Modern Marketing Podcast

If you've ever wanted to know what marketing is? How it works? And how it applies to you and your business then stick with me, because in this episode I'm going to be breaking down exactly what marketing is, how it works, and why it's such an important, if not THE most important element of business success. Let's get to it.

In this episode I'm going to pull back the curtains and show you exactly how the Instagram algorithm works so you can stop wasting time, money, and energy on bad advice and ineffective strategies and start using these proven principles to grow your brand and business with Instagram.

"If you don't understand this one simple thing about advertising your business you're going to lose a lot of money very quickly."

Marketing cookies were created with the best of intentions when they first came onto the scene. They were a way to remember your previous selections. And have you ever been to a site and had to change what country you were in, or what language you wanted, or what page you wanted to default load to? Well, those were brought to you by your wonderful little friend, the cookie. Basically the website would acknowledge your visit and selection – write a bit of code and save it to your computer – and then read it next time you came back to make sure things were just as you left them. But cookies can do so much more than that… but more on that in just a minute… Lets dive in!

Whether you're brand new to Instagram ads or a seasoned advertising veteran you're going to want to pay careful attention to this episode because in it I'm going to be breaking down 5 newbie Instagram advertising mistakes that can absolutely destroy any chance of success you may have with Instagram Ads.

If you need more customers for your business then in this episode I'm not only going to show you where to find them... but also HOW to get them. Customers are the lifeblood of business because without customers you don't have a business, you just have a really expensive hobby. Let's get to it!

Whether you're currently running Instagram ads right now or you're just getting some information and trying to decide whether Instagram ads are the right choice for your business this episode will help. Because in it I'm going to be sharing some of the top Instagram advertising tips and strategies. Things that I've learned after years of owning an Instagram advertising agency and creating countless 5, 6, and 7-figure generating Instagram Ad campaigns.

If you're looking to generate more leads for your B2B business then stick with me because in this episode I'm going to be breaking down 7 of my top B2B lead gen marketing strategies for you to fill your pipeline with an endless supply of ready to buy leads. Because more leads means more opportunities. And more opportunities means more sales. Which means more revenue, which means a bigger, better, and stronger business.

What if there was a way to predict your success before it happened so you could plan for it, stack the odds in your favor, and make sure you're on the right track? Well there is, which is why in this video I'm sharing 10 signs you are going to be successful that I've learned after over 15 years of working with multi-millionaire and billionaire entrepreneurs. After working with countless millionaires, multi-millionaires, and billionaires over the last 15 years I've found that there are a few key differences between the moderately successful, and the super successful mega yacht, business jet, multi billionaire successful. Now you may have no desire to buy a mega yacht or eat cavier and champagne for breakfast, because, well that's kinda gross, but that doesn't mean you can't learn and apply the exact same habits, attitudes, and behaviours in order to help you achieve your unique goals faster and more efficiently than you ever thought possible. If you find these attributes in yourself great. If not, no worries, that's why we're talking about them now so you can begin to incorporate them into your life.

If you've ever wondered which social media giant (Facebook or Instagram) is going to be best for your business you're not alone. After all, with a combined reach of well over 2 billion people both Facebook and Instagram are two massive social media powerhouses just waiting to be strategically deployed in marketing your business. And that's why in this episode I'm breaking down once and for all, Facebook VS Instagram... which one is truly the better option for marketing your business. Let's dive in!

Doing marketing without a solid strategy in place is the surest and most effective way to lose money, waste your time, and get nowhere fast. Which is why on today's episode I'm going to be taking away some of the mystery behind what a really effective marketing strategy looks like and give you the framework to build one of your very own in just 5 minutes. Let's dive in!

Alright, let's talk Instagram. Still one of the most popular and profitable social media networks available to you today. I love the platform, and it's a key part of nearly every single one of my clients strategies whether organic, just through their content, or paid, using Instagram's incredibly powerful advertising options. I sound like a spokesman for Instagram, but it really is that good. That said, like all things, what you get out has a lot to do with what you put in, which is why I'm going to share the 3 laws you must abide by if you want your Instagram marketing strategy to succeed. Let's get to it!

Instagram advertising is easily one of the most effective forms of online advertising available today which is why in this episode I'm sharing some of my top Instagram Advertising Strategies to help you grow your business and generate more leads, sales, and revenue. I've been running Instagram Ads for almost as long as they've been available and in that time have managed to dial in somevery effective and very profitable strategies for my clients. But a lot has changed, and continues to change. Quickly. Which is why it's important to take a combo approach of both staying up to date but also still following timeless marketing principles. And that's why in this episode I'm going to be sharing some of the most proven and effective Instagram marketing strategies available. Including what I believe is probably the single most important element to Instagram advertising success, so make sure to stick around right till the end. Let's dive in!

Words are powerful tools. But they can either work for you, or against you – and for every power words that helps you attract more leads, prospects, and customers, well there are an equal number of opposite danger words. And if you use a danger word you risk losing the sale, referral, and long term value of the customer. Which is why I want to make sure to you know the one word to avoid in sales and marketing so you can wipe this term from your vocabulary, erase it from your dictionary, and white it out in your thesaurus – alright, enough of that, let's get to it. But before we do, make sure you stick around right until the end because after I reveal the one thing you should never say, I'm going to cover 4 more words you want to avoid as well. These are all worth knowing so you can avoid them at all costs. Let's get to it!

The terms sales and marketing often get thrown together and are often used interchangeably. But they're actually 2 very different business functions with very different strategies, objectives, and criteria. But while sales and marketing are very different things, they're also both very important, so in this episode I'm going to cover the differences between sales and marketing and ultimately decide which one is more important to your business. Let's dive in!

When I first got into marketing, I wasn't that good at sales. I liked talking to people, and helping them, I just hated the selling part. Looking back, I think my closing line was probably something like "so… what would you like to do?" – hardly a compelling close. And yet I would more often than not make the sale. How was this possible?!?! Well, what I had yet to realize at the time was that my marketing and everything that had happened up until that point had all but closed the deal for me - ahead of time – so when I finally spoke to a prospect or potential client they were already sold on working with me. And that's where Inbound Marketing comes into play. So, let´s get to it!

At any given time there is small a percentage of your target market who is ready, willing, and able to buy from you right now. These are the people that want what you have, have the money to pay for it, and are actively seeking out a solution to their problem. Depending on what statistic you read this can be anywhere from around 2% to 10% or in other words, not that big of a number. So how do you reach the other 90 to 98% of your market in a way that builds trust, creates goodwill, and positions you as the go-to expert and authority in your market? While also still capturing the 2-10% of avid buyers? The answer there my friend, is education based marketing. The reality is that you will attract far more customers with an education based marketing approach than you will by simply trying to sell them something right off the bat. Let´s get to it!

We all know great content when we see it. It draws you in, holds your attention, and possibly even influences your decisions or behaviors. At least that's what I aim for when I'm crafting up nice tasty content for me or my clients. So how do I do it? Where does this great content come from? And most importantly, how can you create great content of your very own. If you want to know more, dive in!

What is it that the best marketers in the world all have in common? Well after years of working with millionaires, multi-millionaires, and billionaires, I've found there are 7 habits they all seem to have in common that have enabled them to achieve amazingly successful lives and businesses. And that's what this video is all about.

Two of my favorite marketing objectives but also two completely different campaigns, with one being the clear winner in B2B marketing campaigns and the other being the best choice for B2C marketing campaigns. So which one is right? I'll give you my exact thoughts at the end, but first, let's dive into each of these 2 marketing objectives a little more.

The 7 tips I'm going to share with you now are a big part of what's enabled me to continue to create 5, 6, and 7-figure generating Facebook Ad campaigns for myself and my client... Yes, even in 2019, and I want to share them with you now.

If you're looking to add rocket fuel to your Instagram strategy by effectively deploying a strategic Instagram Advertising campaign then you my friend are in the right place! Because as an advertising agency owner who's created countless 5, 6, and 7-figure generating Instagram advertising campaigns for my clients I can confidently tell you that the tips I'm about to share with you can rapidly and dramatically improve your business.

Let's talk trends. Learning and adapting to developing trends can mean the difference between being Blockbuster or Netflix. With that, I'll admit, it can be overwhelming trying to decide where to devote time and attention to. So the key to making it work for you is to keep it simple and decide which trends are worth focusing your marketing efforts on and which ones you can ignore, for now.

Alright so let's talk digital marketing. In this episode I'm going to be pulling back the curtain and simplifying what is arguably one of the most powerful and important parts of growing a successful business and you'll leave with not only a better understanding of what exactly digital marketing is, but how it actually works in the real world. Dive in to learn more!

After 17 years in the business world, and having had corporate, sales, and professional careers, and starting a number of different businesses along the way – some successful and some soul crushing failures, well, I've found time and time again it's not the skills I was born with that lead me to my success, but rather a series of skills I learned along the way. Some by accident and pure luck, but others by studying, modeling, and learning from the great leaders of business who came before me. And that's why in this video I want to share 7 of the most important business skills you must have if you want to succeed in today's wild and wonderful world of business. Let's get to it.

If you're here now then the odds are good that you know the power a properly search engine optimized, or SEO optimized website can have on your business. You've also probably heard that SEO is hard, complicated, and somewhat of which is why in this video I'm going to be breaking down the 6-Steps you need to follow as well as #1 SEO tool I use inside the agency to help you quickly rank #1 on Google even if you're a beginner. If you are you new to SEO and want to rank #1 on google this upcoming year then this video has my proven and effective 6-Step SEO Strategy that will boost your rankings!

