Navigating the ever-evolving landscape of business and personal growth can be as thrilling as it is daunting. This episode celebrates the bold rebranding of the Evolving Business Minds podcast and features the return of Mike Moll, a visionary who has danced the delicate line between running a Google advertising agency and stepping into his true calling as a sales coach. Join us as we debunk the myths of niching down, delve into the power of specialized focus, and share the courageous leap from traditional employment to entrepreneurial freedom—a journey sparked by a single, life-changing panic attack.
Embark on an intimate exploration of the challenges and victories that shape the entrepreneurial spirit. From dissecting the critical first year of business ventures to the inescapable truth of hands-on learning, such as door-to-door sales, we examine the foundations necessary for profound business acumen. Mike Moll and I don't shy away from the hard truths, examining why businesses falter and how to steer clear of the pitfalls that claim many ambitious endeavors. We cap this chapter with a deep dive into the cruciality of tracking financial metrics, demonstrating through real-life examples how a granular understanding of numbers can skyrocket a business's trajectory.
As our conversation reaches new heights, the spotlight turns to the significance of delegation and the transformative impact of AI in streamlining operations. I reveal a personal anecdote of overreaching and the subsequent revelation that delegation isn't a loss of control but a strategic play to mastery. We then pivot to the potential of AI, particularly ChatGPT, to revolutionize the efficiency of solopreneurs. To wrap up, we connect with the inspiring Mike Moll, whose zest for life and dedication to service illuminate his path. Tune in for an episode rich with insights and strategies that promise not just to shape your approach to business but to radically transform your outlook on life.
Episode Sponsored by: Olive Branch Bookkeeping, Inc
Message from our sponsor: A profitable business needs a tailored financial solution for growth. Understanding your needs and what matters most to you is our #1 priority. We have put together a bookkeeping service that will allow you to take control of your business and future growth.
📲 Schedule a discovery call with Olive Branch Bookkeeping, Inc here: https://calendly.com/caryn-23/discover_conversation
Evolving Business Minds podcast links:
Listen on Apple: https://podcasts.apple.com/us/podcast/evolving-business-minds/id1498316242
Listen on Spotify: https://open.spotify.com/show/0Qqiizmt3UzcbQM9EJFViw?si=cJSjUhPMTSqS5tH0z7SkUg
Links to connect with Andy Silvius:
Follow on Instagram: https://www.instagram.com/andysilvius/
Follow on Facebook: https://www.facebook.com/ResourcefulAgent/
Follow on Linkedin: https://www.linkedin.com/in/andrewsilvius/
Follow on TikTok: https://www.tiktok.com/@andysilvius?lang=en
Follow on X: ...
Navigating the ever-evolving landscape of business and personal growth can be as thrilling as it is daunting. This episode celebrates the bold rebranding of the Evolving Business Minds podcast and features the return of Mike Moll, a visionary who has danced the delicate line between running a Google advertising agency and stepping into his true calling as a sales coach. Join us as we debunk the myths of niching down, delve into the power of specialized focus, and share the courageous leap from traditional employment to entrepreneurial freedom—a journey sparked by a single, life-changing panic attack.
Embark on an intimate exploration of the challenges and victories that shape the entrepreneurial spirit. From dissecting the critical first year of business ventures to the inescapable truth of hands-on learning, such as door-to-door sales, we examine the foundations necessary for profound business acumen. Mike Moll and I don't shy away from the hard truths, examining why businesses falter and how to steer clear of the pitfalls that claim many ambitious endeavors. We cap this chapter with a deep dive into the cruciality of tracking financial metrics, demonstrating through real-life examples how a granular understanding of numbers can skyrocket a business's trajectory.
As our conversation reaches new heights, the spotlight turns to the significance of delegation and the transformative impact of AI in streamlining operations. I reveal a personal anecdote of overreaching and the subsequent revelation that delegation isn't a loss of control but a strategic play to mastery. We then pivot to the potential of AI, particularly ChatGPT, to revolutionize the efficiency of solopreneurs. To wrap up, we connect with the inspiring Mike Moll, whose zest for life and dedication to service illuminate his path. Tune in for an episode rich with insights and strategies that promise not just to shape your approach to business but to radically transform your outlook on life.
Episode Sponsored by: Olive Branch Bookkeeping, Inc
Message from our sponsor: A profitable business needs a tailored financial solution for growth. Understanding your needs and what matters most to you is our #1 priority. We have put together a bookkeeping service that will allow you to take control of your business and future growth.
📲 Schedule a discovery call with Olive Branch Bookkeeping, Inc here: https://calendly.com/caryn-23/discover_conversation
Evolving Business Minds podcast links:
Listen on Apple: https://podcasts.apple.com/us/podcast/evolving-business-minds/id1498316242
Listen on Spotify: https://open.spotify.com/show/0Qqiizmt3UzcbQM9EJFViw?si=cJSjUhPMTSqS5tH0z7SkUg
Links to connect with Andy Silvius:
Follow on Instagram: https://www.instagram.com/andysilvius/
Follow on Facebook: https://www.facebook.com/ResourcefulAgent/
Follow on Linkedin: https://www.linkedin.com/in/andrewsilvius/
Follow on TikTok: https://www.tiktok.com/@andysilvius?lang=en
Follow on X: ...
All right, welcome to a brand new episode of the Evolving Business Minds podcast, so formerly known as Resourceful Agent Radio Show. I've rebranded and we're relaunching the podcast, and what a better way to kick it off with the first full episode than with the very first remote guest to appear on my previous show at the beginning of my podcast journey. Uh, I want to welcome my friend and mentor, mike maul.
Speaker 2:Hey, man, thank you so much for having me. I remember that because I remember when we filmed that episode, it was like a huge, it was like almost like an earthquake impact. You're like I don't, I don't know. We're just like we're not going to be in the room. It's online, I don't know, I don't know.
Speaker 1:But, uh, you know, podcasting was still so new to me that it was like, you know, podcasting in general was new. And then, all of a sudden, it was like you reached out and we just started connecting. I was like, well, let's do it. I just don't know how, and I think I actually asked you for a lot of tips and we just end up using Zoom and figure it out. But that's why I asked you to come on for the first episode. It's been a you know, we were just talking off camera. It's been probably close to a year since I filmed for this podcast. I had started another one for a brief moment. A few months I think we released 40 episodes. But yeah, man, I'm excited to have you here. I think it'll be great for everyone listening. Why don't you take a few minutes and just let everyone know, like you know, what you do, give an overview of what you do?
