly and half sustainable success when you're in a red ocean because the competition is so fierce you release one feature or one extra thing. So does your competition you lower. Prices sodas your competition it's cutthroat. It's incredibly stressful. And it's not creative and yet most of all do this. We opened a pizzeria. When there are other pizzerias in the neighborhood thinking our is going to taste better. And we're gonna be better. You write a business book thinking that this business book is going to help other entrepreneurs better than other books belong. Behold you're competing with so many books in the business category in amazon. These are just examples.
Creating a Marketing Strategy for Extending Your Business Internationally
"Let's walk through what you think. The right strategy is when you're thinking about extending your business outside of your current territory into new markets. What's the playbook for launching a new product line. A new country was a great question bed because we not only help. Climb sloan new countries but obviously nation state where was looking to expand out since we what we've clients from across europe as well as constant state senator was say we have bring the far east so the real challenge first of all is to understand way. Your biggest opportunity is the truth. Is that launching. Internationally is quite time. Consuming can be quite expensive. So you really want to. Because you're aware. The opportunity is an understanding that from your product or service to me is the first challenge this ways. You can do that in terms of research but a lot of it depends on new understanding who your customers are. I meant being identify in which countries like exist. let's us a case study or a hypothetical. Let sam running a sast business for us on helping corporate executives move from an executive role to a consulting practice and it's available here in the united states. I'm thinking about launching in europe. Talked me about how you'd think about positioning that product. And what are the markets. That i should select. So that's a great idea. Instead of launching that internationally because see a lot of countries have executives that had not made that transition in consulting. I think assess thing you really need to think about is like more rich so even if your working with executives who have good english as a second language it's still going to be harder to sell to countries where the primary language is english. So it's me one of the challenges of the sas business is always about whether localized with language. Or whether you're going to launch just in english that doesn't rule out in launch. Levers apple jam neil steinberg france but it means you need to think slightly differently about how you approach that
Michael Jackness Compares E-Commerce and Affiliate Sites
"Being cutting edge above being a first mover advantage like the people that can get there. I know they're doing and hang onto it. I mean there's a lot of different opportunities but what's interesting. Is that you now believe that. E commerce is actually better than affiliate marketing and affiliate sites in some ways and in some ways. It's actually worse kind of. Let's talk about both of those size. Like why is e commerce better than affiliate sites in also. Is it worse. I think when you you've done both you can obviously compare and having the pleasure doing affiliate marketing to begin with. I think that there's this relationship when whoever you are your marketing for need you way more than you need them and as they get bigger the relationship kind of flips its head a little bit and so there was a lot of times where we had worked really hard to build up affiliate pages reviews and etc Legitimate pull out work into it and felt like we were partnered with these people but at some point of being counters like alley really publishing. It'd be paying these guys that much or at all and they reduce or eliminate their affiliate program in you realize how little control you have over your destiny at that point in. It's a pretty brutal feeling that a brutal feeling and one thing. I kind of want to dive into is some more details about e commerce. I but what's specifically worse about a phillies sites via e commerce. You don't own really anything except for the content site and you can build a brand and you can own the content. But if you're type of affiliates site that is built around let's say online poker you're sending traffic to the number one and number two poker room and it's all based on reviews that room or things that you've done about that Then that goes away. It's you know kind of a kick in the in the rear amazon's
How to Motivate Your Remote Team
"I wanna start today's lesson about busting meth when it comes to motivating any team physical or remote if you're using words if you're using speeches free using praise and charm and just trying to raw your team into motivation. This the only thing you do. That's not gonna work. Those things don't hurt. People need to hear kind word. People need to feel recognize. People like to know that they're valued but words alone. Don't move the needle. And it's not sustainable. You can't continually pump up your team always especially if you're remote. This is why. I recommend these three strategies all share with you today because it has nothing to do with what you say. It actually has a lot to do with what you do. So let's jump into strategy number one and this one is quite simple. If you wanna have a motivated team motivated players. Hire them from the get-go. Here's the thing i learned in business hiring people for the last decade people. That are motivated. People have a good attitude that are self starters that don't need external forces to do what they have to do. They're just ready to go. Get it every day. That's inside them. No one gives it to them. That's a choice. they make okay. It's really hard to train that to give that to someone. So why make your life heart as a business owner fine people like that already. An higher within you won't winners higher winters. That's how you get a winning team The yankees no this the major league baseball team that won so many championships because they know they get great players on the team. Chances are they're gonna win. The same thing goes with business and this is what. I mean by motivate players. I mean people that make you feel energized. After spending some time with him if you interview somebody and at the end of the interview you feel both arctic. You feel down. You don't feel motivated. That's a bad side. A lot of people hire people like that because really all the resumes. Great the great experience. But they're on the interview and they're not motivated you think they're going to be motivated and positive and be a great influence on your team day in and day out when you hire them.
