Carolin Soldo: Scaling with Efficiency

I've got a killer app for you. It's called Process Street. You know your business lives or dies by its processes. You got to do it right and you have to have the team following it consistently. We know that in house and that's why we implemented Process street and I encourage you to do the same. Process street is the easiest way to manage your team's workflows and recurring processes. In fact, it even comes with pre made templates for things like client onboarding, employee onboarding, sales processes, marketing processes, content publishing, promotion, customer support processes. You name it, the system has it. And now you'll have a consistent deliverable for your company. Do what we did and implement Process street in your business. Plus, I got a deal for you. If you sign up now at our link, you get 20% off. So go to mikemcalowitz.com processstreet that's mikemcalowitz.com ProcessStreet and if you're struggling spelling Michalowicz, you're not alone. Go to mikemotorbike.com Processstreet don't throw that superfluous slash at the end that messes everything up. Go to mikemotorbike.com processstreet and get 20% off today. Strap on your salty hard hat because we're about to discuss scaling your business efficiently on this episode of Entrepreneurship Elevated. You got a three eyed little German there, right?

Yeah, I can count the term impressive.

I enjoyed the home sexy north line. Same my mother's deutsch.

That's why I know.

My name is Mike Michalowicz. I am the author on a mission to eradicate entrepreneurial poverty. And you know what that is? That's a struggle entrepreneurs have that we're almost ashamed to share because everyone thinks you're wildly successful. We got to fix that. We got to give you your time back. We got to make sure you're making lots of money and profitable so you can contribute to society. You gotta make sure that you're not stressed out. We do that on this episode. Every single episode of Entrepreneurship Elevated. And two is my two dear friends, one being Kelsey Ayers.

Hello, friend. Thank you so much for listening. Please don't forget to subscribe wherever you're listening.

And my other dear friend, Jeremy Keblone.

Hello. How's it going?

Is your mom calling you Kablone with any regularity?

This is hilarious. So I guess I'll tell the story on air. So there was an episode. How long ago was that one that.

Was back we talked about Pat.

Yeah.

Oh, Actually, more than a couple months back. Probably five months back.

And so you requested that if my mom listened to the episode that she calls me Jacob Blown.

Yeah.

So I get an email from her, and it says, dear Jay Capone. And I. And I. So then I copied it to you, and I said, yeah, you win.

I win. You win.

Yeah.

But she went on. She was so kind. And the whole email, it's so funny.

Too, because I talked to her on the phone and I said, well, how much of the podcast did you listen to? She's like, oh, I just listened to the funny part. And then when the guy came on, she's like, I just clicked off.

Isn't that funny? So we have two types of listeners. We. We have listeners that listen. Did you just point yourself?

No, my sister. Oh, your sister does the same thing.

So some people listen to the first, like, 10 minutes, like, that's the funniest show ever. And other people say, I skipped the first 10 minutes. And I go to the interview. So we're serving two masters.

And I said, you're mean. You missed the meat and potatoes. That was the whole.

She's like, I just like the dessert.

I just wanted the Kablone.

I just want the Kablone.

That's why Sister's like, I'm a nurse. I don't care.

It was the sweetest email, though, because your mother's like, dear. It said, dear Jeremy Kablone, Right?

Yeah.

It says, I listened to the show, and the host, Mike, said, I had to call you Kablone, but you are my dearest son. Son is short for sunshine.

Yeah, Right.

And it went on and it said, love, Mom. At the end, it was. You're blushing.

Because it was nothing like that.

It was totally.

No, it wasn't.

All moms are like that.

I think it was.

But she did. She did say, where did he come up with that? Where did that come from? So she was trying to.

Did you tell her the whole arc? I hope not.

I couldn't even go into it. Yeah.

Because it's like anything. Anything Rides with bird to bone, to Kablone, to everything.

Yeah.

Cass, what have you been up to?

What have I been up to?

What have I been up to?

Did I tell you I started seeing a personal trainer?

Oh, yeah. So I want to know about this. So what is this for?

Yeah, it's just so that I know how to work out, because I, on my own, just do random things at random times.

Okay.

And I have no idea what's actually.

Effective, so is it. They come to your home or do you.

I go there.

And is this a private studio or is it like a big gym with like.

No, it's a private studio. So she has a gym in town and then she has a studio at her house. So I go to the one at her house.

Okay. Oh, good. So it's a pri. So it's in town. And how long of a time are you spending there?

Like, is it only half an hour? Twice a week.

And is it an actual workout or is it just training on how to do workouts?

It's an actual workout.

Oh, okay.

So for the whole half an hour, I'm doing strength training stuff.

Are you sore afterwards? Is it pretty intense? Okay. Do you think it's been helpful, like, techniques and.

Yeah, super, huh?

I'll be.

I'll be.

I wouldn't mind. I got signed for that. There's that place down the street. They teach you. They actively teach you stretching.

Yeah.

And I really need to. I think I need to do that.