Speaker 2:Yeah, so I am a sales coach and that's actually used to be used to feel more broad, because I actually never really had a great definition. I was just on another show right before this and we were talking about the permission you must give yourself to niche in a way that feels uncomfortable because your brain goes I'm letting every, I'm, I'm detracting or I'm pushing away all these other people. If I say I'm doing this and like I don't know, I feel like I'm going to miss opportunities, then I feel like it's not going to work out very well. And then the crazy thing is like when you stay in that focus and you stay in that that tone and that messaging, how quickly things you just pick back up the way you want them to is like I've been a wild experiment.
Speaker 2:But for a little bit of context, I had a Google advertising agency for a decade a software company before that, which failed miserably, burned to the ground. But the Google PPC thing was kind of the biggest thing that I've ever built. You know we had up to a team of six. That was the biggest we ever got was way too big for me. I'm very much like two to three person operations, you know, work a little, travel the world a little and kind of just try and enjoy life. But yeah, sales coaching is where I've landed. I've technically been doing it for about two and a half years but you know, just the last few months was the first time ever I've ever defined it in this way. And the way that I did that is I actually went back through all the testimonials of people that I've worked with and I was like what is this thread, what is the thing that like is universal, that people have gotten from working with me?
Speaker 2:And I went back and it was very obvious. It was very obvious that it had to be this, and so that's what I do.
Speaker 1:It's cool to get clarity like that too, because, as you know, you and I talk all the time and full disclosure. You know, we hired Mike as a consultant and he's helped us tremendously in our new business newer business it's not brand new, but yeah, it is funny. You touched on niching down, like some people and I had. I have this thought all the time and I have to consciously remind myself that sometimes it's good to niche down, because if you can't be everything to everyone and just the fact that there's that mental block where you think, if I niche into this group now, I'm leaving all this money on the table, but really you'll end up making far more if you specialize down a path.
Speaker 2:Yeah, and I think where a lot of people get stuck is they think, oh, this niche could be one of a few different things. Right, niche could be. I work with this very specific type of person. Yeah, niche could also be. I offer this very specific service. And so a lot of people think it's like cornering you into both and it doesn't have to be.
Speaker 2:And so in the agency we used to do, you know, I mean, we used to do social media management, advertising, training, build websites, graphic design, and like it was a train wreck. The amount of expertise you need to manage that amount of different services and do them with any kind of quality is like pretty insane. So what we did is we niched into like hey, we only run Google ads. Oh, could you run our Facebook ads too? Nope, go find someone else.
Speaker 2:And they're like, well, you know, maybe I would want someone to do both or more, or full service, like that's fine, but all we do is Google and we're really damn good at it. And so take it or leave it, but like, yeah, that's it. And so what we found over time was we did lose some contracts, but the processes were extremely streamlined. The level of talent and staff that I needed was significantly reduced because, like, one person can manage 20 accounts and the level of specialization like we, just we didn't need to know so many different things. We needed to be able to, like, create our own landing page, write the keyword, write the text of the copy and make sure it was converting at the right clip. And, like, the last four years of the agency were amazing because we just niched into Google ads.
Speaker 1:Hey everyone, I have a quick interruption from the show, but I'll make it brief. I've got something that I think is vital for every entrepreneur out there and it can be a game changer for your business. Navigating the business world demands more than just passion. It requires crystal clear financial insight. That's where our company, olive Branch Bookkeeping Inc, comes in, offering not just book cleanups for those behind on taxes, but also comprehensive monthly bookkeeping, payroll management, corporate structuring and the key to informed decisions detailed profit and loss reports. Thank you forward. So if the thought of sorting out your finances feels overwhelming, let Olive Branch Bookkeeping lighten the load. They're more than just bookkeepers. They're your financial clarity partners. If you'd like to see how our team can help you and your business, I'll include a booking link and contact information in the show notes so you can schedule a free discovery call.
Speaker 1:Well, there's that saying simple scales, fancy fails, and it kind of ties into like. Well, there's that saying simple scales, fancy fails, and it kind of ties into like you know I had. I was part of a marketing company recently. You know that, but for everyone listening, I was helping some friends run a business because it wasn't running very well and offering all these other services made it chaos and you can never really be great at any one of those things. I mean, I think large agencies can figure it out, but usually they dial in a niche, every bit of it and perfect it before you start another one, because just starting one more service adds a million things to your task list. So I do want to dive into your traveling lifestyle. It's funny you touched on. You know you travel the world a little bit like total downplayed what you do because you live. You're from canada originally for everyone listening and you typically live in mexico, but you travel all over and just in the last three months you've been to how many different countries four, four.
Speaker 1:Four yeah, so. So let's dig into that. I want to get like just give us the good, the bad and the ugly of living abroad and working remotely.
Speaker 2:Yeah, so big win is taxes. Now, if you're an American listening, which is probably everybody listening, this is not going to apply, so I won't spend much time on it. But I'm actually a tax-free individual because I've removed myself from the Canadian tax system. I have a setup in the US with a corporation, but I don't live there and I don't have any filing obligations there. So I report my US income to Mexico and everything kind of washes away and I don't pay taxes anymore.
Speaker 2:So now my salary if it's, you know, if I'm paying myself, you know, five or 6k a month out of the business, like, and I'm getting a hundred percent of it and I'm living in Mexico, I mean that's a huge, huge win. So that part's beautiful. You know, the the moving every you know month or every few weeks is not really usually my style. I like to stay in a place for you know two to four months at a time because it is hard to settle into a routine social. I have a very bad habit of not being social for months at a time, like like.
Speaker 2:Oh, I'm gonna be here for two months. I'm just not going to make any friends and I'm just going to do my own own thing. Now, luckily, I've got, you know, great support and great friends that are reachable on the internet. So that's cool, but sometimes it's hard to get motivated to want to jump into a friend's group or join paddle or jujitsu or whatever You're like. Well, it's only maybe for six weeks, so maybe there's no point and you can very easily talk yourself out of um life experience, uh, when you're just temporarily moving. So that that's probably the biggest negative for me. Um, you know, there's like the little things such as, you know, having to go to airports and flights and but I mean, I, you know, my record is I think it did in 2022, I did like 46 flights or something like that, and like you figure it out.
Speaker 2:You got your lounge pass, you get there early. I only I travel with a carry-on only, so it's I don't have to check any bags, and so you know delays and weird 1 am flights they, they exist. Um, that's just kind of part of it. But if you're good at rebuilding your routine from a work and a gym and an eating standpoint, if you can build that very quickly, it makes that transition a lot easier.
