EP 12: Is your Marketing a cost or investment?

Welcome to the making of a dm.

Marketing and investing in yourself. Not only that, I have a special guest that's done millions and millions and millions of dollars in business, and we're going to share some very, very powerful tips, strategies, and techniques to help you grow and expand your business. So with that said, let's get started.

To help and teach him what I, what I know and how I did it to discover freedom. There ain't no question mark. Kevin's when he stepping the doubt, he's closing deals. Time to tell him what the DM stand for. I'm a deal maker. A deal maker. But I'm not just a deal maker. I'm a dream maker.

What's up, everybody? It's your host, Mark Evans. Yeah. Here. Today, the show is going to be a little bit different. So I appreciate you guys being here. And again, before we get started, I just want to say thank you guys so much as you're listening to this show and sharing it with your friends, colleagues, and people you care about, and more importantly, the people you don't because you're going to send it to them and they're going to quit talking to you, which that's a good thing. That's what we want. So again, guys, keep sharing the show. Keep giving the great feedback over on itunes that helps us get more rankings, more eyeballs and people and ears to listen to the show so we can all connect and grow. But today, guys, we're going to talk about a couple subject matters. Marketing and investing in yourself. As you know, I'm a huge fan of both, and I want to kind of bring on a guest here today. I have. His name is Jeremy Blunt from Wisconsin. What's up, jb?

Hey, Mark.

How you doing, bud? Good, man. Hey, I appreciate you being here. I know you're going to kind of chime in and out because, you know, having a show as we're growing and developing, we're trying to be the most valuable. More importantly, I think the biggest thing is getting an insight from a person. Instead of me just rambling and talking and screaming at people, having someone from the outside in kind of chime in and help maybe tighten it down, give a little bit more direction to the individual listener. Right. I agree.

I'll hop on any way I can.

Awesome, man. So, guys, no matter what business you're in, at the end of the day, we're in the marketing and sells business, right? So as you're sitting there, you might be thinking, well, Mark, I want to do real estate, or, Mark, I'M in supplement business or mark, I do this or that. That might be what business you're in. But you're not going to be in business in long if you're not doing marketing and sales. So many people are learning the product so much, they're trying to get things right before they get it going. My buddy Mike always says you don't have to get it right, just get it started. But what happens is you can fall into procrastination mode. And curiosity, by the way, has never killed a cat. That statement is false. Curiosity without execution will kill your soul though. You have to always be executing everybody I know, including Jeremy. Anybody we know is ultra curious. Right, Jeremy? Like we're looking at what's working in marketing, what's not working. We're always curious to learn something new every day. Is that a fair statement?

Yeah, absolutely. Always got to be growing, always growing.

So it's like curiosity is a good thing. But we've been taught at an age like curiosity killed the cat. Well, I don't know where you live, but I haven't seen any cats dead around here. But as business owners and entrepreneurs and people growing their life, curiosity is a very good thing. And it's something that excites me. I get excited about curiosity, about learning what's working, what's not, how to implement it in my business and my day, in my life and all that. So let's talk about marketing today and then we'll get to the next subject. But marketing, to me, I see so many people doing it wrong. Jeremy's a really, really good copywriter, marketer. But also there's other layers to this because marketing has many different platforms, right? From what you wear to, you know, which is, I. E. Your costume, by the way, if you guys know me, I always have a white kangal on a crazy shirt, flip flops and Rolls Royce cigars. Nice watch. Yeah, nice watch. This is all marketing. This is very conscious decision making for marketing. I wasn't that smart in the beginning. Knowing what I know now, I would have been a lot more strategic about it. But now that I know, I'm definitely strategic about it. I know how to position. It's like Ronald McDonald. You know what he looks like. He's a marketing piece for McDonald's, obviously. I mean, we could go down the line. Everyone has a costume. So as we're marketing, we need to be thinking about what kind of marketing channels are you in. Online email marketing, online visual marketing through videos on YouTube, Instagram image ads, newspapers, Facebook advertising, Google AdWords, the list is endless. I mean, marketing is everywhere. Billboards, which I don't recommend. That's more of an ego thing. Your body's like, dude, I saw you on a billboard. Or the benches at the bus stops where I don't know why you would ever want your face on the bench at a bus stop. Seriously. The only things happening on those benches are stuff that we probably don't want to be associated with. So maybe a condom company or a drug rehab center would be good for those, right, Jack? That's right. So there's different things like what do you want your brand to mean and what do you want it to stand for? So, you know, I used to have a big monster truck, Jeremy, you remember that? I used to have a monster truck, the monster limo. This 36 foot long truck had an 8 foot bed that never had to be made inside. You have tv, you know, it's a limo. It's a, it's a huge limo. The tires are 4 foot tall. It was awesome. And that was a brand new thing. We were doing events through the house and we were talking about monster profits. Monster truck, monster profits. Xyz, Big house, big truck, big opportunity. These things mean things, by the way, in marketing, right? If I pulled up in a Fiat and or monster truck, which one's getting me attention? The monster truck by far. So our job as marketers are to stand out, especially now. It's never been harder to stand out of a crowd because there's so much noise. So this is why it's important. Like ie a podcast show. This is marketing, by the way, right? I'm not selling anything, but I am selling me, which you want to listen to. And then you take this information and maybe three years from now, three days from now or never, I have something that might value you. You know, we own multiple companies. You might be a buyer of one of our products. There's a real estate company, the media company, supplement company or anything else I'm associated with. There could be an opportunity there. But what are you doing in your marketing? Where I see a lot, a lot of people doing it wrong is they're trying to make the sell in the marketing. And Jeremy, you've seen this a million times too. Like people are trying to accelerate, like they're doing a postcard to buy a house that says we buy houses, call now so I can buy your house. What's your take on that? Because I think it's totally wrong. Does it work? The answer is sometimes. But for like a big scalability, it's A very tough model to try to complete the transaction via marketing. Would you agree? I agree.

I think the biggest thing in marketing is just to build a relationship with your potential buyer or client over the long term. So it's going to take, you know, multiple touches on, you know, either Facebook or, like I said, a postcard or text messages or email before they actually can, like, trust you. You know, they can know you and like you, and then they'll ultimately pull the trigger and do business with you. That's my take on it.

Yeah. No, I mean, dude, it's how we've met. You know, I was marketing online. Guys, real quick. How Jerry, I met Jeremy. This is before the Facebook and all these other amazing marketing platforms existed. But I was always doing webinar. Actually, back then it was telecalls, audio only. Yeah. And emails. Email marketing. Right. So Jeremy found an ad on me in 2005. Ish. He reached out to me and we connected late 2005, early 2006, and he literally went all in. I mean, we actually had a conversation. That is relationship building. You know, I was building relationship on a global scale through the webinar, the telecalls and the emails. But then the goal with marketing is they extract the people that are interested to come into another layer of your funnel or relationship funnel and then take it to the next step. If you're selling coaching, if you're selling seminars, events, if you're selling a product, whatever it is, like you want to have stages for this stuff and say, hey, if you're ready now, call me here. Or hey, if you're ready now, go to blah, blah, blah.com and fill out the form and I'll call you. Right. That's the process. And that's how you and I met.

Absolutely.

Yeah. And it's 2019 and I still don't like this guy, but he's still here. He won't leave me alone. He's like that thing I got Cancun that one year. But that's a whole other story. But. But as we're like sitting here talking about this stuff, like, Jeremy, like, you and I, we had a conversation. You invested in yourself. Right. So the marketing message was hitting you and you're like, this is it. This is going to help me. And then you made an investment in yourself. I think it was. Was it mentoring? Was I mentoring you?