When I was in really good shape, I actually almost got my certification for personal training through nasm because I was really just curious. I just wanted to learn, like, the muscle groups and stuff. But there's some great books out there.

What's NSAM stand for? Not sure about the mechanics.

That's not even.

That doesn't make that not a sure.

About a Not sure about the mechanics. N A. Oh, I thought you said nsam. No, nasm.

Yeah, nasm.

Not as sure about some mechanics. Guys. You guys team up against me?

Yeah.

What's it stand for? Do you know?

National Association? Something. Something of special men. Sports medicine, maybe, but I don't think it's. That could be it.

Yeah, no, it could be it. What else would it be? Sports medicine.

I don't know.

Special Mechanics. Super Superman. What is Special mechanics?

Special mechanics. Definitely make sense.

What is Special Men? It's the National Soldiers. The Special men. Like you signed up for the totally the wrong organization. Is that when you. Is that a real laugh or is that a fake one?

That's real.

Oh, that's awesome. You had a great laugh. We have a game today. We're going to play the same one we declared last week, the Weird Products. I literally. It was about five combined flights, not consecutive, but I think cumulatively I spent like six or seven hours writing them up. So I have a whole swath.

Oh, I love that.

Of weird products.

How do you find.

Oh, so. But don't do this, because I don't want you to be acting funny. But I go on Google and type in, you know, weird products, strange products and stuff like that come with Amazon. Then I click, cross click and validate they exist. And then I look at some of these products and say, what kind of spin can I put on it and see if it exists? And if it doesn't, I'm like, there's my fake product. Yeah, so I did the trouser trumpet last week. They're like the underwear came up so it says like these, these pellet underwear you put in. So I typed in like weird underwear and they have these charcoal based underwear to deodorize actively. So I was like, oh, what if there was a non deodorizing thing? How would you, you know, what would you do in the circumstance? And I kind of careened my way into this idea of my trouser trumpet that I made up. And I tricked brain. I tricked you.

You sure did.

I know my brain. You know why you're president? Because this brain can't handle it.

Or this brain can't keep up with yours.

Yeah, right now you, you can handle it. I, I'm just a walking calamity. Talk about walking calamities. How's your JBO Jaebo?

Don't talk about you, huh?

I don't know where to go with that.

Did you know that speaking of underwear though, there actually is underwear that has fibers of metal woven into it and I believe it was developed by the military. Well, it kills odors. So like for when they were doing special drops and stuff and they couldn't, you know, wash or rinse, people didn't smell them.

They were like, yes, they could still go under the radar.

I think it's, I think it's copper, I'm pretty sure.

Or silver.

Copper.

I know silver is anti.

Maybe silver, yeah, silver, it's weaved in.

Cuz some band aids actually have silver weaved into it for the antimicrobial.

Well, there you go.

Benefit. So maybe silver. Yeah, but, but carbon collects odor.

Yeah, I think so. I think that's how it works.

It's carbon. Silver, silver, carbon oxide. You know we have a sponsor that actually supports this crap. Yeah, surprisingly, surprisingly, it's called Nextiva. Check them out. They're a voice over IP phone system. They're introducing the most innovative CRM of our time. It's called Next OS. So go to nextiva.com to check them out. Do we have a listener? Shout out.

We do.

Do you wanna. Oh, nice move. Callous. Did you learn that? The personal trainer? The little dance move there, like a little wave.

Okay, so this comes from Allison Rogers. She writes, when you read Mike's final words, I trust you will feel exactly as I did. Empowered, excited, educated and economically efficient.

Efficient always gets that. It's always the word efficient.

Okay. And friends, I bought the E Reader and audio to totally absorb every word. Left no stone unturned. And I'm seeing immediate benefits. Trusting the process. I know I have nothing to lose as this book has provided simple systems that capture the good parts of my habits. Delighted to have some and have helped me to identify and guard against the bad parts to bring about positive and permanent change. Possibly psychological, but certainly an. An immediate clarity that I.

Please start stumbling. Keep going.

That I have not experienced in many years of running my first born business, which is now AKA my co join twin. Thank you, Mike. I no longer want to experience entrepreneurial poverty in any aspect of my life. And you're very efficient.

Yeah. Allison, thank you so much. Is it co joined or. I thought it's conjoined. Conjoined.

Conjoined. Yeah.

Conjoined coin.

Conjoined.

Conjoined. Look that one up. Yeah, because that came from our episode. We actually had a conjoined twin. Come on here. Francesca, I think her name was. And it was this. Yeah, it was fascinating.

Conjoined.

Conjoined. Okay. It was just fascinating. The parallel I thought of the personal experience and how our business and our. Our entrepreneurial lives are intertwined. All right, let's get to the business at hand. How about that? All right, stop horsing around here, you two. That was absolutely horrible. Her name is Carolyn Soldo. After immigrating from the from Germany to the USA in 2001. I read it backwards. Could you relax? With little or to nothing, Our guest Carolyn Soldo became a self made millionaire by the age of 35. What's the two. The two of you with your. Your stupid sound effects. I love them.

