Marketing Strategies That Work Part 1 – Joe Polish & Dean Jackson Live Q&A - I Love Marketing With Joe Polish And Dean Jackson - Episode #150

I'm dean jackson, he's joe polish. And this is the I love marketing podcast.

Dean.

Here we are, live 150 episode of I Love Marketing. We got a boatload of people that are on the other line listening live. We're going to take some Q and A. But how are you doing?

I'm doing good. It sounds like we got at least 10 people.

Yeah, I think we got like several hundred or I don't know.

There's a lot.

Could be in the thousands. I mean. And by the way, I was talking to Dean, everyone right before we did this episode. And how many downloads are we getting today right now? Based on where we're at right now.

We'Re at between between 9 and 10,000 downloads a day.

9 and 10? Yeah.

That's great.

Yeah, this thing's growing and that's with not a lot of real promotion. I mean, I mean, we really do.

Remember when we were getting. We were just getting rolling and then we were seeing how, wow, we're getting 1500 to 2000 downloads a day. I remember us having that conversation and then it just kept growing and growing and now up to between 9 and 10,000. That's great.

Yeah. And if Dean just applied himself more, we would even have probably more. So first off, everyone, this is a live recording. We're going to actually put it and post it on I Love Marketing. We're probably going to do two episodes while we're here. I've also got a really special announcement that I'm going to make towards the end of this, you know, in about an hour or so. In looking back over everything we've done, me and Dean have, you know, we've done 150 hour long episodes. Some of them have gone a little bit longer. We've had a lot of special guests. The whole reason that we started I Love Marketing is because me and Dean were having a conversation probably over three years ago now, and we had spent about an hour and a half on the phone. And I said, you know, Dean, could you imagine if we actually would have recorded the conversation we just had and other people listened to it, how valuable it would be for other people to listen in on this? So Dean was already doing a podcast for the real estate industry called Marketing Mondays. I ended up buying the name I Love Marketing. I had to pay. I don't know, it wasn't super expensive, but it was over 1000 bucks. I just thought it was a great name. So I said, let's rebrand, for lack of a better word, because some of you Know how my opinion on branding, one of these great methods that a lot of idiots use to convince business owners that they need to build their brand and they extort money out of a lot of people and create things for them that nobody buys. But that's a whole other discussion. Or you can listen to the episodes that we've done on branding, and we've actually interviewed a couple of branding experts because there's a right way and a wrong way to approach branding. So I said, let's rebrand what people think of as marketing, because in my opinion, marketing is everything. And we have seen companies go out of business because they didn't know how to do it. They didn't know how to execute on it. They didn't know the techniques, the strategies, the methods. And we've also seen people become multimillionaires simply because of effective marketing. And we've actually created a few millionaires as a result of this free podcast that we do. So we started. I love marketing. And it was all built around the three units of a business, which Dean actually created that model, the before, during and after unit. And I'm going to have Dean in just a moment explain that, broken it down into eight profit activators. And I'd like to start Dean with that. And then the outcome of this live, you know, this live phone call, conference call that's going to become an actual recording, we're going to create two of them, is we're going to create, you know, our podcast on the fly, but also we're going to interact with everyone and we're going to do some Q and A and answer questions. So as you're gearing up for that, Dean, should we ask our operator, Shantae to give people instructions on how they get in the queue to ask us questions? You want me to do that in a little bit? No.

Perfect. Let's do that. While we're talking, let's have the operator share how to queue for questions. So we can, when we start that right away, we can just jump right into it. So let's have the operator do that.

Okay. So, Shantae, could you let everyone know what they need to do in order to ask me or Dean or both of us a question? Yes.

If anyone has a question, please press Star zero. I will take you in the order received. Again, that is Star zero.

Like the sound of your voice. She's going to put you at the back of the line. So be nice to Shantae because she just says that. Taking them in the order they received.

Yeah, and that also means that we can't be here all night. So if we got, like, 4 million questions, we're going to have to be, you know, we're going to have to be diligent and, you know, cut off certain people and try to ask a question that really is applicable to, you know, the whole group, not something that is within the realm of so specific to you that, you know, because we want to actually be as useful and as helpful to everyone as possible. Also, I'm going to make an announcement. I've recently been involved with leading up Arianna Huffington's book campaign for a book called Thrive. And based on the marketing models and efforts that we put in place, it debuted number one on New York Times, which is awesome. So we're going to continue with the marketing process and share with you some of the things that we're currently doing, because there's a before, during, and after to that campaign and creating a movement. And we're going to ask many of you to literally be actively involved in it and seeing what we're doing and how we're doing it. And I think it will be incredibly helpful to your own businesses and your own campaigns, especially any of you that write books or have any interest in publishing a book. And secondly, we've encouraged people in different niches to create podcasts just like this. And one of our guests, John Lee Dumas, who interviewed us for Entrepreneur on Fire, and we actually interviewed him for I Love Marketing. You know, he gets more downloads than we do. And I was having a conversation with him, and he said, you know, I was inspired to start my podcast listening to I Love Marketing, which I thought was really, really cool. And so, Dean, talk about, let's take people back. You know, I mean, what is the whole purpose of I Love Marketing? What do they get out of it? I mean, we have now, you know, 150 hours of content out there. I want to kind of remind people what's out there if they've not listened to all of them, which I'm sure most people have not. And, you know, how do they get the most out of this?

I was thinking when you were sharing about that conversation that we had, that kind of led to the podcast. You know, I remember exactly that conversation. I remember that night that we had it. And, you know, the funny thing is, we've been having those conversations for, you know, 13 or 14 years before we ever had the brainstorm to start recording them. But I think the most valuable thing that's come out of doing this every week is Creating that kind of as an environment where we know we're going to get together and talk about marketing. And when you create an environment like that, it forces you to pay attention and you amplify whatever it is that you're doing. And I mean, some of the concepts that have come out of this, out of these conversations have been really incredible for me. Even personally thinking about applying some of these things. When we were talking about, I look back at the concept of more cheese and less whiskers. If we hadn't have been having these conversations, conversations and articulating and thinking about why things that we've been doing have worked or why they didn't work, maybe a concept like that wouldn't have come up. And that's been a tremendous kind of concept. When I look at it and think about the. I'm always focused on that. That's kind of the starting line question. When I look at the profit activators, I look at profit activator number one, selecting a single target market, and then immediately I jump up and start thinking, well, what's the cheese here? What's the cheese that they really want? What's the most compelling thing for them? And that really is a. That's been an incredible thing for even just my own growth as a marketer, you know, because you and I both are different marketers than we were 150 episodes ago. You know, we've evolved from the conversations and I think it's made. I think the collaboration has made both of us better in that way.

Well, I'd say you're probably a better marketer. I just think I'm a better human.

Being.

You know, because, I mean, if you really want to, depending on what your measuring system is here. You know what I'm saying?

Yeah, exactly right. What's been one of the big takeaways for you over the last 150 episodes?

Well, I've seen Genius Network group grow at quite a level and.

I've seen.