Is that what it was?

It was actually, yeah.

It was initially I did the drop it in your lap program, and then there's a deal that fell apart with. With somebody. But I was so. I mean, I have like an all in personality. That's just kind of how I am. So I burned all my ships and I. After that deal fell apart, I reached out to you and was like, dude, like, I still want to do this. I'm like, show me the way. And you mentioned you did have a mentoring program and you mentioned the amount. I think it was like 5,000. And I was like, dude, I'm in. And again, I think I was 24 or 25 at the time. I didn't have that kind of money and I don't come from like a rich family. So I took out a credit card. And back then, you know, you get a credit card with 0% for like 18 months or whatever. So I took out that credit card and I bought mentoring through you. And that's how I started to do real estate deals, actually.

That's awesome. Couple very interesting things like that. Jeremy, I don't know. We, you know, I've talked a lot, obviously many, many thousands of times since then. But, you know, a lot of times people like Jeremy literally had zero money. He used a credit card to pay for this. Right, Jay? So the reason I bring that up is because a lot of guys come to me and they're like, mark, I don't want to take the guy's last five grand. Again. The problem with that question or conversation is in my first instance, well, do you not believe in your product, or do you not believe in your service, or do you not believe what you're going to teach them is going to help them? Because that is. That's more on you than the individual that's ready to make the decision. Because now you're trying to play God, if you will. Like, if I take Jeremy's last 5k from his credit card and I don't perform or provide value, that's on me. But Jeremy's going to feel the effect of that, right? You're not going to be able to make money and pay your bills, and I'm going to have five extra grand and I'm going to be, you know, kind of karma is going to come back and snag me one day. But for that moment, it was like, man, listen, I know my shit. I know I can help this guy and how he pays for it and where the money comes from is on him, not me. And I think that's what a lot of times people get scared about is, you know, when you're growing, it's like you got to stop thinking about the other person necessarily of how XYZ is going to happen. Come with your value and let them say yes or no. It's up to them, not up to us. And that's kind of a weird side subject story. But a lot of buddies of mine over the years that have big courses are like, I don't want to take their last dollar. Well, maybe that's what they need to actually get them moving forward. You know, maybe if your shit actually works, maybe this is the best investment they'll ever make in their life. I mean, Jeremy, you and I have literally known each other now for 13 plus years. We've done many. I mean, dude, how many things have we done together? I mean, I can't, I don't even know.

No, it's endless man, endless. So I mean, right, that was definitely done? Yeah, I mean it was definitely the best 5,000 I ever spent. I mean you introduced me to a whole new, a whole new world. And again like I think gospel goes both ways. Like since I did spend that five GS and I had to pay that back, it's like it forced me to like bust my ass and like really actually implement the things you were teaching me.

Like I, I had like actual skin.

In the game, you know what I mean? So I mean it forced me to actually work in and do what I was supposed to do and actually make money.

Well, I know man, it's so wild how we think sometimes the value, like the truth is I didn't value myself. Like I value myself now. I wouldn't do anything for five grand today. Yeah. So it's like my value increase when my clients value increased. Right. It wasn't just me. I actually had to get actual results. I had to have conversation, I had to see them. Do I have hundreds if not thousands of clients all over the country that have taken my thousand dollar courses, $5,000 events or whatever. But again, all this shit started From Basic Marketing 101, you know what I mean? So like in real estate, that's how I all started, guys. I started doing real estate investing. Probably like event number five or six or seven. Somewhere around there I realized I already knew enough about real estate. Where I saw everyone having a problem was marketing and business building. So I stopped going to real estate events and started going to like understanding direct response marketing through Dan Kennedy, Matt Fury, guys of like Yannick Silver. I started going to all these events and then the Internet, right, the Internet stuff. There was this guy named Brian I went to, I paid him $50,000 for one day to learn how to do Internet marketing. And thank God I did because it's changed my life. Right. So all these things, like, these are stages, but they had to market to get me into the door. You have to understand that marketing is everywhere. It's happening literally more now than any. If you know it or not, it's happening right now. As you're listening to the show, things on your phone are popping up. Probably an ad, depending what website you're on. You're seeing things when you're driving down the road listening to this billboard sign, bandit signs that say we buy houses or mattress for sale or you know, whatever it says, that's marketing. And then you're like, oh, wow, boom. And then you got to start understanding that anybody listening to this should go buy every book Dan Kennedy's ever written and start learning about how to do direct response marketing. Would you agree, Jay?

100%, man. 100%. I mean, as well. Who's another guy that you were buddies with? J.J. conrad.

Oh, yeah. Jay Conrad Levinson back in the day. He's passed away now, since. But you're talking guerrilla marketing. Yeah.

I'm not sure where, where most of these listeners are at in their marketing ability. So like, I do know he's kind of like an old school guy where it's kind of onesie Twosie. I don't know if he's, if he's built like online, but I think it's a great place to start.

Yeah, no, listen, all these books are online on Amazon. You guys could buy them. But you know, marketing, to me, there's different types of marketing. There's push marketing and pull marketing. Right. My marketing out there is pull marketing. It could be a sign in a yard. Like, for example, if you ever see a real estate agent sign that says for sale with the agent's name and number, that's pull marketing. You're going to see the sign, you're going to pick it up and you're going to call them. Hey, I was calling about blah, blah, blah, blah, this property. Yeah. Okay, great. What's your name? Right. Marketing. Step one of the process. The problem is, like I said earlier, where I see most people, that sign would say, buy my house. 85,000, call me now to buy as opposed to like give me a call. Let's have a conversation, see if this house even fits your qualifying needs. Right? Get to know me. Let me know about you. Tell me what you got going on. Tell me how much you have to spend. How quickly are you looking to move like all these things or on weight loss, right? Maybe someone's trying to get healthier and they're like, dude, I'm gaining so much weight, I don't know why. Well, let's have a conversation about that because we're all created differently. You know, maybe you have too much intake of this or maybe you're not doing enough workout or maybe both, like, but that all comes through conversation. So it's like, hey, for a free 15 minute consultation, give me a call at X. Boom. Get them on the phone, have a conversation and serve them. There's so many books on sales out there. I don't even, I mean I've read so many, I'm still learning how to sell. But you know, selling by providing value, value proposition selling is the easiest way to sell. Like Jeremy, I'm not a hardcore sales guy. I know you're not either, right? We're not. That's not our style.

No, absolutely not. I mean a lot of the pieces that I do, it's where you offer something that's, I don't want to say of no value. But initially it's a free product or a video series in exchange for someone's information like a phone number or case, an email. And then I give them obviously what I promised them and during that message or whatnot, I slowly offer them like another service. So I kind of upsell them to actually spending money with me. So yeah, not invasive way to get the sale.