You do slow on your sound effect.

And mentor to the coaching community. With over 10 years of experience building and scaling multimillion dollar businesses with international impact. Carolyn's passion is to create success ripples by empowering others to bring their passion to the world. It's our pleasure, Carolyn, to have you on the show.

Welcome, welcome.

Thank you.

Thank you.

Nice to be here.

Well, it's nice to have you.

Yeah.

So, Vil Coleman. So we're going to talk about scaling a business efficiently and I just want to get a sense from your background, how does that even relate in. You were an immigrant in 2001 from Deutschland to the US does that translate into scaling Business. Is there any relation to your past experience, why this is of such interest to you?

I would say so, yeah. It actually prepared me for doing a lot of things that are scary, that bring along challenges. And I think it really put me in a place where nothing holds me back. I felt like if I can do this, if I can leave Deutschland, Germany and I can come to this new country with no money, not even really speaking the language, not knowing where I was going to live or anything, I could do anything. So that really set the stage for me being this rebel that I think I am. And if I see something that I want, I just sort of go for it.

Maybe it speaks to the position that entrepreneurs in. They don't, quote, unquote, speak the language of their industry. They're kind of thrust into it. They have no funding, no money, and yet they grow these businesses. But what does it mean to scale efficiently? How do you define that?

So I look at four different pillars when it comes to growing a business. The first one is delivery, which is your product or your service that needs to be scalable and efficient. I also look at lead gen. Right, and your ability to generate leads for your company. I look at conversion, which is sales. And then I look at your team and all these pieces together build a scalable, efficient company.

Okay, so I understand the elements. Let's talk about. Let's go through each one. You start off with delivery. What does delivery mean? Give me more detail on it and then tell me how do I address that to scale my business?

Well, it kind of depends on the type of company you have. We work a lot with service based businesses. Coaches, consultants, people who are financial advisors, lawyers, that kind of thing. And for them, their time is their money. So for them to scale their business, they need to figure out how to duplicate themselves. So setting up their companies in terms of either creating courses or hiring people who can sort of be them and clone themselves in a way that has been the secret sauce to creating a really scalable business in a service type industry. Does that make sense?

That totally makes sense. But you gave us two options here. And let's talk about the service based businesses. You said you can create a course or something. I assume that means digitizing yourself as a product. Or you can hire people to replicate what you're doing. How do you know which path to take or are they? I don't know. I'm just curious where I should be going on the wisdom.

I think it depends on your goals. I would start by hiring people. So we have hired coaches When I launched my coaching business, I began to hire people who could step into my shoes and do things even better than I could do them. So people that had really strong marketing skills or really strong mindset coaching skills or sales skills and so sort of take over my coaching clients, right, and take on more clients and give them even better results because they brought on these people who had these specific skills. So I, you know, I was able to outsource that coaching to a bigger team that way. So I would start by hiring out the coaching or the service. And then as a secondary income stream, I would, I would say someone who would offer a service has a huge opportunity when it comes to creating, creating products like courses or group programs or even books, things of that nature. But that would be secondary. So I would start by outsourcing and hiring and then creating the digital product.

Okay. And then digital product sounds like a great way to scale because digital product sounds like I create something once and then I can deliver into infinity. Give me an example of what a digital product would be and, and how do I go about actually getting that set up so I can scale?

Well, the easiest way to do that is in a course, an online course where there's maybe a membership site where people can log in and there's videos, there might be workbooks, there might be templates. And the way we create them is by looking at this as a recipe. So you serve a market that has a problem and ideally they have a big problem. My financial issues, hiring, financial planning, what have you. And when you identify that problem, you can create a course that solves that problem for people. And that's your secret sauce. And it could take any form, length, 4 weeks, 8 weeks, 12 weeks, really doesn't matter. What we have found is that by adding in a group component, so we have the course, but also group coaching that can be online or in person. That gives it another level where people get even more results because there is some engagement, there is community, they actually get to ask some questions. So the results are better. But it depends on how much time you have and how much time you want to spend on that product.

Okay, what about scaling the deliverables for a non service based business? Maybe I have a manufacturing business or something like that. Is it simply identifying bottlenecks and trying to open those things up or do you have an approach specific to that community?

So my husband runs a manufacturing company and we have been able to scale that with automation and robotics. So we went from having people run our machines and that's also prone to errors and people pressing the wrong buttons. And then things go wrong to now having robots load the machines, take the parts out. They can't program the machines yet, but with that we can run several shifts, three shifts at a time. And we're not relying on people who get sick, who get tired, who make mistakes. So that's been a huge part of my husband's business and his success.

You know, one thing I heard, if you're for or against our current president, it's irrelevant, but there's these tariffs that are against China. Right. And there's the tariff wars. One thing I heard from manufacturers I've talked with, they said it's actually becoming an opportunity for US Based manufacturers because it's cheaper now to manufacture here than offshore in China. I'm curious, Carolyn, and this is totally aside, but as you improve efficiencies and as costs at least temporarily may permanently increase for imports, is this an advantage to a business like your husband's and yours?

