SaaS Interviews with CEOs, Startups, Founders

Mike Doyle, CEO of Rent Like A Champion, a vacation rental platform for sporting events. He has hosted 50 thousand travelers and made over $12 million in sales. Mike is a Shark Tank survivor who received an investment from Mark Cuban and Chris Sacca and both Mark and Chris are still very involved in the business. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— Not now If you could let your 20-year old self, know one thing, what would it be? – "Start earlier and take advantages of those resources" Time Stamped Show Notes: 01:30 – Nathan introduces Mike to the show 02:00 – Mike took a total of $200,000 from Mike and Chris for 10% of the company's equity 02:10 – Shark Tank was their first round of funding 02:27 – Mike wanted to get the deal and the exposure 02:38 – Rent Like A Champion's valuation during Shark Tank 02:52 – Rent Like A Champion is currently in the market for raising 02:59 – Rent Like A Champion's episode was filmed in June 2013 03:18 – In Rent Like A Champion's platform, the sellers are the homeowners who own properties around stadiums 03:29 – Buyers are the sports fans who are travelling to watch the games 03:33 – Rent Like A Champion is focused on non-urban destinations 03:33 – The focus is smaller towns where there are not enough hotels for fans to stay 03:46 – Rent Like A Champion was founded in 2012 04:07 – Since 2012, Rent Like A Champion has hosted under 60,000 fans 04:18 – Total booked destinations: 7500 different places to rent 04:24 – An average of 8 fans per rental 04:28 – Rent Like A Champion's market is families and groups 04:46 – Rent Like A Champion has over 3000 homes 04:51 – Rent Like A Champion has properties in over 100 towns in the USA 04:56 – About 25 towns are considered their core market 05:16 – 2012 total bookings equated to $630,000 and Rent Like A Champion kept 22% 05:29 – Rent Like A Champion is about to reach $4.5 million this year 05:58 – In 2015, Rent Like A Champion made under $3.3 million and kept $720,000 06:15 – Rent Like A Champion is getting a fee both from the seller and buyer 06:25 – 15% from the seller and 9% from the buyer 06:47 – Rent Like A Champion is seasonal 06:54 – Most of the bookings come from college football 07:05 – Rent Like A Champion is now partnering with 6 PGA tournament events 07:15 – Rent Like A Champion is also partnering with NASCAR races 07:55 – Most bookings come 68 weeks in advance 08:23 – In September, total of 750 groups booked 08:39 – Gross sales for September is about $1.35 million 09:05 – Average order value: 09:08 – $1600-2000 for a 2-night rental 09:36 – Team size is 5 full-timers and 5 part-timers 09:57 – Total transaction volume since 2012 is a little over $12 million 10:13 – How do you beat Airbnb? 10:17 – Rent Like A Champion considers non-hotel destinations 10:52 – "On the demand side, we're able to be so targeted with our advertising towards sports fans" 11:13 – If Sacca didn't miss out on the Airbnb deal, do you think you are going to be as aggressive as you are on Shark Tank? 11:28 – The night before Mike is going to film the episode, they still didn't think that Sacca was going to be one of the sharks 12:00 – Did we accurately see everything that went down on Shark Tank? 12:05 – "It's super condensed on what you see on TV" 13:03 – Schedule suddenly changes 13:14 – Average reorder rate is 50% 13:53 – Buyers book once a year 15:10 – How do you expand market shares after the sporting events? 15:14 – There's a ton of green space around college football 15:20 – Graduation is already big for Rent Like A Champion but they're still pushing it more 15:30 - Rent Like A Champion is starting to working with wedding planners for reunion weekends 16:08 – Rent Like A Champion is doing instant booking where list houses can put the availability of their houses depending on a scheduled game 16:53 – The pricing depends on the homeowners 17:08 – Rent Like A Champion can give homeowners guidelines in pricing 17:20 – Depending on the game, the amount of buyers vary 18:00 – What is it like working with Chris Sacca? 18:30 – "Chris and Mark have been incredibly involved and been receiving weekly updates" 18:45 – Chris and Mark are very responsive and prompt in replies 19:00 – Mike threw a big marketing event and Chris and Mark came to talk about an update segment in Shark Tank 19:39 – Connect with Mike through his business' website, Twitter and Facebook 21:15 – The Famous Five 3 Key Points: Your business will being to DEFINE itself as you keep moving forward. EXPAND your niche. Don't stay seasonal—continue to think bigger. Start as EARLY as you can and take advantage of those resources. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan u

Adam Robinson, CEO and co-founder of Hireology where's he's on a mission to help business owners make better hiring decisions using data and processes. He's known in the recruiting industry, an expert speaker, and author with over 20 years of experience in the field of hiring and selection management. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Phil Knight Favorite online tool? — Evernote Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Take more risks" Time Stamped Show Notes: 01:35 – Nathan introduces Adam to the show 02:03 – Hireology is a talent technology platform built specifically for owner/operators 02:14 – Hireology helps the owner with the technology they need in their hiring and employment process 02:30 – Hireology has a monthly subscription plan 02:36 – Hireology is a SaaS business model 02:46 – Hireology is different from Toptal and Upwork 03:03 – Hireology was founded mid 2010 and the product was launched in January 2012 03:13 – Adam had a recruitment and outsource business before Hireology 03:28 – Adam learned from this business that their clients had terrible interviewing skills 03:32 – Adam created an interviewing system and clients started asking to buy it 03:44 – Adam sold the business 04:13 – Hireology first customers were from Adam's personal and professional network 04:40 – Hireology is currently working with under 4000 individually owned businesses in USA 04:50 – Around 100 brands 06:20 – How Adam sees Hireology's future 07:15 – Adam had a client who was responsible for 40% of their revenue for 3 years 07:35 – Hireology ended up doing 4000 hires for the company 08:00 – Average RPU per month is $300 per location 08:14 – Kickers Hireology is using to increase RPU 08:18 – Based on employee count per location 08:39 – Hireology doesn't increase the price of modules but increases its numbers 08:50 – Most of Hireology's system is proprietary technology 09:15 – Hireology has 7 close partners that they white-label and sell through their platform 09:30 – Average MRR is $1.2 million 09:47 – Gross monthly customer churn 10:35 – Hireology is an all-inside sales operation for up-selling 11:05 – Team size is about 100 11:11 – Based in Chicago 11:27 – CAC 11:40 – Between $7-10 depending on the client's industry 12:22 – Lifetime value 12:45 – Adam wants a business whose name is on a sign and whose personal balance sheets are invested in the business 13:15 – "There are 7 million employers in the USA that nobody is talking to and that's the market we want to be in" 13:27 – Find Adam in Twitter, LinkedIn and his website. Shoot him an email at [email protected] 16:00 – Hireology was bootstrapped for the first 2 years and did an institutional raise in 2014 16:12 – Raised $26 million in 2 round from 2014-16 16:45 – The Famous Five 3 Key Points: Find your target market and tap into that market. Don't rely on a client to stay with you forever—the sooner you accept that it's part of the business, the better. You need to TAKE more risks! Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @Adrobins – Adam's Twitter handle Hireology.com – Adam's business website LinkedIn – Adam's LinkedIn account [email protected] – Adam's email address Show Notes provided by Mallard Creatives

Dan Golden, a veteran digital marketing executive and speaker who still spends time diving into analytics and making strategic recommendations for his clients. He has spent a lot of time on the client side with large agencies. Dan co-founded the digital agency "Be Found Online (BFO)" and has led the BFO team from his roots as a paid search agency to a full service performance digital marketing agency. Listen as Dan talks about how he turned his side project, BFO, to a now, successful agency, making a 6-figure revenue. Famous Five: Favorite Book? – The Great Game of Business What CEO do you follow? – N/A Favorite online tool? — Nudge Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Enjoy the journey" Time Stamped Show Notes: 01:28 – Nathan introduces Dan to the show 02:30 – Be Found Online is a digital marketing agency 02:36 – BFO's focus is to drive traffic and help their clients make money through that traffic 02:45 – BFO's processes have evolved over time 03:15 – BFO was a side project for Dan and was called Be Found Local 03:26 – Dan and his co-founder merged their businesses and started in January 2009 03:40 – First year revenue for BFO was $200,000 03:51 – 2015 revenue: $7 million 04:15 – Dan shifted their goal from profitability to finding the right clients that fit BFO 04:50 – Dan aims for 12% net revenue 05:35 – Team size: 05:37 – 50 full-timers in the USA 05:43 – Total of 70 employees 06:02 – The BFO army has grown considerably 06:40 – BFO spends $50,000 a month on their software 07:10 – "A lot of technology we do is client-specific" 07:45 – "Many of the largest SaaS companies came from an agency model because an agency sees all the client-specific tools being used in the agency" – Nathan 08:43 – "I don't want to build something that is slightly a better version of something out there" – Dan 09:50 – BFO has 60-80 active clients 10:00 – BFO has served over 100 clients since they started 10:14 – BFO has a big project yearly called "Perfect Client" 10:20 – BFO is doing research and client analysis for every client they've worked on to figure out where they can do their best work, which client is the best to work with, and where to add value 10:29 – BFO has turned down a lot of clients 10:45 – "I don't want to double our client base, I want to find the right types of clients." 11:02 – BFO wants to focus on enterprise clients 11:10 – Average that the customer is paying BFO 11:15 - $10,000 – $15,000 a month in fees 11:50 – How do you calculate lifetime value? 12:13 – Clients stay with BFO for a minimum of 12 months 12:48 – BFO is making a minimum of $600,000 a month 13:11 – Get in touch with Dan through Twitter, LinkedIn and BFO blog 15:50 – The Famous Five 3 Key Points: GREAT things can turn out unexpectedly. Business goals can change from time to time—be OPEN and FLEXIBLE for these changes. Make sure to ENJOY the journey. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @TheGoldenDan – Dan's Twitter handle LinkedIn – Dan's LinkedIn account BFO blog – Dan's business blog Show Notes provided by Mallard Creatives

Ali Salman who heads Rapid Boost Marketing where they exclusively work with professional service providers. Rapid Boost has grown to over $2 million in annual sales over the last 2 years with a goal of $25 million by 2020. They have generated over 120,000 ideal client inquiries for service firms and practices in the last 12 months. Famous Five: Favorite Book? – Nonsense: The Power of Not Knowing What CEO do you follow? – Elon Musk and Nathan Latka Favorite online tool? — Ninja Outreach Do you get 8 hours of sleep?— Sometimes more than that If you could let your 20-year old self, know one thing, what would it be? – "Get out of school faster" Time Stamped Show Notes: 01:38 – Nathan introduces the show 02:09 – Rapid Boost Marketing is an agency 02:17 – Average contract size is anywhere between from $1500 to $6000 and majority of the contracts are from $2000 - $3000 02:28 – Rapid Boost Marketing has a big lead generation 02:53 – The revenue for 2015 is $800,000 and end of 2016 is more than $2 million 03:10 – Average monthly retainer is $2000 - $3000 and the average contract is from 18-24 months 03:30 – Average RPU 03:53 – Currently, Rapid Boost Marketing is working with 72 customers 04:45 – Rapid Boost Marketing can help a lawyer increase his revenue but it will also depend on the area and how salable the lawyer is 06:09 – Rapid Boost Marketing has 4 packages and it includes the paid media 06:15 – 30% of the packages goes to paid media 06:36 – They are focused on content and search engine optimization 06:50 – Team size 07:13 – Monthly headcount expenses equate to about 50% of their revenue 07:36 – Revenue in September 2016 is $857,000 08:22 – January, February, and March are their down months 08:29 – Average revenue for 3 months is $80,000 - $90,000 09:05 – Rapid Boost Marketing's clients are described 10:17 – How Ali priced his own salary 10:50 – Connect with Ali through his Twitter and LinkedIn 13:16 – Ali founded the company in 2012 13:33 – First year revenue in 2013 is a little over $130,000 13:46 – The Famous Five 3 Key Points: Start AS EARLY as possible in business. Know your niche client and market WELL so you can grow quickly. Your people--both your employees and your clients--contribute to your company's success, without them, there is no success. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @CanadianLMPro – Ali's Twitter handle LinkedIn – Ali's LinkedIn account Show Notes provided by Mallard Creatives

Dr. Dan Margolin, a practicing Podiatrist with over 27 years of experience and a practice that ranks from the top 3% in the country. Dan's second and current practice is widely successful compared to his first. Listen as Dan talks about podiatry and his new business which he co-founded, Effective Management. Famous Five: Favorite Book? – The 10x Rule What CEO do you follow? – Tony Hsieh Favorite online tool? — Testing Academy Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "I wish I knew to look for mentors a little bit more" Time Stamped Show Notes: 01:35 – Nathan introduces Dan to the show 02:15 – A podiatrist deals with health issues concerning the feet including sprains 02:32 – Dan generates revenue from his patients and sometimes, from insurance companies 02:39 – Dan's ultimate goal is for the patients to be well 02:51 – In the long-term, Effective Management will be the bigger stream of revenue 03:10 – A podiatrist earns $ 300,000 to $ 500,000 a year 03:26 – The Podiatry Survival Blueprint – a video of Dan's job description 03:47 – Dan generated $2.4 million in podiatry in 2015 03:55 – Effective Management earned $300,000 in its first year 04:14 – Dan loves helping people so he launched the Effective Management program 04:50 – Expenses hindered Dan to just give away the program 05:25 – Team size 05:43 – Go to BasicStaffTraining.com to find Dan's info product 06:41 – He provides 4 different products 07:27 – There is an initial fee and monthly recurring fee 08:04 – 2016 revenue is a bit over $400,000 08:12 – There are 300 different companies in their system 08:30 – The Podiatry Survival Blueprint is sold at $6500 09:15 – Dan uses Schoox to run the membership page 09:44 – Current MRR 09:58 – Dan contacted his own patients as prospective clients 10:35 – Connect with Dan through his website and get a free copy of his book Fast Tracking Your Prosperity 12:15 – The Famous Five 3 Key Points: There are TONS of ways to help people, be it in your field or not. Find people who will help you run the business, ESPECIALLY in the areas where you struggle. Have a mentor and be involved. Be a sponge and absorb everything. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. DrDanSpeaks.com – Dan's website Show Notes provided by Mallard Creatives