Guerrilla marketing is one of the best ways to grow your business, get more attention, and boost your brand - without needing to spend a fortune to do so. But Guerrilla marketing is just as much about the things you DON'T do. Such as: -Guerrilla marketing means not spending a fortune on TV, newspaper, or radio ads. -Guerrilla marketing not spending 5 figures on a new website -And Guerrilla marketing means not focusing on vanity metrics such as likes, comments, and shares... ...but rather on the things that will actually help grow your business. Let´s dive in!

So what exactly is retargeting (also known as remarketing)? Well if you've got a small business, are an entrepreneur, or a marketer of any kinda than retargeting/remarketing is one of the most powerful tools available to you. Why? Well for starters it's an incredibly cost-effective way to increase trust, built authority, and provide more value. But it gets even better... and this is what this video is all about. Whether we're talking about Facebook, Instagram, YouTube, or Google, retargeting/remarketing is a great way to grow your business in the most cost-effective way possible and build more trust through frequency and continuing to show up again, and again, and again in front of your ideal target market and perfect customer. Omnipresence fot the win! Let's dive in!

When it comes to getting noticed, being heard, and getting someones attention you've got a number of different marketing strategies available. But in regards to speed, efficiency, and control, nothing comes close to advertising. Which is why in this video we're talking about how to get anyone's attention with advertising. There's no denying that it's everywhere with statistics showing we're now subjected to an average of over 5000 Ads Per Day. So should your business really add to the noise, mess, and confusion? I think so, and here are 5 reasons why advertising really is a valuable tool when it comes to promoting your business online, or offline.

If you've got a business, product, or service, and you want to make more sales – then you need a sales funnel. Which is why in this episode we're breaking down exactly what is a sales funnel and how does it work to help your business generate more sales, customers, and money in the bank. Specifically, what exactly a sales funnel is, how it all works, and I also cover a sample funnel you can use to help generate more leads and convert those leads into happy paying customers.

Today's episode is an exciting one, as it's the first time we've talked about Live Event Marketing. Nate Bailey, Lead Trainer and Lead Coach of the Prosperity Revolution, breaks down his complete lead gen funnel for us that he uses for his live events. The reason this is such an interesting subject is because live events are an amazing business-boosting opportunity. Even if you don't intend on doing live events, it's always beneficial to look behind the scenes at someone else's funnel and how they have it structured. When you start looking closely at funnels for a better understanding, you'll find some underlying trends and themes that you'll be able to apply to different areas of your business. So, whether you are brand new to funnels or live events, or you're trying to optimize the one you have, this podcast is going to have something for you. Episode Discussions Nate's story The Prosperity Revolution Breakdown of marketing for live events Facebook advertising The early days of Nate's live events Behind the scenes of these events today Breakdown of the current even Nate's running The most effective questions to ask your clients Advice for starting out [03:36] Nate's story The Prosperity Revolution Lead Trainer and Lead Coach Working with entrepreneurs to help them be wealthy in all areas of life Clients come from all over the world "Man Wealth" for men, "Shield Maiden" for women [04:45] Breakdown of marketing for live events Ever-changing, always evolving Finding the right type of people who have the ability to invest in themselves and want to Uses Facebook advertising Testing different models and messages, as well as different videos, funnels, ads, etc. [06:19] Facebook Advertising Ongoing and complex process to dial things in You must figure out how much you're willing to spend to get a client/leads Have faith in your system, your message and the results you'll be able to get Requires a level of commitment [07:10] Early days of the events "Do you remember what you did and what those initial results were?" - Guerilla marketing only takes you so far - Traditional methods of advertising: Putting money in Tweaking and re-tweaking Targeting Get more comfortable spending more money Once you see the results coming in, you get more comfortable [08:56] Behind the scenes People don't realize the whole process that goes into these things Marketing becomes an integral part of you and your business [10:29] Breakdown of the current live event Nate's running now High-ticket event ($5000-$10,000) Low-ticket group ($300-$500) Includes a video ad or mini documentary (30 mins) of what they do If the person likes what they see, they fill out an application The application asks a lot of questions and sets the tone for what investing in themselves requires There is then an hour-long sales call which encloses them into the program [12:06] What's the wording of the main questions you found to be most effective? "Are you willing to do what's required to get the results that you want?" Other questions explore what the rest of their life looks like "This is a significant investment to work with us and get the results" "Are you willing to invest up to [x amount of money] to get the results you want?" [15:00] What if they say no? We try to redirect them, which doesn't work well when you're dealing with high-ticket sales (they want the best, which is what you're offering) Retarget, send emails, invites for the group content Keeping the leads on the list and continually reaching out [15:54] Infusionsoft for management Wufoo Form for application [16:48] The follow-up Sending texts, emails, phoning Can take a couple times to warm them up and build a relationship [17:33] The more you can play the long game and look to the future with your vision, the better off you'll be Sometimes it takes clients years before they sign up Those who have followed you for a long time understand what you're about, so it's easy to set expectations [19:31] Did you test image ads against it as well and find the video performed best? The right video ad can crush it, but images can also work just as well if you don't have time for a video There's nothing stopping you from finding an image and writing some good copy [21:13] It all takes practice and time You have to dig deep to find out what's going on with them and show you can help "Just like trying to figure out which funnel works best…practice, practice, practice" [23:26] Funnel walkthrough and recap: Mini documentary (30 mins) video ad clip Opting – offering the full-length video If they like the video, they fill out an application form designed to extract the max amount of information from the prospect What we want to do is learn as much as possible so we know we're the best ones to help them, but not overwhelm them with too many questions Main pillar prequalifying question: Are they serious about this investment (this allows you to find interested buyers) Then they get the opportunity to schedule a strat

Normally on the podcast, we cover many different approaches to help create paid traffic or run successful campaigns. However, what often gets in the way of this is what occurs before you even get to that step; and it happens in our own minds. It's the limiting beliefs and blockages that stop you from creating the content that you know will help the people that read it and help your business. That's why we're very excited to have Erin Pheil on the podcast, as Erin has been instrumental in helping me to identify my strengths and weaknesses, which has allowed me to become the most productive version of myself. Episode Discussions: What to do about being overwhelmed Big tip on how to start the process of correction How to overcome challenges and keep making progress The importance of mindset Adam's secret for best performing copy "Head Trash" A better optimal state Look at it and evaluate it Habits of high performers Unwrapping an interpretation The Four Agreements: Don't take things personally "The Possibilities Game" [03:27] Erin's Story Holds a BA in psychology and an MA in social media Co-founder of Mindfix Group, a rapid mind transformation program designed specifically for high achievers and entrepreneurs Mindfix provides relief and the permanent fix that people are always searching for but can't always find in books and courses [05:04] Overwhelmed in marketing What should someone do if they don't know where to start? Find out what the root problem is Overwhelm could be stemming from many different reasons [06:12] Example: Two Clients Both are overwhelmed, but the feeling comes from different problems No one can just give a step-by-step guide to help universally (which is why self-help books don't always help [08:40] Insight to what's happening Once you notice you're falling into a pattern, PAUSE Ask yourself: "What are the thoughts that are showing up right now?" Pay attention to the, and write them down Read them out and recognize the pattern [10:52] Example: Perfectionist Client tried this and realized that she thought everything she did had to be perfect No one can ever do everything perfectly, so she froze [12:09] Mindset is unbelievably important If you can come into your marketing from a position of power and positivity, that's where the sales are made It changes the way you write and the way you present yourself It also makes it easier to connect with people on an emotional level [13:15] Adam's secret for his best performing ad copy Avoid being in a bad place mentally [14:03] "Head Trash" The more that's in your head (especially thoughts of failure) the harder it is to become calm and confident Clear out the trash [15:19] What's the next step after you've written down your thoughts? There's no solid solution, but calling attention to it helps Sometimes just writing it down helps your mind to click and stop Working with someone one-on-one is a better way [17:04] Better optimal state "It decreases that charge—the emotion that's coming from believing everything that's on that piece of paper" Viewing through a third person lens helps you to put perspective on your thoughts Once you call attention to it and can separate yourself from it, your confidence goes up [17:51] Once your confidence goes up, your marketing and business results will go up [18:17] Look at it and evaluate it Look at what you've just written out Ask yourself if it's true (try to be positive, usually it isn't!) When the head trash gets cleared out, there's nothing to write down anymore [19:25] What are some habits that you've seen among the high performers that they've instilled in their lives? One process works really well that they engage in regularly… Throughout the day we apply our own interpretations to the events that happen These interpretations fuse together in our minds and we see them as reality We can feel negatively about this "reality" High performers make it a habit to unwrap their interpretation from the event They see these events as neutral, and separate themselves from them Possibilities as to why an event happened become limitless when you don't involve yourself [23:19] The Four Agreements Don't take it personally – what people say to you is a reflection of what they're going through, it's not necessarily to do with you The paradigm shift of Stephen Covey's Seven Habits of Highly Effective People is another example [24:47] "The Possibilities Game" If you're triggered by someone cutting you off while driving, the ONLY reason you're feeling upset is because you're interpreting it in a certain way Come up with four other possibilities for why the person would do that You can make up stories like "maybe they need to get to the hospital" By telling another story, it breaks up the rigidity of what that "reality" is [26:09] Jumping to conclusions in marketing Automatically thinking your content isn't good enough because no one is watching it In reality, it's a long game; it might just be the wrong time Negative comments o

