Learn To Scale Your Business Marketing Through All In One Tool - ft. Bryan Citrin | TNS 07

What's going on? What's going on, everyone who's watching this show right now? First of all, everyone who's watching this, welcome to The Nikhil Sai Show, which is hosted by me, The Nikhil Sai. Let's— and this, I'm super excited for this specific interview today because guess what? We are having another 2 Comma Club Award winner on the show today, and this is one of the craziest things which I've ever seen. Like, they are actually running a marketing firm when the word marketing itself isn't that famous, like it's 1980s. So it's just crazy again. So let's not waste any time and welcome Brian Citrin, who's the CEO at chiropracticadvertising.com and leadflows.com.

Hey Brian, how you doing?

Hey bud, yeah, I'm doing super great and thanks for joining on time, bud. How was your day so far?

It's been a great day. Glad to be here.

Yeah, yeah, absolutely, brother. We are super excited for you, bro, which is Awesome. Again, so Brian, like your story and your company and the tools you created, the way you're helping your clients, which is pretty amazing, right? So like, why don't you start with the backstory? Like how did all of this crazy stuff start in your life?

Yes. So it's funny. I have a Bachelor of Science in Entrepreneurship. And so, but as I was getting ready to graduate, I was praying about what I should do. I'm a Christian and I believe in God, but I also believe that God speaks to us today, not necessarily audibly. I was praying and I felt like God wanted me to move to LA and actually work for free and work for a nonprofit. And so even though I was the president of the Entrepreneurship Association, I wrote a business plan in college, I moved to LA to work with a mentorship group/campus ministry at UCLA, and we started taking missionary trips down to Haiti. So I've actually been to Haiti 26 times, and I've been to Vietnam 6 times, I've been to Europe, China, just making life better for people. And I was completely donor-backed, 100%, and it was difficult getting people to donate money to help good causes. And a friend of mine from college, he actually started a marketing agency, and so I started working with him and selling advertising on the side, but it really wasn't working. And I had like another business I tried starting, and it pretty much failed, and somebody had embezzled money from me. And another person who was really crucial in this business, they unfortunately abruptly passed away. And then another person, I ended up taking out like a loan to help pay their salary and they just couldn't do the job. And so I was like walking in Haiti trying to figure out what I should do, talking to my mentor of mine. And I really felt like God wanted me to go back and start something different that was like my own company. And I was praying, I felt that way, and my mentor was like, hey, you should just make your own business and not try to sell advertising for this other company. And what I had learned whenever I had started running, um, selling ads for my friend's company was that my father was selling— like, he's a chiropractor as well, my mom's chiropractor, and they had like a very successful chiropractic practice, um, in the '80s. And so what they were doing is in the '80s and '90s, before the internet even existed, my dad was selling CDs with examples of newspaper advertising, TV ad spots, etc., and different cool marketing campaigns that he'd run and he's like selling these things like on eBay and these other different places and people are buying it all over the country and he's sending them content. But then he kind of stopped doing that but he owned the domain name chiropracticadvertising.com which I had no clue he owned that domain name and I saw a lot of people in the digital marketing world, they were having success in the chiropractic space and I was like, well wait a minute, both my parents are chiropractors, And that alone, my dad owned that domain name, I was like, I should just go back and start a brand around this domain name and this legacy that my father had already created. And so when I got back to America from that trip in Haiti, I asked my uncle sitting at a restaurant if I could run ads for his chiropractic practice. And he agreed, and that's how it started. And then from there, he referred me somewhere else, and they referred me somewhere else, and it was like a ripple effect. To— and then we started running inbound advertising, and now, you know, we run chiropractic practice across the nation.

Oh wow, but like, that's a really interesting story, and I love the way you're running nonprofit, which is pretty amazing. Like, I've, I've seen very few people do this level of impact and trying to give back, which is crazy. Again, we definitely appreciate that, and we support you along the way in your journey, which is pretty awesome. And it's really amazing, but like, you know, being at rock bottom, trying to multiple failures in a row and doing all that crazy stuff, then really figure out coming back with what your parents was doing in 1980s, that's freaking awesome. And but like, and everyone look at the entrepreneurship like a, you know, easy stuff, right? Like, but everyone who actually runs a marketing agency understand how difficult it is to deliver results, right? Like they get clients and it's really hard to deliver results, right? So you as a marketing agency have been this particularly very successfully for a lot of chiropractors, right?

"So would you mind mentioning the strategy you use to get appointments for clients when you sign up?" In terms of getting appointments for chiropractors, the main thing that we do is we run traffic on Instagram and Facebook. We do some, we've done some Google, we've done some YouTube, but our bread and butter I'd say is Facebook and Instagram ad traffic. Right now I feel that's the cheapest place to get an appointment for a chiropractic practice, and so that's where we run ads on it.