Speaker 1:Yeah, and you said you only carry a carry-on bag. Do you have a home base where you keep most of your stuff, or do you literally just own everything that'll carry on with you in an airplane?
Speaker 2:yeah, so I have a carry-on and a backpack. That is a vast percentage of my worldly possessions. I do have a few things at my mother's house in canada. So I have my golf clubs, I have my funeral slash wedding suit and I have a couple like hoodies and winter clothes, because I sometimes go to Canada when it's cold, and I have one box of memories. So this is stuff that I collected as a kid, things I was gifted photo albums and stuff like that. So I've got one bin of that, one bin that's like shoes and hoodies, uh, and then some golf clubs, but other than that, no, I mean, I really pared down.
Speaker 2:I used to have a huge wardrobe. You know eight, nine, 10 pairs of shoes and suits and this and this and this, and it turns out it didn't do anything for me. I actually didn't care. When I let, when I released them, when I let them go. It actually had no impact on my life and I'm like well, I hate checking a bag, considering how much I fly that process like time spent of your life and cost of like, like paying for your luggage to go on a plane it just doesn't make any sense for me. So I keep it simple.
Speaker 1:You know there's a big part of it that I think I would struggle on multiple things If I were in your position. Just, we just moved, as you know, moved to Arizona, get down in some warm weather, but even just moving to a place where we're permanently going to be, it's hard to rebuild friend groups, right, it takes time. So traveling for months at a time or only months at a time, I think that'd be difficult. I think I would struggle with it. Um, the fact that you don't have to have a lot of material possessions is appealing, like when we've moved even now, like we just went through and cleaned out, we moved and got rid of a ton of stuff and then we still were going through stuff where we're like this has been sitting in a closet for the entire time we've lived here and it's been, I don't know. We're going on like nine or ten months now and, uh, it's kind of crazy how much like just crap you accumulate. You know when you're living in a house permanently.
Speaker 2:So and I mean the other thing is having kids right. That make that's a big variable that I don't have. I remember I had an apartment in Toronto that was rented out through all of the main COVID lockdown and then they tore the building down so we we had to go back. I went back and like they're like, okay, you get to take all your stuff out. And I was like, looking around, I was like is this oven and fridge and kitchen Like this is mine? I still own this. Oh crap, like it was such, like I was shook. And so we just went on Facebook marketplace and we're like everything's going at a fraction of the price. Just show up, the door's open. And we had two days where the door was open and people just go in. They're like I want that, I want that. How much? Like what do you want to pay? 50 bucks? Sure, like just the.
Speaker 2:The fact that we made any money instead of having to pay to put it at the dump at that point was like just a big, big, big win and we were saved, yeah, saved you the time from even having to move it yeah, yeah, but it was funny because that was going on two and a half years no, no, a year and a half of traveling and owning nothing and then going back to a full apartment was like, oh man, it like really messed with my mind. I was like this this is all our stuff like 30 something plants and 50 inch plasma tvs, and like it was just like what, where did we get all this stuff? What's going?
Speaker 1:on and this was yours, that, and you rented this place out like it was your apartment yeah yeah, that's crazy. I'm surprised that you had all that stuff in there. For tenants, was it like more of a short-term rental?
Speaker 2:well, originally it was supposed to be a few months. We were going to do six months of exploring and this was february. We left february 20th 2020. We went to Mexico and we were supposed to be gone for six months. So we had an Airbnb for a couple of months and the original guy stayed there and then the person who was supposed to move in next was like we can't get into the country. This is like in April of 2020. We're like, oh right, because canada's completely locked down, so we just post. It was I love instagram. It's my favorite thing. It solves problems so fast. Did one instagram story and it was like hey, I have a 900 square foot hard loft in downtown toronto that's open to rent. Who wants it? And our a friend of a friend who was a photographer. He went in, looked at it and he's like, uh, yeah, I can use the space for like, product photography and all this stuff. So he ended up there for two, two years that's wild.
Speaker 1:So that's around. The time that you and I met was is early, early 2020. It was right around when covet hit, so you had just gotten down to mexico. Had you been traveling to mexico prior to that? A little bit yeah, we did.
Speaker 2:Uh, we did three weeks at one point and then we did like a month and a half as kind of just our like trial run. But we were supposed to go to Mexico for three and then Victoria BC for one and then Costa Rica for two Because I had a speaking event in Victoria, rica for two because I had a speaking event in Victoria, and then we my friend and I had rented like a 12 bedroom mansion in Costa Rica to host an event it was gonna be my first like retreat event, um, and luckily we ended up. I felt bad for him. We got a travel credit from Airbnb of like our deposit was like $9,800 and so he's like, uh, well, I guess I'll just give you the cash because, like I couldn't, it was all in his account.
Speaker 1:So but you couldn't. Could you not go out there because of covid?
Speaker 2:yeah, the country was locked down so crazy yeah it's wild man.
Speaker 1:It feels like kind of a lifetime ago, but it really wasn't. Um okay, so you recently posted a throwback picture of you as a kid or maybe as a young teenager, dressed as a business owner. So this is kind of a two part question. So have you always envisioned yourself becoming a entrepreneur or business owner? And then how did, like your early life experiences kind of shape your career choices and like what you do today?
Speaker 2:Sure, I always knew that my life was different. All I had around me was people that worked for companies. That was like everyone in my family. I had no entrepreneurial role models, never even really a thought of it. Nod at me when I was like, oh, you could like go work with this big insurance company, I was like I don't want to do that, and even even things that like normal people do and like I don't like any of it and it sounds like really weird to say, but like I hate going to weddings, it is my least favorite place to be ever.
Speaker 2:I'm like yeah this is just the thing that like everybody, it's like the same thing that everybody does, and they're like. This is our unique spin, because we got these doilies that are orange and. I'm like, oh what.
Speaker 1:And so everyone's living the same repeat like pattern.
Speaker 2:So I've just, I've always been like really disassociated from that, but I didn't know what to do with it because I had no influence. I had no influence and so when I was young, I, you know, I had my own little business operations when I was like like I started working when I was 12. And I had my own stuff from like 14 to 17. Plus, I was working two jobs while I was in high school and I was like playing poker, shooting pool for money, doing like all kinds of stuff, but like I was making more money than my teachers at 15 years old.