In this episode, Brian Bergford and Adam create a dialogue that draws comparisons between peak performance and modern marketing. Whether you're interested in peak performance athletes, or the marketing lessons we can glean from them, or both, you're going to find a lot of value in this content. Episode Discussions: Brain's interests growing up and how they lead him to where he is today The psychology behind performers as well as customers How to get results in training and in marketing Knowing when you're on the right track with your processes What happens if you want to quit How to select the right story for you and your business Success habits of peak performers "Emotional Alchemy" 02:26 Brian's Story Background in psychology, particularly animal psychology Brian was inspired by people who were at the top of their craft Enjoyed working with dogs as well as people Ended up in behavioral training for dogs (which was really coaching people in how to train their dogs) Later on, he got back into the performance arena 04:28 Comparing performance to marketing psychologically The animal brain is much like the brain of the consumer in that, as consumers, we use our instinct/emotions before we back it up with logic. Both involve connecting with people to find what works for them. 07:21 Consistency = Results Must be careful of measuring things too soon You can't expect instant results in marketing or in training 09:21 Taking the longview You always have some faith in the process. Remember that it's dangerous to be result-oriented. It may take longer than you had hoped, but you'll get there if you're consistent 10:41 How do you know you've got the right process? Intuition Not necessarily instinctual, but some things feel right, and some don't 11:38 2. Check in with people who are experts Ask them, what is realistic at this point? What time span should we be looking at? 12:45 3. Recognise that there are cycles Check in on your results every once in awhile, and remember that there will be ups and downs 13:07 Make the switch from outcome goals to process goals Focus on the things you can do every day and the outcome will follow naturally. Mismanaged expectations can create discouragement. If you can put in the work, you're going to be able to sustain your performance. Love the process. 15:35 Fulfillment matters more than anything. 16:38 If you're looking for that perfect process, make sure you believe in who you choose as your mentors. A good rule of thumb is the 90-day trial. 18:04 What if you want to quit? Audit the last few weeks--have you taken enough time for yourself? You need to follow your self-process in order to be successful in your other processes. 19:32 Identity What kind of person are you? Allow yourself time to recharge, and have self-awareness in what you are capable of. 21:35 Select a story that empowers you to fuel your engine No matter which business you're in, it is a psychological game. 22:08 Good copywriting resonates with customers emotionally If you can get your point across well, you can make this connection. It's an opportunity to for you to show and your customers to see that they're not alone. 24:18 "The root of every problem comes from a lack of communication" 24:42 Success Habits of Peak Performers How do these people thrive on a day-to-day basis? Genetics play a part They always play their cards well They're clear on what they want Generally something they have a fear of ends up being something they love Do whatever it takes 26:32 Emotional Alchemy: "Take whatever comes at you and turn it into...fuel for the engine" You must be willing to put in the consistent work. Mentioned in this episode: The CEO Athlete Facebook page Contact Brian: [email protected]

Whether you want to become a public speaker for your career, or you want to use it to boost your current career--even if you don't plan on doing any public speaking, this podcast covers many applicable tips that will help you in any professional endeavor you want to pursue. [02:31] 1. Choose Your Main Topic Be sure it's not too broad, but not too specific. [04:24] Do a Comprehensive Brand Audit on Yourself Look at all your media and ask the question: would you hire yourself? Your online profile is your image and will determine whether someone hires you or not. [05:40] Create Content Around Your Core Subject No matter what kind of content you're putting out; podcasts, videos, blog posts…Make sure you're creating lots of quality content. [06:26] Video Content It's the closest thing to actually speaking in front of an audience. This way, your personality, articulation, and how you engage can be seen. [07:20] Speak as Much as Possible Build up a portfolio and get content out there before you get paid for it. It will be worth it in the long run and it's great experience. [08:27] "Anyone can become a speaker, but not everyone can become a paid speaker." – Brian Tracy Mentioned in this episode: Modernmarketingpodcast.com

This episode about service-based marketing is action-packed and very specific. Adam will cover 5 tips that can be applied across different markets, and to different customers and clients. Learn what's worked for Adam in the past, what doesn't work, and what will give you the maximum output and best end results. [02:05] Prioritize Marketing Give marketing the utmost respect. Be sure to communicate value and benefits, as you are not selling a tangible thing. [03:47] Highlight the End State Clearly articulate the benefits that your clients will experience after they've done business with your company. Remember: your customer has a problem and you can help to solve it. [06:08] 3.Bridge the Gap Paint a picture of the journey between they're problem to your solution. Simple sells. [09:19] Go Where They Are Find out where your market spends time. Remember the Three Ms: Market, message and media. [10:39] Overdeliver Exceed their expectations. Customer retention is more profitable than acquisition [11:52] Recap Mentioned in this episode: Modernmarketingpodcast.com

Kyle Gray helps entrepreneurs create powerful storylines for their businesses that drive growth, sales, and engagement. In this episode, he explains how to leverage his Harvest method to build your network, boost authority, and grow your business. Episode Discussions: The technique Kyle used to get featured on Seth Godin's podcast Music, storytelling, and the content marketing connection How Kyle used collaboration to grow a startup to 7 figures A 4-step process to create connection through collaboration Personalizing your outreach to potential collaborators Resources for new content creators The poster child tactic How to make others look like a rockstar in your articles 3:24 Music, storytelling, and the content marketing connection 5:29 Kyle's content marketing origin story 8:49 How Kyle used collaboration to grow a startup to 7 figures 9:08 The Harvest Method A 4-step process to create connection through content creation collaboration. 10:07 Step 1: Plow the Field 10:25 Step 2: Fertilize the soil 10:36 Step 3: Plant the seed 10:57 Step 4: Harvest and feast 11:35 Resources if you're just getting started with content. 13:06 How to reach out to potential collaborators 14:38 The poster child tactic 15:32 Personalized outreach 17:53 Improve your chances for the "yes" 19:32 How Kyle got Seth Godin to comment on one of his blogs, respond to an email and feature him on his new podcast using the Harvest method. 22:23 How to make others look like a rockstar in your articles and boost your posts. 24:36 "Without building relationships, your content and your business aren't gonna go far. That's what's at the bottom of this." Mentioned in this episode: TheStoryEngine.co The Story Engine - by Kyle Gray ModernMarketingacademy.com

Listen closely to this episode because every word packs a punch. In it, Adam unveils the raw emotions and circumstances behind an almost 2-month Modern Marketing podcast hiatus. Learn the present state of online marketing, what trends to leave behind, and what new and exciting opportunities are on the horizon. [5:10] Inspirational conversations with good people who built successful multi-million-dollar empires—and how I let myself and everyone else down. [5:38] "I've been watching trends over the last few months and years…I realized I may have been part of the problem. That ends now." [7:37] Success is OK but you're not allowed to talk about it. Being an expert is a 'bad thing.' And that's why I'm part of the problem. [8:26] Don't hide your success or expert status just to validate other's lack of it. You've worked hard. You've earned it. [8:53] Current state of online marketing: "The way to succeed is to just be you. But to be the best version of you whatever that is." "Never be afraid to kick ass and take names. The world needs you to." Mentioned in this episode: Modernmarketingacademy.com Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts

If you're not familiar with 80/20 and its profound effects, prepare to have your mind blown. And if you are familiar with 80/20, you know you'll find at least 80% of the content valuable (we'd like to think it's closer to 100%). In this episode, author Perry Marshall illuminates some of the concepts and principles behind his groundbreaking book, '80/20 Sales and Marketing.' But not in the convoluted, super-geeky way you might think (although there's the perfect amount of that peppered in). Rather in a refreshingly entertaining way through offbeat stories and tangible action steps to help you increase profitability and productivity in your business. Fair warning…once you get this inside your head, you'll never see the world the same again. Episode Discussions: How to fire money-draining clients with grace 80/20 concepts fit for a yellow belt, green belt...and blue Finding the 80/20 levers in your business Perry's must-listen favorite 80/20 story How Mattress Mack got publicity for his business with a charitable act The cause and effect of a positive feedback loop What the law of attraction has to do with 80/20 Practical ways to apply 80/20 to marketing The Starbucks Principle of the $2700 Espresso Machine Two mains reasons why people struggle with the 80/20 rule 80/20 will happen to you no matter what The weight of societal responsibility on entrepreneurs 3:11 Perry's Story Got fired from his engineering job when he was 26 while his wife was 3 months pregnant. Ended up in sales, spiraling in credit card debt Best known for cracking the code on Google Adwords Figured out the secret sauce of 80/20. 07:25 Perry's favorite 80/20 story Vegas, gambling, strip clubs, and sawed-off shotguns ends up as highly relevant information. 10:50 "Everything you do in marketing is racking the shotgun." 13:09 Deeper things you need to know about 80/20 80% of the response comes from 20% of the people 20% of the response comes from 80% of the people Keywords in a Google account - 5% of the keywords produce 95% of the traffic 95% produces 5% of the traffic. "It's always going on and it's true everywhere." It's the cause and effect of a positive feedback loop. 17:27 "It's not possible to look out your window and not see something that's 80/20." 19:32 A simple way to apply 80/20 to marketing: You have to subtract. "Most of us, myself included, habitually want to say yes to everything…" If your business has matured to any degree, you have clients who are losing you money. Unless you're doing it deliberately, you shouldn't be doing it." 22:55 The perks of cutting ties with a draining client: You give yourself a raise You lower your stress You lower the amount of work you have to do You open up an opportunity You subtract from the bad side of 80/20 "The effective stuff is 16x more powerful than the ineffective stuff." 24:55 The Starbucks Principle of the $2700 Espresso Machine If you have a Starbucks and every week 1000 people buy a $5 late, one of those 5K people will spend $2700 on an espresso machine. "80/20 says there's a law of attraction. In mathematics and science, it's called an attractor." 30:17 Using the 80/20 rule... If you know how many people will buy one pair of shoes at Payless for $19.94, you can figure out how many people will spend $2K on a pair of pumps. 31:32 Why people struggle with 80/20 (#1) Everyone's taught to think about average. 33:18 The 20/120 Rule The top 20% of your customers, products or employees make 120% of your profits. The bottom 20% loses your profits and brings your 120 down to 100. Some stuff that makes you money pays for what the other stuff is losing. 35:44 Publicity done the right way The story of kindhearted Mattress Mack and how he housed Houston hurricane victims, went viral, and cost an undisclosed amount of keynote speakers a gig. 39:13 Why people struggle with 80/20 (#2) They're indoctrinated with equality. 41:14 "The amount of time you spend on clients and projects and problems has almost no relationship to their actual profitability. Because you're treating the world the way your first-grade schoolteacher trained you to treat them and you're not thinking like an entrepreneur." 42:45 "Entrepreneurs are students of reality...we cannot afford to live in some fantasy world." 44:56 80/20 will happen to you no matter what. If you're strategic in working with 80/20, you'll get a completely different result. 45:26 "For those that understand [80/20] ...you can do with it what you want. But you can't deny it. It's kind of like denying gravity and jumping off a roof." 46:27 A crazy story to tie it all together in a very odd way. "About 5 years ago, I had 2 teenagers and they were starting to get an attitude. And the attitude was, 'My latte's too frothy.' So I took them to Calcutta, India." 49:27 "Principles work. Techniques are not guaranteed to work but principles do." Mentioned in this episode: Order Perry's book here >> 80/20 Sales And Marketing Click here to subscribe via iTunes Modern Market