Mm-hmm, wow, that's super amazing. So the simple thing is don't go here and there, don't get crazy stuff, Facebook and simple, you, you have all your audience right there. We just need to target the right people who need the services. Simple as that, which is awesome. And Brian, like, my main question right now is like, if you really look at people who are running marketing, right, they really struggle when it comes to scaling a campaign. Like, anyone can right out of the blue can spend $1,000 and make $2,000 back, but the ROI can't withstand while you're scaling it up. You know, when you're spending $10,000 ad budget, it's really hard to make 2x ROI, right? So like, what are your takes on when it comes to scaling a marketing campaign to a whole another level, like the way you scale your business to 7 figures?

Yeah, um, what I'd say is obviously, you know, I'd say that hire someone that has experience scaling that. You know, I'd say for our agency, um, chiropractors aren't spending $10,000, $20,000, $30,000, $50,000 a month. You know, I did— my CEO does have experience, um, doing that, but chiropractors, they can't handle that that type of business. So obviously if you're scaling a marketing campaign, you're obviously gonna be making more money. But in our type of business, it's the scalability isn't how do we spend more money in one specific practice, it's how do we run multiple campaigns in multiple cities, if that makes sense. And so scalability comes from being able to have a bunch of different campaigns with a bunch of different chiropractic practices running all across the nation. And in that regard, it comes down to systemizing stuff. Okay, because if you can learn how to run like a $1,000 monthly budget in one city and you systemize that and you create processes, then you can hire someone to use those exact same processes to do the same thing in a different city and then just rinse and repeat. And if you choose a niche to serve, it's, it's crucial if you really want to scale business. Because back whenever I was running sales for my friend's, my friend's company, okay, everybody and anybody was my client. Oh, you need advertising? Great, I own a marketing agency, you should buy advertising from me. But here's the problem, okay? If everybody's your client, nobody's your client, especially when it comes to scalability because every single client, if they're brand new, you don't know the niche, you gotta figure out what works for them, what doesn't work for them. And so how many clients can you really manage at that capacity? Not very many. You know, maybe you could manage, you know, okay, you have an e-commerce store, okay, you got a lawyer, okay, you got a car dealership, now you got somebody who produces bottles online, okay? You got all these random things with different random strategies to grow them all. With different problems in each of those niches that you know nothing about. Whereas you just choose, you know, one niche or just a very few niches that you're passionate about that excites you, okay? You learn how to run success, and then if it's a local-based business, you just get referrals from them, and then you just, you know, focus on other people in that niche because you should run the same playbook over and over again. And then you can have an account rep managing a ton of campaigns, whereas if you're all over the place, you have to hire more account reps and that can specialize in the different niches. And so that's what I advise regarding that.

Yeah, absolutely, Ren. And that's really beautiful, like what you just mentioned. A lot of marketing agencies who are starting, they just try to get clients in every single niche. They really try to reinvent the wheel every time they get a new client, which is freaking crazy, right? They can't really scale that business up. And that should be like a key learning for everyone who's listening to this podcast right now. You really need to be specific. And again, it could be hard for you to initially figure out which, you know, who really need to target, But once you start working and deliver results, you just need to be focusing on one simple niche to scale up, which is awesome. And the way you articulate a brand, which is interesting, like, you know, all these offline businesses, if you're really looking at scale, it scales not on the ad budget level, it scales on the geographic level. Like how many cities are you impacting with your ad campaign? And that's something really great takeaway from this specific question. So let's get into the next question. But we see business owners in 2021 paying if I'm not wrong, hundreds of, if not thousands of dollars just for app subscriptions, right? Tens of thousands of dollars if I'm not wrong for all these crazy tool subscriptions. They buy Calendly, they buy ClickFunnels, they buy HighLevel, they buy, you know, uh, you know, email marketing tool, they buy video hosting tool, they buy everything they can out of the blue, right? So now you have got a crazy tool which can combine everything in a simple place. So would you please talk about how lead flows can help businesses in 2021?

So LeadFlows is a one-stop shop for all your business tools, all your different systems. Everything is in one place, leadflows.com. You don't need a funnel, you need a lead flow. You know what I'm saying? Like many people, okay, they set their funnel, but you need more than a funnel. You need to have, you need to have like, you know, email sequence. And so typically in the past it would be like, okay, you go and, you know, you buy ClickFunnels and then you buy ActiveCampaign and you buy Calendly and you buy Skipio, and you buy like 20 different programs, that's how it used to be, you know? And then you rig everything together and then you Zapier and then voilà, you have a chiropractic marketing campaign. But now with programs like leadflows.com, you can just have everything in one spot and you just create your membership site inside of there and everything is, you can create hashtags with everything as well. So we actually have a build-out we sell for chiropractors for like $2,000 a month just for the software build, okay? We built an entire crazy epic, epic template that we just fill out a form and bam, the entire thing's built in terms of funnels, email sequencing, texting, everything with merge tags, okay? It's really crazy. And I just have like a team member fill out the form and it builds it all automatically. Took me hundreds of hours to actually build that template, but now that I have that template, I can go and sell this thing to chiropractors and it's not even selling them advertising, I'm selling them a software system.