Well, it's like dating, right? You guys have all seen the free books. For a free book, put your name, email and information and all I ask you to do is pay for the postage and handling five bucks or whatever it is. If you don't believe paying $5 for an amazing book is worth it, you should not be listening to any show. You should probably just go back to work and live a shitty life. Like in all seriousness, like I see people on those, Jeremy. Like, dude, I thought you said that's a free book. You know, it is a free book. I don't own the fucking UPS store. Like someone's got to ship this thing, not me. And why would I pay for your shit that you're not even going to read? You're probably going to use it as a door holder, you know, so it's almost like. But, but again guys, it's okay to have those people say that shit because those are the people you don't want in your funnel because they don't get it, they never will get it. And my job is not to get them to get it. It's on them, not me, but our marketing message. Just like I just. By the way, what I just said is a marketing message to you. If you don't think it's worth it, shut this show down and go fucking somewhere else. Because I'm not for you. That's okay. It's called a line in the sand marketing conversation. When you put a line in the sand and say, hey, if you're great, you're smart and you got this and do this and want this, be here and. Or if you're a shitty person, this person, like, be over there, like, it's okay. As a marketer, the truth is you'll be. You'll make more money by being more bold, right? Telling people, not being so vanilla for somebody, right? Yeah, exactly. And when you become something for everybody, you become nobody, Right? Exactly. How the hell could you talk to a male, female bodybuilder marketplace in the same exact way? It's impossible. I can create two different messages that can communicate with them. We all have different needs and wants and emotions and feelings, and we want different types of results. You're not going to be talking. I keep using the workout side, but you're not going to be talking to a female bodybuilder that's trying to get bigger arms about how to improve their legs, how to improve their squat leg by £700, right? Just. It's called market mismatch. You're just burning money and wasting money. It's called avatar. You got to find your avatar. Who are you talking to? Right? So, for example, I'm going to keep talking about a couple different niches, but real estate investing, when we send out a postcard, we're sending say 10,000 pieces. We're not trying to get 5,000 people calling us. That would never be good for anybody because that means we are taught we're too broad of marketer. Like, for example, that would. The message would have to say, give me a call. Give you a million dollars for making the call. That would be stupid, right? But our message is more like, hey, if you're going through a divorce, if you're frustrated with your tenant, one or the other, by the way, it'd be very direct. That's why it's called direct marketing. We know if you're going through a divorce because we have divorce records. We know if you have bad tenants because you were in tenant court with these people, right? You're eviction court. So we're going to be very direct. Six of your tenants, we take over these problems. You know, whatever and then all of a sudden, yes, I'm sick of my fucking tenant. I want to kill them. They're not paying their bills, they're trashing my property, you know, and then all of a sudden that's emotional triggers. You trigger them up and then all of a sudden it's like, you know, boom. What's the solution? Give me a call, let me make you an offer or something to that effect. And now they call, you conversate, you calm them down and you present the offer. That makes sense for both parties. That's what real marketing is as opposed to blanket marketing. I buy your house, cash, seven days, give me a call, you know, like, dude, like seriously, like, this is why you're frustrated on your KPI numbers when you're like, dude, my conversion rate sucks. Well, the reason your conversion rate sucks is because you have shitty front end marketing. Your conversion rate should be massive on the backside because you're very direct to the market. Right. So Jeremy, on our side, I mean, we do marketing every day. You do tons of marketing. And Jeremy, what I'm really talking about too, it's not just marketing, it's about copy inside of the marketing material, right?

Absolutely. I mean, it's got to be worded enough resonates with the actual lead. You know what I mean? I was always taught that, you know, not to use like textbook, textbook type material. Like to always write and try and convey your message in a very conversational tone. If that makes sense.

Sure.

It's just, it pulls so much better than something that's very structured and old school.

I agree, man. I think that guys, again on marketing, first of all, people, Jeremy will come to us all the time, right? They're like, will this work? Test it. We don't know. It's all about market testing. If you're not willing to put dollars into this stuff, you're never going to know. Like, we've wasted so much money over the years, but we've never really wasted it because we're always learning from it. If we send out a thousand postcards like this or a thousand postcards like that, that's data. We're going to take those data points and we're going to say, wow, this one really killed it. This one didn't. Why? What can we change? And then in marketing, you don't want to change 18 things at the same time. You want to change one thing and then send it back out. If it works, okay, great. If it doesn't, okay, now we change that. Now we want to change this. Maybe it's your call to action. Maybe it's your emotional pieces. Maybe it's your conversation tone. Maybe it's your headline. Maybe it's the. The ad guys, and this is a true story. Maybe your phone number is not right. If you get a.00% response rate, maybe your phone number is wrong. This has happened to me multiple times over the years. We sent out a piece, I'm like, dude, what this bond? Why? And we're looking at. We're like, oh, my God, we have the wrong phone number on it. So you just never know. There's a lot of moving pieces here. But marketing is all about testing. And the truth is, marketing changes, right? It's always evolving. People are growing. And how I market to you, cold is probably not how we're going to market to you, Warren. What did you say, Jay?

Nothing. No, no, I'll just agree.

Okay, so, right, Guys, just so you know, cold marketing is someone who doesn't even know you exist. Right? That might be the free + shipping to learn how to make a million dollars in two minutes doing nothing. Boom, you get them in there, now they're in your funnel. And then warm market and be like, hey, Jeremy, thank you very much for getting the book. I really appreciate it. It's been six weeks since you gotten it. I wanted to give you two, three extra special reports, help make it work better for you. And if you have any questions in the meantime, feel free to reach out to me or call me or schedule an appointment. Right. Or whatever. So it's very conversational. Very story selling. Story selling, not storytelling. Right, Jay?

Absolutely. I love that.

Yeah. So you're story selling into them and you're communicating with them. By the way, everyone listening is marketing all the time. If you ever post on social media, you're marketing ever, like it might. The question is, is the marketing serving you or hurting you? Right? When you're posting like, dude, my neighbor's dog won't shut up. What do I do? You're marketing, but you sound like a dumbass, by the way. The thing is, use these social media as platforms. These are platforms to get exposure. Exposure equals revenue if you know how to monetize it. So be posting stuff. If you follow me on Instagram, @Markevans, DM or Facebook, you'll see me constantly talking about deals, events, opportunities, etc. And you'll see how we do the conversation format. Jeremy helps me with all that writing on that stuff because he's a very good copywriter. You know, I've kind of taught him everything. He know I'm joking, but he knows what he's doing, he knows how to conversate, to extract. What's that?

I said you told me quite a bit though.

Yeah, well, I mean two things is a lot, you know, it is what it is. It's two more than last week. Yeah.

And then something else too is in regards to social media, as I'm sure most everyone knows, there's a lot of people are our posers online and they, they show all their wins as you say. But I think it's one of the biggest things in my opinion that someone can do to stand out, and I read this in, in a number of articles, is you gotta be like authentic, you know, like show your losses, show when you fall down, like share like stupid shit about your day that, that gets people to actually know who you are as a person. Don't just constantly show like the same shit over and over where you're making money and doing deals or heading off to the club, etc, etc. Like you got to show them like every aspect of your life. I think that's, that's so crucial. Like, I mean it just gets people to actually again like you, trust you and get to know you and ultimately want to do business with you. I think that's just, it's huge.

Yeah. I mean Jeremy, anytime we do a post vulnerability, we're talking about vulnerability. Right? From the inside out.

Exactly.

Yeah. Is one of my buddies recently posted about how seven years ago he had no money in the bank. He was literally taking a bike to work because he couldn't afford the gas in the car to go the beach. Right, the beach. And then now today he bought a multi million dollar house. Right. Amazing post. Right? So it's his most engaged post by double, double and a half. Most Engaged 300 Comments Thousand plus likes, multiple shares. Because what we forget guys is if you're winning, winning, winning, winning, winning, winning. The person reading your post cannot relate. Like first of all, you're fucking lying to the world if you think you're winning every day because that doesn't exist anywhere. And secondly, why can't we share in the struggle through conversation and then talk about how you're pushing forward? What are you doing? Yeah, they want to know, like, dude, my life is shitty right now. How do I build confidence? Well, here's how I do it. You know when I was, when I was down in the dumps and I was living on my friend's couch and this happened and that happened. Boom. Like share that shit. People absolutely love it and it's relatable.