Speaker 2:That's so wild, a hundred percent. And so that thing was always there, but I didn't have any way to harness it or to nourish it in any way, and so, after I tried, going to college did not work. I was there for one semester and then I went back to the job selling. I was in sales selling flooring like hardwood and tiles, and I was there for a while, got recruited into an insurance company and I was in that world for about six years and I felt suffocated.
Speaker 2:Like every day I felt like I couldn't breathe. Every day I felt like my creativity and my spark was just being like completely suppressed, felt like my creativity and my spark was just being like completely suppressed until finally one day I had a full on like panic attack in the parking lot of my place of work and I ended up quitting on the spot. So I never really got technically into entrepreneurship until 10 years ago. And that was on the back of like I quit and I was married at the time and she's like cool, like where are you going to get your money from? And I'm like I'm going to make it, I'm going to figure, you know. It's like just yeah, it'll be fine. And so you know, the business started two weeks after I quit that job and it evolved into the agency. But it came with a lot of learning curve is probably the right word. It was difficult.
Speaker 1:I don't think there's ever a there's never an easy way to jump into becoming your own boss, right like, you probably face challenges, but those challenges you learn from and then you adapt and you get better over time. Because I think I mean it is it's easy to get stuck in, like if you hated what you were doing. I mean I was kind of in this phase for a while, right like when I was a mechanic for a long time. There was a long period of time where I just I hated it, I did not want to show up to work same similar scenario and but I couldn't afford to just quit. I mean you never can, you can never afford to just quit.
Speaker 1:But we weren't financially prepared. I really didn't make enough money to like stock up and I had kids and so there was just all this weight. But then, you know, when I did finally leave, I was definitely not prepared. I didn't have enough money in the bank. I think I had a three month window where I was like I got to go sell some houses, because it's when I was in real estate. I got to sell some houses or I'm going to be broke and we're going to lose our house but I had my back against the wall and it pushed me to to lose our house. But I had my back against the wall and it pushed me to figure it out. And was it clunky? Absolutely did so much.
Speaker 1:I made so many bad mistakes over the last, you know, six, seven years, but I wouldn't trade it though um so how did uh, can you, can you recall a specific moment or event that set you on the path to where you are today? I know it's kind of similar to what you were just saying, but was that the moment when you had that breakdown that really triggered you to go down this path? Yes and no, indirectly it did.
Speaker 2:So my body's guttural rejection of the life I was living caused the event. But what I was going to do with that energy on the back end, I had no idea. But, similar to you, I left with like, not a lot of backup, not a lot of you know, not a lot of anything. And it was that pressure of like cool, like you need to make money in the next short period of time or, you know, you're gonna run into some problems. And for me, man, did my superpower push through. At that point I was like cool, I will just do stuff, I will just do activities for 18 hours a day until somebody gives me money, go for it. Like test me, let's go. And so I don't know. It sparked something in me where, like I got laser focused, I was working wild hours for the first year of business, especially because we were doing this app which, you know, before it was built, could not be monetized and so we needed to make money through other means and other channels to fund two full-time software developers.
Speaker 2:And like and we were you know, we were paying everybody. Every cent I brought in was like cool, this will buy groceries and then this pays for this guy's salary. And I distinctly remember, like I distinctly remember, it was a Wednesday and our payroll was the next Thursday and we had like 700 and something dollars in the bank and we're like, cool, we need like 9K by next, like in the next eight days, we need $9,000 to pay to keep people working. And it was like and I remember my business partner, steve at the time, and we were just like, okay, cool, well, that's like a thousand bucks a day then, all right, and it was just this, like automatic, okay, then let's just go do that.
Speaker 2:And I think that interesting honed me and that trained me in a way that like I had no fear about it. You know, if it went, it went and there was a lot of stress, obviously, but it taught us of it. It teaches you when you have like that much financial obligation not that that's a big payroll, but it's a big you when you have like that much financial obligation not that that's a big payroll, but it's a big payroll when you have nothing coming in and like no money and so, yeah, it just it got me in this mindset of like, okay, if I need a thousand dollars a day, that means I need to sell one thing every two days, which means I need to contact about 375 people to get the amount of phone calls required to get the sales calls, and then that many sales calls to get the sale. So I was like, cool, then I'll just. Over the next three weeks I'm gonna contact 3,000 people.
Speaker 2:That's it that's the game.
Speaker 1:But what you're discussing, like what you're explaining, that whole framework, yeah, you were thrown into it, but that's something that most people don't pick up for a very long time, like simplifying what you need to do. And I remember, specifically in real estate I mean you know it was similar I had to go call a lot of people to get one appointment and that one appointment probably didn't convert, or 50% of the time it converted. So like you quickly start having to put that together. But I had that were sitting there saying, hey, let's break it down this way and like showed me how to to navigate through it. But the fact that nine grand in in nine days, basically like that's a big amount of money that a lot of people have that block where they're like I can't come up with nine grand like they, they immediately shut down. You guys just put it into simple terms of like, okay, it's a thousand dollars a day. How do we make a thousand dollars a day?
Speaker 2:Yeah, yeah. And I part of that came from my experience selling with, with the business partner. So he had a an in with a marketing firm. I had never sold advertising. I didn't even know what a Google ad was at this point and and so he was like, hey, I can get us a job. And I was like, okay, like doing what he's, like selling Google ads. I'm like, okay, I don't know what that is. And so we walked in. I went into it I'll never forget, went in on a Monday, no a Friday, with a suit ready to do a job interview, right, and he, literally the whole process took about 46 seconds. We walked in. He goes michelle, you explicit. This is mike. He works here now. He needs a base salary. All right, we'll be back on monday, mike, let's go. And I was like what, what just happened?
Speaker 1:you didn't even answer any questions no, we didn't.
Speaker 2:We didn't even speak and I was like I was so embarrassed I was like, oh yeah, I mean, yeah, nice to meet you. I was like, okay, what just happened? He goes yeah, you're on a base salary now, we're good. I'm like, huh, now the base salary was atrocious. It was like a thousand dollars or 1500 bucks a month, so like that, you know you had to go and hunt, but you know we went door to door.