Which is freaking awesome. And that's really crazy, like you just fill out a questionnaire, you have the whole system done for you, which is pretty amazing, man. Like I've seen people who charge crazy six-figure amount to just build out these systems and processes. Now you're giving them a software solution, right, at a very low cost, which is freaking awesome, man. That's a really helpful tool. And again, guys, if anyone is, you know, interested to check that, please go to leadflows.com and you can really find out the tool is It's a crazy tool, definitely recommend it. So, but let's get into the next question. As a marketing agency, you know, the number one problem everyone faces is getting consistent clients, right? Like how to fill out the pipeline as an agency, right? So what is your go-to acquisition, client acquisition process as a marketing firm?

There's a couple of different ways that you can go about it. Obviously you can do inbound advertising, so you can run Facebook advertising, YouTube advertising, et cetera. And so like we create a bunch of them, a bunch of ads, you know, on Facebook. I know that, you know, things are a lot more expensive now than they used to be like, you know, 4 years ago because Everybody thinks, oh yeah, that's the greatness to jump into because everybody's talking about chiropractors. But I can tell you right now, if my family wasn't in the niche, I probably wouldn't still be in this niche. Everybody's jumping into it and so it's super competitive and then people are jumping in and they're messing it up and so they're making these chiropractors unhappy because they can't deliver the results and then they quit and then I gotta clean it up after they've already been through 4 agencies. But, um, but another way besides just doing inbound advertising, um, that works really, really well is channel partnerships. Now, are you familiar with the concept of channel partnership by chance? Yeah. Okay, and so by channel partnership, this is what I mean. Say, remember, you're serving a specific niche, okay? So who else serves that niche but does not compete with you? For example, you know, if you're in the dental space, and there's a company that sells dentists, you know, like mouthwash. You know, contact those guys because what is their goal? Their goal is to sell more dentists more mouthwash, and the dentists get the mouthwash, they sell the mouthwash to the, um, to the patients. And so you say, hey, you got a bunch of dentists buying mouthwash from you. What if you let— even if you refer me your dentist so I can help them get more patients? Because if I get them more patients, then what are they going to do? Those patients are going to buy more mouthwash, which is going to make you more money. And so you find different people that are servicing your client base, right? Channel partnerships, you know, if you're curious, hey, where can I find some of these channel partnerships? You know, go to industry events that may be industry associations, or even if there's live events or even live Zoom events, figure out who's sponsoring those things. So these guys are actually paying money, they're paying money right now to get in front of your demographic. And so they, they have a huge database of people that you want to sell to, and they have that relationship. So going to them, you can even give them a kickback, or you can even, you know, technically make money from referring your clients over to them as well. And so you connect with these different channel partnerships. Don't be afraid to run in-home advertising. And of course, there's, you know, email strategies that you can leverage as well. Opportunities everywhere. Just be like Nike and do it, you know, is what I got to say. Focus on something, just roll with it.

Absolutely, man. And that's really beautiful. Like, this is one of the very well unknown strategies, honestly, right? Like, people don't really look at this opportunity of partnering with someone who is in the same niche but not a competitor, right? That's it. That's a really brilliant strategy right now. Like, out of the blue, like, really people who are running an agency right now can think of 5 to 10 people who serve the same niche but not selling the same service and just partner up with them. right? Or same product, really partner up and get a lot more potential, a lot more reach, and get more appointments who are qualified business owners, which is freaking awesome. So now, if you really look at the industry space right now, everyone tries to run a marketing agency brand, honestly, right? So what is the number one way you figured out to stand out of the competition in 2021 as an agency?

I'd say, well, first off, you got to deliver results. Number 1. Number 2, you gotta be innovating. You gotta figure out what's the market bringing, and you gotta constantly bring an offer to the market that's appealing and better than what your competitors are doing. And so I'd say that one thing that's important is to stand out in the market, you gotta know what the market's doing, right? And so research your competitors. What is your competitors doing? You know, people who are serving your niche, what offers are they bringing to the market? You know, if they're advertising heavy on Facebook, you know, pull Facebook ad library and see what are they offering. You know, and once you know how they're offering, figure out how can you differentiate from them. Like for example, for me, you know, we create our huge automation system for doctors, which is a different product than our chiropractic product. And to be honest with you, it's a different company. So that automation system I showed you, it's a different company than the chiropractic company, but it still services the chiropractors, right? And so we came up with a software product that's like, that doesn't pull money from a marketing budget, it pulls money from a staffing budget. And so it's like they have, they have a marketing budget over here, but also they're going to hire, they're going to hire employees over here. And so I created a tool that pulled money from a different budget, and so you're not competing over here. And then from there, you can kind of bring them over into like your other stuff.