The relationships in my Genius network expand. I mean, both of ours, not just mine. When you actually have a platform where you can share other people's ideas and methods and how to. And expertise, you develop relationships with those people by asking questions. And I always felt that when I. One of the most effective ways to learn something is to teach it to other people. So having a place where we can ask smart people a lot of questions, where me and you can just get into discussions about things that we already know, totally solidifies it. I mean, we talk to Dan Sullivan quite a bit we talk about Dan Sullivan a lot on I Love Marketing. He's coached more successful entrepreneurs than anyone in the world. I was just with Dan the day before yesterday in Chicago. Dan and Babs at Strateg. And one of the things that's always impressed me about Dan is that he really prepares before he goes into an important situation where he wants to get a lot of juice out of it. He does a lot of thinking on paper. He uses tools called impact filters and strategy circles and all kinds of strategic coach tools. But what it is, it's really about improving your thinking. He'll go into a situation and he'll think about it before, he'll talk about it afterwards. He'll identify what's the takeaways that he got from something. We talked about that on a recent episode that we recorded of I Love Marketing, where how do you get the most out of an experience? I mean, every day we're doing all kinds of stuff. In the process of learning things, we'll come to I Love Marketing. And we'll talk about it and we'll share it. So we're putting ourselves in the situation of sharing it with other people, but just simply talking it through and then getting feedback from other people that listen to it just. I mean, that. That just changes your whole perspective. And more than anything, you know, people have said to me a lot, you know, you've learned so much, you've gone to so many events. You know, when are you going to quit going to seminars? When are you going to quit reading books? And I was like, well, I don't think it's like you get there and then you're done. I don't think it's, you know, it's like eating a meal. I mean, you just continually do it. It's like working out. I mean, it just becomes part of the. Part of the lifestyle. I mean, we interviewed Richard Vigori recently. How great was that? Yeah, I mean, this guy is just a legend in the marketing world. He's predominantly the inventor of conservative direct marketing and direct mail. And so even if you're liberal, it doesn't matter. That episode is brilliant. It's episode number 142. And here's a guy who's been responsible for billions of dollars, not only political, but fundraising and for profit. I mean, just an enormously influential smart marketing guy. And he said on our interview that he spends three hours a day studying marketing and he has a giant business. And a lot of people be like, why would you do that? Because it's critical. That's what makes the world move. Marketing.

That's the kind of thing when you think about this, it's like I knew right from the beginning when you said those words, I love marketing, that that was immediately something that I knew would be a gathering place. You know, it's like a rallying cry. It's easy. That's my tribe. These are my people. I love marketing. Yes, it's easy to kind of rally behind. And that's been just phenomenal. The people that we've gotten to meet and be exposed to and that we, you know, if we were just kind of having those conversations just between you and me, like we'd been for all the years before that, that we would never have met a lot of those people, you know?

Yeah. And let me, let me share with people listening as a reminder for people that have heard everything and for people that haven't. Because granted, it is a free podcast, so there's a million things that we could probably do to make the website maybe more user friendly or better categorized. And I'm always harping on Dean to do that. But again, Dean, you know, he's kind rent and doesn't want to do anything, so he kind of leaves it up to me to figure this stuff out. And that was a purposeful dig, by the way, in case anyone didn't pick up on that. But me and Dean have this really unique rapport thing that we got going where we. I kind of insult him and he acts like, you know, just like the nice, kind one. And then people give me flack about it. But deep down inside, Dean is a. He's a bad person.

But.

Okay, that being said, Dean, any comment on that before I go on?

I love it.

Yeah.

Okay, good. See, just sits there. He doesn't say anything, and it just reinforces the whole book. So basically, here's some of the people and subjects that we've talked about over the last hundred and fifty episodes. You know, right from the very beginning, we tell our stories. I mean, me and Dean tell our stories. And the second episode is where I talk about how I grew my business 500%. Dean talks about in the third episode. I don't know if it's the third episode, but Dean talks about how he got off the hamster wheel. And I have a list of the table of contents of two of our I love marketing books where we took the very best stuff out of episode one through 50 and we created a book and then we have a second volume, episode 50 through 100. So I'm just looking at the table of contents. Then we interviewed some of our earlier interviews with Gary Vaynerchuk. We've interviewed him a couple of times. Blake Mycowski, who's the founder of Tom's Shoes. Tim Ferriss, Bill Glaser, Dan Kennedy, Ivan Misner, the founder of bni, the networking group. Andy Jenkins. And then Dean has this great analogy, the one about cheese and whiskers. We talk about Gary Halbert, we talk about orchestrating referrals. Episode 29, the one about the magic rapport formulas. It answers the question that people constantly ask me, like, how do I meet all the people that I meet? So I go through a whole process on that episode. That's one that people always have told me they love. John Jantz, founder of Duct Tape Marketing. We've interviewed John Carlton. We did a great episode on Target markets and Mafia offers. We talk a lot about free recorded messages and sequential mailing. We've done episodes on that. John Benson on video sales letters. Craig Ballantine, Ryan Deiss, Dan Sullivan. I mean, we've got all these special guests. Perry Marshall, We've done episodes on lead conversion, why People Don't Buy. Dave Logan, Evan Pagan, Frank Kern, Dean Graziosi, Brendan Burchard. These are all people that we've had as guests. Daniel Amen, Dr. Daniel Amen. James Scherenko, Shiramko. And then we an episode on ideas versus execution, architecting breakthroughs. We did this great episode of video called Mailbox Excitement where we literally have a whole table of different grabbers and walk people through how to make theatrical impact. We've got interviews with Tony Robbins, Jeff Walker, Tony Horton from P90X, Tim Larkin, Mark Thompson, Ed Dale. We did one on branding with Jeff Madoff, who does all the Victoria's Secret commercial. We did one on accurate thinking, consumer guides, books, business cards. In some of the more recent episodes after 100, the one with Arianna Huffington we just put up today. I think you're going to put up the one with Russell Simmons, right? That's a bonus episode that's not even about marketing, but it's just things that we think will just help you become a lot more effective. Then we put up our interview with John Dumas, where he interviews us. And then one where we interview him. Karen Jacobson, who's the Australian voice of Siri Clayton Mask. And Scott Martineau, who are the founders of infusionsoft. Richard Viggory that I mentioned. Steven Kotler, who wrote a new book on the subject of flow and being the Rise of Superman. Jordan Belfort, who's the real Wolf of Wall Street. He's a total character. And that was an interview I did a couple of years before the movie came out. And people loved that interview. Nick Nanton we did on branding, Brian Kurtz from Boardro, Daymond, John from Shark Tank, Kevin Harrington from Shark Tank, our buddy Neil Strauss who's a New York Times best selling author on all kinds of crazy subjects on writing. And Dean, you know, he's got these great analogies on the self milking cow, email mastery. So we've got episodes on that. And you know, Peter Diamandis and Marty Edelston. I put up my interview with him after he passed away. He's a marketing legend. And that's just a brilliant interview. You know Larry Wingate, Jay Abraham, Ben Altadonna, Dean Ornish, Mike Klein, Jeff Moore of Wild Things Seafood. I had this great video of him coming into town. I have to tell you this because right before this episode was starting, he's on the line right now and he sends me a text because I've got my phone in front of me right here. He's like, what are you wearing right now? See, this is the kind of people that we have that listen to this stuff. And he's got a multimillion dollar seafood business called Wild Things Seafood and everyone should buy his seafood. Just do a Google search. And then of course the brilliant JR who's like our background seafood weapon. And we've done a couple of episodes with him and Mary Ellen Tribbe and Amy Porterfield. And then we have a couple episodes on Ninja email strategies and email marketing and social media and branding and all kinds of stuff. And those are just, you know, some of the things. I mean, they can go on and on and on. But the reason I rattled all of that off is, you know, anyone that wants to be a just a master at the subject of marketing, if you just listen to I love marketing. We've had numerous people say I've learned more from I love marketing than four years in college on marketing. And it's all free. You don't have to pay anything. You don't have to travel anywhere. You can literally listen to it on your phone, on your computer, on your ipod if you want to just subscribe to it on itunes. And it's just a marketing education at your fingertips if you take the time to learn it. And you won't have to spend the million dollars plus that I myself have spent over a million and a half, 500,000 easily on my marketing education in 22 years of my life. Learning it. And you know, we're just trying to summarize it all down on this podcast. Yeah. So Dean, can you go through the before, during, after, and then the eight profit activators and let's take some Q and A from people that are on the line and just talk about whatever they want to talk about.