Ron Miller, CEO of StartEngine,who was in Episode 40 of The Top and Chad Newell, CEO and founder of Snapwire. Listen as Ron and Chad explain how the new rule of SEC in equity crowdfunding helped their companies. Famous Five: Favorite Book? – Ron: The E-Myth What CEO do you follow? – Chad: Sean Malarkey Favorite online tool? — Ron: Internal Email / Chad: Google Sheet Do you get 8 hours of sleep?— Ron: No If you could let your 20-year old self know one thing, what would it be? – "It's all about confidence." – Ron Miller Time Stamped Show Notes: 01:40 – Nathan introduces Ron and Chad to the show 02:30 – StartEngine is the nation's leading platform that allows entrepreneurs to directly connect with potential investors to raise capital 02:45 – The new law opened up the possibility for everyone to become an investor 03:11 – It allows companies to advertise broadly 03:24 – StartEngine was launched in June 2015 03:30 – Total amount invested is $20 million 03:42 – 60,000 unique users have joined their community 04:00 – StartEngine charged 5% of the total capital from the proceeds raised 04:20 – Entrepreneur can raise up to $50 million a year in the online public offering and StartEngine charges $50 per investor 05:10 – "We are currently focusing on the US market and there's no SaaS in there" 05:30 – What made Chad decide to use StartEngine 06:40 – Why StartEngine is ground-breaking 07:00 – The congress' limitation on investing in a company 07:31 – "Real wealth is made by being an early investor" 07:54 – The new law is a radical shift 08:51 – Nathan believes that the best investors are customers 09:10 – Snapwire has 300,000 photographers in the platform 09:22 – Buyer ratio is much smaller than the photographers 09:45 – Snapwire has pay-as-you-go and a SaaS model 10:08 – Snapwire's revenue is 50% from pay-as-you-go and 50% from SaaS 10:20 – 9,000 images have been bought in Snapwire since their launch 10:30 – Snapwire was founded in 2014 10:34 – Snapwire has raised $2.8 million 11:15 – Snapwire raising in StartEngine opened up a lot of opportunities 11:45 – Can you use StartEngine after a price round? 11:52 – The main advantage is that companies can set their terms 12:03 – Some companies have to essentially create a second priced or non-priced round 12:58 – The good thing about equity crowdfunding is you have to disclose everything 13:08 – Disclosure statement is clear 13:41 – Lawsuits and CAP table 14:10 – There's a disclosure and subscription agreement that investors sign 14:30 – "I think there's an immersion of risk" 16:14 – There are limits to investments and to returns 16:28 – During crowdfunding, there's also a limit on the amount of investment that a company will accept 17:00 – "As far as information rights, you can be very clear in the disclosure" 18:00 – It is not allowed to give out public information even if it is unintentional 18:15 – Upon investing, you will get a shareholder report that is in compliance with security exchange commission requirements 18:40 – "Competition can't reverse engineer your strategy in execution" 19:06 – StartEngine has 12,000 – 14,000 investors 19:20 – Total of 15-18 companies have raised in StartEngine 19:30 – 14 team size in StartEngine 19:36 – StartEngine raised capital through seed round and Series A 19:47 – Total of $7.7 million raised 19:54 - Ron didn't use their platform to raise 20:25 – Average value of an investment is $1400 20:40 – StartEngine's biggest competitors are Seed Invest, Next Seed, WeFunder and Flash Funder 21:11 – What should people look for in the marketplace? 21:23 – If certain companies are establishing themselves in a specific niche area 21:43 – Success rate of the companies 21:57 – Support the companies can provide to entrepreneurs 22:13 – Connect with Ron through his email 22:34 – Contact Chad at [email protected] 24:53 – The Famous Five 3 Key Points: Real wealth is made by being an early investor. The good thing about equity crowdfunding is the disclosure. Be confident in yourself. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. [email protected] – Ron's email address [email protected] – Chad's email address Show Notes provided

Timo Rein, CEO and co-founder of Pipedrive, a provider of sales CRM software that gives sales teams control over their selling processes. After spending $15,000 on a CRM for his own business that ended up being a total waste of money, Timo brought together a few engineering friends to create a better CRM solution for his own needs. This was the genesis of Pipe Tribe, which now has over 30,000 small business users worldwide and has reached $13.4 million in VC funding. Famous Five: Favorite Book? – Turning Pro What CEO do you follow? – Stephen Curry and Gregg Popovich Favorite online tool? — Slack and Viber Do you get 8 hours of sleep?— "No, still trying." If you could let your 20-year old self know one thing, what would it be? – "Take action. It is important to work hard first. Discover who I am and know where my energy flows." Time Stamped Show Notes: 01:47 – Nathan introduces Timo to the show 02:31 – It was in 2002 when Timo spent $15,000 on a business 02:41 – It turned out that the business wouldn't have much return 02:56 – Pipe Tribe helps small businesses around the world control their complex processes 03:23 – Pipe Tribe was founded in June 2010 and the product came out March 2011 03:30 – Current team size 03:48 – They have an office in Estonia and Manhattan 04:28 – Timo is based in California 04:50 – In 2010, revenue is zero 05:30 – 2015: total revenue 06:16 – Current ARR 06:30 – They are doing about a million dollars per month 06:48 – They have 30,000 paying customers 07:00 – Pipe Tribe's pricing 07:07 – They have 3 plans at the moment 07:25 – Average customers' pay per month 08:21 – They are doing cohort tracking 08:30 – Monthly customer churn 08:37 – Churn tends to be quite high 09:32 – The churn depends on the tool and business size 10:45 – CAC will depend on the company's growth 12:00 – 25% of new sign-ups are paying annually 12:28 – How do you drive the company? 12:45 – Timo and his co-founders built the company from the ground up 13:22 – They have an internal goal 13:33 – They raised $9 million from Series A 13:53 – Some of the money they raised was from seed investors 14:13 – Timo won't sell his business for $90 million or even $150 million 14:49 – Timo sees the company as a work undone 15:11 – "When you build a startup, it seems like you're building an airplane while you are on air" 16:22 – They have a revenue goal and customer goal 16:45 – Connect with Timo through his LinkedIn 18:25 – The Famous Five 3 Key Points: The world around us changes—the economy goes up and down. When you build a startup, it seems like you're building an airplane while you are on air. Take action. It is important to work hard first. Discover who you are and know where your energy flows. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. LinkedIn – Timo's LinkedIn account Show Notes provided by Mallard Creatives

Michael Cheng, co-founder of Sniply, an innovative new marketing tool that helps companies caption the value of content sharing in social media. Sniply links has generated over 150 million clicks and is used by notable brands such as IBM, Salesforce and Greenpeace. Famous Five: Favorite Book? – Steve Jobs Biography What CEO do you follow? – Steve Jobs Favorite online tool? — Google Translate Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – "Don't rush it" Time Stamped Show Notes: 01:39 – Nathan introduces Michael to the show 02:09 – Sniply is a content marketing platform 02:11 – It allows people to generate ROI from the links they share 02:30 – It is a SaaS subscription model 02:32 – Premium has a customized ability on call to action and other features 02:49 – Sniply was launched in 2014 02:59 – Sniply generates money from the subscription 03:20 – Price range is $39 per month to $3000 per month 03:29 – Monthly RPU is $70-80 03:45 – Most of the users are the social media team of a company 03:51 – Dropbox, Outbrain and Autodesk use Sniply 04:42 – The "Name your Price" option on Sniply's website 05:03 – The "Name your Price" option allows Sniply to gauge the customers' needs and price range 05:20 – It also allows Sniply to make an exception for non-profit groups that can't afford the price 05:33 – It gives them a better idea of how to fill in the gaps when they release a new feature 05:48 – "People are very reasonable when naming their own price" 06:25 – Sniply can still reject customized requests 06:50 – It's difficult to measure the downside 07:06 – There's a dedicated page for Enterprise 08:33 – Sniply is currently hitting 12,000 to 30,000 registered users 08:44 – Revenue is $600,000 and about $50,000 a month 09:00 – One thousand paying customers 09:12 – Sniply is bootstrapped 09:50 – Team size 10:48 – A small team helps Michael to prioritize and be more flexible 11:10 – Some startups invest in wrong features and wrong people 11:30 – They are based in Vancouver, Canada 11:37 – Gross customer churn per month is 5% 11:45 – Customer acquisition cost on average 11:53 – Michael doesn't do ads 12:00 – Cultivate relationships with bloggers 12:26 – Most of the bloggers are also marketers 12:40 – Total customer growth per month is 5% 13:46 – Connect with Michael on Twitter or email 16:08 – Total 2015 revenue is $400,000 and aiming for $600,000 this year 16:23 – Michael is now investing on a new platform that automatically converts blog posts to videos 17:07 – Not currently looking at acquisition 17:20 – Michael owns 33% of the business; there are two other founders 17:40 – The Famous Five 3 Key Points: A small team size has a lot of advantages. Business takes time—don't rush it. Having a "Name your Price" option gives a company a better idea of the needs and desires of customers together with their preferred price. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @Michaelhsc – Michael's Twitter handle [email protected] – Michael's email address Show Notes provided by Mallard Creatives

Nathan interviews Tanner Larsson, co-founder of 80/20 Media, CEO of e-commerce brand incubator BuildGrowsSale.com. He's also the founder and facilitator of an exclusive e-commerce syndicate called Black Label – composed of the best and brightest marketers, CEOs, and entrepreneurs in the e-commerce space. He recently published his first book called Ecommerce Evolved which offers readers a box view of how successful e-commerce brands build, grow, and scale. Famous Five: Favorite Book? – Rocket Fuel What CEO do you follow? – Ed O'Keefe Favorite online tool? —FastStone Capture Do you get 8 hours of sleep?— Not even close If you could let your 20-year old self, know one thing, what would it be? – "You don't have to fund everything out of your own pocket, there are other options available" Time Stamped Show Notes: 01:27 – Nathan introduces Tanner to the show 02:15 – Tanner's ecommerce world started in 2001 02:20 – Started in eBay and Tanner became a powerseller 02:31 – Tanner was doing $ 50,000 - $ 100,000 a month in eBay 03:00 – "There's no reason not to sell a physical product" 03:25 – Tanner and his team have a number of e-commerce brands 03:36 – 2 main brands have done $6.5 million in a year 03:48 – They had a problem in production 04:06 – "We've had different bottlenecks that prevented us from growing at the rate we could have grown" 04:30 – The flashlight market 04:38 – Tanner doesn't want to sell what everybody is selling 04:47 – The gap they saw is between the lower price entry level flashlight and high-end flashlight 05:03 – Tanner and his team develop their own flashlight and a kit 05:17 – Truegunner.com 05:25 – The flashlight is in a sales funnel 05:34 – The funnel path 06:02 – The bestseller flashlight is the M600 tactical utility flashlight 06:07 - $22 manufactured price from China 06:32 – They had a much higher per unit cost and much lower profit margin on the first order 06:43 - First order was at a minimum which is a thousand 07:03 – Total is $30,000 tied up which equals to $3 per unit price 07:52 – It took 7 months before the first order started production 07:58 – The back and forth from the manufacturing county took time 08:05 – Shipping takes a week which includes the revises that needed on the product 08:30 – "If you're building your product from the ground, there's a whole back and forth with the manufacturer" 09:00 – Started selling on November 2015 09:05 – Sold about 4400 units for 12 months 09:21 – Total money in from this product is around $ 150,000 - $ 160, 000 09:50 – 99% of the funds came from Tanner 10:12 – The downside is some raw materials are specialized 10:27 – They have to buy raw materials in advance to prevent going out of stock 11:28 – Most of their sales are funnel driven 11:43 – They were using ultracart but shifted back to infusionsoft 12:09 – They are also using Hotjar records visitor interaction. Like heat mapping 12:43 – They spend $13 per user acquisition on the front end 13:03 – They breakeven in the funnel 13:30 – They also have subscription plans 14:01 – They have 7000 paying user 14:36 – They also have drop-off rates 16:00 – Connect with Tanner through his website 18:30 – The Famous Five 3 Key Points: Look for alternative funding. Don't shoulder everything. If you don't know something, that doesn't mean you can't explore. Sourcing from manufacturers abroad takes patience and a lot of research. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. BuildGrowScale.com – Tanner's website Show Notes provided by Mallard Creatives

Rey Grainger, founder and CEO of Mavenlink, where he's leading a mission to re-invent the way businesses do work. Ray brings over 25 years of experience in software and technology consulting to Mavenlink. He also invests in several technology companies through Accenture technology ventures including enterprise knowledge manager vendor InQuira. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Marc Benioff Favorite online tool? — Evernote Do you get 8 hours of sleep?— I don't If you could let your 20-year old self, know one thing, what would it be? – "That I would actually end up achieving what I have setup to do" Time Stamped Show Notes: 01:24 – Nathan introduces Ray to the show 02:28 – Ray likes corporate world more 03:00 – How Accenture invested in AI Technology 03:20 – Ray left Accenture in 2005 when InQuira started to get into the market 03:48 – Ray already had an idea for Mavenlink 04:45 – Mavenlink is SaaS business management solution 05:09 – Mavenlink is a subscription based business model 05:50 – First year revenue is zero 06:08 – Product development was in February 2009 06:25 – Began monetizing at the beginning of 2010 06:40 – Mavenlink was bootstrapped 07:05 – Before starting Mavenlink, Ray sold some of his stocks of Accenture 07:40 – Before they were able to monetize, Ray and his team already spent almost a million dollar 08:03 – Mavenlink has a broad customer base in over a 100 countries 08:13 – From SMB to large public companies 08:55 – Mavenlink has an inside sales team for each deal 09:30 – Mavenlink partnered with Google 09:38 – Google promoted Mavenlink in their marketplace 10:45 – "The amount of money you have in your bank account influences you" 11:16 – Ray had to look for creative ways to acquire customers 11:41 – Mavenlink sponsored 2 technology conferences 12:35 – It is difficult to say how much one is willing to spend to acquire a business 13:30 – "You have to manage it by channel and see what you're going to get for the payback" 13:48 – Gross monthly customer churn 13:52 – "We offer a solution that directly impacts the profitability of the company" 14:18 – Clients who stay with Mavenlink continues to grow 15:41 – The upsell part of Mavenlink 16:06 – Mavenlink target seat price 16:29 – Mavenlink has taken a substantial amount of venture capital starting in 2011 16:52 – Team size 17:18 – Follow Ray on Twitter and LinkedIn 18:56 – The Famous Five 3 Key Points: The amount of money you have in your bank account influences you. Corporate life can hone great entrepreneurs. Achieve what you have set up to do and aim for the big one. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @mavenlink – Ray's Twitter handle LinkedIn – Ray's business LinkedIn account Show Notes provided by Mallard Creatives