"Email gets the least amount of credit but does the most work for a business," said this episode's guest, AWeber's Chief Marketing Officer Erik Harbison. And we couldn't have said it better ourselves. You can build and nurture relationships, engage and successfully sell to your audience for next to nothing. Email marketing makes sense. Not using email marketing — well… doesn't. In this episode, Erik and Adam give a high-level view of email marketing as well as some specific actionable tips you can implement to boost your bottom line and improve your results. Episode Discussions: What is valuable content? Building trust with your audience How to choose the right email service provider How emails drive sales and ROI Effective email copywriting tips Tools and resources for high-quality emails How often you should be sending emails Email sequences and conditioning subscribers When to keep it short and sweet and when to use long-form Direct selling vs relationship building email strategy The truth behind those massive email ROI statistics Business benefits of email marketing How to structure emails so they get read Deciding price points for products and services using audience feedback Conditioning your audience over time to take action Why you should welcome unsubscribes 4 main levers for max email deliverability and spam triggers 2:27 Erik's story: Has worked at AWeber for the past 4 1/2 years Spent 20 years in digital marketing agencies 3:31 Why you should be using email marketing in your business "Imagine if Facebook and Google disappeared tomorrow, how would you connect with your audience?" Recession-proof channel that enables you to connect with your audience no matter what's happening. One of the most productive channels in generating return on investment for brands, businesses, and marketers. Generate sales from your database in addition to building strong relationships. 5:15 Just how realistic are those massive email ROI statistics? 7:34 How emails drive sales and ROI Build trust and nurture relationships with your audience by providing valuable content, allowing you to ask for the sale later. 10:19 Direct approach to sales Comes down to the context of the ask. If the sent email asks for a sale, the audience has already exchanged dollars prior to the email being sent. 10:54 Relationship first approach Look for feedback Include direct links to surveys Promote complementary tools Ask might occur in the first link in email or in the P.S. Find which resonates with you most. 12:40 Deciding price points for products and services using audience feedback. 14:04 Email copywriting tips Write like you're writing to one person. Focus on their needs and the "you" and "your." Use personalization beyond the subject line and weave into the body content. Focus on the benefits of what you're offering as opposed to features (outcomes, pains, pleasures, emotional benefits). 17:36 Short simple vs long-form Depends on context. Challenge yourself to write a longer-form storytelling email about something important to your audience. Break up walls of text into shorter digestible sentences. 19:11 Email sequences and conditioning subscribers If you're just getting started or just launched a product: Cadence should be more frequent in the beginning and trail off over time. Every other day for the first week and every 3rd or 4th day after the week. Provide great content. Subscribers won't realize you're conditioning them to look for your email in their inbox. Established brands or marketers Focus on consistency. Pick the day that you'll condition your audience to expect your emails. This helps increase open rates and engagement. 21:24 Test your market Ask your audience for feedback about email frequency then give them what they want. 23:34 4 main levers for email deliverability Spam triggers: erratic volume, spam complaints, dragging email directly into the trash without opening. Set the right expectations. Choose the right ESP (email service provider) for your business and make sure it has strong reputations with all ISP's (internet service providers) Prompt your audience to whitelist your emails. Make sure you have the right subscribers on your list by doing your due diligence. "One of our philosophies is that an unsubscribe is much better than a spam complaint." 27:59 The importance of cleaning your list. 29:12 Tools and resources Getting started: Write down the top 5 qualities most important to you in an ESP and research them. (Hint: check out their Twitter feeds) For transparent reviews: Email Vendor Selection, G2 Crowd Preview your email before you send it: Litmus Editing: Grammarly and Hemmingway Health check your emails: Sender Score and Kickbox.io to check for hard bounces and soft bounces. 33:14 "Don't underestimate the power of asking your audience for feedback." Know anyone who could benefit from this episode? Please feel free to share! Connect with Erik: Email: [email protected] Twitter: @ErikHarbison LinkedIn Mentioned

For a highly driven entrepreneur, it's all too easy to treat your accomplishments like a checklist…Caught in this cycle of hitting goals simply for the sake of devoting yourself to the next — never once pausing to reflect on your wins. Celebrating your achievements may sound useless but it's by riding that wave of confidence you'll enjoy profound success. Jesse Elder's work involves helping entrepreneurs overcome mental blocks to achieve meaningful growth and success. In this episode, he sheds light on the role of confidence in scaling and growing a business, how to tap into that confidence to overcome fear, and how to savor your accomplishments, even if you're an inexperienced celebrator. Episode Discussions: The true challenge in scaling your business Practicing active appreciation through writing How to replenish the ultimate fuel for entrepreneurs The fastest way to have your best future arrive Deleting dogma around fear How reflecting on accomplishments shifts fear and uncertainty Celebrating achievements as a critical entrepreneur Turn anything around in your life within 10 minutes Why it's easier to make $100K than it is to make $10K Meditation and the millionaire's mindset Selecting dialogs aligned with your purpose Why you're 40 conversations away from 10xing your success How to normalize a new thought A morning routine to support your vision 4:00 The true challenge in scaling a business Scaling is a matter of psychology and math. The challenge lies in scaling with meaning and purpose. And not becoming a slave to success. 5:08 Most of Jesse's work involves helping entrepreneurs infuse their business with deeply personal meaning so the work itself is rewarding and money is a byproduct. 5:29 The ultimate entrepreneurial fuel is confidence. Confidence comes from evidence and evidence must continually be replenished. Habitually measure backward and give your accomplishments the respect they deserve. 9:05 Pausing and practicing active appreciation Write down a list of the top 10 things you've accomplished in the last 30 days. 10:46 The fastest way to have your better future arrive is to… Master the present. Use the past as an excuse for dropping into appreciation. Feel the fullness and confidence of that in the present moment. I get to create vs I have to create. 12:10 The critical celebrator If you tend to diminish your achievements and can't think of any to write down: Pick something from a decade ago or from this morning. What's important is the feeling you have around it. Appreciate and experience that confidence right now. 13:25 Stacking accomplishments Your brain can't entertain 2 frequencies at the same time. Reflecting on your accomplishments displaces judgment and low-level vibrations of fear and uncertainty. 15:42 Meditation + a millionaire's mindset "In the beginning, it's uncomfortable and awkward." Turn anything around in your life within 10 minutes by leaning from one thought to the next best thought and notice the disparity between the two. Normalize the new thought by journaling and continuing to lean into the direction of the new thought. 19:53 It's easier to make $100K than it is to make $10K 21:52 Invest in your vision with a morning routine Spend 10 minutes stretching "Yessing" 3-4x will jolt your solar plexus Drink water Journal your vision without logic or strategy Put yourself in that vision 23:44 Selecting dialogs aligned with your purpose and goals Choosing which dialogs to have is dependent on size, strength, and beauty of your vision. "You're really only about 40 conversations away from 10xing any particular area of your life." 26:11 Deleting dogma around fear Fear is just an electric energy to do your best in a new situation. It's normal to download images that scare you the more you unfold your vision and feel into your best future. "Somebody listening to this...they're being stretched and invited into a bigger version of why they came to this planet. Having heard that, they can't pretend they don't know. And now there's a book that they know they're supposed to write and can't pretend they didn't just hear me say that." 27:46 "We all have decisions that we're being called into and every day is the opportunity to say yes to the right ones." Mentioned in this episode: Jesseelder.com Jesse on Facebook Instagram @JesseElderLive Averageisnotsafe.com Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts

Entrepreneur says: "When life hands you lemons, open a lemonade stand." That's what Hilary Jastram did after a rare neurological disorder forced her out of a job. Today, you'll find her running two thriving businesses: one, a marketing agency and the other, the global resource for chronically ill and disabled entrepreneurs — both sprouting from her ability to recognize a need and fulfill it. Hilary is clearly an expert on capitalizing, leveraging, and upleveling and in this episode, she explains how to spot and take advantage of trends, use Facebook Messenger to close more deals, and grow your business with the right connections. Episode Discussions: Overcoming self-doubt to make business connections Tips on client interaction for creatives Self-publishing and the demand for freelance book editing Best practices: Sales and closing deals using Facebook Messenger The importance of testing your business idea Handling frantic and/or disappearing prospects and clients Respecting your time, setting boundaries, and being OK with saying no Responding with tact: what to say when prospects want free help Skyrocketing your business with likeability and trustworthiness Practicing authenticity in life and business Clients with a scarcity mindset and what to do about it How to speak your voice the right way The flaws in free 45-minute strategy calls Polarizing your audience to close sales 3:44 Hilary's story Forced out of a job due to a rare neurological disorder. Now runs two growing businesses: For-profit – J. Hill Marketing & Creative Services- copywriting, book editing, Non-profit - Sick Biz - The global resource for chronically ill and disabled entrepreneurs. Editor for Modern Marketing Podcast's all-star guest Ryan Stewman 7:22 Overcoming self-doubt to make connections "Take a minute, calm down, but always reach out. There's no way in the world my business would be where it is today if I had not done that." 8:35 Skyrocketing your business with likeability and trustworthiness. 8:52 Enabling opportunity and closing deals: Put the value for your prospect first. Be honored to be part of their journey. Focus on helping your prospect with their message and mission. 11:00 Practicing authenticity in your life carries over into your business. 13:50 Recognizing and capitalizing on trends Hilary noticed the increase in self-published books and used the topic of book editing to become an Entrepreneur contributor. "Books have become the new business card." 17:44 Systematize your trend Look at what's trending in the marketplace Throw your opinion in the ring Back up any assertion you make to reinforce authority and credibility 20:30 Polarizing your audience Identifies your brand ambassadors and makes it easier to close sales. 21:10 Sales and Closing on Facebook Messenger Be prepared Block out 3 hours to create your digital portfolio (references, resources, recent samples) and have it on hand to show clients. Shortcut niceties and present the solution efficiently. Have your figures ready - Close more deals quickly by immediately quoting figures. Demonstrate your authenticity and expertise to your clients. "When [prospects disappear], that's a reflection of where your client is on their journey and not you." 26:00 "Facebook messenger is like business casual email." 28:35 Being respectful of YOUR time Free 45-minute strategy calls: potentially unproductive and devaluing. Be OK with saying no: answer questions out of courtesy but establish personal boundaries. When they're crossed, explain your rates and send your scheduling link to book a discussion. Gage whether they're ready to move forward and if they're operating from a scarcity mindset. 30:05 Preach to the converted Don't make it your mission to transform a scarcity mindset. That's internal work for your client to do. Present your value. When or if they're ready, they'll come to you. If they don't, keep on movin'. Mentioned in this episode: JHillmark.com SickBiz.com Interview with Ryan Stewman Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts

Ever punched in "1…6…0…0…0…0…0" on a keypad when charging a customer's credit card or preparing a client's invoice — and NOT have to press the backspace? Maybe. How about for one item? You hear about these 4 and 5-figure courses, programs, and products and think, 'good for them but there's no way that could ever be me.' Really though, it's more attainable than you think. Alex Hormozi is a high-ticket sales master. As CEO of Gym Launch, he helps gym owners market and exponentially grow their business with his $16K-$93K programs. Full disclosure: this episode is .01% gym talk — the rest focuses on making big money with big value; suitable for the entrepreneur or small business owner with high-dollar aspirations. Or if you really like marketing quotes. Episode Discussions: How Alex is able to sell a $90K+ item Mitigating sticker shock/price objections using communities Why you should invest in a $1K lead magnet Succeeding with the done-with-you model (coaching + mentoring) Mastermind fee models Exceptional customer service: the ultimate win-win Transitioning to a high-ticket item Growing a business with referrals How to botch your done-for-you ventures 5 core functions of a business Work for free? Absolutely! How much value should you provide with your free content? Value discrepancy and "risk discounts" How niching down benefits service providers How to turn your digital course into a high-ticket item "Selling a high-ticket program" in 60 seconds 2:46 Alex's Story Owned 6 brick-and-mortar gyms by age 26 Got into marketing after searching for ways to generate leads Sold all 6 gyms a year ago Transitioned into serving gym owners 4:01 Alex's Price stats Lowest ticket item: $16k (about to bump to $30K) Highest ticket item: $93K 5:12 Went from 10% referrals to 70%. "This has grown both from us having superior sales and marketing strategies but also from exceptional customer service and fulfillment." 6:31 How Alex is able to sell a $90K+ item The $16K program averages an additional $200K in revenue for the client. 50% close rate on $16K to $90K program upsell 7:54 "If you're standing on a bed of broken promises then it's really hard to sell people." 9:23 Transitioning to a high-ticket item Work for free. Do what it takes to get amazing results for your customers so you can believe in what you're selling. Have overwhelming social proof. Offer outstanding customer service. Go above and beyond. 15:56 5 core functions of a business: Lead generation Lead nurture Sales Fulfillment Retention/Ascension 16:35 High-ticket funnels, Communities, Sticker shock Alex gets prospects involved in a community where they connect with other gym owners who've successfully used his program 23:12 "Specializing is important because if you're a generalist, it's really hard to be great." 24:25 Investing in a '$1K 'lead magnet People judge you by the quality of your lead magnet. Spend time and money, get it formatted, make sure it looks good and showcases the best aspects of your brand. 25:20 "Selling a high-ticket program" in 60 seconds Create more value for a customer by looking at the 5 core functions through their lens. How can you support them through each phase? Train your team to execute based on a troubleshooting process 26:08 Turn your digital course into a high-ticket item. 27:15 From 'done-for-you' to 'done-with-you' services Start with undercharging "Continue to increase your prices as you feel the conviction that you're able to do so." Pride yourself on having exceptional customer service. Tell people and you'll force yourself to live up to it. 29:20 Most people mess up the done for you model by being overly concerned with their positioning. 31:19 Succeeding with the done-with-you model (coaching + mentoring) Sell continuity by selling an associated identity Prioritize spending and budgeting according to the new identity you want to fulfill "During an intensive, your goal should be to have success as soon as possible — have a win as fast as possible so your clients can get momentum." Overdeliver on communication Ask for testimonials and referrals because that's what grows the business. Ask for feedback and use it to improve. 38:46 "Sell to people who already have businesses because it's a lot easier to make that person successful." 39:29 Mastermind Fee models Charge for mastermind halfway through program, paid in full and up front Presell and deposit Monthly fee with upgrades/premium services IOU 42:46 How much value should you provide with your free content? "A voracious appetite for improvement, overdelivering, and amazing execution differentiates the winners from those scraping by." 45:12 Value discrepancy "If you're not making the money you wanna make it's because you're not that good...If you're amazing then that first customer will send you a second customer." 47:36 Encouragement for the newbies: "You suck when you start, you'll suck a little less, and one day you suck so little you'll be good." Connect with Alex: Idonthate

LinkedIn's advertising platform is the Cinderella of social network marketing — it's not for everyone but when the shoe does fit, it can elevate your business to new heights. If you've been curious about LinkedIn Ads but don't know how it works or maybe invested but felt like there was something you weren't doing right, this episode is for you. B2Linked is the only agency on the planet solely focused on LinkedIn advertising. In this episode, founder AJ Wilcox unpacks concepts and strategies of LinkedIn Ads and explains how you can leverage them in your advertising campaign to achieve maximum results. Episode Discussions: Similarities and differences between LinkedIn and Facebook Ads and how to decide which one to use When to invest in LinkedIn ads and when to stick to other platforms LinkedIn Ad's flaws and weaknesses Rates and cost per clicks Formats and form fields Why B2B targeting is limited on Facebook Lead magnet testing and performance (FB and LI) How to optimize a landing page for LinkedIn conversions (software, colors, images, content, copy) The exact process AJ uses to launch new customers What's the deal with complicated funnels? LinkedIn Ad bidding tips The free LinkedIn Ads Startup Checklist 4:28 AJ's story: Digital marketer for the last decade Discovered LinkedIn advertising 5 years ago with amazing results Started B2Linked after being let go from a former employer 6:21 Facebook and LinkedIn platform matchup: LinkedIn has a monopoly on the best targeting for B2B Profiles display all the info you care about in B2B space LinkedIn gives you access to 99% of a company Facebook has targeting around job title, company size, industry, name but so few people put them in their profiles. Targeting is limited. 7:35 The cost of LinkedIn Ads: LinkedIn Ads are expensive Facebook: B2B clicks range between $.80 and $1.50 LinkedIn: average cost per click is between $6-$9 "Think of LinkedIn ads as your sniper rifle. Use it to target your highest value leads." 8:11 "If you're gonna bag $15k or more from a single deal...LinkedIn ads is a no-brainer." Also use to increase the lifetime value of a customer. 9:29 LinkedIn Ad bidding tips: Start out bidding CPC Bid down 10:05 Cold traffic is sent to a raw offer because costs are prohibitive. Lead magnets must offer a ton of value. 12:16 Lead Magnet Testing & Performance Facebook Winners: 1-3-page PDF cheat sheets, blueprints, templates So-so: Case studies Not so good: eBooks and white papers LinkedIn testing 1-page cheat sheet, 28-page eBook, webinar with similar content had similar costs per lead 13:25 "It's not necessarily the medium, it's the problem that you're saying you're going to solve." Concentrate on the offer. Worry about the messaging later. 15:19 What's the deal with complicated funnels?! 16:21 Funnels and Retargeting Use LinkedIn to get highly targeted B2B client Drive traffic to a landing page Follow up with Facebook and Google retargeting 17:49 LinkedIn Software & Messaging Use the same software you use on other channels Traffic is focused and professional Make ads straight to the point Content on your landing page should be professional and high quality Average conversion rate: 8%-12% for content downloads "When you're on LinkedIn you're either thinking about your work or your career. When you start offering someone something that augments one of those two, you'll see your conversion rate increase." 19:41 AJ's Process: How to Launch LinkedIn Ads Create or get access to your company page Create or get access to your LinkedIn Ads account Place the LinkedIn Insight tag (universal pixel) on your website Set up conversions Gather imagery Figure out your target audience 22:56 AJ breaks down #7 & #8 of the process as well as imagery and ad copy. 24:16 Ad images performing well: Comic strips Illustrations Stock photos 25:42 AJ's takeaways: Always start bidding CPC (cheaper than CPM up until 1% CTR) Bid down unless you have a massive budget and need volume Spend time on the title of your content offer 27:03 Formats and form fields Text ads: 100% of traffic is from desktops so you can ask for more information. Sponsored content: 70% will come from mobile so limit form fields. Quick tip: Include a LinkedIn autofill button on your landing page (note: may only be available to select accounts) Connect With AJ B2Linked.com - Download the free LinkedIn Ads Startup Checklist Twitter: @WilcoxAJ Mentioned in this episode: Know a guest, topic, or content idea that would help build your business? We want your feedback! Email suggestions to: [email protected]