Absolutely, man. If that's like the biggest thing someone could take away from this call, I swear to God, it's like, that's number one. So big. Just be real. Be authentic. Like, show everything. Wins and losses, wins and losses.

If you have a tragic moment right in your life, like bankruptcy maybe, and you're talking, you're teaching people about financial freedom. If you're talking about fat loss and you're £400 and now you're at 180, fit, lean, like people. First of all, I want you guys to think about this. Don't close your eyes because you're probably driving in the car, running on treadmill. That'd be kind of funny to watch on the treadmill. But think about anybody you connect with. You know their story. Dude, you know their story, their story. And it's not their story. They win, win, win. Michael Jordan win. The reason you know Michael Jordan, because you know his story, he struggled all the time. He had tough times. You know, he worked really hard. He was sick during the championship. Like, you know a lot about his negative story that drove him to become a better high school basketball team, right? Yeah, exactly. Anybody you are close with in your mind through marketing is the story, the narrative. First of all, all have a narrative going on. The question is, are you controlling it and maximizing it and ultimately monetizing it? Right? You want to share with people. This is part of becoming a deal maker, is you got to be talking to people and let them know your story. Like, I grew up in a trailer court to 10, Jeremy. I just shared that yesterday on Instagram, right? About the trailer I grew up in, this is what it looked like. And now, like, you know, I don't live in anything remotely close like this, but I get it. I know where you're at. I was there X amount of years ago. I, you know, it was tough, and my family were amazing people, but they always fought about money. These are true stories, by the way. These are not bullshit stories. They're real. But with marketing, you want to kind of create a conversation with the listener or the viewer to share with them how, you know, you want to tap into their emotional aspect of marketing. And when you do that, you can really connect with them. Because if not guys, there's so much noise, they don't even hear you, Right? So if you're like, dude, no one's listening to me. Well, it's probably because you're posing. They don't care about your fake Rolex, you know, and if you do have a fake Rolex, shame on you. You should be talking about, you know, this one time I thought it was a good idea to buy a fake Rolex. And then I discovered this. Like, that's what real things happen. Because that's a mindset piece, by the way. That's a mindset cell conversation. And then every time you share these stories, they get to know you more and more and more. Jeremy, I still meet people all the time, and they know my story better than I do. Sometimes for real, they're like, dude, I remember. Yeah, exactly. But they'll remember, like, very detailed things. Because what we forget as marketers or business owners is that there are so many people in this world going through so many different things at this moment, right? Like, literally, I don't know the number, but it's thousands of thousands of people today are being told they're going to die of cancer. That's a big story. That's a big message, and that's a very big life impacting moment. Not for the person being told it, but also the people they got to tell that love them the most. So, like, you're sitting there and you're communicating with people, you're trying to market to everyone as the same, you know, but you could talk directly into that conversation, right? That's very emotional. It's very real, very raw, very authentic. Go figure. Being authentic actually sells. So there's people right now, you know, during the draft that are coming into more money than they've ever seen in their entire life, you know, in football and baseball drafts and all this. These young kids are generating tens of millions of dollars. Not only will it affect their life, it's going to affect their families and friends life. You know, there's lawyers involved in that, there's brokers involved. There's a lot of pieces here. So we got to remember, like, there's a lot of life things going on in people's lives. Maybe. You live in California, we buy houses in Ohio, we market to you and your mom and dad live here. Lived here. They passed away now. And we're like, you know, during an estate process is very tough. You're in California, you're building your life. You have three kids, a dog and a cat, and you're trying to grow your family and your career. The last thing you want to be doing is flying back and forth to Ohio to try to take care of $100,000 house. So we know that. So we're going to talk into that conversation. Say, listen, it's about money. And it's also about convenience and time and energy and effort. Like, we're here to make your life easy. If you want a quick sell fast cash close in seven days or less, give us a call. We're here to conversate about this, you know, and then you can talk directly to them. Because their problem is not just money. Their problem is convenience, quickness. Now, right? And by the way, this works with all products, not just real estate or, you know, supplements or anything like that. This works with any and everything, right? So, and you don't have to believe me, go to the movie theater and see how much they charge for a water, see how much they charge for popcorn, how much they charge for candy. Candy. $6 for the little box of candy that you can go right next door to Target and get for A$80. Why? Because they're marketing. They know you're there, you're vulnerable and you're ready to buy something good to relax and enjoy the day. Right? If you're thirsty, you're in the middle of a desert, you have a hundred dollar bill in your pocket, A guy walks up to you and says, hey, I got a bottle of water. And you're like, I'm in. Like, does price even matter at that point? Because that's what we're talking about now is like price. No, it's convenience. It's quick. It's now, it's, it's supplying a solution to the problem immediately. And that's really what people want.

Right, Jay? Agreed.

So, guys, marketing. You have to be doing marketing. One thing I would caution is don't try to do hundreds of strategies of marketing. Don't be in 14 different environments. And when I say that, I'm talking like Facebook, YouTube, Instagram, email marketing, AdSense, AdWords, whatever. Don't be in 20 different places. Pick one or two and really become great at it. Because once you see it work, you can make a lot, a lot, a lot of money with a couple cool strategies. Direct mail, email marketing. So different. Some marketing stuff that I do and I know Jeremy's done is email marketing. We do that every day, me and Jeremy. He's in a company that does that every day. Your company does that daily, right, Jay?

I mean, yeah, we send billions of emails each day. I mean, I think in total maybe around 20, 30 million emails a month.

Yeah. So guys, hear that again. 20 or 30 million emails a month. We send out about 500 million emails a month, give or take. We're, you know, Jeremy, you're opting in People, I think recently you had a pretty big day of over 10,000 new leads come in in a day. So there's a lot of people in this world, this planet. And I know when you're in the beginning stages, you're thinking, who would listen to me? Why would they buy from me? That's more about you than the reality of it. The truth is, you need to start reading mindset and marketing books. Mindset is a very big key to all this. Like, why wouldn't they buy from you if you solve their problem? That's the question I'd be asking myself. Why wouldn't they click on that video if the video connected with them? Why wouldn't they buy the free plus shipping book if I was actually providing amazing value? Is it your value? Aren't you worth free? I mean, because that's what you're selling, a free book. You know what I mean? So if you sit down and wrote a book and it took you a year to write this thing, isn't that worth a dollar free or whatever? Like, it's a good lead generator. So never stop marketing, Jeremy. I'll never stop marketing. I don't know about you. Yeah, no, same here.

I mean, I often quote that line from Tommy boy at the wedding. His dad's like, you're either growing or you're dying. There's no third direction. And I think it's the same with marketing. And I know what happened in one of my past businesses is I stopped growing, and that thing blew up in my face, like, bad, and I lost a bunch. And it's all because I literally. I got content. I stopped marketing. I stopped trying to expand. And once I, you know, it started to fall apart. Like, I could not stop the momentum, and it just. Like I said, it fell apart. So I got to keep growing. Always got to keep testing and moving forward.