Yeah. You know what I've been excited about and that's hopefully we're going to create some breakthroughs for people live here. And when I'm looking for breakthroughs, I'm always using the framework of the eight profit activators and I'm using before, during and after. It's amazing how clarifying it is when you're talking to businesses that are successful, that are going and they don't have that kind of distinction. It's very eye opening for them to kind of think about their business in those three units and they're like, wow, I never thought of it like that. But yeah, I am kind of treating it all as one. But when you narrow it down even just to those three divisions and then go deeper underneath them and you know that your before unit, there's lots of breakthroughs available in your before unit. And we've seen each of the profit activators be responsible for breakthroughs of their own. Like if you're looking at it, you can just do a quick inventory of each profit activator and look for the quickest breakthroughs that are available, like narrowing your focus to a single target market, looking at your business and looking at who are all the possible people that you could help exhaust yourself. List them all out there and then look at what's the most profitable one, what's the one that if I could just dominate that market, would make a huge difference in your business. And if you can just get yourself focused on that big opportunity first and then take that one all the way through, it's amazing the breakthroughs that you can have then. Profit activator number two, compelling your prospects to call you. And I've seen over the last 150 episodes and even in my own life, I've seen the biggest distinction of separating the compelling from the convincing. Profit activator 3 is educating and motivating. I've seen it again and again, just the amplifying effect when you put a hard break between compelling your prospects to call you and then educating and motivating them. Often what I see, the biggest mistake that we see is getting too much in the ad, trying to convince people of something. We've seen example after example of just Focusing on the cheese, just focusing on the thing that is going to compel somebody to call, to raise their hand. And then after you've turned an invisible prospect into a visible prospect, then moving into profit activator 3, where you educate and motivate them. And then profit activator 4, of course is presenting your mafia offer in a way that makes it easy for people to get started. The number one thing that you can do to improve anything in your marketing is to make a better offer. And of course the thing that drives your ability to make a better offer is your confidence in your ability to deliver the result, deliver a dream come true experience in profit activator 5 so that you can get the result, get it, certainly get it in a way that you know what it costs to get that result, you know what the success rate that you have getting that result. And that carries through to when you have that confidence you can make a better offer. So the question that is the very most impactful question for making the best offer that you can is to ask yourself the question, what would I do if I only got paid if my client gets a result? And that will change your life. We've got an episode all about that somewhere. I think around episode 80 something is where we talked about that. But it's a life changing thing and that's a big breakthrough. Then in Profit activator number six, providing after sale service, even if you can extend the level of service, extend the relationship that you have with somebody past the transaction and that becomes a transition then into your after unit. And the after unit of course is just nurturing lifetime relationships with the people who know you, like you and trust you, the people that you've already done business with that you already know, they're people that like you. And profit activator 7, nurturing lifetime relationships by continuing to expand the things that you can offer them to align with other people who offer things that are adjacent to what you offer that you don't offer. And expanding the level of help that you can give to people. And then in Profit activator number eight, orchestrating referrals. So there's just so many breakthroughs, even just at a cursory glance at these eight profit activators, if you just look at them individually, you can't put your finger on one of them and think about what would be, you know, what am I not doing that you could do that would be a big breakthrough. So it's, it's been amazing to me to, over the last three years, three and a half Years now almost, that we've been doing this to just the level of clarity and amplification that I've had personally. Even just getting to focus on all kinds of businesses and seeing how to apply the eight profit activators there. So I think it would be cool, Joe, if we did some live Q.

And A. I think that would be a great idea.

I'd like to hear from the people who we. Who get to come on. I'd like to hear. The first thing I'd like to hear is the thing that they've applied already, the thing that's been the biggest takeaway for them. And then we can see if we can create some breakthroughs on the fly here for people.

Okay, cool. So, Shantae, if you could let our first caller, you know, get them, bring them on the phone and bring them on the line, and we will go from there.

All right, the first question comes from Chang Cheng. Please go ahead.

Hi, Joe and Dean. This is Chang from South Korea.

Love it. South Korea. That's awesome. So thank you. What time is it over there?

It's 7:30 in the morning.

Love it.

Yeah, I mean, it's like one of my bucket lists. Recently I got on my bucket list was being on the I Love Marketing podcast sometime in the future, but I didn't know it would come this early.

The secret.

So I guess going along Dean's lines of how did you want to do this? Dean, before he asked a question or comment.

How long have you been listening to I love marketing?

See, I think I started about July last year.

I think. Wow.

And I've listened to every episode so far. I think more than once for every episode.

What's been the biggest takeaway for you so far?

Biggest takeaway? Well, there are so many. So, I mean, and every time I hear, every time I go through the old episodes again, I find new gems. So it's hard for me to pick one thing. But if I were to do so, I think you guys inspired me to take action. And although I'm not making any big money right out of gate, I started my, what I consider my dream business in the process, although I'm not making money at the time, but I think that inspiration, I think is it might be. It might be invaluable for many people who are just standing on the fence.

No, that's great. Awesome. So how can we help you? What's your question? Or anything you want to share?

Yes. Along the lines of my startup. So I'm in the business of teaching Koreans to speak better English. Speak English more fluently and maybe reach the level of fluency like a native speaker. And I got inspired by Dean's comment on getting results in advance. So I tried that and I ended up starting a pilot program. But I didn't ask for money up.

Front.

And I made it a 30 day trial run kind of thing so that people can see how much value I can deliver. But I don't know if I'm doing it right because unlike the make money market, because I'm not asking for, let's say $1,000 for every $5,000 they get. And it's really hard for, in language, it's really hard for, hard for one to measure their progress quantitative, creatively. So my question, I guess is what are your thoughts on not delivering value in advance, delivering results in advance for not money making markets?

Yeah, got it.

Non money making markets.