Yeah, I would say so. But we really are positioned based on quality. So we're a high precision machining facility and so customers come back to us. Yeah, for the price, but we don't really compete on price. We compete on quality. We're ISO certified, he's aerospace certified. So he's got a lot of different certifications and lots of that comes along with that. So we're not really price conscious as much, but really quality driven.

When it comes to scaling a business efficiently, is it as important then for that type of business? If you're such a high price, premium item, do you still need to have these efficiencies?

Oh, absolutely, yeah. Because we're all about profit. Right. So high price and big efficiencies gives you the widest profit margin.

So.

So absolutely.

Okay, so you don't necessarily, if you're more efficient, you don't necessarily need to drop price for the customer. If you're delivering something that's a premium, they see the value in it. What I'm hearing is more efficiency brings more to your pocket.

In this case, that's how we look at it. Yeah, I mean, when you look at efficiencies, it could be efficiency of time too. Right. So staying on track, delivering on time, that of course is important to our customers too. And they don't want to overpay. You know, they want the quality at a good price. So to. So definitely we want to look at that. But to us, it's about increasing, growing our bank account, essentially.

Yeah, yeah, I know. I totally get it. All right. So let's move on to the next one. So you said the next kind of component here was lead generation. What exactly does that mean?

Getting clients and making money.

Okay, I like how everything ties back to getting money. So let's talk about lead gen then. How do I build efficiencies here?

So lead generation to me needs to be automated. I think what a lot of especially smaller companies struggle with is that taking a lot of their time as a business owner, I think we need to be involved in sales and marketing. But there's lots of automation that can happen too that brings in leads. On autopilot. The manufacturing company we have hasn't really cracked the code there yet. We don't depend on new business coming in as much. But in my coaching business, it's all about getting new clients all the time because they consume my programs and services and then they move on. So we constantly get in new customers and new leads in the door. And that's why the automation is so critical. And we do that to sales funnels and advertising. So we combine online ads through a variety of different channels where we put people into what we call a sales funnel that runs online 247 essentially night and day. And that brings us some really great quality leads that our sales team can then move into, you know, our programs. And so we go from lead gen to conversion, but that's the next piece already.

You know, one of the challenges we have here, which maybe is a unique challenge, is one of the businesses that we own is prop first professionals. Excuse me. We updated the lead gen process, capturing leads, and now we're getting an overflow of leads. The problem is many of them are unqualified. So it's not quality leads. What's your suggestion? To bring about efficiencies when it comes to lead generation and separating out the qualified leads from the ones who are not an appropriate fit.

Well, there's screening that can happen or needs to happen, but there's also pre selling. I can generate leads and calls all day long. I can get you thousands of them. But like you said, the quality is the key because I want my sales team to be on calls with people who already know about us. They already sort of like us, they know what we do and they probably want to buy from us, depending on the details. We do this through education based marketing, which is essentially webinars and workshops. And I found that that works for not just coaches and consultants, but authors and speakers and financial planners and accountants and really the service based industry. Because when these leads come on a Call with you. They already know you might, they've heard your voice, maybe they've listened to your podcast. But on, on a workshop like that, on a webinar, you get to tell them about not just you, but what's possible for them to get a taste for your process and whatever it is that you're offering them. And they see that vision and they might think, oh, maybe this is, this is my solution, maybe this is what I can do too. So they see the possibilities, they see some case studies, testimonials along the way, and then of course, in the end, you offer them a call. So we get them from this webinar, workshop, masterclass, whatever you want to call it, on a sales call. And they come on these calls with my team already knowing exactly what I do, what I can do for them. They don't know the pricing, but they're pre sold. That's a big, big piece of saving ourselves hours of time weeding through leads who may not be qualified.

Next topic you talked about was conversion. How is that different than lead generation?

Conversion to me is sales. So once I get the lead, I want to sell them or enroll them, invite them into your program. So conversion is what happens when the lead comes into your company and how you then go from having the lead and entering them into a client or a customer who buys from you.

Over my 12 years of being an author devoted to the small business entrepreneur, I've discovered the biggest challenge. And you know what it is? It's profitability. That's why I wrote Profit first and that's why I'm now hosting a two day workshop here at my offices in Boonton, New Jersey where I will teach you and my team what I will teach you how to become permanently profitable. Go to profitfirstlive.com right now to get details. Again, profitfirstlive.com find the dates that work for you and I'll see you here at my office. Okay, so I see a difference. So lead generation is basically the inbound inquiries. Conversion is having them depart with money for my offering where how do I make conversions efficient? And let me just pre qualify that. It sounds like if I nail the lead generation part, I just want to convert everybody. Do I just sign them up? How do I make efficiency there?