Some people love flexing their sales muscle. Others — not so much. If you're a business owner who's "never been good at selling" or hyperventilates at the thought of pitching, that can present a real challenge. Chances are, your products or services don't have legs and if they do, they won't walk themselves anywhere profitable. Luckily, there's a way to market your offers that does all the selling for you. Landon Porter, the head gorilla at the Sales Gorilla, specializes in teaching people how to get clients and customers without being salesy. In this 'awesomesauce' episode, he unpacks what you need to get your market showing up wallet-in-hand just by leveraging your authentic personality. Episode Discussions: Why people fear asking for a sale How sales got its bad reputation Presell tactics that get people to show up, ready to buy What's self-awareness got to do with attracting ideal clients? Leveraging your personality traits to polarize your marketplace Identifying strengths and outsourcing weaknesses What your audience really wants out of your content When you should start building your audience Putting your message in front of your marketplace Using positive indifference to your benefit Why some find it hard to polarize their market The foundation of building an ideal audience The 'make you memorable' method you've never heard of How to identify important personality traits to align with ideal clients The real reason behind Facebook Live's massive success Steps Adam uses to maximize client results Attracting and building trust with your market using content 3:21 The Lowdown on Landon Colorado Native and certified chef Spent 10 years in B2B Sales, 5 years in Real Estate Ended up in sales and had a midlife crisis Discovered self-awareness Created parenting course with wife and bought Facebook Ads course Built relationships and started helping people solve business problems Now coaches people on how to get clients without being salesy 5:57 We are in the relationship economy Sales tactic of psychological persuasion manipulation: Isn't easy to learn Has been taken too far to one extreme by people who aren't able to do it well. Sales and selling have gotten a bad rep. Most people who are naturally good at sales don't want to do it or are afraid to ask. 6:54 Give yourself permission to be yourself. Be exactly who you are and own it. You'll naturally polarize all the people who don't relate to you without having to try. 7:29 The sales block. 9:30 Positive indifference: The ability to not change how you are based on what others think of you. 10:25 Leverage your personality in your business Play to your strengths and outsource weaknesses. Play up your natural traits and personality 10-20% to really get the attention. Sales takeaway: Most people try to be something they're not and it's hard to keep that up with clients. Your authentic self isn't hard to maintain around clients. 13:08 Identify your strengths and outsource weaknesses Deciding what to outsource: Tasks you procrastinate or find busy work to keep yourself from doing If you're not good at getting up in the morning and taking care of that thing What you have to force yourself to push through to get finished Leverage your personality traits to polarize your marketplace Self-awareness is the foundation Understand your real desires > know what you will and won't tolerate > establish your values Don't compromise Naturally, you'll attract some and repel others. 15:59 The people who naturally gravitate toward you come pre-prepared to buy. No need to sell them. True polarization is leveraging really who you actually are. "It doesn't matter what you're actually really like. There are people that naturally want to connect with that." 17:36 Understand your personality to match with your perfect client Define surface level irritations: Things that disgruntle you. Pet peeves? Opposites are your surface level wants, desires, and interests. Lower base want/need/desire: Something that could offend you to the point of stopped conversation. Core value: Something so offensive, you would leave your home and go try and find them. 19:00 Why some find it difficult to polarize their market: "You genuinely have to be OK with the fact that there are going to be people that are vocally loud that you're wrong, and they don't like you." 20:39 "If you can find that audience that loves you and resonates with you...it kind of makes it easier. It makes it all irrelevant and you're like 'cool I'm not for you'." 22:55 When you stop trying to impress people, you're able to impact people. 24:07 Get people to show up, ready to buy with know, like, and trust: Expose yourself enough for people to know whether or not they relate to you. They need to see you up to 12 different times before they feel like they know you. If they feel like they know you and seem to relate, they begin to like Now you're building trust. 27:34 Attraction and exposure tips Inform and entertain Expose people to you Pa

It's official. We've closed the door on 2017 and laid down the welcome mat for 2018. The new year bears gifts of fresh possibilities and newfound drive. But let's face it, after the holiday haze, we could all use a little grease to get the business wheels turning. Why — that sounds like a job for a Best Of episode… We've panned over 60 episodes for marketing gold to bring you the most memorable highlights and takeaways from the Modern Marketing podcast. From useful tips, tools, and business growth strategies to entertaining, inspirational, and peculiar guests, this medley of memorable moments will get you up to speed on things you forgot, barely remember, and didn't know at all. Adam Erhart and his team at Podcast Zen extend our deepest thanks for your continued love and support. We literally couldn't do this without you. Wishing you the best in 2018 and beyond! 1:27 Interview with Dave Rogenmoser of the Entrepreneur Alliance | #016 "If you're yourself and authentic, it works so much better. When I started being more authentic, the right people were really attracted to that. As a marketer, be yourself, take some risks. Be passionate about what you're passionate about and the right people will come to you.". Listen to learn more about: Facebook Ads and marketing, marketing books, launching a business in 5 days, conversion funnels, using stories effectively, mindset, membership sites, authenticity Click here for the full episode and show notes 2:55 Interview with Fitness Business Mentor AJ Rivera | #020 "I remember how impactful mentors in my life have been. It changed my whole life. I'm not here right now if it's not for them." Listen to learn more about: Mentors, marketing for fitness professionals, authenticity, simple email autoresponders, selling ethically, high ticket offers, word-of-mouth marketing Click here for the full episode and show notes 3:46 Interview with Webinar Conversion Expert Joel Erway | #022 Joel quit an engineering job to pursue an online business and developed an online course that taught people how to ace job interviews. Then went broke after realizing he was attracting an audience who didn't have money. But then he found webinars. Listen to learn more about: Webinars, noteworthy origin stories, handling audience objections, targeting the right market Click here for full episode and show notes 6:32 Interview with Live Streaming Pro Luria Petrucci | #024 Luria put Adam on the spot and forced him to commit to his first live stream. Did he follow through? Did it pay off? Listen to learn more about: Effective live stream strategy, overcoming your fear of video and live streaming, Facebook Live, video setup and equipment Click here for full episode and show notes 8:50 How to Write a Bestselling Book with Bestselling Author Corey Gladwell | #030 Growing up, Corey endured a life of negativity, scarcity, and chaos — ultimately creating a ripple effect of other problems. This episode was truly inspirational as he unpacked his path from welfare to bestseller success and all the struggles in between. "Knowing what to do or having someone to follow is definitely a much easier process." Listen to learn more about: The benefits of having a mentor, persevering through struggles, overcoming challenges, writing a bestselling book, mindset, personal growth Click here for full episode and show notes 10:37 Interview with Online Marketer Austin Distel on Authenticity, Connection, and Transparency | #032 "We just thought [using bots] is not on brand and while it might be a little more efficient...I think people respect it more when it's somebody real." Listen to learn more about: Internal and Bot marketing, authenticity and transparency in business Click here for full episode and show notes 12:01 Interview with the Creator of the Millionaire Mindcast Podcast, Matt Aitchison | #038 Adam and Matty A talk about the importance of authenticity in your marketing, how it helps build rapport and trust, and why it's crucial to the survival of your business — now more than ever. Listen to learn more about: Attracting the right people to your business, authenticity, personal and professional growth, creating an elevator pitch, glass door companies, brand and message alignment Click here for full episode and show notes 14:48 Interview with Paul Kortman on YouTube Video Ads | #046 "The next time you're in Starbucks, pull up a webpage from your website and say 'Listen I'll buy your drink, I just wanna ask you a few questions about this webpage." Ask them to review your content and they'll give you good, honest feedback. Listen to learn more about: Video marketing strategy, YouTube and Facebook Ads tips, alternatives to traditional video ads, SEO strategy, small business lead generation, increasing conversion rates Click here for full episode and show notes 16:23 Interview with Ryan Stewman "The Hardcore Closer" on Sales, Marketing, Funnels, and Confidence | #047 Being blindsided by a few career hits didn't stop Ryan fr