Speaker 2:I sold door to door for quite a while doing that, not even quite a while, but I think it was the putting in the reps and that hunger and that desperation that the learning curve happens that much quicker. I do think, admittedly, that there's something in my mind that connects with these concepts more naturally than other people. I've heard that from people who are seasoned business people. I get asked to come into meetings where there's, like you know, 15 execs in the room and then there's an agency that you know there's like nine people presenting this huge presentation. Like can you just sit and listen to this and see if it makes sense? Like I get invited to that because my brain just like unpack I don't know how it does it it's a very intuitive thing for me, and I know that not everybody has it, so I'm grateful for for that. But I think part of it also was just, yeah, that, like you know, make money or starve mentality, yeah, and the fact that you were doing door-to-door sales.
Speaker 1:You know I don't mean to keep bringing up my experiences too, but it's relatable because I I started having to go door to door to just make it work. And it is hard, you know, it's difficult, it's not comfortable, it gets you out of your shell very quickly and it also like what I want to do door to door sales forever, no, um, but it teaches you like the base of like okay, like, if you need to go out and make money, do everything you can.
Speaker 1:Where most people don't want to pick up the phone or they don't want to, you know, put themselves out there with a video or whatever it might be yeah like those disciplines of like hey, I have to feed my family and pay my bills and I'm not getting enough from the phone calls, so let's go door knock 100 doors today you know and you're just sitting there.
Speaker 2:No, go ahead. No, I see it all the time because I get a lot of people. Now that I have a bit of a bit of a profile, I sound like an idiot. I, I have some profile on the internet. It's not anyways, but the point is I get a lot of people that reach out and say, hey, like I need a mentor, I need can you give me some guidance? And like.
Speaker 2:My answer is always this yes, keep a log, a call log or a video log or a something, develop whatever you think the offer should be, and contact a thousand people and then come back to me with the stats and the results and we'll break it down together, because everybody wants the easy button, they want the like oh, can't you just tell me this like one secret technique that does the thing? And it's like no, because you don't even know if people are gonna respond to your offer. You talk to 200 people and then they all say, hey, this doesn't make sense, I would never buy this. Okay, then what? Hey, what would need to change? What would this need to be for it to make sense for you to want to buy it? Okay, cool, now the next 200 people. Maybe it's a pricing problem and then maybe it's a positioning problem, I mean, but by the time you've had a thousand people you've communicated with.
Speaker 2:If you can't figure out your own problems, then you have a bigger problem than that, and so for me it's like go put in the reps. It's like go put in the reps, I will give you the guidance, but if I don't see the work put in, what am I gonna? I'm not gonna anything. I tell you for free, as a mentor. What is it gonna do? You're gonna say, oh, the thing he told me to do was a lot of work. Cool, I'm gonna seek the next person who tries to give me the easy button, and what that is is. That's what a lot of the internet marketing is nowadays, which is which is terrible. But yeah, that's what I always push people to do. It's like you don't have to go door to door, but I want you to have a thousand interactions and be told no, or whatever the case may be. Um, and if you haven't done that, you don't understand yourself or your product enough to get help.
Speaker 1:You know it's funny I have this kind of rough idea for a solo episode I want to do. This is something I have struggled with, more so within the last six to nine months as I've shifted out of real estate and begun running this other business with my wife the bookkeeping firm, and we're launching some new services soon with the consulting. But this episode I want to talk about is the marketing trap, because it's like everybody, what you just explained people don't want to put in the reps, they don't want to do the hard thing that is actually going to get them the business, and instead go to like oh, how do I make social media posts or how do I do this? And I have caught myself with her business, specifically because I'm I'm more there to like, facilitate, helping her grow sales and the marketing. But I have caught myself kind of in that marketing trap where it's like, oh, I just need to go run ads. It's like, well, maybe we just need to get on the phones or maybe we just need to go do like back to the basic stuff.
Speaker 1:But most people don't realize how much money is left on the table and business owners I'm friends with could organically be bringing in leads and instead they're trying to figure out how to scrounge up $500 a month to run ads which may not convert, you know. So they're running for a few months, they don't, they can't afford it, so then they turn them off. But instead, I mean, I've talked to you about just simple stuff, about how we've incorporated cold dms and cold email and we've gotten thousands of dollars in. So, um, and those are still a little bit more, uh, passive. You know they're not as aggressive as getting on the phones, but it makes a big difference. Um, I want to shift gears slightly. You know they're not as aggressive as getting on the phones, but it makes a big difference.
Speaker 1:Um, I want to shift gears slightly. You know, because you are a consultant, you're working with a lot of business owners. I want to discuss building sustainable businesses, and it ties into what we're just kind of wrapping up here is just, there's so many people that are talking about the easy way, right, and the entrepreneurship is this buzzword, and being a business owner now is like this thing, where it's like it's cool, but people don't realize how hard it really is. I pulled some data. Let me look it up real quick. So I pulled some data from the Bureau of Labor Statistics and this is pretty consistent over, I think, the last 10 years or so. But it shows approximately that 20% of new businesses fail during the first two years of being open, 45% during the first five years, 65% during the first 10 years and only 25% of new businesses make it to 15 years or more.
Speaker 2:Yeah, underreported, I would say.
Speaker 1:Yeah, yeah, and this could be old data. It varies, for sure, and there was other stats I could have thrown in here. But so, with your experience as being a business coach and having run businesses yourself for you know quite a long time, what are some of the main things that cause businesses to fail and become a statistic, like I mentioned before?
Speaker 2:Yeah, and become a statistic, like I mentioned before. Yeah, the biggest thing that I try and push people away from across everything is width versus depth, shiny object syndrome, comparison, lack of focus creates this ecosystem where you always think I need to go wider. So, hey, I have this agency. It does Google. In order to make more money, I need to add more services. Hey, this Google ad is working at generating me leads. I need to run ads on TikTok and LinkedIn and on Facebook, and the truth is most people never hone in and they never. They never nail, optimize them the thing that's working. So, if your Google ads business is like generating people results, just get 10 more clients like that, yeah, if you're, if your Facebook ads are generating you like high quality leads at a price that's profitable, why are you creating a TikTok account? How much money can you spend on meta first? And so I think and it happens a lot of times at the end of the, that was, that was our biggest thing in the agency.
Speaker 2:It was like January was like the brace for impact. Everybody wants to have a call to review their account, everybody wants to talk about new channels and everybody wants to talk about this other thing that they saw on YouTube or that their friend introduced them to over the Christmas break, and that was all we were doing. We were just fending off stupid ideas. Every January. That was the number one thing and I was like, hey, all my and my whole team. I'm like, hey, if you get questions about like, why are we doing something or can we be doing this other thing, point them to me, because I got a narrow and so it got to a point where I was like, hey, listen, I know what this call's about. I know you got this crazy idea to start this YouTube channel, but the truth is you're not interesting enough and your business is boring and like. It just needs to be Google ads. That's it. We don't need to be anywhere else. Okay, okay.