Exactly. And that's a brilliant idea to make your customer spend more with you and get more scale, right? Get more reach with you, which is freaking awesome.

And additionally, what we've been doing is we made our software product a lot more expensive, right? And so we made our solid product more expensive, and then we lowered the price of our marketing product. So then when somebody says side-by-side comparison, like, say, oh wait, Brian's more cheaper than you guys, because a lot of people are under, underpricing us. And so like, well, Brian's cheaper, you know, side by side, but he's not cheaper, he's more expensive. But because you have to really buy that other system also to make it work. But the other people don't have that system because it's custom crazy system that no one has.

Yeah, and that's a very competitive advantage you've got in your industry to just be the industry king actually, right? Which is pretty awesome. And Brian, like you have so many stuff on your plate right now. Like, you know, you've got your clients, you've got your tools to actually scale up, you've got different niches to work on, like doctors, chiropractors. Like I wonder, you have your team to manage all the projects. Like how do you actually manage everything which is going on in your business for the productivity? Like what tools or what systems you use in your lifestyle to make sure you are being more productive?

So we've used Basecamp for a while and then we've also used Slack as well. So Basecamp and Slack, you know, I looked at ClickUp as a consideration except for, um, you know, I don't feel like switching over. I know some other people I know use ClickUp and they love that. Um, the reason I use Basecamp was when I was working at the other agency, um, that's the tool they were using. Um, because my entire team was, uh, was virtual when I first started my company. I now have someone that's local. Um, and then we also have, you know, a lot of people are virtual, but those are the primary tools we use, I'd say. Is Slack and Basecamp.

Wow, that's really—

and then of course, of course, Google Drive. So we have Google Drive, client has their own Google Drive folder that we upload.

Yeah, simple as that. And everyone who is making excuses that you don't have the right resources, just listen this out, right? Like, Brian is really running a 7-figure agency just by using Google Drive and, you know, Basecamp, and then just basic communication tools like Slack. Simple as that. So don't, don't complicate it, guys. Just, just just go and start implementing. And Brian, like, how does your daily routine look like for your success? How are you managing all the things? Like, any rituals you personally follow day to day?

Um, so like this morning, for example, I woke up, you know, I prayed, read the Bible, um, you know, got some coffee, you know. So obviously, you know, hygiene, take a shower, whatever, whatever you're doing. Coming, coming to the work, um, just thinking, what do I need to do? You know, and I need to focus on like the important things, right, that need to do, which is business driving activities. And so I need to make sure that I remove myself from tasks I shouldn't be doing. Like, for example, it's easy to get stuck into, like, okay, we're talking about a client, or get stuck into an issue that maybe somebody's having regarding the system process. But really what's crucial is that as the owner of it, I don't get pulled into that information, that stuff. And you got to figure out, okay, you know, what activities are driving revenue for the company? Focus on those. What activities can be delegated somewhere else?

Delegate those.

And what activities should you stop doing completely? Stop that. And so my day, I spend time just thinking, how can I innovate? How can I be more effective? You know, obviously I mentioned praying. I believe that God has an active interest in the success of my business because, you know, I want to help advance, you know, letting other people know the love of God. You know, as a Christian, I want to help other people, you know, come to the relationship with Christ I had. I know, and so like, I'm trying to think, how can I help people? How can I help more people in Haiti? How can I help people in other places? And that requires more money. And because my heart is right, I believe that as I'm praying, you know, God gives me ideas. And I get those ideas, and I try to go and execute on those ideas. Um, and so I feel that's kind of an unfair advantage. Um, I know a lot of people, you know, they may or may not even believe there's a higher power helping them, and I can tell you that's your loss. Because I feel like my company has enabled me to not only have ideas of what to do, but also how to better structure my life. And sometimes less is more. Like, it's easy to get on the grind of, like, you're always like attack, attack, attack, attack, attack. But, like, yesterday I spent 4 hours planning, like, a mastermind group that I'm in. That just, like, you just gotta slow down, just gotta think through stuff. And even that mastermind group, it's like you're focusing on, okay, what are some of the key areas of your business that you need to improve on? And just think about that and then make goals in the next 6 weeks. What are your revenue goals that you want to achieve in the next 6 weeks? And then just map out what you have to do to achieve those goals and, and, and then doing it and then making sure your daily schedule is executing on those. And so like yesterday, and so like one of the things that, that they, they mentioned yesterday is taking an inventory of your time. Because how much time are we wasting every single day? And it says, okay, every single 15 minutes, you know, pull out a journal and say, what did I do for the last 15 minutes? And saying, you're gonna hate that, you know, for a week, but you just gotta do it. Have a notebook, you know, every 15 minutes, you know, from, you know, however long you're working, 10 work hours, you know, I did this, all right, I did that, you know. And if it's like, I looked at Facebook, you know, or it's, it's like, I surfed the web, you know, yeah, I watched some stuff crazy, you know, it's, you know, okay, well, I'm wasting a bunch of time over that. Or, and you say, okay, you gotta stop doing that stuff. Or it's like, I worked on creating this automation. It's like, well, should I be making that automation or should I have someone else do the automation, you know? And if you can't afford to hire someone to do something, say, well, if you had money, could you hire someone? So why don't you go sell something, take that money, and hire, hire the person to do it? Because You need to be doing the most important thing, which is bringing revenue in, and you can hire fulfillment, everything else. The most important thing you need to be doing is making money in terms of the context of your business.