Yeah, your close rate goes way up. Right. But you would be looking at maybe a 30 to 40% conversion rate, maybe more depending on how good you are. But efficiencies in conversion come from your sales skills, right? How good you are on the phone, how skilled you are hosting these conversations, building rapport, I believe the skills, discovering what your leads really want, going deep into their pain points, showing the value that you bring, why they should be buying from you, and then positioning your programs the right way. So that is an art to me. Selling is an art, Converting is an art. And it depends on how good you are on the phone, essentially.

What about testing, for example, pricing? I may convert if. If I sell something for $100,000, I may convert one client a year. If I sell something for $50,000, I may convert five clients a year, which at 50,000 times five is 250. It may be better. Is pricing and those more traditional elements important when it comes to conversion efficiencies?

I think pricing, yeah, pricing is always important. The way that consumers look at it, I think is based on. They compare it to the value they perceive. So when you sell someone, I think number one is making sure they understand what they're really getting. In my case, again, they're not buying my time, they're not buying my courses or videos. They're buying an outcome, which is a business because I help them grow their business. So I want them to look at a potential result. They're getting how much money they might earn, how much more fulfilled they might feel, how much more time they might have, and really compare that to how much they're paying me. And I found that pricing higher is very, very beneficial because customers assume it's more valuable. It's just how we work. I think when we pay more for something, we attach more value to it, we treat it more nicely, we are more committed to it. We do the work. I know you talked about personal training in the beginning. If you pay a lot for a personal trainer, you'll show up for those sessions and you're going to push those bars and you're going to really show up and do the work. But if the trainer is cheap, you might skip the session and think, this is not going to work anyway. And it's, you know, he doesn't know what he's doing and therefore you won't lose the weight, you won't get the results. And so you kind of, you know, prove to yourself that it didn't work. But I have a peloton bike, for example, and I paid a lot for this bike, but I use that bike every single day. And I've lost £40 this year.

Wow.

Yeah, so. So I really. I'm not about overcharging people, for sure, but high pricing has really been beneficial in all businesses that I've ever had manufacturing, coaching. I had a nanny, family matchmaking company a couple of years ago. And yeah, I'm a big fan of that.

Kalis, you have a personal trainer. What do you pay that personal trainer per session?

It is personal.

It gets.

How's that personal?

Five different packages, right? So I did.

Yeah. He talks to the microphone.

20 session package. Package.

That's better. Say again?

20 session package. So then it brings it down to $35 a session.

35 bucks. When does it get to the point where it's eh. If they charge you a dollar a session, you're like, right.

Well, it's like a gym membership. Like, if you're paying $30 a month, do you really feel that if you don't use it as much.

Yeah, you don't go, right?

No, but 35 a session, I'll go every single. That's a lot of money per session, Right? So you're paying 70 bucks a week, right? Yeah. So do you find that to be a motivator?

Yeah, for sure. I never invest that much money in something like that.

Yeah. Okay, that's interesting.

Yeah.

Yeah.

So it's a commitment. It's a personal commitment and a financial commitment.

And Jeremy, you don't go to a trainer, right?

No, he tries. You're fat, right?

No, no, I did not say that. I said you're slightly overweight. I said you're slightly overweight. No, but I was about to say you only pay a dollar.

I'm gonna post all those pictures of you with your shirt off from the studio. Photoshop.

Oh, Remember that? Oh, my God, the stuff I did, it was so horrible.

I actually wanted to get a Peloton bike there. They look amazing.

I know, but they're super expensive.

Yeah.

Carolyn, how much does a Peloton bike cost?

I think It's. It's over two grand. I think I paid about 2200 for it.

Then you pay a membership per month. Right.

And then you. Yeah, then there's a monthly subscription, so you get the live classes and the recordings, but. Oh, it's so worth it. Highly recommend.

Yeah, that's about. I mean, if you buy a decent road bike, like you're looking at. To spend that anyway, so.

Yeah. Yeah.

And then you get to keep it in your house.

I used to play Hop the Hub, the Ridereide with my mother. That's better than the Peloton bike. Just so you know, that's a German game you guys will never get, but that was funny, right?

Thanks for clarifying.

Yeah, the Germans are Laughing. The one German listening to the show is cracking up right now.

Are they. Are you sure?

No. They're probably hating it. All right, let's talk about teams. You said that's part of scaling efficiently. I don't get it.

Hiring the right people. Because if you don't have the right people, they will drag you down. Errors, not reliable. The A players are gonna leave. I've hired a lot of good people, but also a lot of bad people. And I can tell you that the errors they cause, the lost time, the waste of money, the stress, the issues, the fighting, the conflicts that are created internally, they cause huge inefficiencies in your company. So bringing the right people into the business and also for you to be able to step away, right? You want to take vacations. You want to. As a business owner, this is not supposed to be a job. It's a business, right, that gives you some time so that you can live life the way you want to live it. And so, yeah, I mean, Boris and I were really. We pay close attention to how we hire people, how we select them. We hire really slowly. We take our time because we know it's so crucial to have the right people on your team.