It feels like you've tried everything under the marketing moon to get your website and landing page visitors to take action. So why aren't they? Is it the color of your call to action button? Your headline? The video you swore was shot on a good hair day? Maybe. Could be all or none of the above. So, to find true conversion rate success, you must test. If you've got a website or landing page and wonder why it's not converting like it should, you need conversion rate optimization. In this episode, 'Convert-Like-Crazy' Chris Dayley from Disruptive Advertising walks you through a 6-step process you can use to not only skyrocket your conversions but make you a better marketer. Marketing acronyms refresher course: Conversion Rate Optimization (CRO) Top of Funnel (TOFu) Call to action (CTA) Episode Discussions: Ideas for top of the funnel offers The mistake to avoid when building out your customer avatar How to use and test value propositions on your landing page Optimizing the most important part of a call to action The 3 second landing page principle How to approach conversation rate optimization strategically Six landing page elements to test for max optimization Testing content with the Existence Test What page elements to consider altering for A/B testing The main factor visitors use to determine whether or not they'll stay A 5 second test that helps reveal whether or not your CTA is effective The results of a Social Media Examiner button test and what phrase converted best Why you could get burned copying your competitors 2:15 Chris's story Got start in digital marketing as an in-house SEO Couldn't figure out why organic traffic wasn't converting but discovered conversion rate optimization (CRO) and successfully increased conversion rates Fascinated with the psychology of testing to understand customer desires Started own CRO agency 3 1/2 years ago and merged with Disruptive Advertising 1 1/2 years ago 4:36 "The biggest mistake companies make is running random tests without a business question associated with it. " 6:08 Being strategic about funnels: Come up with a relevant TOFu offer - low barrier to entry. What might interest someone who's not ready to become a customer yet? (Most likely seeking education during the Awareness stage) 8:34 Basic funnel overview Build out a customer profile - identify what type of education interests them Create a landing page that facilitates that kind of content Start testing on your landing page and ad 9:10 Dialing in your customer avatar One of the dangers of building out a customer avatar is thinking you know everything about your target market. "At that point, you still don't know what is going to convert that person. You might know what they're looking for but you don't know exactly how to address that pain point." Start testing to figure out how to really address their pain points and build value for them. Make sure to approach any kind of advertising with a testing strategy in mind so you give yourself room to continue learning about them. 11:31 Approaching CRO strategically Influencing factors: target audience, industry, and offer For lead generation, ad copy is more important than images First focus on messaging and CTA Start with your best guess as to what will influence the audience the most and work your way through. 13:09 Six landing page elements to test and optimize: 'Conversion motivators:' Value proposition - what you're offering and how you communicate that CTA - What you want people to do Content 'Resistance factors:' Diversions - anything that distracts attention from your CTA or value prop Anxiety - when someone feels like the effort to convert is greater than the value they're getting. Responsiveness of your page 17:37 Using value propositions What are you offering and why should your audience care? Website/landing page visitors decide within 3 seconds whether or not they're interested in learning more about the offer. The goal of the value prop is to give visitors enough motivation to take action. What value proposition should you have at the top of your page? Should they be pain points? Features? A combination of both? Test 2 or 3 well-communicated value props that will pull them in. 20:28 Testing headlines The headline is usually the first thing people read on the page and determines whether or not they'll stay. Try: A description of what the page is (helps audience draw context) A value prop The CTA 21:27 Optimizing your CTA The 2 things visitors should understand within the first 3 seconds: What you're offering How to get it Must be immediately identifiable, transparent, clear and straightforward. Use color contrast to make it stand out Be descriptive in telling people exactly what to do The button should tell them what to expect Test different phrases in the CTA and tailor it to your market 24:16 Social Media Examiner button test and what converted best. 25:34 Why you shouldn't copy your competitors: They might not have tested it themselves. The

We've all spent a few minutes taking an online quiz. Maybe you wanted to assess your strengths as a business owner or couldn't bear not knowing what piece of IKEA furniture you are. Entertaining or informative, people love quizzes. They're interactive, personalized, and can reveal something about themselves — usually for the price of an email address. If you're thinking quizzes sound like lead generating gold, you're spot on. Josh Haynam is cofounder of Interact Quiz Builder, a platform for creating interactive quizzes that grow businesses. To date, he's helped 40,000 companies generate a combined total of 7 million leads using quizzes. In this episode, Josh answers important questions about utilizing quizzes in marketing and sets you up with a quiz structure you can use to connect with your audience and generate targeted leads for your business. Episode Discussions: Josh's biggest takeaway after working with 40K companies How to scale using quizzes The two main reasons quizzes work so well in marketing How consumer sophistication is forcing authentic marketing Josh's experience helping a global brand market to their 11-million-person email list Quizzes are a boring industry's perfect marketing weapon How and why smaller brands are gaining the upper hand in the market The sales tip to increase close rates you've never heard of The perfect amount of quiz questions to ask How to formulate, segment, and promote a quiz that gets results How to use quizzes to get leads from Facebook for cheap Which type of quiz is most effective and how to customize the template to fit your business What part of the funnel to use a quiz Why quizzes are here to stay Josh's story: A serial entrepreneur Started 1st company at 15 and three more since Current company is a platform for creating quizzes Has helped 40,000 companies generate a combined total of 7 million leads using quizzes 4:50 Why quizzes work so well They tell your audience something about themselves and let your audience express themselves. It's different from most marketing. 5:35 "People like to talk about themselves and people like to learn about themselves and applying that to marketing has been a monumental shift." 6:41 People are more aware than ever that much of what's on the internet can't be trusted. Now they trust brands less than consumers. 7:30 Adding an interactive piece to marketing is a way to bring yourself to an individual level, make a one on one connection, and be memorable. 10:48 One way to get people talking is by asking them questions about themselves. The same concept applies to quizzes. 11:46 A Time Magazine study found 40% of the words we say in our lives are about ourselves. We also experience a dopamine release. 12:39 "Nothing has come close to being as effective a sales tool as asking those questions and letting prospects speak. A quiz is a great way to do that. You ask a question, you let them answer." 13:07 Sales win tip: Close rate is significantly higher when a prospect talks more than 50% of the time. They become more invested the more they talk. 15:11 Josh's experience helping a global brand effectively market to their 11-million-person email list. 16:34 How to structure a quiz with segmentation Start with the concept of the quiz Begin with your buyer personas (4-6) Title your quiz Formulate your questions to get results Create 7 questions Filter people depending on how they answer Write a call to action for the email capture form at the end Connect it to your autoresponder or email list (integrates with most) Segment according to quiz results and assign appropriate sequence Connect it to quiz system Subscribers are sent to given sequence 20:10 Promote your quiz: Use software to create a website pop-up Use software to create announcement bar that goes along the top of your website Share it on social media directly or set up as a Facebook Ad 20:46 Do quizzes play nice with Facebook Ads? Integrating quizzes with Facebook Ads can save you money on targeting. Broaden out your audience and use the quiz to filter traffic and capture targeted leads. 22:32 Specific quiz titles that are delivering good results 'Which _____ are you?' or 'What type of _____ are you?' Titles that promise to reveal something about that person are extremely effective. 23:46 "It's crazy to me because we created this platform but at the same time, it still works on us." 25:19 Where does a quiz fit into a funnel? Top of funnel works best, especially in social media Use further down to segment 26:31 Stats: Cost per lead comparison and conversion rates Facebook Ads: Typically drops CPL by 50% Opt-in rate: 50% conversion Effective conversion rate is potentially higher 28:20 Josh's marketing prediction: Quizzes will dive even further into the personalization aspect of marketing More emphasis on making every person's experience with your brand completely unique. "We want quizzes to be an incredibly easy entry point into that world of personalization." Mentioned in this epi