The Email Paramedic: Reviving Dead Subscribers with Troy Ericson
"Sometimes business owners only look at it way like. I don't know how to do this. I need somebody who can save me. Time indistinct us off my plate. But i wanna point out that when you have somebody managing your list for you. They don't just set it up. They actually find a lot of missing out on so for example in my favorite things to do is to go into automations touch them up. So very simple example would be Somebody hasn't abandoned cart. Email while i make it abandon car emails so like instead of one or two turns into three to five or in some cases like seven if they go into a particular series. We'll have browse abandons. Some people don't have like some kind of re engagement strategy. Some people don't have tracking set up to know when people are engaged How they should be using list hygiene properly on another thing too is any time for one of my clients any time somebody to a certain products for offer or calendar for the first time and they don't book or take action that we want them to take they get a follow up email about it answers a lot of their objections. So all these ways to like find money on your list literally just hatching holes with emails And that's where the strategy comes into play where you have. Somebody really intelligent engine. And they're literally finding money for you All the time and these emails once assembled their automated. So you know that you're not missing out on anything when you've got somebody mart manager west. Yeah i mean the the thing is with email list management is. You don't know what you don't know. That's how i see it. Is that once you get somebody to do it. And you start seeing the value hard for people to qualify paying somebody to send a couple of emails. But then like i said as for me is after i got into. It was like holy shit. This is insane. This is intense stuff like whereas i i before i got into it. It was like oh yeah. I'll just throw a couple emails and that'll be it so i do see. I definitely agree with. There's so much value there and there's so many things that you can do and how to communicate with people and how to make things work better at least for me we've we've Automated one process of one part of the business. And it's taken away like so much just like back and forth work Just because it's all getting done automatically and people are
Dan Ariely on How To Win Big by Betting on Human Capital
"We're going to be speaking with den orioli his famous behavioral economist at duke university and he is also the co founder of a firm called irrational capital. This formed five years ago. And it pursues the idea of looking at a company's human capital factor as a as something that could drive out in an investment to. I don't even know. The human capital factor is. But i'm excited to hear Dan talk about it and what he's learned in five years dan. Thank you so much for coming on odd. Lots my pleasure to be here. Well first of all. I love the name irrational. I love the name irrational capital. It's perfect but i'm curious. What is the founding story of this the funding stories. I'm a university professor. I do research on few things but among them human motivation and in my academic career. I've from time to time. I go to company and i change things around by change bonuses. I tried to increase productivity. Tried to get people to care more about work in my my experience has been. It's always been very easy to come and improve what people do in increasing evasion because most companies. Just don't think about this very carefully if you think about age ourem. Hr is usually a function that is about legal issues in. I don't know training modules. Yeah but but it's not really a function that says let's just get the best out of people just think about. How do we motivate people. How do we get people to come happy to work. So i've been doing this for a long time and it's it's easy to do and it's it's it's helpful but when i met david my partner me whether i think that we could also look at something broader the consent of one company to time whether there's some way to look at companies see how they treat their employees how the employees feel about the company. And whether this could predict stock region. And i said i don't know what the answer. I don't know this the standard answer but we can try it out so we went on the hunt for data to see whether this hypothesis would albano not and it turns out it holds very
Building The Build To Sell Business
"For your business be valuable. It has to be something that will work without you and that is really the essence of a valuable company. That when you take the owner out of the equation for a moment does the business continued to thrive and that's really the essence of all of the works that we do is is structure and this is not a new concept. Michael gerber course. The very famous author wrote the ems sort of coined. This term work on not in your company similar principles but the idea is for your company to have transferable value could sell it effectively. What it has to succeed without you. When i read built to sell i wasn't at a million dollars in revenue. I was that probably about ten thousand dollars of revenue. I just left running the marketing department at an early stage startup. i started a professional services. Business i had brought on my first client and i didn't know what i was doing. I was in what i call the. Atm phase which is anything for money and somebody needed some marketing help. And i said great. I'll take it. And fortunately for me. I ran into the podcast and the book and while creating a system where the owner can be replaced from. The business is one of the primary takeaway. One of my biggest takeaways was building a set of systems and products for services business. Instead of saying i'm going to come in and solve your problems it was. These are the things that i can sell. You hear my products. Here's how am packaging the work that i'm doing in a formalized systematic way which led me from being a. I'm a random marketing consultant to. I am someone who does brand development and marketing strategy. And here's how. I think about the differences between these two products and because their products. Here's how i seldom. Here's how much they cost. Here's how long it takes to deliver. And i have a standard deliverable with me scale my consulting
Do I Need a Website if I Don't Have a Product Yet?