So I say of all the efficiency opportunities here, the one thing we've nailed is the right people. Like you guys. You, both of you two are studs. Jeremy and Kelsey. And I think everyone is here. And I think from my perspective, Carolyn, is that all of our inefficiencies and disorganization in technology and just trying to learn that stuff is made up for multiple times by the quality of our people here. Do you feel. Is there one thing that trumps all other things?

I would say I would pick teams, because if you have the right team, you can do anything. The delivery will be. Everything else is based on the team that you work with. So that's probably number one.

Okay, good. We're on the same page. Before we let you go, I want to know, where can people learn more about what you're doing so they can get help in their business?

Yeah, for sure. Our website is carolynsoldow.com or on all the social media channels. Just look for my name and you'll find me there.

And just so people know, Carolyn Solo was awarded the Inc. 5000 award in 2019. That's. We're recording this in 2019. That's for companies that are really on a trajectory of growth and efficiency. You've received the coach of the year Stevie Award in 2018. You founded Multimillion Dollar companies. I mean, you speak from experience. So. Carolyn, thanks for joining us today.

Thank you for having me. So fun. Thank you.

And we're gonna play a little German song on the way out. This is by an Oompa band. You can't touch this. Can't touch this. You ever seen Oompa Band?

No.

You ever see European Vacation? You know when Chevy Chase and his family goes to. I think they go to Germany, and there is the. They do the. The dance, and it's the men up there and the Oompa bands playing. It's like a big trumpet. It's a big tuba. And they're dancing around, and then Chevy Chase gets in a fight in the dance. You remember that?

I don't remember that.

I'm amazed. You saw a movie. You have a movie reference.

Dude, I am on the borderline of watching Breaking Bad, the movie.

You can't watch the movie without watching the show.

I've seen the whole show. I've seen the whole show.

All right.

I'm thinking about, have you seen the movie?

Yeah. It's amazing. Well, it's amazing because it was probably one of my favorite TV shows ever.

It's one of my favorite TV shows ever too.

Yeah.

I've only watched, like, three. That and Chips. But Jet is about Jesse, right?

Yeah. The whole. The whole movie just focuses on how he deals with the aftermath and basically.

The escape for that final escape.

Yeah.

And you think it's excellent?

Yeah, I liked it. I mean, it's not. Unless you're a fan of the show, you won't get some of the references. And, I mean, you have to watch the show.

Okay, I know the show inside, but. Yeah, I binged on that show.

But it's good.

It's good. Okay, then I'm gonna watch it. All right, so here's what we're gonna do. We're gonna talk about our favorite movie. Oh, we did that part already. Then we're gonna recap what we learned. We're gonna play a crazy game, and I think that'll be it. Right?

That's it. Yeah.

Okay. But first, I wanna thank our sponsor. It's Eva. Do you know they now support multiple languages? So you can speak over the phone not just in English, but in German, French, Italian, Spanish. And they're about to support Russian.

It's amazing.

Sound. Believable.

You can speak it.

Yeah, you can speak.

So if we're in a crawl language that you're speaking.

Exactly.

Amazing.

So if we were doing a call, me and you right now, and say you're at home. And I'm like, hey, Kelsey, what you doing? You're like, oh, not much.

And.

And I go, como. It'll actually come across as Coma Stas.

Amazing.

In Spanish. Nextiva.com. check them out. You know, they also have a thing called next os, which is mind. If that didn't blow your mind what they can do with their phones, Next OS will drive you crazy. It's awesome.

Amazing.

You know why I like to make fun of them?

Why?

Because they can take the punches. They, they, they're so successful. Someone's got to keep them in check.

They don't listen to the show.

That's the real reason they're so successful. Oh, you know. Oh, this is true. Do you know what football team just picked up? Next Diva?

No.

Buffalo Bills.

Wow, that's cool.

Oh, you mean for the headsets during the game?

No, no, for the phones throughout at the stadium. If you go to a Buffalo Bills game, the entire phone system is Next Diva.

Now that's crazy. Yeah, because I was gonna say I thought this was Motorola and I was like, that's big. That's a big contract.

Yeah, no, they don't. It's just the phone system self. So now nextiva is extraordinary. I gotta keep them in place. That's why I do my little jokes, my little bits. Alright, talk about a little joke in a little bit. I want to know your thoughts, Kelsey.

Okay, so I think my favorite part is when she said the customers aren't buying whatever widget you're selling, they're buying an outcome. So you have to effectively communicate what that outcome is and make them believe that that's what they're going to get. And I feel like from a business perspective, it's really important for us to stay aligned with what the expectations are on the customer in to make sure we're serving them effectively. It's just a nice. What's the word I'm looking for?

I don't know. I have no idea, actually. I have no idea where you're going. I was only partially listening, to be honest. I'm trying to prep my own thoughts. So I was. Dude, mark that one. That's going on the future video. That's going on a video. All right, Jay Sloan, what'd you learn?