That's a common question because we got a lot of people who are in personal development, in fitness, in personal training, all kinds of things. And that's a question that people always ask is, you know, they almost say, yeah, it's easier if it's making money because it's, you know, they're creating the money to pay for something. But the essence of where you want to use that tool is to make it easy to get started. So let's say that you're somebody learning English who really is committed to becoming an English speaker speaker or being fluent in English, let's call that going from the base of the mountain to the pinnacle of the mountain. At the base of the mountain there are all of your competitors, all these people who are saying, we can teach you to speak English, we can get you to the top and it's $1,000 and somebody over here saying we could teach you to get to the top. And our method is different and it's $700 or over here, ours is $1,300 or all the comparisons. And let's say the process takes several months to go through the process. If you can start out and get somebody going, make it easy for them to get started. And maybe you've got an escalator that goes from the base of the mountain, it goes up the first hundred yards and they're on your escalator now they're already on their way up the mountain and they've gotten just the start of it. And now when you're at that hundred yard mark, now there's no competition up there because you've already gotten them started up the mountain. So they can at the end of that frame hundred yards. They can continue all the way up the mountain with you or they can go back to the bottom and go back up with somebody else. It's just a matter of getting them started. We've had fitness guys who bring people in where you lose your first £10 for free. So you come in and in 30 days you're going to go through the program and then they sign, they continue to go into their, their personal training program. So if what you've got is a multi month process, is it something that takes more than 30 days? How long do you work with people?

Yeah, I mean, obviously it's just starting, but I intended to work with them as long as they want because learning a language is not a short term project.

Right. So if that's the thing where it's like at least a six month, month process is get them started, just get them to come to a free, you know, you can bring them in for a free English class, you know, or something coming in where you get a free session or your first three sessions are free or whatever. That's how you'd use that project, Cyrus, in a way to get them started and then it becomes easy to continue on. It's just to ease their mind that they're comfortable with you, that they really do want to speak English, that they're going to be able to gel with the style that you teach. And it's not that you're going to get them all the way to speaking fluent English and then they pay you. It's enough about when it's not money that you're creating, it's something that.

You.

Can use as a competitive advantage just to get people to start up the mountain with you.

Yeah. And regarding that, I've been already offering my first batch for the pilot program, four sessions for free and decide after the, after the four weeks whether we want to continue or not. And my last session is this just two days from now. So we're going to have to see how it goes. But before you have, I currently have nine, but.

Okay, perfect.

This is a great example.

Yeah. This directly leads to my maybe follow up question which is, you know, among the nine of them, three of them kind of fell out. Although I made sure that this is, although this is a free trial, I want you to be there 100% because, you know, learning a language takes work from your side. And I think maybe the free thing had them have a mindset that they can miss or they can have a less of a commitment to this because they haven't Paid anything I can can just miss out. And maybe I was debating between maybe having a money back guarantee versus continuing to have the 30 day trial because for me to have better results for them, I need to have them present at the program and participate as much as they can.

And there's no. So you're going to learn as you go through, you're going to observe and you're going to see who didn't work out and who did. You identify quickly. You're going to see, well, what are the things that don't that lead to somebody not being successful with this? When our project Cyrus, for our money making websites for Realtors, we've got a list of qualifications. So we're saying we're starting a pilot program. Here's who we're looking for, which are the qualifications? They've got a list live in a market of more than 10,000 people and I do that because I know that if they live in a smaller market there isn't enough search volume to make it work. They've got to at least be, they've got to have at least one to two years real estate experience. Because we had had the situation where people who were brand new didn't know how to sell real estate and it was too much to kind of learn that and, and manage, learning how to work with new people too that you've got to personally work with buyers and sellers. Because we found that people who had a big team and they were just going to delegate it off to somebody else that they weren't as successful. So you set up the parameters as to why they're, you know, who's the right people here and you set up things that will repel the wrong people too. So it's all about testing and figuring out what the right qualifications are for somebody.

So kind of setting the buying criteria, so to speak.

Exactly.

So rock and roll and keep doing it. As Dan Sullivan says, and we'll probably say this a couple times, where it applies applies is as an entrepreneur, you make it up and then you make it real. And after you've made it up, you want to employ smart, strategic things that make it work. And that applies to anyone. If you're a startup or you've been in business for many, many years, all the time as entrepreneurs in order to grow, we're making it up and then we're making it real. The way to make it real is to do stuff that actually works and you're constantly in a testing mode. I'm going to make an announcement towards the end of this call of something that, that I'm going to suggest everyone totally check out. And I'm right in the middle of making something up and making it real. And in the process, it may work, it may not, but, you know, we're going to give it our best shot. So keep doing it. And thanks for being a listener to all of our episodes and keep us posted on your progress. All right, thank you.

Thanks, guys.

Good night. A good day, I guess.

Yeah.

Listen to every episode he's in. The one.

I was just thinking when.

You were talking about make it up, make it real and make it recur. I think you should be make it up, make it real and make it rain.

Yeah, that's really good. Make it up, make it real, make it rain. All right. You just remember the make it rain part, Dean. I will. Yeah. Okay. Let me read a couple of testimonials that people have sent us. Tony Zito actually sent this in. He's like, I've been sending the nine word email for one month. I'm an Internet manager at a Buick GM dealership. I sent one as an immediate follow up to 59 new leads and 22 replied, which is 37% response. I sent 1,237 to old leads and 206 replied a 17% response. I sold five vehicles from it. It's an awesome strategy. Thanks a million. Thank you so much. Warmly yours, Tony. I think things like that are incredibly awesome because how many other people that work in an organization that have access to something that will absolutely change their life and they're not even aware that it exists or someone tells them about it, so they still don't do it. So although I love Marketing is free, you still have to make an investment of time and an investment of energy in order to apply things. Life rewards those people that take action. Another one that we got and then I'll take the next question. Dr. Aaron Hein, he's the president of Life Aid Beverage Company in Santa Cruz, California. He wrote this to us. It amazes me that I have nine years of postgraduate education that cost me well in excess of $180,000 in tuition. Plus who knows how much an opportunity costs. Where I'm getting a real marketing education from Joe and Dean for free. Implementing their strategies will be worth well over 3 million for my company this year. Any entrepreneur or business owner not currently listening and implementing the strategies in the I Love Marketing podcast is leaving big money on the table. Guaranteed. I always like things like that. So if you've got comments like that. Please post them on ilovemarketing.com because me and Dean both have low self esteem and self worth and we need that sort of constant feedback. I mean we need it so badly we're willing to devote enormous amounts of time to dispensing incredibly awesome marketing education just so people will say nice things about us. Make it happen. Yeah, I mean our future lives depend on it. Okay, so what's that, Dean?

That's our love language affirmation.

Exactly. So Shantae, who's our next next question.

Next question comes from B.B. please go ahead.

Hey Joe and Dan, how you guys? Good.

Be like as in B, as in bo.

Yes.

Where you come. Where are you calling from?

Baltimore, Maryland.

Wonderful. How are you?

I'm wonderful. Wonderful. I'm faced with the challenge of having a ton of great marketing information and ideas and no one to bounce them off of. And I really grow by my ideas by having that synergy of someone to talk to. So I'm in, I'm in the water delivery building and I haven't come across any anything that really supports being in a water industry.

So I'm having to come up with some things but you know, still being.

Able to kind of use some of your information from the carpet painting and even some information real estate. How can I get a talk to when I'm on a quarter of a shoestring budget?