Yeah, I think Gary Halbert, he's a famous copywriter. He's kind of always famous for saying, you're only one sales page away from anything you want. You guys know that. The people, the Beatles, you know, they're like. You know, they wrote. They're like, hey, I want a swimming pool my backyard. They're famous for saying, let's write a song to buy a pole. Right? Like, you could create. That's marketing. Right? You create something to earn revenue. That's what marketing does. It create conversations to earn revenue. Now, I'm not. We're not just marketing to market. Maybe you can get on your local TV station. Maybe you can create an infomercial maybe you go out and drive, you know, like, let's talk about that. Because some of you guys, like, you guys realize like Coca Cola, Pepsi, McDonald's, Burger King, all these companies are still marketing on billboards, on TV commercials, on football games and all that.

Why?

It's not because they don't need to, by the way. They have to. They realize people, especially in today's day and age, brand loyalty is limited at best. And not only that, our span of this is so like someone could steal you as a consumer customer in a second as soon as you stop and they know that. That's why they're all over the place. And then you maybe us could say, yeah, but that's easy for them because they make billions of dollars a year. And that's a bullshit answer because at one point they didn't make billions of dollars a year and they still had the market. There's no company that got big by.

Not marketing is what I'm saying.

So what are you doing to market? What do you like, say if you're brand new, like, are you going to trade shows? Are you standing outside in a costume waving a sign that says, you know, try my new flavored shake? I don't know, whatever your company you're in, what are some good, like very guerrilla marketing style marketing techniques, Jeremy, in today's day and age, besides basically just posting on social for free?

I mean, obviously it depends on what niche you're in.

You know what I mean?

Obviously if you're in supplements or the health business, I'm not sure like how good like a bandit sign can do. But personally, me, like, I'd start on Facebook, I don't care like who you are. I mean, you can start with $5 a day. You can target down your demographic, you know, down to age, location, likes and interest and all that stuff. So I would literally start on probably Facebook, start at five bucks a day, post whatever, like a video, a message just to get people to actually contact you again. I don't know if you're in real estate or in the health business or anything, but I would start on Facebook and start testing.

I mean, this is what it's about is testing. Like when we say test, guys, I mean, so like for $5, you're talking about Facebook. I'm not as technical as Jeremy is and kind of understand Facebook like he does. But like to me in my mind, say if you're in the supplement business, it might not be a bandit sign, but you might be able to go out in front of a Big convention, a supplement convention going on and saying, hey, free supplements. Follow me at blah blah blah.com and I'll, you know, or come over here. You know, free workout plan or free weight loss plan, depending what kind of company it is or what they're trying to do. And you could start extracting, set up a booth, you know, you could hand out, you know, flyers. You could get people dressed up, you know, your local college kids. And it's a paid internship or a free internship for going out there. Red Bull did a good job with this. Like the Red Bull girls, where they had the Red Bull truck and all that stuff.

So they still do this? They're still up there all the time.

Yeah. I mean, again, because that, that, that category is growing so big, right? There's so many different types of companies in that space now. Like, they should be out there more, right? They almost have to be out there more because they're losing traction. But one thing, guys, you know, all this stuff is like, find some market leaders. Maybe you have. I was talking with the guy Jeremy a couple days ago on Wednesday, and his wife has two hundred and something thousand followers on Instagram. And I'm like, dude, this is amazing. Like, in my mind I'm like, how do you take them from Instagram and put them on an email list, right? And the way to do that is the market is like, hey, blah, blah, blah, make sure to your booty blast, get over to blah blah blah.com to get the best booty in town or whatever, whatever her marketplaces, you know, one. And then you take them from 200,000. Now you got 30,000 followers in email because. Right. Jeremy, I think the biggest thing with marketing is not all marketing channels are created equal and or controllable. Because let's say if you're on Instagram or Facebook, 100% and they go down. Well, if it goes down or gets shut down for whatever reason, or flag, you're out of business until you get a fit.

Oh, yeah, that's happened many times. In the last business I was at, we were in the gun niche and we solely advertised on Facebook, which is, you know, obviously not a good idea since they're pretty liberal. And even though we didn't sell guns or ammunitions or weapons, it was literally like a gun safe. Our ads in our entire county would. It would randomly get shut down because of a compliance issue. And again, all we're doing is literally selling a gun safe. And once they shut our countdown, like, we, we get no sales for the day. And there we are sitting around, our employees are standing around, the manufacturers standing around because we have no sales coming in. So there's nothing to make and there's nothing to do. That's probably the main reason I got out of that business, is we try to build a business in someone else's backyard. And that's Facebook. And that's one of the main reasons. I love emails. Because you literally control everything. Like, you are the platform.

Exactly. I mean, obviously there's email principles and practices you want to follow. Do the right stuff, guys. So we're not saying go rogue and just start hammering people. But like, picture if there's 200,000 people on Instagram and you can drive them to blah, blah, blah, calm. And now 30,000 people are in your email environment. You're always in business. Email shut you down. You go to a new platform and email and your email within the next 24 hours, Instagram cut your account or freezes it or deletes it. Like, what do you do? You're screwed. So same thing with Facebook. So you always need to be bringing people back to your home base that is your email list, and build trust, rapport, relationship with them, talk to them, get YouTube videos. If you're doing YouTube videos, drive them to your email list like you want to have them. Because again, Instagram, YouTube, Facebook, they all own and control and manage your leads. At that point, until they're in your environment, they're just followers. They're not loyal that they can't. They can't be in your group. So you got to constantly be thinking about how to reverse engineer your marketing plan to help people learn more about you. So, like, for example, in Jeremy's business, if he had a big email list, Facebook shuts them down. They literally could go straight to email and say, special one, you know, special and safes, blah, blah, blah, blah, calm. Boom. Now they're back in business. They're selling shop. Like, literally it's happening within mana minutes. You know, within minutes.

Yes, that's correct. I was saying that's something that we did not do at the time. So, like, as soon as our account got shut down, it was. It was just pure crisis moment. We were trying to contact our, you know, rep at Facebook and trying to get the account turned back on. There was no plan B. There was no email list besides the list of buyers. So, like, literally, I mean, controlled our entire company, which is extremely scary.

Yeah, I mean, dude, you're living on the edge 24 7. Like your own pins and needles, and you're not even Doing anything wrong, it's just a matter of. I know that's crazy. You have a 23 year old kid that can push a button and you're out of business.

How crazy is that exactly?

Yeah, you know, he didn't even mean to push it. He probably sneezing or looking, looking somewhere where he should have been looking and.

Hit the wrong button. So scary.

But, but again, like on email marketing, guys, that never happens. I love direct mail. To direct mail is a little bit heavier. You have to understand marketing a little bit better. But depending what niche you're in, it's a really good piece to use. You know, postcards are around 50 cents apiece to send out. You can get very detailed with today's technology and data provided out there. You got to buy the data, scrub the data, create the pieces and test them. So that's a little bit heavier, but it definitely works, right? That's why I like it. It's scalable, it's very systematic and it's been around for a long time and I think it's gonna be around a lot longer too, you know, and it doesn't change its algorithms. There's no algorithm changing right now. So, you know, as you guys are growing, really, you know, it's, it's so powerful. Guys, if you're listening to this on marketing, you gotta keep marketing. You gotta, you gotta be in front of your prospects. Even with your email list, you should be emailing two, three, four times a week at least connecting with them. Edutaining is what we like to call educate and entertain and extract at the same time. Stop trying to marry them on the first date. Have a conversation with them and get to know them and start putting them through a journey of your process. How you work, what you do, what you expect, how it looks, what it tastes like, what it could be like, everything else in between. I mean, Jeremy, these are the things marketing never stops, right? You're always learning. This stuff's evolving and growing every day. I agree.