Brandon Foo, co-founder and CEO of Polymail (YC S16) – an email platform making businesses and companies more productive. Previously, he co-founded CTRL LA Collective, a co-working space in LA. He graduated from UCLA where he co-founded Bruin Entrepreneurs which is now the biggest entrepreneurship organization at UCLA. Listens as Brandon shares how he built Polymail and why entrepreneurs prefer it over Gmail. Famous Five: Favorite Book? – N/A What CEO do you follow? – Aaron Levie Favorite online tool? — Asana Do you get 8 hours of sleep?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – "Spend more time with side projects and less on school work" Time Stamped Show Notes: 01:35 – Nathan introduces Brandon to the show 02:08 – Polymail is a super-powerful email platform designed for business users 02:18 – With just 1 app, you can do a lot with your email 02:37 – It is a complete stand-alone email client 03:15 – How are you convincing people to make the switch? 03:20 – Polymail supports multiple accounts 03:52 – People are looking for a complete product experience and Polymail has that 04:31 – A lot of features of Polymail are not in the regular Gmail 04:54 – Polymail started in 2015 05:02 – Launched a Mac prototype in December 2015 05:12 – There's a tremendous traction 05:38 – Brandon built a small community of people who were invited to try the app 05:48 – They have a Slack group so Brandon can get feedback on a daily basis 06:10 – When they officially launched Polymail, these people downloaded the app and left reviews 07:12 – Polymail is a free app at the moment 07:20 – Polymail pro is in the works but you can sign-up for it now 07:41 – Polymail pro has much more advanced features 08:00 – Over 20,000 daily active users of Polymail 08:12 – 150,000 total downloads and people who signed up 08:27 – Every time Polymail will release a new feature, they will email the whole list of people who signed up to get them engaged in using Polymail 08:52 – Brandon had raised around a million dollars 09:12 – Brandon used a convertible equity 09:24 – Team size of 5 09:48 – The goal for Polymail is to build the platform for external communication on top of email 10:08 – "Email is a critical product for business people so we saw the opportunity there" 11:23 – Polymail is not for a short-term outcome 12:00 – They just wrapped up their seed round 12:30 – They wrapped it up in September 2016 12:48 – Target people 12:56 – A lot of the users are solo entrepreneurs 13:45 – There's no significant changes with Gmail for the past 10 years 14:09 – Maybe because they make money from ad revenue and let Gmail be a generic email platform 14:40 – Find Brandon on Twiter 16:44 – The Famous Five 3 Key Points: An update on a product can make non-active users use the product again. Consistent feedback from a group of customers can significantly improve the product. Spend more time with side projects and less on school work. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @Foolywk – Brandon's Twitter handles Show Notes provided by Mallard Creatives

Ben Dobyns, CEO and founder of Zombie Orpheus Entertainment. He's started giving the company's films away for free ever when he started the company—a tradition he's proud to continue today. Famous Five: Favorite Book? – The Art of Game Design What CEO do you follow? – Jamie Wilkinson Favorite online tool? — Slack Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Take the time to pursue the dream. Shortcuts will disempower you and empower other people" Time Stamped Show Notes: 01:33 – Nathan introduces Ben to the show 01:57 – Ben had a terrible experience with Hollywood distribution in 2008 02:10 – Ben didn't get paid for the film they made 02:18 – The company owed Ben $ 30,000 03:23 – "Independent films will lose your money if you invest in them" 03:34 – Ben launched his new company in 2010 and paid their investors back after a year 03:47 – Zombie Orpheus Entertainment was launched in 2010 03:59 – "We're going to give people free films and share them" 04:10 – Ben had a realization that each film will be a form of advertising 04:33 – At the end of every episode, there's a message that will lead viewers to give Zombie Orpheus Entertainment money 05:08 – Journey Quest series on Youtube 05:45 – Ben will let the viewers choose if they want to continue watching or not 06:04 – Based purely on fan contribution, Ben and his team are able to continue the show 06:16 – They made $ 30,000 for season 1 and from Kickstarter is $ 112,000 which funded season 2 06:28 – Zombie Orpheus Entertainment is now out of the investment cycle 07:07 – Zombie Orpheus Entertainment built a fan base on Facebook and Youtube 07:36 – Zombie Orpheus Entertainment had 1,117 unique backers for Journey Quest 07:57 – On Kickstarter, average contribution is $ 97 per backer 08:33 – The fan base is big for Zombie Orpheus Entertainment 09:01 – Ben done 3 Kickstarters this year 09:18 – Attack in the Darkness – raised $ 25,000 09:28 – The Gamers – raised $ 174,000 09:49 – Raised $575,000 for the 3 seasons of Journey Quest 10:04 – Ben setup a pre-funding page with public metrics for journey Quest 10:14 – 4,200 people added their names in the email list 10:29 – They launched with 4,600 names in their list on day 1 10:45 – Kickstarter attracted more people 11:06 – RenewJourneyQuest.com is the pre-funding page 12:00 – Ben has one of the best Kickstarter planning sheet 12:20 – The sheet is not currently for public use 12:36 – With Journey quest, the needed budget was $ 325,000 for the production 12:55 – Ben didn't aim for profit for this Kickstarter 13:10 – Season 3 of Journey Quest will be moved to BackerKit for pledge management 13:55 – Ben isn't looking for an exit or an IPO 15:00 – What Ben is doing is similar to a SaaS business model 15:50 – Ben has been offered venture capital but he won't accept it 16:55 – Ben is going to release their world bible and their intellectual property to allow their commercial derivatives 17:45 – Ben uses Kickstarter to have a merchandise fusion with a reward program 17:55 – Ben is really picky with merchandise quality 18:25 – Keep Zombie Orpheus Entertainment's shows alive by dropping a dollar or $ 5 at Patreon 21:07 – The Famous Five 3 Key Points: Use bad experiences as education and motivation. Venture capital is not always an option. Take the time to pursue the dream. Shortcuts will disempower you and empower other people. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. Patreon – Ben's pledge page Show Notes provided by Mallard Creatives

Debbie Johnston, recognized as Entrepreneur of Richmond and the founder of Care Advantage – a dynamic and compassionate care company that is devoted in giving back to the community. She's the author of The School of Heart Knocks. Listen as Debbie shares her inspiration in starting Care Advantage and her experience in Secret Millionaire. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Steve Jobs Favorite online tool? — Facebook Do you get 8 hours of sleep?— Never If you could let your 20-year old self know one thing, what would it be? – "Start your business earlier, you know more than you think." Time Stamped Show Notes: 01:54 – Nathan introduces Debbie to the show 03:10 – Adoption is close to Debbie's heart 03:28 – Care Advantage is a full service care company 03:54 – Care Advantage has a special care division 04:30 – Care Advantage is all over the country 04:50 – Payment for the services is by the hour 05:12 – Care Advantage reimbursed in the state they're in 05:44 – Care Advantage doesn't do a lot of Obamacare 06:40 – Debbie started years ago 06:47 – Debbie was running out-patients in a hospital 07:34 – Debbie first used Care Advantage to his brother-in-law and parents 09:05 – "We can't put a price on a peace of mind" 09:50 – Care Advantage has different price for each service 10:30 – Each office has 3-5 people 11:40 – Number of people Care Advantage has served is over 10,000 12:30 – The need of an RN will depend on the patient 12:49 – Some people want 24 hours of an RN a day 13:38 – Secret Millionaire picked Debbie 13:56 – Debbie likes the producer so she said yes 14:14 – "It was one of the hardest things I have done in my life" 14:40 – Debbie was proud after it was aired 14:51 – Debbie has worked with charities like Reach International 16:28 – "It's what we do that makes me happy, giving someone peace of mind makes me happy" 16:55 – Connect with Debbie through her Facebook and website 18:55 – The Famous Five 3 Key Points: Giving someone peace of mind can be a source of happiness. You can't put a price tag on perfect health care. Starting your business earlier could make more differences in the future. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. DebbieJohnston.com – Debbie's website Facebook – Debbie's Facebook account Show Notes provided by Mallard Creatives

Matt Kepnes of NomadicMatt.com, the man who went from everyday worker to travel writer. Matt grew up in Boston and he didn't take his first trip until he was 23—a cruise to Montreal. After he started a life as a young professional, he decided to travel the world, so he headed to Costa Rica in 2004, Taiwan in 2005, and never looked back. Listen as Matt talks about the success of his blog and how he grew it from a simple online journal. Famous Five: Favorite Book? – Influence What CEO do you follow? – N/A Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Value eating healthy" Time Stamped Show Notes: 01:40 – Nathan introduces Matt to the show 02:53 – Matt was working in administration 03:16 – Number of unique website users on average per month is 1.2 million 03:27 – Matt started the blog in 2008 after 14 months of traveling 03:50 – Matt built the blog as an online resume 04:17 – Matt is getting more visitors in 2010 04:29 – Matt wanted to write guidebooks so he made his blog a guidebook 04:56 – 2/3 of Matt's income comes from affiliates 05:30 – Matt's book is The Ultimate Guide to Travel Hacking 05:40 – Matt self-published the book 05:46 – Matt's book with a publisher is How to Travel the World on $ 50 a Day 05:53 – Matt is only getting royalties from the book 06:18 – Matt met the publisher in 2012 06:40 – How Matt negotiated with the publisher 07:51 – Sold around 50,000 to 60,000 copies 08:30 – Royalty percentage per book 09:50 – Matt shifted the blog from an online journal to a website generating money 10:44 – The affiliate offer page in the website are in the home page 11:35 – Average percentage people spend on travel insurance 12:10 – Matt sells 400-500 plan policies per month 12:45 – Other affiliates of Matt 13:21 – Matt is already with the affiliate for years 14:18 – Matt spent some of his time guest blogging 14:38 – Matt does 2-3 guest blogs per month 15:03 – Matt is always traveling 15:11 – Matt's email list size 15:54 – Matt has a team in different places 17:00 – Connect with Matt through his website, Twitter and Instagram 19:30 – The Famous Five 3 Key Points: Travel not only de-stresses you, it opens your eyes to global opportunities. Having affiliates is a good way to increase revenue. Eat healthy. You are what you eat. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @NomadicMatt – Matt's Instagram account @NomadicMatt – Matt's Twitter handle NomadicMatt.com – Matt's website Show Notes provided by Mallard Creatives

Chris Bruznicki, CEO of Vaystays, which is a vacation rental marketplace tool used by propriety manager like Wyndam. He has been featured in Entrepreneur and was awarded the bronze star. Listen as Chris tells us how Vaystays is earning and what made him decide to raise capital. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Steve Jobs Favorite online tool? — DocuSign Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Networking is super important and consider raising capital" Time Stamped Show Notes: 01:40 – Nathan introduces Chris to the show 02:20 – Vaystays is used by professionals managing a vacation companies 02:27 – People who have houses in Tahoe and the like will have the vacation companies manage their properties 03:44 – Vaystays gives them a marketplace for distribution 03:55 – Vaystays provides open cable like service 04:17 – Team size and location 04:26 – Vaystays is making 5 million transactions and Chris is earning 13% of every transaction 04:51 – Vaystays was founded in 2010 06:10 – Average order value is $ 2000 07:10 – Vaystays' software automates all the check in procedure 08:15 – Vaystays takes percentage both from the traveler and seller 09:15 – Vaystays is transparent in their website about the pricing 09:30 – Pricing varies depending on the season 10:30 – Vaystays is connecting specific needs to specific supplies 10:40 – Total transaction volume 11:55 – Vaystays business model 12:20 – Vaystays is in the process of creating subscription fees 13:50 – The marketplace still has lifetime value 15:09 – Vaystays currently has 2000 propriety management companies 15:15 – Average is 10 units per company 16:10 - 25,000 stayed in their properties in September 16:30 – Now is a slow period for Vaystays 18:03 – 312 bookings in September 18:48 – Vaystays has been self-funded for a long time 19:05 – Did a price round for fundraising 19:33 – $ 650,000 revenue in the last 12 months 19:47 – Valuation 20:56 – Chris has 2 co-founders 22:30 – Chris and his co-founders thought about a high valuation 22:53 – They came up with something between $ 3-6 million 24:24 – Connect with Chris through his LinkedIn and his email 16:10 – The Famous Five 3 Key Points: Look for quality partners who can support you. Networking is important – it can lead to tons of opportunities. Consider raising capital if you see a reason to do so. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. Vaystays.com – Chris' website [email protected] – Chris' email address Show Notes provided by Mallard Creatives

Patrick Ambron, co-founder and CEO of BrandYourself.com, which helps people look better online. He's an instructor at General Assembly and was included INC's 30 under 30 list. Listen as Patrick talks about his experience on SharkTank and how it boosted his company's revenue. Famous Five: Favorite Book? – Made to Stick What CEO do you follow? – Reed Hastings Favorite online tool? — X.AI Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "I wish that when I was building my business, I knew how important it was to have people who don't have your strengths" Time Stamped Show Notes: 01:40 – Nathan introduces Patrick to the show 02:00 – Patrick got a $ 2 million deal on SharkTank but didn't take it 02:11 – Patrick didn't take the deal because they wanted 25% 02:30 – Patrick's episode was aired 2 years ago and it was a good exposure 02:40 – Patrick did over $ 1 million in revenue while they were on SharkTank 03:10 – Patrick said No on-air 04:07 – BrandYourself provides software and services that helps someone look good online 04:28 – Users buy BrandYourself's subscription 04:40 – User base is from college students to high level professional 04:55 – BrandYourself is a SaaS business 05:03 – Half of the revenue comes from professional customized services 05:10 – BrandYourself handles issues online that is affecting the customers' livelihood 05:30 – 10,000 paying customers for software 05:35 – A few thousand paying customers for professional services 06:12 – $ 10,000 annual RPU for professional services 06:40 – MOR is $ 7,000 on the software 07:19 – $ 533,000 per month in revenue 07:35 – BrandYourself has advisors 08:30 – The professional services customers problems that BrandYourself is getting 09:10 – One example is an employee who was fired and ranting online 09:20 – One of the usual problem is what they call "You Shot Yourself in the Foot" 10:36 – BrandYourself was founded in 2009 10:40 – 2015 revenue 10:50 – Target for 2016 10:52 – BrandYourself has raised about $ 6 million recently 11:19 – Team size 11:28 – Team location 12:30 – Gross monthly customer churn 13:30 – Lifetime value 13:40 – Customer acquisition cost 13:45 – All of their leads are organic 15:30 – BrandYourself won't theoretically spend for a customer 15:40 – BrandYourself do retargeting 15:56 – Paid acquisition is not a necessary channel for BrandYourself 16:31 – What if Reputation.com buys BrandYourself for $ 40 million, will you say yes? 16:40 – "That's not the goal right now" 16:55 – "What we really want to do is help people prevent issues and be pro-active" 18:26 – Current valuation 18:58 – Connect with Patrick through his website and Twitter 21:20 – The Famous Five 3 Key Points: Find someone who can fill your gaps. Help people prevent issues and make them pro-active. Saying "No" on national TV can also be beneficial and increase your revenue. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. BrandYourself.com– Patrick's website @PatrickAmbron – Patrick's Twitter handle Show Notes provided by Mallard Creatives