Yeah, absolutely, man. And that's a real great example that you just demonstrated on how to track the daily routine, especially like I think the exact methodology which you just mentioned is something freaking awesome. Like people can, while you're really noting down what you're doing exactly every 15 minutes, you feel shame that, okay, like you're wasting so much of time in unnecessary activities. and you start realizing that you need, you need not to do that and you actually need to focus on business, right? And even as you just mentioned, even when it comes to the business activities, we will really see like what are the low-key stuff which I can delegate someone else and which I can be more of a work on the business and make more revenue so that I can actually have more team, have more efficiency in the business, which is freaking awesome. That's so cool.

And be honest, you know, if you think about it, as long as you can deliver, you know, and so if you can't, if you don't have to deliver, find a fulfillment partner that can deliver for you. Okay, and by the way, we do have a, a, um, I wasn't planning on sharing this, but we do— I do have an agency that offers fulfillment that's separate from everything else. That's like a fulfillment agency that, like, if people, if people want to sell stuff but can't deliver, I know I have an agency that, uh, that can deliver. That's like a white label agency. But here's what you need to do. Let's say, for example, you know, if you want to make an additional $16,000 you know, coming in monthly recurring revenue. All right, and say selling a product for $2,000 a month, what is that, 8 clients? And so you're like, okay, and your goal is 6 weeks, you want to bring in an additional $16,000, you know. So you just divide with 6, you know, let's make it easier. We'll say, we'll say $12,000, we'll say $12,000 a month recurring revenue. Okay, and so And so 6 weeks, if you have a product with $2 grand a month, you gotta sell like one thing a month. So one, sorry, one thing a week. So $2,000 a month first week, $2,000 second week, $2,000 third week, $2,000 fourth week. By week, that's $12,000. And so if all you gotta do is sell a product for, you know, $2,000 a month every single week, okay, how many sales opportunities do you have to have, sales meetings, to make that happen? Say you close 1 in 3 deals. Okay, that means you have to have 3 sales meetings a week. Um, and so how many sales meetings do you have to have scheduled to have those 3 meetings? Let's just say 1 in 3 people that, that schedule actually show up. So now you know you need to have 9 sales meetings scheduled a week to meet that goal. But then how many people do you need to actively engage online or wherever to get those, to get those meetings even scheduled? So let's just say 1 in 3 people you engage on Facebook or Instagram or cold email, or you go in their office. Let's just say, let's just say 1 in 4. So if, if it takes 9, not 9, you know, things scheduled to make the sale, and 1 in 4 is what you need regarding that, regarding, um, getting that to the 9. So we'll say 36. So if you engage 36 new businesses or new potential clients a week. You know, based upon those numbers, you're gonna hit that goal in 6 weeks, you're gonna have an additional $12 grand. And to be honest with you, the number should actually be better than that if you can deliver it. It should be definitely like— but I'm just, you know, really basic at the beginning, maybe not very good at it. And so, so it says, okay, what are you actively doing every single day to do that? Even if you're not doing inbound advertising, which is way easier, you know, if you're doing cold outreach, you know, what are you doing? You know, are you focusing on that? And just looking at the numbers. And say, am I doing this stuff? If I do these numbers, I will have this outcome. It's a fact. If I do these numbers, I will have this outcome. So are you doing— are you doing the work? And just, uh, and systemizing it and just knowing, knowing, you know, the numbers of saying if you do that many engagements, you're gonna get that many appointments scheduled, and now I'm gonna show up, you're gonna have that many sales. And then those other people, they're in your pipeline. You're nurturing those relationships over time that they're gonna be popping up down the road. And just doing it.

Yeah, absolutely, Brian. That was really beautiful. Like, in a nutshell, you exactly explained how someone can hit— like, the exercise can be even applied to any 6-figure or just, for instance, 7-figure business as well. It's really like noting down how many, you know, clients you need, how many appointments you need to get, how you can get those appointments, how many people you need to reach out to get those number of appointments. Basic fundamental stuff is what really need, uh, you know, to to be implemented in a lot of businesses who we see day to day, right? Like this exact piece of information which you just gave away in those 3 minutes, that's the exact piece every agency should actually hear out and start implementing, right? The question is, are you reaching out to those many people, right? If you just want 9 appointments a week, are you really reaching out to 35, 40, or 50 people, for instance, right? It's a real question, simple as that. Freaking awesome, Brian. Thank you so much for amazing golden nugget.