"Patties questioned about selling products. Just off social media. Not having a website is a brilliant one because there are many people that start out this way and don't know really if it's necessary or win to move to an actual website. I very very strong opinions about this topic. And the best way for me to explain why i believe you should have. A website is through an analogy. And then i'm gonna ask you a question to really get you thinking so the analogy i can think of. Is you know you can buy a home and move in and sleep in the home and have as sheltered your place of residence or you can buy a tent and you can pitch the tent on somebody else's property or even you know a public park in the moment you might think. Hey this works. The tent is giving me shelter. The weather's nice. I'm okay but the weather not always going to be nice and right now. No one's complaining but that land that you're pushing her tent on it's not yours and anybody can kick you out anytime they can kick you off that land versus home own. That's built on agree foundation that no matter what the weather is still going to hold now the reason why give this metaphor metaphors because when you build your business on social media. That's exactly what it is. You're building on somebody else's property. You don't own instagram instagram. Changing algorithm can kick you off can do whatever they want. And maybe unlikely but it's possible and you'll have the ability to do anything you want in your corner of the internet. You're limited to what instagram for example allows and by the way anything that you put on. Instagram is instagram's property those images. You put up there not copyrighted anymore. Part of their terms and services at all the continents there. They can do what they want with your on their servers odyssey most of us don't read these terms and conditions but give it a read if you want to. You will see. And i don't want to be too harsh about this because i do think it's good 'cause you're getting started with it and it gives them traction. You're getting some sales and is a good place to start. But now they have some buyer's it's time for you to move to a website.
Performance Marketing In The Influencer World with Shane Austrie
"Talking about performance marketing when you're actually trying to drive clicks direct response results in today's disaggregated influencers and creator focused world traditionally influence market. And i've been doing it. Ever since. Two thousand fifteen but as it became more pauperize after twenty eighteen basically we have seen be integrated a lot more into experts companies instead of just guerrilla marketing by smaller companies. You'll see enterprise companies actually put this into their one year plan however they put it underneath. The brand awareness budget is not underneath the performance marketing budget. Best the issue because freeness influence the marketing. It's more possible realize and if you look back at the beginning of the internet. We did the same exact thing where we had platform. He had opportunities to advertise at us. Irs and just charge on. We'll think of as a brand where does not charge me on a cost per view and not care about our why but as we know yes. Brand awareness is important for ltv along ltv. However with his marketing we do need to see return before. Marketing is a whole budget by itself within most enterprises so now that it was marketed is now mainstream. The question is hey wiser. William brand wears why can be performance market. And that's something that's actually being worked on by my team and i and we're constantly working see. Hey what brands and what. Creators can net so the caramel synergetic leadership to me. It's an ad tracking issue. That's the problem here. We say influence marketing. It's a awareness driving campaign because they're on instagram and they post a photo of whatever product we have and we can't track whether that person comes into maybe there's a promo code or vanity. You are album. You're only capturing a small percentage of the people that are actually exposed the ad that come to your website and then redeem that code. So it's really hard to track so it must be just good for awareness. It's not driving direct response results if we can't track it
Asynchronous Sales Communication With Darin Dawson