Renee Zau, co-founder and CEO of DonationMatch, a product donation network for school and charity events that works similarly to match.com. She's obsessed with increasing a win-win partnership between brands and non-profit that don't cost money but can generate more for everyone involved. Famous Five: Favorite Book? – E-myth Revisited What CEO do you follow? – Craig Newmark Favorite online tool? — Streak and Asana Do you get 8 hours of sleep?— Almost If you could let your 20-year old self know one thing, what would it be? – "Believe in yourself and talent even if it is different from someone else's' idea on what you should do" Time Stamped Show Notes: 01:40 – Nathan introduces Renee to the show 02:08 – It takes 300 hours to secure in-kind and other donations from a benefit event 02:31 – DonationMatch streamlines the product for companies and reduces the work for school and charities 02:50 – Sahara Sam's receives 100s to 1000s requests of tickets a year to raffle off at charity events 03:26 – Doing a research and checking legitimacy takes time for companies 03:55 – DonationMatch has matched $ 16,000,000 worth of donation goods 04:14 – DonationMatch offers premium model 04:22 – DonationMatch can be used for free 04:35 – Companies can upgrade to premium which is $ 49 a month 04:48 – DonationMatch is a SaaS business 04:54 – DonationMatch has around 100 active companies at the moment 05:02 – DonationMatch has a low customer churn 05:40 – DonationMatch still get a value from their non-paying customers 06:09 – DonationMatch started in 2010 but officially launched in 2013 06:37 – DonationMatch is bootstrapped 06:49 – DonationMatch had $ 100,000 credit card debt 07:10 – Renee and her co-founder are also doing stuff outside of the company 07:33 – 2015 revenue is $ 19,000 07:37 – Goal for 2016 07:49 – As of October 2016, they have around $ 40,000 revenue 08:00 – DonationMatch is usually getting an annual payment from non-profit organizations 08:25 – Holiday season is when companies usually hire DonationMatch 08:40 – September 2016 revenue 09:10 –Total number of paying customer 09:44 – DonationMatch has 100 customers 10:12 – DonationMatch is currently raising $ 500,000 10:40 – Renee feels their valuation is $ 1.5 to 2 million 10:47 – Based on their traction 11:05 – Customer acquisition cost is about $ 1 11:55 – DonationMatch has 13,000 non-profit users 12:30 – DonationMatch has about 10% of non-profits in San Diego 13:25 – They also have national brands in their system 14:05 – DonationMatch is open to offers and already talking to people and investors 14:30 – Connect with Renee through her email, website and Twitter 16:10 – The Famous Five 3 Key Points: You can create a win-win partnership if you know the right ingredients. Believe in yourself and your talent even if it is different from someone else's idea on what you should do. Take the risk – even if it means having a $ 100k debt. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. [email protected] – Renee's email address DonationMatch.com – Renee's website @ReneeZau – Renee's Twitter handle Show Notes provided by Mallard Creatives

Ash Kumra, an award-winning entrepreneur, author, public speaker, and talk show host recognized twice by the White House as an entrepreneur making an impact. Listen as Ash shares how he runs Youngry, a media company he co-founded that informs, inspires, and elevates young and hungry minded entrepreneurs to thrive. Famous Five: Favorite Book? – Inside Steve's Brain What CEO do you follow? – Mark Benioff Favorite online tool? — Lead.com Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – "To not be worried about other people's things" Time Stamped Show Notes: 01:44 – Nathan introduces Ash to the show 02:10 – Youngry is an entrepreneur media company 02:27 – Youngry provides helpful information from successful entrepreneurs 02:38 – Youngry's business model provides e-commerce product 03:40 – Youngry provides a community for early stage entrepreneurs to get the best content to help them thrive 05:04 – Ash and his team decided to launch Youngry with an equity crowd funding 05:12 – The new law stating that both credited and uncredited can invest in a deal 05:27 – Difference of credited and uncredited 05:48 – Worked with AngelList 05:53 – AngelList launched an equity crowd funding called Republic 06:15 – Republic.co 06:40 – Minimum amount to invest is $ 10 06:50 – Minimum goal to hit is $ 50,000 06:55 – Youngry hits $ 65,920 07:00 – Crowd safe is a form of a safe note 08:25 – What if people want to donate but think that valuation is crap? 08:30 – "It is not a donation but an actual investment" 08:45 – Questions about crowd funding should go to the crowd forum 09:08 – Youngry made a $ 2 million value 10:00 – Ash and his partner had $ 50,000 as a side money 10:30 – Youngry already made $ 65,000 revenue 11:00 – Youngry is various focus 11:23 – Influence remarking as an e-commerce marking 11:28 – Bigger brands see the value of audience that Youngry is generating 11:32 – In 60 days, Youngry generated 50,000-75,000 audience 12:05 – The crowd funding campaign helped Youngry get fraction from the larger brands 12:28 – Youngry's event sponsorship 13:15 – Launch date of Youngry is December 1 2016 13:30 – Connect with Ash through [email protected] 15:38 – The Famous Five 3 Key Points: Equity crowdfunding can be beneficial to both startups and investors. Study and learn the process before investing – even the legal matters. Mind your own business. Don't worry too much about other people's problems. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. [email protected] – Ash's email address Show Notes provided by Mallard Creatives

Karan Chaudhry, a serial entrepreneur and co-founder and CPO of Comnplus, a company building advanced machine learning based personalization and recommendation engine focused on online digital content industry. He received his MS from Stanford University and is an active mentor and advisor at StartX, advising entrepreneurs on topics like fundraising, team building, data product management and product marketing. Prior to Comnplus, Karan was the co-founder and CEO of DropThought, a machine learning based instant feedback and text platform for voice over applications. Listen as Karan explains how DropThought was acquired last year and how he started Comnplus. Famous Five: Favorite Book? – Steve Jobs What CEO do you follow? – Elon Musk Favorite online tool? — Asana Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Take risk. Failures are highly over-rated. It just makes us stronger" Time Stamped Show Notes: 01:44 – Nathan introduces Karan to the show 02:35 – DropThought was acquired last year 02:43 – DropThought is doing feedback-based analytics 02:58 – Karan raised a couple of rounds for DropThought 03:10 – DropThought was acquired by Bahwan CyberTek 03:22 – Karan was in the process of fundraising for DropThought when Bahwan CyberTek approached him 03:50 – There were other companies who want to acquire DropThought 04:33 – Valuation of DropThought 05:24 – Team size for DropThought is 15-20 05:35 – Comnplus is taking the machine analytic context to the content industry 05:50 – Companies find it difficult to recommend similar content to their customers 06:30 – Comnplus is only 3-4 months old 06:42 – TVF funded Karan $ 500,000 to start Comnplus 07:09 – Comnplus is creating clusters of users with similar habits for TVF 07:28 – Comnplus handles marketing and contact targeted users 07:48 – Comnplus reaches out to users with customize recommendations 08:35 – Comnplus market is the large content providers 08:58 – Comnplus price point 09:15 – Comnplus is currently bootstrapped 09:50 – Comnplus has a small but qualified team 10:35 – Karan is willing to spend 50-70% of revenue for customer acquisition 11:35 – Target RPU is $ 500,000 12:15 – Comnplus is currently not fundraising and TVF as their only client 12:43 – Biggest competitors are Rich Relevance and Gravity R&D 13:48 – Get in touch with Karan through his email 15:28 – The Famous Five 3 Key Points: Find the right people and they will acquire your business. It's about quality and not quantity. You can never "lose". Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. [email protected] – Karan's email address Show Notes provided by Mallard Creatives

Shawn Porat, founder of Scorely, Judgment Marketplace and Fortune Cookie Advertising. He's a VP at Mark Echo Enterprise and a contributor to Forbes, Time, and Money Magazine among others. Famous Five: Favorite Book? – N/A What CEO do you follow? – Elon Musk Favorite online tool? — N/A Do you get 8 hours of sleep?— Never If you could let your 20-year old self know one thing, what would it be? – "Work with others and meet as many entrepreneurs as you can" Time Stamped Show Notes: 01:53 – Nathan introduces Shawn to the show 02:17 – Scorely is a business credit bureau 02:23 – Started 6 months ago 02:35 – Shawn is trying to get more small businesses in the platform for free 02:53 – Subscription plans 03:15 – Scorely is currently on pre-revenue and will launch in 3 weeks 03:25 – 10,300 people in their launch list 03:48 – The idea of Scorely started 3 months ago 03:54 – They've partnered with different government agencies and businesses 04:25 – The chamber of commerce 04:30 – The members have been informed they can get access to business reports through email blast 05:11 – Scorely is the first in the industry 05:25 – Scorely charges between $ 120 to $ 200 per report 06:04 – Scorely focuses on small businesses 06:10 – Recovery of Judgement's credit report 07:25 – Some companies charges small businesses too much for credit reports 07:45 – They are now free as they want more small businesses to learn about Scorely 08:06 – Small businesses want credit reports because of a lot of reasons 08:08 – Small businesses need loans 09:00 – Scorely can recommend small businesses to banks 09:15 – Goal is to get a loan with the smallest interest 09:30 – Shawn telling Nathan how Scorely works in Nathan's business scenario 10:28 – Shawn gets 1% - 5% from the loans 10:52 – Number of business loans made yearly in the USA 11:45 – Shawn is still learning a lot 12:20 – Judgment Marketplace 13:48 – Scorely raised $ 250,000 14:05 – Team size 14:30 – Toptal as a freelancing site for developers 15:48 – Connect with Shawn through his website 18:00 – The Famous Five 3 Key Points: You can't do everything alone. Bring your ideas to life. Make a good action plan in starting a business. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. ShawnPorat.com – Shawn's website Show Notes provided by Mallard Creatives

Bill Lyons, a successful real estate entrepreneur. He is the founder and CEO of Revestor.com. Revestor is in the business of helping real estate investors find profitable properties to rent out as short and long term rentals. He also helps identify properties for quick profits. Famous Five: Favorite Book? – Slash What CEO do you follow? – Tony Robbins Favorite online tool? — Rapportive Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – "That when you get to your 30's, a week is like a day, a month is like a week and year is like a month and slow down. Do what you can today" Time Stamped Show Notes: 01:48 – Nathan introduces Bill to the show 02:27 – Revestor started in 2012 02:37 – Revestor is now focused short-term Airbnb properties 03:08 – Bill is asking $ 250,000 for 10% in short-term properties 04:10 – Bill was in Shark Tank in November 2012 04:25 – Bill got 15,000 users but never got over 1,000 paid users 04:38 – Bill can't raise money after the show 05:02 – In 2013, Bill started a mortgage company 05:06 – In 2014, Bill did $ 500,000 in revenue 05:10 – In 2015, Bill did $ 1.7 million in revenue 05:14 – 2016, Bill is about to hit $ 5.5 million in revenue 05:34 – Bill has been investing for the past few months in Revestor 05:58 – Revestor did 0 revenue in 2016 06:10 – The subscription plans were not working so they refunded them 06:24 – Bill built a better platform to invest in Airbnb 06:33 – Revestor re-launches on November 1st of 2016 07:10 – Customers can see daily rent data in the website of Revestor 07:20 – Revestor's main data source 07:34 – Revestor is paying $ 6,000 a month for the API 08:25 – The properties in Revestor are for sale 08:35 – The website will show you how you will earn when you purchase a property 09:22 – Users can enter their own interest rate in the website 10:00 – Revestor is pulling data from resources to come up with average daily rent 10:40 – "You're not going to get a good cash flow in San Diego on a long term basis" 11:18 – They are working with a PR company 11:38 – Mortgage is Bill's passion 12:13 – Email list is 30,000 13:40 – Connect with Bill through his Instagram and website 15:20 – The Famous Five 3 Key Points: Learn from your experiences. Don't let other people predict your business. Start from where you're good at. Things are far easier when you already know what to do. Do what you can today. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @bill_lyons – Bill's Instagram account Revestor.com– Bill's website Show Notes provided by Mallard Creatives

Craig Ballantyne, a productivity and a success transformation coach and the author of The Perfect Day Formula: How to Own the Day and Control Your Life. He's been a contributor to men's health magazines since 2000 and in 2001, he created a home popular work out program, Turbulence Training. Listen as Craig tells us how he overcome his anxieties using the 5 pillars of transformation and how he managed to make his users stay. Famous Five: Favorite Book? – Rockefellar Habits What CEO do you follow? – Matt Smith Favorite online tool? — N/A Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "I should stop drinking before I'm 30 years old" Time Stamped Show Notes: 01:54 – Nathan introduces Craig to the show 02:43 – Craig uses the 5 pillars of success 03:06 – Craig started in the fitness industry in 1999 and he started selling Turbulence Training online 03:19 – In 2011, Craig bought the business, Early to Rise, a success wealth building newsletter 03:31 – They have 100,000 email list for Early to Rise and 120,000 for fitness 03:38 – Early to Rise did $ 6 million in 2015 04:27 – The Perfect Day Formula is their best-seller 04:45 – They have Early to rise University where online courses are 05:00 – PerfectDayFormula.com 05:05 – It was launched in January 2016 05:18 – 35,000 purchases at the moment 05:21 – They have their email list, affiliate email and Facebook ads for marketing 05:30 – Price point is $ 200 05:46 – Only a small portion of customers came from the affiliate email 06:00 – Customers receive a box full of materials when they purchase 06:31 – The cost of produce is $ 21 07:02 – They are not making a lot from paid advertising 07:43 – Craig is finding a way to send traffic on Facebook to an offer that works to prevent crashed after the launch 08:30 – $ 100,000 MRR mostly from the fitness stuff 08:35 - $ 7 price point on monthly fee 09:12 – People stick with them for at least 3 months 10:44 – People want results 11:26 – The usage pay wall 12:20 – What the user will get from the course 12:23 – There's a template to change your bad habits 12:40 – They will help the user create a vision 12:50 – One of the pillars is plan and prepare 13:25 – Craig has a video of walkthrough on what they can get in the kit 13:56 – Goal in 2016 14:11 – Tools that Craig uses for his website 14:30 – Tools that Craig uses to run his business 14:43 – Team size 14:59 – Follow Craig on Twitter and LinkedIn 17:00 – The Famous Five 3 Key Points: Show people results. Show them how to consume a product to get the results. Having an email list of the target market can boost your revenue tremendously. Be healthy. Cliché as it sounds, health is wealth. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments. Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. @Craigballantyne – Craig's Twitter handle LinkedIn – Craig's LinkedIn account Show Notes provided by Mallard Creatives