Overwhelm —one of the most common objections to content marketing. That said, it's also one of the most powerful tools you can use in your business to experience growth like never before. If information and option overload has kept you from pursuing content marketing, it's time to clear things up so you can start reaping the rewards. In this episode, Adam welcomes Lyndsay Phillips, CEO of Smooth Sailing Business Growth where she helps entrepreneurs attract and acquire more customers faster with powerful content marketing. Together, they'll share both content marketing fundamentals and specifics, along with actionable steps the overwhelmed entrepreneur or business owner can take to get started with content marketing today. Episode Discussions: Where to get started with content marketing Attracting ideal clients and serving them more effectively Producing content: How much, how long, how often Avoiding the marketing bandwagon Determining which social media platforms are right for you When to switch social media channels Why to consider hiring a copywriter Topics, examples, and ideas to kickstart your content creation How to find your customer pain points Staying top-of-mind with email marketing Connecting and reaching out to your audience Facing your video anxiety and Facebook Live fears Polished vs. not-so-polished videos - which gets more engagement Content marketing tasks: what to outsource and what to DIY Resources and inspiration for good content topics and headlines Finding support when you feel stuck 3:38 "Unless you find a way to harness the passion and show [prospects] a workable simple strategy, you'll firehose them with information and they'll be left not taking any action at all." 4:43 Where to get started with content marketing Create a customer avatar: Think about who you do and don't want to attract. Decide from there where to focus your time and energy. 6:06 "Content marketing is a great way to not only attract your ideal [client] but also to kind of reject those you really don't want to work with." 6:14 Niche down Don't be afraid to weed out those that aren't your ideal client. You'll find better clients that fit your needs, work well with you, and allow you to help them more effectively. 6:41 Decide which platform is right for you Perform competitor analysis - what's working for leaders in your industry? Find the commonalities between your best clients. Survey prospects and clients - where they hang out and get resources and information. Know what medium your audience likes to receive information 9:17 "You can't jump on every trend new trend...You have to really think 'is it smart for my business? Does it make sense?'" 9:41 Switching social media platforms If you're not seeing return, you're either doing it incorrectly or your market isn't there. That's when it's time to switch course. 11:11 Take your personality into consideration "It took me a long time to do a video and a podcast show, I'm not gonna lie — I was totally chicken. But sometimes you just gotta suck it up and do it anyways." 11:36 What to write about Your clients and prospects 3 biggest pain points What questions do you get from clients and prospects? Consider what motivated them to approach you Uncover their blocks and how you can help them with your solution Reverse engineer from your offer 14:38 Hiring copywriters Copywriters can help get you started and provide insight Find freelancers on sites like Upwork or post on Craigslist "There are so many great copywriters out there that just know how to spin that stuff. So, they are the whiz's for sure." 15:14 Ideas and examples for content People like numbers and knowing what to expect in an article. Top 3 Reasons Why... How to Increase Your Monthly Revenue By 15% 5 Biggest Mistakes to Avoid If You Want to… The Fruit You Shouldn't Eat If You Wanna Lose 10 lbs 16:30 Inspiration for good content topics and headlines Magazine covers, emails, social media com - shows what content is doing well across various social platforms. 17:34 Content: Quantity, length, and frequency Factors: Time and budget Publish fresh content on your website for SEO every week Post on social media a few times a day Keep going as long as you're getting engagement Make adjustments when losing engagement Be consistent 20:34 Content marketing tasks to DIY and tasks to outsource Outsource: Hire a writer and spend a few minutes adding your own voice to the content. Hire a content marketing company or agency to help you strategize, set up blog posts, SEO, create graphics, schedule social media posts, etc. DIY: Connect with your audience on a human level, build relationships, include a personal element where your audience will get to know you better and trust you. 23:51 Have fun with livestreaming Use it to build your brand and connect with your followers. Be authentically you "If you can be natural and authentic and true to yourself and to your brand, that's what's gonna come across and help connect you with your f

If you've been in business for any length, you know what damage the wrong customers or clients can do to your business — beyond the revenue. They drain you of your time and deprive the passion and energy you have for your craft. But as the business owner or entrepreneur, it's up to you to make sure you're attracting the right market. Especially in the early stages of business. For the last 20 years, Joe Cotellese has worked in pre-investment startups all the way through to large corporations and founded Sharey – an advertising platform for e-book publishers. In this episode, Joe walks us through the importance of dialing in your customer avatar and making sure you're crystal clear on who you're trying to attract so you don't attract the wrong people to your business. Episode Discussions: The impact and importance of mentors Costs associated with servicing the wrong customer How many avatars to have if you're just getting started How anti marketing could save your business Personas for brand new business owners and entrepreneurs The slippery slope of compromise How Star Wars influenced the Ninja Aptitude Test Implementing the Ninja Aptitude test to attract your target market How to attract ideal customers using anti-marketing and anti-personas Blue Ocean Strategy and market differentiation How refining your persona will help you move into other markets The importance of a focused business strategy 2:47 The scoop on Joe: Started career playtesting video games Taught himself how to write software Found sweet spot in early startups Ventured out and started his own company 5:02 Mentors The 3 groups of people to have in your life: Further ahead than you to learn from At your level you to commiserate with and share struggles Below your level to reach down and lend a hand to help pull them up "There's a lot to be said for having really great mentors…and about paying it forward and finding people you can help along in their career." 7:00 Ninja Aptitude Test origin story Two key takeaways from Joe's experience: Know who your customers are Focus on the right things 13:08 "Have you ever been in a situation where you've had clients and you're like 'alright this person's great but I don't know about this person?' How do you handle that?" 14:07 There's an operational cost associated with servicing the wrong customer. 15:51 Personas for brand new business owners and entrepreneurs Carve out a fuzzy persona but don't let it stop you from taking clients. Get experience working with a wide variety of people so you can hone in on the great and the troublesome. Refine and tailor your customer avatar and personas as you evolve. Constantly upgrade the top 20% of your clients. Dial in who's bringing you the best business and find commonalities between them. 17:03 A smart lean business model Map out a few paths Quickly start interacting with people to hone in on whether the market you're servicing is the right one for your product or service. 19:36 Refining your persona will help you move into other markets Mapping out the goals and challenges of your persona may lead to discovering additional markets that are focusing on the same challenges. By knowing your markets pain, needs, and desires, you'll be the one best positioned to solve it. 21:05 The Anti-persona What are the customer types that can negatively impact your business? If you focus your attention on the wrong thing, it might devalue your brand. 21:49 The 'Slippery Slope of Compromise' Moves your product or service away from your core audience Results in a wide range of customers and not all of them are good for your business. 22:44 Attract your ideal client with anti-marketing Form a mental image of your anti-persona; fears, concerns, behavior, negative objections Work backwards from there to screen them out. Repel unwanted clients and customers w/ a questionnaire, a candid conversation, an outline of terms and conditions, price points, rules, operations 23:59 Examples of anti-personas and anti-marketing Courtesy of Hollister and a local movie theater 26:00 "As you get clear about your avatar and ideal customer, the anti-marketing and anti-persona are gonna get baked into it naturally and organically. You won't need to announce it. It will become evident." 27:00 Blue Ocean Strategy Focusing on a market and differentiating yourself on certain criteria "If you can't clearly articulate your business strategy then you need to talk to other people in your organization and nail that down." 29:20 Importance of a focused business strategy Sears is a great example of a business that was stuck in the middle and didn't know what they wanted to be. "Find the point you can compete on and you can be the strongest on and make sure it's a point customers care about. There's no point trying to be 3rd, 4th, 5th best or falling in the middle of the pack. " Mentioned in this episode: Sharey Twitter @JoeCotellese Blue Ocean Strategy Click here to subscribe via iTunes Modern Marketing on Stitch

The Modern Marketing podcast is big on equipping you with the best tactics and strategies you need to market and grow your business. But the toolkit wouldn't be complete without addressing the very instrument that makes strategy effective — your mindset. Before you shy away, understand this episode's guest is a far cry from the woo-woo type. However, he's learned a thing or two about the role your mental game plays in achieving success. Chris Evans is the co-founder of Traffic and Funnels and along with business partner Taylor, has grown their agency and consulting business from zero to over five million in revenue in under 23 months. With results like that, you might think about giving this mindset thing a shot. Get ready for a behind the scenes look at what it takes to overcome the mental challenges that stand between you and the business of your dreams. Episode discussions: Dealing with the challenges of scaling a business fast Why 'guru' launches and sales are plummeting The biggest roadblock preventing you from success Getting over the fear of cutting out products and services from your business When family and close friends tear you down Choosing appropriate role models Why one thrives and one doesn't get off the ground using the same strategy Recalibrating your mindset with the Morning Formula How Chris exploded from $30K to $100K in one month How to narrow down your offers an increase your income Why you're not charging enough and how it affects your reputation How to make better decisions using less emotion Position yourself to be well equipped for the direction of marketing The major mistake people make when scaling a business Arrogance, remaining humble, and not getting too big for your britches Comparison is an effective tool How you convince yourself you're capable of achieving big goals after a lifetime of not achieving that goal Sophistication levels of the market according to Eugene Schwartz and how it impacts the future of marketing 2:36 Chris's Story: Used to write copy and build infrastructures for successful launches Taylor wrote copy and built funnels for well-known people Teamed up 2 years ago and launched Traffic and Funnels with nothing but experience as experts ($0) Grew to a $5 million-dollar business Faced new challenges scaling that quickly 5:31 "The biggest thing that's going to stop you from getting to $100K a month is you." 8:07 "Strategies and tactics, to me, are garbage if you don't have the right mental game." 8:31 Morning Formula A design where every day you have a picture of what it is you want to accomplish. The brain can't tell the difference between something you're imagining versus something you experience. So, practice where you want to be. 9:26 Step #1: Correct your belief system Shift from thinking goals are too unrealistic to believing your goals are possible to achieve. 10:24 How do you actually convince yourself that you're capable of achieving big goals after a lifetime of not having achieved that goal yet? 10:48 Step #2: Surround yourself with the right people Exchange your relationships Optimize your environment for success with like-minded, high achievers Possibilities become tangible 15:04 Step #3: Offer less and specialize Hone your focus on one kind of client and one result Focus your marketing and messaging Dial in and scale your offer "Every time my business [experienced] a significant jump, it's always been when I've cut something out. It's never been when I've added a new service." 20:49 Your prices reflect how much you value yourself Most people are grossly undercharging. Odds are, you're doing a much better job than you think you are and your clients already appreciate you. There's a huge margin that you're leaving on the table. "Some people come to us and they're working way too many hours for very few dollars and they're burnt out, frustrated, pissed off, hate their clients, and a lot of times they're just not charging enough." 21:49 Step #4: Have the right people on your team Audit what you're doing and what your time is spent on every day. Look at what you can delegate to somebody else. Hire the right people for the right time of business. Keep your head on straight and make sure your clients are getting results. "People think they're saving money [doing everything themselves] but actually they're losing and leaving a lot of money on the table." 24:35 The major mistake people make when scaling their business is not understanding their numbers. 26:09 Remove the emotion-based decision making and make better-educated decisions. 27:52 Having a learner's mindset Never make the mistake of thinking you have everything figured out. Reach out to others when you can't see through the fog. There is always something else you can learn, grow, and improve on. 28:11 Gaining perspective with comparison Entrepreneurs at any level tend to magnify the negative things in their business. Realign your perspective by reading about people who have bigger problems than