High price plus big efficiencies equals higher profit. I like that and how important automated lead generation is. Not just, you know. Generation.

Yeah, Automated.

Yeah. I like. She's. She pointed out that efficiency saves us time because I was kind of pushing on. Well, she was talking about her company, her and Boris of this company that makes these high end products and because that they can charge premium but they still want to build efficiencies for more profitability. And she said, and for more time. And I realized if I own a business and it runs efficiently and I allow myself to get home at work after, you know, get home after 4 o' clock as opposed to coming home at 7 or 8 o' clock at night, because I afford myself that time, it doesn't mean I should reduce the cost of the customer. I'm just working efficiently and I'm affording a lifestyle that actually gives me relief. It gives me ability to recharge my batteries and come back full bore the next time delivering services or products.

Agreed. We live in a day and age where we don't have to work all the time.

Yeah.

We have these amazing technologies that support us.

Exactly. I remember, Jeremy, when Kelsey became president, you asked for a day off and here's what she said.

Do it.

She's wanting to do the work. All right, Kelsey, you ready for the game?

I'm ready.

Jbone, you ready?

Yep.

And am I ready? Yes. So here's the game. Carolyn, are you still with us?

I am, yes.

All right, so you're in the game too. Here's how this game works. It's an entrepreneurial game. This will test your trivial knowledge about entrepreneurial products. I'm going to list off three products. Now, here's the hook. Of these three products, two of them are real, one is fake. Now, just so we're clear, I wrote the copy for all of these for congruency sake, meaning they gotta sound like the same marketing message. But one of these is truly a fake product and two are real. Your job, Carolyn, is to identify the fake product. Is that instruction set Clear?

Okay, let's do it.

Okay, now let me read off all three products. Kelsey and Jay Schloan, you're in this too. Okay?

Okay.

All right.

Yeah.

You ready? All right, first one, Freeze me. Clear ice cubes. Ooh.

Oh. Clear ice cubes.

Freeze me. Clear ice. Clue. Ice cubes. Nothing is harder on this planet than making clear ice. Right. Name one thing harder than that. Kels, Having a baby.

Anything.

Have you ever made clear ice?

Yeah, it's clear.

I bet you it's smoky. I bet you it's air bubbles.

Oh, I see. I see what you're saying.

All right, so I'm gonna repeat this again. Nothing is harder on this planet than making clear ice. Kelsey, name one thing harder than that.

If there's something that does it, then I'm sure there's other stuff. Like making a baby is harder.

Yeah, I think making a baby is harder.

Making a baby is easy.

Giving birth to a baby, giving birth.

That's hard.

Yeah, okay. That's true. The actual making. I don't think anyone's ever made a baby.

How'd you get off?

Some guy sitting in a workshop from ICE? I'm just building you. This is at the 37 minute mark. Just write this down. This is this content for the next Kelsey video. So we got one at 34, got one at 37. Plus you got some weird laughs throughout.

I don't feel like we need to keep making Kelsey videos.

No, we have to every week.

That should be. That should be like a three month. A quarterly.

We should. Yeah, yeah, I like that. Can you do another one the end of the quarter? No, we need one for the retreat. When we do our company retreat, we need one. All right, Kelsey, stop distracting us. Here's the first product. Freeze me clear ice cubes. Nothing is harder on this planet than making clear ice. Even the professionals, Eskimos can't do it. I added that part. Your freezer, Eskomos can't do it. Your freezer surely can't. Or should we say couldn't. With the freeze me clear ice cubes, you receive individually wrapped melted ice, which is called water, by the way. Put the individual packs in your freezer and let it sit. In four to six hours, our patented clear freeze technology will create an ice cube that is clear as glass. Perfect for your favorite libation or for miniature ice sculptures. Is that awesome?

I actually give you credit for that. That was actually pretty funny.

I added that part too. I can see someone there. Like you don't ever go to a dentist. Dentist using dentistry chipping away to make an ice sculpture. All right, Carolyn, did you hang up yet? Okay. You still with us?

I'm still here, yeah.

Okay, that's the first product. Let's see if we can get through actually. My eyes tearing. I'm laughing so hard. All right, let's go to the next one. The next one is called the dragon the dry dog umbrella system. Name a smell or grosser than a wet dog. You can't.

That's true.

You can't. You can't yet. Pet owner. What? Oh, cheese. What?

It still smells that are gross.

Okay, okay, okay, okay. That's true. Yet you know the grossest smell. I was taking out my garbage and the garbage, sometimes it drips and it got my hand and you smell Your hand. Like, oh my God.

Why did you smell your hand? You know what it's going to smell like?

I didn't know what it was. Have you ever done that? You do it. I had garbage.

No, I washed my hands right away.

I couldn't. I was carrying the garbage out. Kelsey. And then.

Stop smelling your hand.