I mean, that's the bread and butter of any business in my opinion. I got started in real estate with you back in like 05 06. And I soon realized that, I mean, everything, it's all about marketing. How many seller leads I can get, how many borrower leads I can get. Just got obsessed with that side. Yeah, because I realize every business is marketing, you know, how many leads can you generate? How many leads can you actually put in the clients?

Exactly. I mean, Jeremy, how many people do you know that went out of business for having too Many buyers standing in.

Line to buy their product. A single one.

Exactly. But I know a lot of people have the best fucking product under the moon, but they don't have dick about marketing, you know? Exactly. So if you guys are that person, which I would bet the majority of the people listening in the show is that individual, because I know, because I talk to you, a lot of you guys, is that we need to start dialing in marketing. We need to invest in ourselves understanding marketing at the next level. You already have a product, by the way, guys, people are selling way shittier products than yours with good marketing, right? So knowing that you create good marketing with a great product, you're just going to be. You're going to make so much more money, a bigger impact, get more money in your pocket, do bigger things with what you're trying to accomplish in your life. But you have to learn marketing at the next level. And you can't stop. There's not, like Jeremy said, there's not one business, by the way, church still mark, that you guys understand, there's marketing channels for churches. Every company's marketing to get more people in the door, to make more, to have more opportunity, to sell and make more money. That's what it's about and help people. So. But all of that stuff comes down to one thing, guys. You got to invest in yourself. You got to know every dollar you invest in marketing is an education. Every book that you buy is an investment in your future. Jeremy, if I took everything from you and you could only have one skill set, what skillset would you want to keep that in business?

Probably copywriting, because I think copywriting and marketing, because that can, I mean, like I said, that can translate into any business, whether it be like real estate or supplements or clothes or cars or anything. It just applies that every single business.

That is exactly my point. Like, I think everyone typically would say, well, I have the best supplements in the world, or I have the best ice cream factory in the country or this or whatever. That doesn't mean anything if no one knows it exists. So once you understand marketing, guys, you can print. It's literally printing money. It's ROI driven. If I spend 1,000, I make 2,000. If I spend 10,000, I make 20,000, I spend 20, I make 40. Like, it has a direct correlation of ROI.

I think if people are struggling with what to actually market something that I do is. Again, I don't know what niche these people are in, but if they go look on YouTube and they type in like a key phrase or A subject that's relatable to their niche, and they search like top YouTube videos. Like, I would literally just copy a video that someone else did and I put my own twist on it and make it better and apply it to my business. Does that make sense? I mean, it just gives them actual material to actually use and go out there and market with if they're struggling for ideas, which I know a lot of people do.

Well, I mean, guys, again, everyone. I don't care who you are, is going to struggle with an idea or, you know, maybe you're not being inspired today or this week or, you know, shit, some people last 10 years. Yeah. If there's a video or an article or an incident that happens in your life, first of all, there's a great book called Steal like an Artist. It's a great book out there. He's an Ohio boy, the guy that wrote the book. It's a New York Times bestseller. But, like, first of all, there's nothing that anybody. I forget his name.

Don't ask big questions, though.

Yeah. Why are you asking these real questions? I'm here to be surface level questions. But no, it's online. You can pull it up here if you want. But it's still like an artist. It's a good read. It's kind of cool, colorful little book. Nothing crazy. But there's nothing out there that you watch, read, or hear that hasn't been said before. It's been said by someone, somewhere, somehow. It's just most people aren't listening. So just like the news, you got to remember in marketing, the news is being repeated every seven to ten minutes. A song, your favorite song, there's that. You know, that song that you've heard initially, and you're like, dude, that song sucks ass. But, dude, they create a repetition of it so many times, you actually become. It becomes one of your favorite songs. Just because of sheer marketing, by the way. That's called marketing. It's repetition. Boom, boom, boom, boom. You hear it every other minute and you're like, fuck, okay, I kind of like the song now. Right. So what can you do with your product and what can you do with your line? Like, if you. Like Jeremy said if you watch a video and you're like, damn, you can mimic it. You know, obviously your story is going to be unique to you, but, like, you can understand the baseline framework of what it could look like and feel like and like. So you could create that. Shoot a video. It's never been easier to take your cell phone, do a video and upload it online. It doesn't have to be cinema graphic. It doesn't have to be perfect. That just has to be a message and get it out there. And when you do that, you start. Yes. I mean, Tai Lopez is the most famous for creating cell phone videos and getting massive exposure. Right. He built his empire off of it, for God's sakes. So what are you doing or what can you do that can get you in front of more people? And that's really what we're talking about, is multiplying your voice. And I've talked about this in the past, where if you want to feel awesome because you go around and knock on a thousand doors a day and your door knocking and you make one sell, or do you want to be the person that's like the magician that sits back and learns copywriting and marketing and you could create a letter from anywhere in the world. I could dispatch that letter to go out from anywhere in the world, from my cell phone, for God's sakes. Like, be a. Right. And then all of a sudden the results start happening. That's magician type work. You know, I don't have to mule it out and go knocking on doors all day long and feel like I'm, you know, go to all these events. There's so many ways to do this, guys. Your magician is inside of you. You just need to acknowledge it, enhance it, and extract it, and you go deploy it. And when you do these things, you're going to start seeing some mass results. And I mean, Jeremy, you've been with your companies. I mean, you've had a bunch of different ones, but, like, you're a lifestyle company guy, right? You kind of rather have the lifestyle.

Not just a big, big clunky thing that a lot of people build.

Yeah, no, exactly. I'm cool with either, actually.

But I mean, as of right now, I could run the company that I currently have from anywhere. You know, from the house, from the office, on vacation. So it's. I'm not. I'm not tied down anywhere where I got to show up. You know what I mean? I just have the option to do it, and I choose to just because I like being in. In the office environment. It just kind of sparks a different energy for me.

Right. But what I'm saying is on the marketing side with, you know, you could do your marketing from anywhere in the world.

Oh, yeah, no, yeah, no, absolutely. Yeah.

Like running a business. Guys, listen, everyone's going to run their business differently. Like, if you have a online product, a PDF, Product. You don't have to have a big office and warehouse and, you know, all this stuff. You just need to have an online way to take money. You have to be able to extract them, put them in your environment and go.

It's kind of information business.

Right. But if you have a real product, a real service, a real. There's nothing wrong with having an office. My real estate company, we have an office and Jeremy has an off. Like everyone I know has, like an office typically. But, you know, the owner could be anywhere and still get his work done, still be a value add to his own company by being a great market leader and pushing the buttons from afar. The magician. Absolutely. So, guys and gals, it's all about, you know, this starts with investing in yourself. You got to invest in yourself. You gotta buy the books. I don't make any money off these books. I'm recommending. I'm just saying these are books that you should be reading. This is marketing that you should be doing. Play around with it. Jeremy gave you a great tip. Like, if you're a little bit technical, and you don't even need to be super technical, you go and Google and learn how to place ads for $5 a day. It's not a big budget. I personally don't do it because it doesn't get me excited. But if you're brand new, it could be amazingly exciting. Super excited.

Yeah.