Ben Nye. Ben joined Bain Capital Ventures in 2004 and leads their infrastructure software team. Listen as Ben talks about how he became Turbonomic's CEO and how they got to Series D. Famous Five: Favorite Book? – Steve Jobs Book What CEO do you follow? – Jeff Bezos Favorite online tool? — LinkedIn Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "I wish I knew about the power of equity" Time Stamped Show Notes: 01:34 – Nathan introduces Ben to the show 02:00 – Ben joined Bain Capital Ventures in 2004 02:15 – Capitalized Turbonomic as an investor in 2009 and first delivery of product in GA in 2010 02:30 – Joined the company full-time in 2013 02:40 – Bain Capital Ventures is a sector focus 02:55 – They want something with a prepared mind 03:17 – They cover multiple sectors 03:38 – Total capital raised 03:59 – Ben is the lead investor at Bain Capital Ventures for Turbonomic 04:17 – There was 3 CEO in Turbonomic 04:46 – There was an issue between the founder and the CEO that was hired 04:58 – The board made a decision, making Ben the CEO 06:15 – Passive equity in the company 06:22 – They kept the best people 06:42 – The company has to retire passive shares and it is covered by investors right agreement 07:00 – They have bought people's equity, who left the company 07:15 – Turbonomic is a soft managing self-organizing control system 07:40 – They have the capability to provide enhance performance for high workloads 08:15 – They have on-premises and off- premises sectors 08:30 – In on-premises, there is per socket and per core based pricing 08:35 – In off-premises, there are no sockets so you work virtually in public cloud 08:55 – They are not SaaS, but users can purchase on term basis 09:20 – Some users request how to acquire the software 09:35 - They measure the environment based on sockets and core count 09:52 – 91% of the customers have a 3-month full payback 10:19 – Ben offers a scenario how the model works 11:34 – At Bain Capital Ventures, they research the companies and pick which they think will win 12:53 – The startups competing in the market 13:15 – In Turbonomic, there are 16,000 CIO who invested in them 13:28 – They have 400 employees 14:00 – Revenue growth in 2016 14:36 – In November of 2014, they did a $ 50 million series-d 15:35 – Going to series-d will depend on the nature of the company 15:41 – Ben's company is an intellectual property strategy company 16:30 – Connect with Ben through his website and join Green Circle Community 18:30 – The Famous Five 3 Key Points: People can voluntarily sell their equity when the leave a company. Getting to series-d will depend on the nature of the company. Know your market. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. Turbonomic.com – Ben's website Green Circle Community – Ben's online community Show Notes provided by Mallard Creatives

Amit Shanbhag, co-founder of RocketReach.co, a company that allows users to lookup email addresses, phones, social links, etc. for over 250 million professionals worldwide. Amit bootstrapped to RocketReach from zero to over a hundred thousand customers including Apple, Google, and Morgan Stanley to name a few. He has more than a dozen patents and started his professional life writing code for geo-stationary satellites. He loves open water swimming, watching cricket, and spending time with his 4-year old son. Famous Five: Favorite Book? – N/A What CEO do you follow? – Marissa Mayer Favorite online tool? — Google Drive Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Live the moment and enjoy what you have" Time Stamped Show Notes: 01:53 – Nathan introduces Amit to the show 02:33 – RocketReach is a sales management tool 02:54 – RocketReach was founded in 2015 03:03 – Amit and his co-founder used to work for a SaaS business 03:15 – They tried to get information from www.data.com for user acquisition 03:25 – They realized that the data is 85% inaccurate 03:31 – They tried different tools 04:25 – Team size 04:40 – Completely bootstrapped 04:51 – They tried to raise a small round 05:18 – Went to institution investors 05:27 – The terms were not profitable 05:40 – Amit stopped fund-raising after 6 months 05:58 – They had 10,000 customers in March 06:40 – Companies that are the competition 07:35 – RocketReach is SaaS and has monthly subscription 07:40 – Plans are $ 49, $ 99 and $ 299 07:46 – Salespeople and recruiters are the biggest user base 08:30 – Most of the users are from the $ 99 plan 09:10 – MRR 09:40 – They were doing a lot of outbound in January 10:04 – Most of their users now are from SEO 11:18 – Customers who buy access to RocketReach API 11:38 – They are considered as competition 12:29 – First year revenue 12:45 – Total of $ 15 from October 2015 to December 2015 13:02 – March 2016 is when the growth started 13:40 – Did a deal with 500 startups companies 14:40 – Gross monthly churn 16:40 – Lifetime value 17:17 – Company expenses 18:09 – The quality of data that RocketReach has sets them apart from their competitors 18:30 – Comparison of RocketReach and Email Hunter 19:50 – Goal for 2016 20:53 – Decent offer in the SaaS space 21:15 – 2-digit percentage average monthly customer growth 22:15 – Connect with Amit through his website and Twitter 24:00 – The Famous Five 3 Key Points: First year revenue is not always what you're expecting. Improve your product to the point it makes your competitors, your customers. Live for the moment and enjoy what you have. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel. RocketReach.co – Amit's website @RocketReachco – Amit's Twitter handle Show Notes provided by Mallard Creatives

Hal Elrod, a husband, father ,and the best-selling author of 8 books including one of the best self-published book of all time, The Miracle Morning, which sold over 200,000 copies and has been translated into 21 languages. He is an entrepreneur and international keynote speaker, podcaster, and co-creator of best blueprint ever life experience. Listen as Hal talks about his life after a car crash and how it paved his future. Famous Five: Favorite Book? – Love is the Killer App What CEO do you follow? – Jeff Hoffman Favorite online tool? — Five Minute Journal iOS App Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Have patience" Time Stamped Show Notes: 01:53 – Nathan introduces Hal to the show 02:30 – The Miracle Morning now has 240,00 copies sold 02:40 – It was published in 2012 03:00 – When Hal was 20, he was the top sales agent for a kitchen knife company 03:25 – Hal was in car accident on his way home and broke 11 bones 03:36 – Hal was pronounced dead for 6 minutes and in a coma for 6 days 04:00 – Three months after the crash, Hal was told by the doctor the unexplainable – that he can walk again 04:45 – Some people go through traumatic experiences to learn a lesson and share it to other people 05:11 – "Don't make the same mistakes. Learn from other people's action and learn from it" 05:28 – "Accept all things that you can't change while you focus on what you can" 06:26 – Hal's sister died when he was 8 years old 06:46 – After a few months, Hal's mother created a support group to help parents cope with a child loss 06:55 – You can use adversity. Turn it into an advantage by finding a way to make it benefit other people 07:30 – Hal conditions himself for the 5-minute rule 07:58 – Why is The Miracle Morning, the best self-published book 08:02 – It changes behavior 08:40 – It adds value to your life and changes your daily life 09:43 – Ask yourself "how can I take this and turn into a daily ritual" 10:47 – Give the readers a quick win 11:30 – The 30-day challenge in the book 12:15 – Hal is coaching people to get an accountability partner 13:30 – Hal thought he could go to a traditional publisher 13:43 – The Miracle Morning is not a title. It is the practice that Hal made in his life since 2008 14:32 – Hal learned that self-publishing for authors is (99% of the time) the way to go 15:09 – Hal had an email list for publishing 15:54 – Hal sold 7000 copies in the first month 16:53 – Hal is averaging 10,000 copies every month 17:12 – Hal is charging $ 25,000 (+ travel) for speaking events 17:36 – Hal did an audiobook and it was worth-it 17:45 – Hal had no ghost writers and co-author 17:51 – Hal didn't spend on advertising for the first 3 months 17:59 – Hal got his first 100 sales through pre-selling to his personal network with additional offers 19:45 – The sales of the other books of Hal is only a fraction of his original 20:15 – Get in touch with Hal through his website and Twitter 22:25 – The Famous Five 3 Key Points: Don't make the same mistakes. Learn from other people's actions. Self-publishing is the way to go. You can turn adversity into advantage. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. @halelrod – Hal's Twitter handle MiracleMorning.com – Hal's website Show Notes provided by Mallard Creatives

Steli Efti, CEO and founder of Close.io. Listen as Steli talks about how he uses sales and communication to his company's advantage and why he won't disclose their churn rate—his answer WILL surprise you. Famous Five: Favorite Book? – The Paypal Wars What CEO do you follow? – N/A Favorite online tool? — Evernote Do you get 8 hours of sleep?— Yes If you could let your 20-year old self know one thing, what would it be? – "I wish I knew how to manage my own emotions and focus on consistency" Time Stamped Show Notes: 01:23 – Nathan introduces Steli to the show 01:52 – Steli's entrepreneurial power is in sales and communication 02:02 – Close.io is Steli's biggest success 02:15 – There are less than 20 people in the team 02:21 – Steli is competing with massive organizations 02:40 – They launched their first product in 2013 02:56 – First year revenue is $ 200,000 03:10 – They started as a services business 04:08 – There's a common pattern with SaaS companies building product 04:45 – Close.io is a CRM 04:55 – Focused on inside sales team 05:12 – Paid monthly 05:26 – RPU 05:58 – The average per month is $ 400 to $ 500 07:01 – Total number of customers is between 500 and 5000 07:54 – They are self-funded but they did raised for the business 08:45 – CAP table 09:29 – Raised a little after graduating 10.08 – They raised $ 1 million 10:32 – They are not currently in any acquisition talks and not raising capital 11:09 – They have all the funds they need 11:35 – There are 2 co-founders 12:00 – Monthly gross churn is horrible 12:26 – "Every customer we are losing is a tragedy" 12:50 – They don't share churn numbers 13:11 – Their sales tactics 13:41 – When they launched Close.io, it doesn't have any record in it 14:15 – People will buy the product even if it's not sufficient 14:54 – They are now doing a ton of blog posts, public speaking, etc 16:20 – Consistently improve your product 17:22 – Fully-weighted CAC 17:55 – "The most important thing in trying new channels is to determine what a success and failure look like" 19:30 – Steli won't accept sample acquisition offer 21:00 – Connect with Steli through his blog and Twitter 22:30 – Steli's podcast has thousands of followers 23:30 – The Famous Five 3 Key Points: If you have the solution to your customer's problem, they will stay longer. Plan your failure scenarios. Know what to do when you succeed AND fail. Every business is different. The value of your business is determined by what the market is willing to pay for it, and what you're able to create in terms of market demand. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Blog.close.io – Steli's blog site @Steli – Steli's Twitter handle Show Notes provided by Mallard Creatives

Chris Koerner, founder and CEO of LCDcycle – a company that recycles broken iPhone screens and supplies wireless repair shop with wholesale electronic parts. Aside from being a motivational speaker and winner of the Entrepreneur of the Year award, Chris is a guy who appreciates the haters. Famous Five: Favorite Book? – Delivering Happiness What CEO do you follow? – Elon Musk Favorite online tool? — Flipboard Do you get 8 hours of sleep?— I try but I don't If you could let your 20 year old self know one thing, what would it be? – "Tell myself to appreciate the haters" Time Stamped Show Notes: 01:46 – Nathan introduces Chris to the show 02:31 – LCDcycle was founded in 2013 02:43 – Chris opened a smartphone repair shop in college in 2010 02:51 – Sold it for $ 30,000 03:50 – They started in Alabama 04:10 – They got more customers in the Texas market 04:45 – The supply parts to repair shop 04:58 – First year revenue 05:08 – Did $ 2.1 million for the first full year 05:13 – For 2014, they did $ 4.8 million and $ 8.8 million in 2015 05:36 – They are doing cold-calling to get customers 05:57 – Uses a lead generation tool to scrape the repair shops details 06:25 – Gross margin average is 31% 06:55 – Team size is 12 07:08 – They are self-funded 07:31 – Started with $ 30,000 07:41 – Chris asked his family and friends for a loan 08:16 – Total volume of parts shipped 08:27 – About million parts 08:45 – Most of their shipments are iPhone screens 08:53 – Average price point for the shops 09:17 – Spending $ 23 for raw material 10:15 – 8% net margin 10:30 – Supplies are coming from China 10:49 – LCDcycle sells new screens and buying the broken screens from the repair shops 11:05- Broken screens are being sent to China 11:27 – Their revenue is shrinking this year to $ 6.5 million 11:41 – There's a shortage in supplies last year so there was a spike in sales 12:25 – They're supplying to 700-800 unique shops 12:36 – Reorder rate 13:45 – Chris raised money last year 14:21 – Chris would sell to a bigger company 15:20 – Connect with Chris through his Facebook 17:30 – The Famous Five 3 Key Points: You have a good chance of developing a great company—you just need to be willing to navigate through the failures. Believe in yourself. Expansion—even in the face of risk—is worth it. Always appreciate the haters. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Facebook – Chris' personal Facebook account. Show Notes provided by Mallard Creatives

Will Mayo, founder of SpokenLayer. Being dyslexic led Will to find an alternative to written text and he thought of an audio solution. Listen ad Will talks about how SpokenLayer changes mainstream reading and how it helped him personally. Famous Five: Favorite Book? – The E-Myth What CEO do you follow? – Elon Musk Favorite online tool? — Streak Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – "Just keep trying and you'll figure it out" Time Stamped Show Notes: 01:13 – Nathan introduces Will to the show 02:05 – How is a podcast different from SpokenLayer 02:28 – "Spoken edition is a different interpretation of what audio can be" 02:44 – It caters to listeners first then letting them choose the experience 02:53 – Working for about 30 properties 03:13 – SpokenLayer distributes articles for Playboy 04:10 – Different publishers work in different ways 04:15 – Some publishers would pay to have a spoken edition 04:27 – SpokenLayer help publishers sell advertising and sponsorship 04:50 – "In the long term, the growth of ad revenue will be the largest component of a business but it takes a while" 05:05 – They make more revenue from the SaaS side 05:15 – The other side of the business works with non-media clients 05:50 – The pay depends on volume of content 07:05 – SpokenLayer started as an iPhone app in 2012 07:17 – They didn't pursue the app idea 07:35 – They did Angel finance and tapped family 07:50 – Price rounds and notes 08:08 – Raised over a bit of $ 2 million for the past 6 years 08:20 – Expenses for the team and the studio 08:37 – Technology and infrastructure fund the SpokenLayer 08:52 – Handling 40 or 50 clients at the moment 09:16 – Getting customers through inbound 09:25 – They're getting more requests than they can handle 09:55 – Focused on English and other local languages 10:27 – Focused on clients that has over 10 million audiences 11:25 – Content analyzing 11:35 – Not all content is worth voicing 12:00 – "There are great content and great stories that people want to consume" 12:06 – Example of phenomenal contents and stories 12:19 – "Anything that is written as a first person is a personal story destined to be an editorial or an opinion" 13:05 – There are different types of distribution 13:30 – Some people use different platform to consume the audio 13:50 – They've been working with Time, Reuters, and ZY to name a few 14:24 – Some of the team members are based in Manhattan 14:40 – 10 full time 14:50 – Raised capital 15:03 – The core team is interested in raising capital 15:20 – Their another product Audio 16:06 – How much do you want to raise? 16:25 – "Somewhere between third or half of the round" 17:05 – Connect with Will through his website and Facebook 18:17 – The Famous Five 3 Key Points: Disabilities can turn your life around—it all depends on your attitude and ingenuity. Not all content is destined to be vocalized. Keep trying until you figure it out…whatever that it may be. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. SpokenLayer.com -Will's business website Facebook – Will's business Facebook account Show Notes provided by Mallard Creatives