Speaker 1:Okay, fine.
Speaker 2:And, like every single time, you could talk them off the ledge, but that's what happens, right?
Speaker 2:They see their competitor, who they consider bigger and better and whatever, and they say, okay, well, they're doing this thing, so we have to do it but you don't know what variables are controlling that, and so the lack of going all in on something that's working whether it's a service or a marketing channel or whatever the case may be that is a number one thing. That sidetrack distraction we're going to go wider on this thing instead of going deep is probably the biggest killer.
Speaker 1:And it's a challenge. I mean, I have struggled with it. I struggle with it all the time and I did it. I struggle with it a lot during real estate because you're always trying to figure out like what's the next thing, and I think that's why I got so burned out so fast as I just was trying to do everything. You know I could have avoided doing a lot of stuff and just gone really deep on podcasts and like one other thing you know.
Speaker 2:Yeah, and I think the second and it's like almost as important thing is lack of measurement.
Speaker 1:Yes.
Speaker 2:So I see it all the time we we run ads for this law firm. I just got off a call with the CEO earlier today and we were talking so before we used to track like, okay, cost per click, how much it would cost to get a lead, and then you know they would say, oh, we got more leads, so it worked out.
Speaker 1:But it was like no, no, but you have leads coming in from other places.
Speaker 2:So how am I going to ever convince you to spend more money? And I don't want to convince you, what if you're making money? So finally his team started tracking okay, this lead that came from this Google ad because we have a separate tracking system that note is going to go into a CRM, into a database that tracks all this stuff. Now when those deals close, they're reporting back to us and I said, okay, so we've spent on one campaign. We've spent 30K in the last six months and they've had 58 people convert and they get $5,000 for each customer that converts.
Speaker 2:I can tell you right now that 58 times 5,000 is a lot more than 30K, and so when I brought that to him, he goes oh, we got to spend more money? Yeah, you do. And so that lack of measurement makes all these shiny objects sound better. Because you're not, you don't know what you have now. You're not. You don't know what you have now. If you knew that you're, if you knew that your Google ads were getting you a seven to one return on your investment how many?
Speaker 2:how many more dollars can we put on it? Yep, but you're running these channels blind and you're not measuring anything, and so the idea of switching feels good because you don't even know what's happening. And then how do you decide what to invest in if you don't know what's happening? And so lack of measurement is rampant. And I've I'm talking like I was the fractional cmo for a 19 million dollar a year business and their tracking was terrible. And I'm like how are you making decisions right now? It's crazy, so like it's not just the little guy, it's, it's a lot of people. They don't know how to manage data and they don't know how to let that information tell them a story about what's going on inside their company.
Speaker 1:They don't know how to manage data. It's, and sometimes it's just like they don't know what to track and it. I think it's become more of a natural thing for me because I've run businesses and I so I'll give you a little quick story. When I was in real estate, I worked with my mentor who's one of my best friends now and I remember they were telling me to track my call logs. So I would track, like, how many calls I made, how many appointments I set, how many buyers converted, like everything right, I have a whole sheet on it. So every day I would make calls and I don't remember the exact framework. But but something happened where I just told him I said I don't, I don't buy into this like tracking thing. Super, like, why would I say that, right, I'm just being stupid? And he got pissed at me. He's like you, you track for the next two months and tell me it doesn't make a difference in your business because you'll know exactly where to go. And he was really stern about it. I was like, okay, dude, I listened to him and I was like why did I ever make a dumb comment like that? But nobody no, I shouldn't say nobody A lot of people we discuss finances with.
Speaker 1:Like you know, obviously, with my wife running her bookkeeping firm, there's a lot of people that have no idea where they're spending money, how much money they're bringing in. They don't realize how profitable they are. And this happens all the time in real estate because real estate agents have they're mostly concerned about the next deal, right, they're not thinking about like a business and those numbers make a huge impact on what you do. We we track everything down to every DM that sent, every fault message and I know how many people have converted and how many messages it took to get a sale. But it allows you to make very clear decisions in your business when you know what that looks like and even with a profit loss, if you have a bookkeeper who's tracking your income and your expenses and everything and you can go back through the entire year.
Speaker 1:I was helping review a profit loss with one of my friends who had a marketing company. It was like you want to do all these 10 other services that you made jack shit on and this one service is where you got most of your revenue, yet you're spending the least amount of time on it. Yeah, it's the easiest one to fulfill, you spend the least amount of time, like if you just put 10 more effort into it and really you should go all in on the one thing and sell, get rid of everything else. But I don't know people, just you can tell them to track this stuff. It's very hard to convince them to do it.
Speaker 2:Yeah, yeah, and I mean I've contemplated opening a service like that like a dashboard data story, like I do. I do, I've done it for a few people that I know, and it's crazy because they're like well, I don't run ads, I don't whatever. Okay, but do you put out content organically, right? Well, how many people came to the website from each platform? And if you know, if you had 50 hits in this month from LinkedIn and 50 month hits from this month on Twitter and you had five people fill out your application from Twitter and none from LinkedIn, is that traffic equal? No, it's not. It means Twitter is crushing for you and you should go all in on twitter, and so it's. Sometimes. It's the most simple thing, and I've considered a business like a data intelligence service or like a dashboarding service. I'm still like, it's still on my mind, but that's one of those shiny object syndrome things, right. So I'm like, okay, bite your tongue, stop but I think it sounds.
Speaker 1:It sounds like a great idea.
Speaker 2:I think that the hardest part would be convincing them why it's important to track it yeah, because that's the first mental block yeah, and I think you do it through stories, right, like hey, someone just like you wasn't tracking, and here's, here's, we put in these couple of simple measurements and here's what we discovered. And they're like oh, I bet you I've got a bunch of that in my book, I bet you I've got a bunch of those problems in my business right now. Right, and so like, to me it's the storytelling of like, cause it's less, it's less ROI, cause it's not a marketing campaign, but ultimately it can be, cause if they're saying well, I'm spending, you know, 5,000 a month evenly between these three things, and you realize, oh, like, this actually has like a negative and this one's a barely a break even and this is getting us nine to one and this is actually floating every other effort that we're doing in marketing. Well, guess what?
Speaker 1:Yeah.