"Welcome to the show. Thanks great to be back with you. Man it's good to see you. Yeah great to see you again. So i know there's probably not many folks who aren't familiar with bomb but just in case there's any. I'm sure there's plenty. Yeah so we're a platform that we enable human senator communication. We want you to be face to face more often than more people in the way we do that through video so it very simple free to create video send video through any medium. You might use whether it'd be email text messenger linked in social media things like that and you might think well. Don't those platforms already do that. Yes but We enable you to know what's going on on the other side of that communication so we focused most of our time on the recipient experience. And the how your recipient engages with this type of interaction. Did they watch it you know. Do they like it. Can we get more engagement from them. Can comment on it so You know subject just this one way kind of sending something in waiting and wondering maybe at some points depending where you're at in your career. Did they receive it did they. Do they care. We help you to understand that more. Yeah i mean this is sort of interesting idea never wants to call it a synchronous video usage. Here's a. I like to call video messaging just to keep it simple but i think that interesting. I saw them awake. What's happened in twenty twenty and People serve being fatigued by zoom. Wasn't so the effectiveness of videos. They're saying yeah. I i want to interact with with my buyer. Faleh used video but it doesn't need to be live right. I want them to see me. I think i even think that a lot of ways but even before the pandemic we we handcuff the best talents. Maybe of sales people of our customer success people of of maybe ourselves when we just send an email black tax screen and when we know that humans emote they. They have an operation right. I talk with my hands. You can see that if you're watching this the way we communicate often is more verbal than it is burger definitely written we lose even more and so bringing that back and when when i was removed from us absolute ability to be face to face at all. People found this as a way to kind of circumvent the problem but now i think they're finding it now more. It's becoming more of the norm
Have We Reached the End of the Digital Transformation Road?
"All right i wanna get right into it. There's something you write about quite a bit. On linked in that process intelligence fortress iq is also in the domain what is processed intelligence so process intelligence is about the automatic and continuous acquisition of processed data. And we're doing it at speed and at scale across every process every application every department and the goal is really to provide fast in clear and accurate visibility into the current state of your organization's processes. You know we want to eliminate those unknowns to really enable companies to better plan and better execute and the whole ideas is. You don't understand your current state. It is so hard to get to that magical future state and if you step back and think about it logically It makes sense. You know you can't get from point. Eight point v. If you don't know where point is if you don't know where you're starting from. Google maps can get you from boston new york pretty easily so long it takes if their tolls if there's an option to take a plane but if you say hey i want to go to new york. It's at all it doesn't know where you are currently and it's no different for an organization and in a fundamentally people don't understand how their organization truly functions at that granular user activity level.
Think Like Amazon With Business Advisor, Author John Rossman
"One of the things that i've thought a lot about you know. Obviously since the pandemic is companies like amazon amazon probably being the number one non government entity have become an essential service in the united states if we think about the pandemic and we think about how much most of us relied on amazon. You know when people bitch about the company for one reason or another. Maybe there's legitimate things to you know but this is a private company started by an entrepreneur. Who how old is the company now. John twenty five years roughly twenty five years. Roughly twenty five years and in twenty five years becomes an essential service. Not unlike the internet itself or electricity. Or do you think. I'm over my skis. On that assessment. I think You touch on several really important points there. The i is. It doesn't get highlighted enough. That i think amazon. And jeff bezos is the american story. Right here is a guy who bet on himself. Pushed all of his chips into the center. Risked a great career great job a left. The yearly bonus behind left shaw moved to seattle and it doesn't happen right away right like like it's not like oh it's the success. It takes literally two decades for them to really become the juggernaut that we know of right and i was an amazon for four years early. Two thousand two through late two thousand five stock was essentially flat all four of those years. It was flat for about four years. After i left jeff believed and acted exactly the same then as he does now. And that's where these leadership principles the fire of where these things were born from wasn't in good time. It was in bad times times when people weren't believing us the stock was down. We were being doubted. We weren't getting all the business results that we want it. He acted exactly like he acts.