Yeah, well, you know, look, when you don't have any money and you're just starting out like both me and Dean were, I mean me and Dean are converts of our own system. I've always said, you know, that if you don't have any money, you got time and you got energy and you got to invest it properly versus squander it and waste it. So a lot of this has as much to do with prioritization of what's important and what isn't and not getting confused by either determining what are the critical focuses and the critical actions to take as much as it has to do with marketing strategy. And so if there's, there's any area of confusion and overwhelm. Aside from I love marketing being predominantly about marketing, what I love marketing really is is about just simply being a better, more effective entrepreneur. Dean Jackson has this great talk he did called Focus Finder. And if someone goes to ilovemarketing.com and type into the little search box focus finder. Watch that 50 minute video that Dean gave I don't know how many years ago, but that's really incredib helpful for just dumping all of the stuff that's in your head into an organized system on how to focus. So having said that, I recommend, and this will of course require a certain level of effort to put it together, but it's very smart to do is start a meetup group in your area. I don't think there may or may not be an I love marketing meetup group, but you talked about having people to bounce ideas off of. And I'm a big believer in having sounding boards and, and identifying like minded people so that you can network with, you can brainstorm with, you can have discussions. I mean it just, you know, being an entrepreneur can be incredibly lonely and there's a lot. Say that again.

I remember Jay Abraham talked about one of the things that he would do when he started a new business because he's been in so many is he would, you know, and he recommends this is looking, getting the yellow pages or looking online for water delivery businesses in non competing markets. Like you're in Baltimore, look in somebody in Philadelphia or look in New Jersey somewhere or other areas where you can connect with and kind of together kind of bounce off what's the best thing you're doing? Or what's the best thing you're doing? Or have you listened to the I Love marketing podcast? You know, listen to this episode, tell me what you think and then maybe we can brainstorm about how to, how to apply this to the water delivery business. You know.

Think about what we're doing. Think about what we're doing. Right now we're having a live call which we're recording. So we're simultaneously creating content, recording it and we're going to, you know, put it on. I love marketing, but we're talking to a bunch of people right now and it could be interactive one on one like we're doing with answering questions simply because we got hundreds of people that are listening. Or it could be 10 people totally open and everyone talking. I would don't wait to be discovered. Go out and create the community that you want, create the tribe that you want, organize the people that you want to have discussions with and set up the facilitation. It is easier today because of technology to do this than it ever has been. Even, even the meetup Group form that we have at I Love marketing. If you go to ilovemarketing.com and click on the meetup Group, we have a whole outline which we need to update it with some of the episodes. But the outline of how to run a discussion group will totally apply. You can do that in the niche, like Dean mentioned, you said Yellow Pages because that's where the idea originally came from. J. Abraham. But you do a Google search and you can find people in your business and write up email or record a video saying, hey, my name's Bea. I have this water delivery business. I'm very much focused on best practices and building and growing it. And I'd like to collaborate with other people in the same business so that we can, as a group, bring together all of our different ideas, experience. I mean, what's a 12 step group? A 12 step group is a bunch of people suffering from addictions that get together and share experience, strength and hope. And I love those three words, you know, share, experience, strength and hope. I mean, I love 12 step groups. I mean, I think it's an incredible movement built around helping people, you know, deal and manage their addictions in recovery. And I think the same sort of getting together will apply in any sort of area. So I'd say you need to be the catalyst for starting that. And like we had mentioned earlier, you know, teaching what it is, you know, to other people, people, I mean, it just simply makes you better at what it is you do. So those are some of my thoughts. Does that help? Definitely, definitely. I feel like I got the idea from Jay Abraham or from you guys mentioning the J. Abraham. I talked to a guy in Vermont that's been in the water delivery business.

For 30 years and we talked for about an hour. He was excited to talk.

You know.

You'Re so lonely otherwise. You don't talk to your competitors. But it's nice to talk to somebody who speaks your language and has the same experience as you do from other areas. Good for you. That's awesome.

Yeah. And I mean, I think a lot of, I think in a lot of ways just, you know, I would always have and still do. I mean, I have incredible aspirations to keep figuring out how to climb bigger mountains and meet, you know, industry transformers and, you know, meet people that are better. And I, you know, I certainly have an ego. I think most people have, you know, an ego. Sometimes the ego is a positive and other times it's a negative. And so, you know, I have a desire to accomplish and I'm very much an achievement minded entrepreneur and I get off on achievements and, you know, that sort of stuff. And at the same time I've never allowed myself to think, think that I'm so damn smart that I've got it figured out. I really try to approach things with a beginner's mind and it creates a Natural curiosity for me to keep seeking out all of the things that I don't know and that I know I don't know them, and the things that I don't know that I don't even know. So I'm always pursuing learning in a way that it just allows me to get the most out of the learning. And it puts me into a behavioral sort of process where I'm, you know, I'm constantly seeking out individuals. You know, I recently did my sixth trip to Necker island with Richard Branson, and we were having a discussion with the group, and Richard and one of the people there asked him, you know, what's your favorite thing to do at this point in your life? And he's like, learning. You know, I just really like learning. And, you know, someone made this comment. They're like, you know, that's bizarre. I mean, you're a billionaire. You got all these tens of thousands of employees. I mean, you're living on this incredible island, and you still want to learn things. And he's like, yeah, that's what makes life worth living. And so it was really just an interesting perspective because some people, as soon as school ends, their education stops. And that's the worst time, because I think Dan Sullivan, something he learned from his mom, is never let traditional school, when you're growing up, get in the way of a good education. So I create my own educational places. I mean, I love marketing as one of my schools that me and Dean created for our own purposes and for the type of people that are interested in the subject matter. Genius Network is one of my schools. Piranha Marketing is a school for entrepreneurs that pays people to attend. So, I mean, create your own school. It could start with one person, like that person you just had an hour of conversation with. And I'll say this again. I mean, a lot of people probably get sick of hearing me talk about this. Anything that you hear tonight, even if it's just one insight or one perspective or one idea, when you're done, go and share it with somebody and spend five or ten minutes expounding on it. It's great, because that's what the entrepreneurial mind does. It's like a snowball. It just keeps adding to it. It keeps adding to it. That's what I would do. And certainly pick people that are fountains and not drains, because there's some in the world that'll suck the energy out of you, like, you know, vampires. And there's other people that will just enhance you and make you better and that you Know, that's. That's what I. That's what I recommend. So. Anything else, or is that helpful?

Thanks. I mean, that. That's. That's extremely helpful. You know, I'm reading Influence because one of the episodes y' all were talking.

About Influence, Robert Chelney.

What I'm finding is I don't. I don't know that I have the mind to think like you guys have been trained to think, and I don't know how to learn how to do that.

You know, where to find this information?

How you coming across these people in these different books and different arenas that.

Are giving you this information that's helping.

You grow your business?

Yeah, well, here's the thing. Just like.

Just like that happened for us, you know, I mean, we were hanging out in places where there are conversations about marketing, and somebody talked about Robert Cialdini, and so. So that introduced that into the world. You start down the path. I mean, you got to realize Joe and I have been going down this path for 25 years now. And so we're a long way down the path, and we've met a lot of people, and we've had a lot of experience and a lot of conversations, but they all build on each other. Like, you've been exposed to Robert Cialdini now, and you'll read some of the things in his book, and you'll all of a sudden, sudden notice all of those weapons of influence working in your life. You start to recognize it. It's like you've got 3D glasses now, so everything will build on itself, you know, and you're in the right place. Just stay connected, keep learning, keep listening. Surround yourself with people that are having valuable conversations like this, and just start applying those. Those profit activators to your business, you know? Yeah, exactly.