Mike Chapman, an author, speaker and subject-matter expert for both healthcare and insurance matters. Listen as Mike talks about helping self-employed and small business owners take control of their health. Famous Five: Favorite Book? – Approach What CEO do you follow? – N/A Favorite online tool? — Acuity Do you get 8 hours of sleep?— No If you could let your 20-year old self know one thing, what would it be? – "Make the leap—start a business earlier." Time Stamped Show Notes: 01:40 – Nathan introduces Mike to the show 02:10 – Why people should listen to Mike? 02:25 – "There are so many basic things that people can do that will save money and provide better options for healthcare" 02:37 – Mike is a consultant for small businesses and individuals. He's also a broker 03:13 – Total revenue in 2015 is under $ 1 million 03:38 – Sometimes, Mike will hire people, depending on the season 04:04 – Average annual net profit 04:45 – Mike has been in the business for 15 years 04:54 – First year revenue 05:20 – Mike is a marketing guy 05:34 – Mike used to do SEO for insurance 06:13 – Goal for 2016 revenue 06:36 – How Mike gets paid 07:01 – Mike gets paid directly from his recommendation 07:43 – Mike recommends Nathan alternatives for healthcare providers 07:54 – Consider a small group plan or business plan 08:24 – A short term plan can get coverage for you 08:50 – Why do you get penalize for not having health plan? 08:53 – Part of Obamacare 10:02 – Mike would get 3% - 6% per plan 10:47 – September expenses 11:00 – Marketing expenses 11:30 – Mike had signed-up hundreds to thousands of people 11:40 – Mike is based in Texas 11:58 – Mike does speaking to increase his network 12:03 – Email and web marketing 12:20 – Mike has about 6,000 subscribers 12:40 – Connect with Mike through his Facebook and website 14:50 – The Famous Five 3 Key Points: You can save money and have better healthcare—it just takes planning and discipline. Entrepreneurship is the avenue to fulfilment. You can hit two birds with one stone – maximize your resources and network. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Facebook – Mike's Facebook account TheMedicalInsuranceExchange.com – Mike's website Show Notes provided by Mallard Creatives

George Bandarian II, CEO and President of AMI – The Paperless Company. He has a mission of eliminating paper and a vision for simplifying work for companies such as SpaceX, Walt Disney, MBC Universal, schools and colleges. Listen as George explains their unique culture and what he and his team are working on to disrupt the document management industry. Famous Five: Favorite Book? – Bold What CEO do you follow? – Elon Musk Favorite online tool? — Headspace and Calm Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – "Fail fast, fail often, and fail forward" Time Stamped Show Notes: 01:10 – Nathan introduces George to the show 01:58 – "In this day and age, there shouldn't be any paper documents" 02:20 – It is senseless to route documents from desk to desk 02:43 – They automate business processes and digitize the paperwork 03:28 – The price will depend on what the client wants them to do 03:40 – Provide full-service solution 04:22 – "It feels like we're handing them a new car key" 04:38 – They're an agency 04:50 – Product range is from $ 10,000 to $ 400,000 05:35 – Number of unique customers 05:50 – Team size is 25 05:59 – It should be 40 by the end of 2016 06:05 – The breakdown of work 06:20 – They have BPO service who does organic services 06:47 – Are you trying to build robots? 07:10 – George's father founded the company in 1968 07:28 – When George's father passes, his mother took the business over 07:36 – George went to ULC and finished early 08:10 – They started as micro-fund company but have gone through iterations 08:23 – First year revenue in '68 08:33 – 2015 revenue 08:42 – They might end at $ 2.5 million this year 09:08 – George's passion is in software and SaaS companies 09:21 – Some companies got bloated and expensive 09:43 – "We think that it is always a good time to think what customers really care about" 09:54 – They have a 45-day implementation guarantee 09:58 – Their number one core value is "follow the light" 10:50 – Working life as a bootstrapped business 11:08 – They've been profitable for decades and never had to raise funds 11:25 – Help people achieve breakthroughs 11:46 – Connect with George through his email at [email protected] 12:47 – George's focus on the business 13:25 – The Famous Five 3 Key Points: Go with your passion. Fail fast, fail often, and fail forward Technology is always changing—adapt to the change and stay ahead of the curve. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. [email protected] – George's email address Show Notes provided by Mallard Creatives

Kim Garst, CEO of Boomsocial. She's also best Selling author of Will the Real You Please Stand Up, Show Up, Be Authentic and Prosper in Social Media. She's internationally recognized and regularly contributes to www.Entrepreneur.com Famous Five: Favorite Book? – Lean In What CEO do you follow? – Sheryl Sandberg Favorite online tool? — Slack, Canva and Buzzsomo Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "I would tell myself to become an entrepreneur" Time Stamped Show Notes: 01:40 – Nathan introduces Kim to the show 02:57 – Kim was earning $ 3,000 per month 03:32 – As of the moment, they are generating $ 56,494 a month 03:50 – Kim asked her staff about the numbers before the interview 04:17 – www.KimGarst.com – where her new product is 04:43 – Focus on how you can truly make money from social media 05:20 – Kim runs a 3-lane, 3-stage sales funnel 05:28 – 3 different premiums 06:10 – Starts with a free offer then a mini course 06:50 – In just an hour, they can learn something and implement it in their business 07:24 – "We try to over deliver and give great content" 07:58 – About 11.2% of the people who take the free offer took the $ 9 upsell 08:07 – 70% take the free trial directly and the 30% will eventually take the 3-stage series 08:45 – Three landing pages and their conversions 09:57 – Kim explaining the process of landing pages conversion 10:03 – People don't immediately go to the $ 1 trial, they download the premium first 10:09 – First upsell is the mini-course 12:44 – The landing page that converts 40% 13:50 – 10% take the membership trial 15:00 – 30% monthly churn 15:15 – Customer value is $ 263 15:22 – Customer acquisition cost 15:25 – ROI 15:30 – Spent on Facebook ads 15:55 – 18% of profit is organic 16:16 – You can get traffic for free from social media 16:38 – Been using Facebook ads for quite a few months 17:00 – Average opening cut-through rate 17:12 – Open rate used to be 18-20% but right now it is 15-17% 17:25 – "I'm always wanting more" 18:20 – 2015 Boomsocial's total revenue 19:30 – Connect with Kim through her website and Boomsocial.com 21:40 – The Famous Five 3 Key Points: People will come back to you if you have good content. Increasing traffic through organic campaigns is free and effective. Don't be content—always find ways to improve. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Boomsocial.com – Kim's business website KimGarst.com – Kim's personal website Show Notes provided by Mallard Creatives

Tommy Gibbons, a former employee of both Goldman Sachs and Fundera. Listen to learn how Tommy met his Princeton bosses, and how he used those connections to get into Piper. Famous Five: Favorite Book? – N/A What CEO do you follow? – Mark Pavlyukovskyy – his boss Favorite online tool? — Zapier Do you get 8 hours of sleep?— Yes If you could let your 20-year-old self, know one thing, what would it be? – "I wish I knew how I could" Time Stamped Show Notes: 01:10 – Nathan introduces Tommy to the show 01:41 – Piper is a guide for kids ages 8 – 12 to build their first computer 02:02 – Apple's co-founder review on Piper 02:16 – Piper has more than 4,000 customers since launching last year 02:28 – Looking into subscription plans in the future 02:45 – Piper was launched in Kickstarter in June 2015 03:10 – Sold their first product in December 2015 03:20 – They had craigslist posters 03:40 – Title of craigslist poster was "Workers needed for packing of children's toys in Long Beach" 04:23 – Total funding raised is $ 2.3 million 04:47 – Tommy does customer service, retail partnership and ran all school app design 05:10 – Tommy has an equity In Piper 05:40 – Piper has 3 founders 06:20 – Tommy's approach to Mark regarding his interest in Piper 06:55 – Tommy told Mark about how he can be an advantage to the company 07:30 – Tommy was working for free for a couple of months 09:00 – The Piper question 09:30 – Cost of goods sold 09:45 – Gross margin 10:00 – Reselling 10:23 – Reseller's price and markup 10:36 – Facebook Ad 11:00 – Reorder rate 11:30 – They are now focusing on the development of Piper computers 11:52 – Revenue goal for 2016 12:00 – Big expectations for Christmas 12:15 – Order baseline 12:55 – Baseline now per month 13:32 – They will be very happy with 8,000 units sold 13:54 – Connect with Tommy through Playpiper.com 14:55 – They do retargeting 15:45 – The Famous Five 3 Key Points: Don't just tell your future boss how you can be an asset to the company – show them what you can really do. Because businesses start small, there's always room to grow. Your degree doesn't define your future. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. Playpiper.com – Tommy's company website Show Notes provided by Mallard Creatives

Ali Mirza, used to sell personal insurance door to door in Canada before getting fired and electing to venture out on his own. Listen to learn how he transformed his floundering sales career into a winner that he now sells to other companies. Famous Five: Favorite Book? – How to Win Friends and Influence People What CEO do you follow? – Henry Ford Favorite online tool? — Mixmax Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "Stop being so afraid and just go do it. Work hard and smart." Time Stamped Show Notes: 01:40 – Nathan introduces Ali to the show 02:06 – Ali build sales processes for mid-market companies 02:22 – Ali charged based on the work that he has to do 02:40 – His program ranges starts at $ 20-25,000 to $ 130,000 03:00 – Typical retainers 03:43 – HH Land Developments as a client 03:53 – Didn't pay retainers 04:20 – Ali has 4 employees 04:33 – Ali's business was founded in 2011 04:42 – First year revenue 05:25 – Total 2015 revenue 05:35 – 2016 target revenue 05:58 – They are back on startup level now 06:20 – Number of customers at the moment is 5 – 6 06:45 – Ali wants to be a consulting space 07:17 – Why would people choose Ali? 08:20 – "It doesn't matter what you're selling. What matters is what your client is buying" 08:41 – Need to figure out what the client exactly need 09:24 – Ali is launching a new business 10:30 – Building an online platform where we can do Monday morning meetings 11:27 – Is a webinar based hosting a sales meeting 12:45 – People will pay Ali a subscription fee to meet him in Monday morning meetings 12:50 – Will be launched in Canada in January 13:00 – First year goal 13:33 – Net margin in consulting business 14:17 – "In the long term, I may have thousands of people in Monday morning meeting" 14:45 – Reach Ali through RoseGardenConsulting.com 16:50 – The Famous Five 3 Key Points: Take your failures and turn them into inspiration. Be your own self. Adjust to your client's needs and don't just stick with what you can offer. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. RoseGardenConsulting.com – Ali's website Show Notes provided by Mallard Creatives

Ariel Camus, a product builder, 500 startups alumni and the CEO and Founder of TouristEye, acquired by Lonely Planet in 2013. Today, Ariel is building a new education system called HackerPath that utilizes collaboration between peers and bots. Famous Five: Favorite Book? – Founders at Work What CEO do you follow? – Favorite online tool? — Google Apps Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "Relax, you're doing well. Have more fun" Time Stamped Show Notes: 01:12 – Nathan introduces Ariel to the show 01:35 – TouristEye is Ariel's first company and exited it in 2013 01:45 – TouristEye is a travel guide for mobile devices with all information offline 02:03 – Revenue is from referral fees and premium features in application 02:24 – Raised funding for TouristEye 02:55 – Acquisition price of Lonely Planet 03:18 – Why did you sell TouristEye? 04:50 – Ariel was 26 when he sold TouristEye 05:00 – Ariel joined Lonely Planet after selling TouristEye 06:00 – Ariel is starting a new project related to teaching 06:30 – Building a new platform online 06:46 – The project is called HackerPath 07:04 – Still in the process of building the database 07:18 – Goal is to make it open to everyone 07:37 – Recruiters are charging companies a 20% fee 07:53 – Currently pre-revenue 08:20 – No retainers for TouristEye 09:00 – "Do something you really love. Don't waste time and just do it" 09:24 – Ariel and his friends talk about ideas and how to make to make it happen 10:00 – What salary would be giving up should you decide to quit completely? 10:12 – A 6-digit salary 10:35 – "I can start a new business and pay developers to help me" 11:04 – Most of the money that were spent so far was for an experiment that was launched last week called Coderoulette 11:25 – Did it to validate the interest 11:33 – Did well on the launched 11:45 – Used existing technologies 12:00 – Put in $ 10-15,000 for the project 12:19 – Connect with Ariel through Twitter 13:30 – The Famous Five 3 Key Points: Do something you really love. Don't waste time and just do it. Selling a business is a crucial choice – make sure you won't regret it. Relax and have more fun. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. @arielcamus - Ariel's Twitter handle Show Notes provided by Mallard Creatives

Sean Wycliffe, CEO of Dealflicks – a company that helps movie theaters move tickets at discount prices. Listen as Sean breaks down how he uses affiliate-driven system to drive a $ 240,000 per month business. Famous Five: Favorite Book? – Laws of Leadership What CEO do you follow? – N/A Favorite online tool? — Slack Do you get 8 hours of sleep?— Definitely If you could let your 20 year old self know one thing, what would it be? – "Wish I would have got to real estate earlier" Time Stamped Show Notes: 01:40 – Nathan introduces Sean to the show 02:10 – What is Dealflicks and how it makes money? 02:15 – Dealflicks is partnered directly with movie theaters 02:27 – Currently all over the country 02:47 – Number of ticket moving per month 03:20 – Average ticket price 03:45 – 70,000 tickets per month and 70,000 from concessionaires 04:05 – 2 tickets per transaction 04:16 – Average order value is around $ 13 04:25 – People buy them as gift cards 04:44 – The $ 13 can be for a ticket and a concession 05:05 – Marketplace 05:13 – Movie theaters are allowed to have inventories in the platform 05:24 – Sellers are the theaters; buyers are the movie-goers 05:31 – There's around 800 movie theaters and 6000 screens on the platform 06:02 – Number of unique buyers since the Dealflicks started 06:41 – Dealflicks was launched in 2012 06:48 – First year revenue 07:17 – Dealflicks takes a pre-arranged percentage per ticket sold on the platform 07:36 – An average of around 15% 07:58 – Gross margin 08:30 – Current team size 08:40 – 8 full-time employees 09:21 – Raised $2.9 million and opened up a bridge net recently 09:58 – Aiming on getting Series A next year 10:20 – They're willing to take investors 10:27 - "If you're a startup, you can always raise money but it's not always necessary" 11:07 – Dealflicks is making $ 50,000 per month 11:24 – No other expenses 11:30 – In July, they crossed over $ 480,000 for revenue 11:50 – Spending more on marketing and team 12:13 – Valuation of the company 13:45 – They recently expanded internationally 14:18 – It's a big proof point 14:43 – 2015 total transaction volume 16:16 – 2016 growth goal 16:36 – Number of unique buyers per month 17:40 – Reach Sean through Twitter and Facebook 19:50 - The Famous Five 3 Key Points: If you're a startup, you can always raise money but it's not always necessary. Aim for a healthy growth. There's no age limit in entrepreneurship – you can start as early as you want. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Assistant.to – The site Nathan uses to book meetings with one email. @dealflicks – Sean's business Twitter handle Facebook – Sean's Facebook account Show Notes provided by Mallard Creatives