I know it's on hand. I couldn't stop smelling my hand. It was the worst smell. At first I thought like, oh, was that the mint tea I had? I'm like, oh, no, this is horrible. It was the worst smell ever. You've done that. All right, let's start it over again. Kelsey, you're ruining everything. The dry dog umbrella system. Nothing. Name a smell grosser than a wet dog. You can't yet pet owner after pet owner walked their dogs in the rain, saturating the animal and stinking up their house. With the dry dog umbrella system, your dog stays dry and smelling great even in monsoon conditions. The patented umbrella design has a built in leash that goes directly through the top of the umbrella. Clip the leash to your dog's collar, hold taut at all times, and the umbrella floats over your pooch.

That's cool.

Yeah. Finally, ditch those complex dog raincoats or try to wait for the rain to stop as phytops on your floor. Number three. The cup of Noodles Hamster Hideout. You have one of these? You like, you have how many cats now?

Two. I have two.

How many hamsters?

Yeah, like how many? 10 cats do you have?

How many hamsters do you have?

I used to have a couple.

Okay, so for your couple hamsters somewhere.

I just don't have the cup.

You need this, Jeremy. The cup of Noodles Hamster Hideout. Hamsters thrive in the safety of small confined spaces. Who knew that the Cup O Noodles company made the perfect size hut for your hamster? Modified to a sturdy design that your hamster cannot chew through. That's the key. The Cup O Noodles hideout provides a permanent home for your best friend. Ideal for mouse. I'm sorry? Ideal for mice and small rats too. Warning. Do not keep your hamster and their hideout with other foods. We are not responsible for your pet eating your human food.

Human?

Human. Did I say hooman? I didn't say human. Yeah, like hummus, cumin in there.

Does that actually have ramen noodles in it?

I cannot. I cannot.

Oh, you can't clarify.

Yeah, because that's not in the copy. So, Carolyn, just to recap, we had the freeze me clear ice cubes where we discovered there's things like. Well, we learned About Kelsey's history right there. So freeze me clear ice cubes. We talked about the dry dog umbrella system. We. We talked about the cup of noodles hamster hideout. One of those is a fake product, Carolyn. Believe it or not, two of them are actually real and available for purchase today. What's the fake one, Carolyn?

The hamster hideout.

No, you are good. Okay, now, I'm not gonna tell you if that's true or false yet, Kelsey.

I say the same thing.

Nice, Kelsey. Are we gonna go for a trifecta, J Bone? J Bone's almost 100%.

All right.

You got it last week.

Yeah. So here's the thing. The ice cubes. I actually know about a little bit about freezing ice cubes in the science behind clear ice. Because in culinary school, we did the ice carving.

Oh. So it is difficult. So when Kelsey was laughing her ass off that how easy it is to make clear ice. There's a technology wrong.

Yeah. You have to do it the way.

There'S a technology that does it.

You have to do it the proper way.

Okay.

So I don't think that there's a bag that can do it. So I'm gonna say that's the fake one.

I love how Jeremy walks and talks through the entire process. As a result, Jeremy is right. The fake product is the flir. Is the freeze me clear ice cubes. They're totally fake. But here's the irony. Someone actually tried to invent that. And I met the inventor, Nestor Villalobos. You know Michelle. Michelle Villalobos?

Yeah.

Her.

Her husband, her brother Nestor tried to create this product. And what they did is they made a. Basically a bag that they filled it with water, but they did in a certain way that it would not allow. They would remove all the air so it'd be no air bubbles, which causes that freezer thing. But it was a failed venture, so the product never made it to market. Interestingly, the dry dog umbrella system is real. It's really ridiculous. How ridiculous?

I mean, it's a real thing. And I think about it like, what if you had a baby and you had a stroller and you had to cover that? It's a lot easier. You don't have to worry about the dog.

It's just ridiculous. It's ridiculous to me. I think the cup of Noodles too. Kelsey and Carolyn, you fell for that trickeration of mine. It's a real product.

You know, I knew that was real.

Why? Because.

What's cuter than that?

Because he has one.

No, what's cuter than the thought of like a hamster running in like, a cup of soup.

Yeah. Not having a hamster. That's what's cuter. What's wrong with you? Oh, my gosh.

Maybe I could make one for red cat.

Oh, Jesus. Kelsey, get us the heck out of here, would you, please?

Thank you for listening to us. Please don't forget to subscribe.

What would the Cat 1 be? It'd have to make a massive box. A cereal box maybe?

Yeah.

Like, you mean in terms of height after equivalent? Yeah. Oh, yeah. It would be bucket.

A bucket? Yeah, it'd be a Kentucky fried chicken bucket for a cat. Yeah. There you go. All right, my friends, why don't you get your Kentucky fried chicken bucket of knowledge@mikemotorbike.com. that one worked. Mikemotorbike.com Click on Get the tools. When you do that, you'll get a download of amazing stuff, but you gotta do it now. So go to mikemotorbike.com and click on get the tools. All right, guys, we'll see you later.

Bye.

Sa.