And listen to episode 29, if you haven't yet, the one on the Magic report formula. If you want just more conversations about, you know, meeting people and stuff. And this is coming from someone, you know, me, who was incredibly shy and very introverted growing up and didn't even know how to, you know, talk to people and had a hard time making friends and was definitely afraid of ever asking, you know, someone out on a date. But, you know, I mean, I learned that going out and interacting with people is how you get what you want in life. So you just keep getting better, and you keep working at it, and you're doing it. I mean, you're listening right now. I mean, there's no one that would be listening to this if they didn't have serious interest about it or certainly casual curiosity. So find the things that work for you and keep applying them. And remember, it's, it's better to be consistent than it is to be inconsistent. You can be really good and really perform well, but then drop out. But I really. People that get in the arena and turn it into a practice, those are the ones that I think are going to derive the greatest benefit. And anyone can be a world class expert in something if they're willing to spend a year or two of study. So keep at it and thank you for listening and thanks watching for, for your question. Appreciate it, man.

Awesome.

Thank you. You're welcome. Okay, Shantae, who's the next one? And Dean we'll go for. We'll just give you one more question and then we'll take a five minute or so intermission and let people take a break and then we'll keep going. All right, the next question comes from Matt.

Matt, please go ahead. Hello folks. How are you?

Great, Matt, how are you doing?

Good. The thing I've gotten most other than cow mittens.

Cow mittens? Yes.

Cow mittens are awesome. I'm trying to implement that but that interview with Richard with it figurine.

Yeah.

What fascinated me most is not that he spends eight hours, three hours a day so studying, but that he's eight years old, he's been in business 50 plus years and he still spends three hours a day. That really, that really sunk in. As far as what I've been listening to mostly is I've been listening to where you wing it again and again. And of course the Marty Adelson when he listed the books, I immediately start writing them down. I. Joe, the only reason I, I try to dig at you is because someone has to stick up for Dean.

So you know, I hear you. I totally. I mean you're obviously a very compassionate person, but I mean Dean doesn't really deserve it. But I hear what you're saying.

Well, if I had to redo the intro for you, I would probably repeat it as I'm, I'm Joe and I'm the smartest one. And then it'd be I'm Dean and I'm the smartest one. So I know both of you like to give each other back so. So you both are very, very intelligent. I do appreciate it. But you know, in fact the watershed moment for me was actually listening to the Emits. I had read the book. It didn't sink in. And then in fact, yeah, Michael Gerber ought to be on Your list to interview, by the way.

Yeah, you know, I haven't done an interview with Michael, although I've known him for. Oh, gosh, I've known him for. I met him in person. He hired me for Day of Consulting to help him with the email Academy back in 1997. And that was the first time I actually met him in person. And I've ran into him a few times over the years and we've talked and stuff. But yeah, it's so funny you say that because Dean was mentioning that, I think about a week ago, Dean's like, we should.

Well, I went to an EMF A demo class today with the EMF trainer out of Des Moines for lunch. And when I listened to the CDs on a trip, it finally woke me up. And I'll be honest, I actually cried pride because I was so sad that I'd wasted so much time. Thank God, again. And it's just like, you know, man, I'm 51. It's time to get time to change. So. And so my question is, I know that I need to add Dan and Dean and Joe to my payroll. So what should I read, do, etc. Before I do that, is there something I should be starting with.

With?

And yes, I have the magical poor formula up on my desk. I've not listened to the interview. I heard it on the 10x.

Okay.

And so I'm. I've gotten through ice, the 10x or so few of them. I started with the beginning and I'm through about the first of this year. I just heard listen stuff this year. And so I'm. I'm way behind the guy from Seoul that has listened to all the. I love marketing. And so it's all right. So here we're at. As Larry would say, I'm down in the mud. Where's the first place I should take a bath?

Yeah, you know, here's here. Well, Dean, I. Here's what I would recommend because a lot of people ask me about coaching programs, about books and stuff, and I tend to be one of those people. What's most present in my mind, how happens to be the thing that I think is the very best thing. But I have to take myself back from the starting point and think about, okay, where do I need the most help? A few basic moves produce most results. So, for instance, if it comes to the business that you're in, if you don't have a sales letter as an example, and everything else stems from that compelling conversation. I mean, you heard Marty Edelston you heard Brian Kurtz talk about a control. You know, the control is the enemy. Do you have a mechanism in place that actually cans and clones you? If you do not, I would say read something like the Ultimate Sales Letter by Dan Kennedy, which was written 25 years ago, but is still an absolutely fantastic book. If you're, you know, what is the. If you could waive Magic Wand, what would you want to have happen in your business, in your life right now? I mean, can you answer that? And everyone that's listening, it'd be good for them to ask themselves that question. And we'll use you as a model.

I don't know if this is the answer you're looking for, but the first thing that comes to mind is to.

Add a zero, meaning add more money.

Add a zero to the business, and then the next step after that is data, another zero. So it's the 10x mindset. So it's. It's how to, you know, and I made the company. I said, our problems. We don't have systems in place. It's killing us. And it's not so much. It's not just the marketing system. I'm getting that better. I did a basic postcard. I spent less than ten grand in mailers last year year. And I only technically worked 30 some days. I taught. We teach continuing education classes. And in Iowa, essentially a rural market, I taught 34 days of classes and we grossed over 125,000. And so, okay, we've got that now. Of course, now the question gets to be. Is like you say, the controls your enemy. All right, I need to come up with another marketing piece to see if what I've got is the best. So that gets to be a struggle. So, yes, I went out.

I've got the Robert Collier book.

I let the read through that one. I've read through tables. I've got Ogilvy on the back burner. I'm reading Sugarman's Triggers right now. Abundance is next in the list. You know, he talked about Dan Kennedy. The thing I got most out of magnetic marketing was actually the names, you know. Yeah, Gary. So now I'm on the. I'm listening to Gary Halbert. I've got his letter.

I bought.

I got the training stuff from. From Bond and his brother earlier, you know, last year, you know, so going back and. Okay, well, where do you learn it from? Well, he learned it from Collier. He learned from cables and in finding those old things and reading it. And that's done more for me than probably anything else.