And it gets easy to like, you know, like, well, I don't feel like doing that. So I'm just going to like, you know, act like I'm being busy and doing something important. Just because you're busy doesn't mean you're doing anything valuable. You know, you can have it like, hey, how's it been? Real busy. You know, did you really accomplish anything that's going to advance the revenue goal of your business?

Yeah, exactly. Like we have seen agencies who just have one or two clients and they keep themselves completely busy with that one, two clients and they stop focusing on sales and blame the client or the business model. But the thing is, you actually need to focus on sales so that you can have the money or the resource to delegate someone else do the work for you, then you can actually be more of a business owner and scale it up. Freaking awesome, Brian. Thank you so much for amazing value. So let's get to the next question, Brian. So you've been figuring this out, you know, like amazingly. So you have actually had multiple failures in a row when you're starting out, right? So what would be your suggestion to a 20-year-old you or someone who is just getting started right now into the business?

I would say pay for information. You know, it's easy to find a bunch of, you know, free information online, but your time is your most valuable asset. And so you really have time to figure it out. I'd say pay for information if you have a credit card. You don't have the money, you know, put it on a credit card. You don't have cash, you know, get creative, figure it out. You know what I'm saying? There's ways to get the money, you know, but find someone that's already doing, you know, what you want to do, that's having the success that you want to have, you know. And if you don't have money to pay for information, maybe go to this person who's already successful and you ask them if you can work with them, you know, for free. And learn from them. You know, like I had somebody approach my company that worked for me for a number of years early on that he pretty much asked if he could pay me to like learn some of the stuff that I was doing, right? 'Cause he kinda wanted to learn that. And I said, how about this? I'll pay you, you work for me. You know, like he wanted to pay me, but I ended up giving him a job paying him. And so they're looking for people that can help them scale. So, you know, as long as you, you know, you're an ethical individual and don't want to maliciously harm his business long-term, you could even offer to work for somebody, you know, even do it for free to learn the skills if you can't pay to play. But like, I've invested a ton of money in education because I believe that, you know, if someone's successful already, they're not just going to tell you this stuff for free, but then they can't scale. Like a lot of people in the agency world, maybe they get to $50 grand a month, but they can't retain clients. So they're really good at sales but really bad at fulfillment. And because of that, they're like, well, let me make a course on how to build agency. And so now they're trying to scale through education as opposed to fulfillment. Their stuff works. You can apply their stuff, but they just were bad at creating a team around themselves. And so you just follow their information, you can have the success they had, You could probably do a better job than them, honestly, as long as you learn how to build a team, manage a team effectively, and to grow to where you need to grow to. But you have to commit to paying money to learn the information. And so that's the biggest thing. I've invested more in digital marketing strategies and online marketing stuff, I've invested more in that than my 4-year college degree in entrepreneurship. And I've learned a lot more in that than in my 4-year college degree. And so just because it's an online course doesn't mean it's not worth every penny. Just make sure it's the right thing.

Exactly, brother. And that really makes a lot of sense. Like, you just need to look at people who are actually living your dream life and just go and hire them, at least like as a coach, or at least purchase the courses, right? And that real information can give us the access to, you know, fast-track the success road, right? Which is pretty amazing. That's awesome, man. So let's get to the next question, brother. Like, what are your biggest achievements so far in your life and any next bigger goals?

I mean, I've been to Haiti 26 times, been to Vietnam 6 times, you know, I mean, making a significant impact in the lives of people around the world. And the fact that, that I can travel and pretty much run my company from wherever I want, I can work as much or as little as I want, I think it's a pretty big achievement that I can play absentee entrepreneur, you know, around the world. I think the fact that I create a system and a process that works for me and my lifestyle, and I was doing lifestyle before I had this, and so it's like I can do whatever, whenever. I think that's pretty legit.

That's really awesome.

In terms of what's next, I recently started a new business that I've been doing on the side. It's actually becoming kind of a bigger thing, which is kind of cool. We just hired somebody for this new business that was totally like a side thing, but it's getting really, really busy. And so we started doing essentially online educational content. And so we had like, we were doing challenges and we had over 1,000 people sign up for the challenge that we did like 2 weeks ago. In like 3 days, over 1,000 people signed up for this. And so we actually did 2 challenges in that month and we had like, over like 1,600, 1,700 people signed up for it. I'm like, man, this is getting really serious. These are like real people that like— and, uh, it's a free challenge, but obviously at the end of the challenge it then, you know, sells a product and stuff. But it's busy enough that we had to hire someone because it's pulling all my time into that thing. And I'm like, I have time to do this just like a side thing, but now huge. And so, you know, that's one of the, uh, things I'm excited about because I see a lot of potential over there and we have a lot of capacity to help a lot of people over there. It's essentially teaching entrepreneurship from a spiritual perspective, teaching what God says about wealth, and then really enabling people to start businesses and stuff. So that's kind of what that is.