You know, just getting it going, seeing, like people seeing your ad, that's always cool in the beginning. See people click on it. That gets you excited. And then people actually respond and you close a deal or you convert someone into your product line or whatever. This is what it's about, guys. And again, don't take this lightly. This is a very real call, very real podcast show, I should say, that can help you take your business to where you're at to a whole nother level. And very quickly, Jeremy, if someone catches fire on this, I mean, we know guys that go from zero to millions of dollars a year the first year with marketing, right? Yeah. I mean, it's just a matter of.

One obviously getting started to find something that works, which is just a numbers game. So. And then as soon as you find something that works, you just got to scale it up. Just kind of multiply what you're doing. If you find a marketing message that works in, like a group or on a certain website, look in Facebook or YouTube. All you got to do is increase ad spend and that just multiplies your revenue. That's all.

Exactly.

No, it's Powerful. I get started and, and test out different messages and find the one that works for sure.

And guys, I would love anybody here listening to this podcast show. I would love for you to message me over on Instagram or Facebook and let me know you heard this show. And be nice to Jeremy. This is his first show with us. But, you know, don't be talking shit about him because he's. Well, he doesn't even hear anymore because everyone, everyone talks shit about him anyway, so it's no big deal. But. But for us, like, I would really love to know what your marketing budget is, Jeremy. What's always funny, I never forget this. I was in Columbus in my old office. This is, God, forever ago. But I remember we were having some money issues. There was a lot of deals moving and just cash was super tight. And we were meeting with our accountant, bookkeeper, and they're like, whoa, 25,000amonth. This is ridiculous. And they're like, you have to cut this immediately. And I'm like, what? What? What are you talking about? Guess what? They're trying to have me cut. Clearly. Marketing. Marketing, right? They saw marketing spend the bloodline of the business. Yeah, exactly. So they literally see marketing as an expense. And I see so many entrepreneurs or wannabeurs cut marketing thinking that they're saving money. If you know how to market, marketing will always get your shit out of trouble. That's what works. That marketing works. And there's an ROI effect to it. If it's working, you scale it. You never cut it back. There's no need to cut marketing back if it's working ever. Exactly. So it's something that you guys. Again, I'm serious. It's like in the beginning, you might spend 25 grand a month of marketing and only have 10,000 in staff costs. That's how lopsided it could be initially because you're depending what product that you're in. And you know, marketing. Well, shit, Jeremy, you're marketing. You're spending 40, 50 grand a month on one of your businesses and your staff's only what, four grand a month?

Yeah, I mean, that's. Those numbers are correct.

Yeah.

And then Also, I mean, 40 kgs a month, like, as you know, it's like, it's. It's nothing. In the last company that I worked with, you're spending like 15 grand a day. So, I mean, there's lots of room to scale, and that's currently what I'm doing. And something that I think is important to touch base on is like, you and I Like, we don't have a marketing budget. Like, there's no cap, like everything. It's ROI based. So if I spend a thousand and make three thousand, I'm not going to like, set my marketing budget at 5,000. You know what I mean? I'm going to spend as much as I can. Just because again, we're ROI based. It's all based on how much money we can make. Yeah, there's no capital, there's no budget.

It's kind of a.

No, you're, you're right. Mindset piece.

No, it's a huge mindset piece because, I mean, in our world, like, you know, kind of where I'm at in today's day and age, you know, four or five hundred grand a month for us is like normal. The truth is, when we go less than that, I go bananas because I know marketing is working. And I'm asking myself, why are we not spending more? How do we spend? Here's the question. Here's a big mindset shift to what Jeremy just said too. I'll say it in a little different way, is the questions you ask yourself will dictate the outcome. Instead of saying, how do I spend less and make more, I'm saying, how do I spend more and make more? Right. You're trying to figure out how. Like, that's why, Jeremy, I always start losing the way I see people online, how I get leads for 12 cents apiece. Well, dude, first of all, you're not at scale at 12 cents on anything. You know what I mean? Like, there's no scale to it. And secondly, you know, okay, so you got 20 leads a day for 12 cents. What the fuck's that going to do to your business? Nothing. You're not going to even notice, probably. But if I, if I said how I get, how I scaled from $40 a day to $400 a day to $4,000 a day, whatever, the cost of the lead is irrelevant because like Jeremy said, it all comes down to the roi. Everyone's ROI and product lines will be different. If I spend four grand today, I might make six. If you spend four grand a day, you might make ten. Right? Depending. My business is bigger. Maybe I have more staff costs. Maybe my product cost is heavier. There's so many real variables. And this is why I always say mind your own fucking business or mind your own fucking numbers. I should say is because numbers in everyone's companies are different. Everyone. I've never met a company ever that has the same numbers, Jeremy. Ever. Right. You have a company you have one staff member, you're getting leads for X, you're making X. Your numbers are different than my numbers. And we're kind of in the same business. You know, if you own another company with a competitor that's exactly like you, maybe they take more money on the front end, maybe they don't take any money on the front end. Maybe they're not taking anything. You know, maybe they're trying to pay off debts. I mean, there's so many variables this shift when you mind your own numbers and you spend four grand and all that. And now listen, don't get me wrong. I'm not saying you shouldn't be trying to figure out how to get leads for cheaper or less cost, but also don't focus on that number solely because if you pay $0.12, this is a true story. Jeremy, you know, I talked about this. Different lead sources have different price points as well. So what I mean, guys, by this, let's say if I get a Facebook lead for a dollar, but I get a Google AdWords lead for $2, which leads more valuable?

Whichever.

The one you make more money on, and from my experience, the one that we're paying $2 in this particular situation.

This is all kind of a true.

Story, is it's generating a 75% more return at this point. Right? Because I believe most people are trying to chase down the 50 cent leads, the dollar lead. When we're looking at saying, wait, everyone's abandoning this mechanism, I'm gonna go over here and hang out until people realize that these leads are worth more money. ROI standpoint. Same thing in direct mail and real estate. Everyone's like, I test broadcast only or I drive for dollars. I do band of sign. Keep doing it because we're going to keep running direct mail. When everyone sways one way, I go the opposite. When they all start coming back, I go where they were at. Because I know when you do that, it's shifting the numbers. Your marketing doesn't lie. People do. Your numbers will never lie. They're real. They're right in front of you. But people lie. Oh, it's working amazing. Well, it's not because it's not working for me. So if it's working amazing for them and not working amazing for you, what does that mean? You got to pay attention to your numbers. It only matters about that. So that's good stuff. Jeremy, anything else on this? Kind of like, I mean, these are some good. Do you have any good book recommendations for people here? I know guerrilla marketing you mentioned, but anything Else. Yep. Boom. Oh, okay.

This one will blow their minds. Are you ready? If they go online, type in Gary Halbert, Newsletters Calm.

Oh, yeah. Yep.

Gary Halbert, Newsletters Calm.

It's about.

I don't maybe like a 50 or 75 different articles written by Gary Halbert, who's in my opinion, like the greatest copywriter slash, marker, almost ever. He's dead now, unfortunately. But if you go on there, it's all free content. You'll get a glimpse into like how he writes and how he actually interacts with leads and it's just amazing. I mean, his stuff alone, it'll up your game big time. So. Gary Halbert, newsletters.com.

That'S awesome. No, it's huge. I didn't even think about that even though I've read them and all day. Absolutely. I mean, again, we're constantly guys creating swipe files and putting them in there and like I said, still like an artist. That's a great book. Everyone should read. It's very simple. Read. It's a small book. It's really nice. It's really well put together. It's a New York Times bestseller. The guy's a really great writer and he has some great insights for you guys.

If you're having challenges trying to figure.