Speaker 2:Now you know. Now you know where to turn, and so I think it can be done that way. But the collection of data and like getting into like who made our Google analytics again part of that, part of that process sounds crazy and drives me crazy even thinking about it. So I'm on the fence.
Speaker 1:So what would you say? Okay, so we discussed what causes businesses to fail, but what are some things you've seen successful business owners do or implement that has had a major positive impact on their business?
Speaker 2:Two big things Understand your customer better than they understand themselves, right, and so there's a bunch of exercises that you, that I, I do, and different I mean, everyone has their different way of doing this. But I think it's like when you can get inside the mind of your customer and speak to them in the way that they process information, the, the unlock that comes from, that makes all of your marketing, makes all of your sales, it makes all of that stuff significantly easier to come out of your mouth. So that would be a big thing is inside of the mind of your customer and really understanding those pieces. And then I think the biggest thing is shake the ego and get rid of stuff that you suck at. The truth is, if you try and wear every hat inside of your business, 80% of it you're going to suck at. Now you're still going to figure it out. It's still going to get done.
Speaker 1:Right.
Speaker 2:But it's not going to get done at a level that's going to allow you the mental clarity to do the thing that you're good at. So, for me, I don't answer my email, I don't book appointments, I don't manage my calendar, I don't research or book any of my travel and I travel a lot. I have a person for that, because I know that I'm going to get. I'm going to open a bunch of tabs on Airbnb and a bunch of flight websites and I'm going to. I've done it. I booked a hotel. I showed up to a hotel three weeks before I was supposed to be there Three weeks In Tulum.
Speaker 2:I swear. And they and they're like wait, what are you? Why are you here? What's your name? We don't even see. I'm like let me show you the reservation. Oh, that's literally 21 days from now.
Speaker 2:Cool, like that's happened to me multiple times because my brain doesn't focus and I get excited about stuff. So I want a document that's like here's three options for this, here's three options for that. And then I just point like I just booked a flight to Toronto today. My assistant sent me three price ranges, depending on what class, whatever, with my certain criteria that I wanted. And then I was like cool, book number one for me. So it's booked, it's in a travel planner. My life is simple. It's because I don't have attention to detail. I'm very poor with attention to detail and so when I have to do stuff like fill out forms or follow up, do some instruction, reporting something to the government, like I've lost and I could do it, but the amount of mental bandwidth it takes away from me and my creative stuff and the stuff that moves the business forward, it's not worth it.
Speaker 1:And so take less money, bring on the help as early as possible so that you can leave your mind open to the thing that you're great at yeah, yeah, I agree with everything you just said and I I relate so much with this because I I like delegating things off my plate, but there is always a transition period when I have a lot of new stuff, when I'm like, oh, I can't have anyone else do this right now, like there's this weird block sometimes where I you convince yourself or tell yourself a story that no one else can do it better than you can, even though you can't do it well, and it's always like I have to snap myself out and go dude like I'd like have someone else do it.
Speaker 1:If they can't do it correctly, then find a different person. But I get in that trap sometimes, especially when I'm starting new stuff. I start taking on all these things and then I realize, yeah, I'm not good at most of this stuff and then just learning how to delegate it, realize, yeah, I'm not good at most of this stuff, and then just learning how to delegate it, yeah, and I mean, it comes with time.
Speaker 2:Like my first five years in business, I was so ego driven. I was like, no, no, I have to be the best at everything and I would go out of my way to take a course, learn how to do something in graphic design, just so I was better than everybody around me at graphic design. Like I was never good at graphic design, I wasted half a week studying the you know the whatever the compositions of photos for effective advertising, when I like never ended up doing anything with it. It was such a waste. And so I did have a big ego when I started and it took a lot.
Speaker 2:It took almost losing the business and having to fire all my employees to realize, oh cool, yeah, you wasting all your time and energy and your mental space on useless things that you're never going to be good at is not a good use of your time. You need to calm down and, like, I had people on staff who were experts in the field and I was trying to be like, no, no, but this is the direction it should go, like, shut up, what are you talking about? Yeah, so shut up. What are you talking about? Yeah, so it took a while. It took a while. It was probably a bad, a bad boss for a while, it's true.
Speaker 1:So I've got two more questions for you. I know we're getting close to wrapping up, so AI has been something that everyone's talking about last I don't know what was it last year and a half since chat GPT came out and it's now this like buzzword. But what are your thoughts on AI and how do you think it has affected business owners and entrepreneurs currently and how do you think it will affect them in the future?
Speaker 2:Yeah, I think that it's disturbing people's minds a little bit more than it needs to. I think everybody's in this like tailspin it's going to take my job a little bit more than it needs to. I think everybody's in this like tailspin it's going to take my job. It's going to solve all this thing. Yeah, intuition and human connection in a lot of the stuff that we do cannot be replaced by a computer. It's not possible. Now is my team operating 50% more efficient because we've built custom GPTs and we've got them using AI for stuff? Yeah, absolutely so. Is the like workload expectation higher for them? Yeah, because they have a robot doing half their job. So why would they not be able to do more? So, like, for me, it's an enhancement more than it is something that's ever going to take over. Now, I'm not at the forefront of it. Like I use it.
Speaker 2:One of the things I was taught by this guy, mark, I was on his podcast. He does AI training for solopreneurs. Basically, great little niche how do I supplement and solve business problems using AI? So you go to him. He helps you build some processes. And so he said, hey, if you're gonna get good at it, if you're gonna get used to it. Take out the little phone icon in the bottom left of your phone so you know how, like on your cell phone, you've got those. On an iphone, specifically, you've got the four buttons at the bottom. Yeah, anybody who's watching on video will see. So chat gpt is my bottom left. I took out the button for phone calls and I have it as a chat gpt app, and the reason I did that is he's like just you'll, you'll learn what it's capable of if you use it for everything. I was like okay, cool, and so now, like I don't use google, I don't google anything anymore if I'm googling a recipe. Do you have you ever seen a website for a recipe? Lately?
Speaker 2:it's so seo content injected it takes like seven or eight scrolls to get to how to make the stupid thing. It's crazy.
Speaker 1:There's pop-ups, it's usually a bunch of spam ads. It's a ton of BS in there.
Speaker 2:Yeah, I made the most incredible bone broth two months ago on the recipe from chat GPT. I'm like how do I do it?
Speaker 2:I got a bunch of state it's in the freezer on a bone, I need bone broth, I go boom. Here's the seven things, a way to do it. It was the easiest thing in the world, so we use it. We build custom GPTs to help enhance content. Um for ideation, to extract ideas from books that we don't want to read, which is nice, um. So you know, we use it to enhance a lot of stuff. I would say it takes it makes me need less people.