Well, here's what I, here's what I would say because you're, you know, what I don't want to do is have you continue to consume more stuff because you're right in the middle of doing a lot of stuff. So now it's a matter of digesting most effectively what you're taking into your mind. And so a lot of people miss the point that some people read and go to seminars and listen to things because it actually keeps them in a good, motivated, connected state. Whereas some people are like, well, you know, quit learning stuff and start mastering stuff, quit learning and start implementing. You know, so there's always that approach. But I've also am cautious because I know there's different motivations and reasons why people pursue and consume knowledge. I have more books, more know how more than anything that I'll ever be able to implement, you know, in a million years. I mean is what it seems like. But I still continue to go to, you know, strategic coach. I still continue to read because it simply keeps me in sort of like a connected state in the same way that, you know, exercising and working out does. And so what I would recommend, if you can truly do need one more book, I would give you a short one. The Laws of Lifetime Growth Always make youe Future Bigger than your Past by Dan Sullivan. Simply because it will keep you out of the comparison of I shoulda, coulda, woulda, you know, I'm behind the eight ball sort of thing. I don't think you're exactly where you are supposed to be. And you know what I mean by that is forgiveness is giving up the hope that we one day you're going to have a better past. That's something Dan said to me once. Part of it is the only usefulness of the past is raw material for you building the future. The thing to think about is you design your life. What your day is going to be like tomorrow is totally built on how you design it. Where you're going to be a week from now is how you design it. Where you're going to be a year from now is how you design it. So just simply the more you can sit down and write, what do you actually want? Want? If you want to grow 10 times, focus on activities and people that are 10 time multipliers. And the way to do that is eliminate people that suck energy out of you. Activities that suck energy out of you. My friend Arianna Huffington has this great line where she says the best way to complete a project is to get rid of it. You have to look at the projects that you're willing to prune and you're not. To do list is way more important than your to do list. And most people that I talk to that are entrepreneurs do not have any capacity to add anything new to their plate. Most of them feel completely overwhelmed, overworked, don't sleep enough, don't eat nutritionally. I mean, there's a lot of obstacles. And part of it is, okay, how do you multiply yourself by subtraction? How do you multiply by subtraction? That means you have to really identify. Identify the major outcome activities, the moas. And you need to do things and activities that reinforce that. So identify in your life what's an 8, 9, or 10 in terms of people, in terms of projects, in terms of clients. And that's where you need to spend your focus, and you need to cut out the things that aren't that. And that's a hell of a lot easier to say than it is to do. I mean, trust me, dealing with other people's marketing problems is much easier to say than dealing with your own. So me and Dean can sit here and answer questions and point things out, but the same sort of thinking applies to us. And I think if you just. This is very Socratic. I mean, as weird as this may sound with real paper, not on a computer, but real paper, get a notepad, nothing fancy, and every day write down 10 things that you want, what do you want? And it'll be different if you're like most people for the first time, you know, two weeks, three weeks. But after a while, you start coming back to the same things and you start getting rid of all the shit. But it be. It's a process, but it's. It's really worth doing. And that's what I suggest.

You know, the biggest thing I got so far out of 10x, and it really. It's been kind of a shocker to me. And that's where Dan talked about taking vacations and time off.

Yep.

And actually being rested up so that when the opportunity comes, you're energized and ready to go for it. And it's like you come in from an Iowa farm, and it wasn't a small farm. My family probably has about 5,000 acres, and they raise hundreds of thousands of turkeys a year. And they had a large dairy farm. So I grew up working 60, 80, 100 hours a week. You know, in the fall, if it don't rain, you just keep going. And when it rains, then you take a nap. So I Kind of comfortable that, but I abuse it.

Right. Well. And you know what? This is a pattern. I mean, it is a pattern that you spent a lifetime learning and developing and you have a lot of capabilities that come with that. But there's a lot of things that are not working. And so in order for you to break through, it's. It's literally, you know, it's a process and you need to, you need to redesign things that aren't working, working, and you need to continue to multiply and leverage the things that are. So it's really not about managing your time, it's really about managing your energy. And the reason that Dan recommends taking time off is because we talked about this on a previous episode. I interviewed this lady years ago that wrote a book called Working Solo for solo entrepreneurs. And she talked about people want to run a multi million dollar business or be a million dollar producer. And if you had a million dollar racehorse, you wouldn't run the horse into the ground over, train it, shovel crappy food down its throat, never give it enough time to graze or to sleep. You would literally take care of that horse. You would have the horse training, effectively not over training. But people want to be million dollar producers, they want to have a million dollar business, but they beat themselves up like crazy. And, you know, this is where it really requires, and sometimes therapy is needed. You know, it requires someone to become their own best friend and to eliminate some of the behaviors and some of the relationships in order to do that. You know, my friend Kathy Colby, she has this line where she's like, the time to quit working is when working is no longer working. And if you get to the point where, you know, how many people have ever accomplished anything really you. I mean, there's exceptions to this, of course, but how often in your life have you accomplished something really useful after 1am in the morning? I mean, working at the computer or not sleeping, unless you're in a different sort of business or something, or you run strip clubs or something, it's like you're probably not accomplishing certain things at certain times. And so you just, just got to find your flow state. And if you've never even been there, you know, get there. And you know, at the end of the day, if you're not having fun, if you're not taking any time out for rejuvenation or for recovery, I mean, everything becomes work. And it's like one big giant black cloud of angst and anxiety. And for me, it literally took, you know, transcendental meditation. For me, to even get to a point in my adult life where I started even feeling some semblance of peacefulness because I had been so driven for so long. And we put a bonus episode up with Russell Simmons, who's a maniac. And if you look at his past life versus how he's developed these practices to try to bring some sanity into the insanity of his past life, it makes a lot of sense. And we actually. I did an interview with him on video on his new book, which is Successful through Silence and Through Stillness. I mean, success through Stillness. And so I'd recommend just giving yourself a break. I mean, you're reading a lot and you're doing a lot of stuff, but acknowledge everything that you've done. You already know what to do. It's just a matter of doing it and not beating yourself up. And when things don't work out, the only way you're going to fail is if you fail to get the lesson out of it. So I think one of the best things you could probably do is find another person that you can share this stuff with just as a sounding board, because you already sound like you really know your stuff. And you're a smart guy and you're driven and you're focused on a bigger future. I mean, you want to make it happen. You want to grow 10 times, and that's awesome. And I think that should be celebrated. So those are my thoughts.

Thank you. Absolutely. Dean, you've been quiet. How come.

Sometimes it's as simple as doing more of what's already worked. Like you've already figured out you spent $10,000 in mailings and you did 100 and whatever thousand dollars in revenue. And sometimes it's just as easy as spending more on the same thing. We find that with our real estate agents all the time, we have people in a room who are spending $300 a month on AdWords, Google AdWords, and making 50 or 60 thousand dollars from their website. And they'd be sitting in the same room with people who are spending $600 a month and making $120,000 with their website. Website. And then there is somebody in the room who is spending $6,000 a month and making a million dollars from their website. So the good news about direct response and scientific advertising is that once you crack the code, if it works, it works more. So if it's just as easy as mailing to the same mailing that you've already figured figured out is successful to more people, sometimes that's just easy. But if you look at all of the eight profit activators, you just kind of think through and apply them to what you're doing. I always look at them as a blueprint and you're never going to be done applying the eight profit activators to your business. So you just quickly go through and do an inventory of them and see, well, what's the foundation breakthrough that I can, that I can create? You know, just do those things.

And yes, I plan a nine word email very soon.

There you go. Perfect.