George Revutsky, CMO for Soothe – the world's largest on-demand massage service. He's also the CEO of ROIworks – a growth agency that runs growth and build growth agency teams for funded startup and Fortune 1000 companies like Headspace, TriNet and Original Stitch just to name a few. Listen as George talks about how he generated double digit revenue for Soothe in straight 11 months. Famous Five: Favorite Book? – Don't Make Me Think What CEO do you follow? – Aaron Levie Favorite online tool? — Optimizely and Hotjar Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "Knew the value of moderated user testing and customer development when founding companies or evaluating product" Time Stamped Show Notes: 01:10 – Nathan introduces George to the show 01:48 – ROIworks started as an agency 10 years ago 02:12 – Used digital tools such as aid acquisition, A/B testing etc. for a series of experiment 02:40 – Typically, they would make some kind of retainer 03:15 – They used to have 3-6 months contract 03:40 – Shifted to monthly 03:51 – Average pay per customer 04:00 - $ 240,000 per customer 04:05 – Number of total unique customers 04:25 – Worked for hundreds for the last 15 years 04:45 – First year revenue 05:05 – ROIworks is making roughly around $ 2 million a year 05:15 – 12 people in the team 05:30 – ROIworks changed their model 05:43 – Used to have smaller retainers 06:16 – Now they're getting larger retainers and less clients 06:25 – They're getting deeper with these Series A and B clients 06:30 – Monthly head count expenses 06:50 – Agencies should retain a 25% percent after all the expenses 07:20 – What George does with the cash flow as the CEO 07:40 – "We like to be conservative and be safe for our team members" 07:50 – Keeping some cash in the bank 08:04 – Give bonuses to team that is coming from the cash flow 08:54 – How Soothe works with ROIworks 09:00 – The founder of Soothe invested in one of George's startup 09:15 – George takes a leave from 6-12 months 09:27 – George co-founded SplendidLabs during his leave 09:50 – It is a machine-learning based personal shopping assistance 10:08 – Sold it because they can't find a particular market fit 11:13 – Became friends with the owner of Merlin of Soothe 11:40 – George started providing ROIworks' discounted marketing services to Soothe to help the beta testing 12:21 – Soothe grew steadily and Merlin got Angel funding 12:33 – Soothe got Series A for $ 10.6 million 13:00 – Merlin asked Gerry if he can worked with Soothe in Hollywood 13:35 – They got 3 months of dramatic revenue bills 13:51 – Merlin hired George directly as the contract CMO 14:30 – Able to put together 11 straight months of double digit growth 14:45 – The growth led to their Series B which is for $ 35 million 14:55 – ZEO is their biggest competitor 15:10 – Created a playbook to acquire customer 15:30 – Doing Facebook advertising, AdWords, re-marketing and a lot of paid ads 16:00 – Paid acquisition is foolproof 16:17 – Soothe was in the Ellen show for Mother's Day 16:59 – Who to approach with the Ellen team 17:45 – Connect with George through [email protected] and ROIworks.com 19:00 - The Famous Five 3 Key Points: Make your team members happy – it will boost their confidence and will reflect to their work. Be happy on being a part of one's success. There are tons of ways to acquire customer – you just have to find what works best. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. ROIworks.com – George's business website [email protected] – George's email address Show Notes provided by Mallard Creatives

Arif Momin, CEO and co-founder of CStorePro technologies – the leading provider of mobile and cloud based operations management for retail businesses. He has an MBA from University of California. Berkley and BS in Computer Engineering from Michigan State University. Famous Five: Favorite Book? – The Innovator's Dilemma What CEO do you follow? – Mark Zuckerberg Favorite online tool? — JIRA Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "Move fast and willing to fail a little quicker. Don't regret the old stuff" Time Stamped Show Notes: 01:40 – Nathan introduces Arif to the show 02:05 – Arif used the network that his MBA provides 02:16 – What is CStorePro and how it generates revenue 02:22 – CStorePro modernizes the operation of a single-operated store 02:50 – Customers pay CStorePro $ 59 a month 03:02 – Arif was from a different company 03:40 – Raise under $ 1 million 03:45 – All convertible note 03:48 – Number of unique customers as of September 2016 is 32,000 04:09 – Number of paying customers is about 15,000 04:20 – MRR 04:30 – CStorePro was founded in 2011 04:44 – Arif's first business turned into a lifestyle company 05:04 – Zero first year revenue 05:33 - $ 350,000 revenue in 2015 05:40 – Revenue goal in 2016 06:07 – CStorePro clients are store owners 06:17 – Gross monthly customer churn 06:33 – Current churn is 5% 07:25 – Lifetime value 07:41 – Calculated lifetime is 3 years 08:40 – Best number to quantify CStorePro's data 09:00 – Number in August is 13 million 09:10 – Team size and based in Houston 10:25 – Current customer acquisition cost 10:31 - $ 180 to get a trial customer 10:45 - $ 360 per paying customer 11:04 – Currently not in a capital raise 11:11 – Not raising funding and not selling 11:25 – "We don't need it and the time is not right" 11:33 – There's a huge opportunity in the business 11:50 – Total head count cost per month 12:24 – They've got access to financial resources 12:40 – Connect with Arif through CstorePro.com 14:40 – The Famous Five 3 Key Points: Give your business more time to grow. Tracking your churn has its advantages. Be prepared to fail – the earlier you fail, the earlier you learn. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. CstorePro.com – Arif's business website Show Notes provided by Mallard Creatives

Jerry Wilmink, a recovering bio-engineer turned entrepreneur and CEO and founder of Wisewear.com. Listen how Jerry fuses fashion and technology to keep people safe. Famous Five: Favorite Book? – Startup CEO What CEO do you follow? – N/A Favorite online tool? — Strategyzer Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – "Go for it. Don't be scared" Time Stamped Show Notes: 01:13 – Nathan introduces Jerry to the show 01:33 – Jerry was connected with Nathan through Twitter 01:51 – Jerry is a startup junkie 02:16 – What is Wisewear and how it generates revenue 02:29 – Wisewear is a propriety smart jewelry product that allows women to stay safe 02:41 – A fusion wearable product 03:00 – Develop a jewelry product that transmits Bluetooth through metal 03:15 – Iris Apfel is the designer of Wisewear 03:35 – Each piece is priced at $ 295 - $ 345 depending on the collection 03:59 – Currently sold online but will be available at Saks 04:05 – Wisewear was founded in 2013 04:15 – They just started selling this year 04:20 – Current sales is close to $ 4 million this year 05:04 – Started shipping late March 05:19 – No problems with P.O 05:55 – There's more risk in international market with P.Os 06:00 – Wisewear demands 30% upfront payment for bulk P.Os 06:22 – Average number of devices sold 07:40 – They are initially bootstrapped but raised a little over $ 5 million from friends and families 08:03 – Note from friends and families and they're doing equity now 08:15 – Raising $ 10 million from equity 08:40 – Fashion brand is not a traditional tech-play 09:05 – Retailers that can potentially pull down the brand 09:49 – Expenses per piece of jewelry is quite expensive 10:55 – Retailers are selling the jewelries at the same price with them 11:05 – Distributor price 11:25 – 8 people in the team from San Antonio and New York City 11:45 – They can track online orders easily 12:08 – Goal for 2016 revenue 12:34 – They have multiple products 12:48 – The initial product was a medical device 12:56 – Jerry's grandfather was suffering from a type of dementia 13:13 – When Jerry's grandfather passed away, that's when he started Wisewear 13:15 – Developed a hearing aid device 13:50 – 65% of their sales is from college women 14:35 – Biggest market is 20 – 35-year old women 14:49 – There's a lot of burglary and sexual violence on college campuses 14:58 – There's a panic button on the jewelry 15:14 – There's a big market on realtors too 15:25 – Most realtors show homes and there's a safety concern 15:51 – Connect with Wisewear through Instagram and Facebook. Jerry is more active on Twitter 17:15 – The Famous Five 3 Key Points: You can take inspirations from the people around you. Fashion retail brand is not a traditional tech-play. Choose your business partners wisely. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. @Wisewear – Jerry's business Instagram account Facebook – Jerry's business Facebook account @GeraldJWilmink – Jerry's twitter handle Show Notes provided by Mallard Creatives

Robert Leclerc, co-founder of Agfunder – an online investment market place for global agriculture industry. He is a Forbes contributor and has five degrees including a PhD from Yale. Listen as Rob talks about the global agriculture industry and how important Agfunder is for the investors. Famous Five: Favorite Book? – Mini MBA What CEO do you follow? – N/A Favorite online tool? — MailChimp Do you get 8 hours of sleep?— Definitely not If you could let your 20 year old self know one thing, what would it be? – N/A Time Stamped Show Notes: 01:44 – Nathan introduces Robert to the show 02:24 – Agriculture represents about 10% of global GDP 02:40 – Agfunder's idea is to create an online investment platform that made this space mainstream 02:53 – Like AngelList in agriculture 03:28 – Agfunder focus is food and agriculture technology 03:40 – Eventually, they will be able to offer farm lands and agri-business 03:55 – Technology is needed to centralize management and scale the opportunities 04:10 – Started as a pure market place 04:28 – Taking the transaction fees 05:00 – Revenue in the first quarter of 2016 05:11 – Raising capital funds 05:35 – Total revenue In 2015 05:43 – They are on venture-funding 06:10 – Business was founded late 2013 06:20 – $0 revenue for the first year 06:40 – "We just need to know that the market works for the first year" 06:58 – Number of investors 07:38 – Investors seek them out 07:56 – Number of sellers/companies 08:10 – They are series A companies 08:30 – Take 5% transaction fee to make money 08:48 – Nathan's sample scenario how to get the 5% 09:45 – They we're not taking any transaction fees for the first year 10:07 – "In August 2016, how many investors put money into how many companies?" 10:25 – There's a deal timeline 10:50 – Average raise size 11:05 – Notes and actual equity funding 11:18 – The companies set the market rate term 11:45 – What's so special with Agfunder? 12:10 – When they started Agfunder, it was the dark ages of food and agriculture technology 12:30 – Built a very progressive business model 13:18 – 17 team members based in SF 13:23 – Connect with Robert through Agfunder.com 15:33 - The Famous Five 3 Key Points: It is important for customers to know things about your company – transparency is the key. Agriculture is as important as food. There's always a trial period – you either make or break it. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Agfunder.com – Robert's business website Show Notes provided by Mallard Creatives

Don Breckenridge, a life-long entrepreneur and the founder of Hatchbuck. Listen as Don shares how he made Hatchbuck a successful company and the struggles he endured to bring it to life. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – N/A Favorite online tool? — Lean Canvas Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "I wish I had mentored earlier" Time Stamped Show Notes: 01:41 – Nathan introduces Don to the show 02:00 – What is Hatchbuck and how it generates revenue 02:05 – Sales and marketing software that helps small businesses grow their revenue 02:11 – CRM + email marketing 02:39 – Price point starts at $59 a month 02:50 – Subscription model as recurring revenue 02:55 – Discount for semi-annual and annual subscriptions 03:17 – Price increase is based on number of users and contacts 03:55 – Average revenue per customer per month 04:10 – When customers see results, they'll start to use more of the product 04:23 – Launched in 2012 04:40 – Don had a SaaS company prior to Hatchbuck 05:10 – The business was running smoothly 05:20 – Don saw the need for SMB apps that could actually help businesses 06:04 – Number of current users 06:20 – Average number of users per customers 06:40 – First year revenue 06:58 – Self-funded before raised capital 07:10 – Raised over $5 million 07:28 – Series A or series B 07:45 – Their investors are great supporters 08:18 – The market of SaaS is an attractive business to invest in 08:30 – Under $2M revenue in 2015 09:00 – MRR computation 09:32 – Churn 09:59 – Have a product customer fit 10:16 – "We tried to focus on who our customer is" 10:51 – Gross customer monthly churn 11:15 – Around 3% churn 11:34 – In SMB, there's an average of 3-4% churn 12:00 – Hubspot 0% revenue churn 12:25 – Companies that has negative churn that are not MSB 13:00 – Fully inbound marketing 13:10 – Produce a lot of content on the web 13:40 – CAC ratio 13:50 – "If your MRR churn rate bounces around, it starts to be really difficult" 14:25 – Healthy ratio 14:44 – Lifetime value 14:48 – Acquisition cost 15:00 – Paid media 15:10 – Marketing courses, Google Adwords 15:29 – Don is based in Missouri 15:34 – Team size is 30 15:40 – Some remote employees 15:55 – The $5 million funding 16:06 – "We're always raising funds" 16:32 – Goal for the company 17:10 – Monthly revenue growth 17:35 – Connect with Don through Hatchbuck.com 19:05 - The Famous Five 3 Key Points: Find a space to fill. Aim for positive results – that is what will make customers hold onto your product. It's never too late to learn. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Hatchbuck.com – Don's company Show Notes provided by Mallard Creatives

Pieter Boekhoff, the 2016 Startup Canada Entrepreneur of the Year and one of Calgary's top 40 under 40. He's also Mount Royal University's Horizon Winner and one of Canada's 10 Mentor Rock Stars. Listen as Pieter talks about the company he founded, Nobal Technologies, and the success of their flagship product – iMirror. Famous Five: Favorite Book? – Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Wave Accounting Do you get 8 hours of sleep?— I do If you could let your 20 year old self know one thing, what would it be? – "I wish that entrepreneurship and startups was more of a thing and I'd known where to get into it" Time Stamped Show Notes: 01:44 – Nathan introduces Pieter to the show 02:25 – What is Nobal Technologies and how it generates revenue 02:28 – Software company based in Calgary, Canada 02:40 – Selling iMirror for retail and hospitality 03:03 – 70% revenue from the one-time cost of the iMirror 03:27 – Launched in 2014 03:44 – The idea was inspired by the video made by Corning in 2011 04:02 – Started to build prototypes 04:23 – First year revenue is around $75,000 04:37 – Total of 10 units sold 05:15 – Each unit cost about $15,000 05:38 – They're looking into a sustainable monthly recurring business model 06:05 – 40% gross margin 06:23 – Net margin 06:28 – Low overhead on the backend 06:28 – They raised a $1M 2 years ago and $800K in grants 06:50 – Process of government funding 07:03 – Partner with NRCIRAP 07:12 – They need to know you're legit 07:44 – 9 people on the team, based in Alberta 08:00 – Pieter made $1.2 million in 2 years 08:20 – Pieter's focus now is only iMirror 08:36 – 2016 revenue goal 09:34 – Some clients have more than 1 mirror 09:44 – Pieter wants to expand on the retail side 10:10 – Long sales cycle 10:40 – This is Pieter's second business 10:53 – Pieter saw the need for the iMirror from his previous business 11:14 – Connect with Pieter through his Twitter and Instagram. Visit his website at Nobal.ca 13:23 - The Famous Five 3 Key Points: Be willing to jump outside the box—ideas are everywhere. Expanding doesn't always mean adding more people. Learn from your experiences and find ways to share them. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. @pieterboekhoff – Pieter's Twitter handle @pieterboekhoff- Pieter's Instagram account Nobal.ca – Pieter's business website Show Notes provided by Mallard Creatives