Speaker 2:it takes it makes me need less people. I will say that. But I think this idea of like the giant business like nothing about that is attractive to me. My little three person team right now is like perfect, like everyone has their function, everyone like is chill, it's not a lot of people to manage, it's not like it's just a simple business, and so it has really enhanced the lifestyle business Like the thing that I want to be building for me and then I'm helping other people build of like okay, you would usually have to go out and like find someone who's an expert in this thing and then you only really need half of their horsepower mentally because you don't only need a very like small subset of what they actually do.
Speaker 2:I like being able to get that from ChatGPT now and, admittedly, like I hired when I was transitioning this business, like I spent $750 for one phone call multiple times and I'm like I just want the answer on SEO. I want to know if the way I'm thinking about it is right and I just want you to tell me point blank yes or no. I know I could take a course. I'd rather just pay the CEO of a company to tell me the answer, and so I did that, but I needed that direct expertise. But now that he's given me that the little pieces that I'm actually deploying like I'm using AI to help me with that- so I don't want SEO as an entire marketing channel.
Speaker 2:I'm just experimenting with it.
Speaker 1:If it starts to take off, maybe yeah, but right now it's like working and I'm doing it with AI and I'm like cool, that's a nice little bonus. So, yeah, we use it for enhancement and we use it the same way Our team, you know, we've got multiple VAs that work for us. And so social media ideation like I have ideas a lot of times, but it's not, it may not be a super clear idea and I'm a visual person, so sometimes it's like I'll write down what I have like basics of and then give it a prompt to like help me finish it. It may not be what I use, but it gets my brain of like okay, perfect, so like, this gives me, this gives me something to work from and I can build it from there.
Speaker 2:Yep absolutely.
Speaker 1:So, okay, one last question. I like to have an action item for everyone listening to the show. So if you could leave listeners with one actionable item, that would have a positive impact on them today. What would it be and why?
Speaker 2:Got it. Here's what I would think about in terms of the first steps to delegation, because I think a lot of people think about delegation as this like daunting task and I have to bring on a full-time person and they have to have all this programming. There's an exercise that I do that helps you establish how and what to delegate, so there's three steps. I'll make it quick. So first, write down every single thing that you do, look at your calendar for the last month and make a big list. It should be a pretty damn darn big list. I apologize If you are running a one person shop. I send invoices, I schedule sales calls, I post social media, I write, I do all these things.
Speaker 2:Make a big, big, big, big big list. Step one. Step two get a chart, four columns in your chart, and the columns go $1, $10, a hundred dollars and a thousand dollars. Those should be your four columns. So what I want you to do now is take your entire list of items that you do over the course of the month and I want you to put them in a column that is equal to the value that task has to move the business forward.
Speaker 2:So if I'm leading a strategy session, that's a thousand dollar task. If I'm responding to, you know, someone reaching out, trying to get on my podcast, that's a $1 task. And then you assign them right, Like you know, sending a proposal, probably a hundred dollar task. And so allocate the value of those tasks to your business, how they move you forward. And what should typically happen is about 80% of your tasks are going to fall into the one and $10 buckets, and then it's going to be like 15% or $100 task and 5% are, you know, you're going to have maybe two or $3,000 tasks. So then what you do is you say, okay, there's a whole bunch of stuff that I do right now that doesn't actually make the business move forward. Maybe it's essential? Maybe it's not, but like, what do I actually do with these things? Next, what you're going to do is everything in the one and $10, you're going to group them together in a category, and so that category could be administrative, that category could be creative, that category could be finance.
Speaker 2:There's a bunch of different categories, but however, they all feel like they meld together From there. You look at the categories and you look at the tasks within them and you whatever one makes your stomach go. I wish I just never had to do that ever again. For me it's administrative tasks checking the email, responding to stuff, booking people in on my calendar, Like. Everything about that drives me crazy. I hate it with a passion. That's what you can delegate first Everything in the one and $10 bucket that are in categories that you don't like or you're not good at. That's how you figure out what to delegate first.
Speaker 1:I like that. I have something similar. I like your idea better than what I have. I have a checklist style that is I didn't come up with it, I don't know the name of it, that, um, I don't know the name of it, but it's like urgent and important. Uh, not urgent but important. You know, important but not urgent. There's like there's like four breakdowns and it's like the first one it's priority, do it right away, like you've got to get these done. And then the second one is schedule it. Third one's delegate the. The fourth one is like if it's this low, just get rid of it, don't do it.
Speaker 2:Yeah, I often find that there's like 10 to 15% of tasks that someone is doing within their company and they have no idea why they're actually doing it. When it's like really broken down, you know, you ask why three times and you get the real answer. It's just like well, I had to do it at this one point and then it just became part of my routine and now I still do it. Cool, what would happen if you never did it again? Processing, processing, processing Probably nothing. It probably doesn't matter. Cool, do you know? You're spending like six hours a month on that thing. That doesn't mean anything for you. So that's super common, super, super common.
Speaker 1:I like how you broke it down, though, because allocating dollar amounts to it makes you realize really quickly how much time you're wasting on low money producing activities, and I would almost say that that's a big reason why businesses don't grow very quickly. We're focused on the wrong stuff, myself included. It's easy to get in the trap. As we're talking about this, I'm like man, I need to go reevaluate all the things I'm doing right now, cause there's a lot of stuff that I should hand off to my team. So well, dude, I'm super stoked to have had you on here. Uh, it was great, I think, for everyone listening. This should be a ton of value for you guys. If we should have plugged your stuff at the beginning, I'll make sure it's in the show notes, but before we sign off, where can people reach you if they want to get in touch with you for your services or mentorship or anything?
Speaker 2:Yeah, perfect. So from a service side, mike mallco, m I K E M O L Lco. Um, if you just are interested in this, like weird dude who travels around does a bunch of fun stuff, I'm pretty good.
Speaker 1:Follow on instagram at the mike mall awesome, yes, and you guys should follow him on social media, because you're always traveling places where I'm like dude. One of these days, my wife and I are going to meet up with you down there hey, you, you let me know, you let me know, I'm there sounds good.
Speaker 1:All right, well, thank you everyone who's listening today. Uh, if you enjoyed the show and felt like it provided you value, I'd love to hear, uh in the comments what stuck out the most to you from today's episode, and we'll see in the next one. You.