Yeah, that's so cool, man. Honestly, real people, really real entrepreneurs, really need help with that stuff, right? They need help with you know, the way they connect with the God, the way just need to look at life and, you know, start giving back and build a real business, be active on the entrepreneurship side, and just be themselves truly, right? And I love the way, like, your achievements have so much giving back, you know, flying back to different countries to change people's life and really being purposeful, impactful, and just helping everyone to be, you know, the better humanity, which is freaking awesome. I definitely love that, man, from your side. So let's get to the next question, brother. Like, what was your biggest mistake so far in your life in terms of business?

You know, I'd say some of the biggest mistakes is trusting people and like trusting the wrong people. Like, for example, I remember before I launched my business, I was like, you know, tens of thousands of dollars in debt because, you know, I'd hired somebody on a cash flow. And a cash flow is, it's like, essentially the bank gives me a line of credit, right? And I was trying to essentially I started a business where I partnered with a nonprofit and I provided this nonprofit with speakers. And then the speakers would then speak on behalf of the nonprofit and then they'd get compensated based upon how well they performed at the organization they would speak at, right, because they'd also be raising money. And so I hired someone that it seemed like he was really good because he was already doing that kind of stuff, but then he just couldn't have success working for my organization even though he was going to these places. He wasn't producing results, but yet he kept talking me into paying him every single 2 weeks even though he wasn't making money. And so I'm like, well, he's gonna, he's saying, oh yeah, I got these opportunities coming up, I'm doing all this stuff, and painting this picture that wasn't a reality, right? I'm paying him, and like, I kept getting more and more in debt and it wasn't making money. And this is before I owned my current company I had. And another guy, he essentially embezzled money from me in terms of, he's like, yeah, we spoke, we got like over like, you know, $300,000, You know, we have all these donors, you know, they're doing this stuff. He's like telling me all these numbers and saying how he mailed in all the stuff to the main nonprofit. And like, so I'm expecting, you know, for us to be compensated for all this work that he's doing, right? Because he's like sending in all this stuff. And then he's like going and like being like at different events, sponsoring events that he's supposed to be paying for because he's a contractor working for my company. And he's like, I paid for it, but they lost the check. And for whatever reason, so can you send the money over to like the nonprofit in the meantime? Well, because they're threatening to kick us out of the event and I'd sent the money already and so I'm like, okay, I'll front the money because they have the check, they just are administratively flawed. You know, and all this is lies. I didn't know this. And so you're dealing with all this stuff and so you got the one guy, he's embezzling money from me. The other guy, embezzling money, just really bad at like, you know, this task. And so as I'm getting more and more and more debt here, And then, because of that, it's like, you know, I didn't have a choice. I had to start my other company. So even though it was a mistake, if I didn't have this issue where I'm like, you know, $40,000 plus in debt, maybe I probably wouldn't have launched the company I have right now because it's like, success, failure was not an option. I didn't have an option not to do this. I had to be successful. I had to figure it out, you know? And even in the chiropractic advertising thing, remember, I'm playing absentee entrepreneur where I'm like, in Haiti and other places. So I have to rely on people to do the right thing. And like, I hired a salesperson and I'm like sending him to live events where I'm like paying him to fly around the country. I'm paying for his hotel, I'm paying for the booth, I'm paying for his food, and this guy's closing deals. But instead of closing deals, he's essentially making a side company underneath himself where he's— and he's poaching some of my existing clients, you know, which is like totally crazy. Wow.

Yeah, crazy.

So it gets Making sure you hire the right people so you don't get taken advantage of, you know. If obviously, because if I went to all those events, number one, people be signing up and like it would be way different thing. But it's just, you don't know, you know, you just gotta, you know. So don't be too— don't be too trusting. Obviously, you know, you got, you got to figure out the balance of if you can trust people or not because, you know, some people, what they say, even really good at being you know, con man, you know.

Yeah, right. And like, we can literally learn a lot of stuff from your mistakes, which is freaking awesome. And I really feel bad, like, people who are helping these nonprofits also doing this kind of cheesy things, like, not so really good. And we really see— come across a lot of people who are not so trustworthy, and we just overtrust them in certain areas. And we really need to find that balance level of how we can trust some people, how we cannot trust some some people. And, you know, we just need to maintain that balance levels, right? Which is a really tough task to do initially, to go through that phase of going to multiple failures, trusting people.

And I would say, especially starting off, make sure you have stuff in writing. You know, he's a friend of mine, so I didn't like— especially for like the guy that was selling for me for the chiro space, I didn't have him sign the contract. Uh, like, and I didn't make him sign stuff because like he's a friend of mine and like I wasn't super organized early on. And so, but it would just— it got to his head.

That really happens, man. And that's just business. We just need to keep on like, just like you did, right? And but let's get to the next question. Like, who are your main inspiration for all the success you've achieved and any key people involved in your success?