Yeah, well, hey, real soon, man. Do it. Freaking give yourself a deadline. Because if you don't give yourself a deadline, it never gets done. And yeah, you know, keep, keep doing what you're doing. You're doing a lot of great stuff. And just really think about a not to do list. You know, if you could take 10 minutes, you know, later today, tonight, whatever time it is, probably tomorrow, I would do this too. When you're going to do some serious thinking, get the hell away from electronics, get into an environment where you can focus. For me, one of the best environments is the library. If I have to do any sort of serious thinking, I can accomplish more one hour in the library than I can in an entire day in my office. So I don't even try to go to my office when I need to do any thinking. I go to, to my office on buffer days and when I need to work with my staff or go through things or sit around and stay busy and pretend that I'm actually working. Because you can really accomplish a lot of fake work in a busy environment and confuse activity with accomplishment. But if you just need to do some real critical thinking, go somewhere. Some people like the buzz of a coffee shop and background noise. But I'm really distractible. So I like silence and I like quietness and I don't like being surrounded, surrounded by people that I know and my own stuff. So I remove myself from that because I think the environments are really awesome. If nothing else works there, learn how to do some meditation that might be helpful for you. As weird as this sounds, adding 40 minutes a day of meditating twice a day is actually giving me a lot more time because I just don't spend time on a lot of nonsense. So that's the deal. So, Dean, anything else?

I think that's good advice.

Okay, thanks. Keep us posted. Let us know how you do. Post on ilovemarketing.com and just let us know how this works out for you. And look forward to hearing about your success with it, I hope.

Thank you, sir.

You are welcome. Thank you. Okay, and here's what we're going to do, everyone, because I'm already over because I babble too much. We're going to take an intermission break because we're going to keep going because me and Dean are committed to all of the people that are listening here. And I know some of you probably can't stay on the whole time, but if you're able to hang with us, do it. We'll continue to answer questions. And we will. Yeah, we will just continue to answer questions. I want to make an announcement because I'm doing something really cool and I want you to go check it out. There's something that I'm doing with Arianna Huffington's book campaign. Now, I got involved with helping Ariana. She's actually speaking at my annual Genius Network event this year with which will be in Newport Beach, California on August 14th, 15th. Geniusnetworkevents.com is the website. And then on the 16th, I'm going to do a one day event with Arianna and a group of people that were involved that I pulled into this campaign to help with it, such as Dan Sullivan and Brendan Bouchard and dean Graziosi and Dr. Mark Hyman and just some really amazing people. The book, because of our marketing efforts, debuted number one on New York Times. Granted, this is a high profile person who has a lot of juice, is very smart, wrote a great book called Thrive. And I really believe in the message of her book. It's thrive, the third metric to redefining success and creating a life of well being, wisdom and wonder. And so like I said, it debuted on number one on the New York Times. Out of all the different stuff that we're doing, and we talked about it on the last episode, we're going to talk about it on a future episode, and I'm going to continue to share the things that we're learning, applying marketing to this sort of stuff. But one of the things I decided was to do an Indiegogo campaign. Indiegogo.com is the largest crowdfunding platform. And Slava Rubin, who is one of the founders of Indiegogo, came on my Necker island trip that I recently did. And who also came on the trip was a guy named Seymour who had the number one crowdfunded electronic device called a thing charger. And while we were there brainstorming about a bunch of stuff, he said, why don't you do a crowdfunding campaign? I'm like, well, why not? So we put one together and it's on Indiegogo and there's a big link for it. But I had my team actually create a redirect so I could announce it here and you can go check it out. And we are launching it now. We are launching it and I'm announcing it here because I thought what better place to let people check it out than the people that listen to. I love marketing. So I want you to write this website down and I want you to go there and check it out. It's geniusnetwork.com ThriveNow GeniusNetwork.com T H R I V E N O Thrive now and check out the bonus page. You are going to see how we actually utilize marketing for crowdfunding. And crowdfunding is one of these things we are going to talk about as we develop this and what we learn that works and what doesn't work for this campaign. We are going to share it with you. And I am also going to get Slava, who is the founder of Indiegogo, to come as a guest on I Love Marketing and basically share how everyone that is listening that wants to do any sort of crowdfunding campaign, anything you want, you can actually put it on Indiegogo. There's other crowdfunding platforms like Kickstarter and stuff. Indiegogo, you can put up any darn thing you want. And many people have funded charity causes, they have funded startup businesses, inventions, you name it. So I want you to check out what we're doing with her book and there's a bonus page and you can buy one book, you can buy a couple of books and we have bonuses that we give. If you get four books at the $100 level, you can attend her live event in New York for free. So there's a lot of cool stuff that we've put together. Plus there's other bonuses for like high contributors, like an opportunity to tour Huffington Post or a chance to win a ticket to the event that I'm doing with Arianna on August 16th. So to get all the details and to see it and check it out, go to geniusnetwork.com thrivenow and just see what we're doing and if it makes sense and you like what we're offering, make a contribution and buy the book. This is simply going to go to move and continue, not only to sell books but to create a movement. And the book is awesome. You'll get a lot out of it. Anyway, that's my wrap on this one, Dean. Anything else?

I think that's awesome. It's just fascinating to watch and see here's the thing. I know that you are completely committed to playing at a higher and higher level. And it's like you're realizing the higher and higher that you start applying all of these magic rapport skills, the bigger opportunities and the bigger impact that you're having. I mean, it doesn't get much bigger than, you know, you've been involved in two number one New York Times bestsellers now. So that's kind of a good thing.

Yeah, exactly.

And being able to talk all about and share the strategies that work and kind of everybody gets to look over the shoulder and see how it all unfolds.

Yeah, exactly. And see the beauty of this. We had the question earlier about if you're on a limited budget. Well, if you actually learn how crowdfunding works, a lot of people. For instance, Seymour, who's helping us with this campaign, had a $25,000 campaign he was wanting to create in order to fund this thing, Charger, so he could start manufacturing on it. He ended up raising $647,000. And he told me, he goes, it's all through marketing. You can have the greatest video. You can have, like the great offer. But he goes, you got to drive traffic to your campaign in order for people to even be aware that it exists. Just because you throw something up on Kickstarter or throw something up on Indiegogo does not guarantee that anyone is going to find. I mean, you've got to drive marketing there. You've got to have a compelling offer. So I want all of you to literally see, are we making a good offer? Is it something that you'd want to be involved in? There's nothing sneaky about it. Even if you don't buy anything, check it out and watch it and look at what it is we're doing. If you don't buy anything, then we're obviously not very compelling. But if you do, I think you're going to really like it. It's pretty awesome. I even put a link there where someone can get the book at the cheapest price on Amazon. But you can spend 25 bucks and you can get all kinds of really cool stuff and get a really awesome book. Check it out. Geniusnetwork.com ThriveNow Now, Dean, we're going to take a short intermission here. And while we're waiting, is there anything special we should do? Should we sing Kumbaya? What do we do? Leave it be silent? Or do you want to talk for a few minutes and I go run and take a bathroom break and then you do the and do that.

We'll just have five minutes real quick and we'll come back in five minutes and we'll start back up again. So check your watch. Mine says 7:22 right now. So we'll start back up at 7:27. Go.

Well, that's assuming you're in Florida, because it's 4:22 where I'm at in Arizona. And if you're in South Korea or if you're in different parts of the world, whatever it is, just. We'll be back in five minutes and I can maybe unmute the line for. Wait, let me ask Shantae, the operator. Shantae, if I mute the line, will that screw up everyone that's in the queue for you?

It wouldn't have any effect on that, but there would be a lot of.

Talking and I'm not sure if everyone.

Would be able to.

Let's just leave it silent here.

Okay, we'll leave it. Okay, everyone can meditate for a few minutes now. Okay, everyone will be back with you in four and a half minutes.