Out what to create or how to create it, anything. Dan Kennedy, seriously. Dan Kennedy has great books on copywriting and writing and direct response marketing. It's very powerful stuff. So guys make sure to check that stuff out. And that's all investing in yourself and not just investing money, but investing time in your career craft. I mean, Jeremy, we have not only thousands of hours, but millions of dollars of experience and dollars spent to test this shit, right?

Yeah. I mean, it's blood, sweat, tears, money, time, all of it, man. Definitely something that you got to go all in with if you want at a certain level. You know what I mean?

Exactly. But isn't it like anything? Like if you're huge in the working out, you find a new workout that's working for you. You text your friend, your closest buddies, and like, dude, fucking this power squad is amazing. Check this out. Or try this new front end protein or whatever. And this is true. Jeremy and I are constantly texting each other at all hours of the day and night, like, you know, marketing. Jeremy, recently I sent you something. I was like, dude, mark my word, I'm not writing it yet, but this will be huge in 10 years from.

Now or something like that.

We do shit like that almost every day. I think texting or emailing or something back in of front forth of something.

Like that about marketing. Yeah, I think it's exciting, man. It's, it's like I said, I think it's like, it is like the bloodline of any business. So I mean, if you don't get excited over that, then I don't know, maybe we should find something else to do.

Exactly. Come work for us. No, I'm just joking. Yeah, but no, you should definitely. Guys, this is a huge show today. This is probably the most tactical, detailed show I've ever done because of Jeremy being here, helping kind of guide the conversation and get a little bit clearer picture of like what to do instead of me screaming and hollering and getting all excited by myself. But it's just who I am, man. It's kind of like what I do. But I think at the end of the day, guys. Jeremy, do you have anything? Big plans? I know we're coming into fall. Is there any other takeaways or anything that you do to get creative or just kind of being in the mix and just doing the work and you know, things pop up.

Definitely being in the mix just because I see emails come through, I see ads online. Once you get involved in marketing, you'll start noticing things like commercials on TV or radio ads or ads on Facebook online. So I mean, I just see it all the time and if I see an ad that's good or catchy or that stands out and I can apply it to something that I'm currently doing, I'll save it and I'll have a little swipe file. So when I'm running low on ideas, I can just always go back to that swipe file. And again, it's full of things from, my God, the past like five, six, seven, eight years.

Yeah. And just being in the game, I mean, guys, recently in June, me, Jeremy, we were working on a project together and we came out hot. Jeremy, we thought it was going to blow it up, Right? We had a marketing message. Yeah. Jeremy spent a lot of time on it. You know, we spent some time and energy and money on it. On our side, we're pushing it out and it bombed. Like it bombed the results. Yeah, there's no emotion in this. Take emotions out, look at results. Results don't lie. Emotions do. So it started bombing within 24 hours. We re engineered that thing and had it where it cranked out and sold out quickly. So. But we were paying attention. We totally, we did a 180 on the whole entire messaging.

Didn't we, Jeff?

Exactly.

Yeah. It Was a completely different hook. So I mean one message didn't look like I thought it was gonna kill just because I again, this is from my swipe file. I saw something that was out there and doing really well in the market. So I'm like, I'm just gonna take.

What they're doing, put my twist on.

It, apply it to Mark. And again, it just was a complete effing dud. I'm a pretty like emotional guy, so.

I was kind of pissed off a.

Lot of my ego. So I took a, you know, few hours, relaxed and I just kind of went back to the table with Mark and then we read a different hook, something like you said, completely different. And then we launched it and it was a success.

Okay. Yeah. I mean, obviously we spent a lot of time and energy on the front end, Jeremy in particular, to create that hook. And when it bonds like guys, it's part of the game. I mean, Jeremy, you're not going to win all these games.

It just doesn't happen.

You're going to lose like far more than you win.

It's just a matter of picking that winner and scaling it up. So don't get too attached to anything. Just, you know, always be moving, always be testing. When you get a winner, scale it up and then make another marketing piece and test it against the winner and just always keep going back and forth. It's just non stop.

Exactly. So it's really cool. Guys, when you really get this dialed in, you're going to see some massive changes in your life and your business that will, you know, it's, it just takes a different perspective. You see it so differently. Everything is a thousand and fifteen hundred out, thousand in, two thousand in, etc. And then some days, kind of like I said, two thousand out, five hundred and you're like, oh shit, don't do that again. You know, but you got to pay attention to it. That's what this is about is being a conscious business owner, understanding what your KPIs are telling you to do or not do more of and not letting accounting run your business. You cannot. Accounting does not run your business, by the way.

You do.

So you have to understand that marketing.

Is always an investment.

If you do it right, marketing will never cost you. It should never, ever, ever, ever cost you money to do marketing. Yes, you might be cutting a check or sending a wire, signing an insertion order to spend money, but you will. It always has a return of investment, always if done right. So please be wise about that guys and gals. And I hope this show has been amazing for you. Please let me know. Like I said, hop on Instagram, follow me over on Instagram, arkevans DM and let me know. You listen to the show and I'd love to know your marketing. How much are you spending? Because Maybe, maybe it's $50 a year. Maybe it's $5 million a year either. Whatever it is, I'd love to hear it and kind of hear what your big struggle or opportunity is. And then Jeremy and I could come on here and help you guys maybe on a step two of marketing call. Because we're here for value. Jeremy's not getting paid for this. I'm not getting paid for this. The best way you could. Yeah, exactly. Wait, no, Jeremy, actually, my bad. The check is in the mail.

My bad, my bad. Okay, cool, cool, cool.

I've been saying that since 2006, so it's definitely coming. I'm sure. But at the end of the day, for what you guys are trying to do, we want to be a value add to you. We want to kind of come in your life, you know, 30 to 60 minutes a week and really implant real, knowledgeable, actionable information to get you thinking different, to be different, and to enjoy, you know, so much more out of what business can do. Because this guys, there's so much opportunity out there. So make sure to hook up with me on Instagram and again, if you get a chance, hop over to itunes and leave a five star review. Let me know what's up and let me know you did that. I'd appreciate it. I might even send you a cool gift for doing something for me as well. So thank you guys for being here. Jay, thanks very much for being on the show, buddy.

My pleasure, man. Had a good time.

Awesome, guys. Have an amazing day, guys. Make sure they count.

I'm here to help and teach him what I know and how I did it to discover freedom. There ain't no question mark Kevin's when he stepping the doubt he's closing deals Time to tell him what the DM stand for. I'm a deal man maker, a deal maker But I'm not just a deal maker I'm a dream maker. The journey's where it's at. It's all about the process. Time to get over to the DM project from a small town in Ohio. So I know how it is. Can I come from a lot of money. I remember as a kid wanted to make a honey breath didn't see no one making more than that. Graduated high school with a 1.8.

Principals.

And teachers are alive just to witness this. I'm my own boss I'm out here running two way figure businesses I can walk away from it all and I'll be good But I've been called to help people just like y' all learn the game it's time to ball Everybody chasing the money but I'm not chasing the money I'm out here chasing the purpose Yo I've been working my whole life what got us where we at Is it gonna get us where we wanna go? It's time to push time to learn time to grow I'm more Kevin's DM I'm here to help and teach him what I what I know and how I did it to discover freedom there ain't no question more Kevin's when he stepping the doubt he's closing deals Time to tell him what the DM stand for I'm a deal maker A deal maker But I'm not just a deal maker I'm a dream maker the journey's where it's at it's all about the process. Time to get over to the DMV project.

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