You know, I mean, I'm a big fan of paying for information. I know early on, you know, I bought a lot of stuff from Russell Brunson. And he's made a huge impact early on. I know that John Logar is a coach that I'm in his high-end coaching program, and he's made a big impact in my life. I know my mentor for the church, my pastor that I work with, he's made a big impact in my life as well. I've been blessed in terms of, you know, there's been a lot of different entrepreneurs in my life or different spiritual leaders in my life that have been able to be really helpful and very inspirational over the years. And that I've been able to just be connected to a lot of different people. They're able to encourage me, make sure that I'm on the right path along the way. You know, I'm a John Maxwell certified speaker and coach. And so I think John Maxwell, he's written more leadership books than anybody's ever lived. And so in terms of area of leadership, I think John Maxwell is a great person to follow as well.

Absolutely, man. Thank you so much for shouting out a lot of people. And like, it's really like we just need that sort of people who are at a higher level to motivate us and take us to the next level, right? And it's so awesome. And but like, Brian, like, you're so cool, man. Like, you're so cool and you have all these opportunities. You started a recent challenge. So like, where can our audience find you mentoring? Do you have any opportunities?

Um, I'd say, um, ask the question again.

I want to make sure that I'm So yeah, I was just asking you, like, where can our audience find you mentoring or start working with you together?

Oh, gotcha. A couple ways. Um, so if you go to leadflows.com, you can request a demo on there. And then, um, if it comes in soon, I'll know it's from this because I haven't officially started running ads to that page. And so I'd say there. Um, we're about to launch a challenge, but we haven't launched it yet, so I can't give you the, uh, the landing page because the landing page does not work. And so I would say, you know, go to leadflows.com, and you can also email me, bryany@leadflows.com. You know, I thought about having like a text to subscribe where you text this and does all these cool things, but I didn't do that. I'm like, you know, if you want to email me, just go ahead and email me and we can get in touch.

And, um, and yeah, that's awesome, my friend. So if anyone needs help, just get started with leadflows.com and you can really talk to their team and really start scaling your business. Any, you know, one-stop business solution. And any last word before we conclude the whole session, brother?

Yeah, so, um, I think this is really important. And so I think that you should, um, definitely, if you're an agency and you want to scale, you know, I have an idea for you. I mentioned earlier that I have a white label agency, and so I was talking to my partner over there, and we're going to be doing this challenge. I'm going to be training on, you know, like 5 days, different strategies on different products and just different things that you can sell as a, as like a company that doesn't necessarily know how to go film it all that. For example, if you're focusing on like Google AdWords, you know, there's so much opportunity for upsell, selling them Facebook ads, as well as selling them, you know, SEO, etc. We don't know how to do that. And so we're going to be producing a free 5-day challenge sometime soon to kind of really go over some of these strategies and even enable access to our team to do fulfillment. And even like, we even plan on providing like sales material. We're literally like, okay, here's the sales material. Wow, and it's to your company. Okay, just go in and sell, you know.

And so that's awesome.

So that's something we're gonna be doing soon. We're working on that right now. And so I'm gonna go ahead and give you another email. Okay, um, because I didn't plan on sharing this on here, so I said I'll have like a landing page set up for this. Um, but if you email me at brian@maxreachmarketing.com, you email me there and say, hey, you're interested in that challenge, okay, we'll make sure you get an invite. And, and so if you, if you have a capacity to share your screen, I don't know if you can share your screen. Right there. But if you go to maxreachmarketing.com, you'll notice that there's a landing page that's pretty much, you know, says we don't exist. So if you go there, it's— that's, that's the company. And the whole thing is, it's like, this is an exclusive, you know, company that provides fulfillment for other agencies, so then you can sound like a rock star. And my team over there is pretty epic. Like, my, my partner over there, he helped start the Google Premium Partner Program. And he helped build an agency to like 40+ employees in-house, to give you some context, and the entire operations of this. And so we have a really good system. And so if you're an agency and you want to know opportunities to make more money in your current client base, you need to attend this, this event that we're doing. Just email me at brian@maxreachmarketing.com.

That's awesome, Brian. I think that's really helpful for people. Like, if you are someone who is just struggling with your systems and process with your team with your fulfillment. You just have a golden opportunity right now. You can start hiring these guys and do a white label service, and you can literally have the team fulfill for you. And all you need to do is reach out to 30 to 35 people every single week, like just the math you mentioned, Brian, simply closing clients and just making sure you just have the pipeline flowing in, and you can have all the money coming in, which is freaking awesome. And again, Brian, thank you so much for giving this wonderful opportunity, brother. It was so valuable, super golden nuggets on this complete strategy session. It was more like a strategy session than an interview, honestly. And I really love the way you answered every single question we asked. And thank you so much for all of this stuff. So everyone who's watching this interview, stay tuned, guys. Hope you enjoyed the session and, uh, look forward for the next interview, guys. Have a great day. Peace.

My pleasure. See you guys.

Bye, Brian.