Ben Uyeda – a respected architect and creative genius. Listen to hear how Ben makes money off YouTube, earns serious subscriber numbers, and acquires some pretty sweet assets. Famous Five: Favorite Book? – Accidental Billionaires What CEO do you follow? – N/A Favorite online tool? — Steller Do you get 8 hours of sleep?— About 6 and a half If you could let your 20 year old self know one thing, what would it be? – "Just to be nice and patient with people" Time Stamped Show Notes: 01:38 – Nathan introduces Ben to the show 02:21 – What Ben does on Youtube and how he is monetizing it 02:28 – Ben wanted to give affordable design to the masses 02:43 – Started to make videos of how to make affordable modern furniture 03:00 – Product immigration into the video content itself is how you make money 03:20 – Producing a video product is more difficult 03:45 – First branded deals 03:55 – Homemade-modern.com 04:15 – DIY concrete design deal 04:30 – Home Depot is Ben's biggest client 04:40 – Created a series of content packages 04:50 – Step by step video instructions and social media posts 05:10 – Creating a bunch of products at once 05:18 – It is often rare for big brands to have a real YouTube presence 05:38 – Ben started in this field in 2013 05:45 – First year revenue 05:50 – First 6 months get Ben 10-15,000 subscribers in Youtube 06:00 – Brands that gave Ben donations 06:10 – Ben made a deal of 10 videos per brand after getting 20,000 subscribers 06:38 – "You can't get paid cash until you have 100,000 subscribers" 06:48 – Making a whole package of content 07:00 – Ben's deal on brands versus traditional commercial 07:40 – Total 2015 revenue 07:50 – Adsense money 08:15 – Ben buys his own equipment 08:44 – Long format video is what Youtubers doesn't usually do 09:00 – Long format video is an over 20-minute video 09:09 – Youtube to TV 09:45 – Offering brands full-length videos 10:05 – Person to contact if one needs a full length videos 10:10 – Brands have agencies that they work with 10:20 – Do reverse engineering to find a person 10:30 – Message on Instagram 11:20 – Show the brands that you can do it 11:33 – Put their tools in the video and get positive response 11:45 – Projected revenue this year 11:55 – 68 clients 12:05 – How to scale a business? 12:20 – Scaling would be finding the right people 13:07 – Find 2 to 3 brands that are compatible 13:16 – You can get promotional ad even if the brands didn't pay you 13:43 – Collecting and acquiring assets 14:26 – Ben's content is instructional 14:55 – Connect with Ben through Instagram 17:44 - The Famous Five 3 Key Points: If you know you can do it, just do it – approval isn't always necessary. There's a right recipe for everything. Be creative – it can get you somewhere. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. @benjaminuyeda – Ben's Instagram account Show Notes provided by Mallard Creatives

Greg Raiz, founder of Raizlabs – a technology innovation firm for design custom applications, web platforms and other cutting-edge software. Listen how Greg earned the respect of startups and Fortune500 companies through his business. Famous Five: Favorite Book? – Blink What CEO do you follow? – Elon Musk Favorite online tool? — Invision Do you get 8 hours of sleep?— No If you could let your 20 year old self know one thing, what would it be? – "Just make sure to stop and smell the roses" Time Stamped Show Notes: 01:41 – Nathan introduces Greg to the show 02:10 – What Raizlabs does and how it makes money 02:14 – It is a software design company 02:21 – Build iphone and android apps 02:45 – Average project size and price 03:10 – Raizlabs as a product business service 03:22 – Raizlabs helps with the technology side of the business 03:35 – Greg started Raizlabs in 2003 03:47 – Greg was making $ 60-70,000 when he was working with Microsoft 03:57 – Greg was 23 when he left Microsoft 04:11 – First year revenue in 2013 04:25 – Greg was living off his savings 04:55 – Total revenue in 2015 05:10 – 80 people in team 05:35 – Business has been cash deposited for more than a year 05:44 – Margin and business capital 06:09 – "Paying yourself as a CEO has always been a challenge" 06:23 – Reasonable salary 06:58 – Total annual personal expenses 07:37 – Total savings back then 07:53 – Greg had a day job when he was just starting his company 08:20 – Total monthly headcount expenses on an average 08:55 – Greg uses Basecamp and other tools 09:24 – Spending on tools 09:47 – How Greg feels when their client earns more than them 10:00 – They did some good stuff for HubSpot 10:25 – Just released an interesting product for The Perkins School for the Blind 10:35 – Challenge for micro-navigation 10:50 – How to get people to the bus stop 11:10 – Launched earlier this week 11:30 – RunKeeper as a client 11:37 – Fitness mapping idea 12:10 – Design development of the product with the iphone GPS 12:40 – Success to take in-house 13:04 – Equity with the companies 13:25 – How much RunKeeper pays Greg 13:40 – Charged 15K early on 14:20 – Exploring apps that can help the employees betterment 14:41- Methodology on how to facilitate feedback 14:48 – Product exploration and incubation 15:05 – Connect with Greg on his website and Twitter 16:40 - The Famous Five 3 Key Points: As an entrepreneur, you have to manage your stability and your company's. It is not about how much other companies earn – it is about how you become a part of their success. You can never turn back time – pause and enjoy the beauty of the present. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. @graiz – Greg's Twitter handle Raizlabs.com – Greg's business website Show Notes provided by Mallard Creatives

Timothy Sykes – the Penny Stocks Guru. Famous Five: Favorite Book? – Losing My Virginity What CEO do you follow? – N/A Favorite online tool? — Business Insider Do you get 8 hours of sleep?—"I wish. I really wish" If you could let your 20 year old self know one thing, what would it be? – "Don't be so cocky" Time Stamped Show Notes: 01:42 – Nathan introduces Timothy to the show 02:05 – Tim trades penny stocks and people attack him for doing it 02:12 – Most people in a company fail 02:53 – Tim was 17 when he got into business 03:00 – Turned $12,000 into nearly $2 million 03:30 – He's getting more conservative now 03:58 – First splurge 05:00 – The price was $ 17,000 per share 05:20 – Crazy volatility 05:40 – ISCO stock price now 05:50 – Causes of stocks going down 06:03 – Tim is a short-seller 06:25 – Tim defines short squeeze 07:00 – "In order to cover your short, you have to buy it back" 07:10 – Shorts are getting squeezed when the stock goes up too quickly 07:25 – The stock market is not always logical 08:25 – Penny stocks 09:10 – Stocks are not scalable 09:25 – Shorting requires a loan from a broker 09:40 – "If there's a scam, everybody wants to short it" 09:45 - Tim's strategy is ideal for people with small accounts 10:05 – Stock of sponge company 10:40 - HUSP 11:07 – Research that Tim is doing to find out things about the scams 11:17 – Created a tool StocksToTrade.com 11:35 – Playing the volatility 11:57 – Tim was on a TV Show that led him to start teaching stocks 12:41 – First year revenue 13:10 – Total revenue is 2015 13:40 – How Tim uses the people who attack him to his benefits 14:01 – Tim attacks companies and scam 14:48 – Tim's blog 15:50 – Tim's list size 16:00 – People have to learn how to read the materials 16:30 – Total number of unique customers since 2007 16:41 – Selling DVDs and streaming DVDs 17:31 – Tim made an apology posts 18:05 – Tim's parents work with him 18:30 – Tim is giving to charities and foundations 19:15 – Tim made $27M in 2016 20:16 – Connect with Tim through his Twitter and Instagram 21:50 – The Famous Five 3 Key Points: It's not always about the money – sometimes, imparting your knowledge is more important. Don't let people bring you down. Try to find the good in the all the negativities. Make impossible, possible. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. @Timothysykes – Timothy's Twitter handle @Timothysykes – Timothy's Instagram account Show Notes provided by Mallard Creatives

Mark Ross, a man who's spent 20 years working in senior level global technology management, and owns board-level experience with Fortune 500 financial services companies. He's the co-founder of GridMarkets and senior level advisor for a number of startups. Listen as Mark discusses why he jumped into entrepreneurship and how it differs from big-time corporate life. Famous Five: Favorite Book? – The Tipping Point What CEO do you follow? – Elon Musk Favorite online tool? — Slack Do you get 8 hours of sleep?— "Never" If you could let your 20 year old self know one thing, what would it be? – "Startups are a whole lot harder than you think" Time Stamped Show Notes: 01:42 – Nathan introduces Mark to the show 02:07 – What is GridMarkets and how does it generate sales? 02:18 – Power extensive engineering applications 02:40 – Serve studios that make animations and simulations 03:33 – Similar with dark-power concept 04:08 – Agreements with the suppliers 04:20 – GridMarkets has their own grid 05:00 – Idea of GridMarkets started in 2011 05:47 – SaaS in the sense of push-button 06:39 – Give credits to new customers 07:20 – Offering credit hours at $ 1.60 07:30 – Credit numbers per month is over a million at the moment 07:57 – GridMarkets is self-funded and 10 people invest in the company 09:46 – Valuation of GridMarkets 10:15 – Investors' different valuation 10:40 – Number of current customers 11:00 – Fantastic feedbacks from customers 11:20 – MRR 11:48 – Team size 12:26 – There's a lot specific skills and knowledge needed 12:50 – The demand would justify having our own machine 13:10 – Amount a computer can handle per month 14:00 – Millions of computer hours needed to serve studios 15:00 – Spinning up machines 15:45 – Connect with Mark through his email 18:06 – The Famous Five 3 Key Points: It won't hurt to give your customer something for free to start off. Invest in your people. Value your customer's feedback and learn from it. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. [email protected] – Mark's email address Show Notes provided by Mallard Creatives

Nathan interviews Joel Holland, founder of VideoBlocks - a company that distributes over a million clips of royalty-free stock video and audio each month to over 150K customers in the television and video production industry, ranging from professional outlets like NBC to video hobbyists and enthusiasts. They're a 5x INC 500 out of 5000 fastest growing company, and Joel has been named one of the Top 25 under 25 by Business Week, and INC magazine's prestigious 30 under 30 list. Famous Five: Favorite Book? – Influence What CEO do you follow? – Elon Musk Favorite online tool? — Mailchimp Do you get 8 hours of sleep?— "I do now" If you could let your 20 year old self know one thing, what would it be? – "I wish I have lived my college life" Time Stamped Show Notes: 01:50 – Nathan introduces Joel to the show 02:57 – What is VideoBlocks and how does it generate sales 03:00 – Stock media company 03:22 – Elements that creative professionals can incorporate to their projects 03:45 – VideoBlocks was founded 2010 04:00 – Idea of VideoBlocks 04:40 – VideoBlocks' model 04:50 – Started selling by the collection 05:10 – Launched subscription plan as a test in 2010 05:20 – 150,000 paying members 05:38 – Monthly and annual plan 05:43 – Total revenue in 2015 06:15 – Royalty-free 06:30 – 6,000 videographers now shooting for VideoBlocks 07:10 – RPU 07:37 – Created more premium plans 08:00 – The 80/20 rule 08:30 – How much would a videographer get if National Geographic buys his clip? 08:40 – Standard pricing 08:50 – "If National Geographic bought it for 49 bucks, the videographer will get a check" 09:00 – 2 types of libraries 09:38 – VideoBlocks buy clips to put in the library 10:10 – Customers only need to download 2 clips in a year to avail unlimited clips 11:00 – "We want shooters to make as much money as possible" 11:24 – A few million dollars to acquire creative lights 11:40 – "Content is king" 12:00 – MRR 12:09 – Annual churn 12:16 – Subscription business is like a puzzle 13:05 – Churn on monthly plan 13:26 – Returning cost acquisition 14:10 – Customer insights operation 14:25 – Direct response marketing 14:33 – Million dollars spent monthly 14:40 – Example of direct response marketing 14:58 – Joel has a huge number of list 15:15 – Launching other products 15:42 – Weighted average cap 15:55 – Lifetime value on average 16:16 – Blended channels 17:17 – 80 team members 17:25 – Based in Virginia 17:36 – Funding history: Raised under 20 million to date 18:02 – North Atlantic Ventures 18:11 – SBA gives you leverage 18:40 – Interest rate 19:35 – "Currently, we are not raising nor in any acquisition talks" 20:15 – "Going public is a tough process" 21:07 – Connect with Joel through his LinkedIn and website 22:45 – The Famous Five 3 Key Points: Work hard but don't forget to live your life. Give life to your ideas if you want your business to grow. Know your customers and the people who supports your products. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. LinkedIn – Joel's LinkedIn account VideoBlocks.com – Joel's business website Show Notes provided by Mallard Creatives

Ryan Stewman, CEO and CTO of Clyxo.com – the world's only opt-in social media search engine. Ryan has one of the top online training resources for sales people worldwide, and is a best-selling author/contributor to Forbes Entrepreneur, Huffington Post, and The Good Men Project. Listen as Ryan talks about his new book, Elevator to the Top and how he is addicted to success. Famous Five: Favorite Book? – Influence What CEO do you follow? – Elon Musk Favorite online tool? —Leadpages Do you get 8 hours of sleep?— Yes If you could let your 20 year old self know one thing, what would it be? – "I was at the right place at the right time 20 years ago. Just following the path that led me to where I'm at today." Time Stamped Show Notes: 02:38 – Ryan's focus 02:40 – Focus on Hardcore Closer 03:10 – Modern ways to close sales 03:30 – Founded Hardcore Closer in January 2012 03:45 – 35,000 people on his list 03:57 – Content strategy 04:35 – Reasons why Ryan writes for publications 05:15 – Use ads for Facebook 05:25 – Spent $250,000 to grow his page 06:08 – 4,000 unique buyers for Hardcore Closer 06:25 – Elevator to the Top 06:40 – People love Ryan's products and they keep coming back to buy more 07:18 – First year revenue 07:40 – Ryan had an app 08:10 – Total revenue in 2015 08:30 – "I want to be transparent with the numbers" 08:55 – Free cash flow in 2015 09:25 – Other expenses 09:34 – Facebook ads costs has toned down 09:48 – Most significant cost 10:11 – Affiliate marketers 10:23 – 57 people in 30K per year program 10:36 – Estimate revenue in 2016 10:50 – Ryan's salary 11:00 – Ryan talks about his cars 11:30 – Team size 11:40 – Revenue stuff: one-time or monthly? 11:45 – 99.99% one-time 12:32 – Hardcore Closer app to 42222 12:39 – Backend of the app 12:50 – It is a website that is mobile optimized 13:40 – The Hardcore Closer podcast 13:47 – Downloads per month 14:16 – No guests 15:05 – Ryan's book is self-published 15:20 – Connect with Ryan through his Facebook, podcast and website 17:45 - The Famous Five 3 Key Points: Keep your customers happy and you'll gain more. It's good to let people know about your numbers – it gives them an opportunity to learn from them. Do what you love to do. Resources Mentioned: Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to quality of Toptal developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. Facebook – Ryan's Facebook account Clyxo.com – Ryan's website HardcoreCloser.com/podcast – Ryan's podcast Show Notes provided by Mallard Creatives